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Scanned  from  the  collections  of 
The  Library  of  Congress 


Packard  Campus 
for  Audio  Visual  Conservation 
www.loc.gov/avconservation 

Motion  Picture  and  Television  Reading  Room 
www.loc.gov/rr/mopic 


Recorded  Sound  Reference  Center 
www.loc.gov/rr/record 


VOL.  XIV.    No.  7. 


SINGLE  COPIES.  25  CENTS 
PER   YEAR.  TWO  DOLLARS 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  July  15,  1918 


Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  at  New  York.  N.  Y.,  under  the  act  of  Congress  of  March  2,  1879. 


THE    TALKING    MACHINE  WORLD 


July 


THE  INSTRUMENT  OF  QUALITY 

<0?<S 


oo 

CLEAR   AS  A  BELL 


Highest  Class  Talking  Machine  in  the  World 

THE  important  reason  why  Sonora  found  favor  so 
rapidly  is  because  it  is  the  finest  phonograph  that 
it  is  possible  to  make.    Those  with  cultivated  musi- 
cal taste  are  content  only  with  the  best.     Quality  is 
studied  in  Sonora's  production  rather  than  a  low  price. 

The  reason  why  so  many  dealers  select 
5  Sonora  is  because  of  its  high  reputation; 
it  sells  quickly  and  on  a  better  cash 
basis,  therefore  with  the  Sonora  line 
your  bank  balances  grow.  The  Sonora 
is  guaranteed  to  give  satisfaction. 


The  buyer  of  a  Sonora  owns  the  instrument 
which  won  highest  award  for  tone  at  the  Panama 
Pacific  Exposition. 

If  you  are  interested  in  selling  the  Sonora 
write  us  today. 

$50   $55    $60    $75    $120  $135  $175 
$190  $215  $230  $300  $375  $500  $1,000 


THE  GRAND 


Art  models  made  to  special  order  to  suit  any  taste 

Sonora  $i)cinograpf)  g>ales  Company 

INCORPORATED 
GEORGE  E.  BRIGHTSON,  President 
Executive  Offices:  279  Broadway,  NEW  YORK 


Sonora  is  licensed  under  BASIC  PATENTS  of  the  phonograph  industry 


i 


The  Talking  Machine  World 


Vol.  14.    No.  7 


TALKER  MUSIC  TO  LURE  SEALS 

State  Fish  Commissioner  of  Washington  De- 
clared to  Be  Working  on  Such  a  Plan — Will 
Be  Possible  to  Take  a  Machine,  Records  and 
a  Gun  and  Get  a  Sealskin  for  Better  Half 


Seattle,  Wash.,  July  2. — If  experiments  now 
being  conducted  by  the  State  Fish  Commission- 
er's office  here  work  out  satisfactorily,  it  will 
soon  be  possible  for  the  average  citizen,  handi- 
capped by  war  expense,  to  simply  grab  his 
trusty  rifle  under  one  arm,  talking  machine  un- 
der the  other,  climb  into  a  skiff,  paddle  to  the 
sealing  grounds  and  grab  off  the  makings  of  a 
sealskin  coat  for  friend  wife. 

The  State  Fish  Commissioner  is  a  believer  in 
the  power  of  music,  and  is  experimenting  to  see 
if  the  melody  from  a  talking  machine  floating 
across  the  waters  will  not  lure  the  seals  within 
his  reach.  The  plan  is  for  the  seal  hunter  to 
anchor  near  a  rookery  or  salmon  trap,  put  on 
a  record  and  when  the  audience  of  seals  gather, 
pick  up  his  trusty  rifle  and  kill  off  the  audi- 
ence. 

One  local  talking  machine  dealer  suggests 
that  instead  of  using  a  rifle  the  hunter  take 
with  him  a  series  of  comic  records,  such  as 
"Cohen  at  the  Telephone,"  and  permit  the  seals 


Albany,  N.  Y.,  July  8. — When  Governor  Whit- 
man signed  the  Chaplains'  Outfit  bill  last  year 
little  did  he  realize  how  far-reaching  would  be 
the  effect  of  his  kindly  act,  even  though  he 
foresaw  the  need  of  clean,  wholesome  enjoy- 
ment for  our  boys  in  camp. 

Upon  his  shoulders  rests  the  pleasant  respon- 
sibility for  the  many  hours  of  pleasure  which  the 
New  York  State  troops,  now  in  Federal  service, 
enjoy  at  their  various  posts,  both  at  home  and 
abroad. 

The  Chaplains'  Outfit,  one  of  which  was  given 
to  each  of  the  New  York  State  troops,  con- 
sisted of  one  Ford  truck,  forty-eight  camp 
stools,  one  folding  organ,  one  folding  table,  one 
folding  typewriter,  moving  picture  outfit,  and 
last,  but  by  no  means  least,  one  Victrola  and 
twenty  records  (forty  selections)  in  carrying 
case,  the  latter  being  popularly  known  as  the 
Gately  Army  and  Navy  Outfit. 

John  L.  Gately,  president  of  the  Gately-Haire 
Co.,  Inc.,  Albany,  N.  Y.,  lent  his  commercial 
knowledge  and  experience  in  the  buying  of  some 
of  the  outfit  articles,  and  from  the  letters  he 
has  received  from  the  various  chaplains,  who 
are  loud  in  their  praise  of  the  outfits,  it  is  safe 
to  say  that,  in  the  thoughts  of  our  soldier  lad- 
dies, Governor  Whitman's  stock  has  gone  up 
100  per  cent,  for  his  foresight,  humanity  and  evi- 
dent love  of  music. 

A  letter  from  one  of  the  chaplains  read  as 
follows:  "The  machine  has  done  splendidly 
and  is  very  satisfactory.  I  would  be  very  glad 
indeed  to  have  some  new  records  but  I  have  no 
money  to  pay  for  them.  If,  as  I  interpreted 
from  your  letter,  you  hope  to  get  authority  to 
send  more  records,  I  shall  be  delighted  to  re- 
ceive them." 

An  officer  in  one  of  the  companies  writes: 
"The  evenings  are  very  lonesome,  as  most  of 
the  men  stay  in  their  tents  at  night.  A  Vic- 
trola shortens  the  distance  from  home  and 
makes  them  very  happy." 

The  good  example  of  Governor  Whitman — pio- 
neer in  his  thought  for  the  welfare  and  social 
enjoyment  of  the  boys— has  been  followed  by 
Governors  of  some  of  the  other  States.  Gover- 
nor Brumbaugh,  of  Pennsylvania,  is  enthusiastic 


New  York,  July  15,  1918 


to  laugh  themselves  to  death.  By  this  means 
the  skins  will  be  preserved  perfectly  and  will 
be  in  no  danger  of  being  marked  by  the  bul- 
lets. It  is  declared,- but  not  officially,  that  the 
State  Commissioner  got  his  original  idea  from 
seeing  sealskin  coats  on  women  attracted  into 
tango  parlors  by  the  ravings  of  jazz  bands. 


BOOKS  SHOULD  BE  KEPT 

Every  Concern  Paying  Taxes  Should  Keep  a 
Record  of  the  Business  Transacted — Is  Part 
of  Revenue  Act — Power  of  the  Commissioner 


One  fact  about  the  revenue  act  that  has  pretty 
well  escaped  notice  is  that  it  gives  the  Treasury 
Department  power  to  enforce  the  keeping  of 
records  in  every  concern  that  pays  any  of  the 
taxes  the  act  provides  for,  and  to  say  what  kind 
of  records  they  shall  be.  Here  is  the  law: 
"Section  1001.  That  .  .  .  every  person,  cor- 
poration, partnership,  or  association,  liable  to 
any  tax  imposed  by  this  act,  or  for  the  collection 
thereof,  shall  keep  such  records  as  the  Com- 
missioner of  Internal  Revenue,  with  the  ap- 
proval of  the  Secretary  of  the  Treasury,  may 
from  time  to  time  prescribe."  The  Commis- 
sioner has  made  no  plan  as  yet  for  exercising 
this  authority. 


over  the  merits  of  music  in  connection  with 
military  affairs.  In  fact,  he  has  just  issued  a 
proclamation  urging  the  organization  of  march- 
ing and  singing  clubs  to  arouse  the  nation. 

Some  of  the  States  have  equipped  all  of  their 
armories  with  an  outfit  similar  to  the  Gately 
Army  and  Navy  Outfit,  and  it  is  reasonable  to 
believe  that,  in  the  near  future,  others  will  see 
the  importance  of  this  form  of  entertaining  for 
the  boys,  and  the  Victrola  will  be  made  a  unit 
in  the  list  of  Quartermaster  supplies  just  as 
surely  as  the  most  important  necessity.  As  the 
company  possesses  a  library,  so  will  it  have  its 
Victrola  and  records  in  the  future. 

How  can  the  long  tedious  hours  that  are  part 
of  the  life  of  a  soldier  be  lightened  more  ef- 
fectively than  by  the  aid  of  clean,  wholesome 
books  and  music  that  stirs  the  soul?  Those  of 
us  who  are  here,  in  the  safety  and  comfort  of 
home,  little  realize  what  our  boys  "over  there" 
are  going  through,  on  the  road  of  "the  great 
adventure."  As  Francis  Rogers,  the  singer, 
well  known  of  Albanians,  who  has  just  returned 
from  a  singing  tour  of  the  European  camps, 
says:  "A  phonograph  is  the  chief  treasure  of  a 
Y.  M.  C.  A.  hut,  and  is  usually  working  all  day 
long — I  might  say  that  it  is  never  silent.  They 
even  revel  in  gloomy  songs,  so  great  is  their 
longing  for  music.  I  have  sometimes  seen  a 
boy  standing  with  his  arms  thrown  lovingly 
about  the  machine  and  his  ear  to  its  mouth, 
drinking  in  the  strains  of  'My  Laddie,'  or  'Over 
There.'  Sometimes  the  boys  comfort  them- 
selves with  what  most  of  us  would  consider 
pretty  depressing  music,  and  are  satisfied  to  play 
the  same  records  over  and  over  again.  H  this 
satisfies  them,  how  much  keener  would  be  their 
enjoyment  of  new  records  from  time  to  time. 

"Without  any  sentimentalizing,  music  will  do 
a  great  deal  to  win  the  war."  This  is  the  opin- 
ion of  Mr.  Rogers  and  his  co-workers  in  the 
foreign  Y.  M.  C.  A.  service,  who  know  what 
they  are  talking  about;  and  the  official  opinion 
of  officers  who  agree  that  the  men  cannot  be 
converted  into  lighting  men  without  inner  sus- 
tenance: a  J^igh  degree  of  confidence,  cheerful- 
ness, courage  and  other  morale-building  ele- 
ments. 


Price  Twenty-five  Cents 


ATTITUDE  OF  SALESMAN  TO  BUYER 

Simplicity,  Sincerity  and  Directness  Are  Qual- 
ities That  Will  Win  Respect 


It  has  been  said  that  the  salesman  should 
seek  to  place  himself  upon  the  level  of  the 
customer  in  his  conversation  with  the  latter. 
Such  advice,  we  believe,  is  likely  to  be  misun- 
derstood. To  carry  on  a  conversation,  to  make 
a  sale  of  goods,  deliver  a  lecture  or  preach  a 
sermon,  it  is  not  necessary  to  be  either  a  high- 
brow or  a  tough.  In  attempting  to  take  another 
person's  level  one  is  likely  to  fall  below  it.  It 
is  much  better  in  all  relations  of  life  to  culti- 
vate simplicity,  sincerity  and  directness,  and  to 
be  one's  self. 

These  qualities  inspire  respect  whether  one's 
customer  be  a  college  president  or  a  laborer. 
The  salesman  is  aided  in  this  by  the  fact  that 
he  is  likely  to  be  more  successful  if  he  is  a  good 
listener.  Good  listening  frequently  implies 
more  than  good  speaking,  for  it  means  apprecia- 
tive understanding  of  what  another  is  saying 
and  an  attitude  of  interest  which  is  always  com- 
plimentary to  a  speaker. 

While  the  salesman  should  be  a  good  listener, 
he  need  not  be  altogether  a  silent  listener,  says 
Office  Appliances.  He  should  talk  enough  to 
consummate  the  sale  after  his  listening  qualities 
have  commended  him  to  the  customer,  but  not 
so  much  as  to  kill  a  sale  which  judicious  econ- 
omy in  conversation  would  have  made  possible. 


PROGRESSIVE  BERMUDA  DEALERS 

Thos.  J.  Wadson  &  Son,  of  Hamilton,  Have 
Built  Up  a  Large  Victor  Business 


Victor  talking  machines  and  records  are  im- 
mensely popular  in  Bermuda,  and  one  of  the 
most  enterprising  dealers  of  that  popular  resort 


T.  J.  Wadson,  Son  and  Staff,  Hamilton 

for  Americans  is  Thomas  J.  Wadson  &  Son,  of 
Hamilton,  both  members  of  the  firm  appearing 
in  the  photograph  herewith,  which  was  taken 
with  the  entire  staff  after  a  shipment  of  Victor 
goods  had  been  received.  Thomas  J.  Wadson 
&  Son  have  built  up  an  excellent  business  in 
Hamilton,  and  report  an  increasing  appreciation 
of  the  Victor  among  the  very  best  element  in 
the  community. 


OPEN  NEW  EDISON  DEPARTMENT 

The  Erie  Camera  &  Phonograph  Co.  have 
opened  an  elaborate  Edison  phonograph  depart- 
ment in  their  store  at  State  and  Seventh  streets, 
Erie,  Pa.,  and  are  advertising  the  department  in 
a  big  way  in  the  local  newspapers. 


The  Putnam,  Page  Co.,  Victor  wholesalers,  of 
Peoria,  111.,  have  found  more  space  necessary  to 
carry  on  their  business  despite  wartimes  and, 
therefore,  have  taken  over  the  entire  third  floor 
of  their  present  building  to  be  utilized  for  of- 
fices and  storage  space. 


Music  and  Patriotism  Combined 
Prove  a  Profitable  Investment 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


The  American  Man  Is  Gaining  An  Artistic  Self ■ 
Respect  By  Means  of  The  Talking  Machine 


It  is  not  easy  to  measure  the  tremendous  in- 
fluence exercised  by  the  talking  machine  in  stim- 
ulating musical  knowledge  and  appreciation  in 
America.  For  years  past  The  World  has 
pointed  out  that  no  other  factor  has  been  so 
resultful  in  bringing  music  to  the  masses — the 
best  in  music — as  the  talking  machine,  and  as  a 
result  there  exists  to-day  a  more  widespread 
comprehension  of  what  constitutes  good  music 
than  ever  before. 

This  is  not  only  true  as  far  as  the  women  of 
America  are  concerned — who  through  their  clubs 
are  a  most  influential  factor  in  developing 
American  musical  interests — but  also  among  the 
men,  who  apparently  in  the  past  have  been  too 
busy  to  give  music  serious  consideration. 

As  pointed  out  so  very  interestingly  in  The 
Monitor,  of  Boston,  recently,  talking  machines 
have  proved  to  be  an  especial  opportunity  for 
the  American  man.  Authorities  agree  upon 
what  talking  machines  have  done  toward  popu- 
larizing the  better  class  of  music,  but  they  over- 
look the  fact  that  through  them  the  American 
man  is  gaining  an  artistic  self-respect.  Though 
potentially  quite  as  musical  as  the  American 
woman,  he  has  refused  to  develop  along  the  lines 
which  have  succeeded  with  her,  and  has  been 
half  convinced  that  he  is  the  more  unmusical 
of  the  two.  He  has  not  had  time  to  attain 
enough  technical  training  to  achieve  musical 
self-expression,  has  been  too  busy  to  explore  the 
mysteries  of  opera  and  symphony,  and  has  re- 
fused pointblank  to  learn  about  music  through 
books  or  clubs. 

Consider  a  ranch  far  removed  from  the  rail- 
road. There  stands  a  talking  machine.  At  the 
dinner  hour  the  men  sit  and  listen,  while  record 
after  record  is  played.  A  new  record  by  a  new 
artist  must  meet  the  approval  of  critical  cow- 
boys before  it  is  listed  with  favorites,  while  a 
new  record  by  a  favorite  artist  is  an  event.  One 
of;  these  men  would  not  understand  your  mo- 
tives if  you  asked  him  about  an  author,  Brown- 
irigfor  Conrad  or  Mark  Twain;  but  merely  men- 
tion one  of  the  great  musical  artists  of  the  day, 
ati*fi  instant  friendship  is  established.  His  pro- 
nunciation of  the  performer's  name  may  be 
ci;ade,  and  the  title  of  the  composition  may  in- 
duce a  smile,  but  he  knows  the  music. 

Neither  the  ideals  of  education  nor  the  rigors 
of  practical  experience  have  completely  blighted 
the  American  man's  inherent  musical  possibili- 


ties; and  the  degree  of  his  knowledge  may  be 
observed  in  the  training  camps  for  United 
States  soldiers.  A  technical  investigation  of 
the  musical  capacity  of  the  soldiers  is  not  nec- 
essary. One  may  quickly  find  out  what  they 
know  or  do  not  know  by  noticing  how  they 
take  the  work  of  a  great  performer  who  visits 
them. 

Recently,  Mme.  Maud  Powell,  the  violinist, 
played  in  several  camps  in  the  course  of  her 


//  May  Be  Safely 
Assumed  That  Some 
New  Influence  is 
Reaching  the  Male 
Sex   of  America 


tour  in  the  Western  part  of  the  United  States 
and  Canada.  No  artist  knows  better  than  she 
the  country  included  in  the  concert  circuit  of 
North  America.  For  she  has  had  to  convince 
the  people  before  whom  she  went,  and  in  the 
process  she  has  learned  of  what  stuff  they  are 
made.  She,  of  course,  approached  her  task  of 
playing  at  the  camps  with  a  sincere  desire  to 
please  the  boys,  but  knew  that  pleasing  them  did 
not  mean  lowering  her  standards.  She  was 
genuinely  surprised  when  the  boys  would  ask 
for  favorites — favorites  of  hers.  A  soldier  from 
Oregon  would  call  for  one  thing,  a  soldier  from 
Montana  for  another;  they  knew  Mme.  Powell, 
and  they  knew  the  music  also. 

Mme.  Powell  found  that  wherever  she  played 
men  knew  her  and  her  violin  pieces  whether 
they  came  from  city  or  country.  The  manager 
of  one  theatre  was  quite  convinced  the  soldiers 
would  not  listen  to  a  woman  "fiddling  classical 
stuff,"  and  did  his  utmost  to  persuade  her  to 
play  the  lightest  program  her  conscience  would 
permit,  almost  insisting  that  a  disagreeable  fail- 
ure would  ensure  if  she  had  her  way.  She 
told  him  she  knew  what  the  boys  wanted  and  she 


won  them,  much  as  she  wins  her  regular  audi- 
ences. Extra  numbers  were  called  for  without 
a  moment's  hesitation  as  to  the  name  of  the 
number  desired. 

American  men  have  lacked  confidence;  they 
are  music  shy.  The  talking  machine  gives  them 
an  opportunity  to  listen  casually.  They  listen 
and  learn  without  wasting  time  at  a  conceit. 
A  man  may  sit  alone  and  listen,  if  he  no  longer 
fears  detection  and  ridicule  from  the  family. 
One  day  he-  upsets  all  precedent  by  offering  an 
opinion  regarding  a  singer.  Slowly  the  sifting 
process  goes  on  until  he  has  acquired  high 
standards. 

This  process  is  country-wide  in  its  operation. 
What  Mme.  Powell  discovered  on  her  tour  is 
being  called  to  the  attention  of  all  observers. 
An  elderly  man  was  following  two  small  lads 
in  a  Western  city.  The  boys  were  having  a 
heated  argument,  and  the  kindly  gentleman  be- 
came interested  enough  to  approach  closer,  so 
as  to  overhear  the  cause  of  the  contention.  One 
boy,  about  ten  years  of  age,  said  that  anybody 
who  did  not  think  Melba's  "Caro  Nome"  was 
the  best  singing,  had  a  lot  to  learn;  and  the 
other  lad  declared  flatly  that  it  did  not  hold  a 
candle  to  "Why  Do  the  Nations?"  by  Wither- 
spoon.  The  elderly  man  retreated,  -  lest  he 
should  be  called  upon  to  settle  a  dispute  about 
which  he  knew  nothing.  When  American  boys 
argue  on  the  streets  over  the  merits  of  Melba 
and  Witherspoon,  it  may  safely  be  assumed 
that  some  new  influence  is  reaching  American 
men. 


THOR  NORBERG  NOW  AN  ENSIGN 

Talking  Machine  Dealer  of  Moline,  111.,  in 
Charge  of  Physical  Training  at  Great  Lakes 
Naval  Station — Doing  Most  Successful  Work 


Thor  Norberg,  successful  Victor  talking  ma- 
chine dealer  in  Moline,  111.,  and  who  also  con- 
ducts a  store  in  Rock  Island,  has  entered  the 
U.  S.  Naval  Service  with  the  rank  of  ensign, 
and  is  now  in  charge  of  physical  training  at  the 
Great  Lakes  Naval  Station.  Mr.  Norberg  is  a 
native  of  Sweden,  but  a  citizen  of  the  United 
States,  and  his  work  in  building  up  the  physique 
of  Uncle  Sam's  new  sailor  lads  has  been  com- 
mended by  his  superiors.  Meanwhile,  the  busi- 
ness has  been  left  in  competent  hands  and  is 
prospering. 


SINCERITY 


That's  the  slogan  back  of  every  factor  in 

Ditson  Service 


Oliver  Ditson  Co. 
BOSTON 


It  means  much  fust  now 

VICTOR 

Exclusively 


Chas.  H.  Ditson  &  Co. 
NEW  YORK 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


5 


Albany,   N.   Y  Gately-Haire  Co.,  Inc. 

Atlanta,  On  Elyea-Austell  Co. 

Phillips  &  Crew  Piano  Co. 

Austin,    Tex  The  Talking  Machine  Co.,  of 

Texas. 

Baltimore,   Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 

Bangor,  Mo  Andrews  Music  House  Co. 

Birmingham,   Ala.  Talking  Machine  Co. 

Boston,  Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  Y...  American  Talking  Mch.  Co. 

G.  T.  Williams. 
Buffalo,  N.  Y  W.  O.  &  C.  N.  Andrews. 

Neal,  Clark  &  Neal  Co. 
Burlington,  Vt.. ..  American  Phonograph  Co. 

Butte,   Mont  Orton  Bros. 

Chicago,    111  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  W.  H.  Buescher  &  Sons 

Co. 

The  Collister  &  Sayle  Co. 

The  Eclipse  Musical  Co. 

Columbus,   O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denvar.    Colo  The  Hext  Music  Co. 

The   Knight-Campbell  Music 
Co. 


Des  Moines,  Ia....Mickel  Bros.  Cm. 

Detroit,   Mich  Grinncll  Bros. 

Klmira.  N.  Y  Elmira  Arms  Co. 

El   Paso.   Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H.. . .  Bergstrom  Music  Co.,  Ltd. 

Houston,    Tex  Thos.  Goggan  &  Bro. 

Indianapolis,  Ind..  Stewart  Talking  Machine  Co. 
Jacksonville,  Fla.. Florida  Talking  Machine  Co. 
Kansas  City,  Mo..  J.  W.  Jenkins  Sons  Music  Co. 

Schmelzer  Arms  Co. 

Lincoln,   Nebr  Ross  P.  Curtice  Co. 

Little  Bock,  Ark..O.  K.  Houck  Piano  Co. 
Los  Angeles,  Cal. .  Sherman,  Clay  &  Co. 
Memphis,   Tenn....O.  K.  Houck  Piano  Co. 
Milwaukee,   Wis...  Badger  Talking  Machine  Co. 
Minneapolis,  Mlnn.Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.  H.  Reynalds. 

Montreal,  Can  Berliner     Gramophone  Co., 

Ltd. 

Nashville,  Tenn....O.  K.  Houck  Piano  Co. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  Haven,  Conn.  Henry  Horton. 

New  Orleans,  La...  Philip  Werlein,  Ltd. 

New  York,  N.  Y...Blackman  Talking  Mach.  Co. 

Emanuel  Blout 

C.  Bruno  &  Son,  Inc. 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Charles  H.  Ditson  &  Co. 

Landay  Bros.,  Inc. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 


Omaha,   Nebr  A.  Hospe  Co. 

Mickel  Bros.  Co. 

Peoria.  Ill  Putnam-Page  Co..  Inc. 

Philadelphia,    Pa..  Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe. 

The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh,   Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co..  Ltd. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Portland,    Ore  Sherman,  Clay  &  Co. 

Providence,  B.  I... J.  Samuels  St  Bro.,  Inc. 
Richmond,  Va  The  Corley  Co..  Inc. 

W.  D.  Moses  &  Co. 
Rochester,  N.  Y...E.  J.  Chapman. 

The  Talking  Machine  Co. 

Salt  Lake  City,  V.  Consolidated  Music  Co. 

The  John  Elliott  Clark  Co. 
San  Antonio,  Tex. Thos.  Goggan  &  Bros. 
San  Francisco,  Cal. Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Sionx  Falls,  S.  D..  Talking  Machine  Exchange. 
Spokane,  Wash ....  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  Jt  Bro. 

Syracuse,  N.  Y....W.  D.  Andrews  Co. 

Toledo,  O  The  Whitney  &  Currier  Co. 

Washington,  D.  C.Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Robt.  C.  Rogers  Co. 


6 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


ALL  RECORD  CUSTOMERS  ARE  ALBUM  CUSTOMERS 


MAKING  THEIR  SELECTION 


A  Place  for  Every  Record  and  Every 
Record  in  its  Place 

Albums  are  an  Indispensable  Requisite  in  the 

talking  machine  business  and  wherever  records  are 
sold.  Practical  and  handy.  Save  time  and  records. 
A  profitable  adjunct  to  the  business. 

We  manufacture  disc  Record  Albums  to  fit  cabi- 
nets of  all  sizes  and  styles.  With  the  indexes  they 
are  a  complete  system  for  filing  all  disc  records. 

We  have  unexcelled  manufacturing  facilities,  and 
considering  quality  our  prices  are  the  lowest.  Write 
us,  giving  quantity  you  may  desire,  and  we  will 
quote  prices. 

OUR  ALBUMS  ARE   MADE  TO  CONTAIN  VICTOR, 
COLUMBIA,  EDISON,  PATHE  AND  ALL 
OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


THE  PERFECT  PLAN 


CONDITIONS  IN  TALKING  MACHINE  TRADE  IN  AUSTRALIA 

Machines  and  Records  Not  So  Numerous  in  That  Country  as  in  the  United  States,  and  Most  of 
Them  Are  Imported  From  England  and  This  Country — Unusual  Conditions  That  Prevail 


THE  SONORA  IN  AUSTRALIA 


Washington,  D.  C,  July  6. — The  following  in- 
teresting report  regarding  the  situation  in  Aus- 
tralia in  the  matter  of  talking  machines  and  rec- 
ords has  been  made  by  Howard  A.  Treat,  sec- 
retary to  the  commercial  attache  in  Melbourne: 

Although  there  are  a  good  many  "talkers" 
in  use  in  Australia,  they  are  by  no  means  so 
common  as  in  the  United  States;  and  while 
there  are  some  cheaper  grades  assembled  in 
Australia  from  imported  parts,  the  majority  of 
the  machines  on  sale  here  now  are  shipped  from 
England  and  America.  Before  the  war  some 
French  and  German  makes  were  sold. 

Customs  receipts  for  the  fiscal  year  ended 
June  30,  1917,  show  that  talking  machines  to 
the  value  of  £55,000  ($267,600)  were  imported 
from  the  United  States.  During  the  continu- 
ance of  the  war  other  countries  are  practically 
out  of  the  market.  The  duty  on  talking  ma- 
chines of  other  than  British  manufacture  is  10 
per  cent,  ad  valorem.  It  is  understood  that 
the  small  manufacturers  who  assemble  parts  into 
cheap  machines  desire  to  have  this  duty  in- 
creased for  the  protection  of  home  industry. 

No  energetic  effort  has  been  made  to  push  the 
sale  of  talking  machines  until  within  the  past 
year.  Hitherto  phonographs  have  been  carried 
as  a  side  line  by  dealers  in  pianos  and  other 
musical  instruments,  and.  until  recently  no  one 
has  undertaken  to  handle  them  exclusively.  A 
Melbourne  firm  which  carries  nothing  but  talk- 
ing machines  states  that  within  the  past  year 
it  has  imported  300  machines  of  the  make  it 
handles,  and  it  further  states  that  the  more  ex- 
pensive styles  sell  more  readily  than  the  cheaper 
grades.  The  attempt  to  sell  the  more  expensive 
cabinet  machines  is  a  comparatively  recent 
venture,  as  formerly  the  horn  machine  was  the 
favored  type.  As  yet  the  talking  machine  trade 
is  in  its  infancy  in  Australia,  and  there  is  a 
good  opportunity  for  the  introduction  of  such 
instruments,  for  the  people  are  very  musical; 
but  owing  to  the  lack  of  development  of  this 
trade,  piano  players,  which  are  much  more  ex- 
pensive, have  gained  the  preference. 

The  present  is  seemingly  an  opportune  time 
for  establishing  a  plant  for  the  manufacture  of 


records  in  Australia.  The  situation  here  is 
peculiar.  Australia  is  so  remote  from  other 
countries  that  it  comprises  almost  a  world  of 
its  own  in  musical  matters.  Artists  from 
Europe  and  America  usually  remain  here  many 
months,  returning  again  and  again  to  the  same 
places  if  they  become  popular.  Operettas, 
pantomimes,  and  musical  comedies  generally 
run  from  eight  to  ten  weeks  in  each  city.  The 
rights  to  produce  American  and  European  mu- 
sical successes  in  Australia  are  usually  obtained 
soon  after  they  become  established  at  home, 
and  local  favorites  present  them  in  Australian 
theatres.  Local  musicians  of  ability  are  very 
popular,  and  visiting  artists  who  meet  with  suc- 
cess are  made  much  of,  socially  and  otherwise, 
with  the  result  that  records  made  by  such  peo- 
ple would  have  a  large  sale  if  they  could  be 
made  here  and  put  out  while  the  artists  are  at 
the  height  of  their  popularity. 

Imported  records  sell  at  prices  greatly  in  ad- 
vance of  those  obtained  in  America,  and  rec- 
ords could  be  made  here  that  would  bring  a 
lower  price  and  still  yield  a  good  profit  to  the 
manufacturers.  The  sale  of  such  records  would 
do  more  toward  increasing  the  use  of  talking 
machines  than  any  other  instrumentality.  It  is 
important,  however,  that  the  material  of  which 
the  records  are  made  be  such  as  to  insure  a  per- 
fectly smooth  surface  and  the  best  possible  re- 
production. Information  as  to  the  existence  in 
Australia  of  raw  materials  for  the  manufac- 
ture of  records  is  something  that  would  have 
to  be  obtained  by  the  manufacturers  themselves, 
inasmuch  as  the  composition  of  records  is  a 
trade  secret. 


RECREATION  CENTER  IN  NEW  YORK 

The  Y.  M.  C.  A.  Eagle  Hut,  which  adds  to  the 
attractiveness  of  Bryant  Park,  New  York,  has 
been  equipped  with  a  talking  machine  by  Reed 
Miller,  the  well-known  singer.  With  a  number 
of  other  artists  Mr.  and  Mrs.  Miller  have  been 
giving  concerts  at  this  recreation  house,  which 
have  been  attended  by  large  numbers  of  sol- 
diers and  sailors. 


A  Really  Good  Album  At  a  Moderate 
Price  is  a  Money  Maker  tor  the  Dealer 

METAL  BACK  ALBUMS 

will  give  the  dealer  and  his  patrons  true  value  and  the 
highest  quality.  A  complete  line  of  albums  that  stand 
for  the  best  in  their  respective  grades. 

Write  for  samples  of  our  three  numbers 

NEWJiYORK  ALBUM  &  CARD  CO.,  23-25  Lispenard  St.,  NEW  YORK 


Allan  &  Co.,  of  Melbourne,  Are  Handling  and 
Featuring  This  Product  in  an  Effective  Way — 
A  Leading  Institution  in,  the  Antipodes 


The  Sonora  Phonograph  Sales  Co.  recently 
closed  arrangements  whereby  Allan  &  Co.,  of 
Melbourne,  Australia,  will  handle  the  complete 
Sonora  line  in  this  far  distant  point.  The  ac- 
companying photograph  will  give  some  idea  of 
the  prominence  accorded  the  Sonora  line  in  Al- 
lan &  Co.'s  windows,  and  it  is  said  that  one  of 
their  beautiful  windows  will  always  be  devoted 
to  the  exclusive  display  of  the  Sonora  phono- 
graph. 

Allan  &  Co.  is  recognized  as  one  of  the  fore- 
most musical  houses  in  the  Antipodes  and  is 


Allan  &  Co.'s  Display  Window,  Melbourne 

frequently  termed  the  "aristocrat"  of  the  Mel- 
bourne musical  houses.  It  is  the  oldest  music 
house  in  that  city,  and  caters  to  an  exception- 
ally high-class  clientele  which  will  doubtless 
appreciate  the  merits  of  the  Sonora  phono- 
graph. 

The  securing  of  a  representation  so  desirable 
as  that  given  by  Allan  &  Co.  enables  the  So- 
nora Co.  to  forego  the  necessity  of  introducing 
its  product  in  this  new  field.  The  fact  that  the 
Sonora  is  being  sold  by  the  house  of  Allan  & 
Co.  is,  for  the  Australians,  sufficient  guarantee 
of  the  unqualified  merit  of  the  product.  Allan 
&  Co.  are  planning  to  institute  an  aggressive 
campaign  in  behalf  of  the  Sonora  phonograph, 
and  the  outcome  of  this  campaign  will  assuredly 
establish  the  position  of  the  Sonora  in  Mel- 
bourne musical  circles. 


A  LITTLE  RECORD  "POINTER" 

A  concern  in  the  East  which  makes  many  col- 
lections for  accounts  of  $1  obtains  prompt  re- 
mittances, it  finds,  by  the  use  of  an  envelope 
one  inch  by  two  inches  in  size,  tipped  with  glue 
to  the  bill.  On  it  is  printed:  "We  have  made 
it  easy  for  you  to  remit.  Just  enclose  $1  in 
this  envelope."  The  small  size  of  the  en- 
velope seems  to  get  more  attention  than  the 
usual  letter  size,  in  spite  of  the  fact  that  it  can- 
not be  mailed  without  a  larger  wrapping. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


Victrola  IV-A,  $22.50 


Victrola  VI-A,  $32.50 

Oak 


Victrola  VIII-A,  $50 

Oak 


Victrola  1X-A,  $60 

Mahogany  or  oak 


Victrola  X-A,  $90 

Mahogany  or  oak 


Victor 
Supremacy 


The  supremacy  of 
the  Victrola  is  as  evi- 
dent in  the  prosperity 
of  Victor  retailers  as 
in  the  great  musical 
accomplishments  of 
the  instrument  itself. 

Victor  supremacy 
means  retailer  suc- 
cess. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  (.ramophone  Co.,  Montreal,  Canadian  Wholesalers 


Victrola  XI-A,  $115 

Mahogany  or  oak 


"Victrola"  i3  the  Registered  Trade-mark  of  the  Victor  Talking  Machine 

Company  designating  the  products  of  this  Company  only. 
Warning:  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or 
sale  of  any  other  Talking  Machine  or  Phonograph 
products  is  misleading  and  illegal 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scien- 
tifically co-ordinated  and  synchronized  in  the  processes  of  manu- 
facture, and  their  use,  one  with  the  other,  is  absolutely 
essential  to  a   perfect  reproduction 


Victrola  XIV,  $175 

Mahogany  or  oak 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50 

Mahogany  or  oak 


Victrola  XVII,  $275 
Victrola  XVII,  electric,  $332.50 

Mahogany  or  oak 


8 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President,  J.  B.  Spillaiie, 
373  Fourth  Ave.,  New  York;  Second  Vice-President,  J.  Raymond  Bill,  373  Fourth  Ave., 
New  York;  Secretary  and  Treasurer,  August  J.  Timpe,  373  Fourth  Ave.,  New  York. 

J.  B.  SPILLANE,  Editor 
J.  RAYMOND  BILL,  Associate  Editor 
AUGUST  J.  TIMPE,       .....       Business  Manager 

Trade  Representatives:         B.  Brittain  Wilson,  L.  M.  Robinson,  Wilson  D.  Bush, 
C.  Chace,  E.  B.  Munch,  L.  E.  Bowers,  A.  J.  Nicklin,  V.  D.  Walsh 

Boston:        John  H.  Wilson,  324  Washington  Street 
Chicago  Office:      E.  P.  Van  Harlingen,  Republic  Building,  209  South  State  Street. 

Telephone,  Wabash  5774 
London,  Eng.,  Office:       2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 


Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $2.25;  all  other  countries,  $3.75.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $4.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $125.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

|s^*  NOTICE  TO  ADVERTISE R S.— Advertising  copy  should 
reach  this  office  by  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  JULY  15,  1918 

DESPITE  the  tremendous  sums  of  money  required  to  meet 
the  nation's  expenses  the  coming  year,  there  is  a  magnifi- 
cent feeling  of  confidence  evident  everywhere  that  we  are  coming- 
out  ahead,  not  only  in  victory  over  the  enemies  of  the  United 
States,  but  in  the  development  of  a  greater  and  finer  civiliza- 
tion which  will  follow  our  present  days  of  travail.  Nature  is 
aiding  and  abetting  in  this  feeling  of  confidence  for  latest  re- 
ports from  the  Department  of  Agriculture  convey  the  cheering 
assurance  of  a  bumper  wheat  crop  this  year  that  promises  to 
develop  before  harvest  is  finished  into  a  production  of  a  mil- 
lion bushels. 

This  is  great  news,  not  only  for  members  of  this  industry, 
but  for  everyone  interested  in  American  trade  and  progress. 
It  means  more  bushels  of  wheat  than  in  any  year  except  one, 
and  better  still,  it  indicates  more  bushels  of  oats,  more  bushels 
of  rye,  more  bushels  of  barley  than  ever  before — items  that  will 
bring  cheering  news  to  all  the  Western  nations  linked  with 
us  in  the  fight  for  world  freedom,  as  well  as  to  ourselves. 

No  less  encouraging  is  the  state  of  the  cotton  crop,  the 
acreage  and  condition  of  which  for  the  season  are  largely  above 
the  average.  With  three  hundred  million  more  bushels  of  wheat 
this  year  than  last,  and  the  ships  to  carry  it,  no  worry  need 
be  felt  over  the  food  supply  for  our  soldiers  and  sailors,  as  well 
as  for  our  allies.  Consider  also  that  the  vast  wealth  coming 
from  the  ground  and  which  goes  into  the  hands  of  our  farming 
community  will  mean  increased  buying-  power.  There  can  be 
no  question  but  that  the  talking  machine  industry  will  get  its 
share  of  this  •  surplus  wealth,  inasmuch  as  talking  machines 
and  records  are  recognized  as  an  absolute  need  in  these  days 
of  stress. 

It  is  in  very  truth  a  time  for  confidence,  courage,  and  op- 
timism rather  than  gloom  and  grouch.  Americans  young  and 
old  are  all  prepared,  or  are  preparing,  to  meet  every  emergency 
that  is  necessary  to  supply  the  nation's  needs.  The  great  essen- 
tial to-day  is  confidence.  We  must  have  confidence  in  the  stu- 
pendous enterprise  which  is  being  conducted  by  this  country 
in  helping  to  bring  freedom  to  the  world.  We  must  have  con- 
fidence in  the  nation's  ability  to  adjust  business  affairs  to  the 
end  that  industry  is  maintained  unhampered  only  with  such  re- 
strictions or  changes  as  are  inevitable  in  face  of  war  necessities. 

We  must  arouse  public  sentiment  to  a  full  appreciation  of 
our  power  not  only  to  do  things,  but  to  do  them  right.  Instead 


of  talking  depression  and  disaster  and  going  around  with  bowed 
heads  and  sorrowful  mien,  is  it  not  the  time  to  exult  and  to  take 
pride  in  the  nation's  manhood,  in  the  nation's  resources,  and  in 
its  ability  to  triumph  over  all  difficulties?  Let  us  inspire  con- 
fidence not  only  among  our  own  people,  but  let  us  inspire  con- 
fidence in  those  nations  who  are  leaning  on  us  for  support. 


READERS  who  are  interested  in  the  problems  of  price  stabili- 
zation will  find  the  views  of  Joseph  E.  Davies,  former 
Commissioner  of  Corporations,  and  first  chairman  of  the  Federal 
Trade  Commission,  which  appear  elsewhere  in  The  World, 
worthy  of  close  consideration. 

Mr.  Davies  places  himself  absolutely  on  record  as  being  im- 
pressed with  the  necessity  of  doing  justice  and  giving  proper 
governmental  protection  to  the  manufacturer  who  produces 
standard  goods  of  fine  quality,  behind  which  he  places  his  name 
and  reputation,  and  for  which  he  has  created  a  valuable  good- 
will by  great  and  conscientious  effort,  believing  by  so  doing 
that  public  interest  is  conserved.  He  points  out  that  under  exist- 
ing law,  as  laid  down  by  recent  decisions  of  the  courts,  practices 
have  become  prevalent  which  constitute  a  menace  to  legitimate 
business  interests,  and  are  likewise  a  serious  injury  to  the  con- 
suming public. 

He  emphasizes  the  need  for  legislation  such  as  that  which 
is  covered  in  the  Stephens  Bill,  now  before  the  House  of  Repre- 
sentatives for  consideration,  after  being  amended,  which  will 
repose  in  a  governmental  agency,  such  as  the  Federal  Trade 
Commission,  the  power,  upon  its  own  initiative  or  upon  com- 
plaint, to  review  and  adjust  equitably  the  terms  of  the  resale  con- 
tract. In  this  connection  he  says :  "With  such  a  provision  in- 
cluded the  Stephens  Bill  would,  in  my  judgment,  secure  to  pro- 
ducers, distributors  and  the  public  all  the  benefits  and  economies 
of  price  stabilization  on  standard  merchandise,  and  at  the  same 
time  afford  every  possible  protection  of  the  public  interests." 

The  views  of  Mr.  Davies  on  the  subject  of  price  maintenance 
are  of  national  importance.  While  chairman  of  the  Federal 
Trade  Commission  he  made  a  deep  study  of  trade  conditions,  and 
a  statement  of  his  views  regarding  the  Stephens  Standard  Price 
Bill,  and  the  modifications  that  may  seem  necessary  and  desirable 
for  an  equitable  solution  of  the  whole  question  of  resale  regula- 
tion on  identified  products,  is  most  timely. 


TALKING  machine  dealers  are  facing  big  problems  these 
days.  Everything  is  topsy  turvy ;  the  greatest  war  in  history 
is  upsetting  and  demoralizing  established  practices  in  almost 
every  field  of  effort,  and  it  is  difficult,  if  not  impossible,  to  plan 
ahead  with  any  degree  of  certainty.  It  is,  however,  a  time  for 
concentration,  and  this  means  Avell  directed  effort.  The  man 
who  wins  is  he  who  devotes  himself  directly  to  mastering  the 
difficulties  that  confront  him. 

This  brings  up  the  subject  of  summer  trade,  and  it  must 
not  be  overlooked  that  the  talking  machine,  with  its  wonderful 
entertaining  possibilities,  is  a  potent  trade  stimulator  during  the 
vacation  period.  Why  not  concentrated  action  along  this  line? 
Get  right  down  to  brass  tacks.  Analyze  your  stock,  which,  de- 
spite its  limitations,  has  undoubtedly  possibilities  for  exploita- 
tion. Of  course  we  are  in  war  times,  and  there  are  many  ob- 
stacles in  the  way  of  business  expansion,  but  success  is  inevit- 
able if  one  works  earnestly  for  it.  Keep  in  mind  that  the  men 
who  have  reached  the  top  of  the  ladder  in  every  line  of  effort 
are  the  ones  who  have  concentrated,  and  who  have  fought  diffi- 
culties intelligently  and  persistently. 

The  more  one  studies  the  entertaining  and  musical  features 
of  the  talking  machine,  the  more  admiration  it  excites.  This  is 
a  subject  on  which  dealers  could  dwell  to  advantage  in  summer 
as  well  as  in  winter.  It  means  increased  income  earning  power 
if  a  little  more  enthusiasm,  ginger  if  you  will,  is  placed  in  their 
work.  There  are  still  abundant  opportunities  in  the  matter  of 
summer  trade,  although  it  may  mean  development  along  new 
lines  and  new  channels. 

This  is  the  time  of  the  year  when  all  the  world  is  out  of 
doors  and  the  great  big  national  entertainer  is  the  talking  ma- 
chine. This  is  not  only  true  where  soldiers  and  sailors  congre- 
gate in  the  camps  and  "huts"  in  this  country  and  in  the  trenches 
on  the  battle  front,  but  it  is  also  true  of  the  summer  hotels,  camp- 
ing-out parties,  country  homes  and  ehibs— in '-fact, r  talking— ma- 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


9 


chines  and  records  are  an  absolute  necessity  wherever  the  best 
form  of  entertainment  is  desired.  The  talking  machine  to-day 
is  truly  a  marvelous  creation,  and  the  more  you  analyze  it,  the 
more  you  go  into  the  subject,  the  more  it  impresses. 

Develop  new  trade  in  war  time — in  hot  weather?  Of  course 
you  can,  and  plenty  of  it — provided  a  fair  amount  of  stock  is  car- 
ried.  That's  the  rub! 

Despite  restrictions,  curtailment,  labor  conditions  and  the 
increased  demand  for  talking  machines  and  records,  manufac- 
turers are  making  the  greatest  possible  efforts  to  meet  the  re- 
quirements of  the  trade.  For  this  is  a  time  that  calls  for  the 
highest  form  of  ability  in  the  production  end.  Manufacturers, 
it  must  be  remembered,  are  facing  problems  that  are  not  easy 
of  solution.  We  must  all  conceive  of  the  extraordinary  condi- 
tions prevailing  and  be  sufficiently  elastic  and  considerate  in 
our  views  to  realize  that  every  manufacturer  is  doing  his  best 
to  look  after  the  needs  of  his  customers. 


AN  excellent  suggestion  comes  from  the  Talking  Machine 
Dealers'  Association  of  Buffalo  to  the  effect  that  secre- 
taries of  the  various  trade  organizations  exchange  reports  at 
their  meetings  in  order  to  bring  about  a  closer  co-operation  be- 
tween the  many  local  associations  that  have  sprung  up  and  are 
now  existing  in  the  trade  and  provide  for  a  greater  unity  of  ac- 
tion on  matters  of  general  import.  Of  course,  the  reports  of  the 
meetings  of  the  various  associations  appear  regularly  in  The 
Talking  Machine  World,  and  those  interested  can  thereby  keep 
in  touch  with  what  the  different  organizations  are  doing.  By 
building  up  a  chain  of  secretaries,  however,  all  working  together, 
various  questions  and  problems  may  be  discussed  more  or  less  at 
length  before  any  definite  action  is  taken.  Those  with  vision 
can  see  in  such  a  co-operation  between  the  associations,  through 
the  secretaries,  the  basis  for  an  organization  of  the  National  As- 
sociation of  Talking  Machine  Dealers — something  that  has  been 
suggested  on  numerous  occasions,  and  which  should  prove  of 
genuine  benefit  to  the  industry  as  a  whole. 

Local  associations  have  shown  what  can  be  accomplished  in 
a  small  way  for  the  betterment  of  business  practices  in  the  trade, 
and  the  elimination  of  various  so-called  "evils."  How  much  more 
effective  would  be  the  work  of  a  national  association  along  those 
lines,  and  the  establishment  of  uniform  standards  of  practice  in 
the  retail  talking  machine  trade? 


ALL  branches  of  industry  have  followed  the  hearings  on  the 
new  War  Revenue  Bill  before  the  Ways  and  Means  Com- 
mittee of  the  House  of  Representatives  with  considerable  in- 
terest, and  the  results,  which  will  be  formulated  in  the  bill  that 
will  be  introduced  in  Congress  after  a  short  recess,  will  have 
a  very  vital  bearing  upon  business  plans  the  coming  fall  and 
winter. 


TO  OUR  SUBSCRIBERS 

If  your  copy  of  The  Talking  Machine  World  does  not  reach  you 
on  publication  date,  or  a  few  days  thereafter,  do  not  assume  that 
it  has  gone  astray.  The  existing  railway  congestion  has  had  a 
serious  effect  on  the  handling  of  mail,  particularly  second  class 
matter,  and  brought  about  unusual  delays.  Kindly  wait  a  few 
days  longer  than  usual  before  writing  to  us,  as  the  paper  will 
probably  arrive  safely  


A  strong  plea  for  the  talking  machine  industry  was  made 
before  the  committee  by  Marion  Dorian,  of  the  Columbia  Co., 
in  which  he  emphasized  the  important  part  that  the  talking 
machine  is  playing  in  supplying  music  and  entertainment  not 
only  for  the  fighting  men  in  the  army  and  navy,  but  as  a  power- 
ful medium  for  maintaining  the  courage  and  optimism  of  the 
people  at  home.  He  stated  that  instead  of  an  increase  in  taxes 
there  really  should  be  a  repeal'  of  the  present  tax  on  talking 
machines,  because  of  the  essentiality  of  these  instruments  in  civil 
and  military  life. 

Judging  from  the  remarks  of  the  committee  there  is  a  likeli- 
hood of  an  increase  in  taxation  on  talking  machines  and  on  mu- 
sical instruments  as  a  whole,  and  it  behooves  every  member  of 
the  trade  to  get  in  touch  with  his  Congressman  and  present 
in  as  strong  and  as  forceful  a  manner  as  possible  the  claims 
which  music  has  for  full  consideration,  and  the  necessity  for 
its  wider  diffusion  in  these  trying  days. 

The  Washington  correspondents  of  the  daily  papers  are  evi- 
dently unaware  of  music's  important  part  in  the  war,  for  in  the 
reports  which  they  are  sending  out  to  the  daily  papers  through- 
out the  country  they  seem  to  take  pleasure  in  emphasizing  that 
musical  instruments  are  luxuries,  and  some  of  them  have  the 
temerity  to  offer  suggestions  as  to  the  exact  increase  of  taxation 
which  they  consider  should  be  applied  in  the  case  of  talking- 
machines. 

It  is  really  amazing  what  a  fund  of  misinformation  some  of 
our  daily  papers  can  supply  when  it  comes  to  discussing  the 
products  of  certain  industries,  notably  musical  instruments.  They 
seem  possessed  of  the  idea  that  every  talking  machine  and  piano 
man  is  a  millionaire,  and  that  their  profits  are  extraordinary. 

It  is  quite  evident  that  some  of  our  Congressmen  have  never 
gone  through  the  school  of  business  experience.  Their  views 
are  often  those  of  theorists,  rather  than  practical  men,  when 
it  comes  to  discussing  and  analyzing  the  costs  of  doing  business 
— at  least  in  certain  industries.  As  a  matter  of  fact  profits  are 
far  from  abnormal  to-day,  either  for  the  manufacturer  or  the 
dealer,  and  it  doesn't  require  a  genius,  or  even  a  politician,  to 
discover  this.  No  one  who  has  given  real  serious  study  to  the 
conditions  to-day  in  America  can  fail  to  properly  realize  the 
part  music  is  playing  in  our  civilization,  and  particularly  what 
a  tremendous  and  inspiring  factor  it  is  in  these  days  that  are 
trvins"  men's  souls. 


lO  East  39th  Street 

Pearsall  Service 


All  mail,  except  bills,  should  be  sent  to  our  new 
address,  10  East  39th  Street,  the  new  home  of 
Pearsall  Service.  Enlarged  quarters  and  im- 
proved efficiency  in  handling  Victor  machines 
and  records  will  give  you  a  Pearsall  Service  plus. 
Remember  our  new  number  plate  10-E-39. 


Silas  E.  Pearsall  Co. 

Wholesale  Distributors  of  Victrolas  and  Records 

10  EAST  39th  STREET  NEW  YORK,  N.  Y. 


10 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


A  Word  to  the  Wise 

lVt)hf,u7Tr^nuc7f  Is  Sufficient! 


J _  NEE  PL  E  S  ^  V 

IPiniiiiiiiil      ^  ^ay> a  wee^> a 
If  you  can  guess 
^^=l^js|pi^      how  long  we  will  be  in  a 

position  to  accept  orders 
for  Brilliantone  Steel  Needles  A  T  ANY  PRICE 
you  know  more  about  conditions  than  we  do. 

However,  we  can  and  do  promise  to  fill 
all  orders,  as  received,  to  the  limit  of  our 
ability. 

You  will  get  a  square  deal,  but  whether 
you  get  a  supply  of  Brilliantone  Needles  de- 
pends entirely  upon  how  quickly  you  act  upon 
this  well  intended  suggestion. 

BRILLIANTONE  STEEL  NEEDLE  CO.  P/co^VK 


Suite  655-657-659  Marbridge  Building,  Broadway  at  34th  Street 


B.  R.  FORSTER,  President 


to*       SUPERIOR  STEEL     , -* 

BRilliantoNE 

NEEDLES 


NEW  YORK  CITY 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


11 


Securing  Help,  Lost  Through  the  Draft,  by 
Means  of  Motion  Picture  Advertising  »  by  e.  a.  Dench 


The  live  retailer  and  manufacturer  of  musical 
instruments  has  now  learned  to  adjust  his  busi- 
ness to  wartime  standards.  It  is  folly  to  be 
guided  by  pre-war  conditions,  for  new  times 
demand  new  methods.  The  latest  bombshell 
which  has  fallen  in  the  talking  machine  man's 
midst  is  that  he  will  lose  all  of  his  men  of  draft 
age.  He  will,  of  course,  have  to  replace  them 
with  young  women  and  older  men,  but  the  help 
wanted  ads  are  so  many  that  women  can  pick 
and  choose  their  jobs.  With  competition  from 
better  paid  and  shorter  hour  industries,  they  are 
not  going  to  experience  an  easy  time  in  securing 
the  right  kind  of  help  to  replace  their  younger 
men.  The  talking  machine  maker  or  retailer  can 
take  a  leaf  out  of  the  Government's  book.  In 
its  urgent  need  of  stenographers  and  shipyard 
workers,  the  Government  has  advertised  for 
them  by  slides  at  the  motion  picture  theatres. 
The  Government's  problem  is  national;  the 
manufacturer  and  dealer's  problem  is  purely 
local.  So  it  is  essentially  a  matter  of  cir- 
culation rather  than  methods.  While  the  Gov- 
ernment shows  its  slides  in  several  thousand 
motion  picture  theatres  extending  across  the 
continent,  all  you  need  for  your  purpose  are 
the  local  motion  picture  theatres.  Young 
women  and  girls  are  well  known  for  their  lib- 
eral patronage  of  the  movies,  so  you  will  not  be 
able  to  blame  the  medium  if  your  slides  are  in- 
effective. The  right  medium  is  there — 100  per 
cent,  efficient — but  your  slides  must  reach  the 
same  high  percentage  if  you  want  results.  You 
can  sow  seeds  on  a  plot  of  ground  and  they 
will  come  up.  You  can  sow  the  same  seeds  on 
a  properly  fertilized  plot  of  ground  and  not  only 
will  they  come  up,  but  the  yield  will  be  several 
times  greater  than  that  of  the  seeds  sown  on 
unfertilized  ground.  It  is  the  same  way  with 
slides  at  the  motion  picture  theatre,  only  your 
fertilizer  is  more  gray  matter  in  the  slides. 

How  many  slides  the  merchant  uses,  how 
elaborate  the  slides  are  and  the  number  of  local 
theatres  in  which  they  are  shown  depends  en- 
tirely upon  the  number  of  employes  he  needs. 
It  you  are  doing  a  small,  yet  satisfactory  busi- 
ness, in  a  neighborhood  section  and  can-  con- 
tinue with  one  additional  employe,  this  slide 
should  suit  your  purpose: 

"One  cf  our  men  has  left  to  join  the 

army.    What  young  woman  will  fill  his 

place  at  the  same  salary?" 


Have  this  announcement  placed  on  a  typewrit- 
ten slide.  If  the  operator  employs  the  stencil 
process  this  will  do.  If  neither  of  these  two 
methods  are  at  his  disposal  the  neat,  hand-writ- 
ten slide  will  serve  the  same  purpose. 

However,  for  an  outlay  of  about  a  dollar  the 
local  photographer  will  prepare  you  such  a  slide 
in  colors,  with  a  soldier  in  the  top  left-hand  cor- 
ner beckoning  to  a  young  woman  in  the  top 
right-hand  corner. 

The  iobber,  retailer  or  manufacturer  with  a 


New  Times  Demand 
New  Methods  of 
Meeting  Wartime 
Conditions  in  the 
Talking  Machine 
Trade  


force  of  from,  five  to  twenty  men  may  have  to 
put  out  a  series  of  slides  and  screen  them  in 
the  most  desirable  local  theatres  before  he  ob- 
tains his  full  quota  of  the  right  kind  of  help. 
However,  the  same  slides  can  be  used  from  time 
to  time  when  new  people  are  needed  to  replace 
those  who  are  leaving,  so  the  expense  is  not  so 
great.    Here  is  one  such  slide  which  you  should 
show  during  the  first  week  of  your  drive: 
"Human  nature  is  the  basis  of  the 
photoplay.     Human   nature  plus  mer- 
chandising knowledge  are  the  qualifica- 
tions  for  a   salesman.     The   war  has 
stripped  us  clean  of  young  men.  We 
will  pay  young  women  the  same  salaries 
as  the  men  and  teach  them  the  talking 
machine  business." 
The  foregoing  slide  may  prove  perfectly  sat- 
isfactory so  far  as  applicants  are  concerned  ex- 
cept that  there  are  not  enough  of  them.  Assum- 
ing that  the  talking  machine  dealer,  for  instance, 
has  tried  the  slide  out  in  the  theatre  nearest  to 
his  store,  I  would  suggest  that  he  make  arrange- 


ments with  another  show  in  his  section  to  screen 
the  slide.  He  can  repeat  the  same  process  with 
the  local  theatres  until  he  is  fully  supplied  with 
competent  help.  » 

This  plan  will  save  the  retailer  the  expense 
and  trouble  of  having  a  number  of  slides  cir- 
culating in  the  local  theatres.  It  will  be  a 
simple  matter  for  him  to  withdraw  the  slide  at 
a  moment's  notice  without  any  trouble. 

If  you  have  followed  my  movie  advertising 
articles  in  the  trade  papers  you  will  have  ob- 
served that  I  do  not  recommend  the  talking  ma- 
chine dealer  advertising  in  any  theatre  but  the 
most  suitable  one  nearest  to  his  store.  The 
only  exception  to  this  rule  is  when  the  dealer 
is  located  in  a  downtown  section  and  his  cus- 
tomers come  from  all  parts  of  the  town.  Adver- 
tising for  clerk  help  and  advertising  for  more 
business  are  two  different  things.  The  salesman 
will  not  mind  a  car  ride  if  the  job  is  a  good 
one,  but  it  takes  extraordinary  inducements  to 
persuade  people  living  in  one  section  to  trade 
in  another  section.  It  is  for  this  reason  that  the 
retailer  in  a  neighborhood  section  is  perfectly 
justified  in  showing  his  help  wanted  slides  in  as 
many  of  the  local  theatres  as  he  sees  fit. 

If  you  find  that  a  single  copy  of  a  slide  will 
suit  your  purpose,  any  local  photographer  will 
make  you  an  artistic  announcement  for  about  a 
dollar.  If  you  can  use  several  copies  of  the 
same  slide,  they  will  cost  you  about  25  cents 
apiece.  To  this  you  must  add  the  cost  of  screen- 
ing the  slide,  the  cost  of  which  will  fluctuate 
according  to  the  seating  capacity  and  location 
of  theatre  adopted.  If  you  are  already  under 
contract  with  the  theatre  it  will  be  a  simple  mat- 
ter to  temporarily  .remove  your  regular  advertis- 
ing slide.  The  average  cost  of  showing  your 
help  wanted  slide  for  a  single  week  will  be  in 
the  neighborhood  of  a  dollar. 

The  newspapers  are  full  of  want. ads,  but  slide 
want  ads  are  the  exception  rather  than  the  rule. 
If  you  want  your  want  ad  to  appear  without  be- 
ing sandwiched  in  between  other  want  ads,  use 
the  movies.  Even  though  want  ad  slides  may 
become  as  popular  as  newspaper  want  ads,  the 
former  will  continue  to  be  shown  separately. 


It  has  well  been  said  that  the  man  or  the 
nation  that  is  slow  starting  to  fight  is  often 
slower  quitting.  Will  the  Kaiser  please  take 
notice. 


THE  BROOKS 

Automatic  Repeating  Phonograph 


Plays  Any  Kind  of  Record — Any  Desired  Number 
of  Times  and  Then  Stops  Automatically — 
The  Phonograph  Sensation  of  the  Age 

DEALERS: 

You  cannot  duplicate  the  value  we  offer  for  twice 
the  price.  In  size  and  appearance  the  "Brooks" 
compares  favorably  with  Instruments  retailing  for 
$300.00  and  up. 

In  tone  qualities  it  is  unexcelled  by  any  talking 
machine  on  earth!  In  mechanical  equipment  and 
automatic  features  it  is  years  in  advance  of  its 
nearest  competitor.  We  have  been  building  talking 
machines  for  three  years — last  year  our  sales  dou- 
bled every  four  months.  The  BROOKS  DEALER 
has  no  competition.  The  machine  creates  interest 
and  discussion— it  is  self-advertising.  Send  for 
particulars,  terms,  prices. 

BROOKS  MANUFACTURING  COMPANY 


Talking  Machine  Dept. 


SAGINAW,  MICH.,  U.  S.  A. 


View  of  Controlling  Dial 

This  dial  sets,  starts  and  stops 
the  machine.  Will  play  any  de- 
sired number  up  to  nine  or  con- 
tinuous. 

Simplest  Machine  to  Operate 

/  nstructions 

Set  the  needle  at  the  inner  edge 
of  record  cutting  and  then  move 
pointer  to  the  figure  designating  the 
number  of  times  you  wish  record 
played. 

That  is  all.  You  can  now  forget 
the  machine.  When  the  record  has 
been  played  as  many  times  as  set 
for,  the  machine  will  stop  auto- 
matically with  the  tone  arm  sus- 
pended in  the  air  above  record. 


HEIGHT  OF  CABINET  50 

INCHES 
FURNISHED  IN  OAK  OR 
MAHOGANY 
SPRING  OR  ELECTRIC  MOTOR 


12 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


1DORN  of  a  musical  family  of  distinction,  the  Cecila- 
^  phone  has  speedily  won  its  way  into  the  stores  of 
many  dealers  who  appreciate  its  high  merits  and 
distinctive  features  and  the  prestige  arising 
from  the  honored  name  it  bears. 

The  profound  knowledge  of  acous- 
tics which  has  made  Bush  &  Lane 
pianos  tonally  what  they  are, 
and  the  novel  adaptation 
of  the  piano  sound 
board  principle  to 
the  different 
form  of  the 
phono- 


styie  i 

Oak,  $115.00 
Walnut, 
$130.00 
Mahogany,  $115.00 

Height,  46%  Inches.  Depth, 
21%  Inches.  Width, 
19%  inches 


Style  2 
Mahogany, 
$140.00 
Walnut,  $155.00 

Height,  46%  inches.  Depth,  24 
inches.    Width,  21%  inches 


f Style  3 
Mahogany, 
$200.00 
Walnut,  $215.00  *5I 

Height,  51  inches.  Depth, 
25%  inches.  Width, 
24  inches 


graph 
has  made 
the  Cecila- 
phone  a  marvel 
in  the  faithful  re- 
production of  the  tones 
of  the  recording  artist. 


Style  4 
Mahogany,  $235.00 

Walnut,  $250.00 
Height,  51  inches. 
Depth,  25%  inches. 
Width,  24  inches 


The  skill  in  designing  and  in 
cabinet  work  which  has  made  Bush 
&  Lane  pianos  recognized  throughout 
the  trade  for  their  striking  originality  and 
beauty  has  produced  phonograph  cabinets  that 
are  artistically  satisfying  to  the  very  highest  degree. 

All  Cecilaphones  are  equipped  for  playing  both  lateral  and 
vertical  cut  records  and  have  an  excellent  tone  modifier,  powerful 
double  cylinder  worm  gear  motor  and  balanced  spring  cover  support. 

In  every  respect  the  Cecilaphone  represents  the  highest 
ideals  in  musical  instrument  making. 


BUSH  &  LANE  PIANO  CO. 

HOLLAND,  MICHIGAN 


/// 


nc 


7 


4^  ** 


July  15,  1918 


THE   TALKING    MACHINE  WORLD 


13 


Plenty  of  time  yet  to  Sell  Vacation  Models 
—Keep  right  along  with  the  good  work. 
—Make  July  beat  January. 


Columbia  Graphophone  Co. 

NEW  YORK 


FEATURED  McCORMACK  RECORDS       ENJOY  ANNUAL  OUTING  IN  TORONTO 


PATHE  PUBLICITY  CAMPAIGN 


Wm.  Berdy's  Artistic  Window  Display  of  "Keep 
the  Home  Fires  Burning" 


Wm.  Berdy,  well-known  Victor  dealer  at  1198 
Fulton  street,  Brooklyn,  N.  Y.,  has  been  devot- 
ing a  considerable  portion  of  his  time  the  past 
few  months  to  the  preparation  of  artistic  and 
effective  window  displays.    These  displays  have 


Mr.  Berdy's  Attractive  Victor  Window 

featured  Victrolas  and  Victor  records  to  excel- 
lent advantage,  and  Mr.  Berdy  attributes  a 
goodly  proportion  of  his  sales  totals  to  the  im- 
pression created  by  these  attractive  windows. 

The  accompanying  photograph  presents  a  re- 
cent display  installed  by  Mr.  Berdy  to  feature 
the  John  McCormack  Victor  record  "Keep  the 
Home  Fires  Burning."  This  display  attracted 
considerable  attention,  and  during  the  time  that 
it  was  in  the  window  the  sales  of  this  popular 
record  increased  steadily. 


A  WINDOW-DRESSING  IDEA 


Repetition  With  Variation  Claimed  to  Be  a  Good 
Rule  to  Observe  by  Merchants 


Repetition  with  variation,  in  the  opinion  of  a 
merchant  noted  for  his  excellent  window  ar- 
rangements, is  a  good  rule  for  window  displays 
that  get  results. 

A  musical  comedy  gave  him  the  idea,  accord- 
ing to  C.  C.  Le  Vade  in  a  little  article  in  Sys- 
tem. "You  know  how  they  work  the  members 
of  the  company  in  groups,"  he  says.  "Two 
or  three  come  on  the  stage  in  one  arrangement, 
they  go  off,  another  group  appears,  they  exit, 
and  a  new  combination  of  both  groups  appears. 

"I  apply  the  same  principle  in  my  window 
dressing.  After  any  setting  that  has  been  on 
display  for  a  time  is  changed,  I  select  a  few 
of  the  articles  to  use  again  in  the  next  display. 
Thus  the  articles  repeated  gain  emphasis  from 
being  shown  in  a  variety  of  combinations." 


The  chief  troubles  in  this  country  this  year 
are  going  to  be  troubles  of  transportation.  And 
right  here  is  where  the  auto  truck  steps  in  and 
fills  the  bill. 


Employes  of  R.  S.  Williams  &  Sons  Co.  Par- 
ticipate in  Very  Pleasant  Affair 


Toronto,  Ont.,  July  2. — The  employes  of  the 
R.  S.  Williams  &  Sons  Co.,  Ltd.,  this  city,  held 
their  tenth  annual  outing  at  Queenston  Heights 
recently,  which  proved  one  of  the  most  success- 
ful affairs  in  the  history  of  the  company.  Will- 
iams &  Sons  Co.  are  Edison  jobbers  in  this 
section,  and  a  number  of  their  dealers  took  ad- 
vantage of  the  invitation  to  join  with  their  em- 
ployes in  the  enjoyment  of  the  outing. 

The  party  journeyed  from  Toronto  to  the 
grove  on  a  chartered  steamer,  and  during  the 
trip  there  were  a  number  of  games  and  con- 
tests to  keep  all  hands  interested.  Upon  ar- 
rival at  the  grounds  there  were  more  games  of 
all  sorts,  including  bowling  contests,  racing 
and  a  football  game.  Members  of  the  staff 
provided  an  excellent  musical  program  during 
the  boat  ride,  and  there  was  dancing  at  the 
grove.  A  pleasing  patriotic  touch  was  given  to 
the  outing  by  the  fact  that  invitations  had  been 
extended  to  a  number  of  convalescent  soldiers 
to  join  the  party,  and  quite  a  number  accepted. 
As  was  apparent  in  the  photograph,  so  kindly 
sent  The  World,  the  soldiers  were  given  the  po- 
sition of  honor  in  the  front. 


Interesting  Series  of  Advertisements  Inaugu- 
rated in  the  Saturday  Evening  Post — Specific 
Records  Being  Featured  by  the  Company 


The  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  used  in  the  June  IS  issue  of  the  Saturday 
Evening  Post  a  striking  quarter-page  advertise- 
ment which  inaugurated  a  new  idea  in  Pathe  na-- 
tional  advertising.  According  to  the  plans  of  the 
company  similar  advertisements  will  appear 
e\  ery  week  in  the  Saturday  Evening  Post  for 
some  time  to  come,  and  this  publicity  is  welL 
calculated  to  impress  the  millions  of  readers 
of  this  publication  with  the  distinctive  merits 
of  Pathe  products  and  the  musical  value  of 
Pathe  records. 

In  the  June  15  advertisement  two  records 
were  mentioned  by  name  and  number,  and  it  is 
the  intention  of  the  Pathe  advertising  depart- 
ment to  continue  featuring  specific  records  so 
that  the  dealers  may  receive  the  benefits  of  this 
direct  advertising.  Emphasis  was  placed  upon 
the  fact  that  "You  can  play  Pathe  records  on 
any  make  of  machine,"  and  this  phrase  will  also 
be  used  in  the  entire  series  of  advertisements. 
A  portrait  of  Muratore,  the  world-famous  tenor 
who  sings  exclusively  for  the  Pathe  library,  gave 
a  personal  touch  to  this  advertisement  which 
enhanced  its  value  considerably. 


Every  dealer  can  tell  you  the  exact  amount 
of  his  gross  sales  for  the  month,  but  can  he 
tell  you  the  exact  cost  of  getting  his  business? 


Hope,  when  not  harnessed  to  hustle,  is  really 
a  handicap. 


THIS  ALBUM  MADE  US  FAMOUS 

by  selling  it.    Why  don't  you  try? 


Pat.  Dec.  15,  1914. 


Buy  Your  Albums  Direct  From  the  Manufacturer 


43-51  W.  Fourth  St. 
New  York.  N.  Y. 


THE  BOSTON  BOOK  CO.,  Inc.  chi""om" 


1470  Ss.Hickifu  Art. 


The  only  exclusive  Record  Album  Factory  in  the  world. 


14  THE    TALKING    MACHINE    WORLD  July  is,  wis 


||  "B  &  H"  Fibre  Needles  | 

||    The  only  Fibre  Needles  licensed  for  sale  in  the  || 

|[             United  States  || 

|I    The  B  &  H  Fibre  needle  was  born  of  necessity  I| 

|j          and  has  made  good.  if 

||    It  is  the  needle  of  Tone — of  Quality.  (| 

|I    The  needle  that  cannot  injure  the  record  and —  jj 

||     The  ONLY  needle  that  has  brought  about  the  || 

sale  of  thousands  of  Talking  Machines  and  || 

of  hundreds  of  thousands  of  Records.  || 

|        This  means  money  to  you —  | 

1                 Think  it  over  | 

|i       B  &  H  FIBRE  MFG.  CO.  || 

33-35  W.  Kinzie  Street       -----  Chicago 

31  iililiiilliiillililillllllllilllllN^   I!  iiNiilllllllllllllllllllllllllllll  Hill  I  i  .:i  ;.iiil;u  illinu  j  tl.lilMr  1 1 1 1 : 1 1 1 r i u . 1 1 : l . I u L 1 1 1 n 1 1 n 1 1 1 : i 1 1 u n  mini  Illlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllli  gj 

liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^   iiiiiiiiiiiiiiiiiiiiiii!^^   ■iiiiiiiiiiii  inn  uiiiiiii  iiiiiuiJiifniiiiii  iiiiiii!iiiiniiiiniiiiiiiiiiiiiJiitiiiJjiiiiiiJiJiJiiiiiiiiiiiiii!i!i[jmi[|[|[  i  JUiiNiHiiiiiiiJiiijiiiiiiii/uiiiiinjiiyr,. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


15 


Standard  Price  Legislation  Necessary  to 
Protect  Buying  Public,  Says  Joseph  E.  Davies 


Edmond  A.  Whittier,  secretary-treasurer  of 
the  American  Fair  Trade  League,  recently  gave 
out  for  publication  a  letter  of  approval  of  the 
Stephens  Honest  Advertising  bill  from  Joseph 
E.  Davies,  of  Wisconsin,  former  Commissioner 
of  Corporations  and  first  chairman  of  the  Fed- 
eral Trade  Commission,  of  which  body  he  has 
been  a  member  until  he  recently  resigned  to  be- 
come candidate  for  United  States  Senator.  The 
communication,  which  was  addressed  to  Mr. 
Whittier,  is  of  interest  to  members  of  the  talk- 
ing machine  industry,  and  follows: 

"During  my  association  with  the  Government 
— as  Commissioner  of  Corporations  and  as  a 
member  of  the  Federal  Trade  Commission — I 
have  been  deeply  interested  in  the  problems  of 
price  stabilization  and  of  predatory  price  cut- 
ting. In  the  course  of  investigations  of  these 
subjects  which  I  have  directed  I  endeavored  to 
keep  an  unprejudiced  mind,  and  could  not,  pend- 
ing official  action,  with  propriety  indicate  my 
personal  attitude  regarding  these  problems,  the 
solution  of  which  must  be  based  on  a  careful 
consideration  of  the  rights  of  producer,  dis- 
tributor and  consuming  public.  Now  that  my 
responsibilities  in  that  regard  have  ceased,  how- 
ever, I  am  very  glad  indeed,  in  response  to  your 
request  of  May  25,  to  state  to  you  frankly  my 
views. 

"Since  the  Miles  decision  by  the  Supreme 
Court  it  has  always  been  my  judgment  that 
the  courts  would  hold  all  attempts  at  resale 
price  control  as  a  violation  of  existing  law.  My 
opinion  in  that  respect  has  been  verified  by  the 
recent  decisions.  They  were  inevitable  so  long 
as  our  legislative  policy  was  predicated  on  un- 
restricted, competition  for  the  reason  that  any 
schedule  of  standard  resale  prices,  established 
by  the  individual  producer  of  an  article,  must 
necessarily  confine  competition  between  jobbers 
and  between  retailers  of  the  article  to  service, 
quality  and  other  factors  than  price. 

"But  my  experience  has  shown  me  that  un- 
der existing  law,  as  thus  laid  down  by  the 
courts,  practices  have  become  prevalent  which 
constitute  a  menace  to  legitimate  business  in- 
terests and  are  likewise  a  serious  injury  to  the 
consuming  public. 

"I  am  impressed  with  the  necessity  of  doing 
justice  and  giving  proper  governmental  pro- 
tection to  the  manufacturer  of  branded  goods 
who  produces  standard  goods  of  fine  quality, 
behind  which  he  places  his  name  and  reputa- 
tion, and  for  which  he  has  created  a  valuable 
good  will  by  great  and  conscientious  effort.  I 
believe  the  public  interest  will  be  served  by  so 
doing. 

The  practice  of  some  dealers  who .  use  such 
goods  as  sensational  cut-price  bait  for  the 
sale  of  anonymous  goods  is,  in  my  opinion,  un- 
fair and  reprehensible  in  the  last  degree.  Like- 
wise the  practice  of  some  dealers  in  advertis- 
ing such  goods  for  continued  periods  of  time 
at  prices  below  their  costs  is,  in  my  opinion,  not 
justified.  Such  competition  is  not  fair,  and  is 
not  the  competition  which  it  should  be  the 
policy  of  the  law  to  encourage,  but  is,  in  fact, 
an  indefensible  misuse  of  the  reputation  of  an- 
other. It  is  a  wrongful  misappropriation  of 
the  value  created  by  the  producer  to  further  the 
dealer's  personal  and  unrelated  interest. 

"As  the  American  Fair  Trade  League  has  so 
many  times  pointed  out,  the  country  store- 
keeper, the  city  specialty  merchant  and  the 
neighborhood  store  often. find  it  difficult  to  exist 
if  staple  products  are  used  by  the  powerful  con- 
cerns cutting  prices  in  such  a  way  as  to  create 
the  impression  that  these  smaller  competitors 
are  overcharging  the  consumer  on  everything 
else  in  their  stocks.  These  small  units  of  dis- 
tribution lose  not  only  the  sale  on  these  prod- 
ucts, but  the  confidence  of  the  public.  Realiz- 
ing these  conditions  there  can  be  no  doubt  in 


the  mind  of  any  fair-minded  man  but  that  these 
evils  ought  to  be  corrected,  and  these  abuses 
prevented  by  law,  but  in  the  application  of  the 
remedy  it  is  of  paramount  importance  that 
the  public  interest  should  be  safeguarded  in 
every  possible  way. 

"I  well  understand  that  advocates  of  the  one- 
price-to-all  principle  honestly  contend  that,  in 
the  absence  of  monopoly  or  combination,  which 
are  specifically  forbidden  any  privileges  under 
the  Stephens  bill,  competition  between  producers 


B    The  Stephens  Bill,  [j 

J    When  Amended,  j| 

■  Will  Ensure  Price  J 
I    Stabilization    on  B 

Standard 

■  Merchandise  ■ 


of  similar  articles  will  assure  constant  improve- 
ment in  quality  and  constant  lowering  of  price 
to  consumer.  It  is  argued  that  all  trade  his- 
tory proves  this,  and  the  automobile  and  other 
articles  are  cited  as  evidence.  Yet  we  must,  I 
think,' recognize  and  satisfy  the  doubt  which  has 
remained  in  many  minds  on  this  point.  I  feel 
sure  that  the  members  of  your  league  would 
favor  any  restriction  or  amendment  to  the  Ste- 
phens bill  which  may  meet  every  sincere,  un- 
selfish objection  and  facilitate  its  passage.  Be- 


cause of  doubt  I  believe  it  would  be  the  dispo- 
sition of  many  people  who  a're- disinterested  to 
oppose  legislation  that  permitted  a  producer  to 
determine  the  resale  price  of  his  article  with  no 
other  restriction  than  that  which  competition 
imposes. 

"For  the  reasons  stated,  I  believe  the  Ste- 
phens bill  should  be  amended  so  as  to  repose 
in  a  governmental  agency,  such  as  the  Federal 
Trade  Commission,  the  power,  upon  its  own  in- 
itiative or  upon  complaint,  to  review  and  adjust 
equitably  the  terms  of  the  resale  contract.  With 
such  a  provision  included  the  Stephens  bill 
would,  in  my  judgment,  secure  to  producers,  dis- 
tributors and  the  public  all  the  benefits  and 
economies  of  price  stabilization  on  standard 
merchandise  and  at  the  same  time  afford  every 
possible  protection  of  the  public  interests." 


A  CHANGE  IN  WASHINGTON 

Van  Wickle  Piano  Co.  Succeeds  F.  G.  Smith 
Piano  Co. — Handles  Columbia  and  Victor 


Washington,  D.  C,  July  3. — After  forty  years 
spent  with  the  F.  G.  Smith  Piano  Co.,  of  this 
city,  as  manager,  and  later  as  vice-president,  W. 
P.  Van  Wickle  recently  organized  the  W.  P. 
Van  Wickle  Piano  Co.,  Inc.,  of  which  he  is 
president,  and  took  over  the  F.  G.  Smith  Piano 
Co.  business.  The  new  company  will  con- 
tinue at  the  old  address  and  will  handle  the  same 
lines  of  pianos  as  formerly,  as  well  as  the  Vic- 
tor and  Columbia  lines  of  talking  machines  and 
records.  The  machine  department  of  the  com- 
pany is  under  the  management  of  John  F. 
Abendschein,  assisted  by  C.  W.  Carter  and  Will- 
iam J.  Wright.  A  very  large  and  constantly  ex- 
panding business  has  been  developed. 


Delpheon  $75  Model 

THE  DELPHEON  COMPANY 

BAY  CITY       ::       ::       ::  MICHIGAN 

OR  WRITE  TO  DISTRIBUTORS 


16 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


Columbia 


Portable  Grafonolas  for  Vacationists — 

Why  should  folks  go  without  their  Grafonolas 
while  they're  away  from  home?  Vacation-time  is  play- 
time— and  what  jollier  companion  could  there  be,  for 
amusement  and  recreation,  than  one  of  these  traveling- 
model  Grafonolas? 

For  dancing,  for  afternoon  parties,  for  evenings 
about  the  camp-fire,  for  chasing  away  the  blues  on 
rainy  days — vacation  days  simply  multiply  the  need 
of  cheerful  music. 

They're  light  and  sturdy  and  easy  to  get  about, 
these  compact  Portable  Models.  People  take  to  them 
the  instant  they  see  them. 

You  should  plan  to  see  every  vacationist  in  your 
town. 


Columbia  Graphophone  Company 

New  York 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


17 


A  Big  New  Field  for  Dealers 

Every  now  and  then  someone  comes  along  with  a  new 
selling  idea  for  moving  goods— and  how  thosegoods  do  move! 

That's  the  net  of  this  "Vacations  with  Music"  idea. 
It  is  a  big  thing  for  the  live,  aggressive  Columbia  Dealer 
who  will  push  sales  on  the  Portable  Models  this  summer. 

It  is  such  a  sound  selling  idea! 

Of  course,  people  want  music  on  vacations — that's  the 
time  of  all  times  for  all  the  fun  it  is  pos- 
sible to  crowd  into  24  hours. 

But  you've  got  to  tell  them  about  it 
— and  keep  on  telling  them.  Better  let 
us  help  you — with  some  of  the  snappy, 
catchy  display  material  along  these  lines. 
It's  ready  for  you. 

Columbia  Graphophone  Company,  New  York 

Sell  Foreign  Language  Records 

Small  investment  needed — quick  turnover — good  profit.    Widely  advertised.    Write  for  details. 

International  Record  Department 

102  West  38th  Street,  New  York 


18 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


HOW  TO  TREAT  YOUR  CUSTOMERS 

Some  Timely  Pointers  for  Those  Members  of 
the  Sales  Force  Who  Are  Sorely  Perplexed  at 
Times  When  Handling  Their  Customers 


It  costs  your  store  money  every  time  some- 
one walks  out  without  making  a  purchase.  If 
the  goods  are  right  then  this  tragedy  is  due  to 
the  fact  that  the  prospective  customers  were 
not  handled  correctly.  One  of  the  big  depart- 
ment stores  in  New  York  tries  to  solve  this 
problem  by  giving  to  every  employe  a  chart  on 
which  are  listed  various  kinds  of  customers. 
These  customers  are  separated  into  five  groups, 
each  requiring  different  treatment  by  the  sales- 
people. The  following  is  the  chart: 
GROUP  1 

The  Customers  Hozc  to  Treat  Them 


Tired  and  cross 

Patience 

Unreasonable 

Good  temper 

Fussy  and  nervous 

Quiet  manner 

Interrupting 

Assurance 

Ignorant 

Assurance 

Excitable 

Assurance 

Foreigners 

Assurance 

GROUP  2 

Patronizing 

Dignity- 

Aggressive 

Confidence  in  your  ability 

Inquisitive 

Knowledge 

Skeptical 

Common  sense 

Talkative 

Common  sense 

Insulting 

Common  sense 

GROUP  3 

Cautious 

Belief  in  your  tgoods 

Critical 

Knowledge  of  value  of  goods 

Indifferent 

Care  in  presenting  goods 

Bargain  Hunter 

Convincing  manner 

Silent 

Convincing  manner 

Penurious 

Convincing  manner 

GROUP  4 

Timid 

Sympathy 

Sensitive 

Gentleness 

Dependent 

Helpfulness 

Absent-minded 

Suggestion 

Deaf 

An  effort  to  think  for  them 

Old  ladies 

An  effort  to  think  for  them 

Undecided 

An  effort  to  think  for  them 

Children 

Kindness  always 

GROUP  S 

Decided 

Gratitude 

Pleasant 

Gratitude 

Intelligent 

Gratitude 

Common  Sense 

Gratitude 

When  a  sale  is  lost,  or  when  a  customer  does 
not  seem  thoroughly  pleased,  refer  to  this  chart 
and  put  the  customer  under  one  of  the  five  clas- 
sifications. Then  ask  yourself  whether  you  han- 
dled that  customer  as  one  of  the  salespeople  in 
that  New  York  store  would  have  done,  were  he 
or  she  in  your  place.  If  you  read  over  this 
chart  several  times  you  will  soon  familiarize 
yourself  with  it,  says  the  Emerson  Spotlight. 
Then  it  will  be  a  simple  matter  to  know  how  to 
treat  a  customer  in  the  right  way. 


Why  not  patriotic  concerts  in  your  warerooms 
these  days,  Mr.  Dealer?    Why  not  try  them? 


H.  B.  RAY  WITH  PATHE  FRERES  CO. 

Appointed  Advertising  Manager  of  This  Promi- 
nent Institution — Well  Known  in  the  Trade 

The  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  announced  recently  the  appointment  of 
H.  B.  Ray  as  advertising  manager  of  the  com- 
pany, who  assumed  his  new  duties  on  July  1, 
succeeding  J.  H.  McShane,  who  has  resigned. 

H.  B.  Ray  is  one  of  the  best-known  mem- 
bers of  the  talking  machine  industry,  and  has 
been  associated  with  the  trade  for  many  years. 
He  was  previously  advertising  manager  of  the 
Columbia  Graphophone  Co.,  and  is  recognized 
as  an  authority  on  all  matters  pertaining  to  the 
publicity  end  of  the  talking  machine  industry. 

It  is  interesting  to  note  that  Mr.  Ray's  ac- 
quisition to  the  Pathe  forces  completes  a  trium- 


Herbert  B.  Ray 

virate  of  well-known  talking  machine  men  who 
formerly  held  important  executive  posts  in  this 
field  and  who  are  now  associated  with  the  Pathe 
Freres  Co.,  these  three  men  being -George  W. 
Lyle,  assistant  to  President  Widmann,  of  the 
Pathe  Freres  Phonograph  Co.;  George  P.  Metz- 
ger,  of  the  Hanff-Metzger  Advertising  Agency, 
who  is  in  charge  of  the  company's  publicity,  and 
H.  B.  Ray,  the  new  advertising  manager.  All 
of  these  veterans  of  the  industry  were  formerly 
working  together,  and  the  fact  that  they  have 
again  joined  forces  insures  maximum  co-opera- 
tion and  service  for  Pathe  jobbers  and  dealers. 


ELIMINATE  LIST  PRICE  ON  RECORDS 

Victor  Co.  Announces  New  Plan  to  Avoid  Con- 
fusion in  the  Event  That  Record  List  Prices 
Are  Raised  in  Future — An  Important  Move 


The  Victor  Talking  Machine  Co.  announces 
that  in  view  of  the  increase  in  the  price  of  cer- 
tain records,  and  the  uncertainty  of  the  future 
as  it  will  govern  record  prices,  the  company  has 
decided  to -discontinue  printing  the  list  price  on 
record  labels,  and  thus  avoid  any  possible  chance 
of  embarrassment  on  the  part  of  dealers  in  col- 
lecting any  future  increases  from  customers. 
The  company's  announcement  reads  in  part: 
"With  the  cost  of  material,  the  cost  of  labor 
and  the  cost  of  everything  else  going  sky-high, 
it  must  long  ago  have  been  evident  to  anyone 
that  some  time  there  would  surely  be  an  increase 
in  the  prices  of  Victor  products,  and  we  pre- 
sume the  announcement  to  that  effect  made  dur- 
ing the  month  of  May  was  no  great  surprise  to 
anyone  concerned. 

"A  difficulty  which  must  always  occur  in  such 
cases  was  that  it  was  impossible  to  clean  the 
slate  overnight.  In  the  case  of  record  catalogs, 
for  instance,  there  was  nothing  to  do  but  'tip 
in'  printed  slips  announcing  the  increase  of  our 
catalog  list  prices  from  75  cents  to  85  cents  and 
from  $1.25  to  $1.35,  on  ten  and  twelve-inch 
double-face  records  respectively.  Quantities  of 
advertising  literature  and  quantities  of  records 
already  distributed  bore  and  still  bear  the  old 
prices,  but  "since  the  whole  world  has  been 
educated  to  raised  prices  ever  since  August,  1914, 
no  serious  embarrassment  is  occasioned  when  it 
becomes  necessary  to  charge  more  for  an  article 
than  the  price  formerly  known. 

"Because  no  one  can  foresee  exactly  what  con- 
ditions may  have  to  be  met  while  the  country 
is  at  war,  we  shall  discontinue  printing  our  list 
price  on  the  record  labels.  This  will  avoid  all 
future  embarrassments  and  facilitate  the  chang- 
ing of  prices  under  any  circumstances  without 
haranguing  with  the  customer  on  account  of 
lists  printed  upon  records." 


RECORDS  BY  AMPARITO  FARRAR 

Columbia  Co.  Releases  First  Recordings  of 
This  Artist  and  Metropolitan  Opera  Orchestra 

The  Columbia  Graphophone  Co.  has  an- 
nounced the  addition  to  its  recording  library  of 
the   Metropolitan   Opera   Orchestra  and  Miss 


Amparito  Farrar,  a 
well-known  '  concert 
soprano.  Records  by 
this  orchestra  and  by 
Miss  Farrar  are  an- 
nounced in  the  new 
July  list  which  went 
on  sale  June  20. 

The  Metropolitan 
Opera  Orchestra  is 
one  of  the  best- 
known  musical  or- 
ganizations in  the 
country,  and  the  Co- 
lumbia record  of 
Faust's  famous  Ballet 
Music  will  undoubted- 


ly meet  with  a  ready  Miss  Amparito  Farrar 

sale  to  music  lovers  in  all  parts  of  the  country. 

Miss  Farrar  is  a  native  of  Oregon,  and  studied 
in  Paris,  London  and  Berlin.  She  has  been  very, 
successful  on  the  concert  stage,  and  made  her.' 
debut  in  the  Columbia  library  with  a  record, 
featuring  "Sweet  and  Low"  and  "Mighty  Lak 
a  Rose."  Both  of  these  additions  to  the  Co- 
lumbia library  are  exclusive  Columbia  artists. 


WORTH  REMEMBERING 

"Whatever  your  wages  may  be  in  dollars  per 
week,  per  day,  per  hour,  remember  you  are 
working  for  two — your  employer  and  yourself. 
Be  as  fair  to  him  as  you  expect  him  to  be  to 
you,  think,  anticipate,  plan,  suggest,  and  the 
salary  question  will  be  solved." 


Ward's  Khaki  Moving  Covers 


iGrade  "D,"  Covenwith  No.  3  Straps. 


PROTECT  YOUR  MACHINES  FROM  ALL 
KINDS  OF  WEATHER 

and  will  enable  you  to  deliver  them 
free  from  dust,  scratches,  bruises 
and  all  other  finish  destroyers 

Our  covers  are  faced  with  Standard  Khaki, 
lined  with  a  heavy  grade  flannel,  interlined 
with  an  exceptionally  good  grade  of  heavy 
cotton  or  felt,  diagonally  and  closely  quilted, 
and  manufactured  according  to  the  usual 
superior  "WARD  New  London  "  quality. 

Grade  "D",  medium  size,  $6.00 

Grade  "D",  large  size,  $6.50 

Grade  "K",  medium  size,  $8.00 

Grade  "K",  large  size,  $9.00 

Carrying  Straps:  No.  1  $1.00;  No.  2  $2.00;  No.  3 $3.50 
ORDER  SAMPLE  COVER  ON  APPROVAL 

With  Name  of  Machine  silk  embroidered  on  any  Cover;  extra,__30c. 

With  Dealer's  Name  and  Address,  first  Cover;  extra  $1.15 

Same  on  additional  Covers,  each  extra    60c. 

Write  for  booklet 

The  C.  E.  Ward  Co. 

(Well-known  Lodge  Regalia  House) 
101  William  St.,  New  London,  Ohio 

Also!!  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


The  Talking  Machine  World,  New  York,  July  15,  1918 


DEALERS 

Have  you  written  us 
asking  about  the 


If  not,  send  us  your  name  and  address  and 
we  will  put  you  on  our  monthly  mailing 
list.  Get  familiar  with  the  latest  product 
backed  by  the  House  of 

Otto  Heineman  Phonograph  Supply  Co.,  Inc. 


Heineman 
Meisselbach 

Motors 
Tone  Arms 
Sound  Boxes 

Dean 

Steel  Needles 

Quality 
Counts 


25  West  45th  Street 
New  York  City 


r 


Sign  this  and  mail  it  to  us  today 

Otto  Heineman  Phonograph  Supply  Co.,  Inc. 
25  West  45th  Street 

New  York  City 

Gentlemen : 

Place  us  on  your  monthly  mailing  list 


Name_ 
StreeL 
City- 


State- 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


19 


"THE  GRAFONOLA  IN  THE  SCHOOL" 

Interesting  Volume,  Copiously  Illustrated,  Is- 
sued Under  Above  Title,  Which  Should  Make 
a  Wide  Appeal  When  Properly  Distributed 


The  educational  department  of  the  Columbia 
Graphophone  Co.,  New  York,  has  just  issued 
an  impressive  and  profusely  illustrated  publica- 
tion entitled  "The  Grafonola  in  the  School," 
which  contains  valuable  information  regarding 
the  use  of  the  Columbia  Grafonola  from  an  edu- 
cational standpoint. 

The  first  page  is  entitled  "Music  Is  a  Neces- 
sity," and  presents  the  following  phrase  by  Wm. 
E.  Gladstone:  "Those  who  think  music  ranks 
among  the  trifles  of  existence  are  in  gross  error, 
because  from  the  beginning  of  the  world  down 
to  the  present  time  it  has  been  one  of  the  most 
forcible  instruments  of  training  both  for  arous- 
ing and  governing  the  mind  of  man."  The  il- 
lustration on  the  page  shows  a  song  leader  at 
one  of  the  cantonments  rehearsing  the  U.  S. 
Army  boys  during  their  regular  song  period. 

Two  pages  are  devoted  to  the  use  of  the 
Grafonola  by  children  in  the  home  and  in  the 
kindergarten,  these  pages  being  appropriately  il- 
lustrated. "The  Grafonola  in  Story-Telling" 
features  the  Thornton  Burgess  Bed-Time  story 
records,  which  have  attained  wide  success.  Co- 
lumbia patriotic  records  are  presented  under  the 
heading  of  "The  First  Step  in  Preparedness  for 
a  Singing  Army,"  showing  the  pledge  of  alle- 
giance by  the  school  children  to  the  flag  and 
to  the  republic  for  which  it  stands;  the  Grafo- 
nola furnishing  the  music  for  the  brisk  march 
that  is  played  after  the  salute. 

Other  interesting  pages  in  this  publication  fea- 
ture the  "Grafonola  in  the  Grades";  "The  Co- 
lumbia Penmanship  Course";  "Co-ordinating 
Music  With  Other  Subjects";  "The  Columbia  in 
the  Flag  Drill";  "The  Columbia  in  Folk  Dances"; 
"The  Grafonola  in  the  High  School";  "The 
Grafonola  in  Music  Appreciation";  "The  Colum- 
bia Grafonola  in  Modern  Languages";  "The 
Columbia  in  Commercial  Studies";  "The  Grafo- 


nola in  Social  Dancing";  "The  Grafonola  in  In- 
terpretative Dancing";  "The  Columbia  in  Rural 
School  Music";  "Folk  Dancing  in  the  Rural 
School";  "The  Columbia  in  Model  Training 
Classes";  "The  Grafonola  in  Community  Sing- 
ing"; "The  Columbia  Operatic  Records"  and 
"The  Columbia  in  Music  History." 

Each  one  of  these  important  subjects  is  ac- 
companied by  a  brief  description  of  the  par- 
ticular use  of  the  Grafonola  in  the  respective 
field  featured.  Appropriate  illustrations  to- 
gether with  a  short  list  of  records  at  the  bottom 
of  each  page  make  this  volume  valuable  to  deal- 
ers interested  in  the  possibilities  afforded  for  the 
development  of  Columbia  business  in  the  educa- 
tional world. 


REVOLVING  WINDOW  DISPLAY 


Has  Been  Prepared  by  Pathe  Freres  Phonograph 
Co.  for  Utilization  by  Dealers 


The  advertising  department  of  the  Pathe 
Freres  Phonograph  Co.  has  just  advised  dealers 
that  it  has  prepared  a  revolving  window  display 


ANOTHER  DOEHLER  ADDITION 


Ground  Broken  for  Erection  of  Ten-Story  Build- 
ing in  Brooklyn — Made  Necessary  by  Growth 
of  Trade  With  This  Progressive  Concern 


Ground  has  just  been  broken  for  the  new  addi- 
tion to  the  Doehler  Die-Casting  Co.'s  Brook- 
lyn factory  on  Court  and  Huntington  streets. 
This  addition  will  cover  150  feet  on  Court 
street  and  200  feet  on  Huntington  street,  and 
will  be  ten  stories  high;  actually  doubling  the 
present  capacity  of  the  plant. 

Construction  will  be  of  steel  and  concrete 
throughout,  to  conform  to  the  general  charac- 
ter of  their  present  massive  structures,  the  last 
addition  to  which  was  completed  and  has  only 
been  occupied  since  September  1. 

Newly  perfected  types  of  automatic  die-cast- 
ing machinery  are  now  in  process  of  construc- 
tion, ready  to  be  installed  in  the  new  building, 
which  is  to  be  ready  for  occupancy  before  the 
summer  is  over. 

While  the  greater  portion  of  the  company's 
activities  are  devoted  to  Government  and  war 
work  the  requirements  of  the  regular  trade 
which  in  the  main  is  now  also  for  Government 
war  consumption,  are  receiving  the  usual  atten- 
tion. 


Featuring  the  Pathe  Trade-Mark 

which  features  the  world-famous  Pathe  trade- 
mark, the  red  rooster.  This  display  works  by 
electricity,  and  as  indicated  by  the  accompany- 
ing illustration,  combines  attractiveness  with 
practicability,  as  it  not  only  attracts  the  atten- 
tion of  passers-by,  but  also  impresses  upon 
them  the  pleasing  appearance  of  the  Pathephone 
model  25. 


Don't  neglect  getting  in  touch  with  the  public 
through  advertising  this  summer. 


No.  19.  Cabinet 
(DOUBLE  DOOR  FRONT) 
Made  especially  to  hold  the  Victor-VictroIa.No.IX  A 


Get  the  Benefit 

of  the  big  business  doing  right  now  on 
both  talking  machines  and  records 
by  handling 

SALTER 

Felt  Lined  Cabinets 


These  two  styles  are  not  only  re- 
markable outfit  sellers  but  are  equally 
attractive  to  people  who  have  cabinet 
machines  but  need  more  record 
storage  capacity. 


SEND    FOR  CATALOGS 

Showing  many  other  attractive  styles. 

We  also  make  a  beautiful  line  of  sheet 
music  and  music  roll  cabinets. 

SALTER  MFG.  CO. 

337-49   N.  Oakley  Boulevard 

CHICAGO,  ILL. 


No.  111.    Cabinet  (Opened) 
For  Columbia  $50.00  Machine 
33'/2  inches  high.    Top,  23  x  \9'/z  inches 


20 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


illll 


We  Offer  An  Unusual 
Proposition  To  Dealers 

It  doesn't  matter  what  make  of  phonograph  you  are  now  hand- 
ling, you  owe  it  to  yourself  to  investigate  what  we  have  to  offer  you. 

We  have  developed  a  great  talking  machine  co-operative  plan- 
one  that  enables  the  aggressive  dealer  to  make  big  money  on 
quality  talking  machines. 

We  are  staking  our  money  and  our  reputation  on  this  proposition 
to  establish  successful  talking  machine  dealers  in  every  community. 

In  this  advertisement  we  illustrate  Model  No.  3 — our  big  seller. 
It  is  stately  in  design,  wonderful  in  tone,  and  is  sold  under  our 
guaranteed  service.  It  sells  for  $125.00,  and  unquestionably  repre- 
sents greater  value  than  was  ever  offered  at  this  price. 

This  machine  is  one  of  the  big  factors  in  our  co-operative 
selling  plan. 

Two  additional  models-Model  No.r6  at  $90.00,  and  Model 
No.  5  at  $65.00,  give  the  MANDEL 
dealer  three  popular  priced  machines,  all 
of  which  embody  high  quality  coupled 
with  big  value  to  the  consumer. 

What  we  offer  you,  Mr.  Dealer,  is 
liberal  terms,  liberal  discounts,  big  prof- 
its, and  our  guarantee  of  absolute  satis- 
faction to  every  ultimate  purchaser  of  a 
MANDEL  Phonograph. 

Act  quickly.  Write  for  our  complete 
proposition.  We  are  closing  up  territory 
at  record  speed. 

Mandel  Manufacturing 
Company 


General  Offices: 
501-511  So.  Laflin  Street 

CHICAGO,  ILLINOIS 


New  York  Display  Rooms: 
41  Union  Square 

NEW  YORK  CITY,  N.  Y. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


21 


Artistic  Window  Displays  That  Arouse  Public 
Interest  In  Talking  Machines  and  Records 


The  talking  machine  industry  has  always  been 
thoroughly  awake  to  the  importance  of  making 
retail  window  displays  highly  attractive  to  pass- 
ersby.    This  month  instead  of  outlining  sugges- 


MM  V  ■■ 

of  imitation  foliage  and  makes  a  pleasing  con- 
trast to  the  treeless  and  grassless  section  of  the 
usual  city  downtown  district.  A  handsome 
picture  of  one  of  the  Columbia  artists  lends  a 
human  touch  to  the 
effect. 

The  third  illustra- 
tion portrays  a  win- 
dow designed  by  C.  C. 
Baker,  of  Columbus, 
O.  It  is  particularly 
worthy  of  notice  be- 


display  of  this  kind  means  records  in  the  tongues 
of  the  different  nationalities  shown  are  available 
in  this  store,  and  it  seems  highly  probable  that 
when  the  costumes  portrayed  are  true  to  life 
in  every  detail  (as  they  are  in  this  case)  that 
the  window  should  prove  of  decided  interest  to 
the  foreign  element  in  any  community.  Inci- 
dentally this  window  is  arranged  in  such  a  way 
as  to  link  up  perfectly  with  the  national  adver- 
tising of  foreign  records  done  by  the  Columbia 
Co. 

All  four  of  the  window  displays  herewith  re- 


Lipman,  Wolfe  &  Co.  Display,  Portland,  Ore. 

tions  for  window  decoration  we  are  reproducing 
several  excellent  displays  in  order  that  dealers 
throughout  the  country  may  get  a  concrete  idea 
of  what  their  fellow  merchants  are  doing  to 
attract  public  interest  in  the  talking  machine 
and  talking  machine  records.  These  illustra- 
tions may  be  stimulative  to  those  who  overlook 


cause  it  carries  out 
the  classical  atmos- 
phere that  should  be 
always  present  when 
period  models  are  dis- 
played. Naturally 
these  higher-priced 


Window  Display 

models  appeal  to  peo- 
p  1  e  of  artistic  tem- 
perament  or  who 
aspire  to  it;  and  in 
either  case  the  period 
model    in   a  window 


of  Ashdown  Hardware  Co.,  Ltd.,  Winnipeg 

produced  exemplify  the  value  of  "getting  away" 
from  the  all  too  prevalent  practice  of  placing  two 
or  three  different  models  of  machines  in  the  win- 
dow and  pasting  a  couple  of  record  posters  on 
the  glass  pane.  It  is  hard  to  conceive  of  a  time 
or  a  place  where  the  simple  display  of  machines 


Unusually  Artistic  Window  Prepared  by  C.  C.  Baker,  Columbus,  O. 


the  value  of  the  window  as  a  sales  and  pub- 
licity medium. 

The  first  illustration  is  that  of  a  window  used 
by  Lipman,  Wolfe  &  Co.,  of  Portland,  Ore.  It 
is  really  more,  than  a  window  display,  as  it  in- 
cludes a  feature  that  is  in  nature  more  of  an 
invention.  The  center  of  window  is  a  relief 
reproduction  of  the  exterior  of  the  Lipman, 
Wolfe  store.  Well-dressed  mechanical  dolls  are 
made  to  pass  in  one  entrance  to  the  miniature 
store  and  come  out  of  another,  each  doll  carry- 
ing Victrola  records.  In  line  with  the  central 
display,  the  rest  of  the  window  is  devoted  to 
various  types  of  Victrolas  and  the  latest  records. 
The  window  in  its  entirety  is  a  very  clever  piece 
of  work  and  attracted  extraordinary  attention 
because  of  the  continually  moving  figures  that 
arrest  the  eyes  of  everyone  going  by  the  win- 
dow. This  device  is  the  invention  of  H.  A. 
Willard. 

The  second  illustration  shows  a  window  of 
the  J.  H.  Ashdown  Hardware  Co.,  of  Winnipeg, 
Canada,  in  which  good  use  has  been  made  of 
artistic  and  brightly  colored  placards,  each  one 
concentrated  on  one  point,  such  as  the  individ- 
ual qualities  of  the  Grafonola  or  the  particular 
merit  of  a  certain  record.    The  background  is 


display  is  shown  to 
b  e  s  t  effect  when 
placed  in  an  environ- 
ment of  the  plus  ultra 
sort.  The  window 
shown  here  is  certain- 
ly in  accord  with  the 
graceful  lines  of  the 
period  model  and 
merits  high  praise. 
The   fourth  picture 

shows   a   window   of  Display  of  the  Home  Furniture  Co.,  Braddock,  Pa. 

the  Home  Furniture  Co.  in  Braddock.  The  en-  in  a  window  is  warranted  because  window  space 
tire  floor  space  in  the  window  is  given  up  to  flat  is  very  expensive  and  therefore  should  be  used 
models  of  men  and  women  clad  in  the  national  only  in  a  way  that  will  be  productive  of  the  best 
costume  of  many  foreign,  nations.    Of  course  a  results. 


Talking  Machine  Hardware 


We  manufacture  hardware  for  all  style*  of  cabinet* 


Lid  Supports 
Needle  Cups 
Needle  Rests 


Door  Catches 
Sliding  Casters 
Continuous  Hinges 


BEST  QUALITY 

WEBER-KNAPP  COMPANY 


Sockets 
Tone  Rods 
Knobs,  etc. 

LOWEST  PRICES 

Jamestown,  N.  Y. 


22 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


Early  American 
Console  No.  1 


if  III' 


A  Finished  Product 


Adam  Console 
No.  2 


NOT  ALMOST  AS 
GOOD  BUT  BETTER 


— in  so  many  ways  that  on  MERIT 
this  unusual  line  cannot  help  but  outsell 
— and  stay  sold — 

BECAUSE — of  its  exceptional  clear- 
ness in  the  reproduction  of  any  record 
— without  extra  parts — 

BECAUSE— For  the  money — there  has 
never  been  offered  such  real  value  in 
design,  construction,  finish,  motor  and 
equipment — 

BECAUSE— THE  WIDDICOMB 

dealer  has  so  little  motor  trouble— 
BROKEN  SPRINGS  BEING  UN- 
KNOWN— 

BECAUSE— Our  electric  motor  is 
different  and  absolutely  reliable  and 
runs  perfectly  on  any  current— the  only 
motor  which  does— 

BECAUSE-The  all  wood  horn— Bal- 
anced cover  support — Record  files — 
Automatic  stop — Jewel  points — are  all 
of  the  very  best.  The  tone  control  can 
be  set  at  any  volume  or  volume  can  be 
controlled  from  a  distance. 

BECAUSE-The  factory  behind  THE 
WIDDICOMB  has  a  reputation  for 
reliability  since  1865. 

Quantities  of  Widdicombs 
Are  Ready 

Send  for  literature  NOW  and  protect 
yourself  at  PRESENT  prices. 

ELEVEN  MODELS 
Table  Types  $150to  $225  Upright  Cases  $100  to  $250 

Phonograph  Division 

Widdicomb  Furniture  Co. 

GRAND  RAPIDS,  MICH. 


Queen  Anne 
Console  No.  3 


Adam 
No.  5 


Chippendale 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


23 


TALKING  MACHINE  MEN  ATTEND  ROTARY  CONVENTION 

Jobbers  and  Dealers  From  Various  Sections  of  Country  Visit  Kansas  City  for  Meeting  and  Are 
Entertained  by  Local  Men — Dealers  Making  Strong  Bids  for  Business — News  of  the  Month 


Kansas  City,  Mo.,  July  5. — Most  of  the  talking 
machine  dealers  have  been  busy  entertaining  the 
guests  which  the  international  convention  of 
Rotary  Clubs  brought  to  Kansas  City.  Not  only 
a  great  many  men  engaged  in  the  talking  ma- 
chine trade  visited  the  retail  shops,  but  the  con- 
cert rooms  were  filled  with  Rotarian  music 
lovers  from  all  vocations.  During  the  Rotary 
Week,  which  commenced  June  24,  the  Paulist 
Choir  presented  two  evening  entertainments  at 
the  Auditorium  Theatre.  The  Columbia  Grafo- 
nola  Shop  is  anticipating  a  big  business  in  the 
Paulist  records  for  this  reason.  "We  have  al- 
ready begun  to  experience  a  growing  demand 
for  the  story  records  of  Thornton  Burgess," 
said  D.  M.  Guthrie,  retail  sales  manager,  "and 
since  his  talks  to  children  in  the  parks  during 
Rotary  Week  the  sales  are  showing  a  marked 
increase.  Conditions  in  all  lines  are  very  good 
with  us." 

The  Starr  Piano  Co.  is  featuring  its  trench 
and  camp  outfits  in  talking  machines  and  rec- 
ords. An  unusual  and  attractive  window  dis- 
play draws  the  attention  of  the  passers-by  to 
the  added  pleasure  which  one  of  these  outfits 
would  bring  to  soldier  or  camper.  The  back- 
ground and  part  of  the  floor  is  covered  with 
mossy  rocks  while  a  miniature  lake  occupies 
the  foreground.  The  machine  with  records  is 
encased  in  an  olive  drab  case. 

A.  A.  Trostler,  of  the  Victrola  department  of 
the  Schmelzer  Arms  Co.,  finds  the  conditions 
of  a  month  ago  unrelieved,  the  inadequate  sup- 
ply of  stock  being  the  only  drawback  to  a  rec- 
ord-breaking season.  As  it  is,  June  of  this 
year  will  make  a  very  favorable  showing.  Miss 
Leona  Carter  has  been  added  to  the  sales  force 
of  the  department. 

Miss  Marie  Henel,  of  the  Victrola  department 
of  the  Schmelzer  Arms  Co.,  was  married  Sat- 
urday, June  22,  at  Nevada,  Mo.,  to  Willard 
Bayne,  connected  with  the  base  hospital  at  Jef- 
ferson Barracks,  St.  Louis. 

The  Schmelzer  Arms  Co.  erected  a  booth  on 
the  sidewalk  in  front  of  the  store  for  the  sale 
of  War  Savings  Stamps,  known  as  "The  Torch 
of  Liberty,"  and  used  during  the  official  W.  S.  S. 
day,  June  28. 

Ralph  E.  Wood,  formerly  of  Chicago,  and  for 
the  past  eight  months  in  the  Victrola  depart- 
ment of  the  Jones  Store  Co.,  has  gone  to  Camp 
Funston,  Kan.,  where  he  will  enter  the  service. 

"Patriotic  records  continue  favorites  with  the 
public,  judging  from  sales,"  said  Mrs.  Nellie 
Williams,  manager  of  the  Victrola  department 
of  the  Jones  Store  Co.  "Since  Christmas  we 
have  received  a  reasonable  supply  of  machines 
and  records,  but  they  have  not  lasted  a  reason- 
able length  of  time."  A.  R.  Willey,  who  makes 
use  of  his  Spanish  to  further  sales  among  the 
Mexican  and  foreign  element  has  worked  up  a 
very  successful  trade.  The  people  love  music 
and  are  very  easy  to  wait  on,  according  to  Mrs. 
Williams,  for  they  know  what  they  want  and  in- 
dicate it  by  "Yes"  or  "No"  without  a  lengthy 
conversation.  The  only  trouble  is  that  they 
have  to  be  held  back  or  one  customer  will  take 
the  whole  stock  of  Mexican  and  Spanish  rec- 
ords. As  an  example,  Mrs.  Williams  cited  a 
case  where  she  had  just  received  about  fifteen 
records  out  of  a  much  larger  order,  and  a  cus- 
tomer was  selecting  a  number.  All  of  a  sud- 
den he  glanced  up  and  seeing  another  Mexican 
coming,  grabbed  the  fifteen  in  his  arms  crying, 
"I  taka  all  dees." 

The  Edison  Retail  Shop  has  been  having  an 
unusually  good  month.  B.  P.  Woodward,  sales 
manager,  has  recently  purchased  a  new  Marmon 
"Six,"  though  but  just  recovered  from  a  seri- 
ous automobile  accident. 

H.  G.  Stanton,  vice-president  of  the  R.  S. 
Williams  &  Sons  Co.,  Ltd.,  of  Toronto,  Canada, 
was  in  Kansas  City  attending  the  Rotary  conven- 
tion. Mr.  Stanton  read  a  paper  on  "Music  Dur- 
ing the  Great  War  and  After,"  which  attracted 


much  favorable  comment  from  all  music  trade 
men  who  attended  the  Musical  Round  Table  of 
Rotarians  held  at  the  Salon  Mora.  With  ref- 
erence to  talking  machine  conditions  in  Canada 
Mr.  Stanton,  who  is  an  Edison  jobber,  said: 
"We  have  recovered  from  the  war  depression 
entirely  and  more  recently  from  the  serious  re- 
straining influence  of  our  boys  coming  back 
from  the  front.  Our  determination  to  win  the 
war,  however,  does  riot  leave  us  unmindful  of 
the  home  needs  and  the  education  of  the  chil- 
dren, in  which,  of  course,  music  plays  such  an 
important  part.  Business  in  our  line  can  be 
said  generally  to  be  very  satisfactory  in  volume. 
The  fall  outlook  has  everything  in  its  favor." 

B.  J.  Pierce,  manager  of  the  Victrola  depart- 
ment of  the  J.  W.  Jenkins'  Sons  Music  Co.,  has 
left  on  a  brief  business  trip  to  Tulsa,  Okla. 

Glen  Ellison,  Scotch  baritone,  will  give  a 
number  of  tone  test  recitals  among  the  Edison 
dealers  in  Kansas  City  and  vicinity  during  July 
and  August. 

The  H.  W.  Lee  Music  Co.,  of  Enid,  Okla., 
recently  performed  a  patriotic  service  worthy 
of  comment.  Mr.  Lee  and  his  entire  force 
closed  the  store  for  a  week  or  ten  days  and 
went  into  the  wheat  harvest  fields  to  help. 

W.  L.  Eshelman,  of  the  Eshelman  Music  Co., 
St.  Joseph,  Mo.,  was  in  town  attending  the  Ro- 
tary convention.  Mr.  Eshelman  is  president  of 
the  St.  Joseph  Rotary  Club. 

George  E.  Mickel,  a  Victor  jobber  of  Omaha, 
Neb.,  and  his  wife,  also  Lester  Burchfield,  of 
Sanger  Bros.,  Dallas,  Tex.,  were  guests  of  A. 
A.  Trostler  during  the  week  of  the  international 
convention  of  Rotary  Clubs. 

Harry  Beach,  assistant  sales  manager  of  the 
Victor  Talking  Machine  Co.,  Camden,  N.  J.,  was 
a  visitor  to  this  city  last  week. 

M.  M.  Blackman,  manager  of  the  wholesale  de- 
partment of  the  Edison  Phonograph  Co.,  has 
just  returned  from  an  Eastern  trip  lasting  about 
three  weeks.  Mr.  Blackman,  in  company  with 
W.  M.  Hinde  and  C.  T.  Cunningham,  attended 


the  Edison  convention  in  New  York,  June  6  and 
7.  Mr.  Blackman  afterwards  visited  Atlantic 
City  and  Washington,  D.  C,  stopping  in  Chi- 
cago for  several  days  on  his  return. 

Harold  Masters,  of  the  order  and  service  de- 
partment of  the  Edison  wholesale,  has  left  for 
Fort  Leavenworth  to  enlist  in  the  Signal  Corps. 


VICTROLA  LEADS  TO  COURT  DISPUTE 

City  Marshal  Forces  Way  Into  Apartment  to 
Seize  Machine  and  Is  Summoned  to  Court  on 
Assault  Charge — Judge  Upholds  Him 


The  right  of  a  City  Marshal,  armed  with  a 
writ  of  seizure,  to  break  into  a  home  in  order  to 
seize  a  Victrola  upon  which  instalments  had 
lapsed,  came  up  for  decision  before  Magistrate 
Simpson  in  the  Harlem  Court  in  New  York 
City  recently,  and  the  City  Marshal  was  upheld 
in  his  action. 

On  June  4  Samuel  A.  Sherman,  a  Victrola 
dealer  of  2138  Third  avenue,  brought  suit  against 
a  man  named  Prakesch  to  recover  a  Victrola 
which  he  had  purchased  on  the  instalment  plan, 
and  upon  which  payments  had  lapsed.  The  ma- 
chine was  in  the  home  of  Mrs.  Emily  Sigmund, 
29  East  177th  street,  and  she  was  therefore 
made  a  co-defendant  in  the  suit. 

The  action  was  undefended  and  judgment  was 
obtained  by  Sherman.  A  writ  of  seizure  was  is- 
sued and  placed  in  the  hands  of  City  Marshal 
Kemp,  who,  accompanied  by  a  clerk,  went  to 
seize  the  machine.  Mrs.  Sigmund  refused  to 
admit  the  City  Marshal,  and  he  called  a  police- 
man who  upheld  him  in  his  demand  for  admit- 
tance. The  result  was  that  the  Marshal  was 
compelled  to  break  in  the  door,  and  was  then 
attacked  by  Mrs.  Sigmund,  who  was  finally  re- 
strained by  the  policeman.  The  machine  was 
then  seized  and  removed. 

Mrs.  Sigmund  subsequently  secured  sum- 
monses for  Kemp,  his  clerk  and  the  policeman, 
charging  that  they  had  insulted  her  and  show- 
ing bruises  as  proof  of  her  charge.  The  court 
refused  to  entertain  the  complaint,  maintaining 
that  the  City  Marshal,  when  armed  with  the 
proper  writ,  was  empowered  to  enter  the  prem- 
ises in  the  fulfilment  of  his  duties. 


A  Message  to 
Phonograph  Dealers 

People   shop   around    nowadays  before 
buying  their  Phonograph. 

The  Phonograph  buyer  to-day  is  demand- 
ing better  musical  value  than  ever  before. 

You  have  to  shoiv  them  that  yours  has  the 
best  musical  quality. 

Can  you  meet  this  demand  ? 

The  BLISS  REPRODUCER  with  its  treated  silk  diaphragm  is 
both  musically  and  mechanically  correct. 

By  carrying  BLISS  REPRODUCERS  in  stock  you  can  make 
many  sales  that  would  otherwise  go  to  your  competitor. 

This  is  the  reason  why  so  many  dealers  carry  BLISS  RE- 
PRODUCERS. 

Money  is  not  made  on  lost  sales. 

We  are  featuring  other  Phonograph  Specialties — among  them  the  Disk- 
Lite,  a  lighting  attachment  for  any  phonograph. 

The  Phono-Lite,  an  automatic  lighting  attachment  for  the  New  Edison. 
Edison  Diamond  Points.    Edison  and  Pathe  Sapphire  Points. 

WRITE  US  FOR  DEALERS'  PRICES 

WILSON  LAIRD  PHONOGRAPH  CO.,  Inc. 

Factors  and  Distributors  of  the  BLISS  REPRODUCER 

29  West  34th  Street  NEW  YORK  CITY 


24 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


Are  You  Neglecting  Any  Prospects? 


TATION  in  life  or  worldly 
wealth  has  no  bearing  on 

  a  person  s  appreciation  or 

the  beauties  of  good  music. 

A  dealer  in  a  small  Southern  town 
is  selling  Amberolas  far  more  rap- 
idly than  his  jobber  can  supply  him 
because  he  believes  that  every  family 
wants  music  and  is  willing,  if  neces- 
sary, to  make  sacrifices  to  get  it. 

He  is  in  a  territory  that  has  been 
thoroughly  canvassed  by  talking 
machine  men,  but  his  experience 
shows  that  people  who  must  make  a 
genuine  sacrifice  for  musical  enjoy- 
ment want  the  best  or  nothing.  He 
proves  daily  that  the 

New  Edison 
Diamond  Amberola 

will  bring  to  the  home  the  best  music 
at  a  price  within  the  reach  of  every- 
body. 

Edison  dealers,  don't  permit  outward 
appearances  to  deprive  hundreds  of 
families  of  the  advantage  of  good 
music. 


THOMAS  A.  EDISON,  Inc. 


ORANGE,  N.  J. 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


25 


Headliners ! 

Nora  Bayes— Al  Jolson— Harry  Fox— Farbcr 
Sisters— Van  and  Schenck.  Anew  Columbia 
Record  by  every  one  ol  these  top-notchers, 
this  month. 


Columbia  Graphophone  Co 

NEW  YORK 


DEVEL0P1NQ  TRADE  IN  SUMMER 

Some  Pertinent  Suggestions  by  J.  I.  Carroll 
Showing  How  Dealers  Should  Take  Advan- 
tage of  Trade  Opportunities  in  Hot  Weather 

J.  I.  Carroll,  assistant  sales  manager  of  the 
Emerson  Phonograph  Co.,  recently  sent  out  to 
the  members  of  his  sales  staff  the  following  in- 
teresting bulletin  which  gives  his  ideas  regard- 
ing spring  and  summer  business,  and  which  con- 
tains many  logical  and  sales-stimulating  sug- 
gestions: 

"There  is  a  tendency  among  some  dealers,  as 
the  summer  season  approaches,  to  either  reduce 
their  normal  purchase  of  records,  or,  in  some 
few  cases,  to  discontinue  purchasing  new  re- 
leases entirely  until  along  toward  September. 

"Why  does  the  dealer  follow  this  demoraliz- 
ing, thoroughly  unnecessary,  and  decidedly  un- 
wise policy?  He'll  tell  you  people  don't  buy 
records  in  the  warm  weather,  whereas,  as  a  mat- 
ter of  fact,  the  trouble  lies  almost  entirely  with 
himself.  He  lets  up  in  his  effort,  allows  his 
stock  to  run  down,  and,  in  consequence,  not 
having  the  latest  numbers,  and  having  breaks  in 
his  stock  of  prior  numbers,  his  trade  becomes 
convinced  of  the  absence  of  service  on  up-to- 
the-minute  songs  and  dances,  falls  away,  and 
his  record  department  suffers.  Such  a  dealer 
cannot  escape  his  responsibility.  He  frequently 
places  the  blame  everywhere,  but  it  rightfully 
belongs — directly  with  himself. 

"Fortunately,  the  percentage  of  such  dealers 
is  small,  almost  invariably  they  are  the  small 
ones  who  lack  enthusiasm,  initiative,  imagina- 
tion and  progressive  ideas;  the  kind  that  don't 
know  how  to  take  advantage — because  of  too 
limited  vision — of  splendid  opportunity  to  im- 
prove, develop  and  render  more  profitable  their 
Emerson  departments. 

"The  spring  and  summer  months  are  logical 
times  for  the  sale  of  popular  records — the  Emer- 
son kind.  People  are  brighter,  freer,  happier 
and  gayer  than  at  any  other  time  of  the  year. 
What  is  more  natural  than  music — snappy,  live- 
ly, pretty  music — to  meet  the  demand  of  such 
light-hearted  temperament? 

"Comparatively  few  folks  have  summer  homes; 
only  a  small  portion — some  young  folks — leave 
on  vacations — and  short  ones,  too — in  conse- 
quence, the  home  remains  intact,  and  entertain- 
ment must  be  furnished,  and  the  phonograph 
supplies  it. 

"Where  people  have  summer  homes,  the  pho- 
nograph is  sure  to  be  found.  Again  records  are 
necessary.  Urge  the  dealer  to  go  after  the*  sum- 
mer record  business  harder  than  ever.  Show 
him  how.  Let  him  resort  to  novel  advertising 
methods. 

The  enterprising  dealer  who  uses  sound  judg- 


COTTON  FLOCKS 


FOR  .. 


Record  Manufacturing 
THEPECKHAM  MFG.  CO.,  &^ksS?S! 


ment  in  this  matter  will  sell  plenty  of  records, 
hold  his  trade,  and  enter  the  fall  season  with  a 
well-ordered  department,  equipped  to  increase 
his  sales,  double  his  profit  and  surround  himself 
with  a  satisfied  and  appreciative  stream  of  cus- 
tomers. Some  dealers  have  told  us  they  sell 
more  records  during  the  spring  and  summer 


months  than  at  any  other  season  of  the  year. 

"The  fellow  who  is  so  narrow,  short-sighted 
and  unprogressive  as  to  follow  the  opposite 
course  will  drive  away,  utterly  undo  any  good 
he  may  have  accomplished,  and  find  his  depart- 
ment at  the  approach  of  the  fall  season  badly, 
if  not  irreparably,  shattered." 


MANY  WAR  WORKERS  KEEP  NEWARK  TRADE  PROSPEROUS 

Employes  of  Shipyards  and  Munition  Factories  Generous  Purchasers  of  Talking  Machines  and 
Records — New  Edison  Selected  for  Madison,  N.  J.,  High  School — General  News 


Newark,  N.  J,,  July  6. — The  talking  machine 
trade  of  Newark  closed  exceptionally  good  busi- 
ness for  the  first  half  of  the  year.  June  proved 
especially  good  and,  but  for  the  shortage  of 
records  which  appears  prevalent  in  this  terri- 
tory, the  dealers  have  no  complaint. 

Newark  was  never  more  prosperous  than  at 
present,  wages  being  high  in  all  industries,  espe- 
cially so  in  the  shipyards  and  the  plants  doing 
Government  work.  This  labor  element,  which 
several  months  ago  was  not  so  permanent,  ow- 
ing to  men  constantly  changing  their  jobs,  has 
now  settled  down.  The  number  of  cash  sales 
are  large  and  the  instalment  business  is  being 
done  with  large  first  payments  and  upon  good 
monthly  terms. 

One  thing  that  has  made  record  sales  good 
is  the  fact  that  the  Prudential  Life  Insurance 
Co.  has  a  number  of  quartets  on  the  street 
who  attract  the  passers-by  so  that  salesmen 
and  saleswomen  can  dispose  of  War  Savings 
Stamps.  The  most  popular  songs  with  this 
group  are  "Keep  the  Home  Fires  Burning"  and 
"There's  a  Long,  Long  Trail."  These  same 
songs  were  sung  in  chorus  by  all  the  children 
ir.  a  recent  parade  in  which  they  appeared.  John 
McCormack  sang  the  latter  number  in  one  of 
his  concerts  here  recently  as  well  as  "God  Be 
With  Our  Boys  To-night,"  another  record  hav- 
ing large  sales. 

The  talking  machine  department  of  the  Otto 
Wissner  warerooms  is  feeling  a  good  demand 
for  both  machines  and  records.    W.  H.  Paullin, 


manager  of  the  department,  is  pleased  with  the 
outlook.   The  Columbia  and  Sonora  are  handled. 

The  Chalmers  Co.,  who  have  a  number  of 
stores  in  this  territory,  report  a  good  volume  of 
business  closed  for  the  first  half  of  the  year. 
The  demand  for  popular  records  with  this 
company  has  been  very  heavy.  However,  the 
company  having  five  stores  must  carry  quite 
large  stocks  so  they  were  able  to  meet  most  of 
the  demands.  The  house  of  Chalmers  handles 
the  Victor  line  exclusively. 

The  Edison  Shop,  861  Broad  street,  is  finding 
business  good  and  the  cash  transactions  as  well 
as  the  size  of  the  payments  have  been  very 
gratifying.  Le  Baron  M.  Huntington,  vice- 
president  and  manager  of  Phonographs,  Ltd., 
who  conduct  the  Edison  Shop,  is  quite  pleased 
over  a  recent  sale  he  made  to  the  high  school 
of  Madison,  N.  J.,  where  the  New  Edison  was 
selected  unanimously  after  a  series  of  demon- 
strations had  been  given. 

H.  J.  Smith,  the  well-known  jewel  specialist, 
who  operates  a  laboratory  at  833  Broad  street, 
has  just  returned  after  several  weeks  spent  in 
Canada  at  a  record  laboratory. 

Leonard  J.  Rheinhardt,  manager  of  Jacob 
Doll  &  Sons,  states  the  sales  of  Pathe  machines 
during  the  month  of  June  were  good.  Most  of 
the  sales  have  been  marked  by  the  size  of  the 
cash  payments. 

Dealers  are  feverishly  placing  their  orders  for 
further  stocks  of  machines  as  the  local  agents 
feel  the  fall  will  see  a  distinct  shortage. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Automatic 
Stop  on  the  market.  They  give  excellent 
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guaranteed. 


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KIRKNAN  ENGINEERING  CORPORATION,  237  Lafayette  St.,  New  York 


26 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


The  Trade  In  Boston  And  New  England 

JOHN  H.  WILSON,  MANAGER,  324  WASHINGTON  STREET,  BOSTON,  MASS. 


Boston,  Mass.,  July  3— The  dealers'  monthly 
meeting  at  the  Columbia  Graphophone  Co.'s 
Federal  street  headquarters  was  held  the  latter 
part  of  June  and,  as  usual,  was  an  unqualified 
success.  Manager  Fred  E.  Mann  presided.  It 
was  expected  that  Charles  W.  Harrison,  one  of 
the  artists  making  records  for  the  company, 
would  be  present,  but  he  was  suffering  from  a 
cold;  so  in  his  place  Henry  Burr  came  over  from 
New  York.  Mr.  Burr  sang  eight  or  ten  songs 
and  was  accompanied  by  Fred  Phillips,  of  the 
Leo  Feist  Co.  The  August  monthly  records 
were  tried  out  and  the  dealers  were  delighted 
with  them.  O.  F.  Binns,  in  charge  of  the  rec- 
ord department  for  the  company,  came  over 
from  New  York  also  and  gave  the  company  an 
illuminating  talk  which  was  full  of  good  advice 
for  the  dealers.  As  the  meeting  was  held  to- 
ward the  end  of  the  month  not  quite  as  many 
dealers  were  present  as  on  the  last  occasion. 
Active  Times  With  L.  M.  Pierce  Co. 

Manager  Hotschke,  of  the  L.  M.  Pierce  Co., 
Springfield  and  Holyoke,  was  a  Boston  visitor 
a  short  time  ago  and  he  made  an  excellent  re- 
port of  business  conditions  at  the  two  talking 
machine  stores,  which  he  operates.  The  com- 
pany has  lately  added  the  Pathe  line,  and  Mr. 
Hotschke's  visit  was  largely  to  confer  with 
Wholesale  Manager  Ainslie,  and  to  make  a  se- 
lection of  Pathe  machines.  These  goods  have 
just  been  shipped  from  the  Hallet  &  Davis 
establishment.  Mr.  Berwick  is  in  charge  of 
the  Holyoke  store  which,  like  the  Springfield 
store,  is  well  arranged  to  meet  the  demands  of 
customers. 

Outing  of  Oliver  Ditson  Co.  Force 

The  Oliver  Ditson  Co.,  which  handles  the  Vic- 
tor line,  gave  an  outing  to  its  employes  Sat- 
urday, Tune  29,  which  consisted  of  a  trip  down 
Boston  harbor  and  among  the  islands.  Henry 
Winkelman,  the  manager  of  the  Victor  depart- 
ment, and  all  his  staff  were  present,  and  among 
the  youthful  guests  who  made  many  friends  was 
the  young  son,  clad  in  nautical  attire,  of  Otto  A. 
Piesendel,  Manager  Winkelman's  right-hand 
man. 

Manager  Winkelman  makes  a  most  encourag- 
ing report  of  his  Victor  business  which  for  the 
month  of  June  went  way  ahead  of  this  time  a 
year  ago.  And  business  would  be  even  larger 
were  the  goods  to  be  had  from  the  factory.  Mr. 
Winkelman  is  spending  the  summer  at  a  large 


farm  up  at  Acton,  owned  by  one  of  his  relatives, 
and  when  business  is  over  he  nightly  turns  his 
attention  to  farming  with  most  encouraging  re- 
sults. 

Pleased  With  Results  of  Convention 

Manager  Silliman,  of  the  Pardee-Ellenberger 
Co.,  has  been  quite  enthusiastic  since  his  return 
from  New  York  over  the  success  of  the  Edison 
convention,  where  everybody  appears  to  have 
had  a  good  time.  He  speaks  with  especial  en- 
thusiasm of  the  success  achieved  by  Mr.  Edison 
in  so  disposing  of  the  new  velvet  re-creations  at 
the  convention  as  to  completely  equip  one  of 
the  transports  with  a  full  Edison  outfit.  Mr. 
Silliman,  in  speaking  of  business,  said  the  other 
day  that  the  proof  of  what  his  department  is 
doing  is  seen  in  the  fact  that  June  had  proved 
to  be  way  ahead  of  the  same  month  of  a  year 
ago,  and  he  paid  a  special  tribute  to  his  field 
men  for  the  hard  work  they  had  put  in  to 
help  achieve  so  excellent  a  result.  F.  S.  Boyd, 
of  the  traveling  staff,  will  be  the  first  to  get 
away  on  a  vacation  and  he  will  probably  spend 
his  time  somewhere  in  Maine. 

Visited  Columbia  Plant  at  Bridgeport 

Arthur  Collins,  of  the  repair  service  depart- 
ment of  the  Columbia  Co.,  has  been  spending  a 
few  days  at  Bridgeport,  where  he  has  been  de- 
voting his  time  to  studying  the  new  motor  and 
the  new  automatic  stop  with  which  the  new 
Columbia  models  are  to  be  equipped.  It  is  a 
commendable  plan  of  the  company  to  invite  all 
the  repair  men  at  various  times  to  the  factory 
in  that  Connecticut  city  for  the  purpose  of 
familiarizing  themselves  with  these  new  de- 
vices which  Manager  Fred  E.  Mann  says  are 
destined  to  play  so  important  a  part  in  further- 
ing the  popularity  of  the  Columbia  product. 
Edwin  M.  Morgan  Joins  Forces 

Edwin  M.  Morgan  is  one  of  the  newcomers 
to  join  Manager  Mann's  Columbia  staff  in  this 
city.  Mr.  Morgan  comes  to  the  company  with 
a  high  reputation  in  business  circles  and  he  has 
many  friends  in  Boston  where  he  has  been  in 
business  off  and  on  for  a  number  of  years.  He 
will  have  charge  of  Suffolk  and  Norfolk  coun- 
ties, a  territory  lately  in  charge  of  W.  A.  Hine, 
who  has  resigned. 

Warren  Batchelder  in  New  Post 

Warren  Batchelder,  manager  of  the  Victor  de- 
partment for  the  A.  M.  Hume  Music  Co.,  has 
severed  his  connection  with  this  house,  having 


accepted  a  position  with  the  Community  Motion 
Picture  Bureau,  which  works  under  the  auspices 
of  the  Y.  M.  C.  A.  and  which  is  furnishing  en- 
tertainment for  the  men  at  the  front  and  in  the 
cantonments.  Mr.  Batchelder  will  be  located 
at  Newport  News,  Va.,  for  the  present.  The 
local  trade  will  miss  Mr.  Batchelder,'  as  he  has 
been  a  favorite  hereabouts.  A.  M.  Hume,  head 
of  the  house,  is  away  on  a  vacation. 

Interested  in  Radio  Work 
Elton  Taft,  Jr.,  son  of  the  head  of  the  Eastern 
Talking  Machine  Co.,  has  been  away  from  the 
house  for  the  past  two  weeks,  for,  having  be- 
come interested  in  radio  work,  he  is  studying 
hard  preparatory  to  attaching  himself  to  the 
service.  Wholesale  Manager  Billy  Fitzgerald  is 
planning  to  go  to  Camp  "Tis  Ours"  in  Maine 
some  time  in  August,  where  he  has  been  for 
several  summers. 

Camping  at  Long  Pond,  Me. 
Richard  Nelson,  Southern  New  England  rep- 
resentative of  the  Sonora,  motored  down  to  Har- 
rison, Me.,  a  few  days  ago  accompanied  by  his 
wife,  where  they  are  the  guests  of  Mr.  Nelson's 
father  at  the  latter's  camp  on  the  shores  of 
Long  Pond,  near  Sebago. 

Takes  on  the  Pathe  Line 
The  North  Shore  Phonograph  Co.,  at  Glou- 
cester, is  one  of  the  latest  houses  to  take  on  the 
Pathe  line.     This  place  has  been  visited  by  a 
number  of  the  summer  residents  of  that  aristo- 
cratic summer  residential  section,  all  of  them 
anxious  to  study  the  merits  of  this  machine. 
New  Emerson  Dealers 
The  Emerson  Co.  is  making  great  progress 
.with  its  new  nine-inch  record  in  the  territory 
supervised  by  Manager  Oscar  W.  Ray.  Among 
the  new  dealers  to  handle  this  record  are  the 
Chamberlain  Co.,  of  New  Haven,  Conn.;  Ather- 
ton  Furniture  Co.,  at  Lewiston,  Me.;  Henry  W. 
Upham,  at  Maiden;  J.   L.  Charlifoux  Co.,  at 
Lowell;  Great  Eastern  Furniture  Co.,  at  New 
Bedford;  Otis  Skinner,  at  Bangor,  Me.,  and  F. 
F.  Foss,  at  Portland,  Me. 

John  Alsen  Heard  From 
George  Lincoln  Parker  returned  to  Boston 
well  satisfied  with  the  success  of  the  Edison 
convention  at  which  he  was  accorded  distin- 
guished honors.  He  says  the  new  velvet  re-cre- 
ations are  coming  along  very  well  and  there  has 
been  quite  a  number  of  the  owners  of  Edison 
outfits  calling  at  his  warerooms  to  hear  these 


Victor  Dealers  In  New  England  Territory 

can  rest  assured  that  EASTERN  VICTOR 
SERVICE  has  their  interests  individually  at  heart, 
particularly  with  respect  to  the  securing  of  Victor 
stock.  Our  aim  is  to  help  the  Victor  dealer  make 
the  most  of  the  existing  conditions. 


EASTERN  TALKING  MACHINE  CO. 


177  TREMONT  STREET 


BOSTON,  MASS. 


Ejgapjgllgf 


July  15,  1918 


THE    TALKING   MACHINE  WORLD 


27 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND-( Continued  from  page  26) 


new  records.  Mr.  Parker's  office  lately  received 
a  postcard  picture  from  John  Alsen,  the  erst- 
while phonograph  manager  for  this  house,  who 
is  now  with  the  101st  Engineers  in  France,  show- 
ing himself  in  uniform.  Alsen  writes  that  he 
has  gained  considerably  in  weight  since  being 
abroad. 

New  Columbia  Dealers 

Bates  &  Holesworth,  furniture  dealers  at 
Framingham,  have  added  a  Columbia  depart- 
ment to  their  establishment  and  they  are  plan- 
ning to  have  a  grand  opening  on  the  Fourth  of 
July,  or  the  day  following.  The  house  is  lo- 
cated near  the  railroad  station  and  is  very  con- 
venient both  to  business  and  the  residential  sec- 
tion. Mr.  Holesworth  recently  was  graduated 
from  the  Wentworth  Institute,  where  he  pre- 
pared for  service,  and  he  is  now  in  the  South 
at  one  of  the  cantonments. 

Another  new  Columbia  dealer  is  Carbone 
Brothers,  four  of  them,  who  have  opened  an 
establishment  at  1731  Washington  street.  Three 
of  the  brothers  will  hustle  on  the  outside  for 
business  and  the  store  will  be  in  charge  of  the 
fourth  brother,  Prince  Napoleon,  whose  name 
alone  ought  to  draw  business.  Prince  Napoleon 
probably  bears  the  distinction  of  being  the 
smallest  Columbia  dealer  in  the  country. 
Miss  Clark  in  Charge  at  White's 

As  anticipated  last  month  Fred  L.  MacNeil 
has  found  himself  in  service,  and  supplanting 
him  as  manager  of  the  talking  machine  depart- 
ment at  the  R.  H.  White  Co.  is  Miss  Minerva 
Clark,  who  has  lately  been  with  the  Aeolian  Co. 
Earlier  in  her  career  in  the  business  Miss  Clark 
was  a  demonstrator  for  the  Columbia  people. 

Francis  T.  White,  manager  of  the  Edison  and 
Victor  department  of  the  C.  C.  Harvey  Co.,  is 
planning  to  take  his  vacation  somewhere  in 
New  Hampshire  the  first  week  in  August.  A 
new  accession  to  his  staff  is  Miss  Marion 
Collyer. 

Booking  Big  Hallet  &  Davis  Business 

Wholesale  Manager  R.  O.  Ainslie,  of  the 
Pathe  phonograph  and  record  line,  has  been 
meeting  with  marked  success  since  he  associated 
himself  with  the  Hallet  &  Davis  Co.  in  his  pres- 
ent capacity.  Lately  he  made  a  trip  among  the 
Vermont  dealers,  and  he  was  especially  en- 
thusiastic over  the  prospects  in  Rutland,  where 
the  Tuttle  Co.  has  opened  a  new  place  especial- 
ly for  the  sale  of  talking  machine  outfits,  the 
Pathe  and  Columbia  lines  being  featured.  The 
store  is  known  as  the  United  Talking  Machine 
Company,  and  M.  O.  Tyrell  is  in  charge.  Man- 
ager Ainslie  has  arranged  for  supplying  the 
store  with  an  initial  invoice  of  forty-four  Pathe 
phonographs  and  a  large  and  complete  line  of 


Lansing  Khaki  Moving  Covers 

PROTECT    VARNISH    IN    ALL  WEATHERS 

and  enable  you  to  deliver  your  phono- 
graph free  of  blemishes  of  all  kinds. 

These  covers  are  made  of  Government  Khaki,  interlined  with  heavy  felt  or 
cotton,  fleece-lined,  quilted  and  properly  manufactured.  Perfect  protection 
in  all  weather. 

Made  in  Two  Grades 

Write  for  Prices  and  Descriptive 
Catalogue 

Use  the  Lansing  Khaki  Moving  Cover 
and  your  delivery  troubles  will  be  over. 

E.  H.  LANSING 

611  Washington  St.,  BOSTON 

SAN  FRANCISCO  OFFICE.  Room  530  CHRONICLE  BLDG. 
WALTER  S.  CRAY,  Manager 


records.  The  interior  of  the  store  is  admirably 
arranged  to  handle  business,  says  Manager 
Ainslie,  and  in  a  series  of  open  compartments 
down  one  side  of  the  store  and  on  a  raised 
platform  the  various  types  of  machines  are  con- 
spicuously displayed.  This  establishment  is  one 
of  the  finest  of  its  kind  in  Rutland. 

Looks  for  Big  Summer  Business 

Manager  F.  H.  Walter,  of  the  Brunswick- 
Balke-Coilender  Co.,  says  he  is  looking  for  big 
business  following  the  end  of  the  summer  sea- 
son, and  for  this  there  are  ample  indications  at 
this  time,  as  many  of  the  company's  dealers 
are  reporting  with  good-sized  orders.  He  has 
just  taken  on  a  new  member  of  his  staff,  Miss 
Florence  Clemence,  who  formerly  had  been  with 
two  other  talking  machine  houses  in  the  city. 
Victor  Activity  With  Steinert  &  Sons  Co. 

Victor  business  with  the  M.  Steinert  &  Sons 
Co.  is  keeping  up  very  well,  thanks  in  large  de- 
gree to  the  thoughtful,  conscientious  work  put 
into  the  business  by  Robert  L.  Steinert,  who  is 
head  of  the  Arch  street  store.    Mr.  Steinert,  as 


well  as  his  elder  brother,  Russell  S.  Steinert, 
was  an  usher  at  the  funeral  of  A.  Shuman, 
Boston's  big  and  philanthropic  merchant  the 
latter  part  of  June;  and  their  father,  Alexander 
Steinert,  was  named  as  one  of  the  executors 
and  trustees  of  Mr.  Shuman's  will.  Mr.  Stein- 
erts'  wife  was  a  daughter  of  Mr.  Shuman. 
Much  Interest  in  New  Vocalion  Record 
The  new  record  announcements  of  the  Aeolian- 
Vocalion  went  out  this  week  and  there  has  been 
much  interest  manifested  in  the  new  discs. 
Manager  Hibshman  has  been  spending  the  last 
three  week-ends  over  in  New  York,  where  his 
family  are  making  a  visit  at  New  Rochelle. 
Amos  E.  Russell,  a  member  of  Manager  Hibsh- 
man's  staff,  reports  marked  activity  in  every 
branch  of  the  department.  It  may  be  remarked 
that  at  a  recent  luncheon  of  the  Pilgrim  Pub- 
licity Association  Mr.  Russell  was  the  singer, 
using  as  a  special  number  "Under  the  Stars  and 
Stripes."  Messrs.  Hull  and  Alfring,  from  the 
New  York  offices  of  the  Aeolian-Vocalion  forces 
spent  a  few  days  in  Boston  lately. 


 Oldest  and  Largest 

M  anufacturers  of  Talking 
Machine  Needles  in  the 

World — There  are  several  reasons 

W.  H.  BAGSHAW  CO.,  Lowell,  Mass. 


28 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


HELPS  FOR  THE  VICTOR  DEALER 


WHERE  OkeH  RECORDS  ARE  MADE 


Electrotypes  for  Booklet  Covers  Prepared  by 
Victor  Co.  to  Enable  Dealers  to  Call  Public 
Attention  to  Less  Known  Records 


Spacious  and  Well-Equipped  Plant  Occupied  in 
Springfield,  Mass.,  Which  Is  Under  the  Capa- 
ble Direction  of  Messrs.  Griffin  and  Kraemer 


In  order  to  permit  the  individual  dealer  to 
call  the  attention  of  the  public  to  some  of  the 
less  known  records  on  his  shelves,  thereby  off- 
setting in  some  manner  the  existing  shortage  of 
popular  records  of  the  day,  the  Victor  Talking 
Machine  Co.  has  prepared  a  most  elaborate 
series  of  electrotypes  for  folder  covers.  The 
electrotypes  are  designed  for  two-color  print- 
ing and  are  of  the  rich  poster  type  so  popular  at 
the  present  time  and  likewise  as  effective. 

There  are  also  provided  electrotypes  of  deco- 
rative borders  for  center  pages  of  folders,  within 
the  confines  of  which  are  to  be  set  the  list  of 
records  featured  and  details  regarding  them. 

This  new  Victor  service  enables  the  dealer 
to  have  printed  his  own  individual  folder  in 
which  he  can  feature  only  the  records  actually 
in  stock.  The  electrotypes  of  both  covers  and 
inside  borders  are  furnished  at  a  price  that  will 
serve  materially  to  reduce  printing  expense. 


The  accompanying  photograph  presents  the 
latest  additions  to  the  group  of  factories  con- 
trolled by  the  Otto  Heineman  Phonograph  Sup- 
ply Co.,  Inc.  This  factory,  which  is  located  at 
Springfield,  Mass.,  is  the  home  of  the  "OkeH" 
records,  manufactured  by  the  Otto  Heineman 


Send  for  Descriptive  Circular 

.  1  IpMniVITRATinN  1  lOOTHS 

y  and  Record  Cases 

/'"SOUND  y 

(C^  made  to  orders 

I  PROOF^ 

FRANK  B.  CURRY 

19  Wareham  St.            Boston,  Mass. 

TO  MANUFACTURE  PHONOGRAPHS 

The  Colonial  Phonograph  Co.,  Sheboygan, 
Wis.,  has  been  incorporated  with  capital  stock 
of  $10,000  to  manufacture  and  deal  in  phono- 
graphs. The  incorporators  of  the  new  company 
are  L.  J.  Jenkins,  J.  G.  Olsen  and  Hugo  Kaems. 


Sidney  C.  Eastman,  referee  in  bankruptcy,  on 
July  12  directed  the  payment  of  the  first  divi- 
dend to  the  creditors  of  the  Republic  Phono- 
graph Co.,  of  Illinois,  bankrupt. 


poration,  which  is  one  of  the  Heineman  sub- 
sidiaries. 

Under  the  able  direction  of  Thos.  E.  Griffin  and 
Chas.  Kraemer,  this  factory  at  Springfield,  Mass., 
is  being  equipped  in 
a  thoroughly  efficient 
and  up-to-date  man- 
ner, machinery  of  the 
most  approved  type 
having  been  installed 
for  the  production  of 
"OkeH"  records. 
Judging  from  the  en- 
thusiastic reception 
accorded  these  rec- 
ords, it  is  safe  to  say 
that  this  factory  will 
be  obliged  to  work  to 
capacity  to  turn  out 
sufficient  records  to 
meet  the  demand,  but 
the  facilities  that  are 
now  being  provided 
each  department  of 
this  plant  will  insure 
prompt  service  to  the 
Heineman  "OkeH" 

Latest  Addition  to  Plants  Controlled  by  Otto  Heineman  Phono.  Supply  Co.  record  clientele,  and 
Co.,  and  is  also  the  headquarters  for  the  Inter-  enable  this  record  to  attain  country-wide  popu- 
national  Insulating  Corp.,  a  recently  formed  cor-  larity. 


SELLING  DELPHEONS  IN  ATLANTA 

Some  Interesting  News  From  Mr.  Sunderland 
Which  Tells  of  Activity  in  the  South 


PHONOGRAPH 
MANUFACTURERS 

Our  new  PERFECTION  Universal  tone  arms  models  7,  8,  9, 
and  10  are  now  ready  for  shipment.  Our  new  PUR-I-TONE 
reproducers  models  6  and  7  that  are  attachable  to  these  tone  arms 
are  ready  for  shipment  in  any  quantity. 

Our  new  Universal  arms  will  play  all  makes  of  lateral  and  Hill  and  Dale  records  by  a 
simple  turn  of  the  reproducer.  We  guarantee  that  the  PUR-TTONE  reproducers  will 
not  only  reproduce  all  records  with  perfect  amplification  of  sound,  but  we  also  guar- 
antee a  perfect  reproduction  of  high  pitched  soprano  voices  on  lateral  cut  records,  and 
with  extra  fine  clarity  of  sound.  We  have  50,000  sets  of  arms  in  4  different  forms  ready 
for  quick  shipment,  also  4  different  models  of  reproducers  that  are  attachable  to  these 
arms.  PERFECTION  Universal  tone  arms  models  Nos.  9  and  10  can  be  supplied  with 
or  without  ball-bearing  base,  models  Nos.  7  and  8  without  ball-bearing  base.  These 
arms  and  reproducers  are  guaranteed  to  be  the  very  finest  that  are  manufactured  for  use 
on  all  kinds  of  phonographs.  Write  to  us  for  quantity  prices,  advertising  matter,  etc. 


Mr.  Edison  Disc  Dealer 

It  is  up  to  you  to  prevail  upon  your  jobber  to  handle  PERFECTION 
arms  and  reproducers,  to  play  records  other  than  the  Edison  on 
machines  that  you  sell.  Our  new  FLEXI-TONE  reproducer  is  the 
most  perfect  phonograph  reproducer  ever  built,  and  you  want  them 
in  your  stock.  Write  your  jobber  and  tell  him  that  you  must  have 
PERFECTION  arms  and  reproducers. 


NEW  ENGLAND  TALKING  MACHINE  CO. 

Manufacturers  of  PERFECTION  Phonograph  Accessories 

16-18  Beach  Street  BOSTON,  MASS. 


Bay  City,  Mich.,  July  6. — R.  W.  Gresser,  sales 
manager  of  the  Delpheon  Co.,  of  this  city,  re- 
ceived this  week  an  interesting  letter  from  D.  G. 
Sunderland,  of  the  Delpheon  Shop,  Atlanta,  Ga., 
which  contains  statements  that  are  rather  un- 
usual and  exceptionally  gratifying  for  this  time 
of  the  year.  He  states  that  he  has  been  closing 
a  phenomenal  business  in  his  retail  store  at  117- 
119  Peachtree  Arcade,  notwithstanding  the  fact 
that  competition  in  that  city  is  keen  and  active. 

He  mentions  that  during  the  first  twenty  days 
of  June  he  sold  sixty-two  Delpheon  table  ma- 
chines, and  thirty-six  cabinet  machines,  and  a 
part  of  his  letter  reads  as  follows:  "Our  busi- 
ness is  jumping  by  leaps  and  bounds,  and  we  are 
doing  more  business  in  our  little  store  than  I 
had  ever  hoped  to  do.  Personal  solicitation  has 
been  the  making  of  us,  and  we  have  four  sales- 
men that  do  nothing  but  go  from  one  door  to 
another.  They  are  making  a  direct  appeal  to 
the  people,  and  that,  I  have  always  maintained, 
is  the  only  way  to  sell  goods." 


WM.  PHILLIPS  AN  INCORPORATOR 

Wm.  Phillips,  president  of  the  Mutual  Talk- 
ing Machine  Co.,  New  York,  is  one  of  the  incor- 
porators of  the  Central  Mica  Mining  Co.,  which 
has  been  incorporated  to  act  as  direct  repre- 
sentative of  mica  mines  in  Central  America. 
One  of  the  other  incorporators  of  the  company 
is  Harry  Breidenbach.  a  prominent  downtown 
broker.  The  offices  of  the  company  will  be 
located  at  145  West  Forty-fifth  street,  New 
York,  and  it  is  planned  to  carry  in  stock  a  large 
supply  of  mica  suitable  for  the  manufacture  of 
diaphragms. 


Digest  one  motion  before  you  tackle  another. 
The  mind  resents  gluttony,  and  rebels  against 
overloads.  Don't  cram  the  brain  with  new 
problems  if  there  are  a  lot  of  old  ones  left  un- 
solved. 


The  Victor  Talking  Machine  Co.  has  declared 
a  quarterly  dividend  of  lj^  per  cent,  on  pre- 
ferred, and  S  per  cent,  on  common  stock,  pay- 
able July  15,  to  stockholders  of  record  June  12. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


29 


m 


UNICO 


Designs  and  Construction 
Patented 


SYSTEM 


THE  SALES  BUILDER 


Unico  Demonstrating  Rooms  || 
Excel  from  Every 
Standpoint 


DESIGN  .  .  .  . 
CONSTRUCTION 

FINISH     .    .   .  . 
EFFICIENCY  . 
ECONOMY .    .  . 

DELIVERY    .    .  . 


Six  standard  styles 
Special  period  styles 

Patented,  Interlocking 
Portable  Units 
Sound  Insulated 

All  standard  Oak, 
Mahogany  and  Enamels 

Increased  sales  at  lower 
cost  per  sale 

Moderate  first  cost 
Always  an  Asset 
Adaptable  any  location 

Prompt  shipments  from 
stock  ready  for  imme- 
diate use 


Unico  Bracks  and  Counters 
Maximum  Capacity 
Minimum  Space 


DESIGN  .  .  .  . 
CONSTRUCTION 

FINISH  

EFFICIENCY  .  . 
ECONOMY .    .  . 

DELIVERY    .  . 


Patented   to  correspond 
with  Unico  Rooms 

Sectional  Units  adapta- 
ble to  any  space 

All  standard  Oak,  Ma- 
hogany and  Enamels 

All    records  always 
available  instantly 

Moderate  Equipment 
Cost 

Lower  Operating  Cost 

Prompt  shipments  from 
stock  in  all  finishes 


Install  a 
Complete  Unico  Department 


U 
N 
I 

C 
O 


DEMONSTRATING  ROOMS 
RECORD  RACKS 
RECORD  COUNTERS 
CEILING  DECORATIONS 
ARCH  TREATMENTS 


The  Unico  System  has 
Increased  Sales  and  Profits 
for  almost  1000  dealers 


m 


Send  to-day  dimensions  of  your  available  space.  Plans  and 
estimates  for  a  complete  department  will  reach  you  promptly 

THE  UNIT  CONSTRUCTION  COMPANY 

RAYBURN  CLARK  SMITH,  President 
Fifty-eighth  Street  and  Grays  Avenue,  PHILADELPHIA,  U.  S.  A. 


30 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


MARKETING  THE  CECILAPHONE 


STRIKING  NEW  VICTOR  POSTER 


INCREASE  IN  RECORD  PRICES 


Bush  &  Lane  Co.  Make  Extensive  Plans  to  De- 
velop the  Phonograph  Department  of  Their 
Vast  Business — Producing  Attractive  Models 


Holland,  Mich.,  July  6. — The  Bush  &  Lane 
Piano  Co.,  who  have  been  making  an  excellent 
talking  machine  for  something  over  a  year  past, 
are  now  ready  to  market  on  a  more  extensive 
scale  and  are  coming  before  the  trade  generally 
with  their  product.  The  machine  has  been  a 
success  following  along  the  custom  of  every- 
thing produced  by  the  Bush  &  Lane  Co.  It 
has  heretofore  been  known  simply  as  the  Bush 
&  Lane  phonograph,  but  as  a  result  of  the  de- 
sire expressed  by  many  of  the  dealers  for  a 
distinctive  symbolic  talking  machine  name,  they 
have  adopted  that  of  the  Cecilaphone.  The  se- 
lection is  a  particularly  happy  one  for  two- rea- 
sons. In  the  first  place,  it  is  associated  with 
that  of  the  patron  saint^  of  music,  Saint  Cecilia, 
and  it  also  hitches  up  with  the  quality.reputa- 
tion  of  the  famous  Bush  &  Lane  Cecilian  player- 
piano. 

The  Cecilaphone  was  only  brought  into  ex- 
istence after  long  and  thorough  experimental 
work  by  Walter  Lane,  the  president  and  gen- 
eral superintendent  of  the  Bush  &  Lane  Co., 
who  is  known  the  country  over  as  a  skilled  piano 
builder  and  a  designer  of  piano  cases  of  un- 
usual beauty. 

Several  models  of  the  Cecilaphone,  illustra- 
tions of  which  are  presented  in  their  advertise- 
ment elsewhere  in  this  issue,  are  exceptionally 
artistic  and  symmetrical.  The  cabinet  work,  the 
character  of  the  veneers  and  the  finish  all  com- 
mend themselves  at  once  to  connoisseurs.  The 
Cecilaphone  has  a  special  horn  construction 
which,  born  of  Mr.  Lane's  experience  in  sound 
board  and  piano  construction,  contributes  in  no 
small  degree  to  the  really  superb  tone  of  the 
Cecilaphone. 

Dealers  wishing  to  secure  the  agency  for  the 
machine,  which  will  appeal  to  the  very  highest 
class  of  trade  in  their  locality  and  which  car- 
ries with  it  proof  of  its  unusual  value,  would 
do  well  to  investigate  the  Cecilaphone  and  the 
claims  made  for  it. 


ROBERT  T.  1ANNELL  ARRIVES 

C.  J.  Iannell,  manager  of  the  talking  machine 
department  of  Bloomingdale  Brothers,  New 
York,  has  been  bursting  the  buttons  off  his  vest 
with  great  regularity  during  the  past  couple  of 
weeks,  due  to  the  fact  that  he  is  the  proud 
father  of  a  brand  new  son,  born  June  25.  The 
new  arrival  will  bear  the  cognomen,  Robert  T. 
Iannell.  The  youngster"  is  already  making  a 
noise  in  the  world. 


Attention  Called  to  Victor  Patriotic  Records 
Through  Medium  of  Genuine  Work  of  Art 

One  of  the  most  effective  Victor  record- 
posters  for  window  and  showroom  display  that 
have  been  issued  by  the  Victor  Talking  Machine 
Co.  for  some  time  past  is  that  sent  out  a  few 
days  ago  and  bearing  only  the  words:  "Patri- 
otic Victor  Records.  Come  in  and  Hear  Them." 
The  poster  is  most  striking  as  a  timely  work 
of  art,  showing  in  the  foreground  representa- 


Patriotic  Poster  Featuring  Victor  Records 

tives  of  the  army  and  the  navy,  and  in  the  dis- 
tance the  shipyard  and  the  steel  mill  busy  in 
war  work.  In  the  middle  distance  there  ap- 
pear a  transport  truck  and  a  Red  Cross  ambu- 
lance, while  overhead  there  flies  an  airplane. 
The  accompanying  illustration  gives  some  slight 
idea  of  the  artistic  character  of  the  poster,  which 
is  suitable  not  only  for  displays  during  the 
Fourth  of  July  period,  but  at  any  time  during 
the  war.  In  issuing  the  poster  the  company 
emphasizes  the  fact  that  talking  machine  deal- 
ers have  never  had  a  greater  opportunity  to  en- 
courage the  use  of  patriotic  music  in  celebrat- 
ing Independence  Day. 


The  Columbia  Graphophone  Mfg.  Co.  has  de- 
clared its  regular  quarterly  dividend  of  1J4  per 
cent,  on  common  stock,  payable  July  1,  to  stock- 
holders of  record  June  12. 


Columbia  Co.  Announce  List  Prices  of  Their 
Records  Will  Go  Up  on  August  1 


The  general  sales  department  of  the  Columbia 
Graphophone  Co.  announced  recently  that  ef- 
fective on  August  1,  the  list  price  of  all  Co- 
lumbia records  now  listed  at  75  cents  will  be 
increased  to  85  cents.  In  a  letter  to  the  trade 
the  Columbia  Co.  stated  that  the  increase  in  the 
list  price  of  the  75-cent  record  was  occasioned 
by  the  tremendous  advances  in  the  cost  of  labor 
and  the  greatly  increased  freight  rates  on  raw 
materials  and  record  shipments. 

In  deciding  to  advance  the  list  price  of  the 
75-cent  records  the  Columbia  Co.  carefully  con- 
sidered every  detail  of  the  industrial  situation, 
with  the  idea  of  holding  this  increase  in  abey- 
ance until  absolutely  necessary.  The  steady 
advance,  however,  in  the  freight  rates  and  the 
increase  in  the  cost  of  labor  made  the  new  prices 
absolutely  imperative,  but  in  order  that  Colum- 
bia dealers  might  be  fully  apprised  of  this  de- 
cision and  be  guided  accordingly  in  the  conduct 
of  their  business,  the  announcement  was  made 
six  weeks  in  advance  of  the  date  decided  upon  to 
increase  prices. 


BARS  MAIL  ORDER  ADVERTISING 


Everybody's  Magazine  Announces  Such  Adver- 
tising Will  Be  Refused  After  September 


The  latest  magazine  to  come  out  against  the 
publication  of  mail  order  advertising,  with  a 
view  of  protecting  the  interests  of  the  local 
merchants  throughout  the  country  is  Every- 
body's Magazine,  which  announces  that  all  con- 
tracts for  mail  order  advertising  will  be  refused 
after  the  September  issue.  This  new  move  fol- 
lows the  acquirement  of  Everybody's  Maga- 
zine by  the  Butterick  Publishing  Co.,  New  York. 
The  Butterick  house,  it  will  be  remembered, 
barred  all  mail  order  advertising  from  its  three 
women's  magazines,  headed  by  the  Delineator, 
over  a  year  ago. 


THREE  FUNDAMENTAL  PRINCIPLES 

There  are  three  fundamental  principles  in  ad- 
vertising; namely,  be  honest,  be  sensible,  be  in- 
dustrious. Be  honest,  because  every  advertiser 
should  remember  that  advertising  doesn't  cre- 
ate value,  it  merely  tells  of  it.  The  value  has 
to  be  in  the  article  itself.  Be  sensible  because 
the  majority  of  people  who  read  copy  are  en- 
dowed with  good  common  sense.  Be  indus- 
trious because  you  have  to  keep  everlastingly 
at  it  to  succeed.  People  soon  forget  unless  we 
keep  advertising. — Hugh  Chalmers. 


Dayton  Motors 


Sold  all  over  the  world 

Used  in  all  high  class 
Talking  Machines 


They  have  won  wonderful  and  enduring  popularity 
and  embody  the  silent  running,  reliable  and  durable 
features  that  delight  the  customer  and  satisfy  the 
builder.  The  Dayton  Motor  is  considered  by  manu- 
facturers and  users  as  being 

The  Best  Built  Motor  in  the  World 

It  has  made  good  in  Thousands  of  machines.  Give  us  an 
opportunity  to  prove  it. 

Build  satisfaction  into  your  products  by  using  our  Quality 
Line — Dayton  Motors,  Dayton  Tone  Arms,  Dayton  Re- 
producers. All  styles  and  sizes.  They  will  bring  you  more 
business  and  satisfy  your  customers.  Write  for  full  particulars. 

THE  THOMAS  MFG.  CO.,  322  Bolt  Street,  DAYTON,  OHIO,  U.  S.  A. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


31 


NEW  PATHEPHONE  ART  MODELS 

Two  Very  Artistic  Designs  Along  Old  English 
Gothic  Lines  Being  Introduced  to  the  Trade 


The  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  has  just  announced  the  addition  to  its 
line  of  two  art  model  Pathephones,  designed 
after  the  sixteenth  century  old  English  Gothic 


THOMAS  MFG.  CO.'S  NEW  CATALOG 

Various  Styles  of  Dayton  Motors,  Tone  Arms 
and  Reproducers  Illustrated  and  Described  in 
Attractive  New  Volume  Just  Issued 


Mill 


Art  Model  Pathephone  No.  450  English  Gothic 

period.  Both  of  these  instruments  were  ex- 
hibited recently  at  the  music  show  in  New  York 
and  attracted  considerable  attention  from  deal- 
ers and  music-lovers. 

One  of  these  models  is  known  as  No.  1000 
and  will  retail  at  $1,000.  This  instrument  is 
an  exact  replica  of  a  remarkable  antique  cabinet 
that  is  on  display  at  the  Metropolitan  Museum 


Another  16th  Century  Gothic  Art  Model  Pathephone  No.  1000 

in  New  York  City,  and  which  is  recognized  as 
one  of  the  few  genuine  specimens  of  sixteenth 
century  old  English  Gothic  furniture. 

The  other  art  model  is  known  as  Pathephone 
model  No.  450,  and  is  a  reproduction  of  a  six- 
teenth century  English  Gothic  side  table.  This 
model  will  retail  at  $450.  Both  of  these  instru- 
ments embody  the  stately  proportion,  the  mas- 
sive strength  and  the  symbolic  hand-carved  de- 
signs which  characterize  old  English  Gothic 
furniture  and  which  have  made  this  style  of 
furniture  the  subject  of  admiration  century  after 
century. 

The  Pathe  Freres  Co.  has  advised  its  jobbers 
and  dealers  that  only  a  few  of  these  cabinets 
have  been  manufactured  and,  according  to  pres- 
ent plans,  no  more  will  be  made,  as  the  com- 
pany intends  that  whoever  purchases  one  of 
these  art  models  will  have  an  exclusive  design 
in  his  home. 


The  Thomas  Mfg.  Co.,  Dayton,  O.,  have  just 
issued  their  new  sixty-four-page  No.  4  phono- 
parts  catalog,  a  volume  that  in  the  matter  of 
illustrations,  typography  and  the  wide  variety  of 
talking  machine  accessories  shown  leaves  little 
to  be  desired.  Of  course,  the  various  types  of 
the  Thomas  Co.  Dayton  motors,  tone  arms  and 
reproducers  are  illustrated  and  described  in  de- 
tail, and  this  alone  takes  up  many  pages  of  the 
catalog.  Not  only  are  the  complete  motors 
shown,  for  instance,  but  there  are  complete  di- 
mension drawings  of  each  motor,  carefully 
marked,  as  well  as  special  plates  showing  the 
dissembled  parts  of  each  motor.  All  the  parts 
are  carefully  lettered  so  that  they  may  be  or- 
dered separately  for  replacement  and  repair  pur- 
poses. 

The  Dayton  motor  is  shown  in  four  styles, 
namely,  6,  9,  11  and  31,  the  first  three  with 
double  spring,  and  the  last  with  triple  spring 
equipment.  Full  details  of  each  motor  are 
printed  in  connection  with  the  illustrations.  Of 
the  Dayton  tone  arms  there  are  shown  types 
1.  2,  3,  4  and  5.  Each  tone  arm  is  shown  in 
various  positions  for  playing  the  different  types 
of  records.  One  full  page  is  given  over  to  the 
Dayton  reproducers  and  their  various  qualities; 
other  pages  to  turntables,  winding  cranks,  etc. 

A  particularly  interesting  section  of  the  cat- 
alog is  that  devoted  to  phonograph  instructions 
which  include  a  wealth  of  information  for  the 
manufacturer  and  dealer  regarding  the  assem- 
bling of  phonographs,  and  the  proper  care  of 
both  machines  and  rec- 
ords. The  instructions 
are  carefully  illustrated. 

There  is  also  much  in- 
formation for  both  manu- 
facturers and  dealers  to  be 
found  in  the  pages  de- 
voted to  motor  essentials 
and  the  care  of  motors — 
information  that  should 
be  read,  and  remembered 
by  members  of  the  indus- 
try because  of  its  value 
and  timeliness. 

As  an  introduction  to 
the  catalog  there  is  pre- 
sented a  most  interesting 
summary  of  the  origin  and 
development  of  the  phono- 
graph. Of  the  Dayton 
products  and  the  plant  of 
the  Thomas  Mfg.  Co.  in 
which  they  are  made  there 
is  also  something  said,  and 
the  "backbone"  of  the  cat- 
alog is  made  up  of  a  num- 
ber of  half-tone  plates 
showing  the  plant  of  the 
company,  as  well  as  some 
excellent  views  of  the  va- 
rious departments.  These 
plates  serve  to  give  some 
idea  at  least  of  the  extent  of  the  Thomas  Mfg. 
Co.'s  plant. 


VICTOR  CLUB  FORMS  SMOKE  FUND 

Members  of  the  Victor  Lunch  Club  at  the  fac- 
tory in  Camden  have  formed  a  Smoke  Fund  for 
the  soldiers  and  are  raising  money  by  agreeing 
to  abstain  from  smoking  entirely  each  Monday 
and  to  contribute  money  thus  saved  to  the  fund. 
Any  member  caught  smoking  between  midnight 
Sunday  and  midnight  Monday  is  fined  $1,  which 
line  also  goes  to  the  fund.  It  is  said  that  several 
members  have  already  found  that  it  was  worth 
$1  to  sneak  a  smoke  during  the  forbidden  twen- 
ty-four hours. 


The  Steinberg  Piano  Co.,  Augusta,  Wis.,  has 
opened  its  new  store  in  that  city  where  they 
handle  a  full  line  of  pianos,  talking  machines 
and  music. 


!M  I"! !! HI  ii!i!H 


<The 

Scotf  ord  Qbnearm 


and 


Superior  Universal 
Reproducer  §~~ 


Cfhe  Ideal 
Combination 

Plays  Jill  Tflahes  of  Records 
as  ihey  should  be  played 

Price  of  Sample  Prepaid 


TUckel,  §5.25 


Qold,  §6.50 


Jldiusted  for  Cabinet 
measuring  8%  inches  from  center  of  Tonearm 
base  to  center  of  Turntable  shaft 


| 
= 


Distinctive  Features 

The  Reproducer  pivots  on  its  axis  (as  illus- 
trated above),  taking  the  correct  angle 
for  all  makes  of  records,  and  the  needle 
retains  same  center  in  both  positions. 

Surface  noise  is  less  than  with  any  other 
reproducer  —  surface  scratchings  being 
reduced  to  a  minimum  through  perfect 
proportioning  of  the  stylus  construction, 
and  placing  the  needle  in  the  center  of 
the  groove  at  the  correct  angle. 

The  split  construction  of  the  frame  and 
face  ring  of  the  Reproducer,  together 
with  the  method  of  pivoting  the  stylus 
bar,  and  perfect  insulation' — effect  a  sen- 
sitive and  free  vibration — and  prevent  a 
pinched  tone  resulting  at  anu  time  from 
natural  contraction  or  expansion  of  the 
metal  parts. 

cThe  reproduction  is  the  mellow,  natural 
quality  of  tone' — absolutely  getting  away 
from  the  usual  sharpness  and  metallic 
effect  so  noticeable  in  most  reproducers. 

Sound  waves  act  upon  the  same  principle 
as  light  waves — they  travel  in  a  straight 
line  until  they  meet  some  obstruction, 
from  which  they  are  deflected  at  right 
angles.  The  right  angle  turn  at  the  back 
of  the  Scotford  Tonearm  causes  less 
breaking  up  and  confusion  of  the  sound 
waves  than  occurs  in  the  curved  arm. 

The  connection  between  the  Reproducer 
and  Tonearm  is  perfectly  insulated  with 
a  hard  rubber  bushing.  Inside  diameter 
of  the  Tonearm  is  correct  to  accommo- 
date the  volume  obtained  from  the  latest 
records. 

The  right-side  turn  for  changing  needle  is 
handier  than  the  old  style  turn-back,  and 
when  in  position  for  the  Hill-and-Dale 
records  there  is  no  interference  with 
lowering  the  cabinet  cover. 

The  lateral  movement  at  the  base  is  sim- 
ple, free  and  permanently  satisfactory. 
Inside  there  is  no  obstruction  to  interfere 
with  passage  of  the  sound  waves.  There 
are  no  loose  balls  in  the  bearings,  there- 
fore no  buzzing  noise  can  occur  from  the 
great  vibration  on  high  notes. 


Barrthart  Brothers 
&  Spindler 

TtloTiroe  and  Throop  Streets— Chicago 


^nnmimmniiBMB 


32 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


"Music  and  the  Great  Out-doors" 

—A  sales-slogan  that  sells  Grafonolas 
—Are  you  making  it  work  tor  you  ? 


Columbia  Graphophone  Co. 

NEW  YORK 


AEOLIAN-VOCALION  RECORDS  SHOWN  IN  WINDOW  EXHIBIT  PITTSBURGH  DEALERS'  LATEST  MOVE 


Unusually  Artistic  Window  Display  at  Aeolian  Hall,  Together  With  Extensive  Advertising  Cam- 
paign, Helps  to  Introduce  the  New  Aeolian-Vocalion  Records  to  the  Public 


Coincident  with  the  formal  announcement  of 
the  new  Aeolian-Vocalion  record,  together  with 
the  extensive  advertising  campaign  introduced 
in  the  newspapers,  the  Aeolian  Co.  recently  fea- 
tured in  its  handsome  show  windows  at  Aeolian 


some  time  past.  This  display  is  presented  here- 
with, although  the  photograph  hardly  does  jus- 
tice to  the  beautiful  color  scheme  that  formed 
its  basis. 

The  Aeolian  Co.  has,  for  many  years,  made  a 


Artistic  Window  Featuring  the 

Hall  one  of  the  most  artistic  window  displays 
that  have  been  presented  in  the  local  trade  for 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


Wa.tcKir\J  fl\eA\usic  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 

Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


New  Aeolian-Vocalion  Records 

specialty  of  unusual  and  decidedly  original  win- 
dow displays,  but  during  the  past  few  months 
these  windows  have  far  out-distanced  the  dis- 
plays of  previous  years  in  attractiveness,  dis- 
tinctiveness and  sales  appeal.  F.  W.  Vreeland, 
of  the  Aeolian  Co.'s  advertising  department,  has 
been  the  directing  spirit  in  the  preparation  of 
these  displays,  and  his  thorough  knowledge  of 
the  basic  principles  of  window  dressing  and  the 
many  years  he  spent  in  the  study  of  art  have 
enabled  him  to  prepare  displays  that  have  won 
the  hearty  approval  of  the  public  and  art  critics. 

The  Vocalion  Record  window  shown  herewith 
conveyed  an  effective  message  that  contributed 
materially  to  the  remarkable  success  achieved  by 
the  Aeolian  Co.  during  the  first  week  of  its  Vo- 
calion record  demonstration.  This  record  is 
gaining  in  popularity  day  by  day,  and  has  won 
commendation  from  musicians  and  music  lovers. 


EDISON  MEN  CELEBRATE  FLAG  DAY 

With  fitting  ceremony,  the  employes  of  the 
Thomas  A.  Edison  industries  celebrated  Flag 
Day  by  holding  a  regular  community  sing,  giv- 
ing the  salute  of  the  flag  and  pledge  of  alle- 
giance and  reciting  the  American's  Creed. 

Led  by  Ed  Meeker  and  the  Edison  Employes' 
Band  the  assembled  workers  devoted  the  bet- 
ter part  of  the  noon  hour  of  June  14  singing  the 
patriotic  and  popular  song  hits.  T.  J.  Leonard, 
general  sales  manager  of  the  musical  phono- 
graph division,  delivered  an  inspiring,  patriotic 
address,  and  the  announcement  was  made  that 
every  Tuesday  and  Friday  at  12.30  p.  m.  until 
further  notice  the  Edison  employes  would  gather 
in  front  of  the  laboratory  for  such  a  community 
sing. 


Pittsburgh  Talking  Machine  Dealers'  Associa- 
tion Passes  Resolution  to  Withhold  Support 
From  Enemy  Language  Newspapers 


Pittsburgh,  Pa.,  July  2. — The  Pittsburgh 
Talking  Machine  Dealers'  Association  recently 
caused  some  stir  in  the  trade  by  passing  a  reso- 
lution to  "intern"  all  records  by  German  artists, 
as  well  as  records  of  German  music  for  the 
period  of  the  war,  and  has  passed  another  reso- 
lution along  patriotic  lines,  pledging  its  mem- 
bers to  withhold  all  support  of  every  kind  from 
any  publication  printed  in  the  language  of  any 
enemy  country.     The  resolution  reads: 

Whereas,  We  believe  the  reading  of  newspapers  and 
periodicals  printed  in  the  language  of  the  nations  allied 
against  the  United  States  in  the  present  war  tends  to  fos- 
ter the  speech,  the  traditions  and  the  principles  of  those 
nations,  and  to  that  extent  obstructs  the  education  of  our 
foreign-born  population  in  the  duties  and  privileges  of 
American  citizenship  and  the  principles  of  true  democracy; 
and 

Whereas,  We  believe  the  publication,  distribution  and 
reading  of  such  newspapers  and  periodicals  throughout  the 
United  States  should  be  discouraged  and  their  patrons  led 
to  a  study  of  the  English  language  by  making  them  de- 
pendent entirely  upon  English  publications  for  all  current 
information  in  print: 

Be  It  Therefore  Resolved,  That  the  members  of  this 
association  withdraw  all  advertising  from  publications 
printed  in  German  or  in  the  language  of  any  other  nation 
now  or  hereafter  allied  with  Germany  in  the  present  war, 
and  that  copies  of  this  resolution  be  supplied  to  the  trade 
with  the  recommendation  that  similar  action  be  taken  in 
other  communities. 


JOINS  PATHE  TRAVELING  STAFF 


Marshall  Brugman,  formerly  a  member  of  the 
phonograph  division  of  Thos.  A.  Edison,  Inc., 
has  been  appointed  a  member  of  the  traveling 
staff  of  the  Pathe  Freres  Phonograph  Co., 
Brooklyn,  N.  Y. 


DEALERS 

Make  Big  Money 

On  Our  Language  Records 

FRENCH,  SPANISH 
ITALIAN,  ETC. 

ALSO 
F.M.C.  FRENCH 

MILITARY 
CONVERSATION 

Cash  in  now  on  the 

Language  Phone  Method 

and  Rosenthal's  Practical  Linguistry 

II  requires  no  scientific  salesmanship  to  sell  our  records. 
The  courses  are  so  simply  arranged  that  the  demon- 
stration satisfies  the  prospect.  The  French  Military 
Course,  5  Double  Discs,  and  Military  Manual, (Retail 
$10.00)  is  ideal  for  Army,  Navy,  Red  Cross 
Excellent  Line  for  Summer  Trade 
Send  for  Particulars 

THE  LANGUAGE  PHONE  METHOD 

992  Putnam    ■    2  West  45th  Street,   -    New  York 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


33 


The  Victor  Talking  Machine  Go.  Sets  Forth, 
Officially,  Its  Present  Position    n    a    a    a  a 


In  view  of  the  many  rumors  that  have  been 
circulated  about  the  trade  regarding  the  effect 
of  the  recent  court  decisions  on  the  business 
of  the  Victor  Co.,  and  more  particularly  upon 
the  present  status  of  the  company  as  a  producing 
factor,  owing  to  the  handling  of  certain  war 
work  at  the  factory,  the  Victor  Talking  Ma- 
chine Co.  has  issued  the  following  official  and 
interesting  statement  through  the  medium  of  the 
latest  issue  of  the  "Voice  of  the  Victor": 

"The  times,  as  Shakespeare  observed,  are  out 
of  joint.  Just  as  the  great  world  about  us  has 
been  driven  by  the  war  to  face  new  conditions 
in  social,  economic  and  political  life,  so  the  par- 
ticular business  in  which  we  are  engaged  has 
got  to  adjust  itself  to  unprecedented  events;  but 
one  of  the  results  of  this  condition  is  that  the 
Victor  Talking  Machine  Co.  has  been  the  sub- 
ject of  many  rumors.  Some  of  these  are  hardly 
worthy  of  consideration,  others  again  are  so 
closely  bound  up  with  probabilities  or  possi- 
bilities that  it  is  difficult  either  to  deny  or  af- 
firm them,  but  the  real  facts  in  the  case  are  not 
such  as  to  warrant  any  feeling  of  alarm  to 
patriotic  Americans. 

"It  has  been  rumored,  for  instance,  that  the 
Victor  Talking  Machine  Co.  is  so  busily  en- 
gaged in  Government  work  that  it  is  about  to 
give  up  making  Victrolas  in  order  to  concen- 
trate on  records,  or  that  it  is  almost  out  of 
shellac  and  cannot  make  records,  etc.  That  the 
company  is  doing  a  certain  amount  of  Govern- 
ment work  is  a  fact;  that  it  contemplates  giving 
up  the  manufacture  of  Victrolas  is  untrue.  For 
obvious  reasons,  we  can  give  out  no  informa- 
tion as  to  the  nature  or  extent  of  the  work  this 
company  is  doing  for  the  Government,  as  such 
information  could  not  fail  to  be  of  value  to  the 


enemy.  In  such  conditions,  rumors  are  bound 
to  flourish,  and  it  is  very  hard  to  confute  them 
with  facts,  since  the  facts  themselves  are  not 
always  available,  and,  as  in  the  case  mentioned, 
they  are  not  ours  to  disclose. 

"Many  rumors  have  also  arisen  out  of  the  re- 
cent legal  decision  in  which  the  Victor  Talking 
Machine  Co.  was  concerned.  The  Victor  busi- 
ness grew  up  under  a  system  of  fixed  prices 
which  was  perfectly  legal  at  the  time  it  was 
established.  Changes  in  the  law  made  it  neces- 
sary from  time  to  time  to  alter  the  conditions 
under  which  Victrolas  and  Victor  records  were 
sold  to  the  public.  Recent  legal  decisions  make 
ir  clear  that  the  Victor  Co.  cannot  proceed  under 
the  old  fixed  price  systems,  but  the  Victor  Co. 
for  some  time  has  been  making  no  effort  to  do 
so. 

"Mr.  Geissler's  letter  to  the  trade  makes 
this  matter  perfectly  clear.  The  recent  court 
decision  is  the  winding  up  of  an  old  case  based 
on  methods  which  had  long  been  discontinued. 
Obviously,  then,  any  rumors  that  suggest  or 
tend  to  suggest  that  the  Victor  Co.  is  to  be  'dis- 
solved' or  put  out  of  business  are  false. 

"Over  and  above  all  these  are  many  rumors 
due  to  the  extraordinary  conditions  that  arise 
just  now  as  a  result  of  labor  shortage,  transpor- 
tation difficulties  by  land  and  sea,  money  values, 
coal  shortage,  difficulty  in  securing  materials, 
the  constant  alteration  of  living  conditions,  and 
the  thousand  and  one  perplexities  that  occasion- 
ally baffle  the  most  far-sighted  management  and 
are  incident  to  all  manufacturing  industries. 

"  The  moment  the  United  States  declared  war 
this  company  placed  itself  at  the  service  of  the 
Government.  Hundreds  of  our  young  men  have 
left  the  factory  and  executive  offices  to  take 


part  in  war  activities.  These  things  have  not 
deterred  us  from  keeping  things  as  normal  as 
possible  in  abnormal  times  in  the  conduct  of 
our  business,  and  will  not  do  so.  We  were 
compelled  to  reduce  the  issue  of  new  records 
in  an  effort  to  overcome  the  shortage  caused 
by  a  huge  increase  in  our  orders,  and  subse- 
quently we  were  compelled  to  raise  prices.  But 
always  in  these  varying  conditions  we  have  kept 
before  us  the  desire  to  further  the  interests  of 
the  trade  to  the  utmost. 

"If,  before  giving  credence  to  vague  rumors, 
you  will  look  back  upon  the  actual  facts  of 
Victor  progress  under  war  conditions,  you  will 
at  once  realize  there  is  no  occasion  to  be 
alarmed.  Whatever  demands  the  Government 
makes  upon  us  will  be  met,  because  there  is 
only  one  purpose  in  American  hearts  to-day,  and 
that  is  to  win  the  war,  cost  what  it  may. 

"This  simply  means  that  the  Victor  Talking 
Machine  Co.  is  in  business  at  the  old  stand  in 
Camden,  and,  regardless  of  rumor,  will  maintain 
as  closely  as  possible  the  same  service  as  be- 
fore the  war.  There  will  be  no  changes  other 
than  circumstances  dictate,  and  any  restrictions 
which  the  Government  may  place  upon  us  will 
be  imposed  also  on  other  manufacturers  of  like 
character. 

"When  any  changes  are  made,  the  Victor 
trade  will  hear  all  that  is  to  be  heard  from 
properly  accredited  sources. 

"One  overwhelming  and  incontrovertible  fact 
testifying  to  the  ever-increasing  prestige  and 
popularity  of  Victor  products  and  their  interna- 
tional use  is,  that  orders  on  hand  at  the  factory 
to-day  are  doubly  as  large  on  Victrolas  and 
eight  times  greater  on  records  than  they  were 
one  year  ago  to-day — need  any  more  be  said?" 


LONG  CABINETS 


No.  83 

In  all  finishes.  Specially  adapted 
for  use  with  Columbia  50.  Front 
posts  made  to  follow  lines  of  posts 
on  Columbia  75. 


FIRST  and  FOREMOST 

In  the  cabinet  field. 

Why?    Because  we've  specialized  in 

CONSTRUCTION 
FINISH  and 
ADAPTABILITY 

Our  supremacy  in  these  essentials 
warrants  your  handling  the  perfect 
line. 

That's  why  you  should  anticipate  your 
wants  NOW. 


No.  79 

In  all  finishes.    Shown   with  top 

moulding  and  shelves. 
Specially    adapted    for   use  with 
Victrola  IX-A. 


Prompt  deliveries  on  all  orders.    Write  for  Illustrated  Catalogue  of  complete  line 

THE  GEO.  A.  LONG  CABINET  COMPANY 

HANOVER,  PA. 


34 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


TALKING  MACHINE  DEALERS 


■READ  THIS- 


"The  finest  and  most  delicate  pieces  of  mechanism  do  not  prove 
efficient  unless  properly  lubricated.  Skill,  Genius,  Invention 
and  Workmanship  must  have  the  proper  Oil.  Stop  and  con- 
sider this  when  you  have  to  buy  an  Oil  for  household  use." 


IS  BEST 

FOR  ANY  TALKING  MACHINE 

Being  made  in  our  Watch  Oil 
Dep't,  the  same  care  given  in  re- 
fining as  in  our  "  Watch  Oil,"  as 
all  gums  and  impurities  are  ex- 
tracted, leaving  it  Colorless,  Odor- 
less and  Stainless. 

BEWARE  OF  SCENTED  OILS 

Machines  will  not  clog  if  oiled  with  NYOIL, 
NYOIL  is  used  by  the  U.  S.  Gov't  in  Army 
and  Navy.    A  trial  order  will  make  a  perma- 
nent customer  of  you. 

Ladies  use  NYOIL  for  Sewing  Machines, 
for  it  is  stainless. 

Sportsmen  find  NYOIL  best  for  Guns,  for  it 
keeps  them  from  rusting. 

NYOIL  is  put  up  in  loz.,  3Vi  oz.  and 
8  oz.  Bottles,  and  in  Pint, 
Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


ARTISTIC  HEINEMAN  CATALOG 

Admirably  Prepared  Volume  in  Which  the 
Heineman  Motors  of  Quality  Are  Illustrated 
and  Described  Just  Issued  by  Manufacturers 

The  Otto  Heineman  Phonograph  Supply  Co., 
New  York,  has  just  issued  an  artistic  catalog 
featuring  the  Heineman  "Motor  of  Quality." 
This  catalog  lists  the  various  motors  that  com- 
prise this  company's  line;  each  motor  being  fea- 
tured on  a  full  page  with  appropriate  descrip- 
tions. On  other  pages  are  presented  a  de- 
tailed list  of  parts  comprising  the  different 
motors,  so  that  the  manufacturers  and  dealers 
are  afforded  maximum  convenience  when  or- 
dering parts  for  the  different  types  of  motors. 

There  are  seven  different  motors  featured  in 
this  catalog,  but  accompanying  the  new  pub- 
lication was  the  following  important  notice  re- 
garding the  Otto  Heineman  Co.'s  co-operation 
with  the  Government  in  the  restriction  of  its 
product:  "Owing  to  conditions  in  the  raw  ma- 
terial market,  due  to  the  necessary  Government 
work  going  on  at  this  time,  coupled  with  the 
scarcity  of  experienced  labor,  it  has  been 
deemed  advisable  to  restrict  our  line  of  motors 
to  certain  types.  We  will  supply  motors  No. 
33,  No.  77  and  No.  44 — this  variety  will  cover 
the  complete  line  of  phonographs  from  small 
ones  to  the  very  best.  By  confining  our  pro- 
duction efforts  in  this  manner  we  can  assure 
our  customer  the  very  best  service  and  de- 
liveries." 

The  frontispiece  of  this  new  catalog  presents 
a  half  dozen  views  taken  at  the  Heineman  fac- 
tory in  Elyria,  O.,  including  a  bird's-eye  view 
of  the  general  factory,  together  with  interior 
views  which  give  a  fair  idea  of  the  magnitude 
of  this  plant. 

Following  the  descriptions  of  the  various 
motors  is  an  important  section  devoted  to  other 
products  of  this  company,  including  Heineman 
tone  arms  and  sound  boxes,  which  have  achieved 
country-wide  success;  tone  arms  and  horn 
brackets  and  phonograph  horns.  Under  the 
heading  of  "Care  and  Adjustment  of  Motors" 
valuable  information  is  presented,  accompanied 
by  interesting  diagrams  that  show  at  first  hand 
just  how  maximum  efficiency  may  be  obtained 
in  the  use  of  Heineman  motors. 

The  introduction  to  the  catalog  proper,  signed 
by  Otto  Heineman,  president  of  the  company, 
reads  in  part  as  follows: 

"In  presenting  this  catalog  to  our  customers 
and  prospective  phonograph  manufacturers,  we 
believe  it  will  prove  valuable  and  assist  in  the 


selection  of  equipment  best  adapted  to  their  re- 
quirements. 

"Our  factories  and  production  have  been  in- 
creased many  fold  in  the  past  years. 

"The  unsurpassed  manufacturing  facilities  and 
organization  have  admitted  of  greater  specializa- 
tion of  work  in  the  various  departments  with 
corresponding  improvement,  refinement  and  uni- 
formity of  our  product. 

"As  pioneers  in  the  world's  phonograph  trade, 
Heineman  motors  have  steadily  maintained  a 
leading  position  in  the  trade  and  we  shall  con- 
tinue our  efforts  to  manufacture  always  'Motors 
of  Quality.' 

"New  features  are  being  designed  constantly 
by  our  engineering  and  experimental  labora- 
tories and,  when  proven,  are  incorporated  in  the 
line  of  motors,  so  that  the  phonograph  manu- 
facturer can  always  feel  that  his  machine  will 
contain  the  latest  design  of  mechanical  equip- 
ment. 

"Tone  arms  and  sound  boxes  manufactured 
by  this  company  are  of  the  finest  design  and 
construction,  manufactured  from  the  highest 
grade  of  material.  A  representative  stock  of 
phonograph  equipment  is  carried  at  our  ware- 
houses in  cities  where  our  branches  are  located." 


CLEANING  UP  PAST  DUE  ACCOUNTS 

Details  of  a  Letter  That  Brought  Good  Results 
to  One  Merchant 


H  ere  is  a  letter  that  one  merchant  sent  to 
those  customers  whose  accounts  were  past  due. 
It  brought  in  better  returns  than  any  other 
letter  he  had  ever  sent  out,  says  Clarence  T. 
Hubbard  in  System,  and  because  of  this  it  may 
interest  talking  machine  dealers: 

For  two  days  my  wife  has  been  after  me  to  mail  a  let- 
ter and  I  just  this  minute  got  to  it.  Funny,  isn't  it!  Two 
days  to  mail  a  simple  little  letter  and -here  in  this  office  I 
haven't  been  late  for  fifteen  years. 

I  get  my  business  letters  out  on  time  all  right.  But  this 
letter  "just  sort  of"  kept  slipping  my  mind.  I  felt  awfully 
mean  about  it.  Each  morning  I  was  determined  to  mail 
that  envelope,  but  one  thing  and  another  bobbed  up  and 
pressed  it  out  of  my  mind. 

To-day  I  mailed  it.  I  wrote  a  memorandum  about  it  on 
the  face  of  my  watch  so  I  wouldn't  forget  it.  The  deed 
is  done  and  it  is  such  a  relTef. 

But  I  know  what  the  trouble  was — I  was  asked  to  do 
something  out  of  the  regular  course.  That's  where  we  all 
fall  down.  There  are  so  many  things  in  the  regular  course 
of  affairs  that  we  forget  these  little  things. 

You've  been  hung  up  Ihe  same  way,  I  know. 

That  little  bill  you  owe  me — $23.40,  to  be  exact — has 
been  crowded  out  of  your  mind  because  it  was  something 
out  of  your  regular  course  of  affairs. 

Just  take  this  letter  as  a  memorandum,  will  you?  Send 
me  a  check  to-day  and  that  sense  of  relief  will  be  yours. 


PORTFOLIO  FOR  USE  OF  SALESMEN 

Prompted  by  the  request  of  Columbia  dealers 
the  dealer  service  department  of  the  Columbia 
Graphophone  Co.  has  prepared  a  special  leather- 
covered  loose-leaf  portfolio  of  original  Grafo- 
nola  photographs  for  the  use  of  salesmen  and 
canvassers   connected  with   the   dealers'  sales 


The  Columbia  Portfolio 


forces.  This  portfolio  has  been  made  in  a  con- 
venient pocket  size.  A  semi-stiff  leather  cover 
with  a  gold  embossed  trade-mark  and  a  pocket 
in  the  last  inside  cover  for  salesmen's  papers 
make  this  portfolio  a  handy  and  convenient  aid 
to  salesmen  and  canvassers  in  conveying  an  in- 
telligent idea  of  the  attractiveness  of  the  differ- 
ent Columbia  Grafonolas.  The  semi-flexible 
cover  protects  the  photograph,  while  the  loose- 
leaf  feature  makes  possible  the  change  of  indi- 
vidual model  instrument  photographs  whenever 
necessary.  The  handy  size  makes  it  convenient 
for  piano  and  furniture  store  collectors  or  so- 
licitors to  talk  Grafonolas  when  making  their 
daily  rounds. 


LAYTON  BROS.'  MEN  ARE  PATRIOTIC 

George  H.  Brennand,  who  was  formerly  man- 
ager of  the  Ottawa  branch  of  the  R.  S.  Will- 
iams &  Sons  Co.,  Ltd.,  resigned  a  short  while 
ago  to  take  over  the  managership  of  the  phono- 
graph department  of  Layton  Brothers  at  Mont- 
real. Learning  that  a  battalion  was  being 
formed  in  Montreal  and  that  they  were  minus  a 
phonograph,  Mr.  Brennand  conceived  a  splendid 
idea  of  having  the  employes  of  Layton  Brothers 
subscribe  the  necessary  amount  to  buy  a  New 
Edison  Army  and  Navy  model.  All  the  em- 
ployes responded  nobly  to  the  request,  the  pho- 
nograph has  been  ordered  and  the  presentation 
will  be  made  very  shortly  with  proper  and  fitting 
ceremony.  Thanks  to  the  efforts  of  Mr.  Bren- 
nand, «these  Montreal  soldiers  will  be  able  to 
have  re-created  music  to  cheer  them  on  their 
journey  to  the  battlefields  of  France. 


In  ali  things  throughout  the  world,  the  man 
who  looks  for  the  crooked  will  see  the  crooked, 
and  the  man  who  looks  for  the  straight  will 
see  the  straight. — Ruskin. 


MELOPHONE  MOTOR 


COMPLETE  WITH  10-INCH  TURN  TABLE 

Simple  in  construction,  the  most  satisfactory  and  durable  of  all  small  motors. 

Will  play  two  ten-inch  records  with  one  winding. 
Three  years'  successful  record  as  the  best  single  spring  motor  manufactured. 

Immediate  Deliveries  Sample  $2.00 

Write  for  Quantity  Prices 

Melophone  Talking  Machine  Co. 

380  Lafayette  Street,  New  York 


The  Talking  Machine  World,  Nezv  York,  July  15,  1918 


«5  Masters  Voice  ■  v 
ty^'or  Talking 


tflfff  men 
\ve  shall  conquer! 

The  world  must  be  made  safe  for  democracy.  Here  are  the  men 
who  will  make  it  so. 

The  moral  and  spiritual  forces  that  will  carry  us  on  to  victory  no 
man  can  measure.  The  books  you  send,  the  letters  you  write,  the 
music  the  men  have  to  enjoy — do  not  for  one  moment  underestimate 
the  weight  they  will  throw  into  the  final  balance  of  success. 

The  pictures  shown  here  are  typical  of  the  spirit  of  Uncle  Sam.  He 
has  a  song  in  his  heart,  a  tune  on  his  Yankee  lips,  and  an  iron  resolve 
deep  in  his  liberty-loving  soul. 

This  company  is  proud  that  its  products  are  a  mighty  Armament  of 
Hope,  cheering  and  strengthening  the  spirit  of  our  fighting  men. 

In  camp  and  trench,  on  transport  and  battleship,  in  hospital,  church 
and  cantonment,  in  the  welfare  houses  of  the  Y.  M.  C.  A.,  the  K.  of  C, 
and  the  Y.  M.  H.  A.  the  Victrola  is  the  unflagging,  and  often  the  only, 
source  of  music  and  entertainment.  It  is  so  portable  that  it  can  be  taken 
anywhere  and  unaided  it  gives  forth  the  music  and  laughter  of  the  world's 
greatest  artists.  The  Victrola  is  teaching  wireless  and  French  to  our 
Army  and  Navy.  Victrolas  and  Victor  Records  are  day  and  night 
advancing  the  cause  of  freedom  on  the  battlefields  of  the  entire  world. 

Every  Victrola  in  the  service  of  Uncle  Sam  is  a  source  of  actual 
war  strength.  Every  Victor  Record  at  the  front  is  a  winged  messenger 
of  victory,  doing  its  humble,  but  by  no  means  unimportant  bit  to  van- 
quish the  powers  of  darkness  and  make  the  world  safe  for  democracy. 

Victor  Talking  Machine  Co.,  Camden,  N.  J.,  U.S.A. 

One  Victrola  enlisted 
in  the  WarJorT^emoirac] 


110th  Regiment  Infantry  at  Philadelphia  en 
route  to  Camp  Hancock,  Georgia. 


Italian  troops  enjoy  a  Victrola  concert  on  the 
snow-clad  Alps. 


U.  S.  Jackies,  U.S.  S.  "Delaware,"  entertaining 
themselves  with  the  Victrola. 


A3. 


British  Tank  officers  of  the  "Iron  Cavalry"  and 
their  Victrola  somewhere  in  France. 


Listening  to  the  Victrola  at  Camp  Dix, 
New  Jersey. 


A  merry  hour  at  Fort  Jay,  Governor's  Island, 
New  York. 


In  times  of  war  as  in  times  of  peace,  the  Victrola  performs  a  mighty  service  to  the  Nation. 

This  interesting  and  attractive  Victor  advertisement,  which  appears  on  the  back  covers,  center  spreads,  and  inside  color  pages  of  the  Saturday  Evening  Post, 
Literary  Digest,  Every  Week.  Delineator,  Designer,  Woman's  Magazine,  People's  Home  Journal,  and  other  magazines,  shows  and  tells  the  important  part  the  Victrola 
plays  in  the  lives  of  our  fighting  forces. 

It  makes  the  millions  of  readers  of  these  publications  familiar  with  the  war-time  necessity  of  the  Victrola,  and  presents  new  opportunities  to  Victor  retailers. 


Moulding  theJtfmerican  Lit 


Victrola 


Before  the  advent  of  the  Victrola,  the  public  schools  were  seriously  handicapped  in 
the  study  of  music.  Now  Caruso  and  Melba  sing  to  the  children  in  the  dreariest  and 
most  remote  of  rural  district  schools.  Now  the  coming  generations  of  Americans — the 
future  bulwark  of  the  state — listen  day  in  and  day  out  to  the  piano  of  Paderewski,  the 
violin  of  Mischa  Elman,  the  sweet  soprano  of  Alma  Gluck,  the  golden  tenor  of  John 
McCormack.  They  live  in  the  ennobling  atmosphere  of  the  world's  musical  master- 
pieces, sung  and  played  by  the  world's  supreme  artists.  This  priceless  benefit  has  been 
bestowed  upon  them  by  the  Victrola. 

The  Victrola  is  in  daily  use  in  the  public  schools  of  6000  cities  and  towns.  It  is  in  the 
regular  equipment  of  more  than  25,000  public  schools,  urban  and  rural.  It  has  become  an  in- 
dispensable auxiliary  in  the  educational  systemof  every  state,  from  kindergarten  to  university. 


Endorsed  by  the 
foremost  educators 


HIS  MAS1 


Among  the  schools  of  our  country  the  Victor  is  also  doing  a  vast  work  in  the  education  of  Young  America. 
It  is  one  of  the  greatest  educational  forces  in  the  world  today,  and  the  advertisement  similar  to  the  above  which  appeared 
in  the  center  spreads  of  the  Saturday  Evening  Post  and  Literary  Digest  presented  the  fact  in  an  interesting  manner  and  attracted 


zen  o 


omorrow 


ts  great  constructive 
service  to  the  nation 


The  Victrola  is  performing  an  incalculable  service  in  the  teaching  of  our  national 
patriotic  music,  the  folk  lore  of  the  ages,  the  art  treasures  of  all  mankind.  It  is  illuminating 
and  vitalizing  the  study  of  history,  literature  and  geography.  It  is  teaching  wireless 
telegraphy  to  our  Army  and  Navy.    It  is  teaching  French  to  the  soldiers  of  Uncle  Sam. 

The  Victrola  is  used  in  calisthenics,  folk  dances,  rote  songs,  ear  training,  nature 
study,  penmanship,  typewriting,  folk  song,  art  songs,  ballads,  operatic  and  orchestral 
music,  vocal  training,  and  community  singing.    New  and  authoritative  study  courses  are 
constantly  being  supplied  by  our  large  and  expert  Educational  Department. 
The  America  of  tomorrow  will  owe  much  to  the  Victrola. 

Victor  Talking  Machine  Co.,  Camden,  N.  J.,  U.  S.  A. 
Berliner  Gramophone  Co..  Montreal.  Canadian  Distributor* 


ook  for  the  famous  trade- 
on  all  genuine  products  of 
hine  Company. 


the  attention  of  the  millions  of  readers  throughout  the  country. 

This  phase  of  Victor  usefulness  is  one  in  which  every  Victor  retailer  can  take  a  hand  with  benefit  to  his  community,  and 
with  profit  and  prestige  to  himself. 


July  IS,  1918 


THE   TALKING   MACHINE  WORLD 


35 


BUFFALO  TALKING  MACHINE  MEN  IN  WAR  STAMP  DRIVE 

Members  of  Trade  Work  Hard  and  Subscribe  Generously — Draft  Depleting  Local  Sales  Staffs — 
Increased  Street  Car  Fares  Expected  to  Help  Neighborhood  Stores 


Buffalo,  N.  Y.,  July  5. — Unstinted  effort  and 
generous  financial  support  to  the  great  W.  S.  S. 
drive  held  here  the  last  week  in  June  was  given 
by  the  Buffalo  talking  machine  jobbers  and 
dealers.  The  following  committee  covered  the 
retail  and  jobbing  houses,  including  all  local 
music  dealers: 

C.  N.  Andrews,  chairman;  O.  L.  Neil,  O.  M. 
Kiess  and  William  H.  Daniels.  The  amount  of 
the  subscriptions  collected  by  Mr.  Andrews  and 
his  committee  totaled  $15,055.  The  following 
each  subscribed  $1,000  in  the  campaign:  C.  N. 
Andrews,  individually;  W.  D.  &  C.  "N.  Andrews, 
as  a  firm;  William  H.  Daniels,  individually;  Den- 
ton, Cottier  &  Daniels,  as  a  firm;  Neal,  Clark  & 
Neal;  O.  M.  Kiess,  manager  of  the  Columbia 
branch;  Robert  L.  Loud,  W.  F.  Gould  and 
Arthur  Erion.  The  talking  machine  dealers 
and  jobbers  responded  enthusiastically  and  tan- 
gibly to  the  worthy  cause.  In  this  trade  the  sale 
of  W.  S.  S.  was  considerably  heavier  than  in 
several  other  lines  of  business. 

W.  S.  S.  pledge  cards  were  signed  by  every 
employe  of  the  Columbia  branch.  The  action 
put  this  branch  in  the  "100  per  cent,  subscrip- 
tion" class.  D.  M.  Green,  manager  of  the  Co- 
lumbia's record  stock  department,  has  enlisted 
in  the  navy.  Fred  Gaulin,  repairman  for  this 
branch,  has  joined  the  colors  and  is  at  Camp 
L'pton. 

"Our  business  was  hindered  in  June  on  ac- 
count of  the  shortage  of  machines,"  said  O.  M. 
Kiess,  manager  of  the  Columbia  branch.  "Our 
stockroom  is  cleaned  out  of  machines  and  we 
are  oversold  by  $30,000  to  $40,000  in  the  Buf- 
falo territory." 

William  Herbert,  salesman  for  W.  D.  &  C.  N. 
Andrews,  has  donned  a  uniform  of  the  U.  S. 
Army.  He  is  at  Camp  Upton.  F.  P.  Besser, 
a  former  employe  of  this  firm,  is  a  regimental 
sergeant  major  in  the  106th  Field  Artillery. 

The  draft  is  depleting  the  sales  forces  of  the 
local  talking  machine  stores.  The  dealers  ex- 
pect still  greater  difficulties,  when,  it  is  said,  the 
Government  will  require  salesmen  in  the  draft 
age  to  engage  in  some  kind  of  war  work. 
Young  women,  boys  under  the  draft  age  and 
older  men  may  soon  be  in  demand  at  the  stores. 

S.  C.  Eigenbrod,  manager  of  the  talking  ma- 
chine department  of  the  Brunsvvick-Balke-Col- 
lender  Co.,  has  returned  from  a  two  weeks'  va- 
cation. 

The  tendency  towards  the  advance  of  fares 
on  trolley  and  steam  roads  is  likely  to  help  the 
talking  machine  and  record  trade  at  the  neigh- 
borhood stores  in  this  territory.  Rather  than 
pay  the  higher  fares,  many  will  prefer  to  shop 
near  home. 

The  donation  of  a  Victrola  and  other  equip- 
ment has  been  requested  by  the  National  League 
for  Women's  Service.  The  members  have  been 
given  the  task  of  fitting  out  three  big  rooms 


in  the  technical  high  school  as  recreation  and 
club  quarters  for  the  1,100  soldiers  who  will  be 
trained  there  in  July  and  August. 

Near  the  entrance  to  the  talking  machine  de- 
partment of  J.  N.  Adam  &  Co.  Lieutenant  T.  M. 
Minton,  of  the  New  York  Naval  Reserves,  re- 
cently displayed  the  Minton  collection  of  his- 
torical flags.    The  exhibition  was  free. 

Posters  showing  a  talking  machine  labeled 
"American  Citizen  Phonograph"  are  being  dis- 
played at  the  local  stores.  According  to  the 
picture,  "You  Can't  Play  That  Record  on  This 
Machine,"  confronts  an  alien  who  tries  to  place 
in  the  machine  a  record  entitled  "Deutschland 
Ueber  Alles." 

"Gyp"  dealers,  who  used  to  rent  stores  here 
for  a  short  period  and  sell  cheap  talking  ma- 

CONTROLS  FOURTEEN  STORES 

A.  L.  Bailey  of  St.  Johnsbury,  Vt.,  Has  Estab- 
lishments in  Vermont,  New  Hampshire  and 
New  York  States  With  Competent  Managers 

St.  Johnsbury,  Vt.,  July  6. — Reference  was 
made  in  the  correspondence  from  this  city  in 
last  month's  World  to  A.  L.  Bailey,  the  promi- 
nent piano  dealer  with  headquarters  in  this 
city,  who  controls  fourteen  stores  in  Vermont, 
New  Hampshire  and  New  York,  taking  the 
agency  for  the  Columbia  line  in  this  city,  and 
some  other  of  the  Bailey  stores.  He  has  built 
up  a  very  strong  organization,  having  managers 
for  all  his  stores,  with  the  exception  of  Lan- 
caster, Berlin  and  Colebrook,  N.  H.,  which  are 
under  the  management  of  G.  R.  Magoon. 

The  addition  of  the  Columbia  line  of  talking 
machines  and  records  to  this  large  chain  of 
stores  is  certainly  an  important  move,  which 
will  tend  to  make  this  instrument  known  to  a 
much  larger  clientele.  Apart  from  his  keen 
and  active  interest  in  the  development  of  his 
music  trade  interests,  Mr.  Bailey  is  president  of 
the  Citizens'  Savings  Bank  &  Trust  Co.,  of  St. 
Johnsbury,  and  his  views  in  financial,  as  in  busi- 
ness matters  are  respected  and  esteemed. 

PATHE  DEMONSTRATION  RECORD 

Now  Being  Introduced  That  Should  Excite  Pub- 
lic Interest — Is  Part  of  Advertising  Campaign 

The  advertising  department  of  the  Pathe 
Freres  Phonograph  Co.,  Brooklyn,  N.  Y.,  ad- 
vised the  trade  this  week  of  the  introduction 
of  a  Pathe  demonstration  record  which  is  now 
ready  for  distribution.  This  is  a  twelve-inch 
double-face  Pathe  disc  record,  one  side  featuring 
a  unique  method  of  introducing  the  merits  of 
Pathe  reproduction  of  the  human  voice  and  mu- 
sical instruments,  and  the  reverse  side  contains  a 
quartet  selection  which  has  won  praise  from  mu- 
sical experts. 


chines  and  other  musical  instruments,  have 
struck  a  snag.  In  the  near  future  these  tran- 
sients will  probably  have  to  pay  a  special  tax, 
make  a  report  of  gross  sales  to  the  city  and  file 
a  surety  bond. 

Charles  H.  Utley,  new  Edison  dealer,  who 
died  recently,  left  an  estate  of  $40,000  or  more 
to  his  widow  and  son,  Charles  B.  Utley. 

The  last  week  in  June  was  the  banner  busi- 
ness week  of  the  year  for  the  Verbeck  Mu- 
sical Sales  Co.,  Columbia  and  Delpheon  dealers. 

The  War  Service  Club,  of  the  William  Han- 
gerer  Co.,  Victrola  dealers,  recently  aided  in  the 
sale  of  War  Savings  and  Thrift  Stamps,  by  giv- 
ing an  outdoor  entertainment. 

Many  Buffalonians  who  are  living  in  cramped 
quarters  on  account  of  the  shortage  of  flats 
and  houses  say  they  would  be  more  interested 
in  the  purchase  of  the  higher-priced  talking  ma- 
chine if  they  could  only  find  adequate  homes. 
The  Government  is  studying  the  housing  prob- 
lem, as  it  affects  war  workers  in  this  territory. 

This  record  will  be  furnished  to  the  dealers 
on  a  basis  which  will  enable  them  to  offer  it  to 
the  public  at  25  cents,  and  an  intensive  adver- 
tising campaign  is  being  prepared  whereby 
Pathe  dealers  will  be  given  every  opportunity 
to  feature  this  record  to  excellent  advantage. 
Judging  from  the  enthusiastic  comments  of 
Pathe  representatives  who  have  visited  the  ex- 
ecutive offices  the  past  week,  this  demonstra- 
tion disc  will  prove  an  invaluable  help  in  de- 
veloping Pathe  record  business  and  demonstrat- 
ing to  the  public  that  Pathe  records  can  be 
played  on  any  make  of  talking  machine. 

LANGUAGE  PHONE  METHOD  POPULAR 

Many  New  Dealers  Are  Featuring  the  Language 
Records  and  Co-operating  in  the  Drive  Being 
Carried  On  by  the  Company — Method  Proving 
Particularly  Valuable  in  Military  Work 

The  Language  Phone  Method,  2  West  Forty- 
fifth  street,  is  making  a  big  drive  on  their  lan- 
guage records  and  the  number  of  dealers  that 
have  co-operated  in  making  it  a  success  are 
steadily  increasing.  The  dealers  who  have  taken 
over  the  course  have  been  stimulated  by  their 
success  into  further  co-operation  and  many  of 
them  are  featuring  the  courses  in  window  dis- 
plays. Among  the  New  York  dealers  who  re- 
cently had  displays  are  G.  Schirmer,  Inc.,  The 
Ideal  Music  Shop  and  Herbert  &  Huesgen. 
These  constitute  the  first  series  of  displays  and 
arrangements  are  now  being  made  for  others. 

The  Language  Phone  Method  has  been  recom- 
mended by  the  Y.  M.  C.  A.  National  War  Work 
Council  and  is  being  used  extensively  through- 
out the  military  training  camps.  P.  J.  Doherty, 
sales  manager  of  the  Language  Phone  Method 
states:  "It  is  proving  a  big  seller  for  the  deal- 
ers located  near  the  training  camps.  Especially 
is  this  true  in  regards  to  the  'F.  M.  C. — French 
Military  Conversation,'  a  short  course  for  sol- 
diers. It  is  popular  with  the  men,  and  dealers 
in  the  localities  in  which  the  camps  are  situated." 


CABINETS 


We  have  cabinets  to  match 
all  Victor  Victrolas  ready 
for  immediate  delivery. 


Write  us  for  Quotation 


MAGIC-TONE  STEEL 

NEEDLES 


In  lots  of  100,000- 
In  lots  of  10,000 


Prices 
Immediate  Delivery 
Loud  Tone 

per   thousand  and 
■^^O    in  lots  of  500,000 
and  up. 

60c  per  thousand 
65c  per  thousand 


In  paper  envelopes  or  metal  boxes 
Anticipate  your  requirements  and  take  advantage  of  present  low  prices. 

I.  DA  VEGA,  Jr.,  Inc. 

125  West  125th  Street  Victor  Factory  Wholesalers  NEW  YORK 

VICTROLAS  —  SUPPLIES  —  NEEDLES 


36 


THE   TALKING   MACHINE  WORLD 


July  IS,  1918 


Maybe  a  little  local  advertising  would 
speed  up  sales  on  Vacation  Grafonolas. 
We  have  some  splendid  Dealer  Electro- 
types. Want  them  ? 


EXPLOITS  STRADIVARA  PHONOGRAPH 


Commercial  and  Sales  Departments  of  Compton- 
Price  Co.  Now  in  Charge  of  Hugo  Koch— A. 
O.  Price  Directing  Technical  Division — In- 
dividual Features  of  the  Stradivara  Machines 


The  Compton-Price  Co.,  Coshocton,  Ohio, 
have  inaugurated  a  systematic  and  forceful  cam- 
paign exploiting  the  Stradivara  phonograph, 
which  they  have  had  on  the  market  for  some 
time,  and  for  which  they  claim  many  superior 
features. 

The  commercial  department,  financiering, 
sales  and  credits  are  now  under  the  direct  super- 
vision of  Hugo  Koch,  who  has  become  well 
known  in  the  talking  machine  trade  through 
his  connection  with  the  industry  as  president  of 
the  Sahlstrom  Corporation  with  stores  in  Port- 
land, Ore.,  and  San  Francisco,  Cal.,  who  are 
successors  to  the  Hudson  Arms  Co.,  a  large 
sporting  goods  organization,  which  found 
handling  the  Stradivara  so  successful  that  a  year 
ago  the  company  was  converted  into  a  retail 
phonograph  house  exclusively.  Mr.  Koch,  owing 
to  his  wide  experience  in  merchandising  phono- 
graphs, knows  the  requirements  of  the  retail 
trade  in  every  detail. 

At  the  head  of  the  technical  department,  and 
under  whose  supervision  is  the  manufacturing 
of  the  Stradivara,  is  A.  O.  Price,  well-known 
for  his  connection  with  the  Compton-Price  Co. 
for  many  years.  Mr.  Price  has  made  a  thorough 
study  of  the  manufacturing  of  phonographs  and 
his  expert  knowledge  is  reflected  in  the  high- 


DEALERS 

Tell  your  customers  how  their  phono- 
graphs may  teach  them  a  language  by  the 

CORTINA 

Phone-Method 

Increase  your  record  sales  by  selling 
them  Cortina  language  record  sets. 
A  timely  set  for  which  there  has  been 
a  great  demand  is  the  Cortina  Military 
French-English  course. 
Send  for  full  information.  Advertising 
matter  and  poster-hangers  free. 

Cortina  Academy  of  Languages 

12  East  46th  Street    ::     New  York 


Columbia  Graphophone  Co. 

NEW  YORK 


grade  workmanship  which  is  to  be  found  in  the 
Stradivara. 

The  machines  which  this  company  offer  range 
in  retail  price  from  $60  to  $250,  they  having 
lately  produced  the  Stradivara  Grand  in  a  very 
handsome  art  cabinet. 

The  Stradivara  phonograph  will  play  all  makes 
of  disc  records,  being  equipped  with  an  adjust- 
able sound  box.  It  is  also  equipped  with  a  tone 
modifier,  which  may  be  utilized  for  the  per- 
sonal interpretation  of  a  record,  changing  at  will 
from  the  softest  pianissimo  effect  to  a  full,  loud 
tone.  Another  feature  of  the  machine  is  an 
automatic  stop  which  is  simple  in  its  construc- 
tion as  well  as  convenient. 

The  Stradivara  tone  arm  is  equipped  with  100 
steel  ball-bearings,  assuring  a  perfectly  free 
travel  of  the  needle  across  the  record.  It  has  no 
thumb-screws,  but  can  be  set  in  the  desired  posi- 
tion by  a  simple  movement. 

The  company  also  makes  a  special  point  on 
the  construction  of  the  sound-board  of  the 
Stradivara,  which  they  claim  is  constructed  like 
the  sound-board  in  a  piano  or  a  violin.  The 
sound-board  is  made  of  spruce  and  great  care 
is  taken  in  its  construction  so  that,  according 
to  a  statement  made  by  the  company  "it 
takes  up  the  sound  received,  the  over-tones  so 
necessary  to  the  natural  reproducing  of  sound, 
augments  them  and  adds  life  and  color  to  each 
individual  voice  or  instrument." 

The  cabinet  work  is  of  the  very  highest  class, 
the  best  quality  of  veneers  being  used,  and  the 
highest  class  workmanship  is  found  on  the  ex- 
terior as  well  as  the  interior.  Each  cabinet  is 
equipped  with  a  record  filing  device  constitut- 
ing vertical  partitions,  which  are  covered  with 
a  fine  quality  of  green  felt.  In  this  way  records 
may  be  ready  at  hand  any  time  for  use,  easily 
found  and  kept  free  from  dust. 

The  factory  in  which  these  machines  are 
manufactured  is  one  of  the  most  up-to-date 
plants  in  the  Middle  West,  and  had  been  used 
exclusively  for  many  years  for  the  manufacture 
of  pianos  before  the  Stradivara  phonograph  was 
put  on  the  market. 


NEW  VICTROLA  PRICE  CARDS 


The  Standard  Talking  Machine  Co.,  Pitts- 
burgh, Pa.,  Victor  wholesalers,  have  just  had 
prepared  for  the  use  of  their  dealers  most  at- 
tractive Victrola  price  cards  for  placing  on  top 
of  machines  on  display.  The  cards  have  the 
style  and  price  printed  in  yellow  on  a  black 
ground,  with  the  word  "Victrola"  standing  out 
in  rich  red.  They  measure  four  by  five  inches 
and  are  supported  by  a  stout  easel  on  the  back. 
The  card  is  also  provided  with  a  looped  string 
so  that  it  may  be  suspended  from  the  knob 
of  the  machine  if  desired. 


ELECTRO-PLATING  of 
PHONOGRAPH  PARTS 

AND  MUSICAL  INSTRUMENTS 
Gold,  Silver,  Nickel  and  Antique  Finishes 

JOSEPH  MUSANTE 

168  CENTRE  ST.       Tel.  Franklin  3053        NEW  YORK 


NEW  HOFFAY  REPRESENTATIVES 

Prominent  Concerns  Secure  Distributing  Rights 
for  Hoffay  Talking  Machine  Co.  Product — 
Two  New  Patents  on  Hoffay  Sound  Box 


The  Hoffay  Talking  Machine  Co.,  Inc.,  have 
during  the  past  few  weeks  closed  negotiations 
with  several  firms  for  the  distributing  rights 
in  their  territories,  and  this,  in  addition  to  the 
large  number  of  dealers  who  have  in  the  present 
season  been  added  to  the  Hoffay  list  of  agents, 
has  been  very  gratifying  to  Joseph  Hoffay, 
president  of  the  company.  The  demands  for 
the  Hoffay  "Resurrectone"  and  the  "Half-Fork- 
Tone,"  the  patented  sound  box  which  the  firm 
manufactures  is  constantly  growing  larger.  Mr. 
Hoffay  states  while  it  is  true  that  there  are 
some  manufacturers  who  are  placing  the  above 
products  on  their  instruments  the  largest  de- 
mands are  from  dealers  themselves  who  are 
making  it  a  point  to  demonstrate  the  "Resurrec- 
tone" and  "Half-Fork-Tone"  on  the  machines 
they  sell. 

The  Hoffay  Talking  Machine  Co.  have  applied 
for  two  more  patents  on  their  sound  box,  and 
these  together  with  those  already  allowed  the 
company  should  add  to  the  value  of  the  Hoffay 
products,  including  the  complete  Hoffay  ma- 
chine. 


The  Jewish  Welfare  Building  at  Camp  Upton 
has  been  equipped  with  a  large  size  Victrola. 


WhatMoreCanYouAsk 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


Music  Conr\e  Out 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 

MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


37 


PHONOGRAPHS  WITH  THE  ARMY     DIRECTOR  OF  CONSERVATION  TELLS  OF  CURTAILMENT 


25,000  Sonora  Portable  Phonographs  Now  in 
Service  With  British  Troops,  Says  the  Bing- 
hamton  Phonograph  Co.  in  Interesting  Article 


U.  S.  Fuel  Administration  Depending  Upon  Gentleman's  Agreement  With  Talking  Machine  and 
Piano  Manufacturers  to  Curtail  Use  of  Fuel  30  Per  Cent.,  He  Says — No  Mandatory  Order 


Under  the  heading  "Phonographs  With  the 
Army,"  the  Binghamton  Phonograph  Co.,  Inc., 
Binghamton,  N.  Y.,  recently  inserted  in  its  local 
newspapers  an  interesting  article  that  called  at- 
tention to  the  many  Sonora  portable  phono- 
graphs which  are  in  use  among  the  armies  of 
the  Allied  nations.  This  company  handles  the 
Sonora  line,  and  the  article  which  is  reproduced 
below  conveyed  a  timely  and  effective  message 
to  the  purchasing  public: 

"Over  in  the  trenches  and  behind  the  lines 
phonographs  are  busily  playing  to  entertain  the 
soldiers  in  their  off-duty  hours.  There's  noth- 
ing like  a  familiar  song  from  home  to  cheer  a 
man  up  and  make  him  forget  the  cold,  and  the 
wet,  and  the  troubles  and  dangers  which  he  en- 
counters. 

"Obviously,  it  is  impossible  to  lug  around  big 
musical  instruments  when  ammunition,  food  and 
supplies  demand  every  cubic  foot  of  space  avail- 
able. It  is  because  of  this  that  the  portable 
phonographs  are  utilized  so  generally. 

"The  Sonora  Phonograph  Sales  Co.,  of  New 
York,  recently  reported  that  over  25,000  of  the 
Sonora  portable-type  phonographs  had  been  sold 
through  their  London  representatives  and  were 
now  in  service  with  the  British  troops  along  the 
battle  zone.  This  particular  Portable  Sonora  is 
proving  immensely  popular,  not  only  with  the 
soldier  and  sailor  boys,  but  with  motorists,  va- 
cationists, owners  of  country  homes,  college 
boys  and  girls  and  all  who  enjoy  good  music, 
but  can't  transport  a  heavy  machine. 

"The  little  portable  Sonora  in  its  polished 
cowhide  case  looks  like  a  small  suit  case  and, 
though  it  plays  beautifully  all  makes  of  disc 
records,  all  sizes,  it  weighs  fifteen  pounds  com- 
plete. In  the  great  war  hospitals  physicians  find 
the  phonograph  invaluable.     It  cheers  up  the 


For  the  last  couple  of  months,  and,  in  fact, 
since  it  was  announced  that  the  manufacturers 
of  pianos  were  to  curtail  their  use  of  fuel  and 
consequently,  it  was  believed,  their  output  by  30 
per  cent,  there  has  been  much  discussion  pro 
and  con  as  to  the  status  of  the  talking  machine 
manufacturer  in  the  eyes  of  the  United  States 
Fuel  Administration.  There  are  those  who  de- 
clared that  no  curtailment  order  existed.  Others 
that  Washington  had  requested  a  curtailment  of 
30  per  cent.,  and  still  others  who  held  no  views 
but  wanted  to  find  out.  There  have  been  sev- 
eral meetings  held  of  talking  machine  manufac- 
turers, and  committees  selected  by  these  manu- 
facturers to  discuss  the  question  of  curtailment  of 
output,  but  no  satisfying  announcement  has  been 
made  as  to  the  findings  in  these  meetings. 

In  order  to  set  at  rest  the  mind  of  the  manu- 
facturer who  is  in  the  dark  as  to  whether  or 


not  he  should  curtail  his  use  of  fuel  or  his  out- 
put at  the  present  time,  The  Talking  Machine 
World  took  up  the  question  with  Hon.  P.  B. 
Noyes,  Director  of  Conservation  of  the  United 
States  Fuel  Administration,  who  stated  officially: 

"There  is  at  this  time  no  actual  curtailment 
order  directed  against  either  the  talking  machine 
or  piano  industry.  Both  the  manufacturers  of 
talking  machines  and  pianos  have,  however, 
agreed  that  they  would  curtail  their  use  of  fuel 
30  per  cent.  In  other  words,  this  is  in  the  na- 
ture of  a  gentleman's  agreement,  rather  than  a 
mandatory  order." 

In  short,  the  director's  statement  means  that 
the  talking  machine  manufacturing  trade  is  un- 
der a  voluntary  agreement  to  curtail  the  use  of 
fuel  30  per  cent.,  and  the  Government,  relying 
upon  the  keeping  of  this  agreement,  has  issued 
no  direct  order  in  the  matter. 


patients  and  in  severe  cases  exercises  a  mar- 
velous influence  in  aiding  recovery.  The  pa- 
tient helped  by  music  frequently  is  out  of  the 
hospital  a  month  earlier  than  he  would  be  were 
he  left  in  dismal  quiet.  The  phonograph  is  in- 
deed proving  valuable  in  these  trying  times." 


TALKING  MACHINE  EXPORTS 

The  Figures  for  April  Presented — Exports  Show 
Machines  and  Records  Both  Increase 


at  $222,730,  sent  abroad  in  the  same  period  of 
1917.  The  total  exports  of  records  and  sup- 
plies for  April,  1918,  were  valued  at  $177,973,  as 
compared  with  $127,435  in  April,  1917.  F6r  the 
ten  months'  total  78,833  talking  machines  were 
exported,  valued  at  $2,168,752,  in  April,  1918,  and 
62,606  talking  machines,  valued  at  $1,612,957,  in 
1917,  while  records  and  supplies,  valued  at  $1,- 
653,390  were  sent  abroad  during  1918,  as  against 
$1,257,530  in  1917. 


Washington,  D.  C,  July  3. — In  the  summary 
of  exports  and  imports  of  the  commerce  of  the 
United  States  for  the  month  of  April,  1918  (the 
latest  period  for  which  it  has  been  compiled), 
which  has  just  been  issued,  the  following  fig- 
ures appear: 

Talking  machines  to  the  number  of  8,558, 
valued  at  254,022  were  exported  in  April,  1918, 
as  compared  with  6,460  talking  machines,  valued 


Earl  Ford  has  been  appointed  receiver  for  the 
Lehman  Furniture  &  Talking  Machine  Co., 
Huntsville,  Ala.,  following  the  enlistment  of 
Luther  Lehman,  manager  of  the  company,  in  the 
navy,  which  left  the  house  without  an  active  head. 


Many  a  young  man  just  now  begins  to  realize 
the  opportunity  to  take  that  "trip  abroad"  about 
which  he  has  been  dreaming  these  many  years. 


The  Leonard  Markels  BuTTe^fiy  ftWTQK 


The 

Leonard  Markels 
Jewel  Bearing 
Butterfly  Motor 


Specif ic at ions 


Beveled  gear  noiseless  winding, 

New  ratchet  device  that  prevents  clicking. 

Bakelite  intermediate  gear — absolutely  silent. 

Plays  seven  10-inch  or  five  12-inch  records  at  one 

winding. 
Cast  iron  nickeled  frame. 
Powerful,  durable,  compact,  accessible. 
Built  especially  for  the  highest-grade  machines. 
Guaranteed  in  every  minutest  detail. 


has  revolutionized  the  motor  in- 
dustry. It  is  silent  running  and 
silent  winding  and  represents  the 
acme  of  perfection  in  motor  con- 
struction. 

This  motor  has  achieved  phenomenal  success, 
and  is  being  used  exclusively  by  leading  phono- 
graph manufacturers  in  all  parts  of  this  country 
and  Canada. 

Write  today  for  a  copy  of  our 
New  Butterfly  folder 


LEONARD  MARKELS    -   165  William  St.,  New  York 


38 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


The  Trade  In  Philadelphia  And  Locality 


TALKING  MACHINE  DEALERS 

can  greatly  increase  their  profits  without  additional 
overhead   expense,  by  selling  the  world-famous 

Weymann  "KEYSTONE  STATE" 
Musical  Instruments 

a  combination  that  has  proved  to  be  an  instantaneous  success. 

Write  for  catalogue 

H.  A.  WEYMANN  &  SON 

Manufacturers 

Victor  1 1 08  Chestnut  St. 

Wholesalers  Philadelphia,  Pa. 

Established  1864 


Philadelphia,  Pa.,  July  6. — Another  month  in 
the  talking  machine  business  has  passed,  and 
the  first  half  of  1918  is  only  a  memory.  It  has 
brought  with  it  satisfaction,  foreboding  and  re- 
gret. Satisfaction  that  it  was  not  nearly  as  bad 
a?  it  might  have  been  in  considering  that  we 
are  in  the  midst  of  a  war.  It  leaves  in  its  path 
forebodings  as  to  the  future,  which  will  keep  the 
dealers  on  edge,  as  it  has  done  during  most  of 
the  six  months  past.  And  regrets  that  the  man- 
ufacturers have  found  themselves  in  such  a  posi- 
tion that  they  have  been  unable  to  nearly  supply 
the  demand  made  upon  them,  thus  relieving  the 
dealers  and  jobbers  of  much  profit  that  might 
have  been  theirs  had  they  been  able  to  get  the 
goods. 

In  the  securing  of  stock  the  month  has  been 
no  better  or  no  worse  than  the  few  preceding 
months.  The  promise  for  a  great  percentage  of 
stock  did  not  materialize.  The  dealers  were 
able  to  get  a  portion  of  what  they  need,  perhaps 
enough  to  satisfy  and  hold  their  customers,  but 
with  expenses  rising  at  all  times,  and  with  the 
opportunity  to  meet  them  limited,  there  is  no 
wonder  that  the  dealers  feel  a  little  bit  de- 
pressed at  the  outcome. 

Report  a  Satisfactory  Trade  for  June 

H.  A.  Weymann  &  Son  report  that  their 
talking  machine  business  in  June  has  been  sat- 
isfactory, in  spite  of  the  shortness  of  stock. 
They  are  getting  their  full  share,  they  believe, 
and  have  been  able  to  keep  their  dealers  in  line, 
due  to  the  fact  that  they  started  to  look  out  for 
their  interests  months  ago.  By  getting  the  deal- 
ers to  order  early  they  have  kept  them  supplied 
in  a  way  that  some  firms  with  less  foresight  have 
been  unable  to  do.  They  could  have  done  very 
much  more  business,  both  wholesale  and  retail, 
and  yet  they  claim  that  they  have  no  reason 
to  complain.  They  have  been  compelled  to 
work  with  a  small  force,  many  of  their  men 
having  been  ordered  to  the  army  for  some 
months  past,  and  during  June  two  more  men 
were  taken,  Arthur  Appenzeller  and  George  E. 
F.  Hottel,  of  the  retail  department. 

Removing  to  the  New  Home 

The  Penn  Phonograph  Co.  are  partly  at  their 
new  home,  913  Arch  street,  and  partly  at  their 
old  home  on  Ninth  street.  All  their  machines 
are  shipped  from  the  new  address  and  the  rec- 


ord racks  are  being  moved  gradually  in  order 
that  their  business  will  not  be  handicapped. 
They  are  taking  their  time  in  moving,  as  there 
is  no  reason  for  hurry  in  any  of  the  buildings. 
Their  business  last  month  was  quite  good,  and 
it  was  ahead  of  June  a  year  ago. 

Expanding  Cheney  Representation 
G.  Dunbar  Shewell,  the  representative  in  this 
section  of  the  Cheney  talking  machine,  is  very 
well  satisfied  with  the  business  he  has  been  do- 
ing, and  the  agencies  he  has  appointed  in  and 
near'Philadelphia,  as  well  as  in  Washington  and 
Baltimore,  cities  included  in  his  territory.  Mr. 
Shewell  was  in  Washington  on  Monday  to  close 
an  important  deal.     He  says  that  he  has  been 


able  to  get  his  machines  through  in  fine  shape, 
and  feels  that  he  has  been  very  fortunate  in  this 
respect. 

Death  of  William  A.  Weymann 

During  the  month  William  A.  Weymann,  who 
was  in  charge  of  the  wholesale  department  of 
the  Weymann  store,  and  looked  after  the  talk- 


The  Late  William  A.  Weymann 

ing  machine  end  of  the  business,  died  suddenly 
at  Atlantic  City.  He  had  not  been  in  the  best 
of  health  and  had  gone  to  the  shore  to  recuper- 
ate, Mrs.  Weymann  accompanying  him.  After 
several  days  he  had  improved  so  rapidly  that 
Mrs.  Weymann  returned  to  this  city,  and  Mr. 
Weymann  expected  to  remain  several  days 
longer.  One  morning,  while  strolling  on  the 
board  walk,  he  was  fatally  stricken,  and  within 
a  few  hours  he  had  expired.  His  death  was  a 
great  shock  to  his  family,  as  well  as  to  a  host 
of  trade  friends. 

Mr.  Weymann  was  forty-nine  years  of  age 
and  is  survived  by  a  widow,  a  daughter,  Miss 
Helen  Weymann,  three  sisters  and  two  brothers, 


HE  reputation  that  the  Penn 
Phonograph  Co.  attained  in 
the  past  for  efficient  Victor 
Service  is  the  Victor  dealer's  guar- 
antee that  he  will  get  through  the 
Penn  organization  the  finest  service 
possible  under  war  conditions. 


Penn  Phonograph  Co. 


17  S.  NINTH  STREET 


PHILADELPHIA 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


39 


YOUR  handicaps  in  both  securing  goods  and 
in  selling  prompt  us  to  make  Buehn  Ser- 
vice this  summer  more  intensive  than  ever. 

We  also  urge  you  to  conserve  physical 

energy  in  hot  weather  by  doubling  up  your  mail  work. 
Use  letters,  supplements,  mailing  cards,  and  the  telephone 
more  liberally. 

A  most  satisfactory  summer  sales  volume  will 
accumulate  by  selling  more  Victor  records,  particularly 
the  higher  priced  numbers.  Buehn  Service  is  doing 
everything  in  its  power  for  your  interest. 

THE  LOUIS  BUEHN  COMPANY 

PHILADELPHIA 


BUEHN       SERVICE       ON       VICTOR  RECORDS 


Harry  W.  Weymann,  president  and  general 
manager  of  the  company,  and  Albert  C.  Wey- 
mann, who  is  secretary  and  treasurer  of  the 
company. 

Jt  is  hard  for  his  many  relatives  and  friends 
to  realize  that  one  whom  they  had  been  accus- 
tomed to  see  always  in  a  cheerful  mood  and  at 
all  times  ready  to  extend  the  hand  of  good  fel- 
lowship should  have  been  called  away  so  sud- 
denly. He  was  so  kind  and  considerate  and 
beloved  by  all  that  the  trade  will  consider  his 
untimely  death  as  the  loss  of  a  very  dear  per- 
sonal friend. 

Conditions  With  Louis  Buehn  Co. 

The  Louis  Buehn  Co.  report  that  their  busi- 
ness— in  its  conditions — has  been  about  the  same 
in  June  as  it  had  been  in  May.  Machines  and 
records  have  been  coining  through  in  about  the 
same  proportion  in  June  as  they  did  for  the  two 
months  that  preceded  it.  Mr.  Buehn  is  now  lo- 
cated at  the  shore  with  his  family,  their  cottage 
being  at  Ocean  City,  N.  J.,  where  he  will  spend 
his  week-ends. 

Patriotic  Grafonola  Men 

The  Columbia  Grafonola  Shops  report  that 
they  have  had  a  very  good  business.  Manager 
R.  L.  Perrett  says:  "We  have  only  been 
stopped  by  the  amount  of  goods  we  can  get." 
The  firm  will  care  for  all  the  men's  accounts  in 
connection  with  War  Chest  subscriptions,  as 
will  be  noted  in  the  following  letter  received  by 
Manager  Perrett  from  Horatio  G.  Lloyd,  chair- 
man, executive  committee,  of  the  War  Welfare 
Council  of  this  city,  which  explains  itself: 

"Dear  Sir — I  am  this  morning  in  receipt  of 
your  letter  of  the  1st  inst.,  and  on  behalf  of 
the  committee  wish  to  assure  you  of  our  ap- 
preciation of  your  willingness  to  keep  up  the 
War  Chest  pledges  made  by  those  in  your  em- 
ploy in  case  they  should  enter  Government  serv- 
ice, or  be  obliged  to  accept  other  positions  at 
reduced  salaries.  It  is  a  fine  thing  to  do  and 
we  will  appreciate  it.  We  have,  of  course,  rec- 
ognized this  as  one  of  the  risks  of  the  twelve 
months'  pledge  system,  but  all  the  members  of 


the  committee  believe  that  much  more  will  be 
realized,  even  allowing  for  certain  losses,  than 
could  have  been  done  by  insisting  on  one  pay- 
ment or  having  it  spread  over  a  very  brief 
period.  With  the  precedent  established  by  you 
I  think  it  is  very  likely  that  we  will  be  able  to 
get  others  to  follow  your  splendid  lead." 

Mr.  Perrett  states  that  the  firm's  business  in 
June  was  three  times  larger  than  it  was  in  June 
of  1917. 

Some  Personal  Items 

Mr.  Sowden,  who  for  a  considerable  time  has 
been  connected  with  the  talking  machine  depart- 
ment of  the  Gimbel  store,  has  resigned  to  ac- 
cept a  similar  position  with  the  firm  of  Harry 
C.  Kahn  &  Son,  Eleventh  and  Filbert  streets. 

Miss  Margaret  Robinson  has  been  added  to  the 
talking  machine  department  of  the  Strawbridge 
&  Clothier  store.     Walter  Wilson,  of  the  same 
department,  is  at  present  away  on  his  vacation. 
Closed  Good  June  Business 

The  George  D.  Ornstein  Co.,  Victor  jobbers, 
tell  of  a  satisfactory  business,  and  the  same  is 
reported  from  the  firms  which  they  supply  in 
their  territory.  They  have  been  able  to  keep  a 
fairly  liberal  supply  of  both  machines  and  rec- 
ords on  hand. 

A.  D.  Proudfit,  who  is  in  charge  of  the  talking 
machine  department  at  the  Presser  store,  and 
Mrs.  Quinby,  who  is  in  charge  at  the  Estey 
store,  both  report  that  they  have  been  having 
a  most  satisfactory  business,  and  are  well  satis- 
lied  with  the  amount  of  goods  they  have  been 
able  to  obtain  through  the  Ornstein  Co.  Mrs. 
Quinby  has  quite  a  force  working  for  her,  and 
she  has  introduced  a  number  of  innovations 
into  the  business  which  have  had  their  effect. 
Blake  Has  No  Cause  for  Complaint 

Manager  Blake,  of  the  Edison  Shop,  Eleventh 
and  Walnut  streets,  says  that  June  was  a  very 
good  month — the  best  they  ever  had  by  about 
60  per  cent.  ■  "July  looks  good  to  us,"  added  Mr. 
Blake.  "We  are  getting  a  nice  stock  of  records 
and  machines  are  coming  in  in  a  satisfactory 
way,  and  we  have  all  we  need  of  the  latter.  We 


are  laying  in  our  fall  stock  now.  If  it  comes 
all  summer  as  it  came  in  June  we  will  have  no 
cause  whatever  to  complain,  but  will  be  most 
grateful."  Ralph  Ziegler,  one  of  the  Blake  sales 
force,  has  been  drafted  and  left  for  duty  on 
Wednesday  of  this  week. 

Edison  Dealers  Meet 

The  Edison  dealers  had  their  monthly  meeting 
on  Tuesday  evening  of  this  week,  which  included 
a  banquet  at  the  Bingham  House.  They  talked 
over  their  advertising  and  other  important  mat- 
ters. There  were  no  set  speeches.  Charles 
Gardiner  was  over  from  the  factory  and  made  a 
short  address,  and  another  guest  at  the  banquet 
was  R.  B.  Cope,  of  the  Girard  Phonograph  Co. 
Substantial  Pathe  Orders  Placed 

The  Pathe  Shop  report  that  substantial  fall 
orders  are  coming  in  from  their  dealers,  and 
that  a  vast  majority  of  them  are  anticipating 
the  fall  shortage  and  are  placing  orders  now 
for  these  records,  many  of  them  to  the  limit 
of  the  amount  of  money  they  can  find  to  invest. 
They  got  in  several  carloads  of  machines  last 
month  and  are  not  only  in  a  condition  to  take 
care  of  all  orders  at  this  time,  but  believe  that 
they  will  have  a  sufficient  stock  of  Pathephones 
to  take  care  of  these  orders. 

Manager  Eckhardt  has  taken  a  cottage  at  At- 
lantic City  for  the  summer,  and  has  removed 
his  family  there.  The  Pathe  exhibition  ma- 
chine is  doing  duty  at  present  on  the  Garden 
Pier  at  Atlantic  City. 

Selecting  Their  Representatives 

The  Brunswick-Balke-Collender  Co.  have  been 
going  ahead  in  a  most  satisfactory  way  and 
booking  many  orders  for  immediate  delivery. 
The  retail  business  among  the  dealers  has  shown 
a  little  falling  off  in  June,  but  they  all  report 
that  business  looks  unusually  bright  for  the  fall. 
They  have  placed  the  Brunswick  machine  with 
quite  a  few  new  dealers  in  June,  but  they  have 
been  most  careful  in  their  selection,  desiring 
only  the  most  representative  dealers.  As  the 
manager  says:  "We  have  lots  of  applications, 
{Continued  on  page  40) 


40 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


VAN  VEEN  "BED-SET"  BOOTHS 


Install  your  booths  during  the  summer  and  be 
ready  for  holiday  business 


WRITE  FOR  A  COPY  OF  OUR  NEW  CATALOG 

Van  Veen  "Bed -Set"  Sectional  Booths  can  be  erected  as  easily  as  a  bed  (no  skilled  labor  required).  Booths 
shipped  on  short  notice  anywhere.  Room  sizes  any  multiple  of  3  feet.  High  grade  finish,  will  match  your 
sample  if  desired.  Sound-proof  construction.  We  design  and  build  complete  interiors.  We  also  build  record 
racks,  which  are  described  in  our  new  catalog. 

Arthur  L.  Van  Veen  &  Co.  TELEPHONE        -    -    GREELEY  4749 


TRADE  NEWS  FROM  PHILADELPHIA 

(Continued  from  page  39) 

but  are  taking  only  the  very  best,  deeming  it 
advisable  to  be  careful  as  to  whom  we  take. 
The  firm  will  move  the  phonograph  depart- 
ment to  the  second  floor  of  the  building,  which 
they  are  fitting  up  in  an  extensive  way  in  order 
to  handle  their  rapidly-growing  business." 
Giving  Good  Service  on  Records 
Manager  R.  J.  Heath,  of  the  Columbia  Co. 
(wholesale),  reports  that  their  business  has  been 
remarkably  good  in  June,  and  is  still  going 
along  at  a  record-breaking  pace.  He  says: 
"The  Grafonola  shipments  are  mighty  scarce 
this  month,  due  to  embargo  shipments,  but  we 
have  been  very  fortunate  in  giving  our  dealers 
excellent  service  on  records.  Our  record  serv- 
ice has  been  remarkably  good,  due  to  the  com- 
pany's policy  of  advising  the  dealers  beforehand 


St.  Louis,  Mo.,  July  5.— A  good  many  inquiries 
have  been  received  by  the  officers  of  the  Tri- 
State  Victor  Dealers'  Association  from  dealers 
over  the  country  asking  if  the  association  could 
not  be  extended  into  a  national  organization. 
This  matter  has  been  discussed  by  the  executive 
committee  and  the  leaders  in  the  local  move- 
ment do  not  see  their  way  clear  to  do  this. 
They  believe  that  the  effectiveness  of  the  asso- 
ciation would  be  lost  when  its  territory  is  ex- 
tended beyond  the  distance  at  which  dealers  can- 
not easily  come  to  two  or  three  meetings  a 
year.  Already  the  membership  of  the  Tri-State 
Association  has  been  extended  beyond  expecta- 
tions. The  inquirers  usually  state  they  learned 
of  the  association's  good  work  through  the  Talk- 
ing Machine  World. 

But  in  making  this  decision,  the  local  com- 
mittee suggests  that  a  national  organization 
easily  can  be  erected  on  the  organization  begun 
here  by  organizing  a  number  of  local  associations 
in  the  chief  trade  centers  where  there  is  a 
jobber  who  is  willing  to  undertake  the  work 
the  Koerber-iBrenner  Music  Co.  has  undertaken 
here.  If  a  number  of  these  organizations  were 
formed,  they  could  be  nationalized  by  annual 
delegate  meetings  and  in  this  way  accomplish 
much  good.  But  the  leaders  of  the  Tri-State 
Association  believe  that  the  most  good  from 
association  work  comes  from  the  mingling  of 


as  to  the  advance  in  product,  and  many  of  the 
dealers  have  taken  the  opportunity  to  buy  sub- 
stantially in  June  of  the  smaller  type  Grafonolas, 
which  advanced  in  price  on  July  1.  Records 
will  advance  on  August  1  and  the  dealers  have 
been  advised  to  this  effect  so  that  they  may  get 
in  a  supply  before  the  advance  actually  takes 
place.  This  policy  has  met  with  the  hearty  ap- 
proval of  our  dealers,  making  them  feel  that  we 
are  trying  to  watch  out  for  their  interests  at 
all  times." 

John  Neldine,  who  has  been  connected  with 
the  Columbia  for  a  number  of  years  in  the 
wholesale  department,  has  enlisted  in  the  navy. 
C.  B.  O'Donnell,  who  has  been  in  charge  of 
the  Columbia's  record  stock  department,  also 
enlisted  in  the  navy  in  June. 

F.  K.  Pennington,  sales  manager  of  the  Co- 
lumbia Co.,  was  a  recent  visitor  to  his  many 
friends  in  the  local  trade. 


the  various  members  and  the  good  feeling  that 
results  from  social  intercourse.  They  reason 
that  a  dealer  will  be  much  less  apt  to  cut  prices 
against  a  man  with  whom  he  has  enjoyed  a 
pleasant  dinner  than  he  would  against  a  man 
concerning  whom  he  knows  nothing  except  re- 
ports carried  to  him  by  favor  seeking  custom- 
ers. The  social  end  is  regarded  as  the  chief 
feature. 

An  exceedingly  successful  meeting  was  held 
at  the  Century  Boat  Club  the  last  week  of  June, 
and  at  this  meeting  a  rough  draft  of  a  repair 
cost  schedule  was  made.  It  will  be  completed 
and  passed  on  to  the  members  very  soon.  This 


move  naturally  follows  the  change  made  re- 
cently whereby  all  Victor  dealers  gave  up  their 
mechanics  and  pooled  their  repair  work  in  one 
shop,  conducted  by  one  of  the  best  talking 
machine  mechanics  in  this  section.  This  move 
was  made  with  a  dual  purpose,  economy  and 
the  releasing  of  as  many  mechanics  as  possible 
for  more  necessary  work.  It  has  been  known 
for  many  years  that  guarantees  by  dealers  and 
charges  for  repairs  were  not  uniform.  The  pro- 
posed schedule  will  define  free  service,  fix  a  rea- 
sonable charge  for  all  ordinary  repairs  and  en- 
deavor to  have  this  practice  made  uniform. 
Under  present  conditions  when  dealers  are  en- 
tirely independent  as  to  sales  and  are  picking 
only  those  that  they  want  to  put  on  the  books, 
it  is  believed  that  such  a  rule  will  be  enforced. 

There  will  be  no  further  meetings  of  the 
association  until  September,  at  which  time  new 
officers  will  be  elected.  President  A.  B.  Magoon 
and  his  staff  were  elected  at  the  organization 
meeting  as  temporary  officers  and  continued  in 
office  when  the  constitution  was  adop'ted,  under 
the  title  of  temporary  officers.  It  is  believed 
that  the  St.  Louis  trade  district  will  be  well 
organized  under  their  direction  by  September, 
and  then  a  general  meeting  will  be  planned  to 
advance  the  work  of  the  association  still  fur- 
ther. In  the  meantime  President  Magoon  and 
the  executive  committee  will  hold  weekly  meet- 
ings, or  oftener,  if  need  be. 

Chairman  Ditzell,  of  the  exchange  depart- 
ment, says  that  this  work  already  has  trans- 
ferred much  dead  stock  from  discard  boxes  to 
shelves  where  it  will  be  readily  sold.  So  far, 
this  work  has  been  confined  almost  entirely  to 
records,  but  it  has  relieved  some  dealers  of  ma- 
chines which  were  made  to  special  order  and 
then  left  on  their  hands. 


PLEASED  WITH  PATHE  PRODUCTS 

The  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  recently  received  a  very  interesting  letter 
from  the  Swanson  &  Nolan  Supply  Co.,  Pathe 
jobbers  in  Denver,  Colo.,  referring  to  the  splen- 
did list  of  Pathe  records  that  was  issued  in  the 
August  supplement.  During  the  pa.st  few 
months  the  Pathe  Freres  Co.  has  received  many 
letters  from  its  jobbers  reflecting  enthusiasm  and 
satisfaction  with  their  products,  and  the  follow- 
ing letter  is  a  fair  example  of  their  spirit: 

"August  releases  were  received  at  this  office 
this  morning.  To  tell  you  what  we  think  of 
this  release  in  the  usual  way  would  be  too  mild. 
We  can  only  say  that  if  you  keep  this  kind 
of  stuff  up  we  will  have  to  draw  on  the  United 
States  Army  for  more  help.  Yours  very  truly, 
Swanson  &  Nolan  Supply  Co.  (Signed)  Earl  D. 
Dryden." 

HAPPINESS  AND  SERVICE 

Happiness  is  a  by-product.  We  can't  buy  it 
because  it  has  no  price.  Some  people  try  to 
purchase  happiness  by  getting  drunk;  others 
build  fine  houres,  and  some  travel  around  the 
world.  But  the  goal  is  as  elusive  as  the  horizon. 
The  main  issue  in  life  is  service,  and  happiness 
is  incidental  to  service. 


The  Marion  County  Board  of  Review  has  in- 
creased the  tax  valuation  on  the  property  of  the 
Kipp  Phonograph  Co.,  Edison  jobbers  in  In- 
dianapolis, from  $25,000  to  $50,000. 


THE  REGINAPHONE 


A  phonograph  of  the  highest  grade 
with  many  exclusive  features.  The  new 
Regina  Sound-box  is  the  greatest  im- 
provement in  talking  machines  in 
years,  reproducing  all  hill  and  dale 
and  lateral  cut  records  equally  well, 
and  in  a  manner  unsurpassed. 


Territory  arrangements  with  active  dealers.    Send  for  particulars. 


THE  REGINA  CO. 


47  West  34th  Street,  NEW  YORK 
209  S.  Wabash  Ave.,  CHICAGO.  ILL 


Manufacturers  of  the  Regina  Music  Box  and  other  musical  instruments  for  over  25  years. 


TRI-STATE  ASSOCIATION  DISCUSSES  NATIONAL  BODY 

Believe  That  Local  Organizations  Should  Act  Together  But  Not  Expand  Beyond  Present  Confines 
— Victor  Dealers  Pool  Repair  Work — Present  Officers  Continue  to  Officiate 


July  IS,  1918 


THE   TALKING   MACHINE  WORLD 


41 


42 


THE   TALKING    MACHINE  WORLD 


July  15,  1918 


SHORTAGE  OF  STOCK  IN  TWIN  CITIES 


Big  Demand  for  Victrolas  Can't  Be  Met — Som- 
mers  Co.  Look  for  Better  Pathe  Shipments — 
Laurence  Lucker  Discusses  the  Situation 


Minneapolis  and  .St.  Paul,  Minn.,  July  8. — 
Many  more  talking  machines  could  be  sold  in 
the  Twin  City  territory  than  are  now  going  out 
if  the  dealers  could  be  supplied  in  accordance 
with  their  wants.  But  machines  are  not  to  be 
had,  and  that  settles  it. 

George  A.  Mairs,  head  of  the  Victor  depart- 
ment in  W.  J.  Dyer  &  Bro.,  showed  your  corre- 
spondent a  stack  of  letters  the  other  day,  be- 
ginning about  as  follows:  "You  may  ship  me 
at  once  ten  Style  X  Victrolas"  or  "Please  for- 
ward immediately  six  Style  Q  and  six  Style  K." 
These  men  won't  get  anything  except  a  polite 
note  regretting  that  W.  J.  Dyer  &  Bro.,  although 
always  attentive  to  the  requests  of  their  cus- 
tomers, are  unable  to  supply  their  needs. 

Harry  J.  Beach,  who  is  one  of  the  prominent 
men  in  the  Victor  forces,  was  in  this  vicinity 
last  week  to  look  over  the  stocks  of  W.  J.  Dyer 
&  Bro.,  St.  Paul,  and  the  Beckwith-O'Neil  Co. 
to  ascertain  for  himself  if  the  constant  clamors 
for  Victrolas  were  mere  bear  stories.  He  found 
the  warerooms  bare  without  any  question,  for 
there  has  been  no  chance  to  make  any  ac- 
cumulation for  a  year. 

Another  big  man,  H.  N.  McMenimen,  man- 
aging director  of  the  Pathe  Co.,  visited  among 
the  jobbers  last  week.  He  confessed  to  Jay  H. 
Wheeler,  manager  of  the  phonograph  depart- 
ment of  the  G.  Sommers  Co.,  that  the  company 
had  not  been  treated  any  too  generously,  but 
promised  to  make  some  big  shipments  in  the 
immediate  future.  Mr.  Wheeler  is  doing  an 
excellent  business,  much  better  than  a  year 
ago,,  but  the  trouble  is  that  the  orders  are  ex- 
hausting all  his  receipts  and  no  reserve  is  being 
obtained  for  the  inevitable  rush  of  next  fall. 

"We  know  that  the  big  rush  is  coming,"  said 
Mr.  Wheeler,  "and  we  are  getting  nervous  al- ' 
ready,  for  unless  we  get  much  heavier  shipments 


than  of  late  we  are  going  to  disappoint  our  cus- 
tomers and  lose  some  good  business." 

Shipments  are  coming  fairly  well  for  the  Min- 
nesota Phonograph  Co.  President  Laurence  H. 
Lucker  understands  fully  that  when  grain  and 
potatoes  begin  to  move  musical  instruments  will 
be  sidetracked  for  indefinite  periods  and  conse- 
quently he  is  straining  every  nerve  to  accumu- 
late all  the  Edison  phonographs  he  is  able  to 
lay  his  hands  upon.  He  does  not  believe  it  will  be 
possible  to  get  any  big  shipments  through  after 
August  1.  Mr.  Lucker  attended  the  meeting 
of  Edison  jobbers  in  New  York  last  month  and 
as  usual  found  the  gathering  interesting  and 
profitable. 


SUGGEST  GROUPING  OF  RECORDS 


Talking  Machine  Dealers'  Association  of  Buf- 
falo at  Recent  Meeting  Discuss  and  Act  Upon 
Many  Matters  of  General  Interest  to  Trade 


Buffalo,  N.  Y.,  July  3. — At  the  last  regular 
meeting  of  the  Talking  Machine  Dealers'  Asso- 
ciation of  Buffalo  there  was  considerable  dis- 
cussion regarding  ways  and  means  for  keeping 
mailing  lists  alive  and  up  to  date,  and  it  was 
decided  that  dealers  be  requested  to  limit  their 
mailing  lists  as  much  as  possible.  In  the  fall 
there  will  be  taken  up  the  question  of  sending 
out  to  all  those  on  the  mailing  list  a  question- 
naire in  postcard  form  in  order  to  ascertain  the 
number  who  are  anxious  to  receive  the  lists  and 
other  literature  sent  out  by  the  dealers. 

The  secretary  was  instructed  to  write  to  the 
Victor  Talking  Machine  Co.  and  present  the 
following  suggestions  regarding  the  grouping  of 
records: 

1.  That  in  grouping  records  in  the  catalog  the 
numbers  of  the  records  be  added.  For  instance, 
if  one  wishes  to  look  up  "Old-Time  Ballads," 
or  "Popular  Songs,"  one  must  look  up  each  song 
in  order  to  get  the  number.  In  the  case  of 
"Marches"  this  has  been  done  and  is  a  great 
time-saver  to  the  clerks  and  the  public. 

2.  That  the  pages  of  the  catalog  be  numbered, 


^e  perfectT0r,e 


for  Every  ^c"r'P 


Distributors 

Wall-Kane 

Needles 


Distributors 

Lyric 

Records 


MODEL  "F" 

40  inches  high  18  inches  deep  15  inches  wide 

RETAIL  $45 

Write  for  Special  Discounts  of  ALL  our  Models 
Immediate  Deliveries  in  Any  Quantity 

OPEROLLO-PHONOGRAPH  COMPANY 

54  W.  Lafayette  Blvd.  Detroit,  Mich. 


If  CI  FV'Q  GRAPHITE  PHONT 
J  1    J  SPRING  LUBRICANO 

Haley's  Lubricant  makes  the  Motor  make  good 

Is  prepared  In  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.   Remains  in  its  original  form  indefinitely. 
Write  for  special  proposition  to  Jobbers. 
MANUFACTURED  BY 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 

Established  1853 


thus  aiding  the  clerk  to  tell  a  customer  just 
where  to  find  a  record. 

3.  That  the  German  titles  of  records  be 
changed  into  English  both  on  the  record  and  in 
the  catalog  as  far  as  possible,  and  that  they 
be  cross-indexed  in  the  catalog  so  that  the  Ger- 
man title  would  simply  refer  to  the  English  title, 
for  instance,  under  "Traumerei"  see  "Dreaming." 

It  was  suggested  at  the  meeting  that  the  sec- 
retaries of  the  various  associations  of  talking 
machine  dealers  throughout  the  country  keep 
in  touch  with  each  other  and  exchange  reports 
on  actions  taken  at  the  various  meetings  in  or- 
der to  bring  about  closer  co-operation  between 
the  organizations. 


MAKING  EXTENDED  TRIP  WEST 


H.  F.  Thornell,  General  Sales  Manager  of  Wil- 
son-Laird Phonograph  Co.,  Calling  on  Trade 
in  West  and  Canada — Doing  Well  With  the 
Phono-Lite  and  Other  Specialties 


H.  F.  Thornell,  general  sales  manager  of  the 
Wilson-Laird  Phonograph  Co.,  New  York,  sole 
distributor  for  the  Bliss  reproducer,  le'ft  New 
York  the  first  of  the  month  for  an  extended  trip, 
which  will  include  a  visit  to  the  leading  cities 
in  the  Middle  West,  and  also  a  call  upon  the 
trade  in  Canada.  Mr.  Thornell  expects  to  spend 
most  of  his  time  on  this  trip  with  manufacturers 
and  jobbers,  and  in  view  of  the  fact  that  many 
inquiries  have  been  received  the  past  few  weeks 
regarding  the  use  of  the  Bliss  reproducer,  he 
expects  to  close  several  important  deals  before 
returning  to  New  York. 

The  Wilson-Laird  Phonograph  Co.  has  also 
made  arrangements  whereby  it  has  become  the 
distributor  for  two  successful  lighting  devices; 
one  of  these  being  known  as  the  Phono-Lite, 
and  the  other  as  the  Disc-Lite.  Both  of  these 
lights  have  proven  very  successful  since  their 
introduction  to  the  trade,  and  Mr.  Thornell  ex- 
pects to  establish  several  distributing  connec- 
tions for  these  products  upon  his  present  trip. 

A  recent  department  inaugurated  by  this  com- 
pany in  order  to  co-operate  with  the  users  of 
the  Bliss  reproducer  is  known  as  the  "service 
department,"  and  this  department  will  aim  to 
assist  the  manufacturers  using  the  Bliss  repro- 
ducer along  practical  lines.  This  department 
will  be  under  the  general  supervision  of  Mr. 
Thornell,  whose  many  years'  experience  in  the 
talking  machine  industry  will  doubtless  be  re- 
flected in  the  service  rendered  the  manufac- 
turers. 


J.  NEWCOMB  BLACKMAN  HONORED 

J.  Newcomb  Blackmail,  president  of  the 
Blackmail  Talking  Machine  Co.,  New  York, 
Victor  wholesalers,  has  been  elected  a  member 
of  the  executive  committee  of  the  American  Fair 
Trade  League,  one  of  the  most  prominent  busi- 
ness organizations  in  the  country.  Mr.  Black- 
man  was  previously  a  member  of  the  advisory 
committee  of  the  league,  and  has  been  an  active 
worker  in  behalf  of  the  interests  of  this  or- 
ganization. The  executive  committee  of  the 
American  Fair  Trade  League  comprises  some 
of  the  most  successful  members  of  the  industrial 
world,  one  of  its  members  being  Louis  F.  Geiss- 
ler,  general  manager  of  the  Victor  Talking  Ma- 
chine Co. 


JOINS  U.  S.  MARINES 


Alfred  C.  Randolph,  who  has  been  associated 
with  the  local  wholesale  branch  of  the  Columbia 
Graphophone  Co.  for  the  past  six  years,  is  now 
a  member  of  the  157th  Company  of  the  U.  S. 
Marines,  and  is  stationed  at  present  at  Paris 
Island,  S.  C. 


July  IS,  1918 


THE   TALKING    MACHINE  WORLD 


43 


Advantages  of  Street  Gar  Advertising  Outlined 
for  the  Benefit  of  the  Dealer  :: 


"My  very  best  salesmen,  young  men  that  I 
had  trained  for  years,  joined  the  colors.  Yes, 
certainly,  1  was  glad  they  signed  up  with  Uncle 
Sam — I  encouraged  them,  but  later  I  found  it 
necessary  to  advertise  immediately  for  men  to 
replace  my  experienced  salesmen  temporarily. 
The  labor  market  had  apparently  gone  dry. 
Then  I  realized  that  energetic,  experienced  sales- 


Sacred  Music 

on  the 

Victrola 


ybu  may  enjoy  your  favorite  Hymns  anytime 


The  Appeal  to  the  Church-Goer 

men  were  becoming  increasingly  difficult  to  se- 
cure. 

"To  increase  my  local  advertising  seemed  the 
only  possible  way  to  fill  in  the  breach.  Yes,  it 
paid.  While  it's  not  business  'better  than 
usual,'  it's  business  on  a  most  satisfactory  'pay- 
ing basis.'     Your  street  car  cards  helped  me 


With  a 


may  choose 
ownp^li 


For  the  Interest  of  the  Music  Lover 

when  I  needed  help,  and  I  shall  continue  to 
use  them." 

The  foregoing  by  an  enterprising  Victor  mer- 
chant prompts  us  to  bring  to  your  attention 
the  value  of  street  car  advertising  in  order  that 
you  may  keep  your  business  on  the  same  "pay- 


ing basis."  Our  Uncle  Sam  comes  first,  but 
downhill  business  won't  help  win  the  war. 
Thrift  and  prosperity  will. 

Of  all  the  better-known  forms  of  publicity, 
street  car  advertising  is  perhaps  one  of  the  most 
effective  methods  of  reaching  the  greatest  num- 
ber of  people  at  a  minimum  of  expense.  No 
one  will  deny  that  our  national  advertising  is 
far  reaching  and  influ- 
ential, yet  there  is  a 
gap  that  every  Victor 
merchant  should  fill. 
While  we  can  and  do 
create  the  demand,  you 
can  with  profit  to  your- 
self inform  the  people 
of  your  community  that 
you  stand  ready  to 
serve  them.  Years  ago 
we  concluded  to  as- 
s  u  m  e  a  considerable 
j   portion  of  the  expense 

 of   lu.  al    street    ear  ad- 

vertising.  Our  share  is 
to  supply  attractive  cards,  beautifully  printed  or 
lithographed  in  four  or  more  brilliant  colors. 
Furthermore,  we  imprint  your  name  and  address 
on  as  many  cards  as  you  contract  to  use.  Right 
now  we  have  in  stock  sixteen  different  styles, 
each  particular  style  carrying  a  convincing  mes- 
sage, readable  at  a  single  glance,  a  message  that 
couples  your  name  with  our  national 
advertising,  designed  to  catch  the 
eye  of  prospective  customers  when 
they  are  in  a  most  favorable  posi- 
tion. Conditions  favor  in  the  high- 
est degree  the  enterprising  merchant 
who  realizes  the  possibilities  of  ad- 
vertising to  the  passengers  on  street 
railways  very  often  confronted  with 
a  long,  uninteresting  ride  with  noth- 
ing to  occupy  their  immediate  at- 
tention. Furthermore,  they  may  in- 
tend to  shop  in  your  very  neighbor- 
hood, -yes,  even  in  the  store  next 
door  to  you. 

If  you  prefer  to  determine  for 
the  value  of  street  car  advertising, 
on  a  small  scale,  probably  beginning 


::      By  W.  Leroy  Marshall 

Advertising  Dep't  Victor  Co. 

advertisement  day  by  day.  Street  car  adver- 
tising will  back  up  the  efforts  of  your  sales  or- 
ganization as  well  as  fill  in  the  breach  created 
by  the  shortage  of  efficient  salesmen. 

A  postal  card  will  bring  you  samples  and  sug- 
gestions, if  you  desire.  If  you  want  blank  cards 
for  your  show  window,  they  may  be  secured 
from  the  wholesaler.     Imprinted  cards  may  be 


The  Argument  for  the  Summer  Hostess 

ordered  direct  from  the  Victor  Co.  This  is  in 
vei  y  truth  the  age  of  advertising  and  talking 
machine  men  must  not  lag  behind.' 


MUSIC  FORJTHE  ITALIANS 

American  Red  Cross  Places  Orders  So  That 
Music  May  Play  Its  Part  on  the  Italian  Front 


yourself 
start  in 

with  those  cars  that  pass  your  store  or  within  a 
few  blocks  of  your  store.  The  cost  in  prac- 
tically every  case  is  relatively  small  as  compared 
to  the  number  of  people  that  will  read  your 


Finding  that  twenty-five  out  of  every  hundred 
Italian  soldiers  stopping  at  the  rolling  canteens 
of  the  American  Red  Cross  along  the  Italian 
front  are  able  to  play  some  instrument,  Lieuten- 
ant McKay,  in  charge,  has  ordered  a  number  of 
mandolins  and  guitars.  From  volunteers  he 
has  organized  an  orchestra  to  entertain  the  two 
thousand  to  twenty-five  hundred  men  who  daily 
enjoy  bread,  jam,  hot  coffee  and  cigarettes  at 
the  canteen.  The  personnel  of  the  orchestra 
changes  as  the  men  come  and  go  to  the  front. 
The  talking  machine,  which  plays  when  the  or- 
chestra is  not  on  duty,  has  proved  so  popular 
that  it  will  be  loaded  on  a  mule  and  sent  to 
outlying  batteries  along  the  Italian  front. 


The  Automatic  Entertainers  Corp.,  of  Manhat- 
tan, was  incorporated  at  Albany  this  week,  for 
the  purpose  of  conducting  a  phonograph  busi- 
ness. Capital  $25,000.  Those  interested  are 
P.  J.  Donohue,  W.  J.  Kelly  and  W.  J.  Peavey. 


The  New  Phonograph 

(phon  d  ^mour 


The  New  Wonder 


that 


no 


Reproducer  Our  patented  diaphragm  and  reproducer  give 
clean,  clear,  snappy,  mellow  tone.  There  is 
mushiness,  no  sharp  or  tinny  sound.  Our  reproducer  is  suited  for 
every  purpose.  It  is  adapted  for  brass  band,  popular  song  work, 
for  violin  and  piano  solos  and  for  operatic  sopranos,  taking  the  high 
notes  with  such  clearness  and  distinctness  that  it  is  the  marvel  of 
musicians  and  singers  of  renown. 


Copyright,  1917,  by 
The  Fritzsch  Phonograph 
Trade  Mark 


Co. 


THE  FRITZSCH  PHONOGRAPH  COMPANY 

228-230  West  7th  Street  CINCINNATI,  OHIO 


44 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


CLOSED 


Convenient — Compact — 
Solid — Knock- proof — 
Weather-proof 

Strong  fibre  case  coated  inside  and 
out  with  water-proof  varnish.  Army 
Green  color. 


List  Price  $65 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place 
of  needles.    It  need  not  be  changed.  • 

Long  Life  to  Records 

The  Pathe  Sapphire  Ball  cannot  possibly 
cut,  grind,  rip  or  mar  the  record's  sur- 
face. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  in- 
crease or  decrease  the  tonal  volume  of  the 
Pathe  Phonograph  at  will. 

Plays  All  Records 

Each  Pathe  Phonograph  plays  not  only 
Pathe  Records,  but  all  other  makes  of 
disc  records,  and  plays  them  perfectly. 


Here  it  is! 

the  New 


MURATORE— Exclusive  Pathe  Artist 


Army  and  Navy  Model 

The  newest  portable  model  of  the  Pathe 
Phonograph. 

The  only  Phonograph  ready  just  as  it  stands 
to  ship  or  take  into  an  automobile.  No 
packing  to  bother  with  at  all.  Just  let  down 
the  cover  and  lock. 

The  first — the  only  Phonograph  entirely  suit- 
able to  sell  those  who  want  a  phonograph 
for 

— Travel  or  Vacation — Camp  Use. 
— Soldiers  in  Camp  and  Trenches. 
— Sailors  in  Barracks  or  on  Board  Ship. 
Write  for  Pathe  Dealer  Proposition. 

Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


45 


■Some  of  the  New  Pathe  Records- 


20385 


20388 


20391 


20392 


20393 


[HAWAIIAN  NIGHTS— Waltzes.  Lou- 
ise and  Ferera  Hawaiian  Orchestra.      L  10-in. 

I  SOMEWHERE  IN  HAWAII.    Louise  |  75c. 

[    and  Ferera  Hawaiian  Orchestra. 

rWON'T  YOU  BE  A  DEAR,  DEAR 

|    DADDY?    The  Farber  Girls. 

|  THEY  WERE  ALL  OUT  OF  STEP 

I   BUT  JIM.  Constance  Farber,  Contralto. 

fWE  STOPPED  THEM  AT  THE 
MARNE.  Arthur  Fields  and  Invinci- 
ble Four. 

IF  HE  CAN  FIGHT  LIKE  HE  CAN 
LOVE,  GOOD-NIGHT  GERMANY! 
Arthur  Fields,  Baritone. 
/THOSE  DRAFTIN'  BLUES.  Arthur 

Collins,  Baritone. 
J  IF   YOU'RE   CRAZY   ABOUT  THE 
WOMEN,  YOU'RE  NOT  CRAZY  AT 
I    ALL.   Joe  Remington,  Baritone. 
rYOUR  LIPS  ARE  NO  MAN'S  LAND 
J    BUT  MINE.   Campbell  and  Burr 
OUR  COUNTRY'S  IN  IT  NOW. 
I   vincible  Four  (Male  Quartet). 


10-in. 
75c. 


10-in. 
75c. 


10-in. 
"  75c. 


>  10-in. 
In- J  75c. 


29207  1 


MILITARY  WALTZ.  American  Re- 
public Band. 
WHILE  THE  INCENSE  IS  BURN- 
ING (Medley  Fox-trot).  Intro.:  "Rose 
Room  Fox-trot."  American  Republic 
Band. 

rTEN  LITTLE  BRIDESMAIDS.  Jack^ 
Norworth,  Baritone. 
29208 STOPPED,  AND  I  LOOKED,  AND 
I  LISTENED!    Jack  Norworth,  Bari- 
<■    tone.  J 

/-THERE'S  A  LONG,  LONG  TRAIL.l 
25016  >    Per?y  Hemus  and  His  Buddy  Boys. 


.  12-in. 
'$1.00 


KHAKI  SAMMY. 
I  tone. 


Percy  Hemus,  Bari- 


71002  ^ 


OH!  LOOK!  Medley  Fox-trot.  Intro.: 
"Typical  Topical  Tunes,"  "A  Kiss  For 
Cinderella,"  "I'm  Always  Chasing  Rain- 
bows."   American  Republic  Band. 

SWEET  LITTLE  BUTTERCUP  Med- 
ley One-step.  Intro.:  "Cleopatra"  from 
"Sinbad."  American  Republic  Band. 


12-in. 
$1.00 


10-in. 
$1.00 


14-in. 
$1.25 


Summer 


Everybody  stocking  up  on  popular 
records. 

Buying  the  most  of  the  Dealer  with 
the  most,  newest  popular  hits. 

Run  your  eye  over  the  partial  list  of 
Pathe's  "newest." 

Right !  You  certainly  should  write  to 


Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


Claudia  Muzio 

Exclusive  Pathe  Artist 


46 


THE   TALKING    MACHINE  WORLD 


July  IS,  1918 


BLUE  DEVILS  ENTERTAINED  AT  EDISON  LABORATORIES 

Famous  French  Soldiers  Spend  Enjoyable  Day  as  Guests  of  Thomas  A.  Edison  and  Mrs.  Edison- 
Presented  With  Army  and  Navy  Model  Edison  Phonograph — Mrs.  Edison  Host  at  Luncheon 


Monday  morning,  June  17,  the  employes  of 
Thomas  A.  Edison,  Inc.,  Orange,  N.  J.,  were 
thrilled  with  the  news  that  a  number  of  the  Blue 
Devils  of  France  would  pay  a  visit  to  the  Edison 


ranks,  marched  out  of  the  laboratory  and  around 
to  a  specially-constructed  platform  to  receive 
the  cheers  of  the  Edison  workers. 

They  were  introduced  by  Mr.  Meadowcroft, 
Mr.  Edison's  assistant,  and  then  Sergeant  P.  A. 
Servet  delivered  a  very  appropriate  speech,  em- 
phasizig  the  love  of  France  for  America,  say- 
ing in  part:  "We  men  of  France  are  aware  of 
how  much  America  loves  our  country.  You 
people  in  America  can  have  no  idea  of  how 
France  loves  America."  The  cheers  that 
greeted  this  remark  left  no  doubt  in  the  hearts 
or  minds  of  these  gallant  fighters  of  America's 
love  for  France. 

Master   Tester   Steel,   an   American    boy  of 


Banner,"  led  by  the  Edison  band.  A  few  more 
pictures  were  taken  and  then  came  an  unex- 
pected and  delightful  surprise.  The  Blue  Devils 
sang  one  of  their  own  battle  songs,  which 
aroused  tremendous  enthusiasm. 

Through  a  densely  packed  crowd  the  Chas- 
seurs Alpines  worked  their  way  to  the  waiting 
automobiles  and  were  driven  to  Mr.  Edison's 
home,  where  Mrs.  Edison  and  members  of  the 
Women's  Club  of  the  Oranges  acted  as  hos- 
tesses-. Lunch  was  served  on  the  broad  green 
lawns;  and  while  the  soldiers  of  France  enjoyed 
the  famous  hospitality  of  Llewellyn  Park,  the 
Edison  Choral  Society  and  Edison  band  fur- 
nished the  music. 

After  luncheon  the  party  returned  to  the 
storage  battery  building,  and  under  the  guidance 
of  R.  A.  Bachman  inspected  the  plant  from  roof 
to  cellar.  These  soldiers  know  the  need  of 
storage  batteries  and  Edison  storage  batteries 


Characteristic  Pose  of  Mr.  Edison 

Mr.  Meadowcroft,  His  Chief  Assistant,  Is  Explaining  What 
Is  Desired  of  the  "Wizard" 

laboratories.     About  12  o'clock  they  arrived  in 

automobiles  driven  by  members  of  the  Newark 

and    Orange    National    League    for  Women's 

Service. 

As  these  French  heroes  entered  the  gates  of 
the  old  red  laboratory  building  at  Lakeside 
avenue  and  Valley  road  Mr.  Edison  appeared  to 
personally  welcome  them.  Each,  member  was 
introduced  to  Mr.  Edison,  who  presented  them 
with  an  Army  and  Navy  model  and  a  choice 
selection  of  the  new  Velvet  Surface  Re-Crea- 
tions.  When  these  fighters  return  to  their  be- 
loved France  they  will  carry  with  them  this 
pleasant  reminder  of  one  of  the  greatest  Ameri- 
cans they  have  met  on  their  visit  to  America. 

After  a  number  of  pictures  had  been  taken  and 
the  Mutual  film  man  had  ground  out  a  few 
hundred    feet   of  film,   the    Chasseurs  formed 


Mr.  and  Mrs.  Edison  and  the  Army  and  Navy  Model  Phonograph  Presented  to  the  Blue  Devils 


French  parentage,  then  sang  "La  Marseillaise," 
and  the  crowd  answered  with  the  "Star  Spangled 


One  of  Many  Groups  of  "Blue  Devils"  Guests  of  Mrs.  Edison  at  Luncheon  at  Llewellyn  Park 


are  well  known  to  them.  Sergeant  Servet  was 
prevailed  upon  to  say  a  few  words  to  the  work- 
ers and  responded  as  follows: 

"You  soldiers  of  the  factory,  we  soldiers  of 
France  greet  you.  This  war  will  be  won  by 
the  country  who  has  the  most  men,  guns,  am- 
munition and  airplanes.     Particularly  airplanes. 

"Your  job  here  is  as  noble  as  the  soldier's. 
You  are  doing  a  wonderful  work  for  your  coun- 
try and  the  Allies  by  your  hard  work.  The  re- 
sults of  your  labors  are  absolutely  needed  by 
the  men  at  the  front.  The  soldiers  are  waiting 
for  you — waiting  for  your  work. 

"You  have  been  informed  of  the  impossibility 
of  successful  warfare  without  aviation.  Every 
commander,  before  he  attacks,  must  know  all 
possible  about  what  is  happening  with  the 
enemy,  how  he  is  situated  and  the  ground  to  be 
fought  over.  The  aviators  furnish  this  infor- 
mation. What  you  are  doing  here  will  build  up 
aviation  and  aid  materially  in  winning  the  war. 

"If  airplanes  are  the  eyes  of  the  army,  then 
you  are  the  optical  nerves. 

"I  was  amazed  to  learn  to-day  that  during  the 
first  six  months  of  the  war  there  were  2,500 
strikes  in  America.  The  war  can  never  be  won 
if  the  country  is  divided  this  way.  You  must 
all  work  together. 

"In  my  travels  around  I  have  been  surprised, 
and  at  times  grieved,  by  the  vast  amount  of 
materia!  lying  around  and  the  delays.  The 
best  message  I  can  leave  for  you  is  'speed  up.' 
Forget  your  differences,  bend  all  your  energies 
toward  winning  the  war  and  win  we  shall." 

After  each  of  the  Blue  Devils  had  signed  Mrs. 
Edison's  guest  book,  they  were  driven  back  to 
New  York. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


47 


SHEDDING  A  LITTLE  SUNSHINE  INTO  A  GLOOM  RETORT 

How  a  Wise  Kid  Gets  Hep  to  a  Talking  Machine  Problem  and  Takes  the  Morgue  Out  of  Mortgage 
— Feeding  Classic  Acorns  to  the  Musical  Nuts  and  Making  Them  Like  It — Likewise  Sticking 
the  Indian  Sign  on  the  Pessimist — Get  Jerry  to  This  Stuff,  It's  the  Right  "Talker"  Dope 


A  couple  of  months  ago  there  was  a  gink  in 
a  small  burg  in  the  East  who  kidded  himself 
that  he  was  a  talking  machine  dealer,  but  who, 
when  it  came  to  the  low  down,  was  simply  an 
apostle  of  gloom  hanging  out  in  a  store  stocked 
with  machines  and  records  and  with  his  John 
Hancock  over  the  door.  For  a  live  guy  to 
stroll  into  this  bird's  headquarters  even  on  a 
sunshiny  day  was  like  stepping  into  the  morgue 
after  a  catastrophe.  He  cried  so  much  over 
hard  times  and  war  conditions  that  the  damp- 
ness rusted  the  springs  on  the  machines  and 
even  streaked  the  wall  paper.  To  hear  him  tell 
it,  the  world  in  general,  and  the  talking  ma- 
chine business  in  particular,  was  tougher  than 
a  pawnbroker's  heart.  Naturally  the  kale  ran 
low  in  the  till.  It  was  a  case  of  all  going  out 
and  nothing  coming  in.  Talking  machine  own- 
ers who  wanted  to  go  to  funerals  preferred  to 
enjoy  the  ride  in  a  hack  rather  than  to  listen 
to  the  old  boy  cry  and,  therefore,  bought  their 
records  somewhere  else,  where  the  purveyor 
managed  to  smile  a  little  even  if  it  hurt. 

With  no  trade  to  encourage  his  agony,  this 
near  dealer  amused  himself  by  counting  up  his 
machines  and  trying  to  figure  out  how  long  they 
would  keep  him  in  business.  Then  he  would 
look  at  his  stock  of  popular  records  and  throw 
a  spasm  that  would  keep  him  in  despair  for  the 
rest  of  the  day.  Every  time  the  mail  man  came 
he  got  an  attack  of  blind  staggers,  for  when- 
ever he  sent  off  an  order  for  a  case  full  of  nice 
ptetty  new  records,  all  he  got  in  return  was 
a  little  package  of  discs  by  mail  that  looked 
about  the  size  of  a  chorus  girl's  wardrobe. 
After  every  delivery  of  mail,  the  only  thing 
that  kept  the  old  bird  from  pulling  a  finale  via 
the  gas  route  was  because  the  meter  was  locked 
and  he  used  electricity  to  light  his  store.  The 
result  was  that  his  upper  structure  went  blooey 


and  he  was  carted  away  lying  down  in  a  pretty 
black  wagon  labeled  "ambulance." 

Naturally  the  wife  had  to  eat  and  bring  up 
the  family,  so  the  only  thing  to  do  was  to  hire  a 
clerk  until  the  business  was  wound  up,  or  the 
old  man  again  returned  and  completed  the 
wreck.  The  error  was  checked  up  in  the  old 
lady's  batting  average  when  she  happened  to 
hire  a  youthful  proposition  who  still  had  some 
pep  in  him.  He  still  had  a  few  weeks  to  work 
before  the  draft  got  him,  and  didn't  care  where 
he  hung  his  hat.  The  new  man  took  one  look 
at  the  store  and  began  to  cry  himself,  more  in 
sorrow  than  in  anger.  Then  having  nothing 
else  to  do  he  polished  up  the  machines,  took  a 
shovel  and  scraped  the  window  to  let  the  light 
in,  and  mowed  the  floor.  After  much  effort 
the  store  lost  its  air  of  antiquity. 

Still  having  a  little  leisure  on  his  hands,  the 
kid  slips  on  a  few  records  to  entertain  himself 
and  dissipate  the  gloom.  A  swell  frail  blow- 
ing by  the  store  falls  for  the  high  brow  stuff, 
and  saunters  in  to  find  out  whence  comes  the 
melody.  She  slips  the  kid  the  info  and  it's  the 
record  she's  been  looking  for  for  yea  these  many 
moons  and  demands  another  set-up  of  the  same. 
The  answer  is  that  she  hits  the  sidewalk  ten 
seeds  shy,  but  with  eight  slabs  of  symphonies 
under  her  wing.  The  kid  tries  the  cash  register 
but  it's  jammed.  He  hides  the  money  and 
rings  up  the  sale  the  next  day  after  he  has 
soaked  the  keys  in  crude  oil.  The  shock  of  hav- 
ing real  money  in  it  knocked  four  of  the  cash 
register's  keys  out  of  commission. 

The  kid  is  musical.  He  grabs  off  the  classic 
stuff  inside,  because  he  gets  sick  of  the  jazz 
stuff  outside  the  store.  By  and  by  other  mu- 
sical nuts  blow  in  and  get  their  fill  of  the  music 
that  made  the  foreigners  famous.  The  kid  had 
to  order  more  records,  and  not  a  popular  one 


on  the  list,  and  the  wholesaler  was  so  surprised 
he  forgot  to  ask  for  the  mazuma.  The  first 
frail  breezes  in  again  with  a  lot  of  new  Janes 
and  a  couple  of  jobbies  whose  chief  labor  con- 
sists of  working  the  old  man's  check  book. 
In  about  three  weeks  the  kid  was  being  asked 
out  to  tea  and  to  give  his  advice  on  musical 
subjects.  He  was  there  with  both  feet  and  a 
tongue  and  copped  off  all  the  business  there 
was.  The  kind  of  records  he  was  selling  was 
the  kind  that  could  be  bought  from  the  whole- 
saler any  time  without  trouble,  and  the  orders 
came  through  98  per  cent,  clean  without  a  slip 
up. 

The  machines  started  to  wiggle  their  castors 
and  move  out  and  the  old  lady  started  sniffing 
gasoline,  so  she  could  get  used  to  the  bus  she 
was  going  to  buy  when  a  little  more  money 
came  in,  and  leave  it  to  the  kid  to  get  his  while 
the  getting  was  good.  He  picked  up  some  info 
from  the  trade  sheets  and.  the  company's  dope 
book  and  was  heeled  for  bear.  He  was  wise  to  the 
fact  that  he  could  sell  the  records  he  had  and 
could  get,  and  need  not  waste  his  time  on  the 
jazz  stuff  that  was  away  below  par  to  keep  go- 
ing. In  short,  he  turned  the  joint  upside  down 
and  kept  it  as  crowded  with  class  as  the  tango 
parlor  on  the  Avenue. 

Finally  the  old  man  who  owns  the  store  gets 
wise  to  himself  and  blows  out  of  the  nut  fac- 
tory for  home.  He  walks  in  the  store,  takes 
one  glance,  then  goes  bugs  again — the  shock  is 
too  much,  and  the  old  lady  might  just  as  well 
have  been  a  widow.  Give  the  kid  about  one 
year  more  and  he  will  about  own  that  store  and 
a  few  more. 

Moral:  There  isn't  any  moral  to  it,  except  to 
sell  the  stock  on  hand  instead  of  what  you  hope 
to  get. 


SECURE  COLUMBIA  AGENCY 


The  Austin  Furniture  Co.,  540  North  Cicero 
street,  Austin,  111.,  has  just  taken  the  agency  for 
the  Columbia  Grafonolas  a'nd  records,  and  has 
opened  a  large  department  to  handle  that  line. 


"Unlike  All  Other  Phonographs" 


Cheney 

PHONOGRAPH 

^lays  all  records -better 

It  is  different — because  it  embodies  an  entirely  new  appli- 
cation of  acoustic  principles  to  the  problem  of  sound  repro- 
duction  (covered  by  new  basic  patents). 


Many  phonographs  play  all 
records  —  only  the  Cheney 
plays   all    records  —  better. 


Different — because  it  is  not  a  meg' 
aphone  type  instrument. 

Different — because  it  does  play  all 
records  better. 

Different — because  it  reproduces  the 
human  voice,  violin,  piano  and  all 
other  instruments  so  literally,  that 
the  very  personality  of  the  artist  is 
revealed. 

Different — because  each  individual 
Cabinet  is  a  gem,  executed  by  master 


artisans  of  the  Berkey  Gay  facto- 
ries,  accepted  leaders  and  creators  of 
the  world's  finest  furniture. 

Different — because  the  tone  and 
appearance  of  the  instrument  endears 
itself  perpetually  to  its  purchaser. 

Different — because  our  agency  prop- 
osition  is  more  attractive. 

Different—  because  we  put  behind 
you  a  liberal  advertising  plan  which 
benefits  you  directly. 


Six  Cheney  Models,  $60  to  $300       Art  Models,  $250  to  $2,000 


We  invite  correspondence 


Cheney  Talking  Machine  company 

24  No.  Wabash  Ave.,  Chicago 


48 


THE   TALKING   MACHINE  WORLD 


LISTEN!  ■ 

DID  YOU  HEAR  THE  NEW  TEN  INCH 

Operaphone 
Reco  rds 

Order  Now  From  A  Catalog  of  300  Selections 

We  want  every  dealer  who  sells  talking  machines  equipped  with  a  Universal  tone  arm  to 
sell  Operaphone  Records.    "One  sells  the  other." 

If  you  are  selling  phonographs  then  you  should  sell  records  to  play  on  them. 

Why  lose  the  extra  profit  that  belongs  to  you  by  allowing  your  machine  customer  to  go 

elsewhere  to  buy  records. 

Records  Are  the  Only  Excuse  for  Phonographs 

Operaphone  Records  are  absolutely  independent  and  are  manufactured  from  start  to  finish 
in  our  own  factory  at  Long  Island  City,  New  York. 

Operaphone  Records  are  known  from  coast  to  coast  because  they  are  the  original  steel 
needle  vertical  cut  records  and  all  others  are  imitators. 


5138 


Here  Are  a  Few  of  the  Latest  Broadway  Hits  That  Will  Sell  on  Demonstration 

(  What  Are  You  Going  To  Do  To  Help 
5137)  The  Boys? 

(  Rock-A-Bye  Baby  With  A  Dixie  Melody 
f  I'm  Sony  I  Made  You  Cry 


i  4N'  Everything,  from  "Sinbad" 
5136  \  Winter  Garden  Show 

(  K-K-K-Katy 


5142 


(  The  Last  Long  Mile,  "Toot,  Toot" 
(  She's  The  Daughter  Of  Rosie  O'Grady 

Lorraine,  My  Beautiful  Alsace  Lorraine 
Where  The  Morning  Glories  Grow 


5145 


5140 


1  Homeward  Bounc 

(  Good-Bye,  Barney  Boy 

(  Lafayette,  We  Hear  You  Calling 


Prompt  deliveries  all  the  time.    Splendid  Window  Display 
Write  at  once  for  our  proposition  and  get  at  the  profits 

OPERAPHONE  COMPANY,  Inc. 

Long  Island  City,  New  York 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


49 


Happenings  in  Dominion  of  Canada 


TORONTO  TRADE  KEEPS  UP  A  LIVELY  PACE  THIS  SUMMER 

Frank  Oldfield  Signs  Contract  With  Pathe  Freres  Co.  to  Make  Records — Revised  Prices  An- 
nounced on  Columbia  Grafonolas  and  Records — Many  Members  of  the  Trade  Join  Army 


Toronto,  Ont.,  July  5— The  popular  Toronto 
singer,  Frank  Oldfield,  has  signed  an  exclusive 
contract  with  the  Pathe  Freres  Phonograph  Co., 
of  Canada,  to  make  records  for  them.  He  has 
already  recorded  several  selections  from  his  ex- 
tensive repertoire  and  these  records  will  short- 
ly be  on  sale  at  all  Pathe  dealers.  Included  in 
the  selections  is  "Sussex  by  the  Sea,"  the  song 
which  Mr.  Oldfield  made  famous  in  Canada. 

The  Music  Supply  Co.  and  the  Victrola  Serv- 
ice Co.  are  two.  new  companies  recently  regis- 
tered in  Toronto. 

Youthful  local  talent  was  much  in  evidence 
at  the  Children's  Hour  of  Music  held  recently  in 
Williams'  recital  hall.  After  the  introductory 
feature  which  was  a  description  of  the  opera 
"The  Flying  Dutchman,"  accompanied  by  some 
of  the  outstanding  numbers  from  the  opera  re- 
created on  the  Edison  phonograph  the  remain- 
ing portion  of  the  program  was  carried  out  al- 
most entirely  by  the  children  attending.  The 
Children's  Musical  Hours  every  Saturday  morn- 
ing proved  very  popular  with  the  school  chil- 
dren of  Toronto. 

Massey  Hall  was  filled  to  overflowing  quite 
lately  when  Mme.  Galli-Curci  made  her  sec- 
ond appearance  in  this  city.  Every  foot  of 
available  space  was  occupied,  it  being  neces- 
sary to  place  several  hundred  chairs  upon  the 
stage.  Both  visits  have  been  great  triumphs 
for  the  gifted  singer,  and  needless  to  say  His 
Master's  Voice  dealers  shared  in  a  large  distribu- 
tion of  her  records. 

F.  Irving  Brown  has  just  resigned  the  posi- 
tion of  manager  of  the  Victrola  department  of 
the  Robert  Simpson  Co.,  Ltd.,  to  enter  the 
army.  Soon  after  Mr.  Brown's  joining  the 
Simpson  Co.  organization  in  the  autumn  of 
1917  the  department  took  on  "His  Master's 
Voice"  lines  exclusively  and  an  active  and  ex- 
tensive business  has  been  worked  up. 

James  T.  Bradt,  general  manager  for  Canada, 
for  the  Columbia  Graphophone  Co.,  recently  ad- 
dressed a  letter  to  the  company's  dealers  advis- 
ing them  of  the  revised  prices  on  Columbia  ma- 
chines and  records  following  the  Government's 
action  in  imposing  the  recent  10  per  cent,  war 
tax.  The  fact  was  specially  emphasized  that 
in  increasing  prices  the  company  had  seen  to 
it  that  the  dealers'  percentage  of  profit  had  not 
been  reduced. 

The  new  prices  are:  Grafonola — Type  A,  $27; 
B,  $42;  C,  $65;  D,  $80;  E,  $125;  F,  $140;  G,  $160; 
H,  $175;  K,  $240;  L,  $300,  and  Type  X,  $110; 
Type  G,  electric,  $200;  H,  $210;  K,  $275;  L,  $335, 
and  horn  Grafonola  for  schools,  $100;  ten-inch 
records,  heretofore  listed  at  85  cents,  90  cents. 

On  the  occasion  of  the  recent  visit  to  Toronto 
of  Carolina  Lazzari,  the  Chicago  Grand  Opera 
contralto,  and  Arthur  Middleton,  formerly  of 
the  Metropolitan  Opera  Co.,  a  reception  was 
tendered  these  artists  by  R.  S.  Williams  &  Sons 
Co.,  Ltd.,  at  the  Williams'  recital  hall.  A  se- 
lect list  of  music  lovers  were  asked  by  private 
invitation  to  meet  the  singers  in  a  social  way. 

To  R.  G.  Cordingly,  of  Brockville,  distributor 
in  Eastern  Ontario  of  the  Aeolian-Vocalion, 
goes  the  sympathy  of  many  trade  and  personal 
friends,  in  the  death  of  his  wife.  After  a  very 
short  illness  Mrs.  Cordingly  succumbed  to  an 
attack  of  pneumonia. 

Word  has  been  received  that  Sergeant  B.  A. 
Trestrail,  of  the  United  States  Army  Medical 
Corps,  has  arrived  safely  in  England.  Before 
enlisting  he  was  a  popular  member  of  the  R.  S. 
Williams  &  Sons  Co.,  Ltd.,  Toronto  staff. 

Brunswick  phonograph  trade  made  a  material 
advance  during  the  informal  opening  of  the  new 
art  parlors  and  recital  hall  at  Stanley  Piano 
Buildine  this  month.     Extra  space  was  badly 


needed,  as  the  previous  facilities  were  out- 
grown. The  new  floor  is  what  was  formerly  the 
art  gallery. 

George  L.  Andre,  well  known  in  advertising 
circles  "in  Toronto  and  elsewhere,"  and  who  for 
several  years  conducted  the  publicity  depart- 
ment of  Mason  &  Risch,  Ltd.,  has  been  ap- 
pointed advertising  manager  of  the  Pathe  Freres 
Phonograph  Co.,  of  Canada,  Ltd.,  with  headquar- 
ters in  Toronto. 


Montreal,  Que.,  July  5. — The  Exclusive  Pho- 
nograph Shop,  with  Geo.  S.  Pequegnat,  the  well- 
known  phonograph  expert  salesman,  as  manager, 
practically  guarantees  the  success  of  Montreal's 
latest  addition  to  the  talker  field.  This  store 
was  opened  to  the  public  on  June  15,  and  has 
been  pronounced  by  experts  to  be  one  of  the 
best-equipped  phonograph  stores  in  the  Domin- 
ion. No  detail  has  been  overlooked  in  study- 
ing the  comfort  and  requirements  of  their  pa- 
trons. The  Pathe,  Aeolian-Vocalion  and  Lyric 
machines  are  being  featured  with  Pathe,  Colum- 
bia, Lyric,  Gennett  and  Aeolian-Vocalion  rec- 
ords. Sales  of  both  machines  and  records  at 
date  of  writing  far  surpass  this  firm's  fondest 
expectations,  and  taking  into  consideration  the 
particular  season  of  the  year  augur  well  for 
the  future. 

At  the  monthly  meeting  of  the  employes  and 
sales  staff  of  Layton  Bros,  held  recently  it  was 
decided  to  donate  one  Army  and  Navy  model 
of  the  New  Edison  phonograph  to  the  Twenty- 
third  Reserve  Battalion  of  Montreal,  together 
with  a  selection  of  records.  This  step  was  taken 
by  the  employes  following  the  return  from  the 
New  York  conference  of  W.  W.  O'Hara,  sales 
manager,  and  Mr.  Brennand,  the  manager  of 
this  concern's  phonograph  department,  who  told 
of  the  Army  and  Navy  phonograph  being  made 
by  T.  A.  Edison  for  use  on  transports,  in  the 
trenches  and  every  place  where  soldiers  are. 

The  committee  in  charge  of  the  Soldiers' 
Home  on  d'Auteuil,  Quebec  (le  chez  Nous  du 
Soldat),  have  just  purchased  from  Gauvin  & 
Courchesne  a  Victor  No.  X  machine  and  a  fine 
collection  of  Victor  records. 

There  were  imported  into  Canada  during 
1913  phonographs  and  records  to  the  value  of 
$723,652;  in  1917  this  was  increased  to  $1,- 
731,380. 

Goodwin's,  Ltd.,  of  Montreal,  one  of  the 
largest  and  best-known  department  stores  in 
Canada,  have  qualified  with  Berliner  Gramo- 
phone Co.,  Ltd.,  as  dealers  of  "His  Master's 
Voice"  records.  Goodwin's,  Ltd.,  have  con- 
ducted a  phonograph  department  for  several 
years,  but  now  confine  themselves  exclusively  to 
the  Victor  lines.     We  understand  that  Good- 


The  Starr  Co.,  of  Canada,  have  just  celebrated 
the  first  anniversary  of  their  entering  business 
by  removing  into  a  new  store  on  Dundas  street, 
London,  where  much  larger  quarters  are  avail- 
able. 

Otis  C.  Dorian,  general  manager  of  the  Pathe 
Freres  Phonograph  Co.,  of  Canada,  Ltd.,  has 
left  on  an  extended  trip  through  the  Canadian 
West. 

Among  the  new  literature  issued  by  Musical 
Instruments,  Ltd.,  Toronto,  manufacturers  of  the 
Cecilian  Concertphone,  is  a  dainty  two-colored 
folder,  illustrating  five  different  types.  This  is 
for  distribution  by  Cecilian  dealers  among  pro- 
spective purchasers. 


win's,  Ltd.,  are  entering  on  an  aggressive  cam- 
paign to  feature  "His  Master's  Voice"  products 
and  their  service  in  this  connection. 

During  the  recent  visit  to  Montreal  of  Caro- 
line Lazzari  this  famous  Edison  artiste  called 
at  the  showrooms  of  Layton  Bros,  and  pre- 
sented them  with  an  autographed  photo  of  her- 
self, which  is  now  framed  and  hung  in  the  Edi- 
son Salon. 

"While  a  great  many  of  our  customers  are  out 
of  town  for  the  summer  months  we  are  han- 
dling a  goodly  number  of  Columbia  Grafonolas, 
Pathe  and  Sonora  machines,"  said  C.  W.  Lind- 
say, Ltd.  "A  considerable  number  of  our  pa- 
trons stocked  up  heavily  on  Columbia  and  Pathe 
records  before  proceeding  to  the  country  which 
helped  considerably  to  swell  our  month's  total 
volume  of  business."  This  firm  are  displaying 
in  their  handsome  show  windows  a  number  of 
Sonora  portable  models. 

Layton  Bros,  are  delighted  with  the  new  Vel- 
vet Surface  records.  W.  W."  O'Hara,  sales 
manager  of  this  firm,  who  attended  the  conven- 
tion of  Edison  dealers  and  addressed  that  body, 
returned  home  from  New  York  full  of  new  ideas 
which  he  intends  putting  into  practice  at  an 
early  date. 

Miss  Vezina,  of  Almy's,  Ltd.,  still  continues  to 
find  customers  for  Columbia  goods  and  quotes 
a  number  of  cash  sales  for  the  higher-priced 
types  of  Columbia  Grafonolas.  There  has  not 
been  any  perceptible  falling  off  in  the  demand 
for  Columbia  records  as  yet,  she  states,  even  if 
summer  dulness  is  apparent. 

Manager  Rampsberger,  manager  of  the  talk- 
ing machine  department  of  J.  W.  Shaw  &  Co., 
reports  sales  to  be  away  in  advance  of  the 
corresponding  month  a  year  ago. 

"The  Victor  line  is  getting  a  most  satisfactory 
proportion  of  buyers,  and  we  have  no  complaint 
to  make,"  said  Foisy  Freres,  distributors  of  "His 
Master's  Voice"  products. 

Charles  Culross  is  finding  the  Aeolian-Vo- 
calion and  Sonora  representations  good  lines 
to  feature  and  notwithstanding  the  summer 
quietness  is  satisfied  with  the  amount  of  busi- 
ness offering. 

(Continued  on  page  50) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


EXCLUSIVE  PHONOGRAPH  SHOP  OPENS  UP  IN  MONTREAL 

New  Retail  Concern  Handling  Representative  Line — Goodwin's,  Ltd.,  to  Handle  Victrola  Line — 
Active  Trade  Reported  by  C.  W.  Lindsay,  Ltd. — Brunswick  Advance — Other  News 


50 


THE   TALKING   MACHINE  WORLD 


July  15,  1918 


The  Biggest  Dance  Hit  Ever ! 

Marimbaphone  Band  Breezing 
through  "Cotton  Picker's  Ball." 
It's  Going  great  these  days ! 


Columbia  Graphophone  Co. 

NEW  YORK 


TRADE  CONDITIONS  IN  THE  DOMINION  OF  CANADA— (Continued  from  page  49) 


The  Canadian  Graphophone  &  Piano  Co.  (A. 
A.  Gagnier)  is  handling  to  good  advantage  the 
complete  Columbia  line  and  is  looked  upon  as 
one  of  the  largest  exclusive  local  dealers. 

Goodwin's,  Ltd.,  have  taken  on  the  complete 
representation  of  the  Sonora  line,  and  their 
opening  announcement  in  this  regard  occupied 
large-sized  copy  in  all  the  local  dailies. 

Charles  Culross,  the  Aeolian-Vocalion  and  So- 
nora- representative,  recently  acted  as  Deputy 
Registrar,  and  during  the  Navy  League  cam- 
paign was  captain  of  one  of  the  teams  in  the 
retail  merchants'  section. 

Local  business  is  designated  as  moving  along 
splendidly  with  H.  P.  Labelle,  Ltd.,  and  this 
firm  are  of  the  opinion  that  this  fall  will  see 
more  Pathe  machines  sold  in  Montreal  than 
ever  before. 

The  Brunswick  Shop  is  most  optimistic  as  re- 
gards the  outlook  for  future  business.  They 
state  people  have  lots  of  money  and  are  spend- 
ing it  musically  and  they  are  getting  their  full 
share.  A  vigorous  advertising  campaign  by  the 
makers  of  this  machine  has  been  productive  of 
results  to  this  local  firm  that  are  indeed  satis- 
factory to  them,  and  a  widespread  local  demand 
for  Brunswick  machines  and  records  has  been 
stimulated  with  the  more  expensive  cabinet 
models  in  the  ascendency. 

The  Canadian  Graphophone  Co.,  jobbers  of 
Columbia  products  in  the  Province  of  Quebec, 
are  making  active  preparations  for  handling  a 
big  fall  business.  Commenting  on  present-day 
trade  conditions  they  stated  they  were  being  ac- 
corded a  full  share  of  recognition,  and  that  a 
large  number  of  Al  Columbia  Grafonola  rep- 
resentations had  been  opened  during  the  past 
month,  while  the  demand  for  Columbia  records 
has  been  exceptionally  lively. 

The  Berlind  Phonograph  Co.,  Ltd.,  are  dispos- 
ing of  a  large  number  of  Brunswick  and  Colum- 
bia models,  both  of  which  lines  they  say  give 
every  promise  of  enlargement  of  sales  in  the 
near  future. 

"You  can  say  orders  for  Brunswick  phono- 
graphs are  unusually  good,"  said  Tom  Cowan, 
of  the  Cowan  Piano  &  Music  Co.,  "and  we  antici- 
pate a  steady  and  still  greater  demand  for  fall 
selling." 

Layton  Bros,  have  the  past  few  weeks  had 


some  splendid  examples  of  window  dressing,  in 
one  instance  the  Edison  Trench  model  was  given 
more  than  due  prominence  in  a  setting  of  realis- 
tically banked  sand  bags  with  the  instrument 
mounted  on  a  businesslike  gun  carriage.  The 
effect  obtained  was  most  unique  in  window  trims 
and  served  to  give  the  fullest  prominence  to 
this  newest  effort  of  Edison.  The  reproduction 
of  the  dugout  required  thirty  full-sized  bags  of 
sawdust. 

The  following  week  depicted  the  record  "I 
Don't  Want  to  Get  Well,"  in  which  was  shown 
wax  figures  of  Red  Cross  nurses  administering 
to  the  wants  of  sick  soldiers,  who  were  shown 
in  cots  in  side  tents.  A  display  of  Edison  and 
Columbia  models  of  various  sizes  "were  promi- 
nently featured. 


TRADE  NEWS  FROM  WINNIPEG 


New  Concerns  Enter  the  Talking  Machine  Field 
— Machine  and  Record  Outfits  in  the  Arctic — 
A  Recent  Removal — General  Happenings 


Winnipeg,  Man.,  July  1. — The  Morris  Music 
Store,  1013  Government  street,  Victoria,  B.  C, 
is  the  name  of  a  new  store  just  opened  up  with 
a  line  of  pianos,  organs  and  His  Master's  Voice 
products  and  records. 

_Kenneth  A.  Ross,  who  has  just  returned  from 
a  visit  to  the  Eastern  centers  will  continue  to 
make  his  headquarters  in  Edmonton  though  he 
will  be  traveling  through  Alberta  and  British 
Columbia.  He  is  enthusiastic  about  the  New 
Brunswick  phonograph,  which  agency  he  .has 
just  secured. 

C.  B.  Clark,  the  well-known  music  dealer  of 
Calgary,  Alta.,  has  removed  from  Seventh  ave- 
nue West  to  216  Eighth  avenue  West.  In  ad- 
dition to  the  Gerhard  Heintzman  agency  Mr. 
Clark  is  an  enthusiastic  "His  Master's  Voice" 
dealer  and  has  a  good  following  from  among 
Calgary  music  lovers. 

That  music  is  indispensable  in  palace  or  shack 
is  proved  by  the  order  placed  with  Heintzman 
&  Co.,  Edmonton,  Alta.,  the  past  month.  This 
firm  had  the  pleasure  of  sending  a  Victrola  and 
a  large  number  of  Victor  records  almost  to  the 
Arctic  Circle  to  the  order  of  the  Northern  Fis- 
cal Co.  at  House  River  oil  well. 


MAGNET  DECALCOMANIE  NAMEPLATES 


>  OR  AN  CtST 

•ft  MICHIGAN  AVE 


SOLD  BY 

HURTEAU.WILLIAMS&CO.'i" 

MONTREAL    OTTAWA 


COR  TALKING  MACH.|NE 
CABINETS  Etc 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 


126  Liberty  Street 


New  York  City 


—  FROM  — 

THE  PHONOGRAPH  O ' 

J  8*0  HURON  ROAD  U<m!tmft*uj 

MHnaa  Basils  s  si. 

JIIMI    Wl»     QSUB    07  m  ||J 

^— tuiwem.mA.— -> 


Reed  &  Robinson,  .  Edmonton,  and  the  Ed- 
monton Drafting  &  Supply  Co.,  of  the  same  city, 
have  taken  on  .the  Brunswick  agency  and  are 
handling  a  large  number  of  this  make. 


ESTABLISHES  MANY  NEW  AGENCIES 

David  Bartlestone,  President  of  Lucky  13 
Phonograph  Co.,  New  York,  Tells  of  Impor- 
tant Deals  Closed — Big  Delivery  of  Cabinets 


In  a  chat  this  week  with  The  World  David 
Bartlestone,  president  of  the  Lucky  13  Phono- 
graph Co.,  New  York,  manufacturer  of  the 
Cleartone  phonograph,  stated  that  the  demand 
for  these  instruments  is  increasing  steadily,  and 
that  new  agencies  have  been  established  through- 
out the  country.  A  number  of  important  deals 
are  now  pending  whereby  the  Cleartone  phono- 
graph will  be  given  aggressive  representation 
in  leading  trade  centers,  and  judging  from  the 
orders  now  on  hand  the  factory  will  be  obliged 
to  work  to  capacity  to  take  care  of  the  demands 
of  its  dealers. 

Mr.  Bartlestone  was  recently  advised  by  the 
Saginaw  Table  &  Cabinet  Co.,  Saginaw,  Mich., 
manufacturer  of  the  Cleartone  cabinets,  that  fif- 
teen carloads  of  the  four  models  of  Cleartone 
phonographs  are  now  ready  for  delivery,  and 
arrangements  have  been  made  for  shipping  these 
instruments  to  all  parts  of  the  country.  This 
cabinet  company  is  one  of  the  best-known  manu- 
facturers in  the  country,  and  numbers  among  its 
employes  expert  workmen  who  are  thoroughly 
proficient  in  their  respective  fields.  John  Her- 
zog,  well  known  in  cabinet  circles,  was  for- 
merly president  of  the  company,  and  the  plant 
is  equipped  to  turn  out  cabinets  of  exceptional 
quality  and  attractiveness. 


BIG  DEMAND  FOR  RECORD  ALBUMS 

Talking  Machine  Manufacturers  Placing  Next 
Season's  Orders  Much  Earlier  Than  Usual, 
Declares  the  Boston  Book  Co.,  New  York 


The  Boston  Book  Co.,  Inc.,  manufacturers  of 
record  albums,  is  finding  the  demands  for  the 
fall  season  to  be  larger  than  of  any  in  the  past 
three  years.  All  the  larger  talking  machine 
companies  seem  to  be  placing  their  season's  or- 
ders much  earlier  than  usual,  and  from  the  size 
of  these  orders  it  is  easily  seen  that  the  industry 
is  looking  for  one  of  the  biggest  years  in  the 
history  of  the  trade. 

J.  M.  Alter,  president  of  the  above  company, 
in  speaking  of  the  volume  of  business  now  un- 
der contract  with  his  firm,  said:  "While  it  is 
true  we  have  had  to  enlarge  several  times  dur- 
ing the  past  eighteen  months  the  fact  that  we 
have  constantly  installed  labor  reducing  ma- 
chinery in  every  addition  we  have  made  has 
placed  us  in  a  position  where  we  are  able  to 
meet  the  demands  on  a  very  large  scale.  Then, 
too,  we  foresaw  the  big  demands  which  would 
be  made  on  paper  stock  and  prepared  our- 
selves for  the  shortages  which  have  appeared 
from  time  to  time." 


The  Talking  Machine  World,  New  York,  July  15,  1918 


Otto  Heineman  Phonograph  Supply  Co. 


INCORPORATED 


CHICAGO 


25  WEST  45th  STREET,  NEW  YORK 

FACTORIES,  ELYRIA,  O.— NEWARK,  N.  J. 
PUTNAM,  CONN.       SPRINGFIELD,  MASS. 

ATLANTA  SEATTLE  CINCINNATI 


TORONTO 


THE  HEINEMAN  NEW  No.  77  MOTOR 


This  motor  embodies  many  new  and  exclusive 
features,  some  of  which  are  shown  in  the 
accompanying  illustration. 

The  HEINEMAN  NEW  No.  77  MOTOR  is  the 


leader  in  its  field,  and  is  covered  with  the 
iron-clad  Heineman  guarantee. 

This  motor  is  warranted  to  give  positive  and 
lasting  satisfaction  to  the  ultimate  users. 


A-rranged  for 
3  Point  Suspension. 


Oil  Retained  Around 
Turntable  <?Haft 
Bearings 


Slotted 
Regulating 
Arm 


Improved 
Winding  Pawl 


Special 
Cast  Iron  Governor 
6ottom  Pla-te  Bearing 


Removable  Regulating" 
Arm  and  Stationai-y 
Governor  Si-ake 


/Vew  Design  Intermediate 
Winding  STiaft  Willi  Lock. 
Alut  Adjusting  Feat  nre 
on  bevel  Geavs 


The  Heineman  New  No.  77  Motor 


Ask  for  our  new  catalogs.    They  are  the 
recognized  authorities  of  the  Trade 


President 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


51 


TELLS  OF  EXPERIENCES  AT  FRONT 

Major  Noyes  Writes  C.  N.  Andrews  of  His  Ex- 
citing Time  at  the  War  Front — Is  Connected 
With  the  Motor  Cycle  Division  of  U.  S.  A. 


Buffalo,  N.  Y.,  July  4.— "I  just  returned  from 
the  American  front,  where  I  had  an  exciting 
but  very  interesting  time.  I  covered  all  of  our 
front  except  one  small  section." 

This  is  an  excerpt  of  a  letter  which  C.  N.  An- 
drews, of  W.  D.  &  C.  N.  Andrews,  has  just 
received  from  his  former  traveling  representa- 
tive, Major  Hal  H.  Noyes,  who  is  head  of  a 
motorcycle  division  of  the  American  army  in 
France. 

"I  was  on  a  trip  of  investigation  relating  to 
road  and  ground  conditions  over  which  motor- 
cycles have  to  operate,"  continued  Major  Noyes. 
"I  had  a  young  second  lieutenant  named  Enos 
with  me.  It  was  his  first  experience  under  fire 
and  he  was  as  curious  as  a  village  gossip.  You 
know  curiosity  killed  a  cat  once  and  while  it 
didn't  get  Enos,  all  I  can  say  he  was  lucky. 
Perhaps  I'm  getting  old,  but  when  you  are  up 
there  where  the  show  is  going  on  one  feels 
like  a  -kid  and  you  do  get  curious  in  spite  of 
instructions.  You  take  chances  enough  in  the 
regular  course  of  events  without  going  out  of 
your  way  inviting  trouble,  and  I  was  for  playing 
safety  first  when  possible.  We  got  in  one  pre- 
dicament which  was  warm  as  h — 1  while  it  lasted 
and  it  lasted  from  12.30  midnight  until  after  4 
in  the  morning.  Some  of  it  was  funny  and  most 
of  it  was  rather  disconcerting,  especially  when 
you  come  out  of  a  sound  sleep  and  realize  that 
big  shells  are  bursting  all  around  you  and  you 
don't  know  where  to  find  a  nice  deep  dugout; 
well,  that  is  what  happened  to  us. 

"We  went  to  bed  in  a  deserted  house  in  a  de- 
serted old  town  which  had  been  rather  badly 
wrecked  by  shell  fire.  We  had  a  pretty  good 
place  to  lay  out  our  bed  rolls  and  had  turned 
in  rather  early.  Enos  and  I  in  one  room  and  a 
young  medical  officer  in  another.  As  it  was 
rather  cold  I  didn't  undress  fully,  had  removed 
my  boots  and  coat  and  had  rolled  up  in  my 
blankets.  At  12.30  I  heard  a  h— 1  of  a  bang  right 
outside  the  house  and  I  came  out  of  that  sleep 
right  quick.  The  Hun  was  giving  us  a  party 
and  he  sure  did  have  the  range  beautifully. 
They  (the  shells)  came  in  bunches.  You  could 
hear  the  gun,  then  the  shell  coming  and  the 
bang  when  the  shell  exploded.  About  then  some 
one  sprung  a  gas  alarm  and  we  made  a  dive 
for  gas  masks.  Well,  I  couldn't  find  the  one  I 
wanted  but  had  another  one  right  handy  (and 
you  sure  keep  them  handy),  so  I  got  into  that. 
You  see  we  always  carry  two.  I  looked  around 
for  the  doctor  and  Enos.  Both  were  all  right. 
The  doctor  was  sitting  up  in  bed  with  a  gas 
mask  on  and  struggling  with  his  breeches.  Enos 
was  trying  to  get  on  a  gas  mask,  hold  his 
breath  and  swear  all  at  the  same  time,  and  he 
sure  was  having  a  busy  time  of  it.  The  mask 
I  had  on  permitted  me  to  talk — his  didn't.  I 
said  to  him,  'Well,  you  desert  rat  (he  is  from 
New  Mexico),  how  do  you  like  war  now  as 
far  as  you  have  gone?  Depends  on  which  end 
of  a  gun  you're  on,  don't  it?'  He  could  only 
wave  his  arms.  He  was  sure  game  though,  and 
so  was  my  driver.  The  first  thing  he  did  when 
he  woke  up  was  to  come  to  me  for  any  orders, 
and  it  was  his  first  experience  under  fire.  There 
wasn't  anything  to  do  except  sit  there  and  hope 
to  heaven  one  of  those  fast  ones  wouldn't  con- 
nect with  the  building  we  were  in. 

"Well,  they  didn't.  There  was  a  lot  more, 
to  it  which  I  will  tell  you  some  other  time. 
After  the  show  was  over  we  found  a  perfectly 
good  dugout,  the  best  in  town  right  under  the 
building  wc  had  been  sleeping  in.  Can  you 
beat  it?" 


Walter  E.  Bush,  109  Highland  avenue,  Jersey 
City,  N.  J.,  has  recently  been  appointed  United 
Slates  buyer  for  one  of  the  largest  import  cor- 
porations in  Australia.  He  will  be  glad  to 
hear  from  manufacturers  who  are  not  repre- 
sented in  that  market. 


RECEIVING  ORDERS  BY  AEROPLANE 

I.  Davega,  Jr.,  Inc.,  125  West  125th  street,  New 
York,  Victor  distributors,  report  a  steady  in- 
crease in  the  number  of  dealers  making  use  of 
"The  House  of  Service."  A  number  of  orders 
were  recently  received  by  aeroplane.  It  is  the 
hope  of  this  house  that  some  time  in  the  future 
they  will  be  able  to  fill  aeroplane  orders  in  like 
manner  and  instead  of  the  trucks  which  they 
now  have  a  fleet  of  aeroplanes  will  rapidly  de- 
liver the  filled  orders. 


Randall  &  Mayo,  piano,  talking  machine  and 
sewing  machine  dealers  in  Ticonderoga,  N.  Y., 
have  fitted  up  a  very  attractive  room  in  the  rear 
of  their  store  for  the  display  and  sale  of  Grafo- 
nolas  and  records. 


NEW  QUARTERS  FOR  H.  MICKELAS 

H.  Mickelas,  manufacturer  of  demonstration 
booths  and  general  store  interiors,'  has  moved 
from  164  McKibben  street,  Brooklyn,  to  387- 
389  South  First  street,  Brooklyn,  N.  Y.  In  his 
new  quarters  Mr.  Mickelas  .  has  ample  room  to 
take  care  of  the  rapid  expansion  of  his  business, 
and  the  facilities  afforded  will  enable  him  to 
double  his  output  in  the  very  near  future. 

In  a  chat  with  The  World  Mr.  Mickelas  stated 
that  he  has  several  important  deals  pending 
whereby  dealers  in  metropolitan  territory  will 
install  the  Mickelas  system  of  booths.  This 
system  has  several  individual  features,  which 
have  made  a  favorable  appeal  to  dealers  who 
are  planning  to  enlarge  their  store  equipment  in 
order  to  handle  holiday  trade. 


Increased  Production 
and  Advertising 

Production  of  Converto  Cabinets — for  converting"  small  "Victrolas" 
into  beautiful  Cabinet  Types — has  never  equaled  demand.  However, 
we  are  succeeding  in  so  greatly  increasing  facilities  for  making  as  to 
be  able  to  take  care  of  requirements  of  old  customers  and  a  reasonable 
sale  to  new  dealers. 


Patented  December  11,  1917 

TALKING  MACHINE  CABINET 

With  the  shortage  in  cabinet  machines  and  the  opportunity  offered  in 
selling  these  cabinets  to  present  owners  of  small  "Victrolas"  the 
Converto  is  surely  a  Big  Thing  for  Dealers.  Its  very  rapid  sale  to 
date  is  proof  of  its  success  for  all  who  have  stocked  it. 

The  time  for  von  to  get  particulars  and  prices  is  NOW. 

The  C.  J.  Lundstrom  Mfg.  Co.,  Little  Fails,  n.  y. 

Branch  Office,  Flatiron  Bldg.,  New  York  City 

The  Lundstrom  "Converto"  Cabinet  converts  the 
small  "Victrola"  into  a  handsome  cabinet  type, 
completely  enclosing  the  machine.    It  takes  the 
place  of  a  stand  and  provides  a  dustproof  record 
rack  for  60. records.    It  re- 
vives interest  in  records.  It 
helps   you   meet  low-price 
competition  in  cabinet  ma- 
chines and  gives  you  a  good 
profit.   It  costs  the  customer 
no  more  than  a  good  stand! 


Setting  Victrola  into  Cabinet 


Sound  DoorsOpen  for  Playing 


52 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


Annie  Ivavir  i  e 


Salesmen  Wanted 


The  Compton-Price  Co.,  Coshocton,  O., 
manufacturers  of  Stradivara  phonographs — 
a  quality  product  throughout — wish  to  en- 
gage salesmen  to  cover  the  following  terri- 
tory: Illinois,  Michigan,  Wisconsin,  Iowa- 
Nebraska,  Indiana,  Minnesota-North  and 
South  Dakota,  Missouri -Kansas,  Okla- 
homa-Texas-Arkansas-Louisiana. 


Si 


RA.DIVARA 

Art  Pkonograpke 


KNOWN  FOR  TONE'' 


(PATENTED) 


appeals  to  the  better  class  of  trade;  is  fully  guaran- 
teed and  is  so  different  in  tone,  artistic  cabinets, 
workmanship  and  mechanical  equipment  from  the 
ordinary  standard  talking  machine  that  it  invites 
favorable  comparison.  Seven  models  from  $60  to 
$250.  Elab  orate  catalogs,  advertising  service  and 
sales  assistance  to  dealers  who  are  exclusive  in  each 
locality.  Applications  only  of  reliable,  clean  cut 
and  aggressive  gentlemen  invited  who  wish  to  find 
a  permanent  and  profitable  connection.  Address 
all  applications  to  Coshocton,  O. 


No.  95.    List  $95.00.    7  Models  from  $60.00 
to  $250.00 


DEALERS 


Write  for  Exclusive 

Agency  to 
The  Manufacturers 
The  Compton-Price  Co., 
Coshocton,  O., 
or  to 

Exclusive  Sales  Agencies 


New  York,  New  Jersey,  Dis- 
trict of  Columbia,  Delaware, 
Maryland,  Pennsylvania,  Con- 
necticut, Rhode  Island,  Massa- 
chusetts, New  Hampshire, 
Maine,  Vermont. 

Josiah  Partridge  &  Sons  Co. 

Furniture  Exchange, 
46th  St.  and  Lexington  Ave., 
New  York 


Oregon,  Washington,  Idaho, 
Montana,  Wyoming,  Colorado, 
Utah,  California,  Arizona,  New 
Mexico,  Nevada. 

Sallstrom  Corporation, 
405  Morrison  St., 
Portland,  Ore., 
or 

Sallstrom  Corporation, 
Southern  Division, 
1055  Market  St. 
Furniture  Exchange, 
San  Francisco,  Cal. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


53 


PRINCESS  WATAHWASQ  IN  PEORIA 

New  Victor  Recording  Artist  Appears  at  Ban- 
quet of  State  Federation  of  Musical  Clubs  and 
Is  Received  Enthusiastically 

Peoria,  III.,  July  5. — A  recent  musical  event  of 
particular  interest  was  the  appearance  in  this 
city  of  Princess  Watahwaso,  a  new  Victor  ar- 
tist, who  was  brought  here  through  the  efforts 
of  Miss  May  N.  Cloud,  of  the  educational  de- 
partment of  the  Putnam-Page  Co.,  local  Victor 
wholesalers.  The  occasion  was  the  banquet  of 
the  State  Federation  of  Musical  Clubs. 

Princess  Watahwaso  appeared  in  native  cos- 
tume in  a  group  of  Indian  songs  and  ceremonial 
dances,  and  scored  a  decided  triumph.  One  of 
the  local  papers  in  describing  the  appearance  of 
the  Princess  said: 

"Princess  Watahwaso,  a  Penobscot  Indian, 
gave  the  most  delightful  entertainment  of  the 
evening.  Dr.  Erb,  dean  of  music,  of  the  Uni- 
versity of  Illinois,  in  introducing  her  spoke 
of  the  appropriateness  of  having  a  true  Amer- 
ican artist  to  sing  at  this  occasion — the  Prin- 
cess appeared  in  native  costume  of  white  suede 
with  dangling  beads,  and  her  black  hair  flow- 
ing about  her  shoulders,  bound  about  her  fore- 
head with  a  band  of  beads. 

"The  charming  and  gracious  little  Indian  maid 
walked  away  with  a  large  share  of  the  honors, 
being  recalled  many  times,  and  was  received 
with  great  interest  and  enthusiasm. 

"She  sang  'By  the  Waters  of  Minnetonka,' 
'By  the  Weeping  Water,'  a  characteristic  Chip- 
pewa song,  'Aooah,'  a  Pueblo  love  song,  com- 
posed by  Thurlow  Lieurance,  the  noted  Amer- 
ican composer  and  leading  authority  on  Indian 
music.  In  response  to  insistent  encores  she 
gave  the  'Wedding  Ceremonial  Song  and  Dance' 
of  her  native  Penobscot  tribe. 

"She  sang  with  much  of  that  poetically  de- 
scriptive gesture  peculiar  to  the  aborigine.  Her 
voice  is  a  beautiful  mezzo  soprano,  full  of 
charm  and  richness,  with  adorable  soft  fluting 
inflection  in  it  that  enchanted  her  audience.  All 
these  songs  have  been  recorded  by  the  Victor 
Talking  Machine  Co.,  of  Camden,  N.  J.,  and 
are  sure  to  be  much  in  demand  after  the  singer's 
triumph  last  night. 

"The  Princess  has  been  'doing  her  bit'  in  this 
war  by  singing  to  the  soldiers  in  various  can- 
tonments, taking  an  active  interest  in  the  Red 
Cross  work  and  all  war  activities.  Her  friends 
feel  that  she  is  doing  a  great  work  in  holding 
before  the  Indians  the  importance  of  retaining 
their  traditions  and  in  giving  these  traditions 
to  the  whites." 


THE  HAWTHORNE  SYMPHONOLA 

Los  Angeles,  Cal.,  July  1. — The  Southern  Cali- 
fornia Hardwood  &  Mfg.  Co.,  of  this  city,  has 
achieved  pleasing  success  with  its  attractive  line 
of  Hawthorne  Symphonola  phonographs,  which 
it  introduced  some  time  ago  to  the  Western 
trade.  This  company  is  one  of  the  leading 
manufacturing  concerns  in  the  West,  and  the 
fact  that  it  manufactures  all  of  the  cabinets  for 
the  Hawthorne  Symphonola  line  has  enabled  it 
to  introduce  these  products  to  the  dealers  with 
every  confidence  in  their  ready  sale. 

The  company  recently  issued  to  its  trade  an 
artistic  booklet  showing  the  three  models  of  the 
Hawthorne  Symphonola,  which  are  in  popular 
demand  at  the  present  time.  These  instru- 
ments are  designated  as  models  B,  A  and  C;  all 
cabinet  models  that  cannot  fail  to  appeal  to  the 
tastes  of  discriminating  music-lovers.  The 
mechanism  includes  a  universal  tone  arm  and  a 
motor  that  has  won  country-wide  recognition 
for  its  many  qualities. 


DISPLAY  THE  CHENEY  PHONOGRAPH 

The  Welte-Mignon  studios  on  Fifth  avenue 
at  Fifty-third  street,  New  York,  have  on  dis- 
play a  number  of  models  of  the  Cheney  phono- 
graph. The  Welte-Mignon  studios  form  a  very 
fitting  background  for  the  several  handsome 
Cheney  models. 


INTERESTED  IN  MUSIC  ADVANCEMENT 

M.  L.  Parker  Co.,  Phonograph  Dealers,  Take 
Initiative  in  Effort  to  Find  Out  What  the  Na- 
tional Bureau  for  the  Advancement  of  Music 
Is  Doing — Piano  Men  Might  Copy 


C.  M.  Tremaine,  director  of  the  National  Bu- 
reau for  the  Advancement  of  Music,  received 
the  following  very  interesting  letter  from  the 
M.  L..  Parker  Co.,  Edison  phonograph  dealers 
of  Davenport,  la.: 

"We  are  exclusive  Edison  dealers  in  Daven- 
port, which  has  a  population  of  about  70,000 
and  about  that  many 'people  to  draw  from.  We 
have  two  representative  newspapers  and  a  fairly 
live  musical  community. 

"I  have  some  of  your  literature  before  me  and 
want  to  know  more  about  your  plan  of  pro- 
cedure in  interesting  the  newspapers  in  the 
work.  You  advocate  community  singing  and 
other  things  in  your  pamphlet. 

"After  receiving  information  regarding  same 
if  I  feel  capable  of  putting  the  thing  over  in 
such  a  way  that  the  people  here  will  really  de- 


rive a  musical  benefit  from  the  work,  I  am  pre- 
pared to  give  a  portion  of  my  time  to  seeing  it 
through. 

"Being  in  the  business  of  music  I  fully  be- 
lieve that  music  will  help  win  the  war  and  I 
want  to  do  my  bit  to  aid  the  cause  in  some  way 
if  possible." 

The  letter  is  particularly  interesting  inasmuch 
as  the  talking  machine  dealers  have  not  been 
as  yet  directly  solicited  in  support  of  the  bureau, 
and  the  Parker  Co.  were  impressed  rather  with 
what  the  bureau  had  done,  and  was  doing,  than 
by  any  propaganda  sent  directly  to  their  store. 
It  would  seem  a  very  fine  thing  if  a  number  of 
piano  merchants  who  have  had  fully  explained 
to  them  in  person  and  through  letters  for  a 
year  or  more  past,  just  what  the  bureau  is  do- 
ing and  what  it  stands  for,  would  show  an  equal 
willingness  to  take  an  interest  in  the  work  and 
to  investigate  its  possibilities.  The  phonograph 
and  talking  machine  men  know  from  personal 
business  experiences  that  the  "Music  in  the 
Home"  idea  is  not  just  a  slogan,  but  will  bring 
business  in  actual  practice.  It  is  time  for  cer- 
tain piano  men  to  wake  up  to  this  fact. 
Illllll 


Conservation 


EMEMBER,  in  ordering, 
that  we,  as  all  merchants, 
are  working  on  a  war- 
time basis. 

Conservation  of  labor  is  essential. 

Plan  to  eliminate  as  much 
clerical  work  as  possible  and 
thus  help  us  to  maintain  our 
service. 

If  you  must  know  what  we  are 
shipping,  send  duplicate  copies 
of  your  order  with  the  request 
that  we  return  one  copy  with 
the  numbers  filled  crossed  off. 

|   C.  BRUNO  &  SON,  Inc. 

H|  (Established  1834) 

M  Wholesale  Exclusively 

351-353  Fourth  Avenue  NEW  YORK 


W.  S.  S. 

Just  forget  that  you  get  $5  Jan.  1st,  1923, 
for  $4.18  invested  now. 

But  DON'T  FORGET  that  your  country  needs 
that  $4.18  now,  and  it's  up  to  you  to  help. 

Buy  a  W.  S.  S.  today. 

Do  it  again  next  Monday,  and  every  Mon- 
day up  to  the  limit. 


I 


54 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


CRYSTAL  EDGE  MICA  DIAFHRAGMS 

i  v  |  Let  us  send  you  samples  today  of  our  dia- 

phragms  and  you  will  readily  understand  why 
the  best  talking  machines  are  equipped  with 
Crystal  Edge  Mica  diaphragms  exclusively. 

A  We  use  only  the  very  finest  selected  mica, 

J\       the  best  diaphragm  material  in  the  world. 

PHONOGRAPH  APPLIANCE  CO.,  109  West  Broadway,  NEW  YORK 


SLIGHT  DECLINE  IN  MACHINE  DEMAND  IN  CINCINNATI 

Record  Business,  However,  Grows  to  Embarrassment  of  Dealers — P.  H.  Oelman  New  District 
Manager  for  Phonograph  Co. — Introducing  OkeH  Records — Comments  on  Conditions 


Cincinnati,  O.,  July  5. — A  rather  sharp  decline 
in  the  demand  for  machines  appears  to  have 
struck  dealers  in  all  lines  of  talking  machines 
during  the  latter  end  of  June  and  the  first  few 
days  of  July.  The  situation  is  one  that  the 
merchants  are  unable  to  account  for.  The  rec- 
ord business  is  inclined  to  be  satisfactory,  but 
the  merchants  are  finding  difficulty  in  getting 
their  needs  in  the  way  of  old-time  favorites. 

P.  H.  Oelman,  former  traveling  representa- 
tive of  the  Phonograph  Co.  in  the  Middle  West, 
running  out  from  the  Cincinnati  headquarers, 
has  been  made  the  manager  of  this  district. 
He  takes  the  place  of  A.  O.  Peterson,  who 
opened  the  Cincinnati  branch  and  now  retires 
from  business,  going  to  a  property  on  the 
Puget  Sound  which  he  has  been  developing 
several  years.  Mr.  Oelman's  place  on  the  road 
was  taken  by  A.  R.  Holbrook,  formerly  with 
the  John  Roberts  Co.,  Utica,  N.  Y. 

From  indications  C.  W.  Neumeister  of  the 
Cincinnati  office  of  the  Otto  Heineman  Phono- 
graph Supply  Co.,  will  have  no  difficulty  in 
securing  representatives  to  handle  the  OkeH 
records,  samples  of  which  were  received  here 
Monday.  He  passed  around  word  to  those  who 
might  be  interested  in  this  new  phase  of  Heine- 
man  industry  and  was  immediately  deluged  with 
demands  for  the  goods.  It  will  be  a  week  or 
more  before  he  will  be  able  to  do  anything 
for  the  merchants  on  a  large  scale. 

Buy  early  is  going  to  be  the  motto  of  Man- 
ager Dittrich,  of  the  Victor  department  of  the 
Rudolph  Wurlitzer  Co.,  this  summer.  His  com- 
ment on  the  past  month's  developments  follows: 
"We  are  very  glad  to  say  that  while  the 
shortage  of  machines  and  records  is  just  as  bad 
as  ever,  transportation  facilities  have  improved 
to  such  an  extent  that  talking  machine  dealers 
and  distributors  look  for  better  times  to  come. 
Increased  production  is  sure  to  follow  better 
transportation  conditions. 

"Talking  machine  trade  was  fair  during  the 
last  thirty  days,  although  records  were  in  far 
greater  demand  relatively  than  Victrolas.  This 
is  only  natural,  as  a  record  purchase  carries 
with  it  no  future  obligations  as  does  a  ma- 
chine purchase. 

"There  is  a  well  defined  movement  among 
dealers  to  try  and  educate  the  public  to  make 
their  purchases  during  the  summer  and  early 
fall  rather  than  wait  until  the  last  minute  be- 
fore they  buy  their  Victrolas.  Every  patriotic 
reason  can  be  advanced  to  prove  the  necessity 
of  early  buying,  while  the  interest  of  the  pur- 
chaser would  point  to  the  same  direction." 

June  business  in  the  Vocalion  department  of 
the  local  Aeolian  Store  showed  a  nice  increase. 
The  new  increase  in  price  does  not  seem  to 
affect  the  sale  of  the  instruments  in  the  least. 
The  public  is  becoming  accustomed  to  ad- 
vanced prices  and  really  expects  them. 

The  new  Vocalion  records  recently  announced 
are  experiencing  a  good  demand  and  the  ap- 
probation of  all  who  hear  them. 

Chas.  Spence,  for  three  years  in  the  Vocalion 
repair  department,  left  the  Aeolian  service  re- 
cently to  sojourn  with  his  parents  for  a  few 
days  before  joining  the  ranks  of  the  Pershing 


Crusaders  "over  there."  His  departure  means 
another  star  in  the  Aeolian  service  flag. 

There  continues  to  be  a  steady  call  for  the 
Vitanola,  made  by  the  Vitanola  Talking  Ma- 
chine Co.,  of  Chicago,  111.,  which  is  represented 
in  this  city  by  the  E.  Kleeman  Co.,  the  Dines 
Furniture  Co.  and  the  Sample  Furniture  Co. 

NEW  VICTOR  NUMERICAL  CATALOG 

All  Records  Up  to  and  Including  May,  1918, 
Supplement,  Found  in  New  Volume 

.The  Victor  Talking  Machine  Co.  has  just  is- 
sued a  new  numerical  list  of  Victor  records,  em- 
bracing all  records  up  to  and  including  the  May 
supplement.  There  is  also  provided  on  a  sep- 
arate sheet  a  list  of  nearly  100  records  with- 
drawn from  the  May  numerical  catalog.  It 
takes  248  large  pages  to  list  all  the  records. 
The  catalog  is  heavily  bound,  and  bears  on  the 
inside  front  cover  some  excellent  suggestions 
on  how  to  keep  track  of  record  stock. 

INCORPORATED 

The  Bradbury-Santamarina  Co.,  New  York, 
has  been  incorporated  with  capital  stock  of 
$30,000  to  manufacture  and  deal  in  phonograph 
records  and  school  supplies.  The  incorporators 
are  R.  Bradbury,  F.  L.  Maguire  and  J.  P.  Santa- 
marina. 


Robt.  Nietzel  has  taken  over  the  management 
of  the  Victrola  Shop -in  Muscatine,  la.  He  is 
well  and  favorably  known. 


MORE  PAY  FOR  EDISON  MEN 

Eight-Hour  Day  Will  Mean  Wage  Increase  of 
$500,000  Per  Year  for  Edison  Employes 


The  Thomas  A.  Edison  Affiliated  Interests 
in  Orange,  N.  J.,  announced  recently  to  their 
8;000  employes  that,  starting  on  Monday,  they 
would  get  an  eight-hour  day  with  time  and  one- 
half  for  overtime,  which  means  a  wage  increase 
of  approximately  $500,000.  The  announcement 
was  made  at  a  noonday  patriotic  demonstration 
by  George  E.  Clark,  special  assistant  to  Charles 
Edison,  chairman  of  the  board  of  directors  of 
the  Edison  interests,  and  was  greeted  with 
cheers  by  the  workers.  They  formerly  worked 
ten  hours  a  day. 

That  no  dividend  had  been  declared  by  the 
Edison  interests  since  1907  was  announced  in  a 
statement  prepared  by  Charles  Edison,  at  the 
request  of  his  father,  Thomas  A.  Edison,  hon- 
orary president  of  the  Naval  Consulting  Board. 
Since  that  time  Mr.  Edison  has  turned  back 
every  dollar  into  the  business  to  improve  work- 
ing conditions,  to  make  up  the  loss  of  $3,000,000 
in  the  fire  of  1914,  and  to  protect  the  industries 
against  a  shortage  of  material  which  would 
have  thrown  thousands  out  of  work. 


DELPHEON  IN  PERTH  AMBOY,  N.  J. 

New  Store  Opens  at  185  Smith  Street,  With 
C.  T.  Dixon  in  Charge 


J.  D.  Manton,  president  of  the  Delpheon  Sales 
Co.,  distributors  for  the  products  of  the  Del- 
pheon Co.  in  this  territory,  announced  recently 
that  the  company  would  open  on  July  1  a  new 
store  at  185  Smith  street,  Perth  Amboy,  N.  J. 
In  addition  to  handling  the  complete  Delpheon 
line  there  will  also  be  featured  at  this  store  the 
Bagatelle  phonograph,  together  with  music  rolls, 
sheet  music,  art  pottery  and  floor  lamps.  Mr. 
Manton  is  now  consummating  arrangements 
whereby  there  will  also  be  handled  in  this  es- 
tablishment a  line  of  pianos  and  player-pianos. 

C.  T.  Dixon,  who  has  been  a  member  of  the 
sales  force  of  the  Delpheon  Sales  Co.'s  store  at 
25  Church  street,  will  be  manager  of  the  new 
store.  In  view  of  the  fact  that  it  will  be  located 
on  the  leading  street  of  Perth  Amboy,  and  will 
be  a  quality  establishment  in  every  detail,  the 
success  of  the  new  store  is  practically  assured. 

A  Victrola  was  recently  presented  to  the  sol- 
diers at  Fort  Smallwood,  Md.,  by  the  Daughters 
of  Liberty. 


Summer  time — the  play  time — nothing 
sounds  so  sweet  as  a  Schubert  out  of 
doors. 

On  the  porch,  in  the  cottage  or  at  the 
camp. 

Dealers  do  well  to  remember  that  the 

JCHUBERT 

PHONOGRAPH 

is  being  used 'more  and  more  to  furnish  after- 
noon as  well  as  evening  entertainment — out- 
doors as  well  as  in  the  home. 
This  means  a  steady  source  of  income  for  Schu- 
bert dealers.    Are  you  one  of  them  ? 

Six  Models,  $60  Up 

The  BELL  TALKING  MACHINE  CORPORATION 

Office*  and  Show  Rooms:  Factory: 
44  West  37th  Street,  New  York  85  Southern  Boulevard,  Bronx,  New  York 

Export  Department,  498-504  Broadway,  New  York,  N.  Y.,  E.  U.  A. 
Smith-Woodward  Piano  Co.,  1018  Capitol  Are.,  Houston,  Tex.,  Local  Distributor 


July  is,  1918  THE    TALKING    MACHINE    WORLD  55 

Featuring  the  Musical  Possibilities  of  the 
Talking  IVIachine  B>  waiiam  Br£"d  white 


[Note. — This  is  the  seventeenth  in  a  series  of  articles  on 
the  general  subject  of  the  musical  possibilities  of  the  talk- 
ing machine.  The  aim  of  the  series  is  to  develop  these  pos- 
sibilities from  all  angles,  thus  opening  up  fields  for  sales 
expansion  oftentimes  neglected  wholly  or  in  part. — Editor.] 

FREDERIC  FRANCOIS  CHOPIN 

Among  the  lovers  of  piano  music  and  the  talk- 
ing machine  records  representing  that  instru- 
ment, no  compositions  transferred  to  the  disc 
are  greater  favorites  than  those  of  Frederic 
Chopin. 

It  is  a  fact,  perhaps  as  remarkable  as  any- 
other  that  can  be  gleaned  from  the  history  of 
music,  that  the  annual  American  sales  of  the 
compositions  of  Chopin,  in  sheet  music  form 
only,  exceed  the  total  sales  of  his  music  during 
his  entire*  lifetime.  Whatever  other  composer 
a  pianist  may  or  may  not  like,  whatever  man's 
work  he  may  like  especially,  or  dislike  pointedly, 
it  is  quite  certain  that  he  will  like  Chopin.  Nor 
is  it  less  true  that  every  pianist  thinks  he  can 
play  Chopin's  music  extremely  well;  although 
it  is  equally  true  that  of  all  current  musical  de- 
lusions this  one  is  the  most  absurd. 

"Poet  of  the  Piano" 

Men  have  differed  about  most  things,  but  there 
has  been  no  quarrel  for  fifty  years  with  the  be- 
lief that  Frederic  Chopin  is  pre-eminently  the 
poet  of  the  piano.  Although  he  has  been  under 
the  sod  these  seventy  years,  musicians  and 
music-lovers  still  find  in  his  compositions  unsur- 
passed beauties  and  richness.  The  piano  is  a 
queer  instrument.  Precious  few,  of  all  the  men 
who  year  by  year  have  ground  out  melodies, 
with  and  for  it,  have  come  anywhere  penetrating 
its  secret.  One  of  the  qualities  of  the  piano 
which  makes  it  most  fascinating — that  "live- 
ness"  of  tone,  neither  stringy,  nor  twangy,  but 
both  at  once,  with  a  dash  of  organ  pipe  and  a 
suspicion  of  tenor  voice  thrown  in — is  also  the 
secret  of  its  difficulty  for  the  man  or  woman 
who  would  master  it.  As  Paderewski  once 
said,  "everybody  plays  the  piano — and  nobody 
plays  it." 

Just  here,  too,  is  one  reason  why  piano  rec- 
ords were  not  always  as  good  as  they  are  get- 
ting to  be.  On  this  point  I  had  a  good  deal  to 
say  a  few  months  ago  in  these  columns. 

Chopin  and  Tone 

But  Chopin  did  know  his  piano.  Not  only 
was  he  a  pianist  himself  of  exquisite  subtlety 
and 'mastery,  with  a  tone  production  that  sang 
like  a  violin,  that  was  sustained  without  blur- 
ring and  powerful  without  banging,  that  whis- 
pered like  a  dove  or  spoke  with  the  majesty  of 
the  diapason,  but  he  worked  out  his  ideas  of 
piano  tone  into  his  music  in  so  thorough  and 
masterful  a  shape  that  the  two  run  parallel 
throughout  his  entire  series  of  works.  In  a 
word,  you  cannot  play  Chopin  to  make  him 
sound  like  Chopin,  unless  you  can  make  the 
piano  sing  while  you  are  playing  it.  If  you 
cannot  draw  from  the  piano  a  tone  that  lives 
and  sings,  you  cannot  play  Chopin,  though  you 
read  him  backwards  and  forwards  with  equal 
ease.  You  may  play  his  notes;  but  that  is  an- 
other story. 

"Chopinists" 

Conversely,  that  is  why  all  the  great  pianists, 
the  men  who  really  make  a  piano  sound  like  a 
voice  and  not  like  a  thump,  men  like  Pader- 
ewski, Josef  Hofmann,  de  Pachmann,  and  such 
fellows,  are  all  avowed  Chopinists.  You  know, 
Huneker,  calls  de  Pachmann  the  "chopinzee"; 
which  is  not  a  bad  nickname  in  its  way,  seeing 
that  the  little  Russian,  now  retired  from  the 
bright  lights  of  the  concert  stage,  is  at  once  a 
divine  revealer  of  Chopinesque  beauties  and  a 
veritable  chimpanzee  of  impish  temperament. 

Now  you,  who  are  anxious  to  see  the  piano 
record  come  into  its  own,  will  not  be  sorry  to 
get  a  better  acquaintance  with  the  music  that 


is  piano  music  par  excellence.  When  you  con- 
sider, too,  that  among  the  comparatively  few 
piano  records  as  yet  on  the  market  there  are 
already  more  than  two  dozen  Chopin  selections, 
and  that  all  the  greatest  among  the  pianists 
who  have  recorded  their  art  have  chosen  Chopin 
numbers  in  about  one-half  of  all  instances,  you 
will  realize  that  there  must  be  reason  for  all 
this.  Mainly  this  reason  is  as  I  have  stated 
above.  In  any  case,  you  cannot  do  better  than 
get  a  line  on  all  the  Chopin  records.  To  do 
this  you  must  first  get  a  line  on  Chopin,  the 
man  and  his  music. 

Biographical 

Frederic  Francois  Chopin  was  born  in  the 
year  1810  at  Zelazowa-Wola,  a  small  village 
near  Warsaw,  Poland,  of  a  French  father  and 
a  Polish  mother.  Discovering  extraordinary 
talents  for  the  piano,  he  studied  under  good 
masters,  and  in  the  year  1830,  after  an  European 
tour,  he  settled  in  Paris  and  here  remained 
until  his  death  in  1849,  teaching,  playing  and 
composing.  He  was  known  to  only  a  limited 
number  of  artists  and  connoisseurs.  Liszt  and 
Schumann  loved  and  esteemed  him  and  their 
appreciation  was  of  immense  value.  He  was 
physically  frail  and  his  early  death  was  from 
tuberculosis.  His  curious  affair  with  George 
Sand  was  the  only  serious  one  of  his  career, 
and  on  her  part  was  almost  purely  maternal. 
He  never  married,  but  was  till  his  death  the 
favorite  of  all  the  musical  young  ladies  of 
Paris.  His  compositions  are  nearly  all  dedi- 
cated to  one  or  another  of  the  famous  Parisian 
or  Polish  music-loving  beauties  of  the  day. 

Such  are  the  brief  outlines  of  a  life  externally 
uneventful,  internally  most  stormy  and  musically 
fruitful.  Chopin's  piano  music  made  the  piano 
a  poet's  instrument,  drew  its  real  voices  to  life 
and  built  up  an  entirely  new  and  wonderful  school 
of  playing.  To  this  day,  as  was  remarked  be- 
fore, the  test  of  a  pianist's  ability  is  found  in 
his  Chopin  playing. 

Chopin's  contributions  to  the  literature  of  the 
piano  are  not  extraordinarily  numerous,  but 
they  are  most  precious.  He  invented  new 
forms,  developed  old  ones  and  built  up  a  tonal 
idea  for  the  piano  wholly  new  and  original;  an 
ideal  which  has  led  every  piano  maker  and  every 


player  of  the  piano  ever  since,  onwards  to 
higher  and  higher  achievements. 

Etudes 

Chopin  began  his  serious  career  with  the  com- 
position of  a  book  of  studies,  intended  for  pupils 
in  higher  branches  of  piano  playing,  but  in  fact, 
no  more  or  less  than  little  poems  of  passion 
and  beauty,  each  a. gem  in  itself;  although  each 
likewise  includes  some  special  technical  prob- 
lem. There  were  twelve  of  these  Etudes  and 
they  have  become  world-famous.  Every  pianist 
must  play  them  and  every  pianist  delights  in 
playing  them.  The}-  were  followed  somewhat 
later  by  another  set  of  twelve,  which  are  equal- 
ly fine  and  equally  well  known. 

Records  of  these  Etudes  are  fairly  numerous. 
One  of  the  loveliest  is  contributed  by  Wilhelm 
Bachaus.  It  is  the  study  in  double  notes  Opus 
25,  Xo.  6,  and  can  only  be  compared,  in  its  shim- 
mering beauty  and  softened  glory,  to  the  gleam 
of  moonlight  on  water.  It  is  hugely  difficult,  as 
all  passages  in  double  notes  must  be  when  set 
to  be  played  at  once  very  rapidly  and  very 
softly. 

One  of  the  special  Chopin  favorites,  known  to 
everybody,  is  the  so-called  Black  Key  Study, 
Op.  10,  No.  5,  records  of  which  have  been  made 
by  the  wizard  of  all  Chopin  players,  de  Pach- 
mann. The  little  Russian  has  his  peculiarities 
and  there  are  those  who  object  to  his  habit  of 
talking  to  his  audiences,  to  his  grimacing  and 
to  his  impossibly  peculiar  mannerisms;  but  those 
are  matters  of  the  past  now,  anyhow,  and  no 
one  can  deny  his  transcendent  ability  to  play 
beautifully  the  beautiful  music  of  Chopin.  This 
black  key  study  is  so-called,  because  the  key  in 
which  it  is  written  necessitates  the  employment 
of  more  black  than  white  keys.  But  the  study 
itself  is  so  brilliant,  so  glittering,  and  yet  so 
wholly  lovely,  without  the  slightest  suspicion  of 
roughness  or  crudity,  that  by  itself,  without  any 
question  of  its  technical  difficulties,  it  is  a  favor- 
ite deservedly  amongst  all  who  love  Chopin's 
music. 

Nocturnes 

The    Nocturnes   of   Chopin   are  love-poems 
every  one.    De  Pachmann  has  recorded  one  of 
the  loveliest,  in  G  major,  which  is  as  warm  and 
(Continued  on  page  56) 

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MANUFACTURER  OF 

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Phonograph  Points 


New  York  City 


Phone,  1 678  Coitlandt 


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56 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


THE  MUSICAL  POSSIBILITIES  OF  THE  TALKING  MACHINE 

(Continued  from  page  55) 


gentle  as  a  summer  afternoon,  while  Paderewski 
has  tried  his  hand  at  a  record  of  the  famous 
Nocturne  in  F  sharp  major,  and  Xaver  Schar- 
wenka  has  played  the  Fantaisie  Impromptu, 
which  is  only  a  lighter  and  more  delicate  edition 
of  such  a  Nocturne  as  the  one  in  E  flat. 
Valses 

The  Valses  of  Chopin  were  not  composed  to 
be  danced  to,  but  are  rather  spiritual  interpre- 
tations of  the  dance,  or  interpretations  of  the 
spirit  of  the  dance,  as  you  will.  All  the  great 
pianists  have  tried  their  hands  at  them,  and  we 
have  quite  a  nice  lot  of  records.  One  of  the 
very  best  is  by  Andre  Benoist,  of  the  Valse  in 
A  flat,  which  Godowsky  has  also  recorded.  An- 
other famous  Valse,  in  G  fiat,  has  been  recorded 
by  Godowsky,  who  can  do  incredible  things  with 
his  fingers,  but  who  is  not  the  ideal  Chopinist, 
such  as  de  Pachmann  always  is. 

Polonaises 

The  famous  Polonaises  of  Chopin  are  repre- 
sented at  present  in  records  only  by  the  Mili- 
tary Polonaise  so-called,  although  there  are 
others,  such  as  the  one  in  C  sharp  minor,  which 
are  even  better,  or  the  great  one  in  A  flat,  which 
might  be  called  rightly  the  Heroic  Polonaise. 
Still,  the  Military  Polonaise  is  very  fine.  It  is 
recorded  by  Paderewski  and  also  by  Josef  Hof- 
mann. 

A  Polonaise  is  a  typical  Polish  dance  measure. 
Rather,  in  fact,  it  is  a  music  composed  for  one 
of  those  semi-barbaric,  wholly  magnificent,  pro- 
cessionals in  which  the  Polish  nobility  used  to 
show  their  splendor  and  their  grace  at  those 
famous  revelries  in  their  castles.  It  was  a  dance 
and  a  procession  in  one,  a  sort  of  modernized 
Theoria,  a  winding  chain  of  chivalry  and  beauty, 
in  which  knight  and  lady,  paired  in  glittering 
couples,  wended  their  way,  to  music  and  laugh- 
ter, through  the  halls  and  grounds  of  some  Po- 
lish noble's  ancestral  castle.  It  is  a  semi-mili- 
tary measure,  and  the  crash  of  arms,  the  gallop 
of  horses  and  the  shouts  of  the  army  are  always 
to  be  heard  in  it.  The  Military  Polonaise  can 
only  be  played  rightly  by  a  great  Chopinist. 
Two  such  have  recorded  it. 

Ballades 

The  Ballades  of  Chopin,  four  in  number,  are 
musical  settings  of  heroic  Polish  legends.  The 
Ballad  in  A  flat,  which  has  been  recorded  by  the 
inimitable  de  Pachmann,  is  the  one  Ballade  of 
the  lot  which  he  would  do  perfectly.  It  is  con- 
cerned with  a  legend  of  the  magic  Lake  Switez 
and  is  a  tale  of  a  lovely  princess,  a  faithless 
lover,  and  the  terrible  fate  which  came  upon  him 
through  his  lack  of  knightly  chivalry  towards  his 


lady.     It  is  a  lovely  number  from  end  to  end. 
Scherzos 

The  greatest  of  all  Chopin's  compositions,  for 
force  and  fire,  are  his  Scherzos.  The  word 
Scherzo  means  "jest,"  but  these  are  bitter  jests 
indeed.  The  one  recorded  by  Arthur  Friedheim, 
a  true  giant  of  piano  playing,  is  the  most  mov- 
ing, the  most  powerful,  the  wildest  of  all,  a  tor- 
rent of  unrestrained  emotion  which  seems  to 
carry  away  the  piano  with  it  in  an  ocean  of  tonal 
grandeur.  It  is  the  overflowing  of  an  ardent 
spirit  chained  to  a  frail  body,  crying  out  in  tone 
his  love  for  his  bleeding  native  land,  his  Po- 
land, which  he  could  not  express  in  deeds  of  bat- 
tle.   Chopin  saw  his  Poland  torn  and  bleeding; 


we  of  this  day  shall  see  her  once  more  free, 
strong,  happy  and  united. 

This  Polish  nobility  of  thought,  this  deathless 
patriotism,  this  national  feeling  that  is  every- 
where in  his  music,  in  every  bar  of  music  he 
ever  wrote,  must  be  appreciated  by  'all  who 
would  love  Chopin  aright.  No  music  lover  who 
has  once  been  inducted  into  this  love,  will  ever 
lose  it.  In  these  days,  when  we  fight  to  make  a 
world  free,  we  can  appreciate  Chopin  better  than 
he  has  ever  been  appreciated  before. 

A  last  word:  The  talking  machine  records 
by  great  artists  have  for  the  playing  of  Chopin 
an  unique  value.  They  record  perfectly  the  most 
perfect  style  of  interpretation.  It  is  style  that 
most  of  those  who  undertake  Chopin  least  can 
compass. 

Sell  piano  records;  and  remember  Chopin. 


NEW  MANAGER  FOR  GRAFONOLA  SHOP,  INDIANAPOLIS 

J.  L.  Peters,  Veteran  of  the  Trade,  Takes  Charge  of  Columbia  Co.  Retail  Store  in  That  City — More 
Machines  for  City  Recreation  Centers — Pleasing  Business  Reports 


Indianapolis,  Ind.,  July  5. — History  repeated 
itself  in  more  ways  than  one  when  J.  L.  Peters, 
formerly  of  the  Wagner  Music  Co.  and  for 
years  with  the  old  Wulschner-Stewart  Music 
Co.,  was  appointed  manager  of  the  Grafonola 
Shop  at  44  North  Pennsylvania  street  by  the 
Columbia  Graphophone  Co. 

"I  regard  it  as  rather  a  coincidence,"  said 
Mr.  Peters  to  a  representative  of  The  World, 
"that  twenty-seven  years  ago  I  was  in  the  music 
business  in  this  same  room  and  sold  the  Colum- 
bia talking  machine — the  same  machine  I  am 
selling  now." 

Mr.  Peters  started  out  in  the  music  business 
with  the  Wulschner  music  store,  which  was  then 
at  42  and  44  North  Pennsylvania  street!  The  Wul- 
schner's  handled  the  Columbia  talking  machine. 
Mr.  Peters  recalled  that  in  1891  he  had  displayed 
the  first  two  Edison  talking  machines  in  Indian- 
apolis. And  yet  it  must  not  be  inferred  that 
Mr.  Peters  is  an  old  man — far  from  it! 

The  appointment  of  Mr.  Peters  is  an  out- 
growth of  the  recent  separation  of  the  whole- 
sale and  retail  branches  of  the  Columbia  Co. 
in  Indianapolis.  Ben  L.  Brown,  the  local  man- 
ager of  both  branches,  is  getting  things  in  nice 
shape  at  the  wholesale  department  at  209-217 
West  Washington  street,  where  he  has  his 
offices. 

Dwight  S.  Ritter,  city  purchasing  agent  of 
Indianapolis,  has  bought  for  the  recreation  de- 
partment three  Columbia  talking  machines. 
Last  year  the  city  used  one  talking  machine 
in  one  of  the  recreation  centers  and  it  was 
decided  to  increase  the  number  this  year.  The 


machines  will  supply  music  for  physical  exer- 
cise drills,  folk  dancing  and  entertainment. 

Talking  machine  dealers  say  business  in  In- 
dianapolis is  holding  up  very  well,  the  records 
showing  in  a  number  of  instances  better  con- 
ditions than  existed  at  this  time  a  year  ago. 

K.  Wesley  Smith,  of  the  staff  of  the  Indian- 
apolis News,  and  for  several  years  local  cor- 
respondent for  the  Talking  Machine  World  and 
the  Music  Trade  Review,  has  been  "called  to 
the  colors."  With  five  hundred  other  Indian- 
apolis young  men  he  left  recently  for  Camp 
Sherman  at  Chillicothe,  O. 


NEW  PARAMOUNT  JOBBERS 

Important  Announcement  Made  by  the  New 
York  Recording  Laboratories,  Inc. 

Port  Washington,  Wis.,  July  9. — The  New 
York  Record  Laboratories,  Inc.,  manufacturers 
of  the  Paramount  records,  with  general  offices 
in  this  city,  have  found  the  demand  for  Para- 
mount records  increasing  so  rapidly  that  they 
have  been  compelled  to  add  several  new  presses 
to  the  already  large  equipment  at  the  plant  at 
Grafton,  Wis.,  located  a  few  miles  from  Port 
Washington.  Manager  M.  A.  Supper  announces 
that  arrangements  have  just  been  made  with  the 
Baldwin  &  Miller  Co.,  Indianapolis;  J.  B.  Orth 
&  Co.,  Republic  Bldg.,  Chicago,  and  the  Ricks 
Furniture  Co.,  Dallas,  Tex.,  to  act  as  jobbers  for 
the  Paramount  product.  All  three  concerns  will 
carry  ample  stocks  of  the  Paramount  records 
and  will  push  the  business  in  their  respective 
territories  very  vigorously. 


A 


1 


f 


Efficient  Record  Service 


'T'HE  accompanying  lllustra- 
*  tion  shows  one  of  the  numerous 
efficiency  systems  we  have  in- 
stalled in  order  to  make  Eclipse 
Victor  second  to  none  in  the 
matter  of  giving  prompt  attention 
to  orders. 


Loading  Truck  Right  on  Stock  Floor 


ECLIPSE  MUSICAL  COMPANY 

CLEVELAND  OHIO 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


57 


Records  For 

(Lateral  Cut,  and  all  Other  Types) 

Phonographs 

Millions  of  machines — perhaps  75i  of  all  the  machines  in 
use  play  only  the  Zig-Zag  types  of  records. 

Emerson  Records  are  the  only  discs 
which  can  be  used  on  all  prevailing 
makes  of  machines  without  attachment. 

This  feature  is  of  the  greatest  importance  to  the  dealer 
in  Phonograph  records.  With  the  Emerson  product  your 
sale  of  records  is  universal — Your  market  includes  every 
owner  of  a  phonograph,  no  matter  what  make. 

Combine  with  this  exclusive  Emerson  Record  selling  point 
their  popular  price  and  you  have  an  article  which  com- 
pletely eliminates  competition. 

Emereon  Phonograph  Company^ 

3  West  35th  Street  New  York  City 


940 


939 


942 


938 


IF  HE  CAN  FIGHT  LIKE  HE  CAN  LOVE, 
GOOD  NIGHT  GERMANY.  Patriotic 
Solo,  Orchestra  Accompaniment, 

Eddie  Nelson 
IF     YOU'RE     CRAZY     ABOUT  THE 
WOMEN  You're  Not  Crazy  at  All.  Bari- 
tone Solo,  Orchestra  Accompaniment, 

Henry  Lewis 

GOD    BE    WITH    OUR    BOYS  TONIGHT. 
Tenor  Solo,  Orchestra  Accompaniment, 

Frank  Woods 
SOUTHERN  MEDLEYS.    Vocal  Quartet, 

Liberty  Quartet 

THREE    WONDERFUL    LETTERS  FROM 
HOME.    Tenor  Solo,  Orchestra  Accom- 
paniment Frank  Woods 

A  SOLDIER'S  ROSARY.  Tenor  Solo,  Or- 
chestra Accompaniment  Frank  Woods 

fl  HATE  TO  LOSE  YOU.    Fox  Trot, 

Emerson  Military  Band 
THERE'LL  BE  A  HOT  TIME  FOR  THE 
OLD  MEN  While  the  Young  Men  Are 
Away.   One  Step  Emerson  Military  Band 


Some  up-to-the- 
minute  Hits  from 
the  Emerson  Pop- 
ular Catalogue 


SEND  THIS  COUPON  AND  GET  THE  FULL  DETAILS 

I 

|     The  Emerson  Phonograph  Company 

3  West  35th  Street,  New  York 

Gentlemen: — 

Kindly  send  me  full  details  about  the  Emerson  65c  Records. 


T.M.W. 


Name  . 


Address  . 


-1  City. 


58 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


How  many  folks  in  your  town  go  on  vaca- 
tions ?  Count  'cm — then  sell  every  one  a 
Grafonola. 


Columbia i  Graphophone  Co. 

NEW  YORK 


GETTING  GOODS  STILL  THE  BIG  PROBLEM  IN  MILWAUKEE 

Although  Stocks  Generally  Are  Larger  the  Demand  Increases  Out  of  Proportion — The  Machines 
and  Records  That  Are  Popular — Association  of  Music  Industries  Meets — News  of  the  Month 


Milwaukee,  Wis.,  July  6. — An  unprecedented 
demand  for  records,  resulting  from  the  large 
sale  of  talking  machines  during  the  last  six  or 
eight  months,  is  the  distinct  feature  of  busi- 
ness in  Milwaukee  at  this  time.  Dealers  find 
it  impossible  to  fill  more  than  a  part  of  require- 
ments, although  their  stocks  are  larger  than 
ever  before.  However,  the  demand  is  such  that 
goods  are  moving  so  rapidly  that  even  the  large 
stocks  do  not  bring  relief.  The  restriction  of 
catalogs  which  makes  possible  a  greatly  in- 
creased production  of  individual  records,  has  not 
improved  the  situation,  and  no  matter  how  hard 
dealer's  try,  they  do  not  seem  to  find  it  possible 
to  keep  stocks  up  to  the  needed  point. 

So  far. as  the  supply  of  machines  is  concerned, 
the  situation  likewise  is  unfavorable.  The  retail 
trade  is  in  a  veritable  scramble  to  cover  require- 
ments, not  only  for  current  sale,  but  to  build  up 
stocks  to  tide  themselves  over  the  fall  and  Holi- 
day period. 

"We  never  have  been  so  hard  pressed  lor 
goods  as  now,"  said  Harry  A.  Goldsmith,  secre- 
tary of  the  Badger  Talking  Machine  Co.,  Victor 
wholesaler.  "This  is  a  most  unusual  situation, 
for  ordinarily  the  requirements  of  the  retail 
trade  during  the  June-July  period  are  only  mod- 
erate. However,  stocks  have  been  short  for  such 
a  long  time  and  the  demand  has  grown  so  rap- 
idly that  the  new  goods  we  are  able  to  obtain 
are  little  more  than  a  drop  in  the  bucket,  figura- 
tively speaking." 

"The  New  Edison  seems  to  have  taken  the 
people  of  the  Northwest  by  storm,  judging  from 
the  great  demands  upon  us  by  our  dealers,"  said 
a  member  of  the  Edison  Shop,  Edison  jobber. 
"Fortunately  we  are  able  to  keep  fairly  well 
supplied,  but  orders  continue  to  increase  in  such 
volume  that  we  are  almost  certain  to  be  con- 
fronted by  a  shortage  before  another  two 
months  are  over." 

The  Edison  interests  operate  a  large  cabinet 
plant  in  central  Wisconsin,  which  is  an  especially 
desirable  arrangement  and  obviates  many  delays 
in  furnishing  dealers  of  the  territory  with  goods. 
The  plant  is  in  the  heart  of  the  lumber  country 
and  is  therefore  favorably  situated  with  regard 
to  raw  materials.  Yet  the  big  factory  is  behind 
on  its  orders. 

Charles  J.  Orth,  state  distributor  of  the  Puri- 


tan, is  a  jobber  who  is  exceptionally  well  situ- 
ated in  the  matter  of  obtaining  adequate  stocks, 
for  the  Puritan  factories  are  located  not  far  from 
Milwaukee  and  while  distributors  all  over  the 
country  are  in  keen  competition  for  goods,  the 
nearness  of  the  Orth  headquarters  to  the  manu- 
facturer proves  a  distinct  advantage. 

Thomas  I.  Kidd,  general  manager  of  the  local 
branch  of  the  Brunswick-Balke-Collender  Co., 
says  business  never  has  been  so  active  as  at  this 
time,  not  even  during  the  best  holiday  season 
since  the  Brunswick  phonograph  first  was  intro- 
duced here.  The  big  demand,  which  creates  the 
danger  of  a  shortage,  has  made  it  necessary  for 
Mr.  Kidd  to  use  an  extra  amount  of  care  and 
discrimination  in  the  selection  of  new  dealers 
from  the  list  of  applicants.  Brunswick  goods 
are  coming  through  in  fair  volume,  but  the  re- 
quirements of  dealers  make  it  extremely  diffi- 
cult to  maintain  stocks. 

A.  G.  Kunde,  wholesaler  and  retailer  of  the 
Columbia,  reports  that  while  the  orders  for  ma- 
chines are  unusually  broad,  the  demand  for  rec- 
ords is  still  greater  and  he  finds  it  almost  im- 
possible to  cope  with  requirements.  Columbia 
dealers  are  taking  Mr.  Kunde's  "tip"  to  antici- 
pate their  wants  for  the  remainder  of  the  year, 
and  they  are  rushing  to  get  "under  cover"  with- 
out delay. 

The  Pathephone  improves  its  position  among 
talking  machines  in  the  Milwaukee  market  every 
day.  This  territory  is  handled  direct  by  the 
Chicago  branch,  and  considering  the  big  demand 
and  relative  small  supplies  available,  local  deal- 
ers are  very  well  taken  care  of.  Like  other  mer- 
chants, however,  they  could  use  a  great  many 
more  machines  and  records  than  can  be  allotted 
to  them  under  existing  conditions. 

The  Starr  phonograph  is  gaining  more  and 
more  prestige  in  Wisconsin  territory  under  the 
vigorous  representation  given  by  the  Hoeffler 
Mfg.  Co.  Adolph  Hoeffler  is  devoting  much  of 
his  personal  attention  to  promoting  Starr  sales 
and  his  unsually  wide  acquaintance  in  the  terri- 
tory comes  in  good  stead. 

Yahr  &  Lange,  Wisconsin  distributors  of  the 
Sonora,  expressed  the  desire  to  have  once  again 
as  many  machines  on  hand.  No  matter  how 
hard  the  firm  tries  to  keep  its  stocks  adequate, 
its  growing  list  of  dealers  is  taking  machines 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us? 

BADGER  TALKING-MACHINE  CO.  »5S« -JS— 


MILWAUKEE,  WIS. 


VICTOR  DISTRIBUTORS 


away  faster  than  they  come  in.  Among  the  deal- 
ers recently  appointed  is  Julius  Koepke,  White- 
water, Wis.  The  eight  Sonora  dealers  in  Mil- 
waukee city  and  county  are  demanding  so  much 
stock  that  it  is  likely  that  this  list  will  be  re- 
stricted to  the  present  occupants  for  some  time 
to  come. 

The  Badger  Talking  Machine  Shop,  Victor  re- 
tailer, continues  to  be  the  scene  of  exceptional 
activity.  Manager  Richard  H.  Zinke  says  that 
in  his  long  experience  as  a  Victor  dealer  he  has 
never  been  "up  against"  conditions  now  prevail- 
ing. "This  scramble  for  goods  to  fill  the  hungry 
maw  of  the  public  is  enough  to  keep  one  awake 
nights,"  said  Mr.  Zinke. 

Miss  Helen  Gunnis,  manager  of  the  Music 
Shop,  representing  the  Starr  and  Columbia,  is 
making  arrangements  for  further  enlargement  of 
the  store,  which  was  established  less  than  eight 
months  ago  and  in  this  short  time  has  become 
one  of  The  busiest  talking  machine  shops  in  Mil- 
waukee. Miss  Gunnis  is  the  only  woman  talking- 
machine  dealer  in  this  city  and  one  of  the  few 
successful  ones  throughout  the  country.  Miss 
Gunnis  recently  made  a  trip  to  New  York  to 
attend  the  National  Music  Show  and  extended 
her  reputation  as  a  soloist  of  note  by  accepting 
an  assignment  to  sing  in  the  Universal  Music 
Booth  every  evening.  While  in  the  East,  Miss 
Gunnis  also  did  some  recording  for  the  Aeolian 
and  Columbia  records.  She  also  visited  the 
Columbia  factories  at  Bridgeport  and  on  her 
way  home  stopped  off  at  Richmond,  Ind.,  to  in- 
spect the  Starr  plant.  Incidentally,  she  exer- 
cised her  usual  foresight  and  provided  against  a 
shortage  of  goods  during  the  coming  fall  and 
holiday  seasons. 

Encouraging  reports  as  to  the  future  of  the 
musical  instrument  business  were  brought  from 
the  New  York  conventions  and  presented  to  the 
Milwaukee  Association  of  Music  Industries  at 
its  monthly  meeting  on  June  20.  Paul  F.  Net- 
zow  was  official  delegate.  Edmund  Gram,  retir- 
ing national  president,  and  C.  L.  Dennis,  the 
new  national  secretary,  are  active  in  the  local 
association  and  also  contributed  much  interest- 
ing information.  At  this  meeting  resolutions  on 
the  death  of  George  H.  Eichholz,  the  widely 
known  Edison  and  Victor  dealer  of  Milwaukee, 
who  died  May  30,  were  adopted.  The  committee 
on  resolutions  consisted  of  three  talking  ma- 
chine men,  Charles  J.  Orth,  L.  C.  Parker  of  Gim- 
bel  Bros.,  and  Oscar  C.  Schefft,  of  Scheldt's  Vic- 
trola  Shop. 

Gustav  Kleeman,  a  traveling  representative  of 
Charles  J.  Orth,  504  Grand  avenue,  distributor 
of  the  Puritan  in  Wisconsin  and  upper  Michi- 
gan, has  been  appointed  a  member  of  the  Mil- 
waukee Board  of  Motion  Picture'  Censors,  cre- 
ated by  the  mayor  of  Milwaukee  to  keep,  the 
"movie"  houses  free  from  unsavory  films. 


H.  J.  SMITH — Jewel  Manufacturer 

MANUFACTURER  OF— Phonograph  Diamond  and  Sap- 
phire Reproducing  Points— Recording  Laboratory  Jew  els 
— Jewel  Bearings  for  Electrical  Instruments — Rough 
Diamond — Diamond  Powder— Experimental  Work. 

Telephone  2896  Market 

833  BROAD  STREET       NEWARK,  N.  J. 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


59 


"AT  HOME"  IN  ITS  NEW  QUARTERS     EMBARGO  ON  GRAPHITE  CONTINUED 


Silas  E.  Pearsall  Co.  Greeting  Its  Friends  at  10 
East  Thirty-ninth  Street,  New  York — Effi- 
ciency and  Co-operation  the  Company's  Aim 

The  Silas  E.  Pearsall  Co.,  Victor  distributor, 
is  now  established  in  its  new  quarters  at  10 
East  Thirty-ninth  street,  New  York,  and  many 
dealers  in  local  territory  have  visited  the  com- 
pany's new  home  in  order  to  acquaint  them- 
selves with  the  service  facilities  that  are  placed 
at  the  disposal  of  General  Manager  Green  and 
his  efficient  sales  staff. 

In  its  present  quarters  the  Silas  E.  Pearsall 
Co.  is  in  a  splendid  position  to  render  maximum 
co-operation  and  efficiency  to  the  dealers  in 
metropolitan  territory,  as'  the  building  at  10 
East  Thirty-ninth  street  is  ideally  located  from 
a  transportation  standpoint.  This  is  an  impor- 
tant factor,  of  course,  in  the  delivery  of  mer- 
chandise at  this  particular  time,  and,  although 
it  has  only  occupied  its  new  home  for  a  few 
weeks,  the  company  has  already  received  expres- 
sions of  approval  from  its  dealers  regarding  the 
service  rendered.  Every  division  of  the  com- 
pany's forces  is  leaving  nothing  undone  to  co- 
operate with  the  dealers,  and  this  spirit  of  har- 
mony and  efficiency  is  reflected  in  the  popularity 
of  the  Pearsall  organization  in  local  talking  ma- 
chine trade  circles.  • 


CHEERING  REPORT  OF  BUSINESS 


Kansas  City,  Mo.,  July  9.— O.  D.  Standke, 
manager  of  the  Victrola  department  at  Geo.  B. 
Peck  Dry  Goods  Co.,  reports  an  unusually  good 
business  for  the  month  of  June.  There  seems 
to  be  a  greater  demand  for  the  higher-priced 
Victrolas. 

Mr.  Standke  also  reports  that,  judging  from 
the  large  down  payments  and  amount  of  cash 
business  obtained,  money  seems  to  be  more 
plentiful  than  ever.  Record  sales  are  also  hold- 
ing up  exceptionally  well  with  a  particular  de- 
mand for  patriotic  numbers. 

Mr.  Standke  spent  several  days  down  on  the 
farm  harvesting  during  the  early  days,  and 
worrying  the  fish  towards  evening.  A  five- 
pound  bass  was  his  best  catch,  which  he  suc- 
ceeded in  landing  after  a  fifteen-minute  tussle. 
He  returned  to  his  desk  greatly  benefited  by 
his  trip. 

J.  H.  Hassel,  salesman  for  Geo.  B.  .  Peck 
Victrola  department,  is  spending  his  vacation 
somewhere  in  the  Ozarks. 


"Globe"  TRANSFER 
*  NAME1  PLATES 


Can  be  easily  and  quick- 
ly applied  on 

TALKING  MACHINES. 
PIANOS. 
TYPEWRITERS, 
SEWING  MACHINES, 
FURNITURE,  ETC. 

You  can  order  any  of 
the  designs  illustrated. 
Style  I  to  7,  with  your 
copy,  as  follows: 

250— $16.00 

500— $20.00 
1000— $27.50 
2000— $40.00 
3000— $50.00 
5000— $65.00 

Complete  transferring  out- 
fit Included  with  every 
order. 

Write  for  folder  "You 
Need  Decalcomante  In 
Your  Business." 


mmm\ 


STYLE  ^ 


STYLE  S 


WHITE  PIANO  CO. 

_^mmmY^N6B5L 

STYLE  7 
CUTS  A R t  HALF  SIZE 


Globe 
Decalcomanie 
Co. 

74    MONTGOMERY  ST. 

JERSEY  CITY,  N.  J. 


No  More  of  That  Material  May  Be  Imported 
During  1918 — Sufficient  Supplies  on  Hand 


The  restriction  upon  the  import  of  plumbago, 
or  graphite,  has  been  extended  by  the  War 
Trade  Board  to  be  effective  for  the  entire  calen- 
dar year  of  1918.  The  original  restriction  was 
made  absolute  until  July  1,  with  the  understand- 
ing that  a  quantity  not  to  exceed  5,000  long  tons 
could  be  imported  for  the  remainder  of  the  year, 
provided  stocks  in  this  country  proved  inade- 
quate to  meet  the  requirements.  It  is  declared, 
however,  that  investigation  has  shown  present 
stocks,  together  with  home  production,  will  suf- 
fice to  meet  home  requirements  until  well  into 
1919.  Supplies  of  graphite  are  particularly  in- 
teresting to  the  talking  machine  trade,  owing 
to  the  fact  that  that  material  is  used  exclusively 
for  the  lubrication  of  springs  and  talking  ma- 
chine motors.  Graphite  is  also  used  by  player- 
piano  manufacturers  for  lubricating  the  slides 
of  motors  and  other  wooden  surfaces  where 
friction  occurs. 


BOOKED  SUBSTANTIAL  ORDERS 


R.  J.  Jamieson,  Sales  Manager  of  the  Fischer 
Co.,  Books  Big  Pathe  Orders — Enthusiastic 
Over  Business  Possibilities  for  the  Fall 


Cleveland,  O.,  July  8. — Ralph  J.  Jamieson,  sales 
manager  of  the  Fischer  Co.,  of  this  city,  Pathe 
distributors,  returned  recently  from  a  very  suc- 
cessful three  weeks'  trip,  which  was  marked  by 
the  receipt  of  unusually  large  orders  for  Pathe- 
phones  and  Pathe  discs.  On  this  trip  Mr. 
Jamieson  closed  an  order  with  one  well-known 
dealer  that  called  for  one  of  the  largest  mer- 
chandise totals  that  has  ever  been  received  by  a 
representative  of  any  jobber  in  this  territory. 

Mr.  Jamieson  is  enthusiastic  regarding  the 
possibilities  of  developing  Pathe  business  in  this 
territory,  and  states  that  the  Pathe  dealers  in 
this  section  of  the  country  are  making  plans  for 
a  record-breaking  fall  trade.  His  keen  admira- 
tion of  the  Pathe  line  and  his  confidence  in  its 
sales  merits  has  enabled  Mr.  Jamieson  to  render 
invaluable  co-operation  to  Pathe  representatives. 
He  has  made  an  exhaustive  study  of  the  retail- 
ing of  Pathephones  and  Pathe  records,  and  his 
success  may  be  attributed  in  a  large  measure  to 
his  intimate  popularity  with  the  dealers'  prob- 
lems. 


DONALD  MARTIN  JOINS  U.  S.  ARMY 


Donald  Martin  has  resigned  his  position  as 
Edison  supervisor  for  the  Dominion  of  Canada, 
his  resignation  taking  effect  July  1.  Mr.  Mar- 
tin relinquished  this  important  post  in  order 
that  he  might  enter  the  military  service  of  the 
United  States.  At  this  writing  no  successor 
to  Mr.  Martin  has  been  chosen. 


INCREASE  YOUR  SALES 
Mr.  Edison  Dealer,  with  the 

KENT  Attachment 
and  Sound  Box 


Patented  March  2.  1915 
SIMPLE  AND  ACCURATE 

Made  by  manufacturers  who  have  specialized  in  Edison 
attachment?  for  years. 

SEND    FOR   ONE  TODAY 

Most  Edison  jobbers  handle  our  products.  If  yours  does 
not  send  direct. 

F,  C.  KENT  &  CO. 

Manufacturer  of  Phonograph  Accessories 
COR.  MULBERRY  AND  CHESTNUT  STS..  NEWARK.  N.  J. 


Capacity  100  records,  designed  especially  for  use 
with  Victor  IX.  Of  special  interest  to  Victor 
dealers.  ■  Same  style  cabinet  without  the  moulding 
around  top  designed  for  Columbia  No.  50,  Aeolian 
and  other  portable  machines. 

A  Flexible  File 

—Expands  Outside  the  Cabinet 

No  weight  of  records  to  handle 
No  broken  or  misplaced  records 
100%  increased  capacity 
Every  record  accessible 
Opens  Automatically 
Files  all  records 
Sells  on  sight 

These  cabinets  combine  busi- 
ness sense  with  parlor  style.  A 
complete  modern  filing  system 
adapted  to  home  use.  An 
efficient  ornament  to  parlor 
or  library. 


Automatic  Carrying: 
Cases  for  Salesmen  and 
Repairmen  are  ideal — ■ 
constructed  on  the  same 
principle  as  our  Record 
Containers.  Every 
dealer  and  jobber 
should  equip  his  sales- 
men with  them  to  in- 
crease their  efficiency 
and  multiply  record 
sales. 


Manufacturers: 


MAIL.  THIS 


Write  for 


shop-rights  under  our  patents  / 


AUTOMATIC 


/ 


/ 


CONTAINER 


COMPANY 

209  So.  State  St. 
Chicago  /.Jy 


60 


THE   TALKING   MACHINE  WORLD 


July  15,  1918 


The  most  wonderful  Talking  Machine  of  the  present  age  at  the  price 
An  Instrument  of  Supreme  Value,  Tone  and  Quality 


SPEAKS  FOR  ITSELF 


No.  75— $75 


No.  100— $100 


The  Cleartone  has  become  very  popular  because  of 
its  quality,  splendid  value  and  the  advertising  and 
sales  campaign  that  now  stands  in  back  of  it.  Dealers! 
Watch  us  grow  —  write  for  our  agency  and  grow 
with  us. 

SUNDRY  DEPARTMENT 


MOTORS — No.  01,  8-in,  turntable,  single  spring,  $1.25; 
same  motor  with  10-in.  turntable,  $1.40.  No.  1,  10-in. 
turntable,  double  spring,  plays  two  10-in.  records,  $2.95. 
No.  6,  10-in.  turntable,  double  spring,  plays  three  10-in. 
records,  $3.50;  same  motor  with  12-in.  turntable,  $3.85. 
No.  8,  12-in.  turntable,  cast-iron  frame,  double  spring, 
plays  three  10-in.  records,  $4.85.  No.  9,  12-in.  turntable, 
cast-iron  frame,  bevel  gear  wind,  double  spring,  plays  three  ' 
10-in.  records,  $5.85.  No.  10,  12-in.  turntable,  cast-iron 
frame,  bevel  gear  wind,  double  springs,  plays  four  10-in. 
records,  $6.85.  No.  11,  12-in,  turntable,  cast-iron  frame, 
bevel  gear  wind,  double  spring,  plays  seven  10-in.  records, 
$8.50. 

TONE  ARMS  AND  REPRODUCERS — No.  1,  $1.00; 
No.  2,  plays  all  records,  $1.25;  No.  4,  $2.05;  No.  6, 
$2.25:  No.  7,  $2.25;  No.  8,  $2.25;  No.  9,  $2.25.  (Play 
all  records. ) 

MAIN  SPRINGS— No.  00— %-in.,  23  gauge,  9-6  ft., 
29c.  each,  100  lots,  25c.  each;  No.  01,  1-in..  23  gauge, 
7  ft.,  25c.  each,  100  lots,  20c.  each;  No.  0,  %-in..  20 
gauge,  8-6  ft.,  25c.  each,  tOO  lots,  21c.  each-  No  1 
%-in.,  25  gauge,  9-6  ft,  39c.  each,  100  lots,  35c.  each; 
No.  2,  13-16-in.,  25  gauge,  9-6  ft.,  43c.  each,  100  lots, 
39c.  each;  No.  3,  %-in.,  25  gauge,  11  ft.,  49c.  each,  100 
lots,  45c.  each;  No.  4,  1-in.,  23  gauge,  10  ft..  49c. 
each.  100  lots,  45c.  each;  No.  5,  1-in.,  27  gauge,  11  ft 
65c.  each,  100  lots,  59c.  each;  No.  6.  l'A-in.  27  gauge' 
11  ft..  90c.  each,  100  lots,  85c.  each.  ' 

RECORDS— POPULAR  and  GKAMMATOX  Brand,  10- 


ln.  double  face,  lateral  cut.  all  instrumental — 32e.  in  lots 
of  100;  30c.  In  lots  of  1,000;  29c.  in  lots  of  5,000. 

GOVERNOR  SPRINGS— $1.00  per  hundred;  $6.00  per 
thousand.  Special  price  in  large  quantities  for  Motor 
Manufacturers. 

fienuine  Diamond  Points  for  playing  Edison  Records, 
$1.25  each,  100  lot.  $1.15  each;  Sapphire  Points  for 
playing  Edison  Records,  ISc.  each.  100  lots,  14c.  each ; 
Sapphire  Balls  for  playing  Pathe  Records,  19c.  each, 
100  lot  16c.  each.  Needles — Steel  in  stock  at  all  times 
at  moderate  price  as  per  quantity. 

NEEDLE  CUPS— $17.50  per  M.  $16.00  per  M  in  5,000 
lots.     Covers,  $7.50  per  M. 

COVER  STAYS— No.  1,  for  Table  Cabinets,  6  in.  long, 
9c.  each,  100  lot,  71/4c  each;  No.  2,  for  Floor  Cabinets. 
9  in.  long,  17c.  each,  100  lot,  13c.  each;  No.  3,  heavy 
for  Floor  Cabinets,  10  in.  long,  20c.  each,  100  lot.  16c. 
each. 

Continuous  Piano  Hinges,  28c.  per  foot;  100  feet,  24c. 
per  foot. 

We  also  manufacture  special  machine  parts,  such  as 
worm  gears,  stampings,  or  any  screw  machine  parts  for 
motor ;  reproducer  and  part  manufacturers. 

Special  quotations  given  to  quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84 -page  catalog,  the  only  one  of  its  kind 
In  America,  illustrating  33  different  styles  of  talking  ma- 
chines and  over  500  different  phonographic  parts,  also 
gives  description  of  our  efficient  Repair  Department. 


Lucky  13  Phonograph  Co.,  3  East  12th  St.,  New  York 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


61 


MICA 


BEAUTY  OF  TONE 

DIAPHRAGMS  OF  BEAUTY 

INTERNATIONAL  MICA  COMPANY 

Offices  and  Factory,  37th  and  Brandywine  Streets,  WEST  PHILADELPHIA,  PA. 


BUILDING  NEW  EDISON  POWER  HOUSE 

Plant  Now  Under  Construction  Will  Develop 
10,000  Horse  Power  and  Cost  $500,000 

There  is  now  under  construction  at  the  plant 
of  Thomas  A.  Edison,  Inc.,  Orange,  N.  J.,  a  new 
power  house  that,  when  completed,  will  prove  a 
substantial  factor  in  the  operation  of  the  various 
departments  of  the  big  institution.     The  build- 


Chimney  for  New  Edison  Power  House 

ing  will  be  approximately  100  feet  square,  and 
the  equipment  will  develop  10,000  horse  power. 
The  new  power  plant  will  cost  about  $500,000, 
and  is  expected  to  be  ready  in  seven  weeks. 
One  of  the  features  will  be  a  chimney  202  feet, 
three  inches  high,  which  has  just  been  completed, 
and  the  imposing  size  of  which  can  be  gleaned 
by  a  glance  at  the  accompanying  illustration  of 
the  same. 

J.  P.  Constable,  chief  engineer  of  the  Edison 
interests,  is  supervising  the  construction  of  the 
new  power  house,  and  A.  M.  Wolf,  construction 
engineer,  is  in  direct  charge. 

TO  MAKE  TALKING  MACHINES 

Tipton,  Ind.,  July  6. — The  Deterling  Mfg.  Co., 
formerly  of  Muncie,  Ind.,  are  now  moving  into 
a  fine  new  factory  building  recently  built  by  the 
Chamber  of  Commerce.  The  company  will  make 
a  full  line  of  cabinet  talking  machines,  among 
the  special  features  of  which  are  patented  slid- 
ing doors  for  modifying  the  tone,  and  patented 
zig-zag  felt  filing  system  holding  about  one  hun- 
dred records.  Geo.  P.  Bower  is  president,  R.  H. 
Woodruff,  general  manager.  The  machinery  is 
now  being  installed  and  the  plant  will  be  in  run- 
ning order  in  thirty  days.  The  company  will 
build  their  own  cabinets. 

REAL  FRIENDSHIP 

"He  is  a.  man  of  firm  friendships,  I  know." 
"How's  that?" 

"He  has  lived  in  the  same  house  with  a  man 
who  has  been  learning  to  play  the  trombone 
for  the  past  three  years — and  he  still  speaks  to 
him." 

One  of  the  Edison  convention  visitors  to  the 
Edison  plant  was  Mr.  Eilers,  Edison  dealer  at 
Spokane,  Wash.  After  the  convention  Mr. 
Eilers  went  to  Boston  as  the  guest  of  chairman 
of  the  convention,  George  Lincoln  Parker. 


HINTS  FOR  THE  RETAIL  MAN 

F.  A.  Mulford  Tells  of  His  Experiences  in  In- 
teresting Little  Book  That  May  Help  Others 


F.'  A.  Mulford,  manager  of  the  Brunswick 
Shop  in  Coasts'  store,  Iowa  City,  la.,  has  just 
compiled  a  most  interesting  little  booklet  under 
the  caption  "Hints  for  the  Retail  Phonograph 
Man,"  and  which  contains  some  excellent  selling 
advice  based  on  Mr.  Mulford's  actual  experi- 
ence in  the  field.  Some  of  the  excellent  material 
contained  in  the  book  reads: 

In  conducting  a  retail  phonograph  department, 
of  course  the  usual  rules  for  retail  merchandis- 
ing apply — such  as  keeping  the  display  floor  neat 
and  attractive  and  in  every  possible  way  to  be 
on  the  alert  to  create  a  favorable  first  impres- 
sion. The  visitor  is  likely  to  be  especially  crit- 
ical because  the  phonograph  and  record  store 
is  a  "Temple  of  Music,"  and,  as  music  is  a  fine 
art,  an  artistic  and  scrupulously  clean  display 
room  is  absolutely  essential. 

Link  up,  continuously,  the  records  with  the 
instrument.  In- talking  with,  or  writing  to,  a 
hesitating  prospective  customer,  emphasize  cer- 
tain attractive  musical  selections  that  you  be- 
lieve he  would  enjoy.  This  puts  the  instru- 
ment itself  into  the  background,  and  avoids 
danger  of  boring  the  prospect. 

As  much  as  is  possible,  avoid  going  into  de- 
tails as  to  how  the  instrument  is  made;  by  tak- 
ing it  apart  and  displaying  the  mechanical  parts 
you  divert  your  customer's  mind  from  the  real 
issue — the  music  that  is  produced  by  the  combina- 
tion— the  phonograph  and  the  records.  Music 
is  what  your  prospect  is  after.  Cause  him  to 
concentrate  the  mind  on  the  music. 

Music  is  what  the  prospect  really  needs.  Try 
to  sell  him  music.  Convince  him  that  he  needs 
it,  and  he  will  want  it. 

After  demonstrating  with  just  a  few  records, 
if  you  feel  that  a  favorable  impression  has  been 
made,  come  to  the  point,  try  to  close  the  deal; 
if  you  tried  too  soon,  no  harm  is  done;  you  can 
quickly  resume  the  demonstration.  Be  always 
alert  for  another  chance  to  try  to  close.  By  per- 
sistently trying,  you  will  usually  close  a  sale 
before  the  high  point  of  interest  in  the  instru- 

aiiiiiiiiiiiiiiiiiiiiii 


ment  is  passed.  Many  a  sale  is  lost  by  a  too 
prolonged  effort  to  convince  the  prospect  as  to 
the  actual  merits  of  the  instrument. 

If  you  fail  to  close  the  sale  at  this  interview, 
be  careful  to  appear  a  good  loser;  express  your 
appreciation  of  the  visit.  Write  a  letter  em- 
phasizing the  fact  that  he  will  always  be  wel- 
come in  your  store,  whether  to  buy  or  not. 

Each  month,  select  two  or  three  of  the  best 
records  on  your  new  list,  and  make  these  rec- 
ords an  excuse  for  an  especial  invitation  to  call 
again — just  to  hear  them.  By  addressing  an  in- 
strument prospect  on  the  subject  of  some  un- 
usually fine  selections,  from  time  to  time,  he  is 
frequently  reminded  of  the  sales  person,  of  the 
store,  and  of  the  instrument. 

The  letter  that  follows  has  been  found  quite 
effective: 

Dear  Sir: — We  all  enjoy  music;  especially  in  the  home. 
Personally,  my  home  life  would  be  robbed  of  a  great  part 
of  its  charm,  if  I  could  not  have  music  there. 

Last  evening,  my  wife  and  I  enjoyed  ourselves  im- 
mensely, right  at  home — with  our  phonograph. 

While  awaiting  dinner,  the  Hawaiian  guitars  tinkling  "On 
the  Beach,  at  Waikiki"  proved  an  excellent  appetizer. 

Our  dinner  was  unusually  enjoyable  with  the  music  of 
the  Boston  Symphony  Orchestra. 

After  dining  we  settled  down  in  comfortable  chairs 
and  listened  to  a  fine  concert.  The  rich  tenor  voice  of 
Johh  McCormack,  singing  "Little  Grey  Home  in  the  West" 
and  "I  Hear  You  Calling  Me,"  was  really  more  enjoy- 
able than  if  we  had  gone  to  a  theatre  to  hear  him. 

"Carry  Me  Back  to  Old  Virginia,"  sung  by  Alma  Gluck, 
and  the  "Laughing  Song,"  by  Galli-Curci,  were  delightful. 

Gounod's  "Ave  Maria,"  sung  by  the  great  soprano,  Marie 
Rappold,  with  a  wonderful  violin  obligato  by  Albert 
Spalding,  was  magnificent. 

Such  an  array  of  talent  on  one  program  is  only  pos- 
sible  with  a  phonograph. 

At  the  close  of  our  evening,  we  set  the  automatic  stop 
and  retired,  with  the  distant  strains  of  "A  Perfect  Day" 
coming  from  the  music  room. 

Open  your  home  to  this  delightful  flood  of  music.  Order 
a  phonograph  to-day.  The  greatest  possession  that  you 
have  is  your  home.  Nothing  can  add  so  much  to  your 
home  as  music. 

Your  is  at  the  other  end  of 

your  phone.     Our  phone  number  is  

Very  truly  yours. 


The  Edison  Phonograph  Shop,  conducted  by 
Robert  Sell,  of  Knutztown,  Pa.,  recently  gave 
an  Edison  recital  at  which  Miss  Irma  Seydel, 
violinist,  and  Miss  Marie  Morrisey,  contralto, 
were  heard. 

Illllllllllllilllllill! 


Let  Brown  Do  It  Right 

/'//  Supply  Your  Cabinets 
— Equipped,  If  You  Wish 

Years  of  experience  as  a  cabinet 
builder  have  taught  me  materials 
from  A  to  Z.  My  painstaking  cabinet 
makers  know  their  business  too. 

The  "know  how"  we  put 
into  it  will  save  you  time 
and  trouble 

Am  prepared  to  build  phonographs 
for  you  from  your  blueprints,  or  if  you 
wish  will  submit  designs  of  my  own. 

Will  build  to  fit  your  "selling  propo- 
sition." 

The  easy  way  for  you — 

Let  BROWN  Do  It 


Just  write  me  about  it 


CHAS.  C.  BROWN 

350  E.  Water  St.  Milwaukee,  Wis. 

Illlllllllllllllllllllllllllllllilllll 


62 


THE    TALKING    MACHINE  WORLD 


July  15.  1918 


People  can't  take  their  big  Grafonolas  away 
tor  the  Summer.  And  yet  that's  the  very 
time  tor  music.  Answer  ?— Portable  Models 
for  Vacationists. 


Columbia  Graphophone  Co 

NEW  YORK 


schedule,  for  which  will  be  announced  at  a  later 
date. 

Talking  machine  dealers  in  local  territory  are 
evincing  keen  interest  in  this  outing,  and  it  is 


ELABORATE  PLANS  FOR  TALKING  MACHINE  MEN'S  OUTING    MANY  "BUTTERFLY"  MOTOR  SALES 

*,      „      .  ,  ^  .        „       ~         .  Leonard    Markels,    New    York,  well-known 

Committee  Makes  Special  Trip  to  Bear  Mountain  to  Complete  Arrangements  on  the  Spot-Base-     nlanufacturer  of  Markels  motors,  etc.,  has  been 
•     ball  Game  and  Other  Sports  for  Attractive  Prizes  Are  Scheduled  for  August  7  vigiting  thg  trade  jn  the  East  during  the  past 

few  weeks,  and  has  called  upon  many  of  the 
leading  manufacturers  in  this  territory.  He 
states  that  conditions  are  unusually  pleasing  for 
this  time  of  the  year,  and  wherever  he  visited 
the  manufacturers  expressed  optimism  and  con- 
fidence in  the  business  outlook. 

Mr.  Markels  received  large  orders  for  the 
well-known  Markels  "Butterfly"  motor,  which  is 
gaining  in  popularity  day  by  day.  This  motor 
has  many  distinctive  features  that  have  made 
it  a  prime  favorite  with  the  manufacturers,  and 
several  of  the  houses  who  placed  orders  with 
Mr.  Markels  on  his  recent  trips  expressed  their 
intention  of  using  this  motor  exclusively  during 
the  coming  year.  In  order  to  keep  pace  with 
the  demand  for  the  Markels  products,  Mr. 
Markels  is  planning  to  augment  his  factory 
space  materially  in  the  very  near  future,  and  has 
already  taken  the  necessary  steps  in  order  to  se- 
cure larger  quarters  for  manufacturing  purposes. 


All  arrangements  have  been  completed  for  the 
annual  outing  of  the  Talking  Machine  Men,  Inc., 
to  be  held  August  7  at  Bear  Mountain,  and,  ac- 
cording to  present  ar- 
rangements, this  outing 
will  provide  many  at- 
tractive features  for  the 
dealers  and  their  guests. 
Notwithstanding  the  fact 
that  the  steamboat  fare 

5 has  been  increased  dur- 
ing the  past  year,  and 
the  cost  of  the  dinner 
has  also  been  raised,  the 
committee  decided  to 
charge  only  $3  a  plate, 
the  same  amount  as  last 
year;  this  charge  includ- 
 I     ing  the  steamboat  fare  in 

President  Coughlin  addition  to  the  dinner. 
The  association  expects  to  have  a  deficit  be- 
cause of  this  very  moderate  charge,  and  is  plan- 
ning to  make  up  this  deficit  from  the  club  treas- 
ury. 

Through  the  courtesy  of  B.  H.  Roth,  of  West 
New  York,  N.  J.,  a  live  wire  Victor  dealer,  the 
entertainment  committee  of  the  Talking  Ma- 
chine Men,  Inc.,  was  given  a  chance  to  motor 
to  Bear  Mountain  last  month,  and  make  ar- 
rangements for  the  outing.  The  trip  was  thor- 
oughly enjoyed  and  the  accompanying  photo- 
graphs present  the  committee  during  their  stay 
at  Bear  Mountain. 

Sol  Lazarus,  one  of  the  most  active  workers 
on  this  committee,  will  donate  the  chest  pro- 
tector and  mask  for  the  ball  game,  and  Mr.  Roth 
will  donate  the  baseball  bats  and  the  balls  for 
the  game.  The  association  will  also  give  inter- 
esting prizes  for  the  various  races,  the  official 


Messrs.  Roth,  Lazarus,  Mielke,  Galuchie  and 
Coughlin 

expected  that  a  banner  attendance  will  reward 
the  efforts  of  the  entertainment  committee  to 
make  this  year's  event  a  memorable  one  for  the 
dealers.     Last  year's  outing  was  very  success- 


H.  Meilke  Saving  "Jim"  Davin  for  the  Army 

ful,  but  the  committee  in  charge  of  the  1918 
event  promises  to  make  August  7,  1918,  a  red 
letter  day  for  the  members  of  the  local  talking 
machine  trade. 


CATALOGS  IN  VARIOUS  LANGUAGES 

Pathe  dealers  received  this  week  from  the  for- 
eign-language record  department  of  the  Pathe 
Freres  Co.  several  catalogs  featuring  Pathe 
foreign-language  records  which  can  be  utilized 
to  advantage  in  developing  this  important 
branch  of  the  record  field.  Among  these  sup- 
plements are  lists  presenting  Italian,  French, 
Polish  and  Hebrew-Jewish  records,  and,  as  the 
demand  for  this  type  of  record  is  growing  stead- 
ily, these  lists  are  issued  at  an  opportune  time. 
All  of  these  lists  feature  records  that  were  care- 
fully selected  for  their  particular  appeal  to  the 
different  races  interested  in  this  type  of  record, 
and  the  Pathe  Freres  foreign-language  record 
department  is  planning  to  co-operate  with  the 
dealers  in  every  possible  way  in  developing  for- 
eign record  sales. 


Here  is  a  Booth  Proposition 
That  Will  Save  You  Money 


We  are  in  a  position  to  build  at- 
tractive sound-proof  booths  from 
$100  up.  We  have  been  building 
booths,  record  racks,  and  store  in- 


teriors for  three  years,  and  can  save 
you  money  on  your  installations.  We 
use  the  best  materials  available  and 
guarantee  our  work  in  every  detail. 


Let  us  quote  you  prices 

H.  MICKELAS  -  387-389  South  1st  Street  -  Brooklyn,  N.Y. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


63 


WAR  HAS  LITTLE  EFFECT  ON  PACIFIC  COAST  BUSINESS 

Public  Still  Shows  Great  Desire  to  Own  Talking  Machines  and  Records — Stock  Question  the  Only 
Problem — New  Concerns  Enter  the  Field — General  News  of  Interest 


San  Francisco,  July  3. — The  talking  machine 
business  seems  less  affected  by  the  war  than 
any  other  branch  of  the  music  industry.  Lib- 
erty Loan  drives,  Red  Cross  appeals  and  War 
Savings  Stamps  subscriptions  have  followed 
each  other  in  rapid  succession,  but  they  are 
unable  to  halt  the  buying  of  talking  machines 
and  records.  The  trade  has  done  its  duty 
in  each  of  these  money  demands  and  the  peo- 
ple of  San  Francisco  have  gone  way  over  the 
top  in  every  event,  yet  there  is  always  plenty 
of  money  for  talking  machine  music  which  ap- 
peals to  the  public,  perhaps  more  than  music 
in  any  other  form.  It  may  be  because  the  talk- 
ing machines  make  their  appeal  to  the  so-called 
common  people  that  their  popularity  shows 
such  steadiness  amid  the  falling  off  in  the  de- 
mand for  so  many  articles  which  were  pre- 
viously considered  perhaps  even  more  essen- 
tial than  they.  This  is  the  era  of  the  common 
people.  The  man  with  the  hoe,  the  hammer 
and  drill,  in  other  words,  the  mechanic  is  now 
the  man  who  has  the  money,  and  he  is  buying 
what  he  wants.  San  Francisco  mechanics  are 
making  more  than  ever  before  in  history  and 
the  ranks  of  well-paid  laborers  are  being  con- 
stantly swelled  by  accessions  from  other  ranks 
of  life.  .  With' the  multitude  receiving  high  wages 
what  is  to  prevent  the  continued  success  of 
the  talking  machine?  Manifestly,  only  one 
thing  is  going  to  keep  down  future  sales.  That 
is  the  lack  of  stock.  This  is  more  or  less  a 
ticklish  question  with  the  dealers,  and  some 
makes  of  machines  are  being  restricted  seriously, 
but  as  yet  in  the  gross  there  has  been  no  short- 
age of  talking  machines  in  this  market.  Some 
of  the  dealers  are  very  enthusiastic  over  their 
June  business  and  none  of  them  has  found  the 
month's  sales  to  show  a  less  volume  than  a 
year  ago  at  this  time. 

Conditions  Good  in  Northwest 

Andrew  G.  McCarthy,  treasurer  of  Sherman, 
Clay  &  Co.,  and  manager  of  the  wholesale  dis- 
tribution of  talking  machines,  has  recently  re- 
turned from  the  Northwest,  where  he  visited  the 
company's  branch  stores  at  Portland,  Seattle, 
Tacoma  and  Spokane.  He  found  that  business 
was  in  good  shape  in  that  territory,  especially 
in  the  cities  where  a  great  deal  of  shipbuild- 
ing is  in  progress  and  large  payrolls  prevail. 
Increased  Business  on  First  Floor 

Edward  Humphreys,  in  charge  of  the  record 
department  of  Byron  Mauzy,  reports  that  there 
has  been  a  large  increase  in  the  sales  of  rec- 
ords since  the  talking  machine  department 
has  been  moved  to  the  first  floor.  Mr.  Hum- 
phreys has  had  to  bring  in  a  number  of  records 
by  express  from  the  East  in  order  to  keep  up 
with  the  demands  of  his  customers. 

F.  B.  Travers,  manager  of  the  Phonograph 
Shop  on  Stockton  street,  has  just  returned  from 
the  southern  part  of  the  State  where  he  signed 
up  several  new  agencies  for  the  Sonora  ma- 
chine. He  feels  that  this  section  of  the  State 
is  pretty  well  covered  with  agencies  for  the 
Sonora,  and  with  the  prospective  shortage  in 
supplies  he  will  probably  not  make  further  ef- 
fort to  appoint  agents  in  that  section. 

Fred  A.  Dennison,  district  manager  for  the 
Columbia  Graphophone  Co.,  says  that  his  stock 
of  machines  is  about  exhausted.  However,  he 
has  a  good  stock  of  records  and  more  are 
constantly  arriving  and  this  is  keeping  business 
lively  for  him. 

Large  Shipment  of  Pathe  Machines 

Tiie  Stern  Talking  Machine  Corp.  has  recently 
received  a  large  shipment  of  Pathe  machines, 
and  a  number  of  other  machnies  are  on  the 
road  to  this  company.  A  demand  has  arisen 
for  the  higher  grade  Pathe  machine  at  this 
shop  and  a  number  of  the  cheaper  grades  were 
exchanged  this  month  for  better  instruments. 

The  Oakland  and  Richmond  branches  of  the 
Stern  Talking  Machine  Corp.  both  report  very 
satisfactory  business  for  the  month. 

C.  E.   Goehr,  Western  branch   manager  for 


Pathe  Freres,  visited  the  Stern  shop  this  month 
and  later  went  to  Los  Angeles,  where  it  is  un- 
derstood he  is  about  to  close  a  number  of 
Pathe  agencies. 

Sherman,  Clay  &  Co.  say  that  both  the  whole- 
sale and  retail  talking  machine  departments 
made  a  much  better  showing  during  the  month 
than  might  be  expected  under  the  general  con- 
dition of  trade  and  the  many  demands  being 
made  upon  the  purses  of  the  public. 

Attractive  Edison  Window  Display 

The  Edison  Phonograph  Shops,  where  the 
Edison  is  retailed  in  this  city,  frequently  have 
very  attractive  window  displays.  The  most  re- 
cent of  these  displays  was  a  large  picture  of  a 
concrete  viaduct  of  the  Lackgannock  railroad. 
The  window  dresser  compares  this  striking  en- 
gineering feat  to  the  Edison  machine.  Both  are 
masterpieces  of  skill. 

James  J.  Black,  who  is  one  of  the  directors 
of  the  Wiley  B.  Allen  Co.,  and  has  charge  of 
the  talking  machine  department  for  that  music 
company,  recently  took  a  trip  through  the 
southern  part  of  the  State  in  his  machine.  He 
was  joined  on  part  of  his  trip  by  Mrs.  Allen 
and  party. 

Adds  New  Phonograph  Department 

The  Irvine  Music  Co.,  which  was  formed  by 
R.  S.  Irvine,  formerly  connected  with  the  Eilers 
Music  Co.  in  this  city,  has  just  added  a  phono- 
graph department,  which  Mr.  Irvine  predicts 
will  be  a  winner.  Mr.  Irvine  has  many  friends 
both  in  and  out  of  the  music  trade  in  this  city 
and  his  new  music  house  is  establishing  a  repu- 
tation for  reliability. 

The  Clark,  Wise  Music  Co.  has  been  featur- 
ing a  small  phonograph  for  vacation  purposes 
and  says  that  business  has  been  especially  brisk 
in  this  machine.  Mr.  Wise  has  just  returned 
from  his  own  vacation,  which  he  spent  in  Port- 
land, and  while  he  was  glad  to  get  back  to  San 


Francisco,  which  has  been  his  home  for  so  many 
years,  he  was  full  of  praise  for  the  northern 
city  and  said  that  the  music  business  was  boom- 
ing in  the  "city  of  roses." 

The  Emporium,  which  is  San  Francisco's  larg- 
est department  store,  has  been  conducting  a 
birthday  sale,  and  although  there  were  no  re- 
ductions made  in  prices  in  the  talking  machine 
department,  the  store  reports  that  the  large 
crowds  attracted  by  reductions  elsewhere  pur- 
chased heavily  of  phonograph  goods,  especially 
of  records.  The  sale  of  machines  was  also 
larger  than  usual  for  the  period. 

Plans  for  Allied  War  Exhibit 

At  the  Allied  War  Exhibit,  which  is  to  be 
given  in  this  city  July  7-28,  is  expected  to  draw 
great  crowds  from  the  entire  Bay  region,  and 
the  talking  machine  men  are  preparing  to  at- 
tract the  attention  of  the  crowds  by  their  win- 
dow displays  and  meetings,  a  number  of  which 
have  been  scheduled  during  the  progress  of  the 
show.  The  occasion  is  expected  to  attract 
greater  crowds  to  San  Francisco  than  any  other 
event  planned  for  the  year  and  the  music  dis- 
pensers are  going  to  take  full  advantage  of  it. 


NEW  QUARTERS  FOR  CRAFTS=STARR 

Richmond,  Va.,  July  8. — A.  B.  Seigel,  of  Brook- 
lyn, N.  Y.,  has  been  appointed  a  member  of  the 
traveling  staff  of  the  Crafts-Starr  Phonograph 
Co.,  of  this  city,  factory  distributors  for  Starr 
phonographs  and  Gennett  records.  Mr.  Seigel 
assumed  his  new  duties  last  month,  and  has 
already  achieved  pleasing  success  in  his  visits 
to  the  dealers  in  this  territory. 

The  Crafts-Starr  Phonograph  Co.  has  leased 
for  a  term  of  years  a  three-story  building  at  414 
East  Marshall  street,  which  will  be  utilized  for 
storage  purposes.  This  building  is  a  new  one, 
which  has  just  the  right  kind  of  equipment  to 
make  it  ideal  for  warehouse  use.  Stocks  are  be- 
ing accumulated  rapidly,  and  the  company  feels 
sure  that  it  will  be  able  to  render  its  dealers 
reasonably  satisfactory  service  the  coming  sea- 
son. 


MAKE  YOUR 
PLANS  NOW 

Do  not  wait  until  the  Fall 
season  is  here  to  secure  your 
stock. 

If  you  carry  our  line,  place 
your  order  NOW. 

If  not,  NOW  is  a  good  time 
to  investigate. 

Send  for  particulars. 

CABINETS 

Equipped  or  Unequipped 
for  Manufacturers 
Jobbers  —  Dealers 

W  Harponola 

Guaranteed  and  Manufactured  by 

THE  CELINA  FURNITURE  CO. 

CELINA        ::         ::         ::        ::         ::        ::  OHIO 

64 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


ST.  LOUIS  WHOLESALERS  WATCHING  FICTITIOUS  ORDERS 

Believe  That  Some  Dealers  Are  Placing  Orders  Beyond  Their  Needs  on  Chance  of  Getting  Larger 
Proportion  of  Actual  Deliveries — Patriotic  Records  in  Demand — Trade  Situation  Reviewed 


St.  Louis,  Mo.,  July  5. — According  to  wholesale 
salesmen,  the  easiest  thing  in  the  talking  ma- 
chine line  just  now  is  to  write  a  large  order  for 
a  retailer.  The  hardest  thing  to  do,  according 
to  the  same  authority,  is  to  get  the  stock  to  fill 
that  order.  Some  of  the  salesmen  are  of  the 
opinion'  that  a  fair  percentage  of  the  orders  now 
being  filed  are  fictitious,  as  the  dealers  have  at 
last  realized  that  there  is  to  be  a  scarcity  of  ma- 
chines and  they  are  placing  orders  for  a  larger 
number  than  they  actually  want  or  expect,  with 
the  idea  that  they  will  be  filled  proportionately. 

Some  of  the  orders  given,  however,  are  to  be 
disappointed  in  this  for  one  jobber,  after  noting 
the  size  of  an  order,  wrote  to  the  customer: 

"We  note  the  order  recently  given  to  our  firm 
by  you  and  we  thank  you  for  it.  But  we  would 
like  to  know  what  reason  you  may  have  for 
expecting  that  your  business  within  the  next 
three  months  will  exceed  by  100  per  cent,  that 
of  last  year?  This  expectancy  appears  in  your 
recent  order  and,  also,  we  note  that  you  have 

added  the    machine  to  your  list.  Unless 

we  are  satisfied  that  you  have  a  reasonable  ex- 
pectancy of  this  increased  business,  we  shall 
be  compelled  to  distribute  new  stock  to  you  pro- 
portionate to  your  orders  of  last  year." 

The  idea  of  basing  distribution  on  last  year's 
business  appears  to  be  very  general.  Jobbers 
and  assemblers  here  are  not  expecting  as  much 
stock  as  last  year  and,  apparently,  have  little 
hope  of  meeting  legitimate  demands  for  their 
merchandise  and  they  are  going  to  do  their  best 
to  see  that  the  unfair  distribution  based  on  ficti- 
tious orders  does  not  work  injury  to  the  dealer 
who  is  playing  the  game  fair  and  ordering  what 
he  thinks  he  will  need  and  who  will  not  yell 
when  compelled  to  put  up  with  a  shortage. 

The  retail  business  is  quiet.  There  is  no  mis- 
take about  that,  especially  in  the  city.  It  may 
be  that  some  prospects  have  got  tired  of  trying 
to  get  just  the  machines  that  they  want  and  have 
given  up.  but  there  are  not  as  many  machine 
inquirers  visiting  the  various  stores  as  there  was 
two  months  ago.  The  slump  in  inquiries  set  in 
just  after  the  Red  Cross  drive  and  the  trade  has 
not  entirely  recovered.  Practically  every  retail 
store  is  short  of  the  lines  of  machines  most  in 
demand — usually  those  running  from  $50  to  $175, 
according  to  the  nature  of  the  trade  catered  to 
by  the  store. 

Some  of  the  assemblers  still  have  a  fair  dis- 
play of  machines,  but  they  are  goin.g  slowly  and 
are  turning  down  many  orders  at  wholesale  be- 
cause they  believe  that  they  can  sell  most  of 


their  output  at  retail  to  drop-in  customers  and 
in  this  way  make  more  money  and  a  larger  profit 
than  by  selling  at  wholesale. 

During  the  last  few  weeks  representatives  of 
the.  Air  Production  Board  have  taken  from  the 
local  planing  mills  many  panels  made  for  talking 
machine  cabinets.  The  planing  mills,  it  appears, 
have  been  left  free  to  keep  on  making  these  pan- 
els, but  deliveries  to  their  private  customers  are 
restricted  closely  and  the  stock  must  be  at  the 
disposal  of  the  government  at  all  times.  Some 
of  the  assembly  plants,  were  well  fortified  with 
motors  and  arms  but  can  use  these  only  slowly 
under  present  conditions. 

"Everybody  is  buying  records,"  is  the  way  a 
number  of  the  retail  men  express  the  situation, 
after  saying  that  the  machine  market  is  quiet. 
There  appears  to  be  a  never-ending  demand  for 
the  records  and  stocks  are  fairly  well  filled  and 
at  least  good  substitutes  for  the  records  in  de- 
mand are  on  hand,  so  the  receipts  are  running 
high. 

Of  course  the  "war  stuff"  is  the  strongest  in 
the  records  sales,  but  a  good  many  machine 
owners  are  seeking  relief  from  the  "war"  by 
going  back  to  standard  music.  This,  of  course, 
includes  the  long  line  of  operas  and  renewed 
popularity  is  shown  by  folk  songs.  The  latter 
vogue  is  believed  to  be  due  somewhat  to  the 
recent  community  sings.  Now  almost  every 
public  meeting  begins  with  the  public  joining 
in  several  songs.  "America"  or  the  "Star  Span- 
gled Banner,"  of  course,  and  then  one  or  two 
others.  "Dixie"  is  used  a  great  deal  here  and 
"Onward  Christian  Soldiers,"  "Long,  Long  Ago" 
and  "Old  Black  Joe"  are  other  types.  Many 
persons  are  learning  that  there  really  are  words 
to  these  numbers,  which  they  have  known  mostly 
as  band  pieces  and  after  singing  them  them- 
selves in  the  crowds  they  buy  a  record  and  lis- 
ten to  them  at  home,  appreciating  the  beauties 
that  have  been  hidden  from  them  during  their 
thoughtless  days  as  a  mere  listener  to  the  instru- 
ment. 

John  J.  Schlichter,  traveler  for  the  Silverstone 
Music  Co.,  has  entered  the  military  service  and 
Retail  Salesmanager  Schlude  has  been  promoted 
to  take  his  place.  President  Silverstone  will  go 
to  San  Francisco  with  the  Ad  Club  delegates 
for  the  big  meeting  there  and  will  then  go  to 
Los  Angeles  or  some  other  point  south  for  the 
rest  of  the  summer,  hoping  to  entirely  regain 
his  health  by  fall. 

The  Rice-Stix  Drygoods  Co.,  The  Witte  Hard- 
ware Co.,  and  the  Phoenix  Furniture  Co.,  dis- 


tributors in  this  city  for  the  Vitanola  talking 
machine,  which  is  manufactured  in  Chicago  by 
the  Vitanola  Talking  Machine  Co.,  all  report  an 
active  demand  for  this  product. 

Wholesale  Manager  Salmon  of  the  Columbia 
Co.  is  preparing  to  enter  the  army  at  any  time 
now.  His  position  in  the  draft  list  has  had  its 
ups  and  downs  but  his  ward  is  nearing  the  end 
of  the  No.  1  list,  which  includes  Mr.  Salmon. 
He  asserts  that  he  is  going  to  leave  his  custom- 
ers all  well  sold  on  patriotic  records  that  they 
can  play  and  remember  him  by.  And  as  he  has 
a  host  of  friends  he  will  not  be  forgotten  by 
them. 

At  Aeolian  Hall  much  satisfaction  is  expressed 
with  the  trade  prospects,  both  wholesale  and 
retail.  Manager  Guttenberger  of  the  Vocalion 
department  says  that  only  stock  restricts  their 
field  of  operations.  The  jobbing  business  is  be- 
ing extended  slowly  and  only  the  most  desirable 
dealers  are  being  put  on  the  list. 

The  Fourth  of  July  Vocalion  record  made  a 
very  great  hit  here.  Two  of  them  were  used  as 
the  center  of  a  window  display  and  the  response 
was  immediate.  Buyers  were  attracted  by  the 
novelty  of  the  colors  and  came  in  to  ask  ques- 
tions, remained  long  enough  to  listen  and  then 
bought. 

The  entire  list  of  Vocalion  records  has  made 
a  most  decided  hit.  The  favorable  impression 
made  apparently  improves  with  time.  This  is 
the  second  month  and  already  they  have  estab- 
lished a  clientele. 

At  the  end  of  the  fiscal  year,  the  first  of  the 
month,  the  improvement  of  the  totals  over  the 
year  before  at  Aeolian  Hall  was  pronounced 
surprising  to  even  those  whose  duty  it  was  to 
keep  a  watch  on  them.  The  recent  record  busi- 
ness has  been  amazing. 

It  was  told  at  Aeolian  Hall  that  C.  P.  Byers, 
Vocalion  manager  at  Cincinnati,  had  reported 
the  birth  of  a  son,  named  William  Kale  Byers. 
The  announcement  has  resulted  in  heartiest  con- 
gratulations being  extended. 

Manager  Cone  at  the  Artaphone  warerooms 
says  that  he  has  only  one  complaint,  that  the 
callers  there  want  to  buy  too  many  machines. 
"We  are  doing  the  best  we  can  with  the  mate- 
rials and  labor  available,"  said  Mr.  Cone,  "but 
we  decline  to  accept  orders  that  we  cannot  fill 
nor  to  entirely  forget  our  former  customers.  It 
really  is  distressing  to  have  to  refuse  to  talk 
to  a  man  ready  to  give  you  a  check  for  mer- 
chandise, but  such  things  must  be  done.  The 
man  I  least  want  to  see  is  the  man  who  wants 
to  talk  about  100  machines." 

Two  new  styles  of  Artaphones  with  spruce 
sound  boxes  have  been  on  exhibition  at  the  Art- 
aphone warerooms  recently  and  have  attracted 
much  attention. 


AMERICAN 


No.  22 


No.  13 


American 
Phonograph  Co. 

39  Fountain  Street,  N.  W. 
GRAND  RAPIDS  MICH. 


AMERICANS  embody  all  the  good 
qualities  and  special  features  of  phono- 
graphs, clear  in  tone,  beautiful  in  design, 
finest  finish,  smooth  running  motors. 

We  stand  back  of  every  American 


No.  8 


No.  9 


No.  10 


Tuly  15,  1918 


THE    TALKING    MACHINE  WORLD 


65 


Just  the  thing  for  Automobilists ! 

A  Military  Trunk  Grafonola  Outfit, 
sturdy,  light,  companionable— 
easy  to  sell. 


Columbia  Graphophone  Co 

NEW  YORK 


UNITED  STATES  TRADE  BALANCE  IS  THREE  BILLIONS     VICTOR  RECORD  BY  THE  FLONZALEYS 


Figures  for  First  Year  of  Our  Participation  in  the  War  Show  an  Approximate  Balance  of  $3, 
000,000,000  in  Our  Favor — Imports  Increased  Nearly  $350,000,000  Over  Preceding  Year 


Washington,  D.  C,  July  5. — The  United  States 
closes  its  first  fiscal  year  as  a  participant  in 
the  great  war  with  a  trade  balance  of  approxi- 
mately $3,000,000,000.  Exports  for  the  fiscal 
year  will  total  $6,000,000,000,  as  compared  with 
$6,290,048,394  in  the  twelve  months  ended  June 
30,  1917.  Imports  increased  from  $2,659,355,185 
last  year  to  about  $3,000,000,000  this  year. 

Such  a  showing  was  regarded  as  very  gratify- 
ing by  Government  experts  and  no  uneasiness 
is  felt  because  the  trade  balance  declined  $630,- 
693,209  as  compared  with  1917.'  Steps  are  being 
taken,  however,  to  retrieve  the  loss  as  fast  as 
possible  in  the  coming  year  by  a  fuller  utiliza- 
tion of  available  tonnage  in  foreign  trade,  espe- 
cially small  boats  not  needed  for  transatlantic 
service,  which  can  be  used  to  carry  surplus  man- 
ufactures to  Latin-American  countries  and  re- 
duce the  shipments  of  gold  made  necessary  by 
the  United  States  becoming  a  debtor  nation  of 
the  other  pan-American  republics. 

Gold  Flows  to  South  America 

The  increasing  flow  of  gold  to  South  America 
was  one  of  the  most  striking  features  of  world 
trade  in  the  last  twelve  months.  Products  of 
the  Latin-American  countries — meat,  grain,  rub- 
ber, hardwood,  nitrates,  tin,  platinum — have  been 
bought  in  large  quantities  by  the  Allies,  which 


Genuine  Period  Styles 

Authentic  adaptations^  of  Adam,  Louis  XVI.  Sheraton 
and  Queen  Anne  periods,  harmonizing  perfectly  with 
the  styles  whose  names  they  bear,  are  a  feature  of  the 
case  work  on  the  Marvelous 

MAGNOLA  "Built  by  Tone  Specialists" 


'a.tcKir\$  TKe  Music  Corrve  Out 


Give  us  the  Opportunity  to  tell  you  more  about  this 
and  other  sales-making  features  of  MAGNOLA  con- 
struction, by  sending  us  your  name  and  address. 

We  have  a  handsome  catalog,  illustrated  in  colors, 
that  tells  Magnola's  story — and  is  yours  for  the 
asking. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 


General  Offices 
711   MILWAUKEE  AVENUE 
CHICAGO 


Southern  Wholesale  Branch 
1530  CANDLER  BLDG. 
ATLANTA,  GA. 


have  had  less  and  less  goods  to  ship  in  return 
as  the  war  progressed.  The  result  has  been 
that  the  Latin-American  countries  have  been 
paid  in  gold,  which  they  hardly  have  been  able 
to  spend. 

Imports  of  South  American  goods  by  the 
United  States  alone  in  the  last  twelve  months 
have  totaled  nearly  $600,000,000,  while  exports 
to  the  same  continent  have  been  only  about 
half  as  much.  The  United  States  also  is  a 
debtor  to  Asia,  Oceania  and  Africa,  despite  the 
growth  in  sales  to  countries  of  those  contin- 
nents.  Europe  and  North  America,  including 
Canada,  through  which  is  shipped  much  of  the 
exports  going  to  Great  Britain,  continue  to  look 
to  this  country  as  their  great  source  of  supply. 
U.  S.  Rationed  Neutrals  of  Europe 

The  European  neutrals  were  strictly  rationed 
by  the  United  States  during  the  fiscal  year.  Ex- 
ports to  Denmark,  Norway,  Sweden,  the  Nether- 
lands and  Spain  were  cut  in  some  instances  as 
much  as  90  per  cent.  Denmark  received  only 
about  $5,000,000  worth  of  goods  from  this  coun- 
try, as  compared  with  approximately  $50,000,000 
in  1917. 

Restrictions  on  shipments  of  many  com- 
modities had  less  effect  on  the  total  value  of 
trade  than  on  the  volume,  because  of  steadily 
increasing  prices  for  almost  everything. 

The  loss  in  the  trade  balance  was  due  largely 
to  decreased  exports  of  manufactured  goods. 


APPRECIATES  WORK  OF  STAFF 


The  staff  of  the  Otto  Heineman  Phonograph 
Supply  Co.  was  advised  the  first  of  the  month 
by  Otto  Heineman,  president  of  the  company, 
that  in  view  of  the  fact  that  June  had  been  the 
biggest  month  in  the  history  of  the  company 
both  in  sales  and  in  the  orders  booked,  a  $5 
War  Savings  Stamp  would  be  distributed  to 
every  member  of  the  office  staff  and  every  fore- 
man employed  in  the  factory.  In  addition  a  $5 
bonus  was  also  given  to  the  members  of  the 
staff,  and  this  tangible  distribution  reflected  Mr. 
Heineman's  appreciation  of  the  efforts  of  his 
force  during  the  month  of  June.  Incidentally, 
it  is  interesting  to  note  that  this  is  the  fourth 
War  Savings  Stamp  that  has  been  given  to  the 
Heineman  employes,  and  many  of  the  employes 
are  also  working  earnestly  in  behalf  of  the  War 
Savings  Stamp  movement  in  their  social  fields. 


NEW  BRUNSWICK  CO.  STORE  OPENED 


The  Brunswick  Munn  Music  Co.,  of  Ft.  Dodge, 
la.,  opened  its  headquarters  at  1021  Central  ave- 
nue last  week.  This  store  is  one  of  four  branch 
stores  operated  by  the  same  concern  in  Iowa, 
the  other  branches  being  in  Cedar  Rapids,  Cedar 
Falls  and  Waterloo.  A.  L.  Adams  is  the  man- 
ager of  the  new  store,  which  will  handle  a  full 
line  of  pianos  and  players,  in  addition  to  Bruns- 
wick phonographs  and  records. 


Famous  Quartet  Plays  a  Mendelssohn  Selection 
on  First  Recording  for  Victor  Co. 


The  big  feature  of  the  Victor  Co.'s  record  list 
for  August  is  the  announcement  of  the  first  rec- 
ord to  be  made  by  the  famous  Flonzaley  Quar- 
tet, recognized  at  the  present  time  as  one  of  the 
leading,  if  not  the  leading,  organizations  of  its 
kind  in  the  country.  Thus  the  Victor  Co.  adds 
another  bright  star  to  the  galaxy  of  famous  re- 
cording artists  and  organizations,  whose  efforts 
find  an  outlet  through  the  medium  of  Victor 
records.  The  first  record  made  by  the  Flon- 
zaley Quartet  is  "Canzonetta"  from  Mendels- 
sohn's "String  Quartet  in  E  Flat,"  Op.  12,  No. 
2,  and  said  to  be  a  most  excellent  exempli- 
fication of  the  musicianship  of  the  Flonzaleys. 
More  records  by  this  famous  quartet  will  short- 
ly make  their  appearance  in  the  Victor  list. 


MODERN  MOULDING  FOR  WALL  BOARD 


Memphis,  Tenn.,  July  6. — The  W.  R.  Friedel 
Co.,  of  this  city,  is  receiving  many  inquiries 
from  dealers  throughout  the  country  regarding 
its  new  system  of  utilizing  modern  moulding  for 
wall  board  in  the  construction  of  demonstration 
booths.  The  company  has  worked  out  detailed 
schedules  to  tell  the  dealers  just  how  to  utilize 
these  mouldings,  and  all  of  the  material  covered 
in  these  schedules,  with  the  exception  of  the 
mouldings,  may  be  purchased  locally  if  the 
dealer  prefers.  This  system,  which  embodies 
many  distinctive  feattires,  has  been  heartily  en- 
dorsed by  several  of  the  leading  talking  ma- 
chine companies,  who  believe  that  it  can  be 
utilized  to  excellent  advantage  by  the  dealers 
in  the  construction  of  demonstration  booths. 


The  BEST  TALKING 
MACHINE  NEEDLE 

On  the  Market — Packed  in  Counter  Salesman 


50  Needles  to  a  box  and  they  retail  at  10c.  per  Box. 
60  Boxes  to  a  package  $6.00. 
This  package  costs  you  $3.90  net. 
Yout  profit  is  $2.10  and  your  customer  gets  a  needle  that 
will  give  satisfaction. 


The  Fred.  Gretsch  Mfg.  Co. 


60  Broadway 
Brooklyn,  N.Y. 
Manufacturers  of  Musical  Instruments 


Canadian  Wholesale  Agent,  H.  A.  BEMISTER! 

10  Victoria  St.,  Montreal,  Can. 


66 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


WHOLESALING 
EXCLUSIVELY 

from  the 

Two  Biggest  Cities 

in  trie  U.  S.  A. 


largest  Distributors 


'New  York 
TalldngMactaiie  Go. 

lig  W.  40th.  Street, 

NEWYOl^K 


Chicago 

TalkingMactiine  Co. 

12  No.MieLii£anAve 

CHICAGO 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


FROM  OUR 

E.  P.  VAN  HARLINGEN, 
Manager 


CHICAGO 


HEADQUARTERS 

World  Office 
Republic  Bldg.,  209  South  State  St.,  Chicago 
Telephone:  Wabash  5774 


Chicago,  III.,  July  10. — The  record  situation 
has  seen  much  improvement  within  the  past 
month,  and  as  a  result  the  wholesale  trade  of 
Chicago  was  partially  able  to  satisfy  the  de- 
mands made  upon  it  for  standard  numbers. 
However,  the  relief  was  not  great  enough  in 
any  particular  instance  to  enable  the  whole- 
salers to  entirely  take  care  of  back  orders,  but 
enough  standard  records  of  all  makes  came 
in  in  numbers  large  enough  to  show  that  the 
manufacturers  were  doing  their  best  in  order 
to  relieve  the  situation. 

There  is  still  a  large  demand  for  the  medium 
and  high-priced  machines,  but  this,  as  is  well 
known  to  the  trade,  cannot  be  taken  care  of 
due  to  the  lack  of  labor  and  shortage  of  ma- 
terial. The  machines  which  are  being  shipped 
are  coming  through  on  schedule  time  and  the 
wholesalers  are  not  experiencing  much  trouble 
due  to  railroads.  Shipments  of  the  small  table 
machines  have  been  coming  in-  in  fair  quan- 
tities and  the  demand  for  these  instruments 
has  been  taken  care  of  in  a  fine  way.  In  gen- 
eral the  wholesale  dealers  report  that  the  de- 
mand made  upon  them  by  the  Chicago  retailers 
in  no  way  approaches  the  demand  made  upon 
them  by  the  country  dealers. 

In  the  retail  trade  it  seems  as  though  the 
demand  for  patriotic  and  popular  record  num- 
bers will  never  be  satisfied.  The  dealers  are 
experiencing  some  difficulty  in  continually  turn- 
ing down  their  clientele  and  in  trying  to  un- 
load what  they  have  in  stock.  As  far  as  operas 
and  classical  numbers  are  concerned  it  is  an  easy 
matter  to  satisfy  the  local  trade,  but  the  deal- 
ers are  finding  it  hard  to  get  enough  of  the 
popular  numbers  and  military  dance  music. 
This  demand  is  being  taken  care  of  in  a  small 
way  at  present,  more  so  perhaps  within  the 
past  month  than  with  any  other  month  so  far 
this  year  and  from  present  indications  the  re- 
tail dealers  are  anticipating  further  relief  along 
these  lines  to  come  gradually. 

H.  A.  Beach  Entertained 

H.  A.  Beach,  head  of  the  Victor  traveling  de- 
partment, accompanied  by  Messrs.  Yeager  and 
Browning,  Victor  travelers  for  Illinois  and  Ohio, 
were  recent  visitors  to  the  Chicago  trade.  Dur- 
ing the  visit  here  Mr.  Beach  was  entertained  at 
a  basket  outing  by  L.  C.  Wiswell,  manager  of 
the  Victor  department  of  Lyon  &  Healy,  and 


Mrs.  Wiswell  and  daughter.  Mr.  Wiswell  took 
the  party  in  his  auto  for  a  visit  to  the  Great 
Lakes  Naval  Training  Station,  and  from  there 
the  party  motored  to  Hubbard  Woods  for 
luncheon.  After  luncheon  Mr.  Wiswell  drove 
Mr.  Beach  back  to  the  Great  Lakes  Station, 
where  he  boarded  the  electric  car  for  Milwaukee. 
It  is  the  intention  of  Mr.  Beach  to  make  a  tour 
of  the  Central  States  territory  before  return- 
ing to  his  headquarters  at  Camden. 

Attractive  Lyon  &  Healy  Window 
The  Lyon  &  Healy  show  window  which  faces 
both  the  corner  of  Wabash  and  Jackson  is  very 
attractively  fitted  out  depicting  a  fishing  camp. 
A  figure  representing  the  fisherman,  dressed  in 
appropriate  costume,  is  standing  in  the  fore- 
ground dangling  his  line  in  the  bubbling  brook 
that  flows  around  the  window  wherein  there  are 
quite  a  number  of  live  brook  trout.  The  back- 
ground is  decoratively  arranged  to  represent  a 
wood  and  immediately  in  back  of  the  fisherman 
there  is  erected  a  pup  tent,  in  front  of  which 
there  is  a  campfire  burning.  The  conventional 
Victor  dog  is  replaced  by  a  stuffed  brindle  bull, 
which  is  chained  to  a  tree  stump  near  the  tent. 
By  the  side  of  the  camp  fire  there  is  a  small  table 
Victrola,  suggesting  "music  in  the  camp"  and 
bearing  the  caption,  "Take  a  Portable  'A- 
Camper'  Victrola  Outfit  and  Carrying  Case  With 
You." 

Had  Shorter  Vacation  Than  Usual 

L.  E.  Noble,  manager  of  the  wholesale  Victor" 
department  of  Rudolph  Wurlitzer  Co.,  has  just 
returned  from  a  week's  vacation  trip  to  Lake 
Koshkonong,  Wis.,  where  he  was  accompanied 
by  his  wife  and  child.  Mr.  Noble  was  unable 
to  stay  the  customary  two  weeks  on  his  vaca- 
tion this  year,  owing  to  business  matters  which 
needed  immediate  attention,  but  anticipates  be- 
ing able  to  return  for  another  week's  rest-up 
about  the  first  of  September. 

Harold  Huemoeller,  Illinois  wholesale  Victor 
traveler  for  Rudolph  Wurlitzer,  was  called  to 
the  colors  the  latter  part  of  June  and  is  now  in 
training  at  Camp  Grant.  He  was  one  of  Man- 
ager Noble's  best  men  and  had  been  connected 
with  the  Wurlitzer  Co.  about  a  year. 

Move  Offices 

Sam  J.  Turnes,  advertising  manager  for  Bruns- 
wick-Balke-Collender  Co..  has  had  his  depart- 
ment removed  from  the  general  office  building 


at  633  South  Wabash  to  No.  163.  This  is  the 
store  room  formerly  occupied  by  the  retail 
Brunswick  Shop,  prior  to  its  removal  to  the 
present  location.  Mr.  Turnes  has  his  new  of- 
fices attractively  fitted  out  and  is  very  well 
pleased  with  the  new  location  as  well  as  the 
bevy  of  beautiful  and  charming  young  stenog- 
raphers he  now  has  as  his  assistants. 

Increase  List  Prices 

The  Vitanola  Talking  Machine  Co.  has  just 
announced  an  increase  in  the  retail  listings  of 
their  product  which  is  now  in  effect.  The  in- 
crease embraces  the  entire  Vitanola  line,  and  is 
as  follows:  No.  25  is  increased  to  $27.50;  No. 
50  to  $55;  No.  67  to  $85;  No.  100  to  $110;  No. 
125  to  $135;  No.  150  to  $165;  No.  175  to  $190. 
These  increases  it  is  stated  will  allow  a  larger 
margin  to  the  dealers.  It  is  also  stated  that 
the  new  175  will  soon  be  supplied  in  Circassian 
walnut.  Jeffrey  B.  Schiff,  sales  manager  of  the 
company,  stated  that  business  has  been  very 
favorable  with  him  and  both  the  eastern  and 
western  business  is  very  good.  "We  have  opened 
up  several  new  accounts  around  the  country,"  he 
continued,  "and  the  dealers  are  having  a  very 
good  demand  for  high  priced  goods.  The 
growth  of  this  demand  has  been  very  noticeable 
during  the  past  six  months.  We  will  soon  have 
ready  for  the  trade  a  beautiful  period  model  of 
the  Louis  XIV  design.  This  is  of  the  table  type 
machine  equipped  with  a  large  and  powerful 
spring  motor  playing  both  lateral  and  vertical 
cut  records.  It  is  very  artistically  designed  and 
will  be  equipped  with  a  new  style  tone  cham- 
ber built  especially  to  conform  with  this  type  of 
machine.  It  can  be  had  in  any  of  the  woods 
desired  and  looks  especially  beautiful  when  fin- 
ished in  either  the  antique  or  Circassian  walnut. 
The  new  instrument  will  be  known  as  the  Vita- 
nola Model  No.  17. 

New  Incorporation 

A  new  company  to  be  known  as  the  Illinois 
Talking  Machine  Co.  has  just  been  incorporated 
under  the  State  laws  of  Illinois  with  $5,000. 
The  officers  are  Edwin  Frankel,  president;  J.  L. 
Isaacs,  treasurer,  and  Garret  Woodward,  secre- 
tary. The  new  company,  it  is  stated,  will  manu- 
facture high-grade  cabinet  talking  machines. 
The  first  model  to  be  put  upon  the  market  will 
be  known  as  the  "Verdiola"  grand  concert.  The 
{Continued  on  page  69) 


THE  "WAD 
FIBRE  NEEDLE  CUTTE 


assures  "20  or  more"  Original  New  Points  to  each  Fibre  Needle 


The  WADE  Fibre  Needle  Cutter 

"She  ORIGINAL  "Repointer 


The  20  (or  more) 


Original  Repoints 


AFTER 


— and  therefore  is  the  most  economical  Fibre  Needle  Cutter  on  the 
market.  You  know  the  many  advantages  of  using  Fibre  Needles  — 
more  natural  reproduction;  more  tunes  for  one  cent;  no  wear  and 
tear  on  records,  etc.,  etc.,  but,  do  not  make  the  mistake  of  buying 
anything  but  the  best  Fibre  Needle  Cutter. 


The  Wade 


TheWadeJ 


is  the  oldest  Fibre  Needle  Cutter  on  the  market- 
sells  on  demonstration — 
never  fails  to  give  satisfaction — 
is  made  in  two  styles — $1,50  and  $2.00. 


Usual  trade  discounts — Write  for  samples 
or  Order  from  your  regular  Distributor 


^l  Needle 

Cutter  No.  2. 

Price  $2.00 


WADE  &  WADE,  3807  Lake  Park  Ave.,  Chicago,  111. 


68 


THE   TALKING   MACHINE  WORLD 


July  15, 


1918 


L&H. 

Fibre  Needle 
Cutters 


and  Needles 


•J  Increased  production  has  enabled  us  at  last 
to  have  on  hand  an  adequate  supply  of 
this  most  popular  Fibre  Needle  Cutter. 

f§  It  is  so  simple  in  construction  as  well  as  in 
operation  that  it  has  become  one  of  the 
largest  selling  Victrola  accessories. 

d  Fibre  Needles  are  economical.  They  reduce 
needle  cost  because  they  can  be  used  several 
times.    They  never  injure  the  record. 

C|  Send  for  a  trial  order  of  Lyon  £#  Healy  Fibre  Needle  Cutters 
and  B  &  H  Fibre  Needles. 

Arc  You  Using  Our  New  Window  Card  Service? 


Art  Window  Cards  (Size  14x22)  featuring  the  best  selling 
new  Victrola  Records,  illustrated  in  colors,  $1.25  per 
month.  Orders  accepted  now  for  the  August  1st  release. 


Everything  Known  in  Music 


Lyon  &  Healy 


Victrola  Distributors 
CHICAGO 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


69 


What's  Wrong  With  Your  Sales? 

Why  is  your  competitor  getting  all  of  the  business  ? 

Your  cabinet  work  is  just  as  good  as  his,  BUT  his  equipment  (which  is  50  % 
of  the  battle)  is  "turning  the  trick." 


The  Chicago  Cover  Balance 

was  the  first  cover  balance  in  the  field  and  has  proven  its  worth  by  the  fact 
that  over  75  of  the  best  known  makes  of  talking  machines  are  equipped  with  it. 

EQUIPMENT  COUNTS 

The  cover  is  "PUT"  and  "STAYS  PUT" 

WE  ALSO  MANUFACTURE  CONTINUOUS  AND  EMPIRE  TOP  HINGES 

Chicago  Hinged  Cover  Support  and  Balance  Co.  ^1™™ 


(Pat.  Applied  For)       COVER   BALANCE   No.  I 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  67) 


business  offices  and  salesroom  will  be  main*- 
tained  in  suite  411,  56  West  Washington  street, 
and  the  factory,  which  is  equipped  with  the 
latest  and  most  up-to-date  machinery  for  the 
manufacture  of  talking  machines  is  located  at 
1234-36  West  Van  Buren  street.  The  sales  will 
be  handled  by  both  Mr.  Frankel  and  Mr.  Isaacs 
and  the  manufacturing  end  of  the  business  will 
be  conducted  by  Mr.  Woodward,  who  by  the 
way  is  well  known  to  the  talking  machine  trade 
of  this  city  and  familiar  with  every  detail  in 
the  manufacturing  of  talking  .machines.  The 
new  company  expects  to  have  models  of  the 
line  on  display  in  their  showroom  in  the  gen- 
eral offices  within  a  few  weeks. 

J.  H.  Steinmetz  a  Busy  Traveler 

J.  H.  Steinmetz,  president  of  the  Empire  Talk- 
ing Machine  Co.,  is  spending  a  great  deal  of 
his  time  in  traveling  lately,  having  but  recently 
returned  from  a  week's  trip  to  New  York. 
On  his  return  he  brought  back  news  that  will 
be  received  with  much  joy  by  Empire  dealers. 
The  good  news  is  that  he  expects  to  be  able 
to  announce  something  big  regarding  a  new 
edition  of  Empire  records  about  August  1.  Upon 
his  return  from  New  York  Mr.  Steinmetz  spent 
a  day  in  Chicago  and  then  left  for  Culver,  Ind., 
accompanied  by  his  son,  John,  Jr.,  who  but  re- 
cently matriculated  as  a  student  in  the  well- 
known  Culver  Military  Academy.  After  tak- 
ing leave  of  his  son  Mr.  Steinmetz  went  to 
Indianapolis,  where  he  spent  several  days  in 
looking  after  the  Empire  factory  in  that  city  and 
calling  on  the  trade. 

Emerson  Co.  in  New  Quarters 

After  much  difficulty  experienced,  due  to  be- 
ing held  up  by  workmen  remodeling  their  new 
suite  of  offices  at  7  East  Jackson  Boulevard, 
the  Emerson  Phonograph  Co.  at  last  made  the 
move  and  are  now  comfortably  located  in  their 
new  headquarters.  A  lengthy  description  of 
these   new  quarters   appeared   in   the  reading 


columns  of  the  World  some  time  ago.  Manager 

F.  W.  Clement  is  now  in  a  better  position  to 
take  care  of  his  trade,  owing  to  the  increased 
stockroom  and  shipping  facilities.  The  stock- 
room alone  occupies  about  four  times  the  space 
he  had  at  his  old  location.  The  increased 
amount  of  stock  and  shipping  facilities  has 
enabled  him  to  put  on  additional  help  both 
in  the  stock  and  shipping  rooms  as  well  as 
adding  to  the  stenographic  forces.  Manager 
Clement  is  very  well  satisfied  with  the  present 
business  conditions  and  states  that  the  busi- 
ness for  the  summer  months  was  by  far  greater 
than  he  had  dared  anticipate.  Mr.  Clement  re- 
cently spent  several  days  entertaining  H.  L. 
Leeming,  general  manager  of  the  Emerson 
Phonograph  Co.,  who  was  in  Chicago  on  a 
short  business  visit. 

Gold  Star  on  Service  Flag 
The  Chicago  office  of  the  Columbia  Grapho- 
phone  Co.  has  placed  a  gold  star  on  its  serv- 
ice flag  in  memory  of  Gregory  A.  Dorian,  who 
was  killed  in  action  with  the  marines  on  April 
30.  Mr.  Dorian  was  one  of  the  most  lovable  and 
well  liked  of  the  Columbia  office  force  and 
had  been  connected  with  the  billing  depart- 
ment for  quite  a  while.  He  was  a  son  of  the 
late  John  Dorian,  who  formerly  managed  the 
Chicago  Columbia  office  and  who,  by  the  way, 
was  famous  for  what  is  said  to  be  the  biggest 
deal  ever  pulled  off  in  the  annals  of  the  phono- 
graph history.  This  brave  young  American  sol- 
dier was  also  a  nephew  of  Marion  Dorian,  chief 
auditor  for  the  Columbia  Co. 

Improvement  in  Record  Situation 
"We  have  been  receiving  some  excellent  ship- 
ments from  the  Victor  factory  lately,"  stated 

G.  P.  Ellis,  sales  manager  of  the  Chicago  Talk- 
ing Machine  Co,.,  and  from  present  indications 
it  looks  as  though  these  good  shipments  will 
continue  to  come  through.  The  standard  num- 
bers that  were  out  of  stock  for  several  months 


past  came  in  in  fairly  good  number  and  those 
dealers  who  had    patience    profited  thereby. 

However,  we  were  not  able  to  give  entire 
relief  to  the  record  situation,  only  partly,  bilt 
it  helped  out  materially  in  filling  back  orders. 
The  decrease  in  the  receipt  of  talking  machines 
from  the  Victor  factory  for  the  past  six  months 
was  to  be  expected  because  of  the  tremen- 
dous difficulty  being  experienced  by  them  due 
to  both  labor  and  material  shortage.  In  spite 
of  these  difficulties,  however,  the  shipments  re- 
ceived during  these  months  were  wonderful. 
From  present  indications  there  is  no  telling  at 
what  rate  we  will  be  able  to  receive  machine 
shipments  from  the  factory,  but  we  are  opti- 
mistic and  therefore  expect  that  there  will  be  a 
favorable  increase  gradually." 

Good  Demand  for  Brunswick 

"Shortages  of  both  labor  and  material  con- 
tinue to  be  the  main  factors  governing  the 
production  of  talking  machines,"  stated  H.  B. 
Bibb,  general  manager  of  the  phonograph  divi- 
sion of  the  Brunswick-Balke-Collender  Co.,  "and 
if  it  were  not  for  these  two  factors  the  manu- 
facturing trade  in  general  would  far  surpass  its 
wonderful  production  record  of  last  year.  It 
can  be  readily  seen  by  those  in  a  position  to 
know  just  what  the  number  of  talking  machines 
produced  this  year  would  amount  to  as  based 
upon  the  number  of  orders  that  are  being  re- 
ceived. With  ourselves  we  are  away  behind 
on  orders  and  expect  to  be  so  for  the  balance 
of  the  year.  We  find  that  the  demand  for 
talking  machines  is  inclined  towards  the  higher 
priced  instruments  and  our  records  show  that 
the  demand  for  our  number  175  machines  is 
greater  than  any  other." 

Like  the  B.  &  H.  Repointer 

The  B.  &  H.  Fibre  Mfg.  Co.  report  that  the 
demand  for  the  B.  &  H.  Repointer  for  sharpen- 
ing fibre  needles  is  steadily  increasing  as  the 
(Continued  on  page  71) 


I  TRANSFER  NAME-PLATES 

i                                 We  make  the  Transfer  Name  -  Plates  and  Trade-Marks  for  | 

w                               the  largest  talking  machine  manufacturers  in  this  country  and  | 

S                              for  dealers  in  every  state.  >? 

1                                 YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner  | 

|                               back  to  you  for  records  and  his  friends  to  you  for  a  machine.  | 

j|                                                     Samples,  Suggestions  and  Sketches  Furnished  Free  I 

THE  MEYERCORD  COMPANY,  CHICAGO 

I                                               _   I 

Largest  Manufacturers  of      OEC  ALCOIVI ANI  A.     Transfcr  Name-Plates 

_Qiii5_iT__J_!'™5  _&ff_$  «Sr_"5S2  -rife  SBfflj  fflEfij  «ii  m  _•  Sl<  _u     S_  S__fl_  S3«u»?  fuZ  fijfi  ait  aft  flii  _  tfu  aS  _  SQfiGi  ait  ail  aft  \ai  vuZ  5_T_  tfvlTS  \mt  _fii IfcTiS  ra^lSTm  \mi  SEW^ 


70 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


PHONOGRAPHS        IN  ONE 


A  distinctive  feature  of  The  Brunswick  Method  of  Reproduction  is  The 
Ultona,  pictured  above,  in  position  for  playing  a  Fat  :e  Record.  The 
Ultona  is  instantly  adjustable  to  play  any  record,  whatever  make. 


Tones  Hitherto  hoSt 

Now  Brought  Out  in  Rich  Clarity  by 
The  Brunswick  Method  of  Reproduction 


ASK  your  customer  to  think 
of  the  finest  toned  phono- 
"  graph  he  ever  heard,  the 
loveliest  record  —  then  think  of 
it  played  infinitely  better. 

Tell  him  that  such  is  no  longer 
an  ideal  —  but  an  accomplished 
creation  —  an  actual,  buyable  im- 
provement. 

Once  a  person  hears  The  new 
Brunswick  Phonograph  he  will 
voluntarily  discard  old  concep- 
tions, old  standards.  Each  record 
gains  new  significance! 

Such  a  bettered  instrument 
was  inevitable.  Some  instrument 
was  certain  to  offer  the  advan- 
tages now  presented  in  The 
Brunswick  Method  of  Reproduc- 
tion. 

This  is  one  of  the  greatest 
achievements  in  phonographic 
history  —  opening  a  new  epoch. 

Brunswick  Tone  now  com- 
mands first  consideration.  And 
people  are  asking  themselves  if 


they  can  be  content  with  less. 
Few  can. 

Never  So  True 

The  simplest  way  to  prove  the 
added  charm  of  Brunswick  tone 
is  to  choose  the  most  difficult  rec- 
ords of  all  and  play  them  on  The 
Brunswick.  Then  suggest  to 
your  customer  to  compare  this 
with  other  reproductions. 

Piano  records  afford  the  sever- 
est test.  Also  the  records  of 
symphony  orchestras. 

On  The  Brunswick,  piano  notes 
are  piano-like.  Reproduction  is 
perfect. 

There  is  not  the  slightest  sug- 
gestion of  the  zither  nor  the  harp, 
a  resemblance  which  has  often 
disappointed  when  piano  records 
were  played. 

In  every  comparison,  you  can 
convince  your  customer  of  Bruns- 
wick superiority.  Make  as  many 
tests  as  he  wishes.  He  will  never 
hear  The  Brunswick's  equal. 


The  Latent  Way 

The  Brunswick  Method  of  Re- 
production includes  the  playing 
of  all  records,  whatever  make. 
This  is  accomplished  by  The 
Ultona,  an  entirely  new  and  ex- 
clusive reproducer.  It  is  instantly 
adjustable,  presenting  to  each 
type  of  record  the  exact  needle, 
diaphragm  and  weight. 

Each  record  is  played  at  its 
best,  according  to  its  own  re- 
quirements. No  other  phono- 
graph offers  The  Ultona. 

Another  feature  of  The  Brunswick 
Method  of  Reproduction  is  the  all-wood 
Tone  Amplifier,  built  like  a  violin.  No 
metal  is  used  in  this  delicate  throat  — 
the  sound  waves  have  an  opportunity 
to  expand  and  contract  in  a  natural 
way.  Thus  metallic  and  harsh  notes 
are  ended. 

In  a  dozen  ways  The  Brunswick 
Method  of  Reproduction  is  far  in  ad- 
vance. No  one  can  afford  even  to  think 
of  a  phonograph  without  hearing  The 
Brunswick  first. 

The  Brunswick  Retails  from  $32.50  to  $1,500 


DEALERS:  If  you  have  not  received  the  latest  Brunswick  proposition,  write  today.  For  those  prepared 
to  do  a  large  business,  we  offer  an  unusual  opportunity.     Our  proposition  is  a  money-maker. 


Branch  Houses 
In  Principal  Cities  of  United 
States,  Mexico  and 
Canada 


The  Brunswick-Balke-Collender  Company 

General  Offices:  Chicago 


Canadian  Distributors: 
Musical  Merchandise  Sales  Co. 
Excelsior  Life  Building 
Toronto 

(1225) 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


71 


FROM  OUR  CHICAGO  HEADQUARTERS  (Continued  from  page  69) 


trade  and  through  them  the  owners  of  machines 
become  acquainted  with  its  merits.  "Once  the 
customer  learns  how  to  use  the  Repointer  prop- 
erly he  becomes  very  enthusiastic  regarding  its 
use,"  said  President  F.  D.  Hall,  "and  we  have 
received  many  letters  telling  us  of  the  improved 
tone  produced  through  its  use  and  that  the 
needle  repointed  with  our  device  reproduces  the 
record  better  than  when  it  is  taken  straight  from 
the  package.  The  principle  on  which  this  Re- 
pointer  was  made  is  becoming  recognized  as  the 
correct  one.  It  is  the  natural  method.  Any- 
thing that  is  to  be  pointed  is  shaved  on  the  side 
like  a  lead  pencil.  The  machinist  in  grinding 
a  tool  grinds  on  the  side.  This  method  not  only 
saves  the  needle,  but  produces  a  most  perfect 
point;"  The  company's  letter  files  are  becoming 
crowded  with  letters  from  both  dealers  and 
users  testifying  to  the  satisfaction  of  the  B.  & 
H.  Repointer. 

Increasing  Price  of  Magnola  Talking  Machines 
The  demand  for  the  Magnola  talking  ma- 
chine in  all  styles  is  not  only  increasing  stead- 
ily, but  continues  to  tax  quite  seriously  the 
facilities  of  the  company's  large  plant.  Such 
persistent  demand  is  of  course  gratifying,  al- 
though the  equally  persistent  rise  in  cost  of  pro- 
duction militates  against  the  otherwise  perfect 
happiness  that  would  reign  in  the  Magnola  of- 
fices. 

President  Otto  Schulz  has  recently  been 
obliged  to  notify  his  dealers  of  increases  in  the 
retail  prices  of  Magnola  styles.  Magnola  65 
is  now  to  retail  at  $75,  Magnola  85  now  retails 
at  $100,  Magnola  100  at  $125  and  Magnola  150 
at  $175.  Wholesale  discounts  remain  as  liberal 
as  before,  so  that  this  general  raising  of  prices 
will  enable  Magnola  dealers  to  sell  at  a  better 
profit.  This  action  is  forced  upon  the  Magnola 
Talking  Machine  Co.  by  pressure  of  actual 
manufacturing  conditions  and  is  quite  in  line 
with  the  policy  of  other  leading  manufacturers. 

Magnola  is  now  produced  in  seven  styles, 
ranging  from  the  moderate  priced  Magnola  75 
to  the  elaborate  and  beautiful  Magnola  200,  in 
pure  Adam  style,  with  veneers,  hardware  and 
finish  equal  to  that  of  the  finest  piano,  with 
extra  large  and  powerful  motor,  sound-box  and 
tone  chamber.  All  Magnola  models,  save  the 
lowest  priced,  have  the  vertical  filing  cabinet 
built  in,  for  record-filing,  while  all  styles  with- 
out exception  have  universal  sound  box  playing 
all  makes  of  record,  tone-graduator  for  control- 
ling loudness  at  will  and  tone  wave  deflecting 
system  in  tone  chamber  for  assuring  clear  re- 
production. 

The  handsome  Magnola  catalog,  illustrated  in 
colors,  has  proved  to  be  a  potent  sales  maker 
among  prospective  purchasers  and  copies  of  it 
will  be  mailed  to  any  dealer  who  would  like  to 
see  ,what  good  sales  helps  the  Magnola  Talk- 
ing Machine  Co.  supplies  to  its  retail  represen- 
tatives. 

Magnola  is  now  in  its  third  year  of  continu- 
ous production  and  has  been  thoroughly  tested 
in  respect  of  all  its  special  constructional  fea- 
tures. The  company  is  controlled  by  the  stock- 
holders of  the  famous  M.  Schulz  Co.,  manufac- 
turers of  the  famous  M.  Schulz  Co.  pianos  and 
player-pianos,  of  which  more  than  130,000  have 
been  made  and  sold.  The  M.  Schulz  Co., 
founded  in  1869,  is  one  of  the  most  powerful 
factors  in  the  music  trade  of  the  Middle  West. 
A  Seasonable  Cognomen 

Wm.  E.  Cotter,  manager  of  the  talking  ma- 
chine department  of  Thos.  E.  Wilson  &  Co.,  is 
very  jubilant  over  the  advent  of  a  new  small 
daughter  at  his  home  last  month.  She  will  be 
known  as  "June,"  after  the  month  of  her  birth. 
A  Splendid  Showing 

A  visit  to  the  factory  of  the  Chicago  Hinged 
Cover  Support  &  Balance  Co.,  2242  West  Sixty- 
ninth  street,  the  other  day,  found  the  officers  in 
charge  of  its  destinies  very  well  satisfied  with 
the  situation  as  viewed  from  their  standpoint. 
The  Chicago  cover  balance  is  the  original  device 
of  the  kind  and  its  remarkable  progress  since  it 
was  first  put  on  the  market  about  two  and  a  half 
years  ago  is  shown  by  the  fact  that  no  less  than 


seventy-four  manufacturers  of  talking  machines 
are  regularly  using  it  on  their  product. 

The  company  foresaw  the  present  conditions 
in  the  material  market  and  provided  against 
them.  They  have  a  stock  of  steel  on  hand  suffi- 
cient to  take  care  of  their  normal  demands  for 
many  months  to  come.  " 

J.  L.  Abbott,  manager,  has  just  received  the 
conventional  post  card  announcing  that  his  son, 
Russell  Abbott,  who  was  very  recently  in  train- 
ing at  Ft.  Sam  Houston,  San  Antonio,  Tex.,  has 
arrived  safely  in  France.  He  is  a  corporal  in  the 
quartermaster's  department. 

Tells  of  Prosperity  in  the  South 

Westervelt  Terhune,  manager  of  the  Colum- 
bia Graphophone  Co.'s  wholesale  branch  at  At- 
lanta, Ga.,  was  a  caller  on  the  Chicago  trade 
this  week.  "One  who  has  not  actually  studied 
conditions  existing  in  the  Southern  trade  at 
present,"  stated  Mr.  Terhune,  "cannot  conceive 
of  the  wonderful  proportions  to  which  it  has 
grown  within  the  past  year.  The  tremendous 
amount  of  war  work  going  on  down  South, 


combined  with  the  large  crops  of  last  year,  has 
been  a  great  stimulus  to  the  Southern  trade 
and  they  have  plenty  of  money  and  are  spend- 
ing it.  We  anticipate  a  very  favorable  fall  and 
winter  season  in  the  South,  which  is  based  upon 
the  Government's  statistical  reports  that  the 
cotton  crop  will  be  next  to  the  biggest  one  ever 
picked  in  the  South.  The  biggest  cotton  crop 
we  ever  had  down  there  was  in  1914,  but  the 
increased  prices  that  growers  are  getting  for 
their  cotton  this  year  will  make  the  coming 
crop  far  overshadow  the  receipts  of  1914. 

W.  W.  Wilson  Visits 
W.  W.  Wilson,  manager  of  the  educational 
department  of  the  Columbia  Graphophone  Co., 
New  York,  was  a  visitor  to  Chicago  recently. 
While  here  Mr.  Wilson  spent  several  days  in 
conference  with  the  salesmen  of  the  Chicago 
branch  and  held  a  number  of  interesting  meet- 
ings during  which  new  and  improved  educational 
features  were  advanced  for  the  benefit  of  the 
dealer  handling  the  Columbia  line. 

(Continued  on  page  72) 


the  Machine 
that  Plays 
any  Record 


It  will  pay  you  to  look  into  this  popular  line  of  Talking  Machines. 
The  Empire  Talking  Machine  has  every  worth  while  feature  of  all 
other  makes  in  addition  to  several  exclusive  features.  Dominates  all 
others  in  perfection  of  tonal  quality  and  sales  value. 


The  Empire  stands  second  to  none  in 
design  and  finish  and  enables  you  to 
meet  the  tastes  and  requirements  of 
every  buyer.  Made  in  eleven  models, 
prices  at  retail  from  $32.50  to  $500.00. 

We  also  make  a  line  of  Empire  records  which 
retail  at  popular  prices.  These  are  vertical 
cut  records  and  are  played  with  the  repro- 
ducer in  the  vertical  position.  Selections 
consist  of  popular  vocal  and  instrumental 
and  high  class  grand  opera  numbers. 


EMPIRE  RECORDS 
RETAIL  AT 
POPULAR  PRICES 


Ask  Us 
for  a 
'Dorothy  Booklet" 


Write  today  for  our  complete  catalogs  of  Empire 
Machines  and  Empire  Records,  and  full  infor- 
mation regarding  our   Splendid   Dealer  Helps 


Empire  Talking  Machine  Co. 

JOHN  H.  STEINMETZ,  President 

429  South  Wabash  Avenue  Chicago,  111. 


72  THE    TALKING    MACHINE  WORLD 

FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  71) 


G.  C.  Vining  With  Columbia 

Geo.  C.  Vining,  one  of  the  oldest  members  of 
the  Chicago  trade  in  length  of  service,  is  now 
connected  with  the  Chicago  branch  of  the 
Columbia  Co.  in  the  capacity  of  assistant  to  C. 
F.  Baer.  He  succeeds  R.  C.  Peere,  who  a  few 
months  ago  was  transferred  from  the  Columbia 
Kansas  City  office  to  Chicago,  Mr.  Peere  having 
gone  back  to  the  Kansas  City  branch.  The 
change  was  made  necessary  owing  to  the  ill 
health-  of  Mr.  Peere's  wife.  Mr.  Vining  is  one 
of  the  "old  land  marks"  in  the  Chicago  trade, 
having  started  his  careeer  with  the  W.  W. 
Kimball  Co.  in  1885. 

Traveling  Men  on  Vacation 

H.  L.  Woodward,  H.  H.  Michael  and  V.  K. 
Tremblett,  all  travelers  for  the  Chicago  Talk- 
ing Machine  Co.,  are  spending  the  month  of 
July  rusticating  at  Clear  Lake,  Iowa,  where  they 
have  taken  a  cottage.  The  party  was  accom- 
panied by  Mrs.  Woodward  and  golfing  and  swim- 
ming will  be  the  main  features  of  the  event. 
Mr.   Woodward  travels   Iowa  and  Wisconsin 


for  the  company,  Mr.  Michael  covers  Michigan 
and  Indiana,  while  Mr.  Tremblett  looks  after 
the  Illinois  trade. 

G.  P.  Ellis,  sales  manager  of  the  Talking 
Machine  Co.,  E.  A.  Garard,  of  Powell,  Garard 
&  Co.,  brokers,  and  Charles  J.  Tressler,  gen- 
eral attorney  for  Swift  &  Co.,  packers,  have 
taken  the  Gray  cottage  at  Grand  Beach,  Mich., 
for  several  weeks.  The  three  gentlemen,  ac- 
companied by  their  wives,  will  leave  Chicago, 
July  20,  and  will  indulge  in  golfing  and  bathing. 
OkeH  Records  in  Demand 

S.  A.  Ribolla,  manager  of  the  Central  States 
division  of  the  Otto  Heineman  Supply  Co.,  stated 
that  the  past  month  of  business  has  kept  him  on 
the  go  continually  from  morning  until  night. 
"We  are  having  an  unusually  heavy  demand  for 
motors,  tone  arms  and  supply  parts  from  this 
division,"  said  he,  "and  there  is  a  rapidly  grow- 
ing demand  for  our  new  OkeH  records.  These 
new  records  are  of  the  hill  and  dale  cut,  ten- 
inch,  double-face  and  can  be  played  with  a  steel 
or  sapphire  ball  point.     We  have  received  our 


Equip  Your  Phonographs  With 

r  erieci  /iinoinaiic 

DraKcS 

1 

Samples     a.  M 

Also  made 

$1.00  Each  Jm 

with  long 

Cash  with  order  ^^^JHH 

brake  shoe 

State  make          srfte    r*"^r*i  V. 

for  1  inch 

of  tone  arm  used  M 

offset 

Patented  Aui.  28.  '17 

Simple  construction  and  easily  attached. 

Made  in  four  styles  to  fit  any  make 

of  tone  arm. 

Write  for  attractive  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Waba.h  Ave.,  Chicago 

advance  bulletin  which  shows  a  selection  of 
thirty  numbers,  and  we  understand  from  head- 
quarters that  we  can  expect  an  increase  of  at 
least  fifteen  numbers  each  month.  As  yet  we 
cannot  supply  the  trade  from  this  office  for  the 
new  records,  but  expect  to  be  in  a  position  to 
do  so  within  a  few  weeks."  P.  L.  Baerwold, 
who  formerly  was  Eastern  sales  manager  for 
the  Otto  Heineman  Phonograph  Supply  Co.,  has 
been  transferred  to  the  Chicago  office  where 
he  will  assist  Mr.  Ribolla. 

Adds  Columbia  Record  Library 
The  talking  machine  department  of  the  A.  M. 
Rothschild  department  store  has  added  a  Colum- 
bia record  library  to  its  department.  This 
store  has  handled  Columbia  machines  for  sev- 
eral years,  but  never  handled  the  records.  Man- 
ager George  Israel  stated  that  they  are  enjoy- 
ing a  brisk  business  in  his  department  and  that 
there  is  a  tremendous  demand  for  popular 
numbers. 

Sergeant  Denig  to  France 

Sergeant  Geo.  F.  Denig,  who  was  formerly 
connected  with  the  Chicago  Talking  Machine 
Co.,  sailed  for  France  with  his  contingent  on 
June  28.  After  enlisting  in  the  service  Ser- 
geant Denig  was  stationed  with  Hospital  Unit 
14  for  a  period  covering  about  four  months  at 
Camp  Dodge,  la. 


Phonographs  and  Equipment 

Phonograph  Value  is  based  on  the 
Standard  of  Equipment  used 


Realizing  the  truth  of  this 
statement  and  what  it 
means  to  the  dealer  and 
his  future  success, 


Hiawatha 
Phonographs 


are  equipped  with  the  high- 
est standard  of  construc- 
tion, of  Motor,  Tone  Arm 
and  Reproducer,  which  con- 
form with  the  beautiful 
cabinet  and  artistic  lines 
of  the  Hiawatha. 

Hiawatha  Phonographs  enable  the  dealer  to  put  his 
stamp  of  approval  on  each  sale  and  be  assured  of  only 
the  normal  percentage  of  mechanical  trouble,  which 
will  result  in  a  satisfied  customer  and  increased  business. 

The  Hiawatha  is  made  in  four  attractive  models,  retail 
priced  at  $40,  $65,  $115  and  $175. 


Hiawatha  Phonograph  Company 


209  South  State  Street 
CHICAGO,  ILL. 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
.  General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


73 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  72) 


In  Service  at  the  Front 

Ray  Orwig,  Frank  Johnson  and  Clarence  Brit- 
ton,  three  of  the  boys  who  were  formerly  con- 
nected with  the  various  departments  of  the  Talk- 
ing Machine  Shop,  are  now  fighting  at  the  front 
in  France.  In  all  there  are  seven  members  of 
the  Talking  Machine  Shop  now  in  the  service. 
Four  still  are  here  in  training,  but  only  too  anx- 
ious to  get  over  with  their  fellow  workers  in 
order  to  get  a  crack  at  the  Hun. 

Wiswell  on  Trade  Conditions 

L.  C.  Wiswell,  manager  of  the  Victor  depart- 
ment of  Lyon  &  Healy,  made  a  short  trip  to 
Pittsburgh  last  week  in  order  to  make  a  com- 
parison with  the  business  conditions  of  both 
Pittsburgh  and  Chicago.  "I  made  a  round  of 
the.houses  in  Pittsburgh  and  since  coming  home 
I  have  visited  a  number  of  places  here  in  Chi- 
cago and  I  find  that  the  conditions  of  both  cities 
are  very  similar.  The  machine  situation  has 
eased  a  little  and  records  are  in  big  demand. 
The  retail  business  is  fair,  but  the  wholesale  is 
slowed  down  a  little.  There  is  nothing  to  worry 
about,  however,  as  regards  the  business  of  the 
past  month  for  an  investigation  of  the  records 
shows  that  the  business  carried  on  was  prac- 
tically the  same  as  last  year." 

Makes  Good  Connections 

G.  W.  Fricke,  treasurer  of  the  Lakeside  Supply 
Co.,  stated  that  he  made  several  excellent  con- 
nections for  both  mica  diaphragms  and  sapphire 
needles.  He  is  now  in  a  position  to  take  care 
of  the  trade  and  supply  Jts  wants  for  mica  dia- 
phragms in  all  sizes  and  any  quantity.  The  con- 
nection made  for  the  jewel  needles,  which,  by 
the  way,  are  both  sapphire  and  diamond  point, 
was  made  with  one  of  the  largest  lapidaries, 
making  these  articles  in  this  country.  Mr. 
Fricke  also  stated  that  they  are  filling  a  great 
number  of  orders  for  their  new  one  position 
tone  arm  and.  that  the  Lakeside  rotometer  is  in 
great  demand. 

Cash  Business  Only 

Harry  Martin,  of  Kohoka,  Mo.,  who  is  the 
Victor  dealer  of  that  town  and  also  handles  a 
line  of  well-known  pianos  and  players,  was  a 
recent  Chicago  visitor.  Mr.  Martin  stated  that 
he  is  enjoying  a  very  good  trade  in  his  town  and 
is  selling  his  talking  machines  out  for  cash  only, 
and  has  no  trouble  in  getting  away  with  it. 
The  New  Hiawatha 

The  Hiawatha  Phonograph  Co.  made  their 
first  shipments  the  latter  part  of  last  week  from 
the  new  factory  at  Geneva,  111.  Sales  Manager 
Moynahan  states  that  they  are  highly  pleased 
with  the  facilities  offered  by  the  new  plant  which, 
in  many  respects,  are  far  in  advance  of  those 
of  the  old  factory  at  Ottawa,  111.  While  the 
styles  and  models  remain  practically  the  same, 
there  have  been  numerous  minor  changes  in  de- 
sign, which  in  the  aggregate  add  considerably' 
to  the  appearance  and  value  of  the  machine. 

In  response  to  the  demand  in  their  trade  for 
a  large  machine  built  on  the  massive  order  they 
now  have  in  work  a  new  model  which  will  be 
ready  for  shipment  in  ten  days.  It  will  be  fif- 
teen inches  in  height,  exceptionally  attractive 
design  and  will  retail  at  $175.  The  other  Hia- 
watha models  retail  respectively  at  $40,  $65, 
$85  and  $115.'  The  new  addition  they  now  have 
enables  the  dealer  to  supply  a  machine  for  every 
pocket. 

Automatic  Container  Co.'s  Display 

The  Automatic  Container  Co.  have  their  en- 
tire line  of  record  containers  on  display  in  the 
Furniture  Manufacturers'  Exhibition  Building  at 
1319  Michigan  avenue.  The  furniture  manufac- 
turers hold  their  exhibitions  in  this  building 
semi-annually  during  the  entire  months  of  both 
July  and  January,  These  exhibits  are  always 
well  attended  by  the  furniture  dealers  from  all 
over  the  United  States,  and  full  and  complete 
lines  of  all  kinds  of  household  furniture  are 
shown.  The  Automatic  Container's  exhibit  oc- 
cupies a  large  space  on  the  third  floor  of  this 
building,  which  by  the  way  is  the  main  one, 
there  being  two  other  exhibitions  used  in  con- 
junction with  this  one,  the  other  buildings  being 
located  a  few  blocks  away. 


Six  Best  Sellers  for  the  Month 

Edison  announces  the  six  best  sellers  for  the 
month  as  follows:  "Elegie"  and  "O  Solo  Mio 
(My  Sunshine)";  "O  Dry  Those  Tears!"  and 
"Oft  in  the  Stilly  Night";  "Somewhere  in  France 
is  the  Lily"  and  "When  Johnny  Marches  Away"; 
"Johnson  'Jazz  Blues' "  and  "Umbrellas  to 
Mend";  "Darktown  Strutters'  Ball"  and  "They 
Go  Wild,  Simply  Wild,  Over  Me";  "U.  S.  Army 
Camp  Songs." 

The  Pathe  six  best  sellers  for  the  month  are: 
"Ten  Little  Bridesmaids"  and  "Stop,  Look  and 
Listen";  "Fancy  You  Fancying  Me"  and  "The 
Further  It  is  From  Tipperary";  "His  Wonder- 
ful Irish  Brogue"  and  "Do  You  Want  Us  to 
Lose  the  War";  "Hawaiian  Nights"  and  "Some- 
where in  Hawaii";  "Our  Country  is  in  it  Now" 
and  "Your  Lips  are  No-Man's  Land  but  Mine"; 
"Lights  Out"  and  "Liberty  Lads." 

The  six  best  Columbia  sellers  for  the  month 
are:  "Just  a  Baby's  Prayer  at  Twilight"  and 
"Fancy  You  Fancying  Me";  "Regretful  Blues" 
and   "Ev'rybody's   Crazy   'Bout   the  Doggone 


Blues  but  I'm  Happy";  "The  Story  Book  Ball" 
and  "Musical  Sam  From  Alabam'";  "Just  Like 
Washington  Crossed  the  Delaware  (General 
Pershing  Will  Cross  the  Rhine)"  and  "What 
Are  You  Going  to  Do  to  Help  the  Boys"; 
"There's  a  Little  Blue  Star  in  the  Window" 
and  "Mammy's  Little  Pansy";  "We  Stopped 
Them  at  the  Marne"  and  "Hike!  Hike!  Hike!" 

Emerson  announces  the  best  sellers  as  follows: 
"The  Russians  Were  Rushin';  The  Yanks 
Started  Yankin' "  and  "We  Stopped  Them  at 
the  Marne";  "They  Were  All  Out  of  Step  But 
Jim"  and  " 'N'  Everything";  "The  Last  Long 
Mile"  and  "A  Little  Bit  of  Sunshine  from 
Home";  "Take  Me  Back  to  Dear  Old  Blighty" 
and  "Keep  the  Home  Fires  Burning";  "There's 
A  Long,  Long  Trail"  and  "The  Missouri  Waltz"; 
"National  Emblem"  and  "Gate  City." 

The  six  best  Victor  sellers  for  the  month 
are:  "The  War  Baby's  Lullaby";  "Little  Mother 
of  Mine";  "The  Volunteers"  (March)  and  "Lib- 
erty Forever"  (March);  "Your  Lips  are  No 
(Continued  on  page  74) 


TONE  ARM  and 
REPRODUCER 


Has  Honestly  Earned  Its  Reputation  for  the  Exceptional 
Quality,  Purity,  Clearness  and  Sweetness  of  Its  Tone. 


Showing  the  Empire  Reproducer  turned  back  to 
permit  insertion  oi  needle 


Showing  the  Empire  Tone  Arm  set  in  position  for 
playing  vertical  cut  records 


It  is  adjustable  to  any  position  without  the  use  of  set  screws  and  the  convenience 
of  its  throw-back  position  for  inserting  the  needle  will  make  an  extra  appeal  to 
the  retail  purchaser. 


Patent  Applied  For 

Plays 
Any   Make  Record 

The  wonderful  quality  of 
its  tone  will  add  to  the 
distinction  of  any  machine. 


The  Empire  Tone  A.rm  and  Reproducer  can  be  furnished  in  several  lengths. 
When  ordering  samples  be  sure  to  state  the  measurements  from  center  of  turn 
table  to  center  of  horn  hole  on  motor  board. 

This  company  is  directed  by  men  who  have  spent  years  in  the  production  and 
marketing  of  phonograph  parts,  and  know  from  actual  experience  how  to  produce 
the  kind  of  tone  arm  and  reproducer  most  suitable  from  the  dealer's  and  con- 
sumer's standpoint.  Our  tone  arms  will  increase  your  talking  machine  sales 
as  they  are  given  preference  by  the  consumer,  which  means  more  profits  for  you. 

Write  our  Chicago  Office  for  Descriptive  Circular  and  Quotations 

The  Empire  Phono  Parts  Company 

Sales  Office:  427  So.  Wabash  Ave.  -  -  Chicago,  III. 
Factory:       -       -       -       1102  W.  9th  St.,  Cleveland,  Ohio 


74 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


{Actual  Size) 

Lakeside  Rotometer.     Retail  Price  $2.50  a  o. 

Calibrated  so  swinging  arm  is  level  with  pointer  at  78  or  80  revolutions  per  minute.  R 
Patents  Pending.  Jfi  _ 

We  have  a  large  quantity  of  both  Edison  and  Pathe  Sapphire  Needles.    Write  for 
prices.    We  can  supply  you  with  first-grade,  clear  Brazilian  Micas,  any  size,  any  quantity. 


LAKESIDE 

202  South  Clark  Street 


SUPPLY 

Tel.  Harrison  3840 


CO.,  Inc. 

CHICAGO,  III. 


RETAIL  PRICE  $7.50  EACH 
Prices  to  Bona  Fide  Dealers 

Sample   $4.00  each 

Lots  of  6  to    11   3.75  each 

Lots  of  12  to    49  .'   3.50  each 

Lots  of  50  to  100   3.25  each 

A  further  slight  reduction  on  yearly  contracts 
in  100  minimum  lot  shipments 
PATENTS  APPLIED  FOR 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  73) 


Man's  Land  But  Mine"  and  "Our  Country's  In 
It  Now";  "What  Are  You  Going  to  do  to  Help 
the  Boys"  and  "Keep  Your  Head  Down,  Fritzie 
Boy";  "From  the  North,  South,  East  and  West" 
(Lauder). 

Will  Embark  for  France 

George  B.  Wiswell,  secretary  of  the  West 
Music  House,  Joliet,  111.,  has  offered  his  serv- 
ices as  war  secretary  to  the  Y.  M.  C.  A.  for 
overseas  duty  in  France,  and  he  has  been  ac- 
cepted. He  reports  at  the  overseas  headquar- 
ters in  New  York  for  duty  on  August  5,  and 
expects  to  leave  for  the  war  zone  immediately. 
Mrs.  Wiswell  and  her  child  will  reside  with  her 
mother  at  Pana,  111.,  until  Mr.  Wiswell  returns. 
New  Puritan  Sales  Manager 

Irving  B.  Tow,  formerly  of  the  Geo.  P.  Bent 
Co.,  is  now  connected  with  the  firm  of  James 
B.  Orth  &  Co.,  factory  distributors  of  the  Puri- 
tan phonographs  and  records  as  sales  manager. 


This  company  was  recently  made  jobbers  for 
the  Paramount  records  and  expect  to  have  quite 
a  large  stock  of  these  new  records  on  hand 
very  shortly. 

John  Pishotta,  .who  also  was  formerly  con- 
nected with  the  Bent  Co.,  as  secretary  to  Still 
R.  Harcourt,  manager  of  the  retail  piano  de- 
partment, is  also  with  James  B.  Orth  &  Co. 
as  secretary  to  Mr.  Orth. 

Visitors  and  Personals 

Geo.  Wiswell,  of  the  West  Music  Co.,  Joliet, 
111.,  a  brother  to  L.  C.  Wiswell,  manager  of 
both  the  wholesale  and  retail  Victor  departments 
of  Lyon  &  Healy,  was  a  visitor  to  Chicago  this 
week. 

L.  R.  Weager,  Illinois  traveler  for  the  Victor 
Co.,  is  spending  about  three  weeks  calling  on 
the  Chicago  trade,  after  which  time  he  will 
return  to  the  Victor  factory  at  Camden. 

C.  F.  Baer,  assistant  manager  of  the  Chicago 


A  Tonal  Wonder 


The  Morenus  Phonograph  has  won  wide- 
spread recognition  because  of  its  unusual  tonal 
quality.  The  novel  all-wood  horn  which  enters 
at  the  bottom  (not  the  top)  of  the  scientifically 
constructed  tone  chamber  has  proven  itself 
astonishingly  efficient  in  securing  a  most  pleasing 
tone  and  a  remarkably  faithful  reproduction  of 
the  record. 

The  Equipment  is  high  grade  in  every  respect, 
plays  both  types  of  records,  has  cover  support 
setting  top  at  any  desired  angle,  original  tone 
moderator,  etc. 

The  Morenus  cases  are  superb  productions  in 
every  respect. 

The  MORENUS  is  in  3  STYLES 

A.  OAK,    -    -    48  inches  high.    Retail  price,  $110 

B.  MAHOGANY,  48   "  125 

C.  OAK  and  MAHOGANY,  50  inches  high, 

Retail  price,      -----  150 

V ery  liberal  discounts  to  the  trade 
Send  for  our  nen>  descriptive  catalog 


m. 


The  MORENUS  PIANO  CO. 


342  West  Huron  St. 


CHICAGO,  ILL. 


office  of  the  Columbia  Graphophone  Co.,  is 
spending  a  week  with  his  family  at  his  summer 
home  at  Lake  Catherine,  Antioch,  111.  As  is 
customary  at  this  time  of  the  year  Mr.  Baer  an- 
ticipates spending  the  week-end  vacations  with 
his  family  at  Lake  Catherine  and  returning  to 
his  office  each  Monday  morning. 

H.  S.  Leavitt,  of  the  Howard  Furniture  Co., 
St.  Paul,  Minn.,  called  on  the  Chicago  trade 
this  week. 

D.  M.  Groulx,  of  Green  Bay,  Wis.,  was  a 
recent  visitor  here. 

C.  M.  Crandall,  of  Scott  &  Crandall,  Fremont, 
Mich.,  recently  visited  Chicago  for  several  days. 

Fred  Sherman,  of  Sherman,  Clay  &  Co.,  San 
Francisco,  was  a  recent  caller  on  the  Chicago 
trade.  Mr.  Sherman  had  been  in  the  East  and 
was  en  route  to  headquarters  at  'Frisco. 

C.  L.  Bryant,  manager  of  Gregory's  Music 
House,  Saginaw,  Mich.,  spent  a  few  days  in 
Chicago  recently. 

Geo.  P.  Cheatt,  proprietor  of  the  Music  Shop, 
•Springfield,  111.,  was  in  Chicago  recently,  hav- 
ing just  returned  from  a  week's  Eastern  trip. 

Robert  Elbel,  of  Elbel  Bros.,  South  Bend., 
Ind.,  was  in  Chicago  last  week  on  business. 


H.  H.  JVlcCLANAHAN  KILLED 

Victor  Talking  Machine  Traveler  Killed  in  Air- 
plane Accident 


Memphis,  Tenn.,  July  1. — Harvey  H.  McClana- 
han,  of  Lewisburg,  Tenn.,  was  killed  last  week 
in  an  airplane  accident.  He  had  been  in  train- 
ing for  the  aviation  service  for  several  months 
and  would  have  received  his  commission  as  a 
lieutenant  on  the  ISth  of  July.  Mr.  McClanahan 
had  been  connected  with  the  Houck  Piano  Co., 
of  Nashville,  Tenn.,  for  a  number  of  years  and 
later  acted  as  manager  of  the  Grafonola  depart- 
ment of  the  Phillips  &  Buttorff  Co.  Following 
that  he  became  a  traveling  salesman  for  the 
Victor  Talking  Machine  Co.  and  was  working 
in  Tennessee  territory  at  the  time  of  enlistment 
in  the  aviation  section.  He  was  about  30  years 
of  age  and  is  survived  by  a  widow. 


BRUNSWICK  MAN  WRITES  SONG 

St.  Louis,  Mo.,  July  5.— K.  Mclnniss,  who  is 
manager  of  the  wholesale  phonograph  division 
of  the  St.  Louis  branch  of  the  Brunswick-Balke- 
Collender  Co.,  has  just  written  the  words  and 
music  for  a  patriotic  war  song  entitled,  "I  Love 
You,  Canada."  It  is  stated  that  this  song,  which 
was  published  some  time  ago,  has  made  a 
tremendous  hit  in  Canada,  and  that  this  fact  was 
brought  to  the  attention  of  the  Pathe  Freres 
Phonograph  Co.,  and  they  decided  to  make 
recordings  of  it  and  introduce  it  to  the  music 
lovers  of  the  United  States.  The  new  song  will 
be  presented  in  the  August  issue  of  the  Pathe 
records.  Mr.  Mclnniss  has  written  other  popu- 
lar and  classical  songs,  and  is  very  well  known 
throughout  the  country  as  a  music  writer. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


75 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  74) 


BEAUTIFUL  EMPIRE  ART  MODEL 

Art  Instrument  of  Queen  Anne  Design  Made 
by  Empire  Talking  Machine  Co.  Wins  Praise 

Chicago,  III.,  July  8. — The  Empire  Talking 
Machine  Co.  now  have  on  display  in  their  ware- 
rooms  at  429  South  Wabash  avenue  one  of  their 
new  Empire  art  model  period  style  talking  ma- 
chines of  the  Queen  Anne  design.  This  new  in- 
struments, which  by  the  way,  was  announced  to 
the  trade  in  the  news  columns  of  The  World  last 
month,  is  the  first  of  the  type  to  be  produced  at 
the  Empire  plant  and  is  of  genuine  mahogany, 
the  dimensions  being  length,  55  inches;  width, 
25J/2  inches,  and  height,  40  inches.  The  accom- 
panying illustration  shows  very  clearly  the  deli- 
cate and  artistic  beauty  of  the  hand-carved  dec- 
orations and  grill.  The  workmanship  is  of  the 
fine  quality  which  is  characteristic  of  all  Empire 
instruments.  This  new  model  is  fitted  with  two 
secret  doors,  which  are  placed  above  the 
record  containers.  The  patent  cover  supports 
as  well  as  all  exposed  metal  parts  are  gold 


plated.  It  is  equipped  with  a  high-grade  elec- 
tric motor  and  gold  plated  Empire  tone  arm, 
reproducer  and  automatic  stop.     The  supplies 


Art  Model  Empire — Queen  Anne  Design 

furnished  with  the  Queen  Anne  model  are  a 
diamond  jewel  needle  for  Edison  records  and  a 
sapphire  ball  point  for  playing  both  Pathe  and 


Empire  records.  A  leather  packed  velvet  Em- 
pire record  cleaner  as  well  as  a  full  set  of  rec- 
ord albums  are  also  supplied.  It  is  announced 
by  the  Empire  Co."  that  machines  of  this  type 
will  be  furnished  in  three  woods,  either  ma- 
hogany, walnut  or  oak,  and  can  be  had  only 
upon  special  order.  .  The  retail  list  price  is  $500. 

ANNOUNCE  THE  NIGHTINGALE,  JR. 

Attractive  Addition  to  Their  Phonograph  Line 
Announced  by  the  Nightingale  Mfg.  Co.,  Chi- 
cago— Equipment  Used  is  of  the  Best 

Chicago,  III.,  July  8. — The  Nightingale  Mfg. 
Co.,  of  422  North  Armour  street,  this  city,  an- 
nounce the  Nightingale  Junior,  an  attractive  ad- 
dition to  their  line  of  Nightingale  phonographs. 
In  design  it  follows  the  general  lines  of  the 
style  200,  which  is  illustrated  in  the  company's 
page  advertisement  elsewhere  in  this  issue.  It 
is  forty-four  inches  in  height,  nineteen  inches 
wide  and  twenty  inches  deep.    It  can  be  fur- 


Stephenson  Motor  Used  in  the  Nightingale 

nished  either  in  black  walnut,  American  Cir- 
cassian walnut,  regular  mahogany,  antique 
brown  mahogany  and  the  three  favored  oak  fin- 
ishes, golden,  fumed  and  waxed  oak.  Like  the 
other  Nightingale  models  it  is  equipped  with 
the  Stephenson  precision-made  motor,  a  fact 
which  assures  dealers  handling  the  line  the  mini- 
mum of  motor  troubles,  and  an  assurance  of 
satisfaction  on  the  part  of  the  dealers. 

"From  the  commencement  of  our  business," 
said  Mr.  Wolper,  the  president,  in  a  talk  with 
The  World,  "we  have  gone  on  the  principle  that 
nothing  is  too  good  for  the  Nightingale,  and 
we  have  endeavored  both  in  the  selection  of 
equipment  and  in  the  construction  and  building 
of  the  cabinets,  which,  by  the  way,  are  made  en- 
tirely in  our  factory,  to  spare  no  expense  in 
producing  a  machine  that  will  add  prestige  to 
the  dealer  and  secure  for  him  increasing  and 
permanently  profitable  patronage." 

Mr.  Wolper  recently  returned  from  an  eastern 
trip  during  which  he  not  only  secured  some  ex- 
cellent orders  from  established  dealers  but  made 
some  very  desirable  new  accounts. 

MUSIC  HAS  AN  HYGIENIC  VALUE 

Well-Known  Physician  Declares  Melody  Is  a 
Prophylactic  Against  Depression 

Dr.  Nathan  Gordon,  of  Local  Board  No.  157, 
New  York,  is  a  strong  advocate  of  plenty  of 
music  for  the  soldiers,  and  recently  sent  a  check 
for  $75  with  which  to  purchase  a  machine  for 
the  Tank  Corps  at  Camp  Colt,  Pa.  In  discuss- 
ing the  question  of  music  and  the  soldier,  Dr. 
Gordon  said: 

"There  is  no  question  whatever  of  the  great 
hygienic  value  of  music  to  the  boys  at  the  front 
in  their  scant  hours  of  relaxation.  Music  is  a 
prophylactic  against  depression  and  the  anti- 
septic of  the  soul.  It  would  prevent  and  cure 
a  great  many  mental  and  physical  ills  among 
the  soldiers." 

MUSIC  IS  A  MORAL  LAW 

Music  is  a  moral  law.  It  gives  a  soul  to  the 
universe,  wings  to  the  mind,  flight  to  the  imag- 
ination, a  charm  to  sadness,  gaiety  and  life  to 
everything.  It  is  the  essence  or  order,  and 
leads  to  all  that  is  good,  just  and  beautiful,  of 
which  it  is  the  invisible  but  dazzling,  passionate 
and  eternal  form. — Plato. 


The 

I TANOLA 


Combines:  Popularity  and  Profit 


Trade  Mark  Registered 


Send  for  complete  descriptive  literature 
and  Agency  proposition 


The  increasing  popularity  of  the 
Vitanola  with  phonograph  dealers  is 
due  to  two  primal  reasons,  viz. :  a  ma- 
chine that  gives  absolute  satisfaction 
— and  agency  proposition  that  is  fair 
and  liberal.  These  are  the  two  essen- 
tials of  any  merchant's  success  with 
a  talking  machine.  If  the  machine 
doesn't  give  satisfaction  the  merchant 
can't  sell  it  at  any  profit,  either  to 
himself  or  the  manufacturer.  If  the 
agency  proposition  isn't  fair  and  lib- 
eral, the  merchant  can't  afford  to 
handle  the  machine.  Some  of  our 
agencies  make  big  money  considering 
the  amount  of  time  they  give  to  the 
Vitanola;  anywhere  from  fifteen 
hundred  fo  five  thousand  dollars  per 
year. 

You  only  need  to  hear  the  Vitanola 
to  know  that  your  customers  will  buy 
it.  In  tonal  purity  and  absence  of  all 
foreign  .sounds — in  exceptionally  ac- 
curate and  life-like  reproductions  of 
voice,  the  Vitanola  is  a  marvel. 

Seven  Vitanola  Models 

$25  to  $17S 
Vitanola  Talking  Machine  Co. 

501-509  West  35th  Street    ::    Chicago,  111. 


76 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


Another  Seeburg 
Triumph!! 


The 


Phono-Grand 


Height  55  inches.     Width  34  inches 

NOT  much  larger  than  an 
ordinary  talking  machine 
cabinet  but  a  combination  of 
both  a  player  piano  and  a 
talking  machine. 

The  case  design  of  the  PHONO- 
GRAND  is  highly  artistic  and 
made  in  a  number  of  beautiful 
designs  to  harmonize  with  the 
most  artistic  parlors  and 
music  rooms. 

The  player  piano  of  the 
PHONO-GRAND  is  remark- 
able for  its  tone  quality.  It 
plays  all  regular  88-note  player 
rolls  andis  especially  adapted  for 
the  Q.  R.  S.  Expression  Rolls. 

The  talking  machine  of  the 
PHONO -GRAND  is  of  the 
highest  type  and  plays  all  stand- 
ard records  either  lateral  or 
vertical  cut. 

Both  instruments  are  con- 
trolled by  separate  electric 
motors.  The  compactness  of 
the  PHONO-GRAND  permits 
its  use  in  places  that  do  not 
allow  space  enough  for  both  a 
player  piano  and  talking  ma- 
chine. The  PHONO-GRAND 
is  not  an  experiment  but  a 
demonstrated  success. 

J.  P.  SEEBURG  PIANO  CO. 

Leader  in  the  Automatic  Field 

REPUBLIC  BLDG.  CHICAGO 


BRUNSWICK  ADVERTISING  SERVICE 

Unusually  Artistic  Posters  Just  Gotten  Out  for 
Trade  Which  Should  Prove  of  Value 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  75) 

ing  signs  numerous  requests  have  been  made 
for  samples,  and  quite  a  number  have  already- 
been  sold.  Orders  for  five  hundred  of  the 
Brunswick  Girls  have  already  been  received  and 
sent  out.  This  cut-out  is  a  portrait  of  a 
very  beautiful,  life-sized  young  lady,  in  an  at- 
titude of  rapture  with  hands  clasped  and  so 
made  that  when  used  as  "a  window  decoration 
and  placed  before  a  Brunswick  phonograph  she 
appears  to  be  looking  down  on  the  machine 
and  listening.  It  is  in  colors  and  size  five 
feet  three  inches  tall  and  the  appearance  is 
very  life-like  and  startling.  The  Brunswick  Co. 
has  made  arrangements  with  the  printers  of 
the  Brunswick  Girl  so  that  the  dealer  may 
have  them  for  three  dollars,  which,  by  the  way, 
is  but  half  the  price,  the  Brunswick  Co.  paying 
the  other  three  dollars. 

The  big  steel  signs,  ten  by  twenty-eight  inches, 
which  are  offered  to  the  dealer  at  a  price  of 
twenty-five  dollars  a  hundred,  are  also  in  de- 
mand and  orders  have  been  taken  for  seventy- 
five  hundred  of  these  at  present.  These  signs 
are  steel  backed  and  lithographed,  not  painted, 
in  colors  with  embossed  lettering.  The  colors 
are  baked  on,  thereby  making  the  signs  weather- 
proof and  permanent.  The  big  sign  has  holes 
punched  in  it  so  that  it  can  be  nailed  on  any 
suitable  surface  or  fastened  to  a  wire  fence. 
The  type  is  bold  and  can  be  easily  read  more 


Chicago,  III.,  July  10. — The  advertising  depart- 
ment of  the  phonograph  division  of  the  Bruns- 
wick-  Balke- 
Collender  Co. 
is  working  full 
capacity  in 
turning  out 
new  advertis- 
ing service  for 
their  dealers. 
The  latest  ad- 
dition to  this 
service  is  a 
folder  which 
contains  cuts 
and  list  prices 
of  the  entire 
well  -known 
Brunswick 
line,  as  well  as 
several  cuts 

showing    the  Brunswick  Girl  Poster 

new  Ultona  reproducer  and  Brunswick  new  all- 
wood  tone  amplifier.  This  is  printed  on  a  large 
sheet  of  paper  on  one  side  only  and  in  such  a 
that  when 


way 

unfolded  every- 
thing will  be  be- 
fore the  reader's 
eye  without  the 
bother  of  turning 
the  folder  either 
around  or  upside- 
down  while  being 
read. 

Since  the  an- 
nouncement was   

made  some  time  One  of  the  Brunswick  Steel  Signs 

ago  that  the  Brunswick  Co.  was  preparing  for  than  one  hundred  feet  away.  The  dealer's  name 
its  dealers  some  large  steel  outdoor  advertis-     and  location  is  printed  in  black  at  bottom. 


Plays  All  Records 


OUST  YOU  HEAR 


ALL  PHONOGRAPHS  IN  ONE 


DEALERS  NAME 

AND  TOWN 


SALESWOMAN  GUESSED  WRONG 

Stuttering  Customer  Was  Not  Impressed  With 
Rendition  of  "K-K-K-Katie" 


Portland,  Ore.,  July  5. — The  other  day  a  man 
and  a  woman  entered  the  talking  machine  de- 
partment of  the  Wiley  B.  Allen  store  and  when 
Mrs.  Olga  Binder,  in  charge  of  the  record  de- 
partment, approached  them  the  woman  said 
they  wanted  some  records,  but  would  first  like  to 
hear  some  before  making  selections.  The  man, 
meantime,  remained  silent.  Mrs.  Binder  asked 
what  was  preferred  and  the  woman  replied: 
"Something  funny." 

So  Miss  Binder  put  the  popular  trench  stut- 
tering song  "K-K-K-Katie"  on  the  machine.  An 
ominous,  disappointing  silence  followed  the 
rendition  of  the  song  for  a  few  moments.  Then 
the  man  said: 

"I-I-I  d-d-d-don't  1-1-like  tha-that  re-re-re- 
record." 

They  bought  some  others,  however,  but  no 
stuttering  ones. 


TAKES  CHARGE  IN  SPRINGFIELD 

Manager  Hornberger,  formerly  of  the  "talking- 
machine  department  at  the  McAlpin  depart- 
ment stores  in  Cincinnati,  has  resigned  to  ac- 
cept the  management  of  the  Columbia  depart- 
ment recently  installed  in  the  Wren  department 
store  at  Springfield.  Mr.  Hornberger  is  well 
known  in  talking  machine  circles,  and  has  every 
prospect  of  making  a  good  showing  at  Spring- 
field. The  Edw.  Wren  Co.  conduct  the  largest 
department  store  in  Springfield  and  one  of  the 
best  equipped  in  the  State. 


Mary  Pickford  has  provided  eight  talking  ma- 
chines for  Y.  M.  C.  A.  huts  and  two  for  the  K. 
of  C.  clubhouse  at  Camp  Kearney,  Cal. — gifts 
which  are  much  appreciated. 


The  OROTUND 
and  SUPERIOR 

Attachments,  Tone  Arms  and 
Velvet  Running  Jewel  Points 


If  you  want  to  play  the  wonderful 
new  Edison  and  Pathe  records  with  the 
least  amount  of  surface  sounds  and  pro- 
duce the  best  quality  of  music,  you 
should  use  the  Superior  and  Orotund 
attachments  made  to  fit  the  Edison, 
Victor  and  Columbia  machines. 

Do  not  forget  our  attachments  will 
not  damage  records  when  operated  ac- 
cording to  instructions.  The  cut  shows 
our  universal  attachment  used  to  play  all 
makes  of  records  on  the  Victor  machine. 

IMPORTANT 
In  ordering  samples  please  state  the  kind 
of  finish  wanted,  viz.:  nickel  or  gold,  also 
describe  the  tone  arm,  old  or  new. 

Write  Jot  quantity  prices  and  descriptive  circulars. 

Combination  Attachment  Co. 

20  Jackson  Boulevard,  East,  Chicago,  111. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


77 


MEETING  OF  PORTLAND  ASSOCIATION 

Dealers  Collecting  Used  Records  for  Soldiers — 
Discuss  Interest  Question  and  the  Benefits  of 
the  Organization — Agree  to  Early  Closing 

Portland,  Ore.,  July  5. — Twenty-seven  mem- 
bers were  present  at  the  June  meeting  of  the 
Portland  Talking  Machine  Dealers'  Association 
at  which  a  business  meeting  and  banquet  brought 
forth  some  interesting  trade  chat  and  paved  the 
way  for  an  entirely  new  patriotic  movement. 

L.  D.  Heater,  manager  of  the  Columbia 
Graphophone  Co.,  made  the  suggestion  that 
all  dealers  should  endeavor  to  obtain  used  rec- 
ords from  customers  for  the  soldiers  at  the  Post 
Hospital,  Vancouver  Barracks,  Wash.  Mr. 
Heater  told  of  visiting  the  hospital  and  learning 
from  the  soldiers  that  they  are  tired  to  death 
of  hearing  the  tunes  played  and  replayed  from 
the  few  records  they  have  and  they  begged  for 
a  few  new  ones.  Mr.  Heater  suggested  placing 
boxes  in  the  windows  of  the  stores  with  labels 
calling  for  donations.  E.  B.  Hyatt,  president  of 
the  association,  was  a  warm  advocate  of  Mr. 
Heater's  plan  and  he  asked  all  the  dealers  to 
give  it  their  hearty  support.  All  present  said 
they  would  do  everything  possible  to  help,  and 
since  the  meeting  every  store  in  Portland  han- 
dling talking  machines  has  had  a  window  devoted 
to  this  cause  and  donations  have  been  remark- 
able. 

One  of  the  dealers  declared  this  week  that 
the  movement  has  actually  resulted  in  a  big 
increase  in  business  because  customers  have  been 
bringing  in  records  of  which  they  were  tired, 
placing  them  in  the  box  for  the  soldiers  and 
then  buying  new  ones  for  use  at  home. 

Some  interesting  data  was  given  on  interest 
charges,  dealers  who  have  taken  up  the  prac- 
tice reporting  that  the  plan  is  working  out  far 
better  than  they  expected.  A  committee  which 
had  been  appointed  to  interview  all  the  dealers 
relative  to  early  closing  on  Saturday  evenings 
reported  that  the  plan  had  been  adopted  by 
all  the  music  dealers  in  Portland. 

President  Hyatt  made  a  short  talk  on  the  ad- 
vantages of  the  association,  pointing  out  that  in 
little  more  than  a  year  the.  membership  had 
grown  to  a  point  where  it  embraces  virtually 
every  house  in  Portland.  He  placed  stress  on 
the  kindly  feeling  which  has  grown  up  anions 
the  various  houses  of  the  city  as  a  result  of 
the  association.  The  keen,  bitter  rivalry  of 
former  years  seems  to  have  passed,  Mr.  Hyatt 
said,  and  has  been  replaced  by  a  sort  of  get 
together  spirit  in  which  the  trade  has  been 
greatly  benefited.  The  monthly  meetings  have 
done  much  to  aid  the  business  and  the  presi- 
dent pointed  out  many  of  the  material  advan- 
tages which  have  resulted,  including  increase 
in  initial  payments,  doing  away  with  letting 
records  out  on  approval,  early  closing  on  Satur- 
day, interest  on  deferred  payments,  etc. 

CARUSO  IN  MOVING  PICTURE  FIELD 

Enrico  Caruso,  the  great  operatic  tenor,  whose 
Victor  records  are  universally  popular,  has  at 
last  signed  a  contract  with  the  Famous  Players- 
Lasky  Corporation  and  will  start  to  work  on 
his  first  picture,  which  is  to  be  an  Artcraft  pro- 
duction, about  the  middle  of  the  month.  Jesse 
L.  Lasky  announces  that  it  will  not  be  a  screen 
version  of  some  opera,  as  was  supposed,  but  an 
original  story  written  especially  for  the  tenor. 
It  will  be  filmed  in  New  York  or  Fort  Lee. 
Caruso  is  expected  to  make  two  pictures  this 
summer. 

RECOVERING  FROM  OPERATION 

Adolf  Heineman,  assistant  general  manager  of 
the  Otto  Heineman  Phonograph  Supply  Co., 
New  York,  is  recovering  at  Mt.  Sinai  Hospital 
after  a  series  of  minor  operations.  During  his 
stay  at  the  hospital  Mr.  Heineman  has  received 
telegrams  and  letters  from  his  many  friends  in 
the  trade  throughout  the  country,  who  trust 
that  this  popular  "veteran"  will  soon  return  to 
his  desk  and  take  charge  of  the  many  activities 
under  his  direction. 


TALKING  MACHINE  AIDS  GUNNERS 

Popular  Airs  Ground  Out  to  Cheer  Men  While 
They  Fought  the  Foe 

A  despatch  to  the  New  York  papers  from 
"An  Atlantic  Port"  under  date  of  July  6  says: 
"Conducting  artillery  fire  to  the  accompaniment 
of  popular  airs  played  on  a  talking  machine 
is  one  of  the  latest  stunts  engaged  in  by  the 
Yankees  on  the  American  front  in  France. 

"This  was  the  statement  to-day  of  Lieutenant- 
Colonel  Thomas  Stanyan,  of  the  Salvation 
Army,  on  his  arrival  from  France,  where  he  was 
sent  on  a  special  mission  by  Commander  Booth. 

"He  visited  and  inspected  every  hut  and  dug- 
out occupied  by  Salvationists,  covering  1,000 
miles  in'an  automobile  in  nine  days. 

"  'Commandant  Hughes,  of  Akron,  O.,  was  in 
a  dugout  playing  a  machine  to  the  six  men  of  a 
gun  crew,'  said  Stanyan,  'when  the  order  came 
to  shell  the  German  line.  The  men  rushed  out, 
calling  to  Hughes  to  bring  along  the  machine. 

"  'Hughes  complied.  While  the  men  worked 
the  gun  Hughes  ground  out  popular  airs  with 
the  machine  perched  on  a  stump.  A  gas  shell 
spoiled  the  program.  Hughes,  brave,  but  not 
cautious,  was  gassed  and  is  now  in  a  hospital.'  " 

VOCALION  CHANGE  IN  PROVIDENCE 

Tilden-Thurber  Corp.  in  That  City  Takes  Over 
Local  Vocalion  Co.  and  Opens  Special  Depart- 
ment for  Featuring  That  Line 

Providence,  R.  I.,  July  8.— The  Tilden-Thurber 
Corp.,  of  this  city,  has  taken  over  the  business 
ot  the  Vocalion  Co.  and  will  open  a  separate  de- 
partment devoted  exclusively  to  the  Aeolian- 
Vocalion  phonograph  and  the  new  Vocation 
records.  The  Vocalion  Co.,  which  operated  its 
branch  in  Providence  from  the  main  New  Eng- 
land store  in  Boston,  has  retired  from  the  field 
in  this  city;  but  the  Vocalion  products  will  re- 
ceive splendid  representation  in  the  warerooms 
of  the  Tilden-Thurber  Corp.  This  company  is 
one  of  the  best-known  retail  houses  in  New 
England,  and  will  institute  an  aggressive  cam- 
paign in  behalf  of  Vocalion  products. 

Thos.  W.  Hindley,  who  has  been  manager  at 
Vocalion  Hall  since  last  winter,  will  join  the 
traveling  staff  of  the  Vocalion  Co.  in  Boston, 
with  headquarters  in  that  city.  The  Tilden- 
Thurber  Corp.  will  take  over  all  the  contracts, 
etc.,  made  by  the  Vocalion  Co.,  and  will  con- 
tinue collections  and  the  other  detail  work  inci- 
dental to  the  business. 


LOUISVILLE  DEALERS  ORGANIZE 

Talking  Machine  Retailers  Form  New  Associa- 
tion at  Meeting  on  July  2 

Louisville,  Kv.,  July  5. — The  launching  of  the 
Talking  Machine  Dealers'  Association  of  Louis- 
ville was  accomplished  with  great  enthusiasm 
at  a  meeting  on  July  2  at  the  Hotel  Watterson, 
when  most  all  the  dealers  in  the  city  turned  out 
and  enjoyed  a  pleasant  dinner  together.  Every- 
one became  better  acquainted  and  good  fellow- 
ship seemed  to  be  the  spirit  of  the  meeting, 
while  problems  of  mutual  interest  were  dis- 
cussed. 

The  officers  of  the  association  are  B.  L.  Loven- 
thal,  of  the  Grafanola  Co.,  president;  W.  A. 
Frank,  of  J.  Bacon  &  Sons,  secretary;  J.  S. 
Calveard,  of  the  La  Hamonie  Co.,  vice-presi- 
dent; G.  A.  Shafer,  of  Stewart  Dry  Goods  Co., 
treasurer.  The  following  appointments  were 
made  by  the  president:  C.  A.  Taylor,  of  Taylor  & 
Gaber  Co.,  chairman  of  executive  committee; 
H.  V.  Boswell,  of  Kaufman-Straus  Co.,  chair- 
man of  press  and  publicity  committee;  H.  Korte, 
of  Herman-Straus  Co.,  chairman  of  grievance 
committee. 

Firms  in  New  Albany  and  Jeffersonville  and 
other  adjacent  localities  to  Louisville  have  come 
into  the  association,  thus  greatly  widening  its 
influence.  These  dealers  have  organized  with 
a  desire  for  friendly  acquaintanceship  and  a 
free  and  frank  interchange  of  ideas  for  the 
advancement  and  development  of  their  respec- 
tive business,  so  that  the  interests  of  each  in- 
dividual member  will  be  promoted.  It  is  esti- 
mated that  much  good  is  going  to  be  derived 
from  the  many  subjects  that  will  be  brought 
up  at  the  next  meeting  to  be  held  Tuesday, 
July  16,  12:30  noon,  at  the  Hotel  Watterson. 


JOINS  CANADIAN_SALES  FORCE 

A.  E.  Landon,  formerly  assistant  manager  of 
the  Philadelphia  branch  of  the  Columbia  Co., 
has  been  appointed  a  member  of  the  Columbia 
Canadian  wholesale  organization,  with  headquar- 
ters in  Toronto.  Mr.  Landon  will  work  under 
the  direction  of  James  P.  Bradt,  general  man- 
ager of  the  Columbia  Co.'s  Canadian  interests, 
and  judging  from  his  success  as  a  member  of 
the  Columbia  sales  staff,  he  will  be  a  welcome 
addition  to  the  Canadian  organization. 


O.  M.  Adams  has  opened  a  new  music  store 
at  Marysville,  Kans.,  handling  Brunswick  pho- 
nographs and  Holland  pianos 


THE  VEECO  WAY 

Takes  all  the  Uncertainty  out  of  the 
ELECTRIC  OPERATION  OF  TALKING  MACHINES 

The  improved  VEECO  electric  motor  is  designed  primarily  and 
exclusively  for  Talking  Machines.  It  is  smooth  and  noiseless  in 
action  and  practically  fool-proof.  Standard  models  run  on  any 
voltage  from  100-125,  A.  C.  or  D.  C,  without  adjustment.  Other 
models  for  any  voltage  from  6-250.  Furnished  mounted  on  12 
or  \2{/2  inch  mahogany  board  ready  to  install,  or  without  board, 
all  ready  to  mount  on  such  board  as  used  by  the  manufacturer. 

With  the  VITRALOID  turntable,  supplied  with  the  motor,  it 
makes  a  complete  motor  unit  for  high  class  machines. 
Send  for  a  sample  NOW  and  place  your  order  at  once  for  early 
fall  delivery. 

THE  VEECO  COMPANY 

248  Boylston  St.  Boston,  Mass. 

THE  ORIGINAL  PRODUCERS  OF  A  COMPLETE  ELECTRIC  DRIVE 
FOR  TALKING  MACHINE  MANUFACTURERS'  USE 


78 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


"Take  a  Grafonola  with  you" 

—A  mighty  potent  argument  this 
Summer.  Use  it  for  all  it  is  worth. 


Columbia  Graphophone  Co 

NEW  YORK 


VISITORS  EXPRESS  APPRECIATION 

Enthusiastic  Over  Merits  of  OkeH  Records 
Made  by  Otto  Heineman  Phonograph  Supply 
Co. — Hadley  Symphony  Orchestra  to  Make 
Records — Motor  Orders  Received  in  Large 
Quantities — Unusual  Demand  for  Needles 


past  fortnight  for  our  motors,  tone  arms  and 
sound  boxes  from  phonograph  manufacturers 
throughout  the  country,  and  in  view  of  these 
orders,  I  believe  that  the  phonograph  business 
in  this  country  is  going  through  the  same  ex- 
perience as  England  and  Canada  did  during  the 
early  part  of  the  present  war.  It  seems  that 
during  wartimes  there  is  created  a  tremendous 


situation  is  concerned,  I  hope  that  our  cus- 
tomers will  continue  to  be  as  patient  and  for- 
bearing as  they  have  been  in  the  past,  especially 
in  view  of  the  fact  that  we  are  turning  out  large 
quantities  of  textile  pins,  comb,  faller,  feeder 
and  card  pins  for  the  United  States  Government. 
This  work  has  been  going  on  at  the  Dean  fac- 
tories in  Putnam,  Conn.,  since  the  war  started, 


"During  the  past  few  weeks  we  have  received 
visits  from  many  well-known  talking  machine 
jobbers  and  dealers  in  different  parts  of  the 
country,  who  called  at  our  offices  and  labora- 
tories to  investigate  our  'OkeH'  record,"  said 
Otto  Heineman,  president  of  the  Otto  Heineman 
Phonograph  Supply  Co.,  in  a  chat  with  The 
World.  "These  callers  have  included  record  ex- 
perts and  recognized  authorities,  who  inspected 
every  minute  detail  of  the  'OkeH'  record  before 
passing  judgment  on  our  product. 

"I  am  pleased  to  say  that  without  a  single 
exception,  members  of  the  trade  have  expressed 
their  entire  satisfaction  and  approval  of  the 
'OkeH'  record.  They  have  commented  particu- 
larly upon  the  fact  that  the  surface  noise  on  this 
record  had  been  reduced  to  a  minimum,  and 
have  expressed  pleasure  at  the  list  of  well-known 
artists  which  are  recording  for  our  library. 
Our  record  manufacturing  plant  is  now  in  full 
operation,  and  judging  from  the  orders  already 
received  this  factory  will  be  obliged  to  work  to 
capacity  throughout  the  year  to  keep  pace  with 
the  demand. 

"We  have  endeavored  to  record  selections  that 
will  not  only  appeal  to  the  popular  taste,  but 
will  also  meet  with  the  approval  of  discriminat- 
ing and  critical  music-lovers  and  musicians.  In 
other  words,  we  will  strive  to  give  the  public 
a  75-cent  record  that,  in  addition  to  a  library  of 
popular  music,  will  comprise  a  repertoire  of 
standard  compositions  of  recognized  musical 
merit  and  quality.  With  this  object  in  view, 
we  have  arranged  to  have  records  made  by  well- 
known  string  quartets,  etc.,  and  will  also  include 
in  our  library  symphonic  records  made  by  the 
Hadley  Symphony  Orchestra  conducted  by 
Henry  Hadley,  who  is  very  well  known  in  the 
concert  and  musical  worlds.  Incidentally,  this 
orchestra  is  under  contract  to  make  records  for 
our  company  exclusively.  We  will  also  present 
in  the  'OkeH'  record  lists,  'cello  solos,  piano 
solos  and  orchestra  selections,  which  we  are  sure 
will  meet  with  popular  favor. 

"We  have  received  large  orders  during  the 


Otto  Heineman 

demand  for  phonographs  and  records,  which  are 
recognized  as  the  most  satisfactory  home  enter- 
tainment during  such  days,  while  for  the  boys 
in  the  camp  and  in  the  trenches  they  are  be- 
coming more  in  demand  day  by  day,  and  they 
are  being  sent  abroad  and  to  the  cantonments 
in  large  quantities. 

"As  announced  last  month  we  have  restricted 
the  production  of  our  motors  in  order  to  co- 
operate with  the  Government  from  a  labor  stand- 
point, and  in  order  to  use  less  raw  material. 
We  find  that  this  curtailment  has  met  with 
the  general  approval  of  our  trade,  and  we  are 
concentrating  our  activities  on  the  production 
of  Heineman  and  Meisselbach  motors,  tone  arms 
and  sound  boxes  along  efficient  lines  that  we 
hope  will  give  our  clients  satisfactory  service 
and  at  the  same  time  enable  us  to  co-operate 
with  the  Government's  requirements. 

"As  far  as  the  Dean  talking-machine  needle 


at  His  Desk  " 

and  is  continuing  with  unabated  energy.  Of 
course  our  trade  understands  that  these  Gov- 
ernment orders  take  precedence  over  all  talking- 
machine  needle  requirements,  but  as  our  New- 
ark plant  has  just  started  operation,  we  hope 
to  be  able  to  increase  our  needle  output  mate- 
rially in  the  near  future. 

"I  may  mention  that  we  received  in  the  last 
week  in  June,  the  largest  single  needle  order 
that  I  believe  has  been  received  by  a  needle 
manufacturer  during  the  past  few  years.  This 
order  called  for  a  vast  amount  of  Dean  steel 
needles  and  as  it  was  received  from  a  talking- 
machine  company  of  international  prestige,  we 
consider  it  an  unusual  tribute  to  their  merits." 


WALTER  S.  GRAY 

SAN  FRANCISCO 


EEDL 


Pacific  Coast  Jobber  for  the  Best  in  Talking 
Machine  Trade  Accessories 

CHRONICLE  BUILDING,  SAN  FRANCISCO 


AN  INTERESTING  NUMBER 

The  July  issue  of  the  "Columbia  Record,"  the 
house  organ  published  monthly  by  the  Columbia 
Graphophone  Co.,  made  its  appearance  this 
week,  and  as  usual  contains  many  interesting 
and  timely  items  for  the  use  of  dealers  through- 
out the  country.  These  items  are  based  on  the 
practical  experiences  of  representatives  and 
therefore  furnish  invaluable  information  for  the 
development  of  Grafonola  and  record  business. 
In  this  issue  attention  is  called  to  several  new 
moving  picture  slides  that  were  recently  pre- 
pared for  the  use  of  Columbia  dealers,  and  there 
are  the  usual  number  of  attractive  window  dis- 
plays prepared  by  dealers  in  different  sections. 
The  service  department  contributes  its  quota  of 
suggestions,  which  contain  a  summer  appeal  for 
the  benefit  of  Columbia  representatives. 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


79 


TALKING  MACHINE  AIDS  PATRIOTISM  OF  CLEVELANDERS 

Dealers  Well  in  Evidence  in  Fourth  of  July  Celebration — Intern  German  Records — What  Leading 
Members  of  the  Trade  Report  Regarding  Business — Most  Popular  Record  Sellers  of  Month 


Cleveland,  O.,  July  5. — The  Fourth  of  July 
marked  a  new  epoch  in  Cleveland  patriotism  in 
which  music,  and  particularly  talking  machines 
and  dealers  in  them,  played  an  important  role. 
The  Fourth  pageant  was  one  of  the  longest  and 
most  spectacular  ever  seen  in  the  city  and  its 
leading  suburbs. 

Talking  machine  dealers  were  well  repre- 
sented on  all  committees  and  the  store  decora- 
tions and  displays  of  instruments,  records,  music 
rolls  and  other  goods  were  never  equaled  in 
the  city.  The  Eclipse  Musical  Co.  and  the  Col- 
lister  &  Sayle  Co.  had  especially  attractive  win- 
dow displays. 

During  the  Wagar  Park  dedicatory  exercises 
in  Lakewood  the  May  Co.'s  music  department 
furnished  the  instruments  used  during  an  in- 
teresting program. 

Talking  machine  dealers  are  still  hoping  that 
more  goods  will  be  available  later  along.  The 
demand  for  machines  and  records  was  never  so 
strong.  Competition  is  very  keen,  but  clean 
business  methods  mark  the  efforts  of  Cleveland 
dealers  to  market  their  stock,  due  in  some  meas- 
ure to  the  influence  of  the  Talking  Machine 
Dealers'  Association  of  Northern  Ohio. 

The  Brunswick-Balke-Collender  Co.  reports  a 
splendid  trade  in  Brunswick  phonographs,  which 
have  met  with  much  success  locally. 

The  Collister  &  Sayle  Co.,  retailer  of  Victor 
records,  reports  a  splendid  June  business,  and 
the  July  start  is  equally  as  good,  considering 
that  music  lovers  are  away  from  the  city. 

"Going  as  usual"  is  the'  way  Charles  K.  Ben- 
nett, president  of  the  Talking  Machine  Deal- 
ers' Association  of  Northern  Ohio,  speaks  of 
his  own  business,  that  of  the  Eclipse  Musical 
Co.,  of  which  he  is  general  manager.  "We  are 
doing  all  we  can  to  keep  business  up  to  standard 
because  business  going  and  not  in  a  stagnant 
condition  will  aid  in  whipping  the  Kaiser  and 
his  Hun  soldiers." 

The  B.  Dreher's  Sons  Co.  is  making  an  at- 
tractive display  of  talking  machines  and  rec- 
ords in  the  firm's  Euclid  avenue  store.  Henry 
Dreher  is  a  great  golf  player,  but  he  keeps  one 
eye  on  his  firm,  which  is  one  of  the  oldest  and 
most  progressive  in  Cleveland. 

Practically  all  of  the  talking  machine  dealers 
have  discarded  the  sale  of  records  "interned" 
during  the  war  period  by  the  action  of  their 
association  some  weeks  ago.  Records  which 
reproduce  vocal  or  instrumental  selections  in 
the  German  language  and  those  of  pro-German 
artists  are  barred  from  sale.  While  the  action 
took  out  of  sale  stock  about  1,000  titles  new  rec- 
ords have  taken  the  place  of  those  barred  from 
sale. 

The  Fischer  Co.,  Pathe  distributor,  reports 
a  good  June  business  and  prospects  for  splen- 
did trade  during  July. 

Among  the  most  popular  records  of  the  month, 
judging  from  the  public  demand,  are: 

Columbia — "Ballet  Music  From  Faust,"  by  the 
Metropolitan  Opera  Orchestra;  "Fancy  You 
Fancying  Me,"  by  Edna  White  Trumpet  Quar- 
tet;. "We'll  Do  Our  Share,"  by  Robert  Lewis; 
"What'll  We  Do  With  Him,  Boys?"  by  the 
Peerless  Quartet,  and  "Hike,  Hike,  Hike,"  by 
the  same. 

Pathe — "Calm  as  the  Night,"  by  Katherine 
Howard;  "Whispering  Hope,"  by  Lilian  Hey- 
ward  and  Louise  Brentwood;  "If  He  Can  Fight 
Like  He  Can  Love,  Good  Night  Germany,"  by 
Arthur  Fields;  "They  Were  All  Out  of  Step  But 
Jim,"  by  Constance  Farber. 

Victor — "I'm  Sorry  I  Made  You  Cry,"  by 
Henry  Burr;  "Forget-Me-Not  Waltz,"  by  Mc- 
Kee  Orchestra;  "Freedom  for  All  Forever,"  by 
Reginald  Werrenrath,  and  "Gems  Are  Going 
Up,"  by  John  McCormack. 

Starri— "Tell  Me,  Beautiful  Maiden,"  by  Frida 
Benneche,  in  French;  "On  the  Road,  Home, 
Sweet  Home,"  by  Campbell  and  Burr;  "Silver 
Heels,"  by  Van  Eps  Trio,  and  "Bring  Back  My 
Daddy  to  Me,"  by  Henry  Burr. 


According  to  Dan  J.  Nolan,  manager  of  the 
music  department  of  the  May  Co.,  his  firm,  a 
department  store,  is  doing  a  splendid  summer 
business  in  selling  Victor  talking  machines  and 
records. 

The  Muehlhauser  Brothers  Piano  Co.  is  do- 
ing a  good  summer  business  in  the  sale  of  So- 
nora  phonographs.  The  firm  offers  machines 
ranging  in  price  up  to  $1,000  each. 

Beuscher's  music  store  has  some  very  attrac- 
tive window  displays  of  Victor  talking  machines 
and  records,  which  have  come  in  for  a  consider- 
able measure  of  praise.  This  store  is  one  of 
the  most  artistic  in  Cleveland. 


FORM  WAR  SAVINGS  STAMP  SOCIETY 

Every  Employe  of  New  York  Talking  Machine 
Co.  Enrolls— Those  Who  Are  "Over  There" 


The  members  of  the  staff  of  the  New  York 
Talking  Machine  Co.,  Victor  wholesalers,  have 
formed  a  War  Savings  Stamp  Society,  and  are 
already  entitled  to  a  100  per  cent,  flag  for  their 
efforts,  every  employe  of  the  company  being 
enrolled.  The  society  is  receiving  the  active 
support  of  Arthur  D.  Geissler,  president  of  the 
company,  and  Roy  J.  Keith,  general  manager. 
Miss  Florence  Roskam  is  secretary  and  treas- 


urer of  the  society,  and  her  efforts  are  producing 
splendid  results. 

Morris  Owens,  formerly  a  popular  member 
of  the  company's  traveling  staff,  and  now  in  the 
Artillery  Corps  of  the  U.  S.  A.,  has  left  for 
France  to  "do  his  bit  over  there."  John  Con- 
nolly, who  is  also  a  member  of  the  company's 
staff,  left  for  France  some  time  ago  as  one  of 
the  "Fighting  Sixty-ninth,"  and  has  been  in  ac- 
tive service  for  many  months.  Kenneth  Moore, 
a  brother-in-law  of  Arthur  D.  Geissler,  and  a 
lieutenant  in  the  Aviation  Corps,  left  Saturday 
for  France. 


V0CALI0N  RECORDS  BY  CRIMI 

First  Records  by  the  Noted  Tenor  Advertised 
Last  Sunday  by  the  Aeolian  Co. 


The  Aeolian  Co.,  New  York,  featured  in  its 
advertising  last  Sunday  a  Vocalion  record  made 
by  the  distinguished  operatic  tenor,  Giulio  Crimi. 
This  well-known  artist  has  recorded  several 
selections  for  the  Vocalion  library,  including 
numbers  from  "Cavalleria  Rusticana"  and  "Pagl- 
iacci." 

Giulio  Crimi  has  won  international  success  as 
a  tenor  and  his  Vocalion  records  have  been  dem- 
onstrated the  past  week  at  Aeolian  Hall,  winning 
high  praise  from  critics  and  music  lovers,  who 
believe  these  records  will  meet  with  a  ready  sale 
throughout  the  country.  This  famous  tenor  will 
record  exclusively  for  the  Aeolian-Vocalion  rec- 
ord library. 


OF  the   Gloria  Steel  Needle   both   in  mainte- 
nance of  quality  and  in  prompt  delivery,  at  the 
uniform  prices  in  the  quantities  sold,  insures 
substantial  profits. 

Our  special  proposition  to  the  trade  is  comprehen- 
sive. It  shows  how  you  can  sell  a  better  product  to 
your  customers  at  pre-war  prices.  And  it  also  ex- 
plains how  you  can  make  bigger  profits.  Write  us 
for  a  copy  of  plan  K. 

Gloria  Phonograph  Supply  Co.,  Inc. 

200  Fifth  Avenue,  New  York 

Win.  A.  Condon,  Sole  Agent  for 

GLORIA 


NEEDLES 


80 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 

19  CITY  ROAD  -  -  -  LONDON,  E.  C.  ENGLAND 

Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors  Mantyctured  Mermod  Freres 


St.  Croix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  is 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  enquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  C.  ENGLAND 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


81 


Sell  Foreign-language  Records ! 

A  profitable  department— small  invest- 
ment—quick turn-over— good  service. 
Write  for  details. 


International  Record  Department 

Columbia  Graphophone  Co. 


NEW  YORK 


READJUSTMENT  OF  PRICES  AND  DISCOUNTS  ASKED  FOR 

Declared  That  Present  Margin  of  Profit  Is  Below  Pre-War  Standard  and  Not  Sufficient  to 
Meet  Increased  Business  and  Living  Costs  To-day — Increased  List  Prices  Suggested 


There  is  apparently  a  well-defined  movement 
among  talking  machine  wholesalers  and  dealers 
throughout  the  country  looking  to  a  general 
readjustment  of  retail  prices  and  discounts  on 
both  machines  and  records,  or  more  particu- 
larly an  upward  adjustment  of  list  prices  and 
the  fixing  of  discounts  that  will  permit  of  a 
larger  margin  of  profit  for  both  the  wholesaler 
and  the  dealer. 

It  is  maintained  that  through  some  readjust- 
ments in  the  past  in  the  matter  of  list  prices  and 
discounts  the  profits  of  both  factors  in  the  sell- 
ing branch  of  the  trade  are  smaller  than  they 
were  in  pre-war  days,  despite  the  fact  that  list 
prices  have  jumped.  This  in  the  face  of  the 
fact  that,  owing  to  stock  shortage,  the  majority 
of  houses  are  handling  only  75  per  cent,  or  80 
per  cent.,  and  in  some  cases  even  less,-  of  the 
business  handled  in  normal  years,  that  increased 
taxation  must  be  met,  that  salaries  have  been 
increased  from  20  per  cent,  to  40  per  cent, 
through  necessity,  and  that  every  element  en- 
tering into  the  business  overhead  has  advanced. 

As  one  prominent  member  of  the  trade  put  it: 
"Every  increased  expense  in  the  business,  and 
they  are  many,  has  had  to  be  met  out  of  my 
company's  income,  and  at  the  same  time  both 
gross  and  net  profits  have  been  decreased  de- 
spite the  raising  of  the  list  prices.  In  the  first 
place  my  volume  of  business  has  decreased  over 
20  per  cent.,  due  to  inability  to  get  goods. 
Then  the  profits  have  been  subjected  to  another 
cut  to  meet  excess  profits  and  other  taxes,  and 
on  top  of  this  the  salaries  of  my  employes  dur- 
ing the  past  two  years  have  been  increased  on 
the  average  of  40  per  cent.  At  the  same  time 
my  discounts  as  a  wholesaler  are  smaller  than 
they  were  before  the  war.  It  is  a  condition 
that  will  have  to  be  remedied,  and  remedied 
at  an  early  date. 

"The  solution  lies  in  having  the  manufactur- 
ers increase  list  prices  10  per  cent,  or  so,  and 
then  readjust  the  discount  so  that  the  price  the 
wholesaler  must  pay  for  the  machine  or  records 
will  approximate  the  sum  he  is  called  upon  to 
pay  to-day.  In  other  words,  the  increase  in 
list  prices  should  go  in  toto  to  the  wholesaler, 
who  will  in  turn  pass  a  fair  proportion  of  it  to 
the  dealer.  Under  the  present  conditions  the 
wholesaler  has  been  compelled  to  accept  a 
smaller  profit  on  the  capital  invested,  and  has 
also  been  compelled  to  impose  the  same  con- 
dition on  the  retailer.  The  wholesalers  and  re- 
tailers do  not  want  to  profiteer,  but  they  want 
to  make  a  living  profit  on  the  limited  volume  of 
business  they  are  able  to  do. 

"The  automobile  manufacturers  who  have  had 
their  output  curtailed  have  met  the  situation  by 
increasing  list  prices  of  their  cars  to  a  point 
where  the  profit  realized  on  the  smaller  num- 
ber of  cars  produced  would,  in  a  measure,  equal 
profits  on  a  normal  output.  By  increasing  the 
list  prices  and  giving  the  increase  to  the  whole- 


saler and  dealer,  the  talking  machine  manufac- 
turer can  accomplish  practically  the  same  re- 
sult. The  action,  however,  will  have  to  come 
from  the  manufacturer.  It  is,  of  course,  under- 
stood that  a  wholesaler  or  retailer  can,  under 
the  present  interpretation  of  the  laws,  sell  ma- 
chines and  records  at  any  price  he  sees  fit,  but 
at  the  same  time  the  companies  publish  list 
prices  on  both  machines  and  records,  and  any 
man  with  a  bit  of  business  sense  knows  that  the 
list  price  is  always  the  maximum  price.  In 
talking  machines  the  public  has  been  educated 
to  accept  it  as  the  established  price.  Any 
change  in  a  list  price  on  the  part  of  the  seller 
is  always  a  discount  from,  and  not  in  addition 
to,  that  stated  price,  and,  therefore,  a  new  list 
price  must  be  established  before  wholesalers  and 
dealers  can  expect  any  relief. 

"It  has  taken  a  good  many  years  to  build  up 
the  industry,  and  whether  those  years  of  effort 
are  lost  or  not  will  depend  upon  the  manner  in 
which  the  business  is  conducted  during  the 
strenuous  period  of  the  war.  Wholesalers  and 
retailers  must  increase  the  salaries  of  their  as- 
sistants to  keep  their  trained  organizations  in- 
tact, for  otherwise  the  employes  are  going  to 
go  into  other  fields  where  the  remuneration  is 
more  generous.  With  their  staffs  practically 
wiped  out,  and  with  wholesalers  and  dealers  fail- 
ing to  make  a  fair  living  profit  under  present 
conditions,  it  is  only  natural  that  employers 
themselves  will  look  around  to  find  some  more 
remunerative  field  for  their  efforts.  This  will 
mean  that  selling  organizations  will  disintegrate 
and  that  the  labor  of  years  spent  in  building  up 
such  organization  has  gone  for  naught.  This 
may  be  overdrawn  a  bit,  but  the  fact  is  things 


cannot  continue  as  they  are.  There  must  be 
found  a  way  to  give  the  selling  interests  of  the 
trade  sufficient  profit  to  carry  on. 

"There  may  be  some  question  about  increas- 
ing list  prices  on  machines,  but  it  must  be  re- 
membered that  a  machine  that  sold  for  $200  ten 
years  ago  did  not  in  any  way  come  up  to  the 
instruments  now  being  offered  in  the  neighbor- 
hood of  $100.  It  is  therefore  seen  that  a  $10 
or  $15  raise  on  a  machine  of  this  type  will  not 
in  any  way  interfere  with  the  volume  of  sales, 
especially  as  machines  are  scarce.  In  the  mat- 
ter of  records  it  will  be  remembered  that  ordi- 
nary, single-faced  records,  ten  years  ago  when 
money  was  not  so  plentiful,  sold  readily  at  $1. 
Why  couldn't  the  double-sided  record  of  great- 
ly improved  quality  bring  the  same  price  to- 
day, and  the  difference  be  divided  between  the 
wholesaler  and  retailer? 

In  addition  to  the  member  of  the  trade  just 
quoted,  other  wholesalers,  jobbers  and  dealers 
have  voiced  similar  opinions,  and  some  of  them 
have  pointed  out  that  the  increase  of  25  per 
cent,  in  freight  rates  just  adds  a  little  more  to 
the  problem.  It  is  very  probable  that  some 
definite  movement  will  be  taken  at  an  early 
date  to  bring  about  a  general  readjustment  of 
the  list  price  and  discount  question  along  the 
lines  advocated  by  the  sales  interests.  Just 
what  form  the  movement  will  take  has  not  been 
announced.  From  reports  that  have  come  to 
The  World  office  from  various  sections  of  the 
country,  however,  it  would  appear  that  the  sub- 
ject is  being  widely  discussed. 


NEW  ENGLAND  AGENTS  FOR  CHENEY 

The  Royer  Talking  Machine  Co.,  of  Boston, 
who  have  been  appointed  New  England  agents 
for  the  Cheney  Talking  Machine  Co.,  are  de- 
veloping an  excellent  following  for  this  instru- 
ment down  East. 


Bring  Those  Jobs  Out  of  Hiding 

The  value  of  your  "job  lots"  will  not  be  increased  by 
keeping  them  on  your  shelves. 

Bring  them  out  into  the  daylight.  Let  us  sell  them 
for  you. 

We  arc  in  the  market  to  buy  for  cash  every- 
thing in  Phonograph  parts,  accessories,  etc. 

Get  in  touch  with  us  at  once 


THE  PHONOGRAPH  CLEARING  HOUSE,  Inc. 

51  EAST  42d  STREET,  NEW  YORK  CITY 


82 


THE   TALKING    MACHINE  WORLD 


July  15,  1918 


Edison  Message  No.  24 


Encourage 
Community  Singing 


RECENT  editorial  in  the  Musical 
Monitor  says  that  one  outcome 
of  the  war  will  be  "recognition  of 
the  power  of  the  greatest  of  all 
arts — music."  This  power  will  be  exercised 
in  many  ways,  but  perhaps  not  more  effec- 
tively than  in  the  development  of  community 
singing. 

Harmony  is  the  soul  of  music.  Music, 
especially  in  the  form  of  community  singing, 
is  one  of  the  most  effective  mediums  for 
welding  together  the  miscellaneous  types 
that  go  to  make  up  the  American  people, 
and  which  diversity  of  interest  keeps  more 
or  less  aloof  from  each  other. 

The  Edison  dealer  who  interests  him- 
self in  community  singing  will  help  to 
stimulate  a  general  interest  in  music  which 
cannot  fail  to  be  of  benefit  to  his  community 
and  of  profit  to  himself. 

A  singing  community  is  a  fertile  field 
for  the  Edison  dealer. 


THOMAS  A.  EDISON,  Inc. 

ORANGE  NEW  JERSEY 


Official  Laboratory  Model  New 
Edison — William  and  Mary  Cabinet, 
executed  in  American  Walnut. 


I 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


83 


Present  Trade  Situation  and  Its  Problems 
Reviewed  by  Talking  Machine  Wholesalers 


CONSERVATION  THE  WATCHWORD 

By  Chas.  F.  Bruno,  C.  Bruno  &  Son,  Inc., 
New  York 


The  watchword  of  the  whole  nation  is  Con- 
servation and  each  day  brings  home  to  us  more 
strongly  the  need  for  it.  We  are  working  on 
a  wartime  basis  and  every  dealer  should  do  like- 
wise. This  is  imperative  in  order  that  the  Gov- 
ernment needs  be  supplied  to  their  full  measure. 
You  all  know  the  conditions  in  transportation 
and  shortage  of  labor.  By  retrenching  wherever 
possible  and  changing  your  methods  you  can 
eliminate  much  unnecessary  work.  Plan  to  help 
the  wholesaler  maintain  as  satisfactory  service 
as  possible  during  these  unusual  times.  For 
instance,  if  it  is  necessary  that  you  know  what 
your  wholesaler  is  shipping  you,  send  your  rec- 
ord order  in  duplicate  and  request  him  to  cross 
off  the  numbers  filled  and  mail  back  the  copy. 

In  your  own  shop  there  is  unlimited  oppor- 
tunity for  Conservation.  Every  dealer  has  on 
his  shelves  records  not  classed  with  the  best 
sellers.  Make  them  such.  Many  of  them  are 
excellent  records  in  themselves— disregarded  be- 
cause unknown.  Study  them,  interest  your 
clerks  in  them,'  get  out  attractive  folders  de- 
scribing and  advertising  them  and  your  supply 
will  soon  fall  short  of  the  demand.  In  the 
matter  of  machines,  feature  those  you  have  in 
stock,  particularly  the  small  types.  There  is  a 
market  for  them,  but  you  must  find  it  and  not 
wait  for  it  to  find  you. 

Every  unnecessary  item  of  clerical  labor 
saved  for  the  wholesaler,  every  record  and  ma- 
chine already  in  stock  that  you  can  sell,  means 
that  much  advance  toward  the  goal  of  Conser- 
vation. Conform  your  business  to  existing  con- 
ditions with  determination  to  save  and  serve 
and  you  will  be  ready  to  forge  ahead  when  Lib- 
erty and  Democracy  have  triumphed. 


MUST  SECURE  BETTER  TERMS 

By  John  G.  Corley,  the  Corley  Co.,  Rich- 
mond, Va. 


The  music  business,  like  other  enterprises, 
will  continue  to  feel  the  gradual  curtailment  due 
to  war  conditions  as  the  Government's  require- 
ments increase  for  labor  and  raw  material, 
which  goes  without  saying  that  the  music  busi- 
ness will  suffer  a  greater  curtailment.  This, 
however,  will  not  be  without  its  advantages,  as 
the  dealers  will  improve  their  terms  and  secure 
more  cash  business.  Just  as  the  output  is  de- 
creased, terms  will  be  increased,  and  we  will  1 
get  nearer  a  cash  basis.  These  conditions, 
which  have  decreased  the  output,  have  proven 
a  salvation  to  the  piano  business.  The  prices 
have  advanced  and  the  terms  shortened.  A 
dealer  can  no  longer  follow  the  old  plan  of 
selling  on  nothing  down  and  anything  a  month, 
for  when  he  goes  to  the  manufacturer  now  for 
stock,  he  will  be  met  with  this  question,  "How 
do  you  want  to  pay  for  them?"  and  in  many 
instances  the  manufacturer  will  demand  cash; 
certainly  the  terms,  if  given,  will  be  very  short. 
This  result  has  brought  around  desirable  con- 
ditions. The  piano  merchant,  as  a  general  rule, 
is  selling  his  goods  at  a  uniform  price.  The 
old  plan  of  charging  Mary  Smith  $50  more  than 
Mary  Jones  paid  is  no  longer  in  evidence,  and 
may  it  please  God  that  it  will  never  return,  but 
that  instruments  will  be  sold  at  uniform  prices 
and  on  terms  the  dealer  can  pay  for  his  stock. 

Now,  to  the  talking  machine  dealers.  It  is 
true  that  the  distributors  have  been  unable  to 
supply  sufficient  stock  to  meet  the  ever-increas- 
ing demand  for  Victrolas  and  records.  The 
trade,  however,  is  healthy,  and  customers  do 


not  make  up  their  minds  now  that  if  they  cannot 
get  one  style  they  will  take  no  other,  conse- 
quently this  has  been  most  helpful  to  the  dealer, 
because  when  he  does  not  have  one  style  his 
customer  will  take  another  type. 

The  great  shortage  would  not  exist  with  the 
record  and  be  so  keenly  felt  if  the  sales  or- 
ganizations all  over  the  country  would  bring  to 
the  attention  of  their  customers  the  splendid 
numbers  right  in  their  stock.  It  is  a  little  dif- 
ficult to  get  the  clerks  to  see  this  point.  A 
customer  will  come  in  and  ask  for  a  certain 
number,  and  should  it  not  be  in  stock  the  clerk 
makes  no  further  effort  to  interest  the  customer. 
This  must  be  changed  to  meet  the  general  con- 
dition. Customers  must  be  shown  the  stock  of 
the  dealers.  The  wonderful  numbers  in  all 
stocks  will  find  ready  sale  if  they  are  properly 
shown  to  the  customer.  We  very  frequently 
hear  salesmen  say,  "Well,  we  lost  so  many  sales 
to-day,  or  this  week,  because  we  did  not  have 
them  in  stock."  Of  course,  for  these  particular 
numbers  the  sale  was  lost,  but  the  main  point, 
as  I  see  it,  is  to  present  and  sell  your  customers 
other  numbers,  as  this  is  the  best  way  to  meet 
the  big  demand  for  records.  In  other  words, 
we  must  have  stock  conservation  as  well  as 
food  conservation.  By  carefully  guarding  and 
conserving  it  we  help,  in  a  way,  towards  win- 
ning the  war. 


INTERESTS  OF  DAY  COME  FIRST 

By  William  H.  Nolan,  the  Louis  Buehn  Co., 
Philadelphia 


In  these  times  when  individual  and  corporate 
interests  must  be  set  aside  for  the  interests  of 
the  day,  the  preservation  of  democracy  and  the 
saving  of  humanity,  there  is  no  time  to  consider 
personal  interests  at  the  sacrifice  of  the  cause  to 
which  every  firm  and  individual  should  be  abso- 
lutely dedicated. 

Nevertheless,  engaged  as  we  are  in  the  mer- 
chandising of  a  product  which  contributes  so 
vitally  to  the  mental,  physical  and  spiritual  wel- 
fare of  the  nation,  we  should  "carry  on"  our 
work  with  the  realization  that  people,  now  as 
never  before,  need  the  inspiring,  invigorating 
and  restful  influence  of  music. 

There  is  no  question  that  people  are  seeking 
places  of  amusement,  attending  concerts  and 
lectures  in  greater  numbers  than  ever  before, 
showing  clearly  the  need  for  diversion,  relaxa- 
tion and  stimulation.  This  is  recognized  in 
England  and  the  Government  is  calling  back  en- 
tertainers and  musicians  from  the  front,  so  that 
the  people  who  must  work  with  power  and  in- 
'  spiration  will  not  be  denied  that  which  con- 
tributes most  to  creative  life. 

Our  own  Government  has  realized  this  fact, 
and  even  though  various  conditions  have  mate- 
rially lessened  the  production  of  our  own  prod- 
uct— Victrolas  and  Victor  records — they  have 
not  by  any  means  been  classified  as  non-essen- 
tial. 

Salesmanship  of  the  highest  order,  aggres- 
siveness in  the  finest  degree  should  be  the  rule 
of  every  person  engaged  in  the  Victor  industry, 
selling  that  which  we  have  or  can  get  rather 
than  bemoaning  the  fact  that  there  is  some 
merchandise  we  are  unable  to  procure. 

Take  not  only  an  inventory  of  your  stock  but 
an  inventory  of  your  present  equipment  and 
selling  methods.  Realize  that  to  profit  now  and 
to  insure  your  profits  in  the  future  you  must 
dig  deeper  than  ever  before  into  the  stock  of 
the  hundreds  of  records  you  are  carrying  on 
your  shelves  and  into  your  community  for  sales 
opportunities. 

Do  not  make  the  mistake  that  has  been  made 
in  the  past  by  many  dealers  of  accepting  poor 
instalment  business,^  for  now  is  the  time  to 


realize  on  the  good  cash  business  which  is  avail- 
able through  wage  earners  making  the  biggest 
salaries  they  have  ever  enjoyed. 

You  will  attract  and  get  these  cash  sales  and 
the  steady  stream  of  cash  record  trade,  not  by 
the  old  appeal  or  by  pre-war  methods,  but  by 
connecting  up  the  need  of  the  product  which 
you  are  selling  with  the  actual  need  of  the  peo- 
ple for  it.  In  this  way  you  will  be  doing  your 
part  and  make  the  people  realize  that  music  is 
an  essential  and  not  a  luxury. 

The  achievements  of  the  past,  the  present  su- 
premacy and  superiority  of  the  Victor  line,  the 
ever  forging  ahead  policy,  cause  one  to  trust 
and  believe  to  the  point  of  absolute  loyalty  in 
the  power  of  the  Victor  Co.  to  weather  the  pres- 
ent conditions,  coming  through  supreme  as  be- 
fore in  all  things — perfection  of  product,  big- 
ness of  vision,  power  of  production  and  fairness 
in  their  business  dealings. 


CONDITIONS  IN  MIDDLE  WEST 

By  Arthur  A.  Trostler,  Schmelzer  Arms  Co., 
Kansas  City,  Mo. 


I  am  going  to  dwell  on  "Conditions  in  the 
Middle  West."  Never  have  I  seen  such  crops 
as  we  are  having  in  this  part  of  the  country.  I 
remember  a  few  years  ago  when  we  had  a 
bumper  wheat  crop  of  about  ninety  million 
bushels,  which  sold  at  a  price  of  about  65  cents, 
when  to-day  we  have  one  hundred  million 
bushels,  selling  for  over  $2  a  bushel.  Can  you 
conceive  such  a  condition?  This  is  only  one 
item.  You  take  the  corn,  alfalfa,  oats  and  other 
items,  the  prices  they  receive  to-day  and  what 
it  means  for  the  merchants. 

Victrolas  are  not  being  sold,  they  are  simply 
being  bought  by  the  farmers  and  the  people  in 
the  cities.  We  have  been  unable  to  build  up  a 
stock  of  any  type  of  Victrola.  As  fast  as  they 
arrive,  just  so  fast  they  are  shipped  to  our 
dealers.  Conditions  in  this  territory  are  such 
as  we  have  never  experienced  before.  We  have 
dealers  coming  in  to  see  us  every  day  and  they 
say,  "Ship  me  anything  with  a  Victor  trade- 
mark," because  it  can  be  sold. 

We  are  enjoying  a  very  healthy  business,  and 
if  we  could  just  get  the  goods,  there  is  no  tell- 
ing of  the  volume  we  would  be  able  to  do.  The 
dealers  throughout  this  territory  are  optimistic. 
We  had  a  great  many  of  them  in  last  week  dur- 
ing the  Rotary  convention,  and  they  have  a  dif- 
ferent line  of  talk  than  they  have  had  hereto- 
fore. 

In  conclusion,  allow  me  to  say  our  dealers 
are  not  in  a  position  to  build  up  any  stock,  there- 
fore, we  fear  that  the  market  on  Victor  goods 
will  be  very  low  this  fall. 

JOBBERS  W0RKT0  HELP  WIN  WAR 

By  George  E.  Mickel,  Mickel  Bros.  Co., 
Omaha,  Neb. 

This  year,  as  never  before  in  our  nation's  his- 
tory on  Independence  Day,  we  do  not  proclaim 
our  patriotism  by  fireworks  and  pyrotechnical 
display,  but  by  going  about  the  nation's  busi- 
ness, and  that  is— to  help  win  the  war.  We 
must  each  one  of  us  get  the  conception  that 
there  is  but  ONE  big  business  in  this  country, 
it  matters  not  whether  we  are  running  a  talk- 
ing machine  factory,  a  bank,  or  plowing  corn, 
these  are  all  subsidiary  to  the  one  main  object 
— winning  the  war. 

I  believe  that  our  association  acted  wisely 
when  it  decided  not  to  hold  the  national  con- 
vention.this  year.  This  requires  that  each  ex-; 
ecutive  officer  make  greater  exertion  for  the 
good  of  the  organization.  The  times  require 
(Continued  on  page  85) 


84 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


■1111 

n 

1 

Hi 

H 

■ 

Today  and  the  Future 

NOWADAYS  I  do  but  little  traveling  and 

m 

■ 

11113 

little  soliciting.   I  make  but  few  calls.  Now- 

■ 

adays  business  problems  are  complex  

H 

■ 

the  problems  of  labor  and  of  raw  materials. 

jjj 

And  it  is  the  policy  of  Stephenson,  Inc.,  to  care  for, 

■ 

to  protect,  their  present  day  customers  rather  than 

■ 

■ 

to  solicit  new  business. 

m 

■ 

But 

I  look  forward  to  the  future  with  faith  and 

■ 

 r 

confidence.    I  look  forward  to  the  day  when,  with 

■ 

m 

still  greater  manufacturing  facilities  and  unlimited 

■ 

■ 

sources  of  raw  material  supply,  I  can  serve  a  greater 

number  of  manufacturers  with  the  Stephenson 

Precision  Made  Motor. 

H 

■ 

Cordially  yours, 

Vice-President 

■ 

Stephenson,  Inc.,  One  West  34th  Street,  New  York 

■ 
■ 

m 

Illlll 

July.  15,  1918 


THE    TALKING    MACHINE  WORLD 


85 


PRESENT  TRADE  SITUATION  AND  ITS  PROBLEMS  REVIEWED 

(Continued  from  page  83) 


that  each  man  in  his  line  of  business  must  spend 
more  thought  on  ways  and  means  than  ever 
before. 

We  must  put  on  a  "Tom  Sawyer"  front,  some 
whitewash,  with  a  sunny  smile  and  a  cheery 
word. 

The  Victor  Talking  Machine  Jobbers'  posi- 
tion is  no  different  than  that  of  many  other 
lines.  The  tearing  of  hair  because  of  ship- 
ments that  are  not  large  enough  and  after  they 
HAVE  been  shipped  do  not  arrive,  gets  us 
nothing.  We  want  to  continually  keep  in  mind 
that  we  are  marketing  the  biggest  and  most 
popular  line  of  talking  machines  in  the  world. 
Futile  individual  efforts  will  accomplish  but  lit- 
tle, but  abiding  by  and  following  well-defined 
principles  will  bring  us  ultimate  success. 

We  can  do  our  bit  by  exercising  a  spirit  of 
cheerful  co-operation.  We  grow  by  continual- 
ly altering  our  views.  The  last  word  is  never 
said,  and,  as  conditions  change,  our  opinions 
must  be  adjusted. 

The  meeting  of  the  bigger  men  in  our  line 
has  always  inspired  us  with  stronger  purpose, 
higher  ideals  and  greater  enthusiasm,  and  we 
all  anticipate  that  some  time  in  the  near  future 
we  will  have  the  privilege  of  renewing  these  ac- 
quaintances. 


MEETING  WAR  CONDITIONS 


By  J.  Newcomb  Blackman,  President  Black- 
man  Talking  Machine  Co.,  and  National 
Association  of  Talking  Machine  Jobbers 


Those  industries  which  are  doing  everything 
possible  to  voluntarily  and  efficiently  meet  the 
present  war  conditions,  having  always  in  mind 
the  great  reconstruction  period  which  is  sure 
to  follow  the  war,  are  not  only  safeguarding  the 
solid  foundation  on  which  their  business  has 
been  built,  but  are  insuring  it  for  the  future.  In 
recommending  to  its  membership  the  cancel- 
ation this  year  of  its  usual  annual  convention, 
the  executive  committee  of  the  National  Asso- 
ciation of  Talking  Machine  Jobbers  did  so  in 
the  spirit  of  meeting  patriotically  war  conditions. 
Our  conventions  have  always  involved  consid- 
erable expenditure  of  time  and  money,  by  rea- 
son of  distance  traveled  and  the  usual  entertain- 
ment features.  Had  the  convention  been  held 
as  ordinarily,  the  festivities  would  have  been 
largely  curtailed  or  eliminated. 

Then,  again,  aside  from  the  advantages  of 
patriotic  co-operation  in  the  war  program,  there 
is  at  present  little  opportunity  to  shape  con- 
structive policies.  This,  of  course,  is  owing  to 
the  fact  that,  starting  with  the  factories,  trade 
is  curtailed  and  regulated  in  a  manner  best 
suited  to  give  first  consideration  to  war  needs. 
The  factories  are  not  in  a  position  to  explain 
their  relations  with  the  Government,  and  such 
restrictions  as  may  be  necessary  in  carrying  out 
their  obligations  for  the  manufacture  of  war  mu- 
nitions or  general  conservation  of  material  and 
labor.  In  view  of  this,  it  seems  best  that  any 
matters  considered  of  sufficient  importance  to  be 
taken  up  with  the  factory  for  the  selling  side  of 
the  business  can  best  be  presented  through  the 
executive  committee,  or  even  a  special  commit- 
tee; and  this  plan  has  been  followed,  and  prob- 
ably will  be  found  the  wisest  one  for  the  future. 

The  war  has  been,  and  we  hope  will  prove,  a 
constructive  pruning  knife  for  all  industries.  In 
the  talking  machine  business  the  pruning  has 
taken  the  form  of  curtailed  product,  and  en- 
forced restrictions,  which  will  bring  about 
needed  economies.  On  the  other  Hand,  the  great 
need  of  labor  and  corresponding  high  prices 
of  wages  introduces  a  serious  problem  for  the 
distributors  and  dealers  who  are  not  engaged 
in  war  work.  The  factories,  no  doubt,  will 
maintain  full  activities,  although  a  large  per- 
centage of  production  may  necessarily  be  Gov- 
ernment work.  The  present  standard  of  excel- 
lence represented  in  the  product  and  selling 
personnel   of  our  industry  has  been  brought 


about  by  the  cumulative  effort  of  about  twenty 
years.  Patriotic  merchants  are  willing  to  make 
any  necessary  temporary  sacrifice  through  cur- 
tailed product  and  reduced  sales  as  well  as 
profits,  but  it  is  to  be  hoped  that  this  process 
will  be  one  of  a  pruning  nature,  which  will  not 
cut  so  deep  as  to  seriously  injure  or  kill  the 
industrial  plant.  In  other  words,  distributors 
and  dealers  have  the  same  constantly  rising  costs 
of  doing  business.  This,  of  course,  means  that 
their  overhead  has  steadily  increased.  The  fac- 
tories have  met  like  conditions  by  raising  their 
prices,  and  so  far  such  raises  have  been  very 
small  compared  with  similar  merchandise;  in 
fact,  records  and  machines  to-day,  with  even 
considerable  further  advance,  would  represent 
value  much  greater  than  was  given  only  a  few 
years  back.  It  is  customary  in  all  lines  of 
business  to  have  a  retail  selling  list  price,  and 
this  has  always  been  regarded  by  the  buyer  as 
the  maximum  price.  This  custom  has  been 
so  uniform  that  it  is  quite  impossible  for  a 
dealer  to  charge  more  than  the  list  price  with- 
out holding  himself  easily  subject  to  severe 
criticism  as  exacting  an  unfair  profit  from  cus- 
tomers. 

In  order  that  the  trade  can  continue  the  ef- 
ficient representation  which  the  factories  must 
have  if  we  are  not  to  deteriorate  as  an  industry 
after  the  war,  the  margin  of  profit  must  be  main- 
tained. This  is  especially  so  when  everything 
points  to  continued  curtailment  of  product, 
which  will  bring  about  a  corresponding  re- 
duction in  sales — otherwise  talking  machines  will 
quickly  go  back  into  the  bicycle  shop  and  among 
the  kitchen  utensils.  The  talking  machine 
shop  should  have  a  special  organization,  trained 
to  intelligently  serve  the  publit — therefore,  can- 
not safely  be  reduced  or  lowered  to  the  plane  of 
the  variety  store.  Future  increased  prices,  ow- 
ing to  additional  taxes  and  other  war  expenses, 
will  probably  be  necessary.  The  factories  will 
do  well,  in  my  opinion,  to  leave  sufficient  margin 
between  the  distributor's  cost  and  the  list  price, 
to  enable  the  distributor  to  sell  the  dealer  at  a 
price  which  will  give  him  a  good  margin  of 
profit  when  selling  at  list  prices. 

To  keep  the  home  fires  burning  in  the  talking 
machine  business  we  must  keep  the  business 
running.  The  pruning  process  will  eliminate 
the  drones  and  parasites,  but  when  our  employes, 
now  in  the  service,  return  as  "Victorious  He- 
rocs,"  I  know  of  no  better  way  to  insure  a  wel- 
come than  to  say  that  we  are  able  to  offer  them 
an  opportunity  to  resume  the  activity  of  their 
brains  and  training  where  they  will  produce  the 
best  results. 

Concluding,  may  I  say  that  if  we  can  all  cur- 
tail, sacrifice,  and  adjust  all  business  and  social 
life  during  the  war,  spreading  out  the  burden  as 
thin  as  possible,  the  trying  period  of  reorgani- 
zation will  not  be  the  great  problem  that  many 
fear.  Labor  will  not  have  been  so  shifted  and 
business  so  upset  or  ruined  that  resumption 
would  be  impossible  for  a  long  period  of  time. 
.  Our  Government  officials  are  realizing  the  im- 
portance of  doing  this,  as  indicated  by  the  re- 
cent establishment  of  a  War  Labor  Bureau, 
which  will  have  in  mind  conserving  labor  in 
each  locality,  and  avoiding  the  costly  disorgan- 
izing effect  of  industries  constantly  bidding 
against  each  other  for  labor.  War  activities, 
it  seems,  will  now  be  spread  more  evenly 
throughout  the  country,  thus  making  the  labor 
problem  an  easier  one,  to  say  nothing  of  that 
of  housing  labor. 

The  talking  machine  industry  has  made  great 
strides  to  eliminate  the  first  hasty  reference  to 
it  as"  among  the  so-called  "non-essentials,"  but 
there  is  much  more  that  should  and  can  be 
done.  A  large  part  of  the  money  spent  in  ad- 
vertising should  be  used  in  furthering  the  sale 
of  Liberty.  Bonds,  War  Savings  Stamps,  and 
in  ajding  the  Y.  M.  C.  A.,  Red  Cross  and  other 
patriotic  drives  for  funds.  Machines  and  rec- 
ords should  be  used  to  the  utmost  to  inspire 
those  at  the  front  and  at  home.    The  power  of 


music  has  been  felt  and  aided  victory  in  the  past, 
and  with  the  help  of  the  entire  trade  another 
year  will  show  much  greater  strides  in  that  di- 
rection. 


DISCUSSING  NEW  WAR  REVENUE  BILL 


Treasury  Department  Suggests  20  Per  Cent.  Tax 
on  Musical  Instruments — Matter  Now  Under 
Consideration  by  Ways  and  Means  Committee 


As  The  World  goes  to  press  the  new  War 
Revenue  bill  is  still  the  subject  of  the  hour  be- 
fore the  Ways  and  Means  Committee  in  the 
House  of  Representatives  at  Washington.  The 
Treasury  Department  has  made  a  number  of 
suggestions  in  the  matter  of  taxes  to  be  levied 
on  the  various  lines  of  industries,  the  depart- 
ment's figures  being  based,  it  is  said,  upon  re- 
turns under  the  present  law.  The  trade  will 
be  interested  to  know  that  the  Treasury  Depart- 
ment suggests  a  20  per  cent,  tax  on  all  musical 
instruments  which,  it  is  understood,  will  in- 
clude talking  machines  and  records.  It  is  not 
likely,  how-ever,  that  any  such  drastic  tax  will 
be  levied  against  this  industry  when  the  matter 
is  finally  threshed  out. 

At  the  hearings  held  before  the  Ways  and 
Means  Committee  some  time  ago  preparatory 
to  the  drafting  of  the  new  law  at  which  repre- 
sentatives of  various  industries  appeared,  the 
talking  machine  trade  was  ably  represented  by 
Marion  Dorian,  of  the  Columbia  Graphophone 
Co.,  New  York.  Mr.  Dorian  pleaded  strongly 
for  a  repeal  of  the  present  tax,  which  he  de- 
clared had  had  a  serious  effect  on  the  industry 
and  emphasized  as  a  reason  for  leniency  the 
part  that  the  talking  machine  is  playing  in  sup- 
plying music  and  entertainment  for  the  fighting 
men  in  the  army  and  navy,  as  well  as  maintain- 
ing the  courage  and  patriotism  of  the  people  at 
home.  He  declared  that  no  other  musical  in- 
strument was  used  so  extensively  as  the  talking 
machine  in  military  life. 


TALKING  MACHINE  MEN,  INC.,  MEET 

Next  Session  Scheduled  for  July  17 — Philadel- 
phia Association  Officials  Invited  to  Be  Pres- 
ent at  the  Meeting  in  Woolworth  Building 


E.  G.  Brown,  secretary  of  the  Talking  Ma- 
chine Men,  Inc.,  is  doing  some  excellent  work 
in  the  interests  of  that  organization,  this  work 
including  the  presentation  of  a  report  of  what 
occurs  at  the  various  meetings.  Mr.  Brown  put 
the  report  of  the  last  meeting  in  rather  original 
form  by  arranging  it  so  that  the  first  letter  of 
each  line  appeared  in  red,  and  when  read  in  se- 
quence spelled  "Talking  Machine  Men,  Inc." 

The  next  meeting  of  the  organization  will  be 
held  in  the  assembly  room  of  the  Merchants'  As- 
sociation in  the  Woolworth  Building  on  next 
Wednesday  afternoon,  July  17,  at  2.30  o'clock. 
An  invitation  has  been  extended  to  the  executive 
committee  of  the  Philadelphia  Association  to 
attend  the  meeting,  and  it  is  hoped  that  a  dele- 
gation from  the  City  of  Brotherly  Love  will 
be  present. 


L  C.  McCHESNEY  TAKES  A  REST 


It  took  the  orders  of  a  physician  to  make 
L.  C.  McChesney,  director  of  advertising  of 
Thomas  A.  Edison,  Inc.,  leave  his  desk  for  a 
temporary  rest.  Mr.  McChesney,  therefore,  has 
been  enjoying,  or  rather  enduring,  a  brief  re- 
spite from  business  cares  at  his  home  in  Orange, 
leaving  Arthur  J.  Palmer  at  the  helm  during  his 
absence. 


The  Yahr  &  Lange  Drug  Co.,  of  Milwaukee, 
distributor  of  the  Sonora  phonograph  and  rec- 
ords in  Wisconsin  and  Upper  Michigan,  has  an- 
nounced the  appointment  of  Julius  Koepke, 
Whitewater,  Wis.,  as  a  new  retail  dealer  in  Wal- 
worth County.  The  representation  in  Milwau- 
kee County  is  confined  to  eight  retailers  of  the 
Sonora,  six  of  whom  are  located  within  the  city 
of  Milwaukee. 


86 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


PITTSBURGH  TRADE  ENGAGED  IN  MANY  ACTIVITIES 

Accomplishing  Results  in  Featuring  Standard  and  Foreign  Records — Association  Doing  Good  Work 
— Victrola  Before  Educators'  Association — Changes  in  the  Various  Sales  Staffs 


Pittsburgh,  Pa.,  July  6. — Despite  the  depletion 
of  sales  organizations,  due  to  voluntary  enlist- 
ments in  the  military  service  of  the  country, 
and  likewise  the  operation  of  the  draft,  coupled 
with  the  continued  stock  shortage,  talking  ma- 
chine wholesalers  and  dealers  in  this  city  are 
doing  exceedingly  well,  considering  conditions. 
The  main  effort,  of  course,  is  concentrated  in 
the  selling  of  standard  records  and  particu- 
larly of  foreign  records,  for  Pittsburgh  has  a 
foreign  population  that  makes  the  handling  of 
the  latter  records  well  worth  while.  Incidentally, 
the  members  of  this  foreign  population  are  mak- 
ing plenty  of  money  and  are  willing  to  spend 
it  for  both  machines  and  records. 

The  interesting  news  of  the  month  revolves 
around  the  activities  of  the  Talking  Machine 
Dealers'  Association  of  Pittsburgh,  which  fol- 
lowed up  its  action  in  advising  the  internment 
of  all  records  of  German  flavor  for  the  period 
of  the  war  by  resolving  to  withdraw  all  ad- 
vertising support  from  the  newspapers  printed 
in  the  languages  of  nations  at  war  with  the 
United  States.  The  full  text  of  the  resolution 
appears  in  a  special  story  in  another  section 
of  The  World  this  month. 

Inasmuch  as  a  number  of  talking  machine 
men  are  already  in  service,  or  are  planning  to 
go  into  service,  a  movement  is  on  foot  to  have 
the  association  keep  in  touch  with  these  men, 
whether  in  this  country  or  in  France,  and  keep 
them  advised  regarding  /the  happenings  in  the 
local  trade,  and  thereby  keep  their  interests  in 
the  industry  alive. 

Those  attending  the  convention  of  the  Na- 
tional Educators'  Association  held  in  this  city 
last  week  had  strongly  impressed  upon  them 
the  educational  value  of  the  Victrola  and  Victor 
records  through  the  efforts  of  Miss  Lillian  A. 
Wood,  who  is  in  charge  of  the  Victor  educa- 
tional department  of  the  C.  C.  Mellor  Co.  Dur- 


ing the  week  Miss  Wood  arranged  a  special 
series  of  folk  dances  by  local  school  children 
to  the  music  of  the  Victrola  and  also  demon- 
strated the  use  of  the  talking  machine  in  train- 
ing in  penmanship,  history,  geography,  general 
music  study  and  in  other  ways.  Refreshments 
were  served  to  those  who  attended. 

The  Starr  Phonograph  Co.,  of  Pennsylvania, 
who  act  as  distributors  for  Starr  phonographs 
and  Gennett  records,  report  notable  progress  for 
those  lines  in  the  Pittsburgh  district,  the  com- 
pany securing  very  good  supplies  of  both  ma- 
chines and  records,  due  largely  to  the  efforts 
of  H.  G.  Niles,  secretary-treasurer  of  the  com- 
pany, who  keeps  in  close  touch  with  the  Starr 
factory  in  Richmond,  Ind.  A  number  of  promi- 
nent dealers  have  been  added  to  the  company's 
list,  among  them  being  the  J.  M.  Hoffman  Co., 
the  prominent  piano  house,  and  also  the  Dawson 
Bros.  Piano  Co. 

The  latest  machine,  designed  particularly  for 
the  use  of  fighting  men,  which  has  come  to 
the  attention  of  the  Pittsburgh  trade  is  the  army 
and  navy  style  Pathephone.  This  machine  is 
built  with  a  special  view  to  hard  service,  and 
has  made  a  distinct  impression,  and  it  was  not 
long  before  several  had  been  sold  to  military 
organizations,  as  well  as  to  civilians  who  desired 
something  of  the  sort  for  use  on  camping  trips. 

Aeolian-Vocalion  records  which  were  intro- 
duced here  some  time  ago  through  the  medium 
of  the  talking  machine  department  of  Kauf- 
mann  &  Baer  Co.,  of  which  H.  C.  Hornberger 
is  manager,  have  met  with  great  success.  The 
Vocalion  phonographs  are  already  well  known 
here,  and  associated  with  that  machine  and 
backed  by  the  Aeolian  Co.'s  reputation,  the  new 
records  were  accorded  a  hearty  reception.  Sales 
of  Vocalion  records  are  on  the  upward  trend. 

P.  W.  Kline,  manager  of  the  talking  machine 
department  of  the  Rosenbaum  Co.,  has  entered 


the  military  service,  and  has  been  succeeded 
by  F.  G.  Passoth,  who  has  long  been  connected 
with  various  houses  in  the  local  trade.  Another 
member  of  the  local  trade  who  has  entered  the 
service  of  his  country  is  W.  R.  Roberts,  for- 
merly connected  with  the  wholesale  talking 
machine  department  of  the  C.  C.  Mellor  Co. 
He  is  now  in  the  navy. 

A  unique  feature  lecently  introduced  by  the 
Columbia  Music  Co.,  under  Manager  John  Henk, 
is  a  service  department  where  all  makes  of  ma- 
chines may  be  adjusted  or  repaired,  and  where 
owners  may  procure  first-hand  information  re- 
garding the  care  and  operation  of  their  instru- 
ments. 


KIMBERLEY  CO.  OPEN  IN  NEW  YORK 

Manufacture  the  Kimberley  Phonographs — Act 
as  Jobbers  for  Thomas  Motors 


The  Kimberley  Phonograph  Supply  Co.  has 
just  opened  offices  at  206  Broadway,  New  York, 
and,  in  addition  to  manufacturing  a  complete 
line  of  "Kimberley"  phonographs,  will  also  act 
as  Eastern  jobbers  for  the  Thomas  Dayton 
motors,  tone  arms  and  sound  boxes.  The  com- 
pany has  advised  the  trade  that  it  is  ready  to 
supply  the  dealers  with  a  line  of  machines  re- 
tailing from  $40  to  $200,  and  arrangements 
have  been  completed  whereby  the  company  will 
manufacture  its  own  cabinets  in  a  well-equipped 
factory  up  State. 

W.  Brand,  formerly  associated  with  the  Otto 
Heineman  Phonograph  Supply  Co.,  is  gefTeral 
manager  of  the  Kimberley  Phonograph  Supply 
Co.  He  recently  visited  the  trade  in  the  East, 
and  made  several  deals  whereby  the  "Kimber- 
ley" phonograph  will  be  represented  by  retailers 
in  important  trade  centers. 


Harry  Stadlmair,  son  of  Henry  Stadlmair, 
vice-president  and  general  manager  of  C.  Bruno 
&  Son,  Inc.,  has  joined  the  U.  S.  Aeronautical 
Corps,  which  specializes  in  the  cutting  of  spruce 
timber  for  aeroplane  construction. 


COLUMBIA  DEALERS:  Eject-o-files  are  built  to  fit  the  style  75  and 
others.  Slip  them  in  as  they  are  wanted.  Why  carry  that  big  stock  of 
85's,  etc.,  when  the  Eject-o-file  does  the  trick?  "The  Eject-o-file  is 
Efficient"  and  you  are  in  business  for  dollars  and  cents. 


VOCALION  DEALERS:  A  receptacle  for  records  that  can  be  slipped  into 
your  style  F.-G.-H.-J.-&-K.    They  are  "built  to  fit."  Wonderful 
venience  and  a  powerful  selling  argument.    Ask  the  Salesman. 


con- 


Style  70— Retail  $10.00 

7  IN  1 

Seven  strong  points  in  our  feature  is  a  powerful  sell- 
ing argument. 

1.  Controlled  entirely  by  gravity.    Will  not  get  out  of  order. 

2.  Non-abrasive  individual  record  compartments. 

3.  Records  cannot  warp,  scratch  or  mar  and  are  kept  clean. 

4.  1 0"  and  1 2"  records  can  be  filed  in  any  compartment 
indiscriminately. 

5.  In  beautiful  oak  and  mahogany  finish.  Polished,  waxed 
and  dull  finish. 

6.  Automatic  out  signal  shows  "when  and  where"  a  record 
is  missing. 

7.  Filing  and  finding  a  pleasure.  Get  the  desired  record 
when  it  is  desired. 


EDISON  DEALERS:  Eject-o-files  are  built  to  fit  the  style  C-l  50  and  1  00. 
Many  dealers  are  reaping  the  benefits.    Why  not  you? 

"BUILT  TO  FIT"  any  machine  and  a  powerful  asset  for  any  dealer.  Why 
offer  Albums,  Envelopes  and  other  antiquated  methods  of  filing  to  your 
customer?  Eject-o-files  are  modern  and  efficient.  Prices  are  phenomenally 
low. 


The  "sectional  Eject-o-file,"  an  auxiliary  cabinet,  com- 
pact, large  capacity.  Can  be  conveniently  placed  on 
table,  stand,  etc.,  or  stands  especially  adaptable  can 
be  had.  Beautiful  and  artistic,  mahogany  and  oak 
finish,  polished, 
waxed  or  dull. 
Each  section  a 
complete  unit, 
can  be  added 
to,  one  upon 
the  other,  you 
know,  sectional 
bookcase  idea. 


EJECT-O-FILE  SALES  CO. 


216  W.  Saratoga  Street 


Baltimore,  Md. 


Style  60— Retail  $15.00 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


87 


PERSHING  RECORD  NOW  READY 

Dealers  Can  Now  Get  the  Famous  Message  of 
the  American  Commander  From  the  Columbia 
Graphophone  Co. — The  Nation's  Forum  Idea 
and  What  It  Means  in  Developing  Patriotism 


Deep  down  in  the  hold  of  an  unnamed  ship 
that  navigated  the  death-infested  waters  of  the 
submarine  zone  there  has  come  to  America  a 
document  that  is  destined  to  live  as  long  as  civil- 
ization itself;  a  message  sure  to  take  rank  as 
one  of  the  conspicuous  milestones  in  the  slow 
and  tortuous  march  of  human  liberty  through 
the  ages  from  the  very  dawn  of  history. 

It  is  the  clarion  call  of  the  foremost  warrior 
of  the  greatest  nation  under  the  heavens — an  ap- 
peal spoken  amid  the  storm  and  stress  and 
frightful  carnage  of  Armageddon,  which, 
through  the  marvels  of  modern  science,  shall 
echo  to  countless  generations  unborn. 

This  priceless  object  is  the  matrix  of  a  phono- 
graph record  on  which  General  Pershing  regis- 
tered in  his  own  voice  an  appeal  for  unflinching 
support  of  the  army,  which  will  be  thundered 
forth  from  phonographs  in  patriotic  meetings, 
rallies,  school,  club  and  social  gatherings,  and  in 
homes  throughout  the  length  and  breadth  of  the 
land.  The  massive  copper  master  record  from 
which  the  thousands  of  phonograph  discs  are 
now  being  struck  off  by  the  Columbia  Grapho- 
phone Co.  in  its  Bridgeport  factory  will  find 
its  resting  place  in  the  national  archives,  where 
the  historic  documents  of  the  country  are  treas- 
ured. 

These  records  are  now  on  sale.  They  are 
being  distributed  through  the  dealers  of  the 
Columbia  Graphophone  Co.,  every  one  of  whom 
is  expected  to  co-operate  heartily  in  the  sale  of 
an  article  which  every  patriotic  American  citi- 
zen will  want  in  his  home. 

To  secure  the  Pershing  message  recorders  were 
sent  to  France  by  the  Nation's  Forum,  armed 
with  letters  from  Washington  and  equipped 
with  the  most  efficient  type  of  voice  registering 
apparatus.  The  serial  battle  of  Picardy  and 
Flanders  was  "at  its  height  when  they  reached 
American  field  headquarters,  yet  no  time  was 
lost  in  setting  up  their  plant  and  getting  to 
work.  It  is  easy  to  imagine  the  difficulties  en- 
countered in  recording  Pershing's  words  with 
the  thunder  of  guns  wafted  from  the  distant 
fighting  line  and  the  roar  and  clatter  of  military 
activity  at  hand. 

When  an  acceptable  record  finally  was  se- 
cured the  wax  impress  was  rushed  to  London 
and  given  its  copper  shell  which  forms  the  mas- 
ter matrix.  This  was  done  to  avoid  the  possi- 
bility that  atmospheric  conditions  aboard  ship 
might  destroy  the  delicate  wax  had  the  latter 
been  forwarded.  As  already  explained,  several 
shells  were  made  and  carefully  concealed  at  dis- 
tant European  points  as  a  further  protection, 
and  the  original  copper  matrix  was  started  on 
its  perilous  voyage  to  America. 

The  Columbia  Graphophone  Co.,  because  of 
the  vast  patriotic  value  of  this  record,  is  mak- 
ing the  duplicate  records  without  profit,  in  or- 
der to  assist  in  getting  them  into  every  home 
in  the  country. 

The  broadcast  distribution  of  this  Pershing 
record  will  mark  the  initiation  of  a  plan  long 
under  preparation  to  employ  the  phonograph 
for  patriotic  propaganda  and  which  has  taken 
form  in  the  organization  of  the  Nation's  Forum, 
with  headquarters  in  Aeolian  Hall,  New  York. 

The  germ  of  the  idea  out  of  which  this 
movement  grew  had  its  inception  in  the  brain 
of  Guy  Golterman,  a  prominent  attorney  of  St. 
Louis.  The  value  that  Mr.  Golterman  empha- 
sizes in  preservation  of  these  wartime  addresses 
for  posterity  has  the  attention  of  the  Govern- 
ment, and  of  noted  educators.  Immediate  bene- 
fits will  be  derived  through  a  nation-wide  school 
of  patriotism. 


Wm.  S.  Parks,  manager  of  the  Columbia 
branch  at  Baltimore,  was  a  visitor  to  New  York 
recently,  bringing  with  him  optimistic  reports 
of  the  business  situation  in  his  territory. 


EXECUTIVE  COMMITTEE  TO  MEET 

Arrangements  are  now  being  made  for  a  meet- 
ing of  the  executive  committee  of  the  National 
Association  of  Talking  Machine  Jobbers,  with 
the  place  and  date  still  unsettled.  President  J. 
N.  Blackman  of  the  organization  has  been  in 
communication  with  the  various  members  of  the 
committee,  and  some  important  matters  will  be 
taken  up  and  discussed  at  the  session. 

CHEERY  REPORT^BOUT  BUSINESS 

Louisville,  Ky.,  July  10. — H.  B.  Boswell,  man- 
ager of  the  talking  machine  department  of  the 
Kaufman-Straus  Co.,  Inc.,  this  city,  has  just 
returned  from  a  trip  to  the  South  and  reports 
a  greatly  increased  business  with  the  Southern 
Edison  and  Columbia  dealers,  who  view  the  out- 
look most  optimistically.  Mr.  Boswell  states 
that  his  department  has  the  best  business  in  its 
history,  for  instance,  the  month  of  June  show- 
ing an  increase  of  200  per  cent,  over  the  same 
month  of  last  year.  The  talking  machine  de- 
partment of  the  Kaufman-Straus  Co.  is  moving 
into  its  new  and  larger  quarters,  which  will  un- 
doubtedly add  to  the  development  of  this  busi- 
ness. 


The  Pathe  line  of  phonographs  and  records 
is  being  splendidly  advertised  in  Denver,  Colo., 
by  the  Daniels  &  Fisher  Stores  Co.  Albert 
Doan,  manager  of  the  department,  recently  is- 
sued some  very  attractive  leaflets. 


REPORTS  BIG  DEMAND  FOR  RECORDS 

J.  M.  Kohner,  Sales  Manager  of  Lyraphone  Co., 
Has  Excellent  Western  Trip — Inaugurate  New 
Methods  of  Dealer  Co-operation 

J.  M.  Kohner,  sales  manager  of  the  Lyraphone 
Co.  of  America,  manufacturers  of  the  Lyric  rec- 
ords, returned  early  last  week  after  an  eight 
weeks'  trip  visiting  the  trade  in  the  South  and 
Middle  West.  Mr.  Kohner  is  well  pleased  with 
the  results  and  states  he  found  the  demand  for 
records  very  heavy  and  the  prospects  for  both 
summer  and  early  fall  business  to  be  very 
healthy.  The  distributors,  he  said,  are  making 
heavy  shipments  to  the  trade  in  their  localities 
in  both  the  popular  records  and  the  standard 
catalog. 

Several  new  methods  of  co-operating  with  the 
trade  and  in  giving  their  records  additional  pub- 
licity have  been  arranged  for  by  the  company. 
Among  these  is  a  new  attractive  display  card 
with  an  easel  back  in  which  the  monthly  record 
releases  can  be  inserted.  This  always  brings 
the  card  up  to  date  and  the  company  feels  at 
the  same  time  it  is  more  attractive  than  the 
hangers  they  formerly  used.  The  monthly  cata- 
log has  been  entirely  rearranged  in  style  and 
these  are  sent  out  with  the  imprint  of  the  jobber 
or  the  dealer  on  them  when  the  same  is  ar- 
ranged for. 

W.  C.  Volk  is  now  manager  of  the  Edison 
Shop  of  A.  F.  Odell,  Quincy,  111. 


COLUMBIA  DEALERS 

HERE'S  A  MONEY  MAKER 


NICKEL  PLATED  GOLD  PLATED 

25  CENTS  50  CENTS 

Gives 

A  CLEAN  SWEEP 


Sample  Brush  and  price  list  mailed  FREE 
to  authorized  Columbia  Dealers 

Advertising  matter  supplied  with  orders 

Manufactured  by 


88 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


TALKING  MACHINE  MEN'S  MEETING 

Many  Subjects  of  General  Importance  Discussed 
and  Acted  Upon  at  Recent  Gathering 


An  interesting,  and  at  times  exciting,  meeting 
of  the  Talking  Machine  Men,  Inc.,  was  that  held 
in  the  rooms  of  the  Merchants'  Association  on 
Wednesday,  June  19,  in  the  course  of  which  a 
long  pending  question  whether  the  talking  ma- 
chine jobbers  should  enjoy  active  or  associate 
membership  was  finally  settled  by  voting  that 
the  by-laws  be  amended  to  admit  jobbers  and 
wholesalers  only  as  associate  members.  This 
was  done,  although  the  constitutionality  of  the 
action  was  strongly  questioned  by  some. 

Another  event  of  interest  at  the  meeting  was 
the  presentation  of  the  resignation  of  Landay 
Bros.,  Inc.,  the  Victor  wholesalers,  which  was 
offered  in  a  lengthy  letter  from  Max  Landay, 
president  of  the  company,  in  which  he  con- 
demned the  resolution  passed  by  the  executive 
committee  of  the  Talking  Machine  Men,  Inc., 
recently  endorsing  the  action  of  the  New  York 
Tribune  in  the  criticism  by  that  paper  of  Landay 
Bros,  advertising.  Mr.  .  Landay  in  his  letter 
termed  the  action  of  the  executive  committee 
a  "star  chamber  proceeding."  In  the  course  of 
the  meeting  I.  Kurtz  inquired  of  the  president 
why  he  and  Max  Landay,  as  members  of  the 
executive  committee,  were  not  notified  of  the 
meeting  at  which  the  resolution  in  question  was 
adopted.  The  resignation  of  Landay  Bros,  was 
accepted,  after  a  vote  of  thanks  had  been  given 
to  Mr.  Landay  for  his  work  in  behalf  of  the  or- 
ganization, and  particularly  in  building  up  its 
membership. 

The  question  of  wholesalers  operating  retail 
stores,  thereby,  as  it  was  termed,  competing 
with  the  dealers  while  enjoying  a  wider  mar- 
gin of  profit,  was  again  brought  up  at  the  meet- 
ing, and  resulted  in  a  heated  discussion,  some 
dealers  urging  that  orders  be  placed  only  with 
such  wholesalers  as  did  not  sell  at  retail  them- 
selves. One  prominent  wholesaler  took  oc- 
casion to  defend  his  operation  of  retail  stores, 


claiming  that  his  retail  interests  had  been  in  a 
large  measure  "wished  on  him"  and  had  taken 
them  up  only  to  protect  his  own  business. 

In  the  course  of  the  meeting  a  telegram  from 
Win;  H.  Richardson,  of  the  Talking  Machine 
Dealers'  Association  of  Los  Angeles,  Cal.,  was 
read  in  which  he  made  inquiries  regarding 
wholesale  discounts  now  in  effect  in  the  East. 
It  was  found  that  there  was  a  difference  in 
discounts  in  the  Eastern  and  Western  sections 
of  the  country,  but  it  was  learned  that  Los 
Angeles  dealers  had  managed  to  have  the  mat- 
ter adjusted  to  their  satisfaction. 

The  communication  from  the  Talking  Machine 
Dealers'  Association  of  Los  Angeles  brought  up 
again  the  question  of  the  organization  of  a  na- 
tional body,  many  members  believing  that  the 
formation  of  a  national  organization  was  quite 
feasible  at  the  present  time,  owing  to  the  ex- 
istence of  a  number  of  local  associations  which 
might  possibly  merge  into  one. 

.  One  of  the  interesting  subjects  of  discussion 
were  the  plans  for  the  annual  outing  of  the  or- 
ganization which  will  be  held  on  August  10  at 


Read  the  Trade  Mark  carefully, 
hear  the  machine,  and  you'll  agree 
that  it  is  truly 

The  World's  Musical  Instrument 

^Iwimjg^  Improves  All  Records 

Send  for  our  Special  Proposition 
HOFFAY  TALKING  MACHINE  CO..  Inc. 

3  West  89th Street  New  York  City 


Bear  Mountain.  Excursionists  will  leave  the 
foot  of  West  Forty-second  street  on  the  Albany 
Day  Line  Boat  at  9  a.  m.  A  dinner  will  be 
served  at  the  Bear  Mountain  Inn,  and  there 
will  be  games  of  all  sorts  and  other  entertain- 
ments. 

The  J  ersey  Talking  Machine  Co.  was  elected 
to  membership  in  the  organization  and  several 
applications  were  received. 

A  grievance  committee,  consisting  of  Theo- 
dore Arison,  E.  H.  Smith  and  J.  Schick,  was 
appointed  to  take  up  various  matters  of  im- 
portance not  handled  at  the  regular  meeting  of 
the  association. 

The  secretary's  salary  was  increased  from 
$150  to  $200  per  year. 


COLUMBIA  RECORD  INDEX  ISSUED 


Practical  Booklet  of  Value  to  Record  Owners 
Just  Off  the  Press — Attractive  Vacation  Folder 


The  Columbia  Graphophone  Co.  has  just  is- 
sued an  attractive  booklet  that  has  considerable 
practical  value  entitled  "An  Index  for  Columbia 
Records  and  Musical  Menus."  In  this  booklet 
there  is  listed  a  comprehensive  repertoire  of 
Columbia  records;  ten  records  from  each  of  the 
major  classes  of  music  being  listed  under  their 
respective  headings.  The  selections  included 
are  representative  of  everything  that  is  worth 
while  in  music  and  entertainment,  and  were 
selected  from  the  general  Columbia  catalog. 

Following  the  list  of  each  set  of  ten  suggested 
records  are  blank  spaces  which  can  be  utilized 
to  fill  in  data  regarding  records  of  individual 
choosing.  There  is  a  right  hand  margin  on 
each  page  for  index  information.     In  the  fore- 


word of  this  interesting  booklet  there  are  pre- 
sented several  excellent  suggestions  regarding 
the  filing  and  indexing  of  records,  whereby  the 
owner  of  a  Grafonola  can  secure  maximum  ef- 
ficiency in  the  arrangement  of  a  record  library. 

A  timely  four-page  folder  has  just  been  is- 
sued by  the  advertising  department  of  the  Co- 
lumbia Co.  featuring  Columbia  Grafonolas  suit- 
able for  vacation  use.  This  folder  is  attrac- 
tively designed,  and  in  addition  to  presenting  il- 
lustrations of  two  table  Grafonolas,  contains  a 
selected  list  of  records  that  cannot  fail  to  give 
enjoyment  to  music-lovers.  The  front  cover 
of  the  folder  is  appropriate  for  vacation  time, 
showing  thumbnail  illustrations  in  colors  carry- 
ing out  the  idea  of  a  Grafonola  for  the  moun- 
tains, for  the  seashore  and  for  the  dance.  On 
the  last  page  of  the  folder  is  reproduced  one 
of  the  larger  models  of  Grafonolas,  and  there 
is  sufficient  room  on  this  page  for  an  imprint  of 
the  dealer's  name  and  address.- 


Introducing  The  PARR  CENTRAL-UNIVERSAL  TONE-ARM 


The  above  is  the  position  for  playing 
Lateral  cut  records. 

To  the  right  is  the  position  of  the 
sound  box  in  playing  the  hill  and  dale 
type  records. 


in  playing  either  position.  This  has  been  the  objective  of  all  past 
tone-arm  productions.  Means  are  incorporated  for  taking  up  the 
wear,  thereby  overcoming  any  tendency  for  loose  joints,  which  is 
the  chief  cause  of  "chattering." 

The  design  of  the  tone-arm  permits  perfect  playing  of  either 
type  of  record  without  additional  attachments.  The  sound-box 
can  be  turned,  allowing  the  needle  to  be  changed  with  ease,  and 
by  a  reverse  movement  the  box  returns  to  its  normal  playing  position. 

PARR  MANUFACTURING  CO.  ("^rmp^cer")  One  Union  Square,  New  York  City 


The  Parr  Central-Universal  Tone-Arm  is  offered  to  the  manu- 
facturers who  desire  a  tone-arm,  playing  all  types  of  records,  giving 
perfect  reproduction,  and  is  so  simple  in  arrangement  as  to  be  fool- 
proof. The  Parr  Central-Universal  Tone-Arm,  together  with  the  Parr 
Magnetic  Reproducer,  embodies  all  the  known  principles  of  sound 
reproduction,  and  has  in  addition  Parr  patents  to  facilitate  their  use. 

The  Parr  Tone-Arm  is  adjustable  to  any  length  required.  The 
needle  always  rests  at  the  same  point,  setting  in  the  direct  center 


THE    TALKING    MACHINE    WORLD  89 


You  Need  This  Record 
System 


These  2  Units  Hold  4300  Thin  Records 
2150  Edison  Records 


i  Clerk  does  the  work  of  2. 
Every  Record  at  your  finger 
tips.  Code  Signals  Sell  the 
Records  you  have,  similar  to 
those  called  for — which  are 
out  of  stock.  (Very  impor- 
tant under  present  condi- 
tions.) 

A  simple  Automatic  Re- 
Order  System  shows  what 
you  need.  The  Sales  Record 
indicates  profitable  sellers. 


350  10"  Records  in 
Each  Section. 


Adjustable  for  10" 
and  12"  Records 


Soft   Flat  Springs 
Hold  Records 
Straight  Up  and 
Prevent  Warping 


If  it  doesn't  in- 
crease your  sales 
and  save  you 
time,  it  is  return- 
able for  full 
credit. 

Write  for  o  u  r 
Catalogue  and  list 
of  distributors. 

Regular  Models 

A  Locking  Roll        r  .  _ 

Top   Prevents   Dust    ±01"    all    SIZe  KeO 

and  Theft 

ords. 

Immediate  Ship- 
ment from  stock. 


0GDEN  SECTIONAL  CABINET  CO.,  Inc. 


LYNCHBURG 
VA. 


July  15,  1918 


SOUTHERN  CALIFORNIA  TRADE  BUSY 

Enormous  Demand  for  Machines  and  Records 
Difficult  to  Fill — Many  Changes  in  Sales 
Force,  Owing  to  Men  Going  to  Front 


Los  Angeles,  Cal.,  July  4. — It  really  was  aston- 
ishing how  business  increased  during  the  month 
of  June  over  the  preceding  months.  The  de- 
mand for  both  machines  and  records  was  steady 
during  the  whole  month,  and  a  great  many  of 
the  larger  models  in  all  makes  were  sold.  Of 
course,  the  local  dealer  is  up  against  the  same 
old  proposition  as  of  old,  his  inability  to  get 
the  goods  and  this  is  certainly  a  great  handi- 
cap. It  is  very  discouraging  to  have  good 
prospects  lined  up  for  machines  and  then  not 
be  able  to  supply  them  when  they  are  ready. 
However,  this  does  not  seem  to  be  merely  local, 
but  all  over  the  country,  as  some  of  the  houses 
have  found  out  when  trying  to  get  goods  from 
the  Eastern  jobbers,  for  they  seem  to  be  in  as 
bad  a  condition  as  the  ones  on  the  Coast.  There 
has  been  some  talk  of  the  dealers  comparing 
stocks,  especially  records,  and  then  trading  the 
ones  that  they  are  long  on  among  themselves. 
This  has  been  tried  out  in  the  East  and  has 
been  very  successful. 

A  great  many  changes  have  taken  place  dur- 
ing the  last  six  months  in  the  sales  forces  of 
the  different  dealers.  A  great  many  have  been 
called  to  the  army  or  navy  and  still  others 
have  taken  up  some  other  branch  of  work. 

All  of  the  Los  Angeles  music  houses  are  proud 
of  their  records  during  the  various  "drives" 
this  year,  and  all  without  exception  have  gone 
"over  the  top"  every  time. 

W.  S.  Gray,  530  Chronicle  Building,  San  Fran- 
cisco, has  been  in  Los  Angeles  the  last  ten  days. 
Mr.  Gray,  who  for  years  was  Coast  manager 
for  the  Columbia  Co.,  with  headquarters  in 
San  Francisco,  is  now  handling  talking  machine 
trade  accessories  and  he  reports  business  good 
in  the  large  territory  which  he  covers. 

C.  S.  Ruggles,  of  Sherman,  Clay  &  Co.,  local 
Victor  jobbers,  says  that  he  cannot  get  enough 
goods.  Both  machine  and  record  shipments 
seem  to  be  moving  very  slowly,  and  he  never 
knows  when  a  car  starts  from  Camden,  N.  J., 
just  when  it  will  arrive  in  Los  Angeles.  Mr. 
Ruggles  has  been  remodeling  his  showrooms. 

William  Hobbs  Richardson,  manager  of  the 
talking  machine  department  of  the  Southern 
California  Music  Co.,  has  just  returned  from 
Camp  Lewis,  Wash.,  where  he  went  to  bid  his 
brother,  who  is  going  to  France,  goodbye. 

Harold  Jackson,  manager  of  the  talking  ma- 
chine department  for  the  Wiley  B.  Allen  Co., 
has  lost  all  of  his  boys,  and  now  has  to  de- 
pend entirely  ovi  girls  for  salespeople.  Mr. 
Jackson  made  several  large  sales  during  June, 
among  them  being  an  electric  Victrola  XVII 
and  a  Louis  XV,  Edison  model  375.  * 

Raymond  G.  Smith,  better  known  to  the  trade 
as  "Cy"  Smith,  and  for  many  years  connected 
with  the  sales  force  at  the  Southern  California 
Music  Co.,  has  gone  to  join  our  fighting  force 
and  is  now  enrolled  on  the  honor  list  of  the 
United  States.  Mr.  Smith  will  take  a  two 
months'  course,  under  Government  instructors, 
at  the  Normal  School  in  this  city.  This  class, 
about  650  in  number,  will  specialize  in  me- 
chanics. 

O.  A.  Lovejoy,  manager  for  the  Edison  Phono- 
graph, Ltd.,  wholesale,  is  very  well  satisfied  with 
business  in  general  and  says  that  the  outlook 

FOR  SALE 

25  SHARES 

Victor  Talking  Machine  Co. 
Common  Stock 
at  $725 

WILLIS  O.  HEARD 
LAFAYETTE  BUILDING  PHILADELPHIA.  PA. 


is  fine.  They  have  received  several  large  ship- 
ments lately,  which  puts  their  stock  in  very 
fair  condition.  This  company  has  moved  from 
the  second  to  the  ground  floor,  and  now  have 
one  of  the  best  equipped  jobbing  houses'  on  the 
Coast. 

Lyon-McKinney  &  Smith  are  doing  a  nice 
business  in  the  Brunswick  line,  and  have  lately 
received  a  shipment  of  new  machines — among 
them  some  of  the  art  models. 


PRICE  CUTTING  BEING  CONDEMNED 

By  Federal  Trade  Commission  as  Unfair  Trade 
Practice — Comments  by  N.  Y.  Times 


The  question  of  price  cutting  versus  price 
stability  in  the  trade  field  was  the  basis  for  a 
very  pertinent  and  timely  editorial  in  the  New 
York  Times  of  Monday,  July  8,  which  we 
feel  sure  will  be  read  with  interest  by  talking 
machine  men.    It  read: 

"The  public  is  so  in  love  with  price  cutting 
that  the  Federal  Trade  Commission  is  bold, 
in  condemnation  of  it  as  an  'unfair'  trade  prac- 
tice. Last  week  the  commission  dismissed  the 
complaint  against  a  tobacco  company  as  'unfair' 
because  it  refused  to  sell  to  a  firm  which  re- 
fused to  maintain  prices.  The  commission  also 
ordered  a  leading  mail  order  house  to  desist 
from  advertising  cut  prices  on  the  ground  that 
the  size  of  its  business  enabled  it  to  do  so.  The 
fact  was  that  the  company  sold  $780,000  of  sugar 
at  a  loss  of  $196,000,  and  looked  for  its  profit 
in  the  degree  to  which  the  'bait'  was  taken  by 
bargain  hunters.  If  advertisements  of  that  sort 
are  taboo,  and  if  a  reputation  as  a  price  cutter 
is  enough  to  bar  him  from  rank  with  other 
buyers,  long  steps  have  been  taken  toward  the 
establishment   of  prices   on   a   national  basis. 

"The  action  of  the  commission  is  surprising, 
for  it  has  been  looked  to  for  popular  action. 
It  thus  takes  issue  with  many  decision  of  the 
courts  sustaining  price  cutting  as  a  legitimate 
device  to  attract  trade.    The  conflict  between 


the  commission  and  the  courts  is  no  more 
marked  than  that  within  trade  circles,  there  being 
strong  factions  in  support  both  of  price  cut- 
ting and  price  maintenance.  If  price  mainte- 
nance is  stopped  by  local  price  cutting,  there 
will  be  a  loss  of  goods  which  will  not  be 
produced  for  local  markets,  and  which  cannot 
be  produced  for  national  markets  at  local  cut 
prices.  Millions  are  spent  in  establishing  na- 
tional markets  for  trade-marked  goods  which  it 
would  be  a  loss  to  the  public  to  be  deprived  of. 
On  the  other  hand,  other  millions  are  spent  in 
attracting  buyers  by  more  or  less  delusive  but 
undeniably  attractive  cut  prices.  The  profits, 
of  course,  are  made  on  other  goods,  and  the 
local  sellers  are  indifferent  to  the  loss  and 
embarrassment  of  nationalized  products. 

"It  is  a  pretty  quarrel,  and  might  as  well  be 
settled  by  the  common  sense  of  the  bargain 
hunters  as  by  the  action  of  courts  and  com- 
missions. The  necessity  of  such  action  sug- 
gests that  bargain  hunters  have  been  deficient 
in  price  judgment,  and  that  they  have  needed 
governmental  guardianship  of  their  interests 
against  those  who  would  profit  by  their  fond- 
ness for  being  humbugged." 


PISCATORIALLY  INCLINED 

W.  G.  Pilgrim,  assistant  general  manager  of 
the  Otto  Heineman  Phonograph  Supply  Co.,  and 
A.  S.  Ribolla,  manager  of  the  Chicago  branch, 
left  Sunday  for  a  few  weeks'  rest  at  Grand 
Beach,  Mich.  Both  of  these  popular  talking 
machine  men  took  along  a  complete  set  of  fish- 
ing paraphernalia,  and  as  Mr.  Pilgrim  has  prom- 
ised to  distribute  the  results  of  his  fishing  ef- 
forts .among  his  associates  in  New  York,  his 
work  is  cut  out  for  him  for  the  next  two  weeks. 


A  petition  in  bankruptcy  was  filed  last  week 
in. the  Federal  Court  by  officers  of. the  Artofola 
Talking  Machine  Co.,  Springfield,  111.  The  lia- 
bilities were  listed  at  $22,863.86  and  assets  at 
$20,400. 


90 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


DOEHLER  DIE -CASTINGS 

for  tone  arms,  sound  boxes  and  talking  machine  attachments 
are  STANDARD  throughout  the  industry. 

Of  the  many  instruments  produced  to-day  from  the  most 
prominent  makes  down,  the  greater  number,  by  far,  are  equipped 
with  Doehler  die:cast  tone  arm  and  sound  box. 

The  enormous  output  of  our  three  large  plants  permits  of 
advantages  to  the  users  of  die-castings,  as  regards  prices  and 
deliveries,  not  otherwise  possible. 


WESTERN  PLANT 

TOLEDO.OHIO. 


MAIN  OFFICE  AND  EASTERN  PLANT 

BROOKLYN.  N.Y. 

NEW  JERSEY  PLANT 

NEWARK,  N.^. 


BUSINESS  CONDITIONS  NEVER  BETTER  IN  PORTLAND,  ORE. 

Money  Plentiful  for  Purchase  of  Talking  Machines  and  Records,  Owing  to  Growth  of  Shipbuilding 
and  Thousands  of  Soldiers  in  the  Camps — What  Members  of  Trade  Report 


Portland,  Ore.,  July  5. — Business  conditions  in 
the  talking  machine  field  in  Portland  have  never 
Been  better  than  in  the  last  month.  Dealers 
report  sales  as  good  as  in  the  feverish  holiday 
season  and  some  of  them  are  at  a  loss  to  ac- 
count for  the  remarkable  growth  of  sales  as 
compared  with  the  summer  business  of  former 
years. 

Unusual  prosperity  in  this  section,  brought 
about,  doubtless,  from  the  enormous  shipbuild- 
ing industry  which  in  the  last  year  has  added 
more  than  35,000  persons  to  the  payroll  in 
Portland  and  has  added  between  75,000  and  100,- 
000  persons  to  the  population,  is  given  as  the 
chief  reason  for  the  big  growth  of  business. 
These  high-paid  workers  are  spending  their 
money  freely  and  talking  machine  dealers  trace 
directly  no  little  part  of  their  increased  sales 
to  the  shipbuilding  industry. 

Another  potent  factor  in  increasing  business 
is  the  healthy  condition  of  the  lumbering  indus- 
try, Portland's  greatest  asset.  Millions  of  dol- 
lars are  coming  in  each  week  from  this  source, 
the  demand  for  spruce  and  fir  lumber  never 
having  been  so  great. 

Many  thousand  soldiers,  it  is  not  permitted 
to  say  how  many,  are  stationed  at  Vancouver 
Barracks,  Wash.,  just  across  the  Columbia  River 
from  Portland,  engaged  in  the  work  of  getting 
out  spruce  for  the  Government  airplane  pro- 
gram. These  men  are  paid,  in  addition  to  the 
$33  from  the  Government  as  soldiers,  the  regu- 
lar wage  paid  woodsmen,  millworkers  and  lum- 
bermen in  private  mills  and  the  result  is  they 
have  been  spending  freely  of  their  comparative 
wealth.  Not  a  barracks  house  at  Vancouver 
but  is  supplied  with  its  talking  machine  and  the 
boys  are  ready  purchasers  of  records  and 
machines. 

Still  another  factor  which  has  had  a  notice- 
able effect  on  at  least  one  branch  of  the  in- 
dustry is  the  loss  of  many  stenographers  in  the 
big  business  houses.  The  Columbia  Co.  reports 
installing  125  dictaphones  in  the  offices  of  the 
Oregon-Washington  Railroad  &  Navigation  Co. 
here  to  take  care  of  the  loss  of  stenographers. 
"Several  of  the  shipyards  have  also  ordered 
dictaphones,"  says  L.  C.  Callahan,  manager  of 
the  department  at  the  Columbia. 

Sales  of  Victrolas  have  been  excellent  at  the 


"NICHOLSON" 

New  Catalog  Showing  New  Styles 

RECORD  CABINETS 

strictly  high-grade  construction  at  prices 

BELOW  COMPETITION 

Write  for  a  copy  of  the  catalog  and  our 
special  free  advertising  help  for  dealers. 

K.  NICHOLSON  FURNITURE  CO.^ST 

Sectional  Bookcatms  and  Record  Cabinet* 


G.  F.  Johnson  Music  House  and  the  record  de- 
partment, too,  has  been  keeping  up  its  end. 
Robert  Callahan,  manager  of  the  Victrola  de- 
partment, is  happy  because  for  the  first  time  in 
six  months  he  has  a  complete  stock  of  Vic- 
trolas on  hand. 

The  Sonora  "phonograph  continues  to  hold  its 
own  according  to  Thomas  Wilkinson,  manager 
of  the  Bush  &  Lane  Co.,  sole  agents  here. 
Sonoras,  Victors  and  Columbias  have  been  sell- 
ing well  at  the  Bush  &  Lane  house.  James 
Loder,  manager  of  the  talking  machine  depart- 
ment, who  has  been  suffering  with  a  severe  at- 
tack of  grip,  is  recovering  and  is  back  at  work. 

The  war  has  made  further  inroads  into  local 
talking  machine  staffs,  and  new  material  seems 
scarce.  Patrick  A.  Murphy,  one  of  the  best 
salesmen  of  the  Bush  &  Lane  Co.,  is  preparing 
to  leave  to  fight  for  Uncle  Sam.  W.  H. 
Schmidke,  assistant  manager  of  the  Columbia 
Graphophone  Co.  here,  has  been  taken  in  the 
draft,  and  has  been  replaced  by  Louis  Older, 
a  former  member  of  the  Canadian  Army,  who 
was  wounded  in  service  and  was  given  an  honor- 
able discharge. 

W.  L.  LeBanway,  in  charge  of  the  phonograph 
department  of  the  Graves  Music  Co.,  has  gone 
to  Camp  Kearney,  Cal.,  and  has  been  succeeded 
by  C.  A.  Newman. 

B.  B.  Jones  is  now  traveling  for  the  local 
branch  of  the  Columbia  Co.  He  was  formerly 
manager  of  the  Spokane  branch. 

Several  members  of  the  Columbia  Grapho- 
phone Co.  staff,  L.  D.  Heater,  manager,  L.  C. 
Callahan,  R.  E.  Haight  and  D.  C.  Kibble,  went 
on  a  fishing  excursion  to  Lewis  River  in  Wash- 
ington, and,  they  say,  caught  "lots  of  fish." 
Mr.  Callahan  made  the  biggest  catch. 

G.  F.  Johnson,  head  of  the  G.  F.  Johnson 
music  house,  has  returned  from  New  York  City, 
where  he  attended  the  recent  trade  conventions, 
being  the  only  representative  from  the  Pacific 
Northwest.  He  visited  Chicago,  St.  Louis, 
Denver  and  San  Francisco  on  his  way  home. 

Ervin  Erenyi,  of  the  G.  F.  Johnson  music 
house,  has  severed  his  connections  with  that 
firm  and  is  now  with  the  Bush  &  Lane  piano 
house.  Mr.  Erenyi  is  one  of  Portland's  best- 
known  salesmen. 

E.  B.  Hyatt,  proprietor  of  the  Hyatt  Talking 
Machine  Co.,  says  he  did  a  splendid  business  in 
June,  high-priced  Victrolas,  Edisons  and  Colum- 
bias having  the  preference.  Miss  Jessie  Meighen 
and  Miss  Emma  Reynolds  have  been  kept  very 
busy  the  past  month  in  the  record  department. 
Mr.  Hyatt  says  that  business  is  so  far  ahead 
of  that  of  last  June  that  there  is  no  chance  for 
comparison.  So  good  has  business  been  that  the 
firm  has  bought  another  fine  new  delivery  truck. 

Edison  machines  have  been  selling  rapidly  at 
the  Meier  &  Frank  store,  J.  H.  Matney,  depart- 


ment manager,  saying  that  business  in  talking 
machines  has  never  been  better  than  in  the 
last  month.  The  Meier  &  Frank  Co.  sends  ten 
to  fifteen  records  each  month  to  the  Red  Cross, 
Camp  Lewis,  and  the  Spruce  Division. 

F.  B.  Travers,  Northwestern  manager  of  the 
Sonora  Phonograph  Corp.,  reports  that  busi- 
ness is  fine  all  over  the  Pacific  Coast.  He  is 
on  his  way  to  the  factory  in  New  York  to  push 
shipments  to  his  territory. 

The  talking  machine  business  has  proved  a 
big  surprise  to  H.  A.  Calef,  of  the  Calef  Fur- 
niture Co.  Last  December  Mr.  Calef  began 
selling  Pathe  machines  and  records.  The  big 
call  for  machines  and  the  steady  growth  of 
the  department  was  much  more  than  Mr.  Calef 
anticipated  when  he  took  a  few  machines  at  first 
as  an  experiment. 

Mr.  Calef  says  it  is  much  easier  to  sell  a 
Pathe  than  it  is  to  sell  furniture. 

Twenty-five  per  cent,  down  is  asked  and  ob- 
tained on  all  machines  sold  at  the  Seiberling  & 
Lucas  house.  While  fewer  machines  are  dis- 
posed of  at  these  terms  than  at  the  old  10 
per  cent,  down  figure.  Frank  Lucas  says  he 
finds  the  results  are  far  more  satisfactory.  Sales 
of  Brunswicks  and  Victrolas  were  unusually 
good  in  June  and  a  great  increase  in  the  volume 
of  records  sold  is  reported. 

Ten  Brunswicks  were  sold  in  the  month  by  the 


Why  Break  Records? 
Just  File  Them! 

That  is  if  you  have  the  wonderful  Record  filing  sys- 
tem which  is  a  feature  of 

The  Marvelous  MAGNOLA 


the  Music  Come  Out 


This  is  only,  one  feature  of  many  that  will  command 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  our 
plans  for  helping  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Office?  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDQ. 

CHICAGO  ATLANTA.  GA. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


91 


Earl  Fuller's  Rector  Novelty  Orchestra— 
Jockers  Brothers— Marimbaphone  Band- 
Prince's  Orchestra— snappy,  catchy  dance 
hits  by  every  one  in  the  Columbia  July 
Dance  Collection. 


Columbia  Graphophone  Co. 

NEW  YORK 


Wakefield  Music  Co.,  which  is  mighty  good  for 
a  small  house  with  keen  competition.  C.  Guy 
Wakefield,  manager  of  the  company,  is  making 
extensive  alteration  and  enlargements,  in  fact, 
doubling  the  floor  space. 

C.  B.  Cordner,  a  prominent  talking  machine 
man  of  Portland,  Ore.,  was  not  present  at  the 
last  monthly  meeting  of  the  Portland  Talking 
Machine  Dealers'  Association.  The  arrival  of 
C.  B.  Cordner,  Jr.,  on  that  evening  detained  the 
happy  father.  The  little  son  is  a  fine,  handsome 
boy. 

The  summer  schools  attended  by  teachers, 
which  are  numerous  here,  will  have  an  oppor- 
tunity of  listening  to  Miss  Elizabeth  O'Connor, 
the  educational  representative  of  the  Victor  Co. 
Miss  O'Connor  will  use  the  Victrola  at  the  dif- 
ferent schools  and  will  endeavor  to  interest 
the  teachers  and  show  them  the  importance  of 
the  talking  machine  as  an  aid  to  the  develop- 
ment of  the  practical  as  well  as  the  artistic  and 
musical  studies  in  the  Portland  schools. 


SCARCITY  OF  STOCK  THE  GREAT  PROBLEM  IN  DETROIT 

Dealers  Much  Concerned  About  Securing  Sufficient  Stocks  of  Machines  and  Records  to  Meet  Fall 
Demands — Purchasing  Power  of  the  People  Increasing — The  General  Situation  Reviewed 


REPRESENTS  WIDDICOMB  IN  EAST 

P.  Paul  Graef  Appointed  This  Week — Eastern 
Offices  at  105  West  Fortieth  Street,  New  York 


Announcement  was  made  this  week  of  the 
appointment  of  P.  Paul  Graef,  president  of  the 
American  Piano  Bench  Co.,  105  West  Fortieth 
street,  New  York,  as  Eastern  representative  for 
the  Widdicomb  phonograph,  manufactured  by 
the  Widdicomb  Furniture  Co.,  Grand  Rapids. 

These  phonographs  are  designed  in  Chippen- 
dale, Queen  Anne  and  Adam  periods,  and  are 
made  in  grand  and  upright  models.  They  are 
equipped  with  a  tone  modulator  and  a  Stephen- 
son double  spring  motor. 


/TONE  ARMS  &  SOUND  BOXES ' 

Place  Your  Orders 

TO-DAY 

for 

Mutual 

TONE  ARMS  AND 
SOUND  BOXES 

"Mutual  Products  Have  Made  Good" 


Mutual  Talking  Machine  Co.,  Inc. 

145  West  45th  Street,  New  York 


Detroit,  Mich.,  July  10. — The  outlook  for  a 
scarcity  of  talking  machines  and  even  records 
this  fall  seems  to  be  very  apparent,  and  deal- 
ers now  have  become  accustomed  to  such  re- 
ports. They  feel  that  no  other  condition  can 
possibly  prevail  in  view  of  the  war,  the  tighten- 
ing up  of  the  labor  and  material  markets  for 
war  production  work.  There  is  certainly  a 
scarcity  of  certain  models  right  at  the  present 
and  this  also  applies  to  many  records.  Dealers 
do  not  complain  because  there  is  no  demand 
for  goods,  but  rather  because  they  cannot  secure 
the  merchandise  that  is  the  greatest  in  demand. 
Every  line  of  talking  machines  and  phonographs 
has  its  best  selling  styles,  and  it  is  these  styles 
that  the  manufacturers  seem  unable  to  supply 
in  the  quantities  that  dealers  would  like.  From 
talking  with  dealers  covering  every  make  of 
talking  machine  we  know  their  stock  is  none 
too  big  and  that  the  chances  for  them  getting 
increased  shipments  are  most  remote,  unless 
the  unexpected  should  happen.  Of  course,  right 
now,  dealers  are  not  so  worried  because  July 
and  August  are  always  the  dull  months  of  the 
year,  but  they  are  hoping  that  something  could 
be  done  to  assure  them  of  merchandise  next 
fall  when  business  always  picks  up.  October, 
November  and  December  are  the  best  months 
naturally  for  the  talking  machine  dealers,  and 
yet  the  jobbers  are  not  holding  out  any  en- 
couraging news  for  those  months.  "We  would 
be  glad  to  fill  your  order  if  we  had  the  mer- 
chandise, but  under  the  circumstances  we  can 
simply  say  to  you  we  are  sorry  and  that  we  will 
fill  your  order  as  soon  as  the  goods  come  in." 
These  words  are  typical  of  what  is  contained 
in  letter  after  letter  written  by  jobbers  to 
dealers. 

C.  H.  Grinnell,  manager  of  the  wholesale  divi- 
sion of  Grinnell  Bros,  talking  machine  depart- 
ment, is  one  jobber  who  does  not  mince  words 
about  the  situation,  and  he  believes  it  would  be 
a  whole  better  for  the  industry  if  there  was 
more  frankness  in  expressions  by  manufacturers, 
jobbers  and  retailers  regarding  the  seriousness 
of  the  situation. 

The  furniture  exhibition,  or  exposition,  at 
Grand  Rapids  in  the  month  of  July  has  been 


attracting  many  hundreds  of  retailers  from  all 
parts  of  the  country,  and  the  event  has  proven 
profitable  for  a  number  of  talking  machine 
manufacturers  who  have  displays  with  men  in 
charge.  Burton  Collver,  of  the  Cheney  Talk- 
ing Machine  Co.,  was  among  those  who  ar- 
rived in  Grand  Rapids  early,  and  whose  firm,  by 
the  way,  has  a  permanent  exhibit  in  the  fur- 
niture city. 

R.  B.  Ailing,  of  The  Phonograph  Co.,  is  add- 
ing new  retailers  right  along  out  of  the  Detroit 
territory,  and  anticipates  a  big  improvement  in 
business  after  the  first  of  September. 

Ed  Andrew,  of  the  J.  h.  Hudson  talking 
machine  department,  attended  the  music  show 
in  New  York  City  during  the  month  of  June. 
The  Hudson  store  is  short  on  Nos.  11  and  14 
model  Victrolas. 

Wallace  Brown,  the  Brunswick  dealer  in  De- 
troit, says  that  June  was  actually  a  much  better 
month  than  he  had  anticipated,  and  that  in  going 
over  the  books  he  beat  June  of  a  year  ago.  Mr. 
Brown  now  operates  a  branch  in  the  Polish  dis- 
trict of  Detroit,  which  is  doing  a  good  business. 

Charles  Smith,  of  the  Detroit  Music  Co., 
Columbia  dealers,  says  that  June  was  a  better 
month  than  May,  and  that  both  machines  and 
records  sold  well. 

T.  H;  Goldberg,  the  Gratiot  avenue,  eastside 
dealer,  is  still  doing  a  very  large  business  in 
foreign  records.  He  is  the  biggest  customer  of 
the  local  wholesale  office  of  the  Columbia  Co. 
on  foreign  records.  Mr.  Goldberg  has  always 
made  a  specialty  of  this  class  of  business. 

This  is  vacation  season  and  in  making  the 
rounds  we  found  a  great  many  department 
managers  and  dealers  on  their  annual  vacations. 

We  hope  in  our  next  letter  to  report  more 
encouraging  conditions  in  the  local  field.  We 
reiterate  that  there  is  a  good  demand  for  talk- 
ing machine  products  and  that  the  greatest 
difficulty  is  to  get  them  from  the  jobbers  and 
manufacturers. 


The  cabinet-making  plant  of  W.  C.  Green  & 
Son,  Loveland,  Col.,  has  been  purchased  by  the 
Jackson  Phonograph  Co.,  for  the  purpose  of 
manufacturing  talking  machines. 


KIMBERLEY  PHONOGRAPH  SUPPLY  CO. 

We  are  now  ready  to  offer  the  trade  a  complete  line  of  high- 
class  machines,  retailing  at  $40,  $60,  $100,  $125,  $150,  $200  and 
$250.  Every  machine  is  guaranteed  in  every  detail,  and  this 
house  has  a  recognized  financial  and  credit  standing.  Immedi- 
ate deliveries  guaranteed.    Write  today  for  further  details. 

Eastern  jobbers  for  Thomas  Dayton  Motors,  Tone  Arms  and  Sound  Boxes. 
Complete  stocks  always  on  hand.     Prices  quoted  f.  o.  b.  New  York 

206  Broadway,  New  York  W.  Brand,  Manager 


92 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


ALABAMA. 

Anniston. 

Birmingham. 

Dotban. 

Mobile. 

Montgomery . 

Selma. 

ARIZONA. 

Naco. 

Flagstaff. 

Phoenix. 

Nogales. 

Tucson. 

Yuma. 

ARKANSAS. 
Helena . 
Fort  Smith. 
Jonesboro . 
Little  Rock. 
North  Little 

Rock. 
Pine  Bluff. 
Texarkana. 

CALIFORNIA. 
Antioch . 
Bakersfleld. 
Calexico. 
Cedarville. 
El  Centro. 
Eureka. 
Fresno . 
Hayward. 
Hemet. 
Hollister. 
Indio. 

Los  Angeles. 

Loyalton. 

Oakland. 

Modesto. 

Monterey. 

Oxnard. 

Napa. 

Placervllle. 

Sacramento. 

San  Bernadlno. 

San  Diego. 

San  Francisco. 

San  Jose. 

Santa  Ana. 

Santa  Rosa. 

Stockton. 

Salinas. 

Susanville. 

Vacaville. 

Watson  ville. 

COLRADO 

Denver. 

Colorado  Spring; 
Grand  Junction . 
Pueblo. 

-CONNECTICUT 
Bridgeport. 
Hartford. 
New  Haven. 
Waterbury. 
Willimantic. 

DELAWARE 
Dover. 
Georgetown . 
Wilmington. 

DIST.  OF  COL. 

Washington. 

FLORIDA 

Miami. 
Jacksonville. 
Key  West. 
Pensacola. 
Tampa. 

GEORGIA 
Augusta. 
Atlanta. 
Brunswick. 
Columbus. 
Savannah. 
Macon. 
Rome. 

IDAHO 

Boise. 
Moscow. 
Pocatello. 
St.  Anthony. 
Twin  Falls. 

ILLINOIS 
Alton. 
Aurora. 
Bloomington. 

Cairo. 

Chicago  8. 

Danville. 

Decatur. 

East  St.  Louis. 

Galesburg. 

Jollet. 

La  Salle. 

Peoria. 

Pontlac. 

Quincy. 

Rockford. 

Rock  Island. 

Springfield. 

INDIANA 
Evansvllle. 
tort  Wayne. 
Indianapolis, 
flouth  Bend. 
Terre  Haute. 

IOWA 

Cedar  Rapids. 
Council  Bluffs. 
Creston. 
Davenport. 
Des  Moines. 
Forest  City. 
Marion. 
Mason  City. 
Ottumwa. 
Sioux  City. 
Waterloo. 


KANSAS 
Abilene. 
Dodge  City. 
Hutchinson. 
Kansas  City. 
Parsons. 
Topeka. 
Wichita. 

KENTUCKY 
Ashland. 
Louisville. 
Covington. 
Henderson. 
Lexington. 
Newport. 
Paducah. 

LOUISIANA 
Alexandria. 
Baton  Rouge. 
Jennings. 
Monroe 
New  Orleans. 
Shreveport. 

MAINE 
Augusta. 
Bangor. 
Portland. 

MARYLAND 
Baltimore  4 
Cumberland 
Hagerstown. 
Salisbury. 

MASSACHU- 
SETTS 
Boston  4. 
Springfield. 
Worcester. 

MICHIGAN 
Detroit. 
Grand  Rapids. 
Port  Huron . 

MINNESOTA 
Minneapolis. 
St.  Paul. 

MISSISSIPPI 
Ackerman. 
Greenwood. 
Gulfport. 
Hattiesburg. 
Jackson. 
Meridian. 
Pascagoula. 
Vicksburg. 
West  Point. 

MISSOURI 
Hannibal. 
Kansas  City. 
Jefferson  City. 
St.  Charles. 
St.  Louis  2. 
Sikeston. 

MONTANA 
Billings. 
Butte. 
Glasgow. 
Great  Falls. 
Havre. 
Helena. 
Lewlstown. 
Miles  City. 
Missoula. 

NEBRASKA 
Hastings. 
Lincoln. 
North  Platte. 
Omaha. 

NEVADA 
Gardnerville. 
Reno. 

NEW  HAMP- 
SHIRE 
Berlin. 
Dover. 
Franklin. 
Manchester. 

NEW  JERSEY 
Atlantic  City. 
Camden. 
Glou  cester  City 
Jersey  City. 
Newark. 
Orange. 
Paterson. 
Trenton. 

NEW  MEXICO 
Albuquerque. 
Deming. 
Roswell. 
Santa  Fe. 

NEW  YORK 
Buffalo. 
N.  Y.  City  16. 
Rochester. 
Syracuse. 

N.  CAROLINA 
Charlotte. 
Elizabeth  City. 
Kinston. 
Monroe. 
Newbern. 
Raleigh. 
Wilmington. 

N.  DAKOTA] 
Bismarck. 
Fargo . 


OHIO 
Akron. 
Athens. 
Canton. 
Chillicothe. 
Cincinnati. 
Cleveland . 
Columbus. 
Dayton. 
Hamilton. 
Lima. 
Mansfield. 
Marietta. 
Marion. 
Portsmouth. 
Sandusky. 
Springfield. 
Steubenville. 
Tiffin. 
Toledo. 
Washington. 

C.  House. 
Youngstown 
Zanesville. 

OKLAHOMA 
Ardmore. 
Enid. 
Hobart. 
Lawton. 
McAlester. 
Muskogee. 
Oklahoma  City. 
Tulsa. 

OREGON 
Astoria. 
Eugene. 
Med  ford 
Pendleton. 
Portland. 

PENNSYLVANIA 
Allontown. 
Altoona. 
Chester. 
Erie. 

Harrisburg. 
Johnstown. 
New  Castle. 
New  Kensington 
Oil  City. 
Philadelphia  6. 
Pittsburgh  2. 
Reading. 
Scran  ton. 
Williamsport. 
York. 

RHODE  ISLAND 
Providence. 

SO  CAROLINA 
Charleston. 
Columbia. 
Marion. 
Sumter. 

SO.  DAKOTA 
Huron. 

TENNESSEE 
Chatt  inooga. 
Clarksville. 
Columbia 
Copper  Hill. 
Jackson. 
Knoxville 
Memphis. 
Nashville. 

TEXAS 
Amarillo. 
Austin. 
Beaumont. 
Brownsville. 
Dallas. 
El  Paso. 
Fort  Worth. 
Galveston. 
Houston. 
Laredo. 
Paris. 

San  Antonio. 

Smithvllle. 

Waco. 

UTAH 
Logan. 
Ogden. 

Salt  Lake  City. 

VERMONT 
Bellows  Falls. 
Burlington. 
Montpeller.j 
Rutland. 

VIRGINIA 
Alexandria. 
Danville. 
Lynchburg. 
Newport  Newa 
Norfolk. 
Richmond. 
Roanoke. 

WASHINGTON 

Aberdeen. 

Bellingham. 

Everett. 

North  Yakima. 

Seattle. 

Spokane. 
•  Tacoma. 

Walla  Walla. 

Wenatchee. 

W.  VIRGINIA 
Charleston. 
Johnstown. 

WISCONSIN 
Green  Bay. 
La  Crosse. 
Madison. 
Milwaukee. 
O&nkosh. 
Superior. 

WYOMING 
Cheyenne. 


Need  Men? 


Let's  look  in  these  400  Branches  FIRST! 

Before  you  make  a  move  to  hire  men  see  what  men  the 
Government  can  find  for  you. 

On  the  map  are  spotted  the  400  offices  that  the 
Government  has  established  for  this  one  purpose  of 
helping  manufacturers  find  men. 

They  blanket  the  country.  And  in  addition  there  are 
20,000  U.  S.  Public  Service  Reserve  agents  who  reach 
down  into  every  little  hamlet  where  there  is  labor 
to  be  had. 

U.  S.  Employment  Service  makes  no  charge  for  its 
service.  It  is  supplying  the  labor  for  the  shipyards.  It 
is  supplying  a  daily  growing  number  of  manufacturers 
working  on  war  orders.  It  is  the  one  way  to  reduce 
the  labor  turnover  and  increase  production.  Use  it 
when  YOU  need  men. 


United  _ 

Employment  Service 


U.S.  Dep't  of  labor 
WB.  Wilson  Secy. 


Contributed 
through  Division 
of  A  dvertising 


U.  S.  Govt 

Comm.  on  Public 
Information 


This  space  contributed  for  the  Winning  of  the  War  by 

THE  TALKING  MACHINE  WORLD 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


93 


CROIX  DE  GUERRE  TO  W.  Q.  PORTER 

Former  Member  of  New  York  Talking  Machine 
Co.  Staff  Covers  Himself  With  Glory 

Roy  J.  Keith,  vice-president  and  general  man- 
ager of  the  New  York  Talking  Machine  Co., 
Victor  wholesaler,  received  word  this  week  that 
W.  G.  Porter,  formerly  one  of  Mr.  Keith's  exec- 
utive assistants,  had  received  the  Croix  de 
Guerre  for  bravery  under  fire. 

Mr.  Porter  left  for  France  last  year  as  a  mem- 
ber of  the  Princeton  Ambulance  Unit,  and  since 


W.  G.  Porter 


that  time  has  seen  active  service  "over  there." 
Full  details  regarding  his  winning  of  the  Croix 
de  Guerre  have  not  yet  been  received  in  New 
York,  but  many  of  the  New  York  Talking  Ma- 
chine Co.'s  staff  predicted  long  ago  that  "Bill" 
Porter  would  cover  himself  with  glory  if  given 
a  chance  to  see  active  service  in  France. 

THRIFT  STAMPS  IN  ADVERTISING 

I.  Riesenburger,  of  Flushing,  Gives  Thrift 
Stamps  for  Tinfoil  to  Be  Donated  to  Red 
Cross — Gave  Away  800  Stamps  at  Opening 

I.  Riesenburger,  who  operates  two  furniture 
stores  with  large  Vittrola  departments  in  Flush- 
ing, N.  Y.,  and  an  exclusive  Victrola  store  in 
Bayside,  is  showing  an  excellent  business  and 
patriotic  spirit  by  presenting  a  Thrift  Stamp 
to  every  child  bringing  a  pound  of  tinfoil  to 
his  store.  The  plan  has  proven  most  interest- 
ing to  the  children,  and  there  are  dozens  of 
them  engaged  in  collecting  the  foil.  Inci- 
dentally, the  interest  of  the  parents  has  also 
been  aroused,  and  the  sale  of  machines  and  rec- 
ords has  been  stimulated  thereby.  On  Septem- 
ber 10  Mr.  Riesenburger  will  present  $10  worth 
of  Thrift  Stamps  to  the  child  who  has  turned 
in  the  most  pounds  of  tinfoil,  and  will  also 
give  a  second  prize  of  $5  for  the  second  largest 
amount.  He  expects  to  collect  at  least  a  ton  of 
tinfoil,  which  he  will  donate  to  the  Red  Cross 
at  a  special  Red  Cross  celebration  to  be  held 
on  September  IS.  Mr.  Riesenburger  is  a  great 
believer  in  the  value  of  Thrift  Stamps  for  ad^- 
vertising,  and  at  the  recent  opening  of  his  new 
store  at  36  Main  street,  Flushing,  he  presented 
a  Thrift  Stamp  to  each  visitor  who  registered; 
800  stamps  were  given  away  on  the  opening  day 
and  an  excellent  prospect  list  thus  accumulated. 

Joseph  F.  Higgins,  purchasing  agent  of  the 
Otto  Heineman  Phonograph  Supply  Co.,  re- 
turned recently  from  a  visit  to  the  company's 
factories  at  Springfield,  Mass.,  and  Putnam, 
Conn.,  where  the  company's  record,  plant  and 
Dean  needle  factories  are  located,  respectively. 
While  in  New  England  Mr.  Higgins  took  ad- 
vantage of  the  opportunity  to  place  a  number 
of  orders  for  materials  and  supplies  that  will 
be  needed  by  his  company  the  coming  year. 


INTRODUCE  NEW  TONE  ARM 

Parr  Mfg.  Co.  Announce  the  Parr  Central-Uni- 
versal Tone  Arm — Its  Features 

The  Parr  Mfg.  Co.,  New  York,  manufacturers 
of  the  Parr  magnetic  reproducer,  announce  that 
they  are  now  ready  to  send  samples  of  a  new 
universal  tone  arm  of  their  own  make  which 
embodies  a  number  of  exclusive  features.  It  is 
to  be  known  as  the  Parr  central-universal  tone 
arm,  and  it  is  stated  by  those  connected  with 
the  company  that  the  new  product  will  play 
either  the  lateral  cut  or  hill  and  dale  type  of 
records  without  any  additional  attachments. 
Mr.  Parr,  president  of  the  Parr  Mfg.  Co.,  in 
speaking  of  their  new  tone  arm,  said:  "We  de- 
cided some  time  ago  to  manufacture  a  tone  arm 
of  our  own  make,  which  would  not  only  be  a 
valuable  adjunct  to  the  Parr  reproducer,  but 
could  also  b«  used  for  sound  boxes  of  other 
makes.  However,  our  decision  was  only  in  an- 
swer to  the  large  number  of  requests  we  have 
received  from  time  to  time  from  manufacturers 


ducers  and  who  are  desirous  of  getting  an  en- 
tirely new  tone  arm." 

Mr.  Parr  stated  that  some  of  the  exclusive 
features  of  their  tone  arm  were:  "The  fact  that 
it  is  adjustable  to  any  length  required — the 
position  of  the  needle  which  is  always  at  the 
same  point  in  playing  either  type  of  record — and 
the  ability  of  the  tone  arm  to  take  up  any  wear, 
thereby  overcoming  the  tendency  for  loose 
joints,  which  is  one  of  the  chief  causes  of  chat- 
tering." 

The  Parr  central-universal  tone  arm  is  of 
very  artistic  design  and  many  orders  have  been 
booked  from  manufacturers  who  have  been 
using  the  company's  reproducers. 

OGDEN  SECTIONAL  CABINET  LIKED 

Judging  from  the  way  orders  are  reaching  J. 
B.  Ogden,  of  Lynchburg,  Va.,  there  is  an  in- 
creasing appreciation  evident  of  the  merits  of 
the  Ogdeii  sectional  record  cabinet  and  sales 
system.  Despite  shortage  of  stock  and  labor 
Mr.  Ogden  is  filling  orders  without  any  serious 


who  are  now  using  the  Parr  magnetic  repro-  dela}'. 

F1  — 


LYRIC  RECORDS 

Are  Different! 

Because: 

1.  They  are  more  musical 

2.  Of  their  wonderful  natural  tone 
3.  There  is  no  scratch 


This  should  appeal  to  you,  Mr.  Jobber,  and  to  you,  Mr. 
Dealer,  because  these  are  the  qualities  demanded  by  the  discrimi- 
nating and  up-to-date  purchaser  of  phonograph  records. 

LYRIC  RECORDS  can  be  played  without  an  attachment  on 
all  machines  equipped  with  the  universal  tone-arm;  and  on  old-style 
machines,  by  using  a  standard  attachment. 

The  LYRIC  CATALOGUE  includes  all  that  is  best  in  the 
world's  literature  of  standard  songs,  operatic  arias,  instrumental 
solos,  band  and  orchestra  records,  etc. 

New  Bulletins  issued  monthly,  giving  the  best  of  the  new 
song  hits  and  dances. 

JOBBERS  write  for  terms  and  full  information. 

DEALERS  write  for  catalogue  and  name  of  the  wholesale 
distributor  for  your  district. 

Immediate  Deliveries  in  Any  Quantity 


LYRAPHONE  CO.  OF  AMERICA 

12-14  West  37th  Street        ....        New  York,  N.  Y. 


94 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


BALTIMORE  A  BUSY  TALKING  MACHINE  TRADE  CENTER 

Business  Excellent,  But  Trade  Somewhat  Retarded  Through  Lack  of  Sufficient  Stock — Changes  in 
Sales  Staffs,  Owing  to  Draft — Columbia  Dealers  Meet — What  the  Trade  Reports 


.  Baltimore,  Md.,  July  5. — Talking  machine  busi- 
ness is  showing  to  good  advantage  with  the 
majority  of  dealers  in  the  retail  lines,  but  the 
jobbers  for  the  most  part  are  still  sounding 
.  the  "shortage  of  goods"  story-  Meanwhile  the 
shortage  of  goods  is  getting  to  be  more  or 
less  chronic  with  some  of  the  dealers,  yet 
despite  lack  of  goods  they  are  showing  very 
good  results  on  the  ledger,  and  would  be  able 
to  add  materially  to  their  profit  and  sales  if 
they  could  get  all  of  the  goods  they  could  sell. 

Several  of  the  Baltimore  dealers  have  re- 
ceived word  of  the  action  of  the  Pittsburgh 
dealers'  association  banning  all  records  that  have 
any  semblance  of  German,  and  some  have  even 
gone  so  far  as  to  ban  all  records  by  German 
composers.  No  action  will  be  taken  by  the  Music 
Dealers'  Association  as  a  body  on  this  line  until 
the  fall  meeting,  but  without  any  concerted 
action  dealers  have  boxed  up  their  German  rec- 
ords and  interned  them,  as  it  were.  So  few 
German  records  are  being  kept  by  some  of  the 
firms  in  the  stock,  that  customers  find  it  dif- 
ficult to  procure  them  to-day.  There  has  been 
a  big  run  on  Bohemian,  Italian  and  Greek  rec- 
ords here  and  one  of  the  firms  making  a  spe- 
cialty in  international  records  has  been  doing  a 
very  fine  business. 

Patriotic  records  have  the  call  with  most  of 
the  firms,  and  many  of  the  old-time  records  that 
have  been  in  stock  for  a  long  time  are  now  be- 
ing sold  without  any  trouble.  Those  firms  that 
are  fortunate  enough  to  carry  two  lines  have 
been  able  to  make  virtually  a  killing  in  record 
sales,  because  what  one  line  has  been  lacking 
the  other  has  had. 

W.  C.  Roberts,  for  E.  F.  Droop  &  Sons  Co., 
Victor  wholesaler,  reports  that  June  has  gone 
30  per  cent,  ahead  of  the  same  month  a  year 
ago.  Both  machines  and  records,  especially  the 
back  number  records,  have  been  coming  in  very 
well  recently,  and  Mr.  Roberts  says  that  they 
will  continue  to  come  in.  Victrola  11,  the  $115 
machine,  is  selling  very  well,  and  Victrola  16, 
the  $225  machine,  is  having  the'  call.  Mr. 
Roberts  spent  several  days  at  the  factory  during 
the  month  and  was  rewarded  by  having  more 
machines  come  to  him.  Jack  Bowen,  in  charge 
of  the  company's  record  department,  made  a 
trip  to  the  factory  for  back  records  and  evi- 
dently'accomplished  his  mission,  for  stock  has 
been  coming  in  very  good.  He  is  now  motoring 
in  Virginia.  Morris  Kirch,  of  the  sales  staff, 
motored  through  Pennsylvania  for  his  vacation 
and  is  back  on  the  job.  William  Reiser,  of 
the  sales  staff,  is  at  Atlantic  City,  and  Miss 
Sadie  Thompson,  chief  bookkeeper,  leaves  for 
Atlantic  City  this  week. 

For  the  Columbia  Graphophone  Co.,  W.  S. 
Parks,  manager  of  the  Baltimore  and  Wash- 
ington branches,  showed  an  increase  over  last 
June,  but  not  as  great  as  he  would  have  liked 
to  have  it.  This,  he  says,  was  due  to  the  fact 
that  he  was  not  able'  to  get  as  much  goods  as 
he  could  place.  He  was  at  the  factory  and  at 
the  general  offices  of  the  company  in  New 
York  and  made  a  big  effort  to  get  more  goods. 

O.  F.  Benz,  of  the  general  sales  manager's 
office  of  the  Columbia  Co.,  made  an  address  to 
the  salesmen  of  the  local  offices,  and  T.  J. 
Porsky,  of  the  international  record  department, 


DEALERS  EVERYWHERE  ARE  SELLING 
QUANTITIES  OF  OUR 

HANALEI  BANJUKES 

(Ukuleles  in  Banfo  Form) 

A  bigger  hit  than  the  Ukulele  because  much  louder 
and  more  pleasing  in  tone,  and  of  more  substantial 
construction.  Perfect  two  octave  scales.  A  thor- 
oughly practical  instrument  for  both  solo  playing 
and  club  work.  Send  for  illustrated  catalogue  and 
price  list  today,  as 

The  Banjuke  Is  One  of  the  Biggest  Sellers 
In  the  Musical  Instrument  Line. 

SHERMAN,  CLAY  &  CO. 

Sole  Manufacturers 
163  Kearny  Street  San  Francisco 


New  York,  was  in  Baltimore  for  two  weeks 
working  up  this  department. 

Mr.  Parks  made  a  trip  through  eastern  Vir- 
ginia and  came  back  optimistic  over  business 
conditions  in  the  section.  Lyman  Bryan,  who 
for  many  years  was  identified  with  the  sale  of 
automobiles,  has  joined  the  city  sales  forces, 
and  W.  -T.  Sibbett  is  in  charge  of  the  western 
part  of  Virginia,  succeeding  William  Korham- 
mer,  who  is  now  in  service. 

Another  meeting  of  Columbia  dealers  was  held 
during  the  month,  and  Van  &  Schenck,  who 
were  appearing  at  the  Maryland  Theatre,  spent 
several  hours  entertaining  the  Columbia  folks 
at  their  headquarters.  There  were  112  persons 
on  hand  and  all  were  made  thoroughly  happy. 
A  platform  that  can  be  put  up  and  taken  down 
in  sections  has  now  been  made,  and  after  Van 
&  Schenck  concluded  their  entertainment  Mr. 
Parks  brought  out  some  of  the  August  records 
and  obtained  dealers'  opinions  on  them.  Later 
all  hands  took  part  in  dancing  for  more  than 
an  hour.  Among  the  visitors  to  the  Columbia 
Co.  during  the  month  were  J.  E.  Friedburg,  of 
the  Virginia  Mercantile  Co.;  Emmet  Thompson, 
Warsaw,  Va.;  B.  H.  Sommers,  Ellicott  City,  O.; 
R.  L.  McDowell,  of  H.  C.  Grove,  Inc.,  Wash- 
ington, D.  C;  E.  K.  Staley,  of  the  Van  Wickle 
Piano  Co.;  J,  P.  Roller,  Luray,  Va.,  and  J.  W. 
Legun,  Berkley  Springs,  Va. 

A.  P.  Petit,  who  came  into  the  talking  machine 
business  almost  a  score  and  a  half  years  ago,  is 
in  charge  of  the  Baltimore  headquarters  of  the 
Brunswick-Balke-Collender  Co.  He  is  optimis- 
tic over  his  new  line  and  expects  big  things 
to  come  out  of  it.  He  says  he  is  only  opening 
a  few  accounts  and  is  seeking  only  high  finan- 
cial corporations  to  handle  the  line.  Machines 
have  started  to  come  in  fairly  well,  but  he  could 
use  more  than  he  is  getting.  Two  new  accounts 
have  just  been  added  by  the  company,  these  be- 
ing the  O'Dell  Hardware  Co.,  Greensboro,  N.  C, 
and  the  Phelps  Armistead  Co.,  Roanoke,  Va. 

I.  Son  Cohen,  of  Cohen  &  Hughes,  Inc.,  re- 
ports a  good  retail  business,  but  the  wholesale 
business  is  being  held  back  because  of  lack  of 
goods.  June  this  year  did  not  reach  the  mark 
of  the  previous  year  during  the  same  period. 
Mr,  Cohen  is  just  back  from  a  two  weeks'  vaca- 
tion in  the  Green  and  White  Mountains,  and  is 
plunged  into  hard  work.  H.  M.  Little,  in 
charge  of  the  retail  department  of  the  Cohen  & 
Hughes,  says  June  exceeded  expectations,  and 
that  the  buyers  were  of  a  better  class  than  they 
had  been  handling  for  some  time. 

Jesse  Rosenstein,  of  the  National  Piano  Co., 
Pathe  distributor,  reports  very  satisfactory  busi- 
ness with  his  line  with  goods  coming  in  better. 
The  firm  has  just  taken  on  another  building  on 
Howard  street,  across  from  their  present  show- 
rooms. The  new  building  will  give  the  firm 
much  increased  space  and  permit  of  better  dis- 
playing of  goods. 

Miss  Mary  Haas  has  been  placed  in  charge  of 
the  talking  machine  department  of  The  Leader, 
Columbia  dealers.  Miss  Haas'  succeeds  Charles 
Cahn,  one  of  the  sons  of  the  proprietor  of  the 
store,  who  has  enlisted  and  is  now  working  for 
the  Emergency  Fleet  Corp. 

Miss  Henkel  has  become  manager  of  the  talk- 
ing machine  department  of  the  Frank  J.  Murphy 
Co.,  Columbia  dealers,  and  succeeds  W.  C.  Col- 
lins, who  is  now  doing  his  bit  for  Uncle  Sam. 
Business  with  the  firm  is  reported  as  good. 
Harry  C.  tleise,  manager  for  the  Hampden 
branch  of  S.  &  N.  Katz,  jewelers,  who  have  a 
large  talking  machine  department,  made  a  very 
unique  sale  last  week.  On  Saturday  nights  he 
places  a  young  man  on  the  second  floor  of  the 
store  with  an  old  type  "of  machine,  using  a 
large  horn,  and  the  young  man  keeps  the  latest 
records  playing  continuously.  A  man  entered 
the  place  and  wanted  to  know  what  the  machine 
was  worth  that  he  heard  playing.  He  was  told 
that  it  was  an  old  style  out  of  date  model. 
"That  makes  no  difference  to  me,"  the  pros- 


YAHR  &  LANGE  DRUG  CO. 

MILWAUKEE,  WIS. 

Wholesale  Distributors  for 


in  Wisconsin 
and  Upper  Michigan 


pect  remarked,  "because  I'm  deaf  and  that  is 
the  first  machine  that  I  have  been  able  to  hear." 
He  bought  the  machine  and  carried  it  home, 
declining  to  have  it  sent  for  fear  he  would  not 
get  the  same  one. 

M.  Budazc,  1744  Eastern  avenue,  is  the  latest 
Columbia  dealer  to  be  signed  up.  This  store  is 
in  the  center  of  the  Polish  and  Lithuanian 
settlement  of  Baltimore,  which  numbers  about 
35,000,  and  it  is  the  belief  of  the  Columbia  peo- 
ple that  it  will  prove  an  exceptionally  good 
place  for  the  international  records. 

Henry  Eisenbrandt,  of  H.  R.  Eisenbrandt  & 
Sons  Co.,  Victor  distributors,  reports  good  trad- 
ing in  the  retail  department,  but  a  tremendous 
falling  off  in  wholesale  because  of  his  inability 
to  obtain  the  necessary  goods. 


AN  INCREASE  OF  115  PER  CENT. 

Reported  by  Manager  Friedl,  of  the  New  York 
Branch  of  the  Columbia  Graphophone  Co. 


In  a  chat  this  week  with  The  World  Lambert 
Friedl,  manager  of  the  New  York  branch  of  the 
Columbia  Graphophone  Co.,  stated  that  the  sales 
totals  of  this  branch  for  the  month  of  June 
showed  an  increase  of  115  per  cent,  over  last 
year.  This  is  all  the  more  remarkable  in  view 
of  the  fact  that  the  New  York  headquarters  have 
received  only  a  very  small  percentage  of  the 
Grafonolas  they  have  ordered,  and  on  July  1 
Mr.  Friedl  had  but  nine  machines  in  stock.  He 
states  that  the  demand  for  Columbia  products  in 
this  territory  is  increasing  by  leaps  and  bounds, 
and  that  it  is  almost  impossible  to  keep  pace 
with  the  requirements  of  the  dealers.  Mr. 
Friedl  points  with  pride  to  the  fact  that  his 
branch  has  given  the  dealers  95  per  cent,  serv- 
ice in  filling  their  record  orders.  An  active 
campaign  is  now  under  process  of  formation, 
whereby  the  famous  Pershing  record  will  be 
the  subject  of  extensive  publicity  in  all  local 
advertising  mediums. 


Through  the  good  work  of  the  Temple 
Women's  Association  of  Cleveland  more  than 
1,500  talking  machine  records  have  been  sent 
to  the  camps  in  the  eastern  part  of  the  country. 
It  is  planned  to  send  machines  and  records  to 
the  soldier  boys  at  widely  separated  points  so 
that  they  may  be  well  supplied  with  music. 


W.  F.  Peaker  has  opened  a  store  at  Hampton, 
la.,  to  sell  talking  machines  and  pianos. 


MAESTROLA  MAHOGANY  CABINET 
MACHINES,  SIZE  15x15x7^ 

Motor  worm  gear'plays  2V£to  3  ten  inch  records,  one  wind- 
ing.  Price  in  dozen  lots  $5.00  each,  sample  machine  $5.50 


Steel  needles  and  phonograph  parts  selling  at  the  old 
prices  during  July  regardless  of  the  scarcity  of  these 
supplies.  Now  is  the  time  to  place  your  order.  Be  wise 
and  save  money. 

FULTON  TALKING  MACHINE  COMPANY 
640  Broadway  New  York  City,  N.  Y. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


95 


soss 


INVISIBLE  HINGES 

Preserve  Beauty 

In  many  beautifully  designed,  finely  finished  Talking  Machines,  Pianos,  Music  Cabinets, 
Piano  Players  and  Benches,  the  elimination  of  the  unsightly  protruding  Hinge  is  essential 
to  preserve  the  beauty  of  the  design. 


Design  and  Construction 


The  fine  cabinet  work  which  is  required  in  many  instances  to  preserve  the  disguise  of  the  instrument  requires  that  the 
hinges  be  as  inconspicuous  as  possible.    SOSS  Hinges  are  invisible. 


WRITE  FOR  CATALOGUE  "T" 


SOSS  MANUFACTURING  COMPANY,      435  Atlantic  Avenue,  BROOKLYN,  N.  Y. 


DETROIT— 922  David  Whitney  Bldg. 
SAN  FRANCISCO-164  Hansford  Bldg. 


LOS  ANGELES— 224  Central  Bldg. 

CHICAGO— John  C.  Bold  &  Co.,  Clark  and  Washington  Sts.,  Conway  Bldg. 


APPROVE  CASH  PAYMENT  BASIS 


Yahr  &  Lange  Co.  and  Others  Write  Approving- 
ly of  Geo.  E.  Brightson's  Views  on  Merchan- 
dising Phonographs  on  Cash  Payment  Basis 


George  E.  Brightson,  president  of  the  Sonora 
Phonograph  Sales  Co.,  received  this  week  an  in- 
teresting letter  from  the  Yahr  &  Lange  Drug 
Co.,  Milwaukee,  Wis.,  Sonora  distributors, 
congratulating  Mr.  Brightson  upon  the  success 
of  his  efforts  to  impress  upon  the  trade  and  the 
public  the  importance  of  merchandising  phono- 
graphs on  a  cash  payment  basis.  Mr.  Bright- 
son  has  worked  indefatigably  in  behalf  of  this 
policy,  and  his  work  is  now  bearing  fruit. 

One  section  of  this  letter  read  as  follows: 
"You  are  certainly  doing  wonders  to  bring  the 
phonograph  business  to  the  front  in  the  proper 
way,  and  we  have  tried  to  exercise  your  cash 
payment  plan  with  our  dealers  as  much  as  pos- 
sible, and  you  would  be  surprised  to  note  the 
small  quantity  of  instruments  our  dealers  have 
out  on  time  payment.  We  called  on  two  or 
three  of  our  best  dealers  to-day,  who  have  sold 
in  the  neighborhood  of  $5,000  to  $6,000  worth 
of  Sonoras,  and  none  of  these  dealers  had  over 
three  instruments  out  on  time  payment  out  of 
their  entire  sales.  They  have  advised  me  that 
they  seem  to  have  no  difficulty  in  selling  So- 
noras for  cash,  as  we  have  very  little  of  the 
departnfent  store  trade  to  contend  with,  which 
sells  a  phonograph  on  the  $1  down  and  $1  a 
week  plan.  Keep  up  your  good  work,  Mr. 
Brightson,  as  you  are  on  the  right  road." 

Another  letter  received  this  week  by  Mr. 
Brightson  from  a  successful  Sonora  jobber  will 
give  a  fair  idea  of  the  tremendous  demand  for 
Sonora  phonographs  in  the  East.  This  letter 
reads  in  part  as  follows:  "Our  salesman  started 
on  a  little  trip  to  give  him  something  to  do,  and 
make  up  expenses  for  himself  and  wife.  He 
started  last  Monday,  and  up  until  yesterday  he 


turned  in  $8,100  net  business,  and  all  business 
that  we  could  handle  and  ship  right  out.  He 
writes  that  he  can  sell  anything  that  can  be  de- 
livered immediately,  as  the  dealers  have  no  stock 
in  hand,  and  want  the  instruments  at  once. 

"What  we  must  have  and  have  now  and 
quickly,  are  more  'Imperials'  and  'Intermezzos' 
on  our  orders — no  quantity  too  large,  as  we  can 
sell  'Imperials'  without  half  trying  at  $135, 
while  the  'Intermezzos'  are  in  demand  every- 
where. Also  give  us  a  shipment  of  'Fantasies' 
as  quickly  as  possible,  and  above  all  'Baby 
Grands'  in  carload  lots.  This  is  not  a  jest,  for 
we  can  use  right  this  moment  two  hundred 
'Baby  Grands,'  and  ship  every  one  of  them  out 
as  fast  as  the  railroads  and  express  companies 
will  carry  them.  Do  the  best  for  us  you  can, 
and  rush  the  'Imperials,'  'Intermezzos'  and  'Fan- 
tasies,' and  as  many  'Baby  Grands'  as  you  can. 
We  did  not  receive  our  share  of  these — at  least 
it  seemed  so  to  us,  and  our  many  dealers  are 
saving  their  money  to  buy  these  'Babies'  as 
soon  as  we  get  them." 


FRIEDA  HEMPEL  ON  PHONOGRAPHS 


In  a  Recent  Interview  the  Well-Known  Artist 
Gave  Expression  to  Opinions  Regarding  Ac- 
complishments of  That  Instrument — Offers 
Interesting  Plan  to  Raise  Musical  Taste 


SHIPPING  TONS  OF  NEEDLES 


The  Brilliantone  Steel  Needle  Co.  are  now 
measuring  some  of  their  shipments  in  tons.  A 
recent  order  which  left  their  headquarters  in 
the  Marbridge  Building,  New  York  City, 
weighed  five  tons.  A  duplicate  of  this  order  is 
scheduled  to  leave  within  a  week.  L.  Unger, 
formerly  connected  with  Joseph  W.  Stern  & 
Co.,  was  recently  added  to  the  sales  staff  of 
the  organization  and  is  already  sending  in  fa- 
vorable and  acceptable  communications  from 
the  Middle  West,  where  he  is  now  traveling. 
He  sent  in  an  order  for  four  million  needles 
on  the  first  day  out. 


A  most  interesting  and  stimulating  interview 
with  Frieda  Hempel,  the  famous  opera  star, 
and  Edison  artist,  who  recently  secured  Amer- 
ican citizenship  through  marriage  with  a  promi- 
nent American  business  man,  appeared  recently 
in  the  Musical  Leader.  In  the  course  of  the 
interview  Miss  Hempel  paid  high  tribute  to  the 
phonograph  and  the  re-creation  of  music  through 
that  means  in  the  development  of  the  musical 
traditions  of  the  country.  She  pointed  out  that 
the  phonograph  has  carried  much  of  the  mes- 
sage of  music  into  the  farthermost  corners  of 
the  country  and  accomplished  results  un- 
dreamed of  a  few  years  ago  even  by  the  most 
enthusiastic. 

Incidentally,  Miss  Hempel  gave  an  interesting 
suggestion  looking  to  the  taste  for  ragtime  to 
Miss  Lois  Willoughby,  who  interviewed  her. 
"Do  you  know  how  I  would  raise  a  person's 
taste  in  music?"  she  asked.  "If  he  liked  ragtime 
I  would  give  him  all  he  wanted — I'd  give  him 
ragtime  records  until  he  never  wanted  to  hear 
one  again.  And  I'd  tuck  a  few  of  the  classics 
in  along  with  them — not  designated  as  classics, 
please — and  I'd  be  perfectly  willing  to  trust  to 
results.  There  is  one  thing  about  the  classics 
and  about  traditions — they  stand  the  wear  and 
tear,  even  of  a  phonograph,  and  I  don't  care 
who  plays  it." 


The  Denver  Music  Co.  reports  an  increasing 
demand  for  the  Victor  and  Columbia  machines 
in  its  territory. 


A.  F.  Meisselbach,  vice-president  of  the  Otto 
Heineman  Phonograph  Supply  Co.,  was  the  sub- 
ject of  an  interesting  tribute  from  the  pen  of 
James  R.  O'Neill  in  the  New  York  Sun  of  Sun- 
day last.  His  skill  as  a  disciple  of  Izaak  Wal- 
ton and  his  popularity  were  dwelt  upon. 


$35,  $70,  $100, 


$200,  $250 


SONA-TONE 

A  Phonograph  of  Distinction  with  the  Xone  You  Can't  Forget 

SONA-TONE  Quality  means  a  resonant,  full,  liquid  tone  that  comes  from  an  especially 
designed,  all-wood  sound  chamber — and  superior  workmanship  in  material,  finish  and. 
equipment. 

SONA-TONE  Reliability  means  simplicity  of  mechanical  construction — ease  of  operation — 
and  convenience  and  solidity  of  working  parts. 

SONA-TONE  Service  means  the  immediate  ability  of  the  purchaser  to  play  all  makes 
of  records — without  attachment  of  any  sort — and  to  play  a  library  of  from  250  to  1000 
assorted  records  without  further  expenditure. 

We  believe  that  a  Sona-Tone  eliminates — to  a  greater  extent  than  any  other  phono- 
graph— the  surface  noises  of  the  record. 

We  believe  that  it  has  the  same  quality  of  resonance  as  exists  in  the  Stradivarius 
violin. 

From  our  sales  record — previous  to  advertising —  we  believe  that  a  SONA-TONE  is  a 
superior  phonograph  for  retail  merchandising. 

SONA-TONE   PHONOGRAPH,  Inc. 

3421  Broadway,  New  York  City 

"The  music  is  on  the  record — the  tone  is  in  the  phonograph." 


96 


THE   TALKING   MACHINE  WORLD 


July  15,  1918 


NOTED  CAREER  IN  RECORD  FIELD 

John  Fletcher,  General  Manager  of  the  Opera- 
Jjhone  do.,  Mas  Had  Interesting  Experiences 
in  the  Musical  and  Recording  Worlds 


In  a  recent  interview  with  The  World  John 
Fletcher,  general  manager  of  the  Operaphone 
Co.,  Long  Island  City,  N.  Y.,  gave  an  interest- 
ing account  of  his  experiences  in  the  musical 
arid  recording  worlds,  Mr,  Fletcher  has  been 
identified  with  the  talking  machine  industry  for 
hiany  years,  arid  the  following  resume  of  his 
experiences  wiil  give  some  idea  of  his  intimate 
knowledge  of  recording  from  a  musical  and  me- 
chanical standpoint: 

"My  first  phonographic  experience,"  said  Mr.' 
Fletcher,  "was  as  a  player  in  the  old  Edison 
cylinder  laboratory  in  Orange,  N.  J.,  when  you 
had  to  get  up  at  S  o'clock  in  the  morning,  be 
Oil  the  job,  in  your  chair,  and  ready  to  play  at 
§  o'clock.  Later  as  a  member  of  Sousa's  Band 
arid  just  previous  to  one  of  our  Europeans  tours, 
the'  band  was  erigaged  for  three  weeks  to  make 
records  for  the  Victor  Co.  At  that  time  the 
company's  laboratory  consisted  of  a  small  room 
on  the  third  flodr  iri  a  buildiilg  in  the  neighbor- 
hood of  Tenth  arid  Lombard  streets,  Philadel- 
phia, arid  it  was  iri  this  small  room  that  I  got 
my  first  ihsight  into  the  mysteries  of  sound  re- 
cording. 

"Being  of  a  mechanical  turn  of  mind  I  soon 
realized  the  difficulties  that  had  to  be  sur- 
mounted in  order  to  record  high-class  music. 
I  heard  considerable  talk  in  those  days  about 
the  acoustical  requirements  for  sound  record- 
ing, consequently  there  was  not  a  concert  hall, 
theatre,  or  large  pavilion  in  which  we  played, 
either  in  America  or  Europe,  that  I  did  not 
study  the  acoustical  principles  used  to  promote 
sound  amplification.  I  planned  to  utilize  this 
research  work  at  some  future  date,  when  I  would 
have  an  opportunity  of  applying  this  knowl- 
edge in  a  phonograph  laboratory,  for  by  this 
time  I  was  thoroughly  interested  in  the  phono- 
graph business  generally. 


"On  my  return  from  Europe  I  immediately 
joined  the  New  York  Symphony  Orchestra  as  a 
player,  with  the  sole  object  of  studying  intimate- 
ly the  world's  musical  masterpieces  and  the 
tonal  effects  of  the  symphony  orchestra.  Dur- 
ing this  time  I  realized  how  imperfect  were  the 
methods  then  in  vogue  to  record  symphonic 
music  with  a  few  instruments,  and  I  finally  re- 
solved to  devote  my  future  career  to  recording 
the  various  instruments  comprising  the  grand 
orchestra,  in  sufficient  numbers  to  produce  the 
musical  sensation  caused  by  the  combined  tonal- 
ity of  such  a  large  number  of  instruments.  With 
this  object  in  view  I  left  the  symphony  orches- 
tra and  made  an  exhaustive  study  of  the  two 
well-known  recording  systems,  and  finally  de- 
cided to  concentrate  my  efforts  on  the  vertical 
or  up  and  down  cut  of  records,  which  appealed 
to  me  from  both  a  musical  and  scientific  stand- 
point. 

"I  finally  succeeded  in  developing  a  steel 
needle  up  and  down  cutout  disc  record  of  mate- 
rially the  same  dimensions  in  width  and  depth 
of  cut  as  the  steel  needle  lateral  cut  record.  I 
applied  for  patents  covering  such  improvements 
that  had  been  developed,  and  in  1914  founded 
the  Operaphone  Co.,  which  produced  a  seven- 
inch  record  that  retailed  for  25  cents.  Soon 
afterward  we  saw  the  possibilities  of  applying 
this  principle  of  cutting  to  a  larger  record,  and 
therefore  abandoned  the  seven-inch  record,  and 
recorded  a  catalog  of  200  numbers  in  eight- 
inch  size.  This  radical  change  incurred  tre- 
mendous expenses  with  returns  that  were  hardly 
commensurate,  as  it  required  an  attachment  to 
play  these  records  on  a  standard  machine,  and 
at  that  time  there  were  few  machines  on  the 
market  equipped  with  a  Universal  tone  arm  that 
would  play  all  types  of  records. 

"After  several  years  of  this  pioneer  struggling, 
and  after  facing  abnormal  conditions,  due  to 
the  steadily  increasing  prices  of  raw  materials, 
the  Operaphone  Co.  seized  the  psychological 
moment  to  shut  down  its  factory,  reorganize  the 
company,  and  make  the  necessary  mechanical 
changes  incidental  to  manufacturing  and  plac- 


ing on  the  market  a  standard  ten-inch  catalog 
of  300  selections.  This  catalog  is  .now  in  the 
hands  of  the  dealers  throughout  the  country, 
and  is  helping  to  supply  the  existing  and  fast- 
growing  demand  for  a  standard  sized  record 
which  will  play  on  all  Universal  tone  arm  ma- 
chines with  a  steel  needle,  for  it  is  my  firm  con- 
viction that  the  steel  needle  up  and  down  cut 
produces  the  greatest  amount  of  tone  color  with 
the  least  amount  of  surface  noise. 

"Now  that  we  have  completed  this  standard 
commercial  catalog,  I  am  planning  to  devote 
more  time  to  the  inspiration  that  influenced  my 
entering  the  phonograph  field — the  recording  of 
the  entire  symphonic  repertoire.  This  appeals 
to  me  as  the  most  fascinating  and  interesting 
means  of  musical  expression,  and  it  is  the  least 
understood,  principally  because  the  great  music- 
loving  public  has  not  had  sufficient  opportunity 
to  hear  music's  masterpieces  presented  in  their 
true  form.  It  is  my  hope  and  desire  that 
through  the  medium  of  Operaphone  records  I 
will  be  able  to  bring  the  symphonic  orchestra 
into  the  homes  of  many  who  have  not  previous- 
ly had  the  advantage  of  hearing  these  wonder- 
ful orchestral  organizations." 

SUGGEST  NATIONAL  ASSOCIATION 

Talking  Machine  Men,  Inc.,  Sounds  Out  Other 
Organizations  Regarding  the  Plan 

The  Talking  Machine  Men,  Inc.,  the  organiza- 
tion of.  retail  talking  machine  dealers  in  New 
York,  New  Jersey  and  Connecticut,  has,  through 
its  secretary,  E.  G.  Brown,  been  sounding  out 
existing  associations  of  talking  machine  dealers 
in  other  sections  of  the  country,  regarding  the 
possibility  of  organizing  a  National  Association 
of  Talking  Machine  Dealers.  Up  to  the  present 
time  enough  replies  have  not  been  received  to 
warrant  any  predictions  as  to  the  extent  of  the 
movement. 


FOREEGN  RECORDS  NOW  AVAILABLE 

The  international  record  department  of  the 
Columbia  Graphophone  Co.,  R.  F.  Bolton,  sales 
manager,  has  made  arrangements  whereby  gems 
and  novelties  from  the  Columbia  catalogs  of 
foreign-language  records  will  also  be  included 
in  the  regular  domestic  catalog;  it  being  planned 
to  offer  these  records  with  the  regular  "E" 
series  gre-en  label,  thereby  making  the  record 
distinctive  and  different  in  appearance  from  the 
general  domestic  records. 

The  first  record  to  be  announced  in  this  new 
plan  will  be  an  interesting  record  made  by  a 
native  Serbian  Tamburiza  String  Orchestra;  a 
unique  organization  consisting  of  five  tamburizas 
(a  flat  mandolin)  and  a  violin.  The  record 
made  by  this  orchestra  will  feature  two  selec- 
tions, including  the  Kosovo  waltz,  which  com- 
memorates the  great  Serbian-Turkish  battle  of 
Kosovo,  1389,  that  symbolized  the  freedom  the 
Serbians  finally  won  over  five  hundred  years 
later.  It  is  played  by  all  Serbians  on  the  an- 
niversary day  once  a  year,  and  this  record  has 
the  same  tempo  as  the  American  waltz  plus 
native  atmosphere. 

Judging  from  the  tremendous  demand  for  for- 
eign-language records,  the  idea  of  featuring  a 
record  from  this  catalog  each  month  in  the  gen- 
eral domestic  catalog  will,  doubtless  meet  with 
popular  favor  throughout  the  country.  There 
are  included  in  the  Columbia  library  many  well- 
known  organizations  making  foreign-language 
records,  and  this  additional  listing  will  doubtless 
act  as  a  marked  impetus  to  the  sale  of  these 
records. 


NEW  DEPARTMENT  NEARLY  READY 

•The  new  talking  machine  department  of  the 
Meiklejohn  Co.,  Providence,  R.  I.,  under  the 
management  of  A.  W.  Waite,  is  now  practically 
completed.  The  new  department  will  have  sev- 
eral soundproof  demonstrating  rooms,  modern 
record  filing  system,  and  commodious  display 
space  for  the  Edison  and  Starr  machines.  It 
will  be  admirably  equipped  in  every  way. 


/ 

Thirty  desirable  records.    You  may  not  have  all  of  these1  -elections 
We  will  gLadty  pl.iy  any  rt-cord  for  you. 

CROFT 


Record  Cabinets 
Record  Envelopes 


PIANO  CREAM 

is  wonderful  for  Talking  Machines.  It  is 
made  especially  for  cleaning,  polishing 
and  restoring  the  lustre  to  the  very  best 
kind  of  a  finished  surface.  It  contains  no 
turpentine,  vinegar,  linseed  oil,  butter  of 
antimony,  wax,  coal  oil,  no  acid  or  chem- 
ical to  injure  surface.  It  will  make  the 
Talking  Machine  look  as  good  as  new. 

Write  for  prices 


CLEMENT  BEECROFT 


309  W.  Susquehanna  Ave. 
P  H I L ADE  LPHI  A 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


97 


Lots  of  good  window -display  material 
ready  for  you  on  the  timely  Vacation  Grafo- 
nola  Drive.  Better  send  for  some. 


Columbia  Graphophone  Co 


NEW  YORK 


DEALERS  HEAR  LASHANSKA  SING 

New  Columbia  Star  Entertains  Columbia  Dealers 
at  Recent  Monthly  Gathering  in  New  York 


The  June  meeting  of  Columbia  dealers  in  met- 
ropolitan territory  was  held  late  last  month  in 


Mme.  Hulda  Lashanska 

the  Astor  gallery  of  the  Waldorf-Astoria  Hotel 
under  the  auspices  of  the  local  Columbia  whole- 
sale branch.  Lambert  Friedl,  manager  of  this 
branch,  who  was  in  charge  of  this  meeting, 
prepared  a  very  interesting  program. 

The  most  interesting  feature  of  the  meeting 
was  the  introduction  to  the  dealers  of  Mme. 
Hulda  Lashanska,  a  recent  addition  to  the  Co- 
lumbia recording  library,  who  will  make  rec- 
ords for  the  Columbia  Co.  exclusively.  Mme. 
Lashanska  has  achieved  success  on  the  concert 
stage,  having  appeared  as  a  soloist  at  Aeolian 
Hall,  Carnegie  Hall  and  the  Metropolitan  Opera 
House.  She  has  also  been  heard  with  the 
Philharmonic  Orchestra,  New  York  Symphony 
Orchestra,  Cincinnati  Orchestra,  and  every  well- 
known  orchestra  throughout  the  country. 

At  this  meeting  Mme.  Lashanska  rendered 
several  selections  which  emphasized  the  fact 
that  she  is  entitled  to  recognition  as  one  of  the 
leading  sopranos  now  appearing  on  the  concert 
stage.  Her  first  Columbia  record  will  be  an- 
nounced next  month. 

Two  other  Columbia  artists  who  appeared  at 
this  meeting  were  Robert  Lewis,  the  well- 
known  tenor,  and  Evan  Davies,  baritone,  who 
has  also  won  success  through  his  dialectic  im- 
personations. Mr.  Lewis  has  made  many  rec- 
ords for  the  Columbia  library  which  have  won 
great  popularity  with  music  lovers,  and  he  was 
accorded  an  enthusiastic  reception. 


B.  F.  Morrison,  of  the  Geo.  B.  Clarke  Co., 
Bridgeport,  Conn.,  gave  an  interesting  and  prac- 
tical talk  regarding  the  possibilities  of  merchan- 
dising Columbia  products;  He  called  attention 
to  the  fact  that  his  company,  which  handles  the 
Columbia  line  exclusively,  closed  more  than 
$1,000  worth  of  business  oft  the  first  day  that 
the  department  was  opened,  even  though  this 
department   had   only   been   briefly  advertised. 

Frank  K.  Pennington,  assistant  general  sales 
manager  of  the  Columbia  Co.,  closed  the  meet- 
ing with   one   of   his   usual  straight-from-the- 


shoulder  talks  that  was  heartily  applauded  by 
the  dealers;  Mr.  Pennington  stated  that  the 
four  essentials  of  success  are  product,  oppor- 
tunity, capital  and  organization,  and  under  each 
of  these  heads  pointed  out  how  the  Columbia 
Co.  is  equipped  to  serve  the  interests  of  its 
dealers.  He  told  the  dealers  that  every  man  iii 
the  Columbia  organization  was  imbued  with  the 
spirit  of  "peptimism"  and  his  definition  of  this 
word  impressed  the  dealers  with  the  fact  that 
optimism  plus  "pep"  is  the  nucleus  of  the  Co- 
lumbia sales  organization  of  the  present  day. 


NEW  REPRESENTATIVE  FOR  LONG  CO. 

W.  S.  Eitler,  formerly  a  manager  for  C.  J. 
Heppe  &  Son,  Philadelphia,  Pa.,  has  been  ap- 
pointed representative  of  the  Geo.  A.  Long  Cab- 
inet Co.,  Hanover,  Pa.,  for  New  York  City, 
Brooklyn,  the  State  of  New  Jersey,  Philadelphia, 
Baltimore  and  Washington.  He  assumed  his 
duties  the  first  of  the  month,  and  is  making  ar- 
rangements whereby  talking  machine  dealers 
will  receive  more  efficient  service  and  hearty  Co- 
operation. 

Mr,  Eitler  is  well  known  in  talking  machine 
circles,  and  is  thoroughly  conversant  with  the 
most  important  questions  of  the  industry. 

The  Geo.  A.  Long  Cabinet  Co.  have  just  com- 
pleted a  new  executive  building;  have  also  in- 
stalled a  new  and  modern  engine  and  other  ma- 
chinery to  take  care  of  the  increased  demand 
for  their  cabinets.  Long  cabinets  ire  known 
throughout  the  trade  for  their  high-class  finish 
thoroughly  in  harmony  with  the  machine. 

Mr.  Eitler  will  visit  the  dealers  throughout 
the  East  and  a  series  of  valuable  dealer's  helps 
arc  in  preparation. 


WANTS  RESTRAINING  ORDER 

The  Sonora  Phonograph  Sales  Co.  has  filed 
suit  in  the  United  States  District  Court  against 
the  Stefanograph  Co.,  New  York,  asking  for  an 
injunction  restraining  this  company  from  using 
the  name  "Loiiora"  on  their  phonographs. 
Papers  in  this  suit  were  submitted  on  Thurs- 
day, July  11,  and  a  decision  is  soon  expected. 


ISSUE  ATTRACTIVE  CATALOG 


The  Operaphone  Co.,  Long  Island  City,  N. 
Y.,  manufacturer  of  Operaphone  records,  has 
just  issued  an  attractive  catalog  featuring  a 
complete  list  of  these  records.     This  catalog  is 


Operaphone 
Records 


LATEST  CATALOGUE 


Front  Cover  of  New  Operaphone  Catalog 

being  distributed  to  the  trade,,  and  has  won  con- 
siderable commendation  from  the  dealers  be- 
cause of  its  artistic  design  and  distinctive  ar- 
rangement. 


TEST  offered  to  dealers  to 
prove  the  superiority  of 

Wall-Kane  Steel  Needles 

Take  two  standard  disc  records  of  the 
same  selection,  play  one  ten  times  with 
the  same  WALL-KANE  loud  needle; 
play  the  other  record,  the  same  selection, 
ten  times,  but  with  ten,  new,  full  tone 
steel  needles. 

You  will  find  that  the  record  played 
ten  times  with  the  same  WALL-KANE 
needle  will  sound  clearer,  will  have  less 
surface  noise,  and  that  under  the  mag- 
nifying glass  the  grooves  of  the  record 
played  ten  times  with  the  ten  steel 
needles  will  seem  to  be  more  disturbed. 


Beware  of  Imitations 

Package  of  50  WALL-KANE  needles,  greater 
value  than  500  ordinary  steel  needles.  This 
handsome  metal  enameled  display  stand  holds 
60  packages,  2  dozen  extra  loud,  I  dozen 
medium  and  2  dozen  loud. 

Jobbing  territories  open 

Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York 


98 


THE    TALKING    MACHINE  WORLD 


July  IS,  1918 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line. 


WANTED — We  want  a  high-class  salesman 
to  represent  us  in  every  State  in  the  Union. 
Only  salesman  with  best  reference  considered. 
This  is  strictly  a  commission  proposition,  but 
the  right  man  can  easily  make  $150  to  $200  a 
month.  We  prefer  men  who  are  at  present  em- 
ployed selling  talking  machines  or  accessories 
to  handle  our  line  in  conjunction  with  their 
present  line.  We  will  send  you  full  particulars, 
so  write  at  once.  Address  R.  H.  Zinke,  Record 
Needle  &  Mfg.  Co.,  407  Manhattan  Building, 
Milwaukee,  Wis. 

RECORD  EXPERT  with  twenty  years'  expe- 
rience wants  position  as  recorder,  lateral  or  ver- 
tical. Would  like  to  become  associated  with 
concern  desiring  to  manufacture  records.  Ad- 
dress "Box  534,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

A  THRIVING  phonograph  shop  on  central 
Broadway  having  lost  its  manager,  the  owners 
find  it  necessary  to  secure  an  experienced  man- 
ager, or  else  to  dispose  of  the  business.  In  the 
first  case,  an  investment  will  be  required  as  a 
guarantee  of  sincerity.  From  either  standpoint 
this  is  an  excellent  proposition,  inviting  careful 
investigation.  Address  "Box  535,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

SALESMEN  WANTED— If  you  cover  the 
phonograph  trade  in  any  section  of  the  United 
States  and  are  interested  in  a  live  proposition, 
either  as  a  side  line  or  as  your  main  line,  we 
have  an  interesting  offer.  In  answering  state 
territory  now  covered.  Address  "Box  522," 
care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

POSITION  WANTED— By  wholesale  phonograph  and 
piano  salesman.  Open  for  position  to  travel  east  of  Chi- 
cago. Held  last  position  2y2  years.  Phonograph  position 
preferred.  Best  of  references.  Address  "Box  536,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Salesman  or  tuner.  Highest 
references.  Capable  branch  house  management  or  piano, 
talking  machine  or  musical  instrument  department.  Age  42. 
Salary  and  commission.  Address  "Box  537,"  care  The 
Talking  Machine  World,  373  Fourth  Avenue,  New  York. 

SITUATION  WANTED— By  an  experienced  talking  ma- 
chine man,  experience  of  ten  years,  Europe  and  United 
States.  Has  been  doing  work  for  some  large  manufactur- 
ing concern — live  salesman;  mechanic.  Address  Universal 
Talking  Machine  Co.,  5021  Baltimore  Ave.,  Philadelphia,  Pa. 

SITUATION  WANTED— Salesman,  live  wire,  special  ex- 
perience in  foreign  records.  Knows  the  business  from  A 
to  Z.  Address.  Universal  Talking  Machine  Co.,  5021  Balti- 
more Ave.,  Philadelphia,  Pa. 


SALESMAN,  experienced,  wants  position  with  phono- 
graph house,  who  knows  the  music,  piano,  furniture  and 
department  store  trade  in  the  entire  South  and  Middle 
West;  fine  reference.  Address  "Box  G.  R.,"  care  The 
Talki  ng  Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Talking  machine  salesman  or 
manager,  nine  years'  experience,  inside  position.  New  York 
or  Brooklyn  preferred.  Can  furnish  best  references.  Ad- 
dress "Box  526,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— Manager  of  phonograph  depart- 
ment open  for  place.  Now  employed.  Can  bring  two  good 
salesmen  with  him.  Address  "Box  527,"  care  The  Talk- 
ing  Machine  World,  373  Fourth  Ave.,  New  York.   

POSITION  WANTED— Expert  in  hill  and  dale  and 
lateral  recording.  Have  sample  of  work  that  shows  superior 
quality,  also  knowledge  of  latest  methods  of  plating  and 
familiar  with  everv  detail  of  record  making.  Address 
"Box  528,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

POSITION  WANTED— Sales  or  advertising  manager 
with  Chicago  talking  machine  manufacturer  or  local  repre- 
sentative for  outside  concern.  Experienced.  References. 
Address  "J.  N.  6,"  care  The  Talking  Machine  World,  20^ 
South  State  St.,  Chicago,  111. 

POSITION  WANTED— An  exceptionally  good  talkin. 
machine  repairman  seeks  new  position.  Will  go  anywhere. 
Address  "Box  529,"  care  The  Talking  Machine  World,  37  o 
Fourth  Ave.,  New  York. 

SALESMEN  wanted  who  are  desirous  of  making  big 
money  selling  standard  records.  Address  "J.  N.  8,"  care 
The  Talking  Machine  World,  209  South  State  St.,-  Chi- 
cago.  111.  

POSITION  WANTED— Mechanic  with  fifteen  years' 
experience  constructing  and  repairing  phonographs  of  all 
makes.  With  the  largest  houses  in  this  country;  desires 
to  make  a  change.  Capable  executive,  thoroughly  efficient 
with  modern  methods.  Can  furnish  best  of  references. 
Will  go  anywhere.  Address  "Mechanic,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York.   

WANTED — Salesmen,  sideline  to  dealers,  filing  cabinets 
for  phonograph  records,  patented,  advertised,  no  samples, 
sell  from  photographs;  liberal  commission.  Automatic  Con- 
tainer^  

POSITION  WANTED— Young  man,  married,  would  like 
to  get  position  anywhere  in  talking  machine  line  where 
there  is  a  chance  for  advancement.  City  or  country.  Can 
be  used  as  all-around  man,  as  I  can  be  a  shipping  clerk, 
salesman,  repair  man,  assembler,  delivery  man;  willing  to 
work,  not  afraid  of  hard  work  or  long  hours.  Address 
"Box  520,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

POSITION  WANTED — Experienced  cabinet  factory  man- 
ager  and  designer  wishes  to  make  a  change.  Thoroughly 
familiar  with  up-to-date  methods.  Forty  years  old.  Highest 
reference.  Now  employed.  Address  "Box  521,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Mechanic  with  15  years'  experi- 
ence constructing  and  repairing  phonographs  of  all  makes, 
part  of  years  with  Victrola  line,  with  one  of  the  largest 
music  houses  in  this  country  desires  to  make  a  change. 
Capable  executive,  thoroughly  efficient  with  modern  methods. 
Can  furnish  the  very  best  of  references.  Address  "Box 
514,"  care  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York.  

WANTED — Position  as  salesman  or  department  man- 
ager by  A-l  Victor  man,  26,  married.  At  present  in  charge 
of  talking  machine  department  of  large  Western  music 
house.  Six  years'  experience  in  Victrola  business,  doing 
buying,  newspaper  advertising,  window  trimming.  Can 
furnish  the  references  you  want.  Prefer  town  west  of 
Chicago  of  not  less  than  25,000.  Address  "W.  N.,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

PTJsTITO~N  WANTED — Thoroughly  experienced  Phono- 
graph and  Record  salesman  for  either  road  or  managing 
establishment,  can  vouch  for  seventy-five  thousand  dollars 
gross  business  per  annum,  now  with  leading  company,  high- 
est grade  credentials.  Address  G.  H.  Coryell,  Saratoga 
Hotel.  Chicago.  111. 


MAIN  SPRINGS 

AND  PHONOGRAPH  PARTS 

MAIN  SPRINGS 

For  Edison  Motors,  size  l'A",  each    $1.75 

For  Columbia  Motors,  size  l"x0.28xll',  each...  0.60 

"        size  %"x0.23xl0',  each. .  0.38 

"  "  "       size  H"x0.22x8^',  each.  0.24 

GOVERNOR  SPRINGS 

For  Columbia  Motors,  bent,  per  100   1.50 

For  Victor  Motors,  per  100   1.50. 

For  Heineman,  Markell,  etc.,  per  100   0.60 

THUMB   SCREWS   FOR   STYLUS  BARS 

For  Victor  Soundboxes,  per  100   1.50 

For  Columbia  Soundboxes,  per  100   1.50 

MICA  DIAPHRAGMS 

For  Victor  Soundboxes,  each   0.15 

For  Columbia  Soundboxes,  each   0.25 

For  all  standard  Soundboxes,  each   0.22 

NEEDLE  CUPS 

Needle  Cups,  nickel  plated,  per  100   2.00 

Needle  Cups,  per  1000   17.50 

Covers  to  nickel  cups  for  used  needles,  per  100..  1.25 

Covers,  per  1000   10.00 

Green  Felt  for  10"  turn-tables,  each   OJ'O 

Green  Felt  for  12"  turn-tables,  each   0.15 

FAVORITE  PHONOGRAPH  ACCESSORY  CO. 

1491  DeKalb  Avenue  Brooklyn,  N.  Y. 


ATTENTION  DEALERS 

50  Double  Spring  latest  style  mahogany  machines 
with  cover,  $10;.  100  Horn  disc  machines,  $1.75; 
new  reversible  tone  arms,  50c  up.  Bargains  in 
envelopes,  albums,  reproducers,  etc.  (References 
the  Chatham  Bank),  The  Woolworth  (Est.  1886), 
1065  Second  Ave.  (56th  St.),  New  York. 


FOR  SALE 

A  good-paying  Talking  Machine  business  carrying 
Victor  and  Edison,  in  a  city  of  6,000  population  in 

New  Jersey. 

Owing  to  other  interests,  owner  will  sell  at  in- 
ventory, which  totals  about  $4,000.00.  Address  "Box 
538,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 


Record  Racks  for  Sale 

500-foot  wood  vertical  style.  We  in- 
stalled horizontal  style  in  our  new  whole- 
sale store.  Will  sell  old  equipment  at 
$2.50  to  $6  per  lineal  foot,  most  sections 
8  feet  long.  When  painted  best  sections 
are  good  enough  for  highest  class  re- 
tail department.  Cost  to  produce  to-day 
in  excess  of  $12  per  foot. 

NEAT,  CLARK  &  NEAL  CO., 
778  Washington  St.,  Buffalo,  N.  Y. 


POSITION  WANTED— Talking  machine  salesman,  five 
years'  experience.  Inside  position  large  city  preferred. 
Familiar  with  all  well  known  machines.  References.  Ad- 
dress "A.  P.  2,"  Talking  Machine  World,  209  So.  State  St., 
Chicago,  111. 

WANTED — Thoroughly  experienced,  aggressive  Edison, 
Victor  and  Columbia  manager  is  open  to  manage  depart- 
ment. Any  location.  Success  guaranteed.  Address.  "J. 
L.  8,"  care  The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 


OCCUPY  NEW  COLUMBIA  QUARTERS 

New  Wholesale  Department  of  Columbia  Co. 
in  Cincinnati  Well  Equipped  to  Meet  Growing 
Demands  of  Trade  in  This  Territory 


Cincinnati,  O.,  July  10.— The  Columbia  Grapho- 
phone  Co.  is  now  located  in  a  splendidly- 
equipped,  six-story  building  at  427-429  West 
Fourth  avenue.  This  new  location  is  for  the 
wholesale  business  alone.  The  business  of  the 
Cincinnati  branch  has  increased  to  such  an  ex- 
tent larger  quarters  were  made  imperative.  The 
first  floor  is  used  for  checking  in  and  check- 
ing out  stock  as  it  is  received  from  the  factory, 
and  as  it  is  reshipped  to  customers.    The  re- 


SCHUBERT  t 

RECORDS 

The  greatest  series  of  75c.  records  ever  made. 

10-INCH  DOUBLE  SIDED 
ALL  STARS  ALL  SELLERS 

New  list  by  15th  monthly. 
Dealers,  write  for  list  and  prices 

BELL  TALKING  MACHINE  COMPANY 

44  WEST  37th  STREET.  NEW  YORK 


pair  room  is  also  on  the  first  floor.  The  entire 
second  floor  is  given  over  to  offices  and  display 
room  for  Grafonolas  and  promotion  ideas.  The 
third  floor  is  used  for  the  record  department, 
where  they  have  well-equipped  and  properly- 
arranged  bins  for  the  storing  and  handling  of 
three  hundred  and  fifty  thousand  records.  The 
fourth,  fifth  and  sixth  floors  are  used  for  the 
storage  of  Grafonolas.  The  building  is  equipped 
with  electric  light,  elevator  and  complete  mod- 
ern fixtures.  Manager  Dawson  seems  to  be 
quite  happy  in  his  new  offices. 

Many  dealers  from  over  the  Cincinnati  ter- 
ritory have  been  visitors  to  the  local  Columbia 
headquarters  recently.  Without  exception  they 
look  forward  to  an  unusual  trade  this  fall  and 
winter.  They  are  placing  heavy  orders  for  goods 
in  the  hope  that  should  transportation  shut 
them  off  later  they  will  be  ready  for  it. 


SHELTON  ELECTRIC 
PHONOGRAPH  MOTOR 

We  have  increased  our  factory  facili- 
ties to  handle  the  demand  for  the 
Shelton  Electric  Motor,  and  are 
now  ready  to  make  prompt  deliveries. 
Write  for  our  Special  Agency  Proposition 

SHELTON  ELECTRIC  CO. 

30  East  42nd  Street,  NEW  YORK 


G.  H.  McHugh,  who  was  for  four  years  con- 
nected with  the  Church-Beinkamp  Co.  and  for 
two  years  in  charge  of  their  Columbia  depart- 
ment, is  now  connected  with  the  Columbia 
Graphophone  Co.  He  will  be  in  charge  -  of 
promotion  work  and  will  very  soon  make  a 
trip  visiting  Columbia  dealers  in  the  Cin- 
cinnati district.  His  past  experience  has  well 
fitted  him  for  his  work. 

Business  at  the  Columbia  retail  store  has 
shown  a  remarkable  increase  in  the  past  two 
or  three  weeks.  The  retail  department  and  the 
Dictaphone  department  remained  at  the  old 
location,  117  West  Fourth  street,  while  the 
wholesale  department  moved  to  new  quarters. 
The  outlook  for  the  fall  trade  is  excellent,  pro- 
vided sufficient  stock  can  be  procured. 


Record  Delivery 
opes 

Safe  -  Swift  -  Secure 


The  heavy  paper 
means  protection; 
the  button  and  cord 
mean  speed  —  you 
can  wait  on  more 
customers. 

Bring  out  YOUR 
OWN  NAME. 
Every  time  an 
envelope  leaves  your 
store,  let  the  adver- 
tisement on  it  take 
your  name  to  the 
homes  and  bring  new 
trade.  The  advertising 
more  than  pays  for  the  envelope. 
Write  for  samples  and  prices. 

Lewis  C.  Frank,  694  Book  Bldg.,  Detroit 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


99 


J  GRESHAM  BUILDING,  BASING  HALL  STREET  E.  C,  LONDON,  W.  LIONEL  STURDY,  MANAGER. 


Proposed  Luxury  Tax  Legislation  a  Much  Dis- 
cussed Topic — The  New  Association  of  Gramo- 
phone and  Musical  Instrument  Traders — Sym- 
pathy for  Columbia  Co.  on  Destruction  of 
Factory  by  Fire — Some  Interesting  Record 
Lists — Swiss  Motors  for  America — Music 
Trade  Men  to  Meet  in  Convention — Informa- 
tion Regarding  Goods  Furnished  to  Military 
and  Naval  Forces — Other  News  of  Interest 


London,  England,  E.  C,  June  25. — The  main 
subject  of  interest  in  gramophone  trade  circles 
during  the  last  few  weeks  is  that  relating  to  the 
proposed  luxury  tax  legislation.  It  is  now 
pretty  generally  agreed  that  our  industry  will 
probably  be  included  if  the  tax  revenue  there- 
from is  likely  to  be  justified,  cost  and  trouble 
of  collection  considered.  The  Government  Com- 
mittee, which  has  been  empowered  to  present 
a  report  on  articles  that  may  reasonably  be  de- 
fined as  pure  luxuries,  is  said  to  be  making  rapid 
progress  in  the  examination  of  data  and  per- 
sonnel. Anyway,  it  is  not  thought  likely  that 
this  impost  can  come  into  effect  for  some 
months  yet,  as  a  separate  bill  would  have  to  pass 
the  House  firstly.  This  may  read  consolatory, 
though  it  is  quite  within  the  bounds  of  possi- 
bility that  some  method  (difficult  though  it  be) 
may  be  devised  to  render  the  tax  partly  retro- 
spective from  a  given  date.  It  is  said  the  Gov- 
ernment has  accepted  a  suggestion  from  Sir 
Charles  Henry  providing  that  the  luxury  tax 
shall  not  be  levied  on  articles  purchased  for  im- 
mediate export  and  that  a  countervailing  duty 
should  be  imposed  on  imported  articles  similar 
in  character  to  those  which  are  subject  in  this 
country  to  the  tax.  A  most  important  clause, 
as  all  will  agree. 


A  London  contemporary  figures  on  the  basis 
of  20  per  cent,  as  the  average  amount  collect- 
able under  the  luxury  tax  proposals,  and  reckons 
the  contribution  of  the  gramophone  trade 
at  this  rate  as  somewhere  in  the  neighborhood 
of  £100,000.  In  reality,  and  assuming  that  the 
tax  is  imposed  on  gramophone  and  record  sales, 
it  is  likely  to  be  slightly  less  than  this  esti- 
mate. The  actual  amount  proposed  is  one-sixth 
of  the  selling  price,  to  be  collected  from  the 
seller  by  means  of  stamps,  presumably  some- 
what on  the  lines  of  patent  medicine  duty 
stamps.  Beginning  at  two-pence  in  the  shilling 
(articles  of  less  than  one  shilling  in  value  are 
exempt)  the  luxury  duty  scale  of  taxation  will 
rise  proportionately  up  to  10/ —  for  every  three 
pounds. 

It  cannot  be  too  clearly  made  known  that,  de- 
spite all  the  speculation  which  is  rife,  the  articles 
which  may  be  liable  to  the  luxury  tax  have  not 
yet  been  officially  defined.  The  value  of  any 
article  for  the  purpose  of  taxation  will  be  the 
price  it  might  be  expected  to  realize  if  sold  in 
the  United  Kingdom  to  a  person  other  than  a 
dealer.  Two  or  more  articles  of  the  same  kind 
imported  in  one  package  or  case  are  for  the  pur- 
pose of  valuation  to  be  reckoned  as  one.  It  is 
certain  that  the  Finance  bill  will  embody  a  num- 
ber of  exemptions,  as  in  the  case  of  an  article 
imported  by  a  dealer  for  sale(?),  or  sent  out  for 
repair  and  returned  to  the  sender,  or  imported 
by  someone  staying  in  the  country  for  not  more 
than  a  month  and  re-exported  by  the  same  per- 
son, or  purchased  before  the  appointed  date. 

So  many  considerations  enter  into  a  matter 
of  this  kind  that  it  were  idle  to  speculate  be- 
yond a  reasonable  limit  as  to  the  effect  of  such 
a  tax  upon  the  gramophone  industry.     If  it  is 


applied  to  our  trade,  it  is  more  than  probable 
that  manufacturers  will  allow  the  dealer  a  rebate 
for  the  tax  and  increase  the  retail  price  of  their 
records,  taking  into  consideration  the  persistent- 
ly meteoric  cost  of  all  materials. 
The  New  Association  of  Gramophone  Traders 

The  need  for  a  close  co-ordination  of  effort 
among  musical  instrument  manufacturers  be- 
comes more  and  more  apparent  in  view  of  the 
economic  changes  and  developments  that  will 
certainly  eventuate  as  a  result  of  the  general  up- 
heaval of  traditional  national  policies  through- 
out the  world.  As  things  are  measured  these 
days,  one  minor  though  not  unimportant  out- 
come of  the  war  has  been  to  mould  the  mentality 
of  man  along  channels  of  thought  more  suscep- 
tible to  liberal  ideas,  and  to  the  exclusion  of 
insular  prejudice.  There  prevails  a  broader 
outlook — a  wider  appreciation  of  those  things 
which  only  a  liberal  conception  can  possibly 
bring  to  fruition.  Hence,  the  general  recogni- 
tion of  pre-war  commercial  weaknesses,  which 
allowed  us  to  foster  a  career  of  petty  jealousy 
and  competitive  rivalry  among  ourselves,  to  the 
great  advantage  of  our  present  enemies.  Never 
too  late  to  mend,  it  is  good  to  observe  the  grad- 
ual but  sure  awakening  in  the  trade  to  the 
urgent  importance  of  unity  in  thought  and  ac- 
tion. To  that  end  the  Association  of  Gramo- 
phone and  Musical  Instrument  Manufacturers 
and  Wholesale  Dealers  (what  a  terrible  title  it 
is,  to  be  sure)  has  been  established.  Its  sole 
aim  is  the  interests  of  our  industry;  the  develop- 
ment of  the  trade  and  its  protection — present 
and  post-war. 

Providing — and  I  am  glad  to  learn  it  is  so — 
the  association  throws  open  its  membership  to 
(Continued  on  page  100) 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world   as  the 

HALL-MARK  OF  QUALITY 


Branches 


Agencies 


"Hit  Masttr't  Voict" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  Skandlnavlsk  Grammophon-Aktl- 
eselskab,  Frlhavnen,  Copenhagen. 

FRANCE:  Cle.  Franchise  du  Gramophone,  115 
Boulevard  Richard  Lenoir,  Place  de  la  Repub- 
llque,  Paris. 

SPAIN:  Compafiia  del  OramAfono,  56-58  Balmes, 
Barcelona. 

SWEDEN:  Skandlnavlska  Grammophon-Aktle- 
bolaget.  Drottnlng  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Proepect,  Petrograd  (Petersburg) ;  No.  1 
Solyanka,  Solyanol  Dvor,  Moscow;  9,  Golorlnsky 
Prospect,  Tlflls;  Nowy-Swlat  30,  Warsaw;  83, 
Alexandrowskaya  TJlltsa,  Riga;  11  Mlchailovskaya 
Ulttsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd.,  139,  Bal- 
llaghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain : 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Grnmophonlum,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Mackay  Bros.  &  McMabon,  Post  Box  419, 
Durban ;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfonteln ;  Franz  Moeller,  Post  Box  108,  Bast 
London;  B.  J.  Ewlns  &  Co.,  Post  Box  86,  Queens- 
town;  Handel  House,  Kimberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bay  ley  &  Co.,  Lourenzo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:   A.  BossI  &  Co.,  Via  OreOcl  2,  Milan. 

EGYPT  (Also  for  the  Soudan,  Greece  and  the 
Ottoman  Empire) :  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


100 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  99) 


all  firms,  large  and  small,  within  the  definition 
of  its  title,  without  unreasonable  restrictions, 
this  trade  newspaper  is  out  to  wholeheartedly 
support  such  an  excellent  cause.  These  col- 
umns have  always  been  open  for  the  ventilation 
of  important  interests  affecting  the  British  mu- 
sical instrument  industry,  and  if  I  take  a  per- 
sonal interest  in  the  fortunes  of  the  new  asso- 
ciation it  is  not  a  little  due  to  the  fact  that  I 
have  consistently  advocated  for  years  past  the 
formation  of  a  central  body  along  the  lines  of 
the  present  effort.  It  is,  therefore,  a  great 
pleasure  to  learn,  in  conversation  with  one  of 
the  governing  members  of  the  association,  of 
the  intention  to  adopt  a  liberal  open-door  policy 
and  not  to  exclude  membership  from  any  firm, 
however  small  or  whatever  its  trading  methods 
are — always  providing  those  methods  are 
straightforward — that  may  be  rightly  entitled  to 
subscribe. 

Good  progress  is  being  made,  and  membership 
is  increasing  to  a  gratifying  extent.  A  general 
recognition  of  the  important  value  of  the  aims 
and  objects  of  the  association  will  the  more 
quickly  result  from  publicity  in  the  trade  press. 
All  interested  must  become  actual  students  of 
the  principle  involved;  thus  to  carry  conviction 
and  instil  a  rigidly  determined  policy,  developed 
and  co-ordinated  along  lines  that  will  make  for 
trust  in  one  another,  an  honest  faith  to  act  in 
all  circumstances  open  and  above  board,  as  laid 
down  and  thought  desirable  by  the  committee 
.for  the  common  good.  If,  as  I  believe,  mem- 
bers will  adopt  the  practice  of  taking  large 
views,  consistent  with  the  legitimate  policy  of 
their  business,  in  contradistinction  to  purely  in- 
dividualistic opinion,  the  betterment  of  the  trade 
as  a  whole  is  assured,  and  its  interests  preserved, 
to  the  exclusion  of  foreign  monopoly.  The 
period  of  reconstruction  is  now;  not  to-morrow. 
Let  us  remember  that,  and  support  the  new  as- 
sociation unselfishly  and  liberally.  There  is 
much  to  be  done;  let  us  do  it! 

An  Opening  for  Gramophone  "Doctors" 

In  drawing  attention  to  the  gramophone 
mechanism  casualties  at  military  hospitals,  rest 
camps,  recreation  huts,  etc.,  a  writer  in  The 
Daily  Express  says:  "If  there  are  any  men  or 
women  with  some  knowledge  of  the  mechanism 
of  the  gramophone,  and  a  little  spare  time,  they 
might  well  take  up  the  job  of  repairing  hospital 
casualties  among  gramophones.  I  know  of  a 
number  lying  useless  in  various  hospitals  which 
only  need  a  few  minor  repairs  by  some  one  with 
the  requisite  knowledge  and  implements. 
Wanted:  A  Short  Descriptive  Title 

"The  Association  of  Gramophone  and  Musical 
Instrument  Manufacturers  and  Wholesale  Deal- 
ers" is  generally  conceded  to  be  unduly  lengthy 
and  cumbrous  in  expression.  What  is  wanted 
is  a  concise  title  that  will  convey,  if  possible, 
not  only  the  object  but  also  the  nature  of  the 
association.  To  embrace  such  a  large  thought 
in  one  short  sentence  is  obviously  difficult. 
Why  not  then  a  brief  descriptive  title  for  gen- 


eral use  by  which  the  particular  association 
would  be  easily  recognized,  followed  by  a  sub- 
title? Subdivision  certainly  seems  the  best  plan 
in  this  case,  and  I  suggest  the  committee  of  the 
new  association  might  reasonably  give  it  con- 
sideration. 

The  association  is  for  British  subjects  only, 
and  its  main  object  is  the  protection  of  British 
trade  interests.  This  suggests  as  the  chief  title 
— -"The  British  Music  Trade  Protective  Asso- 
ciation." In  that  title  is  embodied  the  main  at- 
tributes of  the  nature,  aims  and  objects  of  the 
society. 

Dealers  and  the  War 

Too  much  importance  cannot  be  attached  to 
the  necessity  of  furnishing  all  information  asked 
for  from  dealers  as  to  goods  supplied  to  H.  M. 
Forces,  hospitals,  etc.  The  record  manufac- 
turers circulate,  through  their  factors,  small 
forms  asking  for  these  details  to  be  furnished 
each  month,  the  forms  being  returnable  to  fac- 
tors. It  is  imperative  that  dealers  give  the 
utmost  attention  to  doing  this.  At  any  time  a 
situation  might  arise  when  this  information 
would  be  called  for  and  serious  issues  might 
hang  in  the  balance  as  a  result.  Dealers  receiv- 
ing these  forms  should  complete  and  sign  them 
regularly  each  month  and  return  them  to  their 
factors.  Laxity  in  this  respect  may  recoil  upon 
the  heads  of  those  responsible.  We  refer  to 
this  somewhat  strongly,  as  it  is  evident  that 
some  dealers  do  not  appreciate  its  significance, 
and  we  have  heard  of  several  cases  where  dealers 
have  plaintively  and  stupidly  asked:  "Is  this 
really  necessary  month  after  month?  It  is  such 
a  nuisance!" 

A  License  to  Export  From  America  Necessary 

It  has  been  made  known  here  that  exporters  in 
the  United  States  who  desire  to  send  goods 
to  the  United  Kingdom  on  private  account  must 
first  obtain  the  approval  of  the  British  War  Mis- 
sion. 

Disastrous  Fire  at  the  Columbia  Factory 

Regarding  the  serious  fire  which  broke  out  at 
1  o'clock  Sunday  morning,  May  19,  at  the  great 
Columbia  factory,  Bendon  Valley  Garratt  Lane, 
Wandsworth,  about  which  I  cabled  The  World 
last  month,  it  appears  that  the  only  person  on 
the  premises  was  the  night  watchman,  who  had 
made  his  rounds  some  half  an  hour  or  so  be- 
fore. He  was  in  his  watchman's  box  when  the 
first  intimation  of  anything  wrong  was  the  elec- 
tric light  failing,  and  a  moment  later  a  burst 
of  flame  through  the  door  of  his  box.  He  had 
just  time  to  telephone  the  Fire  Brigade  and 
make  his  escape. 

It  is  described  as  London's  most  serious  fire 
this  year,  and  the  first  brigade  call  of  1918. 
Some  160  firemen  are  said  to  have  been  en- 
gaged on  it.  The  damage  is  estimated  at  £30,- 
000.  Every  part  of  the  factory  is  a  total  wreck 
except,  by  a  stroke  of  luck,  the  vault  containing 
valuable  master  matrices.  This,  it  is  believed, 
will  enable  the  company  to  resume  operations 
as  soon  as  arrangements  can  be  made,  and,  al- 


REX  GRAMOPHONE  CO. 

are  making  a  Specialty  of 

EXPORT 

in 

Horn,  Hornless  &  Portable  Disc  Machines 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2 


Cable  Address  "Lyrecodisc,  London*' 


Enquiries  Solicited 


though  nothing  definite  can  yet  be  stated,  it  is 
hoped  that  this  may  not  be  long  delayed. 

The  trade  adopted  a  loyal  and  sympathetic 
attitude,  as  was  to  be  expected  of  Britishers. 
Generous  competitors  freely  offered  their  as- 
sistance as  soon  as  the  news  was  known,  while 
printers  placed  their  whole  resources  at  the  com- 
pany's disposal  for  reprinting  record  labels.  For 
the  moment,  while  it  is  impossible  to  say  when 
further  deliveries  of  records  can  be  made,  it 
is  hoped  that  the  company  will  shortly  be  in  a 
position  to  offer  a  limited  service,  and  arrange- 
ments to  carry  on  are  already  well  in  hand. 
Meanwhile,  we  feel  assured  the  company  may 
rely  upon  the  loyalty  of  their  dealers.  Factors 
are  asked  to  distribute  their  stocks  of  records  as 
evenly  as  possible,  and  pending  receipt  of  new 
issues  Columbia  dealers  will  doubtless  make 
every  effort  to  push  the  sales  of  their  present 
stocks. 

The  Gramophone  at  the  Theatres 

The  almost  general  use  of  the  gramophone  in 
theatrical  plays  is  not  so  widely  known  as  one 
would  think.  "Not  counting  the  many  per- 
formances where  it  plays  a  part  in  view  of  the 
audience,  says  Leyden  College  in  "The  Voice,  "I 
could  mention  fourteen  productions  in  the  West 
End  of  London,  where  bands  'off  stage' — orches- 
tras in  the  ballroom — caroling  of  birds — shouts 
of  crowds,  etc.,  are  all  the  work  of  specially 
made  records.  The  effects  are  better  obtained, 
and,  of  course,  there  is  the  economical  side  in 
these  times.  The  gramophone  is  a  permanent 
property  at  most  theatres."  It  would  indeed  be 
a  long  story  to  cover  the  many  diversified  char- 
acters played  by  this  most  wonderful  of  all  mu- 
sical instruments! 

This  Year's  British  Music  Convention 

The  eighth  annual  convention  of  the  Britisli 
Music  Industries  is  to  be  held  on  June  26  and  27 
at  the  Connaught  rooms,  London.  Owing  part- 
ly to  so  many  members  of  the  trade  being  on  na- 
tional work,  and  to  other  circumstances  for 
which  war  conditions  are  responsible,  the  period 
of  the  convention  has  been  reduced  from  the 
customary  four  days  to  practically  one  day,  .al- 
though sectional  meetings  will  probably  be  held 
on  the  second  day.  The  program  is  a  fairly 
wide  one  considering  the  limited  time  available, 
but  is  singularly  devoid  of  subjects  current  to 
the  interest  of  the  trade,  as,  for  instance,  the  re- 
cent legislation  in  connection  with  the  luxury 
tax  proposals,  which  will  probably  directly  af- 
fect the  music  trade.  Of  immediate  concern, 
too,  are  the  questions  of  labor  and  the  supply 
of    raw    material.     These    pertinent  subjects 


EDISON  BELL 


CABLE 
•THONOKINO. 
LONDON " 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  £.  15,  England 


July  IS,  1918 


THE   TALKING   MACHINE  WORLD 


101 


FROM  OUR  LONDON  HEADQUARTERS — (Continued  from  page  100) 


ought  to  be  down  for  a  full  debate  before  the 
largest  possible  meeting  of  traders.  On  the 
principle  of  free  and  open  discussion  much  good 
might  be  expected  from  an  introduction  of  these 
debatable  questions,  and  it  is  a  pity  that  they 
have  not  been  included  on  the  program. 

M.  J.  Ryalls  is  to  propose  what  appears  to 
be  the  only  resolution  of  real  practical  value, 
to  the  effect  that  "the  meeting  petitions  the 
Government  to  prohibit  the  import  of  all  Ger- 
man pianos  (we  suggest  the  more  generic  term 
'musical  instruments'  should  be  adopted — Edi- 
tor) into  the  United  Kingdom,  or  failing  that  to 
impose  a  tariff  of  not  less  than  50  per  cent,  on 
all  musical  instruments  imported  into  this  coun- 
try from  enemy  sources." 

The  Guardsman  June-July  Program 

A  finely  representative  list  typical  of  Guards- 
man quality  is  that  for  June-July  issued  by  the 
Invicta  Record  Co.,  Ltd.  An  exceptionally  wide 
and  choice  variety  of  vocal  and  instrumental 
records  are  itemized,  there  being  no  less  than 
sixteen  ten-inch  double  records,  and  eight 
twelve-inch.  The  ten-inch  vocals  comprise 
many  of  the  latest  hits  by  reputable  artists,  and 
of  the  instrumental  numbers  special  mention 
should  be  made  of  selections  I  and  II,  "Bing 
Boys  on  Broadway,"  magnificently  rendered  by 
the  Regiment  Band  of  R.  M.  Scots  Guards,  which 
well-known  organization  is  also  responsible  for 
other  leading  plays,  as,  for  instance,  "Pamela," 
and  "Bubbly"  selections.  In  addition  the  Scots 
Guards  Band  give  some  stirring  reproductions  of 
military  marches.  "My  Task"  and  "The  Old 
Times  Are  Coming  Back  Again"  should  prove 
a  favorite  record;  it  is  by  Miss  Bessie  Law- 
rence, a  contralto  of  exceptional  merit.  Record 
No.  827  carries  two  sentimental  items  as  violin 
solos  by  W.  G.  Cookee,  with  pianoforte  accom- 
paniment; while  last  among  the  ten-inch  series 
but  not  least  is  a  contribution  by  the  Band  of 
the  Honorable  Artillery  Co.,  whose  brilliant 
playing  of  "Sons  of  the  Brave"  and  "Forward" 
marches  is  distinctly  well  recorded  by  the 
Guardsman  people. 

The  eight  twelve-inch  double  records  are  of 
high  quality,  special  attention  having  been 
given  to  both  the  artistic  and  manufacturing  at- 
tributes. Let  the  titles  and  artists  speak  for 
themselves — "Casse  Noisette,"  "Waltz  of  the 
Flowers,  Dance  of  the  Sugar  Plum  Fairy,"  by 
the  Band  of  H.  M.  Scots  Guards;  "Faust,"  bal- 
let music,  parts  1,  2,  3,  4,  5,  6  and  7  on  two  dou- 
ble records  magnificently  rendered  by  J.  H. 
Squire's  Karsino  Symphony  Orchestra;  the 
"Peu  d'Amour"  (sung  in  French),  and  the 
"Spanish  Serenade"-"Lolita"  (sung  in  Italian), 
by  Signor  Angelo  Roselli,  tenor;  "La  Traviata, 
Rigoletto"-"Questa  O  Quella,"  both  sung  in 
Italian  by  Signor  Roselli;  "The  Lost  Chord"  and 
"The  Better  Land,"  by  Miss  Ethel  Toms,  con- 
tralto; and  parts  1,  2,  3  and  4  of  the  "Fringes 
of  the  Fleet"  (words — Rudyard  Kipling;  music1 — 
Sir  Edward  Elgar),  sung  by  Frederick  Taylor, 
baritone,  with  pianoforte  accompaniment. 


From  the  foregoing  it  will  be  appreciated  that 
the  Guardsman  record  has  reached  a  very  high 
standard  of  quality,  and  I  can  commend  these 
records  to  all  oversea  traders  desirous  of  carry- 
ing a  first-class  British  line  of  gramophone 
records. 

*  Swiss  Motors  for  America 

As  may  be  generally  known  there  are  certain 
restrictions  upon  the  quantity  of  goods  that  can 
be  imported  by  this  country.  Gramophone  firms 
are  for  this  reason  two-thirds  short  of  the  re- 
quired quantity  of  motor  supplies.  I  learn  now 
that  America  will  benefit  by  the  exportation 
direct  from  Switzerland  of  large  supplies  of  the 
excellent  motors  made  by  Messrs.  Mermod 
Freres.  The  handling  of  this  line  has  been  en- 
trusted to  the  Sterns  Mfg.  Co.,  19  City  road, 
London,  E.  C,  who  have  secured  the  sole  sell- 
ing rights  for  the  United  States.  In  recent  con- 
versation with  the  writer  the  head  of  this  con- 
cern, D.  Sternburg,  said :  "We  anticipate  doing  a 
large  trade  with  this  splendid  line  of  high-grade 
motors,  of  which  there  are  several  models — - 
single  and  double  spring,  and  to  this  end  have 
already  opened  up  negotiations  in  the  States. 
A  central  distributing  depot  will  soon  be  estab- 
lished in  New  York,  where  we  can  take  care  of 
large  orders  on  prompt  dispatch.  Owing  to  the 
number  of  ships  in  ballast  that  return  to  the 
States,  no  great  difficulty  is  anticipated  in  the 
transit  of  large  consignments,  and  we  are  now 
quoting  accordingly  on  the  strength  of  early  de- 
livery." 

Mermod  Freres  motors  are  favorably  known 
among  the  British  trade  to  be  highly  satisfac- 
tory. Fitted  with  worm  and  pinion-geared  drive, 
they  are  silent  and  true  running,  precision 
made  and  throughout  of  excellent  workmanship. 
Pending  the  establishment  of  the  American  of- 
fice, inquiries  should  be  addressed  to  the  Sterns 
Mfg.  Co.  as  above.  An  announcement  to  the 
American  trade  appears  elsewhere  in  this  issue. 
A  Record  Jump  in  Value 

Owing  to  the  general  scarcity  of  good  gramo- 
phones, it  is  not  perhaps  surprising  that  values 
have  gone  up  to  an  exceptional  extent.  Jake 
Graham,  one  of  the  largest  dealers  in  Liverpool, 
cites  a  case  in  point.  A  No.  6  "His  Master's 
Voice"  model  was  advertised  for  sale  recently  at 
a  local  auction  mart,  which  he  had  sold  three  and 
a  half  years  ago  at  the  usual  figure,  .8  guineas. 
It  realized  the  startling  price  of  26  guineas,  with 
an  album  of  records!  As  Mr.  Graham  says:  "I 
came  away  with  my  tail  between  my.  legs,  while 
'the  good  old  dog'  cocked  his  head  a  little  higher 
to  know  that  he  is  held  in  such  high  esteem." 
Military  Endorse  Importance  of  Music  Trade 

During  the  hearing  of  an  appeal  by  the  man- 
ager of  G.  Potter  &  Co.,  before  the  Aldershot 
Tribunal,  a  letter  dated  in  September,  1916, 
was  put  in  from  the  assistant  military  secre- 
tary, war  office,  that  "The  work  carried  out  in 
supplying  and  maintaining  instruments  for  army 
bands  is  of  military  importance."  It  was  stated 
that  if  the  appellant  went  the  business  would 


Soundboxes 

IF  you  are  after  a  genuine  offer  of 
soundboxes,  you'll  do  well  to 
communicate  with  us  immediately. 
We  have  tens  of  thousands  of  perfect 
soundboxes,  fitted  with  the  best 
quality  mica.  Confidently  recom- 
mended for  cheaper  machines,  ab- 
solutely reliable  and  give  excellent 
reproduction.  Price  to  clear 
$50  per  gross,  F.  O.  B.  London. 

Orders  for  less  than  gross  lots  not  accepted 


Wire  "Knotaslept,  London". 

W.H.  Reynolds  (1915)  Ltd. 

45,  City  Road,  London,  E.  C. 


Write  for  new  illustrated 
Complete  Catalogue 


have  to  close,  as  the  principal,  Captain  Potter, 
had  been  "out"  since  the  beginning  of  the  war. 
Three  months'  exemption  was  granted. 

"The  Decca"  on  Active  Service 

Barnett  Samuel  &  Sons,  Ltd.,  this  city,  have 
issued  two  attractive  booklets  containing  several 
photographs  of  "the  Decca"  (the  service  port- 
able gramophone)  in  actual  use  at  the  front. 
These  splendid  pictures  depict  as  nothing  else 
the  mine  of  enjoyment  which  our  war-worn  sol- 
diers obtain  from  a  little  music.  It  is  good  to 
see  them  around  the  Decca,  their  faces  wreathed 
in  smiles  of  boundless  pleasure. 

Women  in  the  Record  Factories 

Apropos  the  replacement  of  men  by  female 
labor  in  our  record  and  other  factories,  it  is  in- 
teresting to  learn  that  95  per  cent,  of  the  work 
in  the  "His  Master's  Voice"  record-pressing  de- 
partments is  now  performed  by  the  fair  sex.  Of 
the  men  employed  all  are  either  over  military 
age  or  have  been  rejected  as  unfit  for  service. 
Such  a  small  percentage  suggests  that  Hayes 
must  be  a  very  healthy  place,  or  that  the  atmos- 
phere of  pressing  rooms  is  not  so  unhealthy 
to  work  in  as  is  generally  thought.  It  speaks 
well  for  the  supervision  and  arrangements  of  a 
modern  factory  where  the  first  consideration, 
as  practiced  by  this  company,  is  to  insure  for 
the  employes  healthy  surroundings  and  cleanly 
conditions. 

"His  Master's  Voice"  by  Bart  Kennedy 

Under  the  above  caption,  the  current  issue  of 
"The  Voice"  contains  a  most  interesting  and 
inspiring  article  by  the  well-known  descriptive 
journalist  and  author,  Bart  Kennedy.  It  repre- 
sents a  fine  eulogy  of  the  gramophone  on  active 
(Continued  on  page  102) 


GUARDSMAN  RECORDS 


REGISTERED 


10  inch  and  12  inch  Lateral  Cut 

We  can  ship  you  immediately,  any  quantity  of  Records : 

BANDS  ORCHESTRAS  INSTRUMENTAL  SOLOS 


VOCAL 


SELECTION  OF  AMERICAN  AIRS 

including,  "Marching  Through  Georgia" — "Dixie" — "Arkansas  Traveller" — "Red,  White 
and  Blue" — "Star  Spangled  Banner,"  etc.,  etc.,  Recorded  by  Full  Regimental  Band  of 
H.  M.  SCOTS  GUARDS.    Get  Ready  Now  for  the  Big  Trade  coming  and  have 

THE  FINEST  RECORDS  of  THE  FINEST  TITLES  at  THE  FINEST  PRICES 
Apply  for  Lists  and  Prices  to  INVICTA  RECORD  COMPANY,  Ltd. 


TRADE  MARK 


Cables:  Duarrab,  London 


1  New  Inn  Yard,  London,  E.  C,  England 


102 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


Double-Sided 
Superb  Needle  Cut 
"Lateral" 


"POPULAR"  RECORDS 

LONDON'S  LEADING  VALUE!!! 


"OUR  POINTS"' 

SET  OUT  BELOW  ) 


REMEMBER  ST^5  You  Can  Have  CLOSE  QUOTATIONS 

For  5,000  Lots  and  up  Your  Selection  or  a  Sample 
1,000,  75%  "Bands  and  Orchestrals." 


Address:  SOUND  RECORDING  CO.,  Ltd.  CABLES  "Grammavox" 
EXPORT  DEPT.,  18-19  Swallow  Street  London 

Piccadilly,  London,  England     QUOTATIONS  CABLED  FREE 


from  SCANDINAVIA  to  PATAGONIA 

Have  Attracted  Keen  Overseas  Houses  EAST  an/;Ey™"L  world 

POINTS 

m->  Repertoire  Apprux  2,000  Titles 
■»->•  Superb  Selection,  Bands  and  Orchestrals 
Lightning  Shipments  under  Government  Ex- 
port License 
Packing  by  Experts 
*►-*■  Rock  Quotations  "Always" 
*>->-  F.  O.  B.  London 

m-*-  We  attend  to  all  Insurances  "if  Requested" 

to  Buyers  A/c 
mt-*-  Our  Shipping  Services,  this  Side  FREE 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  101) 


service;  its  wonderful — almost  divine — power  of 
healing  and  comfort  to  our  soldiers.  "This 
glorious  voice  that  contains  the  myriad  voices! 
It  lives  with  our  soldiers,  cheering  and  inspir- 
ing them.  It  helps  them  to  carry  on — to  live 
through  dark,  strange,  fateful,  terrible  days.  It 
calms  them  when  they  are  sad.  It  evokes  ten- 
der memories.  It  brings  to  them  pictures  and 
visions  of  home.  This  splendid  voice!"  Truly, 
a  spiritual — a  national  necessity! 

A  Good  Opportunity  for  Oversea  Buyers 
For  a  number  of  years  past  the  Sound  Record- 
ing Co.,  Ltd.,  has  been  cultivating  the  suffrage 
of  oversea  traders  for  their  "Popular"  and 
"Grammorox"  series  of  records  through  the 
columns  of  this  trade  newspaper.  An  increas- 
ingly good  export  business  is  the  result.  It 
is  due  to  the  company's  close  study  of  their 
customers'  requirements,  and,  in  part,  we 
might  be  permitted  to  say,  to  the  world- 
wide influential  circulation  of  this  journal. 
Whatever  the  reason,  the  fact  that  this  firm's 
records  are  so  much  in  demand,  is  sufficient  in- 
dication of  the  good  value  offered.  A  typical 
example  is  provided  by  the  latest  program  of 
"Popular"  records.  It  consists  of  a  remarkable 
variety  of  vocal  and  instrumental  titles  of  cur- 
rent interest.  As,  for  instance — "Bing  Boys 
on  Broadway,"  "Good-bye-ee,"  "Roses  of  Pi- 
cardy,"  "God  Send  You  Back  to  Me"  and  dozens 
of  others  too  numerous  to  mention.  The  Sound 
Recording  Co.,  whose  announcement  will  be 
found  elsewhere  in  this  section,  invite  corre- 
spondence with  large  buyers  overseas,  and  for 
their  part  promise  to  submit  close  quotations, 
exercise  care  in  packing,  and  arrange  for  dis- 
patch as  promptly  as  possible.  It  is,  by  the 
way,  interesting  to  learn  that  consignments  have 
for  the  most  part  found  their  right  destination. 
So  the  Hun  pirates,  you  see,  do  not  have  it  all 
their  own  way! 

J.  E.  Hough,  Ltd.,  Study  Welfare  of  Staff 
During  the  course  of  a  recent  visit  to  the  great 
Peckham  works  of  J.  E.  Hough,  Ltd.,  I  was 
very  much  impressed  by  what  I  saw  pertaining 
to  the  welfare  of  the  staff,  of  which,  as  is  quite 
the  thing  these  days,  women  and  girls  were 
in  the  majority.  The  gradual  change  over 
from  male  to  female  labor  creates  different  con- 
ditions and,  of  course,  necessitates  perhaps  a 
closer  study  of  the  needs  and  interests  of  the 
workers.  In  this  regard,  Messrs.  Hough  have 
evinced  a  keen  perception  by  the  installation  of 
a  well-equipped  canteen  of  decidedly  homely  as- 
pect, where  can  be  purchased  a  substantial  meal 
of  several  courses  at  an  extremely  moderate 
figure. 

At  the  same  time  a  run  round  the  firm's  spa- 
cious showroom  is  decidedly  interesting.  Here 
was  attractively  displayed  hornless,  cabinet  and 
exterior-horn  instruments  in  goodly  numbers, 
fitted  and  constructed  with  the  best  materials 
obtainable,  and  priced  at  reasonable  figures. 

In  the  record  domain  the  Winner  disc  is  as 
popular  as  ever,  the  only  trouble  experienced  be- 


ing the  supplies  which,  great  as  is  the  factory 
output,  cannot  outstrip,  let  alone  keep  up  with 
the  demand.  Recent  issues  comprise  the  pop- 
ular "hits"  and  standard  titles,  vocal  and  in- 
strumental. Oversea  traders  should  obtain  lit- 
erature and  all  particulars  of  trading  from  J.  E. 
Hough,  Ltd.,  Glengall  road,  Peckham,  London. 
Louis  Sterling  Back  From  America 

Looking  very  well  after  his  trip  across  Mr. 
Sterling,  manager  of  the  Columbia  Graphophone 
Co.,  Ltd.,  reached  England  safely  on  June  16. 
The  voyage  was,  as  things  go  these  times,  un- 
eventful. It  is  good  news  to  learn  that  the  talk- 
ing machine  business  in  America  maintains 
progress,  and  Mr.  Sterling  tells  me  that  he  was 
very  much  impressed  by  the  remarkable  volume 
of  trade  under  way,  notwithstanding  the  di- 
version of  much  labor  and  material  to  war  work. 
News  Items  From  "His  Master's  Voice"  Co. 

Partly  in  order  to  give  their  dealers  an  oppor- 
tunity for  a  closer  concentration  on  the  sale  of 
some  of  the  splendid  records  previously  issued, 
and  which  the  public  are  apt  to  overlook  unless 
reminded,  no  June  list  has  been  published  by 
this  company.  Most  dealers  have  a  stock  of 
these  choice  old  titles,  and  the  absence  of  new 
records  for  once  will  help  to  considerably  re- 
lieve the  situation. 

"Yes,  Uncle,"  the  Princess  Theatre  success,  is 
listed  as  a  special  by  the  "His  Master's  Voice" 


Washington,  D.  C,  July  3. — There  has  just 
been  announced  by  the  War  Trade  Board  some 
important  rulings  of  direct  interest  to  the  mu- 
sical instrument  manufacturing  trade  in  this 
country,  concerning  the  exportation  of  many  of 
the  less  essential  commodities  to  European  neu- 
tral nations,  which  it  is  believed  will  accomplish 
much  in  the  effort  to  destroy  the  commercial 
relations  between  Germany  and  these  countries 
and  at  the  same  time  have  excellent  effect  upon 
America's  trade  balance  and  on  the  present  un- 
favorable rate  of  exchange.  ' 

In  the  official  announcement  to-day  contain- 
ing the  list  of  articles  for  which  export  licenses 
would  hereafter  be  considered  "European  Hol- 
land" and  "Denmark  proper"  are  mentioned. 
The  general  program,  however,  is  of  a  much 
wider  scope.  Unofficial  advices  have  been  re- 
ceived here  that  an  understanding  has  been 
had  with  Sweden,  Norway,  Switzerland  and 
Spain,  whereby  they  also  are  to  receive  the  less 
essential  commodities  contained  in  the  list  as 
part  of  general  agreements  which  have  recently 
been  adopted. 

In  dealing  with  South  American  nations  also, 
favorable  consideration  will  be  given,  it  is  un- 
derstood, to  applications  for  license  to  export 
these  less  essential  commodities  when  tonnage 
is  available,  and  it  is  shown  that  the  articles 


people.  The  series  of  records  carrying  the  best 
musical  items  from  this  delightful  play  have 
been  recorded  by  the  original  artistes  exclusive- 
ly on  "His  Master's  Voice."  Other  recent  is- 
sues comprise  the  cream  of  music  from  London's 
leading  musical  plays,  and  indeed  it  might  truly 
be  said  that  what  isn't  on  "His  Master's  Voice" 
records  is  not  worth  hearing. 

The  Industrial  Reconstruction  Council 

A  press  announcement  makes  known  that  ap- 
plication has  been  made  to  the  Board  of  Trade 
for  a  license  directing  an  association  about  to 
be  formed  under  the  above  title  to  be  regis- 
tered with  limited  liability  without  the  addition 
of  the  word  "Limited"  to  its  name. 

The  objects  for  which  the  association  is  pro- 
posed to  be  established  are: 

(a)  To  promote  and  protect  the  British  home 
and  overseas  dominions  and  foreign  trade  and 
commerce  and  the  manufacturers  of  the  United 
Kingdom. 

(b)  To  assist  in  the  promotion  of  efforts, 
whether  by  the  Government  or  otherwise,  to 
bring  together  representatives  of  capital  and 
labor  for  the  advancement  of  trade. 

The  other  objects  of  the  association  are  set 
out  in  extenso  in  the  memorandum  of  associa- 
tion, a  copy  of  which  may  be  inspected  at  the 
office  of  Messrs.  Kimber,  Bull,  Howland,  Clappe 
&  Co.,  6  Old  Jewry,  E.  C,  2,  London. 


are  not  demanded  by  the  war  program  of 
America  and  its  allies.  Ships  which  bring  ni- 
trates and  other  war  necessities  from  South 
American  nations  can  carry  such  cargoes  on 
the  home  trips. 

By  the  adoption  of  the  policy  of  more  free- 
dom in  granting  licenses  for  the  export  of  less 
essential  commodities  to  the  European  neutrals 
and  South  America,  it  is  felt  that  a  long  step 
will  be  taken  in  establishing  America  as  a  lead- 
ing participant  in  the  world's  commerce.  New 
trade  relations,  in  the  case  of  South  America, 
will,  it  is  believed,  be  built  up,  which  Germany 
will  find  it  difficult  to  encroach  upon  after  the 
war. 

Exports  must  go  in  tonnage  controlled  by  the 
neutral  nations,  and  which  will  not  in  any  way 
conflict  with  the  war  program  of  the  Allies, 
and  all  trade  relations  will  be  absolutely  con- 
trolled by  the  laws  which  have  been  adopted 
to  prohibit  trade  which  might  aid  German  finan- 
cial or  business  interests  in  European  neutral  or 
South  American  countries. 

The  special  list  of  commodities  for  which 
export  licenses  will  be  considered  by  the  War 
Trade  Board  includes  musical  instruments,  ex- 
cept when  composed  entirely  or  mainly  of 
metals.  Pianos,  phonographs  and  phonographic 
records  are  specially  mentioned  as  acceptable. 


PERMITS  LICENSING  OF  TALKING  MACHINES  FOR  EXPORT 

War  Trade  Board,  in  Recent  Announcement,  Intimates  That  the  Sending  of  Talking  Machines 
and  Pianos  to  European  and  South  American  Neutrals  Will  Be  Encouraged 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


103 


LATEST  PATENTS  RELATING  TO  TALKING 
MACHINES  AND  RECORDS 


Washington,  D.  C,  July  8— Talking  Machine 
Mechanism. — Archie  E.  Parnall,  Chicago,  111., 
assignor  to  Frank  W.  Williams,  same  place. 
Patent  No.  1,263,279. 

This  invention  relates  to  talking  machine 
mechanism. 

One  of  the  objects  of  the  invention  is  to  pro- 
vide an  improved  connection  between  the  tone 
arm  and  amplifier  which  will  be  simple  in  con- 
struction and  durable,  and  which  will  permit 
movement  of  the  tone  arm  about  both  vertical 
and  horizontal  axes.  Figure  1  is  a  vertical  sec- 


tion through  a  talking  machine;  Fig.  2  is  a  de- 
tail sectional  view  substantially  on  the  line  2 — 2 
of  Fig.  3;  Fig.  3  is  a  detail  sectional  view  sub- 
stantially or»  the  line  3 — 3  of  Fig.  2;  and  Fig.  4 
is  a  horizontal  sectional  view  on  the  line  4 — 4 
of  Fig.  2. 

Coin-Freed  Gramophone. — James  W.  Knights, 
Hammersmith,  London,  Eng.  Patent  No. 
1,262,521. 

This  invention  relates  to  improvements  in 
coin-freed  gramophones  of  the  kind  in  which  a 
plurality  of  gramophone  records  and  tone  arms 
are  so  arranged  that  any  desired  record  of  the 
plurality  of  records  can  be  reproduced  on  the 
operation  of  the  coin-freed  mechanism. 

Figure  1  is  a  diagrammatic  side  elevation  of 
part  of  one  form  of  improved  coin-freed  gramo- 
phone. Fig.  2  is  an  enlarged  sectional  side  ele- 
vation of  the  opposite  side;  Fig.  3  is  a  part 


plan;  Fig.  4  is  a  part  front  sectional  elevation; 
and  Fig.  5  is  a  front  elevation  of  a  modification. 

Attachment  for  Phonographs. — Earl  W.  Car- 
los, Richmond,  Ind.    Patent  No.  1,261,904. 

The  object  of  the  present  invention,  briefly 
stated,  is  to  provide  an  attachment  for  phono- 
graphs or  the  like  whereby  the  stylus  or  repro- 
ducer point  or  needle  may  be  operated  to  lift  it 
from  the  record,  or  to  place  it  gradually  in 
operative  position  in  connection  therewith  with- 
out contact  of  one's  hand  with  the  machine 
proper  and  to  place  such  means  in  the  most 
handy  and  available  position  for  the  accommoda- 
tion of  the  operator. 

In  the  management  of  disk  phonographs  it  is 
necessary  to  raise  and  lower  the  reproducer  and 
the  reproducer-point  or  needle  by  simply  grasp- 
ing the  goose-neck  and  turning  it  up  and  down, 
but  this  invention  contemplates  means  con- 
nected to  said  parts  whereby  the  goose-neck 
may  be  turned  as  above  stated  but  without  direct 
contact  of  one's  hand  therewith,  thereby  dis- 
pensing with  soiling  the  polished  metal  parts, 
preventing  the  hand  of  the  operator  from  being 
in  the  way  and  from  causing  a  shadow  upon  the 
needle  or  reproducer-point  when  one  is  making 
adjustments,  to  permit  the  required  movements 
to  be  made  more  naturally,  and  to  make  the 
operations  more  easy  for  the  operator. 

Figure  1  is  a  perspective  view  of  the  upper 
portion  of  the  mechanism  of  a  phonograph  or 
talking  machine,  showing  the  invention  in  oper- 


ative position  in  connection  therewith.  Fig.  2 
is  a  plan  view  of  the  reproducing  mechanism, 
of  the  goose-neck,  a  portion  of  the  taper  tone 
arm,  and  showing  an  edge  view  of  the  attach- 
ment. Fig.  3  is  a  central  longitudinal  section  of 
a  portion  of  the  tone  arm  box,  or  cylinder,  and 


the  inner  end  portion  of  the  longer  portion  of 
the  goose-neck,  and  showing  the  method  of 
attaching  the  device  in  operative  position.  Fig. 
4  is  a  perspective  view  of  the  attachment  alone. 
And  Fig.  5  shows  a  plan  view  of  a  modified  form 
of  the  attachment  in  operative  position. 

Talking  Machine. — Martin  Nystrom,  Chicago, 
111.,  assignor  to  Charles  E.  Osborne,  same  place. 
Patent  No.  1,262,592. 

This  invention  relates  to  talking  machines  in 
which  a  diaphragm  is  caused  to  vibrate  by  the 
tracking  of  a  needle  or  point  upon  a  record,  and 
the  objects  of  the  improvements  are,  first,  to 
reproduce  the  recorded  vibrations  accurately 
and  correctly;  second,  to  provide  a  plurality  of 
tracker  devices  in  connection  with  the  dia- 
phragm to  enable  the  use  of  different  records; 
third,  to  enable  using  different  kinds  of  records 
without  in  any  way  making  a  change  in  the  ma- 
chine; fourth,  to  make  a  simple,  cheap  and  effi- 
cient device  as  well  as  other  features. 

There  are  two  known  talking  machine  records 
on  the  market.  One  has  the  indentations  repre- 
senting the  sound  record  arranged  laterally  or 
zig-zag  from  side  to  side  with  relation  to  the 
line  of  travel  of  the  needle,  and  the  other  has 
such  indentations  arranged  up  and  down  or  lon- 
gitudinally with  relation  to  the  longitudinal  axis 
of  the  tracker  point;  therefore  it  is  necessary  to 
have  one  kind  or  style  of  machine  to  play  or 
use  the  one  kind  of  record  and  to  have  another 
kind  or  style  of  machine  to  play  or  use  the 
other  kind  of  record.  By  the  use  of  this  inven- 
tion either  kind  of  record  can  be  played  or  used 
on  the  one  machine  without  any  foreign  or  dis- 
turbing noises  being  perceptible. 

This  invention  comprises  two  tracker  devices, 
one  to  be  used  on  a  record  having  the  laterally 
arranged  indentations  and  one  to  be  used  on  a 
record  having  the  shallow  and  deep  indenta- 
tions, both  of  said  devices  being  properly  con- 
nected to  the  diaphragm  of  the  machine  to 
vibrate  the  same  when  tracking  over  a  record. 
Of  course  the  one  device  has  the  tracker  needle 
in  proper  position  to  vibrate  the  diaphragm 
when  tracking  over  a  record  having  the  later- 


ally  or  zig-zag  arranged  indentations  and  the 
other  device  a  point  in  proper  position  to  vibrate 
the  diaphragm  when  tracking  over  a  record  hav- 
ing the  shallow  and  deep  indentations. 

Figure  1  is  a  view  of  one  side  of  a  sound  box 
having  tracker  devices  embodying  the  invention 
connected  thereto;  Fig.  2  is  a  view  of  the  op- 
posite side  of  the  same  sound  box;  Fig.  3  is  an 
edge  view  of  the  same  showing  the  construc- 
tion of  the  two  tracker  devices,  and  Fig.  4  is  a 


detail  sectional  view  showing  the  guide  for  the 
tracker  point  rod  and  also  means  for  attaching 
a  different  point  to  the  rod. 

Sound  Conveyer  for  Talking  Machines. — Al- 
bert A.  Huseby,  Chicago,  111.  Patent  No.  1,261,- 
541. 

This  invention  relates  to  improvements  in 
sound  conveyers  for  talking  machines,  and  the 
chief  purpose  or  object  of  the  invention  is  to 
provide  a  sound  conveyer  that  shall  be  capable 
not  only  of  playing  both  laterally  and  vertically 
cut  records,  but  of  playing  each  of  the  said 
types  in  the  most  scientifically  correct  manner 
to  secure  the  purest  and  most  perfect  repro- 
duction of  the  record  by  the  machine. 

In  Letters  Patent  No.  1,198,636,  granted  Sep- 
tember 19,  1916,  there  was  disclosed  a  sound 
conveyer  comprising  a  lower,  generally  upright 
portion  having  a  downwardly  and  forwardly 
curved  form,  and  an  upper,  generally  horizontal 
tone  arm  portion  rigidly  mounted  on  and  se- 
cured to  said  lower  portion,  the  entire  struc- 
ture being  supported,  with  capacity  for  lateral 
swinging  movement,  on  a  single  horizontal  pivot 
the  axis  of  which  is  coincident  with  the  center 
of  the  vertical  delivery  mouth  of  the  lower  por- 
tion of  the  conveyer.  It  has  been  found  that 
a  sound  conveyer  of  this  construction  is  excel- 
lently adapted  to  the  playing  of  disk  records  of 
the  laterally  undulating  groove  type  by  reason 
of  the  fact  that  the  point  of  the  needle  travels 
in  a  straight  line  radially  of  the  record  disk 
while  the  needle  itself  is  always  in  a  vertical 
plane  that  is  substantially  tangential  to  the  groove 
at  the  point  of  engagement  of  the  groove  by  the 
needle  point.  On  the  other  hand  it  has  been  found 


that  for  the  playing  of  disk  records  of  the  ver- 
tically undulating  or  hill  and  dale  type  the 
above  described  construction  does  not  yield  as 
good  results  as  are  obtained  by  the  generally 
used  vertically  pivoted  tone  arm  swinging  in  a 
horizontal  plane  wherein  the  point  of  the  needle 
travels  in  an  arc  of  a  circle  across  the  face  of 
the  record  disk.  The  hill  and  dale  record,  of 
course,  imparts  a  vertical  vibration  to  the  whole 
sound  box  which  is  wholly  lacking  in  the  other 
type  of  record,  and  this  creates  a  tendency  for 
the  point  of  the  needle  to  jump  out  of  the 
groove  especially  when  playing  records  having 
very  steep  or  abrupt  elevations  and  depressions; 
and  this  tendency,  as  it  has  been  found  by 
numerous  experiments,  is  more  pronounced  in 
the  case  of  the  construction  of  prior  patent 
above  referred  to  than  in  the  case  of  the  ver- 
tically pivoted  tone  arm. 

The  present  invention  is  the  result  of  a  long 
effort  and  search  to  obtain,  in  a  talking  ma- 
chine, a  sound  conveyer  construction  which 
when  equipped  with  a  convertible  sound  box, 
would  play  each  of  the  two  types  of  record  in 
the  most  nearly  ideal  manner  and  would  yield 
the 'most  nearly  perfect  results. 

(Continued  on  page  104) 


104 


THE    TALKING   MACHINE  WORLD 


July  15,  1918 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  103) 


Figure  1  is  a  vertical  section  through  the 
upper  portion  of  a  talking  machine  cabinet,  with 
certain  of  the  interior  parts  appearing  in  sec- 
tion and  others  in  elevation;  Fig.  2  is  a  top  plan 
view  with  the  lid  removed;  Fig.  3  is  a  detail 
view  on  an  enlarged  scale  in  vertical  section 
through  the  joint  between  the  upper  and  lower 
sections  of  the  sound  conveyer;  Fig.  4  is  a  hori- 
zontal section  on  the  offset  line  4 — 4  of  Fig.  3; 
Fig.  S  is  a  fragmentary  vertical  section  similar 
to  Fig.  3,  but  illustrating  the  locked  position  of 
the  two  sections  of  the  sound  conveyer;  Figs. 
6  and  7  are  detail  views  in  the  nature  of  dia- 
grams  designed  to  illustrate  the  different  rela- 
tions of  the  needle  and  record  groove  of  a 
laterally  cut  record  where  the  point  of  the 
needle  moves  in  a  radial  line  and  where  it  moves 
in  the  arc  of  a  circle  over  the  face  of  the  rec- 
ord; Figs.  8  and  9  are  views  similar  to  Figs.  6 
and  7  respectively  and  illustrate  the  relations  of 
the  needle  and  groove  of  a  vertically  cut  record 
where  the  needle  moves  radially  and  where  it 
moves  in  the  arc  of  a  circle  over  the  face  of 
the  record. 

Talking  Machine  Sound  Box  and  Reproducer. 
— Patrick  B.  Delany,  South  Orange,  N.  J.  Pat- 
ent No.  1,261,218. 

This  invention  contemplates  certain  improve- 
ments in  talking  machine  sound  boxes  and  re- 
producers. 

As  illustrated  in  the  accompanying  drawing, 
Figure  1  is  a  face  view  of  the  sound  box  com- 
plete. Fig.  2  is  a  perspective  of  the  vibrating 
arm  detached.  Fig.  3  is  a  section  on  line  3 — 3, 
Fig.  1.  Fig.  4  differs  slightly  from  the  illustra- 
tion of  Fig.  3  in  that  it  shows  the  threaded  en- 
gagement between  the  cruciform  vibrating  arm 


<@ig.-2. 


and  its  supports  having  right  and  left  threads. 
Fig.  5  is  a  section  on  line  5 — 5,  Fig.  1.  Fig.  6 
shows  one  of  the  gaskets  between  which  the 
diaphragm  is  mounted.  Fig.  7  is  a  cross  section 
of  Fig.  6. 

Phonograph. — Carl  Stein,  Steger,  111.,  assignor 
to  Steger  &  Sons  Piano  Mfg.  Co.,  same  place. 
Patent  No.  1,261,174. 

The  purpose  of  this  invention  is  to  provide 
an  improved  construction  in  a  phonograph  or 
sound  reproducing  instrument,  particularly  with 
respect  to  the  amplifying  and  resonating  de- 
vices. It  consists  in  the  elements  and  features 
of  construction  shown  and  described,  as  indi- 
cated in  the  claims. 

Figure  1  is  a  vertical  section,  axial  with  re- 
spect to  the  vertically  extending  member  of  the 
sound  conduit,  of  a  phonograph  embodying  the 


features  of  this  invention,  the  reproducer  and 
tone  arm  and  the  record  carrier  being  shown 
in  side  elevation  and  conventionally — that  is, 
without  regard  to  details  of  construction.  Fig. 
2  is  a  vertical  section  at  the  line,  2 — 2,  on  Fig. 
1.  Fig.  3  is  a  section  at  the  line,  3 — 3,  on  Fig. 
1.    Fig.  4  is  a  perspective  view  of  a  removable 


resonating  device  adapted  to  be  contained  in 
the  horn  mouth  or  amplifier.  Fig.  5  is  a  per- 
spective view  of  an  obstructive  deflecting  de- 
vice, adapted  to  be  positioned  at  the  smaller  end 
of  the  amplifier  or  horn  mouth  terminal  of  the 
conduit.  Fig.  6  is  a  perspective  view  of  a  par- 
titioning device  employed  in  the  sound  conduit 
at  the  entrance  to  the  amplifier  or  resonator. 

Split  Mandrel. — Louis  G.  Larsen,  Bridgeport, 
Conn.,  assignor  to  the  American  Graphophone 
Co.,  same  place.   Patent  No.  1,265,793. 

This  invention  relates  to  talking  machines,  and 
more  particularly  to  a  support  for  the  sound, 
record  tablets  thereof.  It  is  customary  with 
machines  employing  the  so-called  cylindrical 
type  of  record  tablet  to  provide  a  mandrel  hav- 
ing a  slightly  tapered  exterior  surface,  the  bore 
of  the  tablet  being  correspondingly  tapered  to 
fit  the  mandrel  with  such  a  grip  that  it  may  be 
rotated  thereby.  In  the  course  of  manufacture 
slight  variations  occur  in  the  dimensions  of  the 
surface  of  the  mandrel  and  of  the  bore  of  the 
tablet,  with  the  result  that  different  tablets  do 
not  fit  different  mandrels  with  the  same  degree 
of  accuracy,  both  as  respects  their  relative  taper 
and  as  respects  their  mean  dimensions.  Further- 
more, as  the  mandrel  is  usually  made  of  metal, 
its  co-efficient  of  expansion  and  contraction  is 
different  from  that  of  the  material  of  which  the 
tablet  is  composed.  Accordingly,  changes  of 
temperature  effect  different  degrees  of  expan- 
sion and  contraction  of  the  tablet  and  mandrel. 
It  is  of  importance,  particularly  with  machines 
that  employ  correction  devices,  that  the  tablet 
shall  always  be  placed  in  a  predetermined  posi- 
tion with  relation  to  the  mandrel  and  its  related 
mechanism.  Owing  to  the  variations  arising 
in  the  course  of  manufacture,  as  above  indi- 
cated, and  owing  to  different  temperature  con- 
ditions, a  tablet  frequently  cannot  be  properly 
positioned  upon  a  mandrel  without  danger  of 
breaking  it. 

It  is  an  object  of  this  invention  to  provide  a 
mandrel  whereby  the  tablet  may  be  properly 
gripped  for  rotation,  and  whereby  it  may  al- 
ways be  properly  positioned,  without  danger  of 
breakage  from  temperature  changes  or  from  un- 
due pressure  in  attempting  to  force  the  tablet 
to  its  proper  position. 

A  further  object  of  this  invention  is  to  pro- 
vide a  mandrel  which  shall  resiliently  grip  the 


tablet  only  adjacent  its  ends,  permitting  ready 
application  of  the  tablet  upon  and  withdrawal 
of  the  same  from  the  mandrel.  A  still  further 
object  is  to  provide  a  mandrel  simple  in  con- 
struction, durable  and  easy  of  manufacture. 

This  invention  comprises  a  mandrel  provided 
with  a  rigid  central  portion  and  relatively  and 
independently  collapsible  resilient  end  portions. 
While  the  resiliency  of  the  end  portions  may 
be  provided  in  a  variety  of  ways,  the  embodi- 
ments of  the  invention  selected  for  illustration 
comprise  the  provision  of  a  plurality  of  tongues 
running'  longitudinally  of  the  mandrel  and  con- 
veniently produced  by  a  series  of  saw-kerfs  ex- 
tending from  each  end  of  the  mandrel.  To 
provide  for  resiliently  gripping  the  tablet  only 
at  its  ends,  the  central  portion  of  the  mandrel 
is  reduced  in  exterior  diameter. 

Referring  to  the  accompanying  drawings, 
Figure  1  is  a  perspective  view  of  a  mandrel 
embodying  the  invention.  Fig.  2  is  a  longi- 
tudinal central  sectional  view  of  the  same,  show- 
ing a  record  tablet  in  position;  Fig.  3  is  a  frag- 
ment of  a  mandrel  illustrating  a  modified  em- 
bodiment. 

Cover  Support  for  Phonographs. — Martin  Ber- 
sted,  Chicago,  111.,  assignor  to  the  Brunswick- 


Balke-Collender  Co.,  same  place.  Patent  No. 
1,265,874. 

This  invention  relates  to  a  cover  support  for 
phonographs  and  has  for  its  object  the  pro- 
vision of  means  for  securely  holding  the  cover 
in  closed  or  opened  position  as  desired,  the 
cover  being  readily  adjustable  by  simply  grasp- 
ing and  moving  it  without  the  necessity  of  man- 
ually disengaging  latches  or  other  parts  intended 
to  hold  the  cover  in  place. 

Figure  1  is  a  side  elevation  of  the  device  ap- 
plied to  a  phonograph,  a  fragment  of  the  latter 


being  illustrated  in  section,  with  the  parts  in 
closed  position,  and  Fig.  2  is  a  similar  view 
showing  the  parts  in  opened  position. 

Attachment  for  Phonographs. — George  W. 
Van  Nortwick,  Denver,  Colo.  Patent  No.  1,- 
266,181. 

This  invention  relates  to  attachments  for  pho- 
nographs and  its  primary  object  resides  in  pro- 
viding a  simple  appliance  by  which  the  needle- 
carrying  element  of  the  instrument  is  automatic- 
ally retained  in  a  raised  position  after  it  has 
been  lifted  to  disengage  the  needle  from  the 
record. 

By  the  use  of  this  invention,  accidental  drop- 
ping of  the  needle  or  stylus  onto  the  grooved 
zone  of  the  record  is  positively  avoided,  and 
the  arm  bearing  the_needle  may  be  moved  across 
said  zone  for  the  purpose  of  returning  the 
needle  to  its  original  position  after  it  has  trav- 
ersed the  zone  producing  groove,  without  dan- 
ger of  its  coming  in  contact  with  the  grooved 
portion  of  the  record  and  without  scratching  or 
otherwise  marring  the  same. 

Figure  1  is  a  fragmentary  elevation  of  a  pho- 
nograph to  which  attachment  is  applied.  Fig. 


2,  a  section  taken  along  the  line  2 — 2,  Fig.  1. 
Fig.  3,  a  horizontal  section  along  the  line  3 — -3, 
Fig.  1.  Figs.  4,  5  and  6  sectional  views  showing 
modifications  of  the  arm  of  the  appliance  shown 
in  Fig.  1.  Fig.  7,  a  fragmentary  plan  view  of 
a  phonograph  showing  the  invention  as  applied 
to  a  tone  arm  on  which  the  sound  box  and  needle 
are  carried  through  the  instrumentality  of  a 
pivoted  goose-neck,  and  Fig.  8,  a  section  taken 
along  the  line  8 — 8,  Fig.  7. 

REPAIRS 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


TALKING  MACHINE  REPAIR 
AND  SALES  CORPORATION 

ANDREW  H.  DODIN,  President 

176  Sixth  Avenue  New  York 

TELEPHONE,  CHELSEA  8437 


July  IS,  1918 


THE    TALKING    MACHINE  WORLD 


105 


RECORD  BULLETINS  FOR  AUGUST,  1918 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 
18465  They  Were  All  Out  of  Step  But  Jim, 

Billy  Murray  10 
We're  All  Going  Calling  on  the  Kaiser, 

William  J.  "Sailor"  Reilly  10 
18474  When  I  Send  You  a  Picture  of  Berlin, 

Arthur  Fields  and  Peerless  Quartet  10 

Indianola  Billy  Murray  10 

18480  We'll  Do  Our  Share  Peerless  Quartet  10 

Cheer  Up,  Father;  Cheer  Up,  Mother, 

Lewis  James  10 

1S481  Paul  Revere.  ..  .Charles  Hart  and  Shannon  Four  10 
Bring  Me  a  Letter  from  My  Old  Home  Town, 

Lewis  James  and  Shannon  Four  10 
DANCE  RECORDS 

18472  Skeleton  Jangle — Fox-trot, 

Original  Dixieland  Jazz  Band  10 
Tiger  Rag — One-step, 

Original  Dixieland  Jazz  Band  10 

18473  Smiles— Fox-trot  Joseph  C.  Smith's  Orchestra  10 

Rose  Room — Fox-trot. Joseph  C.  Smith's  Orchestra  10 

18478  My  Dough  Boy — One-step, 

Joseph  C.  Smith's  Orchestra  10 
Calicoco — Fox-trot. .  .Joseph  C.  Smith's  Orchestra  10 
VOCAL  AND  INSTRUMENTAL  RECORDS 

70121  Granny's  Laddy  Harry  Lauder  12 

18431  By  the  Waters  of  Minnetonka, 

Princess  Watahwaso  10 

A  Sioux  Serenade  Princess  Watahwaso  10 

55093  American  Fantasie — Part  I, 

Victor  Herbert's  Orchestra  12 
American  Fantasie — Part  II, 

Victor  Herbert's  Orchestra  12 
RED  SEAL  RECORDS 
Frances  Alda,  Soprano 

64782  The  Magic  of  Your  Eyes  Arthur  Penn  10 

Sophie  Braslau,  Contralto 
74577  Eili.  Eili,  lama  sabachthani   (Father,  Why  Hast 

Thou  Forsaken?)  M.  Schalit  12 

First  Record  by  the  "Flonzaley  Quartet" 
64784  Canzonetta   (From  "String  Quartet  in   E  flat," 

Op.  12,  No.  2)  Mendelssohn  10 

Mabel  Garrison,  Soprano 

64783  Khaki  Sammy  John  Alden  Carpenter  10 

Evan  Williams,  Tenor 
74571  The  Song  that  Reached  My  Heart.  Julian  Jordan  12 
The  following  record  appears  in  the  August,  1918,  Supple- 
ment.   Do  not  duplicate  order  on  this  number: 

18479  Hello  Central,  Give  Me  No  Man's  Land  (from 

N.  Y.  Winter  Garden  production,  "Sinbad"), 

Edna  Brown  10 

My  Belgian  Rose  Elliott  Shaw-Charles  Hart  10 

COLUMBIA  GRAPHOPHONE  CO. 

49338*Annie  Laurie  Hulda  Lashanska  12 

49350*Ave  Maria  (Violin  obbligato  by  Sascha  Jacobsen, 

Romano  Romani  at  the  piano .  .Hipolito  Lazaro  13 
4-3/0  Out  La  V.ce — I  Furitam  Maria  Eirrnntos  1 

POPULAR  HITS  OF  THE  MUN  I  II 
A6051*The  Man  Who  Put  the  Germ  in  Germany  (Whal 

is  in  a.  name)  Nora  Bayes  12 

Mammy's  Chocolate  Soldier  Nora  Bayes  12 

A2S62*God  Be  With  Our  Boys  Tonight, 

Charles  Harrison  10 

When  You  Come  Home  Henry  Burr  10 

A2556*If   He  Can   Fight   Like  He  Can   Love  (Good 

Night,  Germany)  Farber  Sisters  10 

Where  Do  They  Get  'Em  and  How  Do  They 

Get  'Em?  Van  and  Schenck  10 

A2564* You're  in  Style  When  You're  Wearing  a  Smile, 

Arthur  Fields  10 
I'd  Like  to  See  the  Kaiser  With  a  Lily  in  His 

Hand  Robert  Lewis  10 

A2567*France,  We'll  Rebuild  Your  Towns  For  You, 

Peerless  Quartet  10 

Paul  Revere  Vernon  Dalhart  10 

A2563*LIe'«  Got  Those  Big  Blue  Eyes  Like  You,  Daddy 

Mine  Henry   Burr  10 

I  Miss  My  Daddy's  Good-Night  Kiss. Henry  Burr  Id 

A2559*Belgian  Rose  Campbell  and  Burr  10 

My  Daddy's  Star  Robert  Lewis  10 

A2554  The  Shannon,  the  Shamrock,  and  You, 

Charles  Harrison  10 

Mother,  My  Dear  Charles  Harrison  10 

DANCE  RECORDS 
A2565*How'd  You  Like  to  Be  My  Daddy,  from  "Sin- 
bad" — Medley   Fox-trot.     Intro.:    (1)    Just  a 
Baby's  Prayer  at  Twilight,  (2)  I  Hate  to  Lose 

You   Marconi    Brothers  10 

Why  Do  They  All  Take  the  Night  Boat  to 
Albany?,  from  "Sinbad"- — Medley  One-step. 
Intro.:  (1)  The  Devil  Has  Saved  Up  All  the 
Coal,  (2)  I  Hate  to  Lose  You, 

Marconi  Brothers  10 
A2566* We'll  Do  Our  Share— Medley  Fox-trot.  Intro.: 
(1)  I  Can't  Let  'Em  Suffer, 

Earl  Fuller's  Rector  Novelty  Orchestra  10 
I    Want   Him    Back   Again — Medley  One-step. 
Intro.:   (1)  I  Want  a  Daddy  Like  You,  (2) 
I  Just  Step  in  to  Get  Out  of  the  Rain, 

Earl   Fuller's  Rector  Novelty   Orchestra  10 
A6049*If  They  Ever  Put  a  Tax  on  Love— Medley  Fox- 
trot.   Intro.:  (1)  I'm  lust  an  Old  Jay  From 
the  U.  S.  A.,  (2)  In  the  Days  of  Auld  Lang 

Syne  Prince's  Band  12 

J-ust  Like  Washington  Crossed  the  Delaware — 
Medley  One-step.  Intro.:  (1)  We  Stopped 
Them  at  the  Marne.  (2)  When  We  Wind  Lip 

the  Watch  on  the  Rhine  Prince's  Band  12 

A6050"  Classic  Waltz.  Intro.:  (1)  Home  to  Our  Moun- 
tains, from  "II  Trovatore,"  (2)  Woman  is 
Fickle,  from  "Rigoletto,"  (3)  My  Heart  at 
Thy  Sweet  Voice,  from  "Samson  and  Deli- 
lah"  Jockers  Brothers  12 

When  You  and  I  Were  Young,  Maggie — Medley 
Waltz.    Intro.:  Coming  Thro'  the  Rye, 

Jockers  Brothers  12 

A2549  Sailing  Columbia  Stellar  Ouartet  10 

The  Girl  I  Left  Behind  Me,. 

Columbia  Stellar  Ouartet  10 
CORNET  CLASSICS 

A2553  Macushla  Herbert  L.  Clarke  10 

Killarney  Herbert  L.  Clarke  10 

MISS   FAGAN   WHISTLES   OLD  FAVORITES 
A2555  Listen  to  the  Mocking  Bird. 

Sybil  Sanderson  Fagan  10 

Old  Folks  at  Home  Sybil  Sanderson  Fagan  10 

A2551  Up  For  Sentence  Golden  and  Lleins  10 

The  Colored  Recruit  Golden  and  Heins  10 

JULY  MID-MONTH  LIST  ON  SALE  JULY  10 
A2560*Rock-a-Bve  Your  Baby   With  a  Dixie  Melody. 

from  ''Sinbad"  Al  Jolson  10 

Alice.  I'm  in  Wonderland  (Since  the  Day  That 

I  First  Met  You)  Sterling  Trio  10 

T2561*The  Daughter  of  Rosie  O'Grady ...  Robert  Lewis  10 

Bye  and  Bye  Campbell  and  Burr  10 

A2557*I  Wonder  What  They're  Doing  Tonight, 

Arthur  Fields  and  Peerless  Quartet  10 
I'm  Always  Chasing  Rainbows,  from  "Oh,  Look," 

Harry  Fox  10 


A2558*Cheer  Up,  Mother, 

Hugh  Donovan  and  James  Reed  10 
When  the  War  is  Over  I'll  Return  to  You, 

Peerless  Quartet  10 
A2552   A  Frangesa — Intro.:  Vocal  Chorus, 

. .  Prince's  Band  10 
French  National  Defile  March ....  Prince's  Band  10 
A6046*Toujours  ou  Jamais  (Ever  or  Never), 

Prince's  Orchestra  12 

Danube  Waves  Prince's  Orchestra  12 

A2550*At  the  Cotton  Picker's  Ball — Fox-trot, 

Marimbaphone  Band  10 
There's  a  Lump  of  Sugar  Down  in  Dixie — Med- 
ley One-step.     Intro.:   (1)   Cleopatra,   (2)  'N 
Ev'rything  from  "Sinbad," 

Marimbaphone  Band  10 

A6047*Rose  Room  Fox-trot  Prince's  Band  12 

Where  Those  Cotton  Blossoms  Grow — Medley 
One-step.  Intro.:  (1)  When  You  Feel  a  Little 
Longing  in  Your  Heart,  from  "The  Love 
Mill,"  (2)  The  Love  Mill  Prince's  Band  12 

"Records  marked  with  an  asterisk  are  all  featured  in  the 
Dealers'  Service  August  Window  Display  material. 

PATHE  FRERES  PHONOGRAPH  CO. 

POPULAR  "HITS"  OF  THE  MONTH 
20393  Your  Lips  Are  'No  Man's  Land  But  Mine  (Em- 

pey-McCarron-Morgan  Campbell  and  Burr 

•    Our   Country's    In    It   Now  (Empey-McCarron- 
Morgan)  Invincible  Four  (Male  Quartet) 

20388  Won't  You  Be  a  Dear,  Dear  Daddy  (Creamer- 

Layton)  The  Farber  Girls 

They  Were  All  Out  of  Step  But  Jim  (Berlin), 

Constance  Farber,  Contralto  10 

20391  We   Stopped   Them  at  the  Marne   (Lieut.  Gitz 

Rice  Arthur  Fields  and  Invincible  Four 

If  He  Can  Fight  Like  He  Can  Love,  Good-night 
Germany!  (Mever) ....  Arthur  Fields,  Baritone 

20389  Hello  America,  Hello  (Fairman). 

Louis  Winsch,  Baritone  10 
From  the  North,  South.  East  and  West  (Lauder), 
William  Simmons,  Baritone 

20390  I  Miss  That  Mississippi  Miss  That  Misses  Me 

(Wendling)  Big  City  Four 

My  Belgian  Rose  (Garton), 

Harry  McClaskey,  Tenor 

20392  Those  Draftin'  Blues  (Pinkard), 

Arthur  Collins.  Baritone  10 
If  You're  Crazy  About  the  Women,  You're  Not 
Crazy  At  All  (Ruby) .  .Joe  Remington,  Baritone 
20387  She's  Not  in  Tipperary  (Chapin), 

Invincible  Four  (Male  Quartet) 
Alice,  I'm  In  Wonderland  (Fields-Morse), 

Sterling  Trio  10 
25016  There's  a  Long.  Long  Trail  (Elliott), 

Percy  Hemus  and  His  Buddy  Boys  10 
Khaki  Sammy  (Carpenter), 

Percy  Hemus,  Baritone  10 
29208  Ten  Little  Bridesmaids  (Watson-Lee), 

Jack  Norworth,  Baritone,  Piano  accomp. 
I  Stopped,  and  I  Looked,  and  I  Listened!  (Ayer;, 
Tack  Norworth.  Baritone.  Piano  accomp. 
NEW  STANDARD  BALLADS  SUNG  IN  ENGLISH 
40125  Because  I  Love  You  Dear  (Stanton-Hawley), 

James  Stanley,  Basso 

Danny  Boy  ( Weatherley) , 

Marie  Van  Essen,  Contralto 
52030  An  Irish  Folk-Song  (Foote). 

Alma  Beck,  Contralto 

Last  Night  (Kjerulfl  Alma  Beck.  Contralto 

29202  O  Canada!  Our  Father's  Land  of  Old  (Laval- 

iee)  Frank  Oldfield,  Baritone 

I  Love  You,  Canada  (Manlev), 

Frank  Oldfield.  Baritone 
NEW  INSTRUMENTAL  RECORDS 
60071  Thais  (Massenet)  "Meditation,"  Violin  solo, 

Jacques  Thibaud,  Piano  accomp. 
Serenade  (Schubert),  Violin  solo, 

Tacques  Thibaud,  Piano  accomp. 

20381  Where  the  River 'Shannon  Flows  (Russell),  Cor- 

net solo  Bohumir  Kryl,  Piano  accomp. 

Killarney  (Balfe),  Cornet  solo, 

Bohumir  Krvl,  Piano  accomp.  10 

20382  Here  Comes  America   (Glogau-Piantadosi),  Med- 

ley One-step.    Intro.:  "Send  Me  Away  With  a 

Smile"  Accordion  duet,  Boudini  Brothers  10 

Silver  Heels   (Moret),  "Intermezzo"  Banjo  and 
Accordion  ....  Edward  Bovnton  and  D.  Boudini 
NEW  GEMS  BY  THE  IIAWAIIANS 
20385  Hawaiian  Nights  (Roberts).  Waltzes, 

Louise  and  Ferera  Hawaiian  Orchestra  10 
Scfmewhere  in  Hawaii  (MacMeekin), 

Louise  and  Ferera  Hawaiian  Orchestra 
NEW  PATHE  "DE  LUXE"  DANCE  RECORDS 
29207  Military  Waltz  (Logan)  .  American  Republic  Band 
While  the  Incense  is  Burning  (Smith),  Medley 
Fox-trot.    Intro.:  "Rose  Room  Fox-trot," 

American  Republic  Band 
71002  Oh!  Look!   (Carroll),  Medlev  Fox-trot.  Intro.: 
"Typical  Topical  Tunes."  "A  Kiss  for  Cinder- 
ella," "I'm  Always  Chasing  Rainbows." 

American  Republic  Band 
Sweet   Little   Buttercup    (Paley),   Medley  One- 
step.    Intro.:  "Cleopatra"  from  "Sinbad," 

American  Republic  Band 
SPECIAL   LIST  OF  SEASONABLE  SUMMER  DANCE 
RECORDS 

20317  The   Tickle   Toe.    from   "Going   Up"  (Hirsch). 

Medley    Fox-trot.  ...  American    Republic  Band 
The  Moonlight  Waltz  (Logan), 

American  Republic  Band  10 
20321  My  Sweetie  (Snvder-Louis-Young),  Medlev  Fox- 
trot Boudini   Brothers,  Accordionists 

A  Scotch  High  Ball  (Arr.  by  Boudini  Brothers) 
(Medley  One-step). 

Boudini  Brothers,  Accordionists 
20320  Going  Up,  from  "Going  Up,"  Medley  One-step. 

American  Republic  Band 
Midnight  Valse  (Holland), 

American  Republic  Band 
20319  When  You  Come  Back  (Frey),  One-step. 

The  Story  Book  Ball  (Montgomerv-Perrv),  Fox- 
trot \merican  Republic  Band 

20357  A  Baby's  Prayer  at  Twilight  (Jerome),  One-step. 

American  Republic  Band 
Flower  of  the  Orient  (Savino),  "Waltz." 

American  Republic  Band 
20356  Oh!  Lady!  Lady!  (Kernt,  Medley  Fox-trot, 

American  Republic  Band 
Pack  LTp  Your  Troubles  in  Your  Old  Kit  Bag. 

Medlev  One-step  American  Republic  Band 

20328  Stockyard  Blues  (Pinl-ardl.  Fox-trot, 

Van  Eps-Banta  Dance  Orchestra 
Popularity  (Cohan),  One-step, 

Van  Eps-Banta  Dance  Orchestra 
20368  Why  Do  They  All  Take  the  Night  Boat  to  Al- 
bany? One-step, 

Hotel  Biltmore  Dance  Orchestra 
When  I  Feel  Sad  and  Lonely  (Fuller),  Fox-trot, 
Hotel  Biltmore  Dance  Orchestra 
29200  Toot  Toot  (Kern),  Medley  One-step, 

Hotel  Biltmore  Dance  Orchestra 


The  Booster  (Lake),  Fox-trot, 

Hotel  Biltmore  Dance  Orchestra  12 
71001  I'll   Think   of  You,   from  "The  Rainbow  Girl" 
(Hirsch),  Medley  Fox-trot, 

Hotel  Biltmore  Dance  Orchestra  14 
Songs  of  the  Night  (James),  "Waltz," 

Llotel  Biltmore  Dance  Orchestra  14 
NEW  OPERATIC  AND  CLASSIC  VOCAL  RECORDS 
Important  Issue  of  Single  Face  Records,  Sung  by  Lucien 
Muratore,  World  Famous  Tenor — Chicago  Opera  Co. 

54001  Manon    (Massenet),  "Ah!   fuyez,   douce  image" 

(Depart!  Fair  Vision) — In  French, 

Lucien  Muratore,  Tenor  12 

54002  La  Marseillaise  (de  l'lsle)— In  French, 

Lucien  Muratore,  Tenor  12 
59057  Barbiere  di  Siviglia'  (Rossini),  "Cavatina,"  Part 

1,  in  Italian  Tito  Schipa,  Tenor  12 

Barbiere  di  Siviglia  (Rossini),  "Cavatina,"  Part 

2,  in  Italian   Tito   Schipa,  Tenor  12 

25017  Se  Saran  Roses  (When  Bloom  the  Roses)  (Ar- 

diti)  Grace  Hoffman,  Soprano  10 

Staccato  Polka  (Mulder), 

Grace  Hoffman,  Soprano,  Violin,  Flute  and 

Piano  accomp.  10 
NEW  BAND  AND  ORCHESTRA  RECORDS 
20384  Marche  Indienne  (Sellenick), 

American  Regimental  Band  10 
Turkish  Patrol  (Michaelis), 

American   Regimental  Band  10 
20386  A  Darkey's  Dreamland,  Part  1  (Bidgood), 

London  Military  Band  10 
A  Darkey's  Dreamland,  Part  2  (Bidgood), 

London  Military  Band  10 
20383  The  Humming  Bird  (Sellenick), 

Pathe  Freres  Orchestra  10 
The  Flower-Strewn  Pathway  (Gouirand), 

Pathe  Freres  Orchestra  10 
29206  Polonaise  Militaire  (Chopin), 

Royal  Court  Orchestra  12 
Funeral  March  of  a  Marionnette  (Gounod), 

Royal  Court  Orchestra  12 
40130  Demoiselle  Chic  (Fletcher),  "Intermezzo," 

Imperial  Symphony  Orchestra  12 
Handel  Wakes  (Mornssy), 

Imperial  Symphony  Orchestra  12 


EDISON  BLUE  AMBEROL  RECORDS 

CONCERT  RECORD 
28287  Le  Nil   (Xaxier  Leroux).     Soprano,  in  French, 

violin  obbligato  and  orch  Odette  Le  Fontenav 

REGULAR  LIST 

3520  Alice,   Where  Art  Thou?   (J.   Asher).  Tenor, 

orch.  accomp  Ralph  Errolle 

3529  Chimes  of  Normandy   (Jack  Wells).  Contralto, 

orch.  accomp  Helen  Clark 

3521  Connaugh    Man — Medley    of    Jigs,  Accordion, 

piano  accomp.,  by  Joe  Linder  John  J.  Kimmel 

3530  Creatore's  Band  March  (Gerardo  Iasilli), 

Creatore  and  His  Band 

3522  He  Lifted  Me  (Chas.  H.  Gabriel).    Mixed  voices, 

orch.  accomp  Metropolitan  Ouartet 

3519  I'll  Come  Back  to  You  When  It's  All  Over 
(Kerry  Mills).    Baritone,  orch.  accomp., 

Edward  Allen  and  Chorus 

3511  I'm  Just  a  Ragged  Newsboy,   But  My  Heart's 

True   Blue    (Harry   D.   Kerr).     Tenor,  orch. 

accomp  Walter  Van  Brunt 

3528  Just  Like  Washington  Crossed  the  Delaware, 
General  Pershing  Will  Cross  the  Rhine  (George 
W.  Meyer).    Baritone,  orch.  accomp., 

Arthur  Fields  and  Chorus 

3526  Kiss  Me  Again  Waltz  (Victor  Herbert). 

Waikiki  Hawaiian  Orchestra 
(with  Louise  and  Ferera) 

3513  Last  Long  Mile — Toot-Toot  (Lieut.  Emil  Breiten- 

feld).    Orch.  accomp  Billy  Murray  and  Chorus 

3517  Lorraine  (My  Beautiful  Alsace-Lorraine)  (Fred 

Fisher).    Tenor,  orch.  accomp., 

Vernon  Dalhart  and  Chorus 

3514  Oh!  Min!    (Isham  Jones).     Comic  Song,  orch. 

accomp.   Edward  Meeker 

3516  On  the  Road  to  Home  Sweet  Home  (Egbert  Van 
Alstine).    Tenor  and  baritone,  orch.  accomp., 

John  Young  and  George  W.  Reardon 
3510  Rag-a-Minor — One-step  (Julius  Lenzberg), 

Jazzarimba  Orchestra 

3508  Rigoletfo  Selection,  Part  1  (Verdi), 

American  Symphony  Orchestra 

3509  Rigoletto  Selection,  Part  2  (Verdi), 

American  Symphony  Orchestra 

3523  Roamin'  in  the  Gloamin'  (Harry  Lauder).  Orch. 

accomp  Glen  Ellison 

3531  That  Grand  Old  Gentleman   (Uncle  Sam)  (Gus 

Edwards).    Baritone,  orch.  accomp., 

Arthur  Fields  and  Chorus 

3515  There's  a  Lump  of  Sugar  Down  in  Dixie  (Albert 

Gumble).    Tenor,  orch.  accomp. ..  .Vernon  Dalhart 

3518  Three   Pickaninnies    (Kendis-Brockman) .  Orch. 

accomp  Collins  and  Harlan 

3524  Three  Wonderful  Letters  from  Home  (James  F. 

Hanley).    Tenor,  orch.  accomp., 

George  Wilton  Ballard 

3512  Volunteers  March  (John  Philip  Sousa), 

New  York  Military  Band 

3525  We  Stopped  Them  at  the  Marne   (Lieut.  Gitz 

Rice).    Male  voices,  orch.  accomp. . Premier  Quartet 

3527  When  You  Feel  a  Little  Longing  in  Your  Heart — 

The  Love  Mill  (Alfred  Francis).    Soprano  and 
tenor,  orch.  accomp., 

Gladys  Rice  and  Vernon  Dalhart 
A  FEW  SELECT  RECORDINGS 

1747  Baseball  Girl.  Talking  Ray  Cox 

2025  Is  My  Name  Written  There?  (Davis), 

John  Young  and  Fred  Wheeler 
2184  La  Boheme — Rudolph's  Narrative  (Puccini), 

Charles  Harrison 
2068  When  Dreams  Come  True  (Hein  and  Webb), 

Thomas  Chalmers 
1956  When  the  Bell  in  the  Lighthouse  Rings  (Solman), 

Gus  Reed 


THOS.  A.  EDISON,  INC. 

S3074  Elegie  (Jules  Massenet).    Tenor,  in  French, 

Guido  Ciccolini 
'O    Sole    Mio    (My    Sunshine),    (Eduardo  di 

Capua).    Tenor,  in  Italian  Guido  Ciccolini 

82125  Chant   Hindou    (Hindoo   Song),    (H.  Bemberg). 

Soprano,  in  French  Odette  Le  Fontenay 

Le  Nil  (The  Nile),  (Xavier  Leroux).  Soprano, 

in  French  Odette  Le  Fontenay 

S2129  O  Dry  Those  Tears!  (Teresa  del  Riego).  Con- 
tralto Caroline  Lazzari 

Oft  in  the  Stilly  'Night.  Contralto.  .Caroline  Lazzari 
80365  Douglas!  Tender  and  True   (Lady  John  Scott). 

Contralto  Amy  Ellerman 

r~Wonderful   Thing    (Clare   Kummer).  Soprano, 

Betsy  Lane  Shepherd 
8038S  Down  in  Lily  Land   (F.  Wallace  Rega).  Con- 
tralto and  Tenor. Marion  Evelyn  Cox,  John  Young 
Is  It  Nothing  to  You?    (Edgar-Trevor).  Con- 
tralto Betsy  Lane  Shepherd 

80389  Hold  Thou  My  Hand— Sacred  (Emelyn  R.  Mof- 

fatt  Metropolitan  Ouartet 

Why  I  Love  Him— Sacred  (B.  D.  Ackley).  Bari- 
tone Robert  E.  Clark 

(Continued  on  page  106) 


106 


THE    TALKING    MACHINE  WORLD 


July  15,  1918 


RECORD  BULLETINS  FOR  AUGUST 

(Continued  from  page  105) 

80390  Zampa  Overture — Part  1  (F.  Herold), 

American  Symphony  Orchestra 
Zampa  Overture — Part  2  (F.  Herold), 

American  Symphony  Orchestra 

80391  I'll  Take  You  Home  Again,  Kathleen  (Thomas 

P.  Westendorf).    Violin,  Violoncello,  Flute  and 

Harp  Venetian  Instrumental  Quartet 

Quanto   io    t'amo    (Satta).     Violin,  Violoncello, 
Flute  and  Harp.  ..  .Venetian  Instrumental  Quartet 
50459  Felicia  Waltz  (Vernon  Eville).    For  Dancing, 

Jaudas'  Society  Orchestra 
Sunshine   of  Your    Smile    Waltz    (Lilian  Ray). 

For  Dancing  Jaudas'  Society  Orchestra 

50466  Sari  Waltz  (E.  Kalman)  Imperial  Marimba  Band 

Stars  and  Stripes  Forever  March  (Sousa), 

Imperial  Marimba  Band 


PARAMOUNT  RECORDS 


30046 
30053 

30049 

30051 

30052 
30047 
30048 

30050 

30046 
30054 


BROADWAY  DANCE  HITS 
Calicoco  (Hugo  Frey) — Fox-trot, 

Yerkes  Jazarimba  Band 

Indianola    (Henry) — One-step, 

Original  Saxo-Jazz  Band 
Cotton  Picker's  Ball — Fox-trot, 

Red,  White  and  Blue  Marimba  Players 
Will  You  Remember  from  Maytime — Waltz, 

Red,  White  and  Blue  Marimba  Players 
TWO  NEW  SONG  HITS 
A  Little  Blue  Star  in  the  Window — Tenor  solo, 

Henry  Burr 

Three  Picaninnies  (Prockman)  .  .  .  .Collins  and  Harlin 

PATRIOTIC  AND  OTHER  MARCHES 
Columbia,  Gem  of  the  Ocean  and  Star  Spangled 

Banner  (Shaw-Key-Arnold)  Rogers  Band 

American  Patrol  (Meachman)  Rogers  Band 

Stars  and  Stripes  Forever  (Sousa)  Rogers  Band 

Boston  Commandery  (Carter)  Rogers. Band 

On  Wisconsin  (W.  T.  Purdy)  Rogers  Band 

Washington  Post  March  (Sousa)  Rogers  Band 

Aida — Grand  March  (Verdi)  Rogers  Band 

Baltimore  Centennial  March  (Herbert) .  .Rogers  Band 
INSTRUMENTAL  AND  VOCAL  RECORDS 
Perfect   Day    (Jacobs-Bond).     'Cello,   piano  and 

violin   Paramount  Trio 

Simple   Confession    (Thome).     'Cello  Solo, 

Albert  Taylor 

Serenade  (Drigo).    Violin  solo.  Edmund  Thiele 

Souvenir  (Drdla).    Violin  solo  Samuel  Gardner 

Angel's  Serenade  (Braga).    Violin  obbligato, 

Kerns-Gardner 

Ave  Maria  (Schubert).    Violin  solo. Samuel  Gardner 


EMERSON  PHONOGRAPH  CO. 

Sixty-five  Cent  Records 
PATRIOTIC  AND  POPULAR  SONGS  OF  THE  HOUR 

940  If  He  Can  Fight  Like  He  Can  Love,  Good  Night 

Germany      (Clarke-Rogers-Meyer)  - —  Patriotic 

solo,  orch.  accomp  Eddie  Nelson 

If  You're  Crazy  About  the  Women,  You're  Not 
Crazy  At  All  (Bryan-Leslie-Ruby) — Baritone 
Solo,  orch.  accomp  Henry  Lewis 

944  We're  All  Going  Calling  on  the  Kaiser  (Caddi- 

gan-Brennan) — Patriotic  Solo,  orch.  accomp., 

Harry  Evans 
I  May  Stay  Away  a  Little  Longer  (A.  Von  Til- 
zer-Brown) — Patriotic  Solo,  orch.  accomp., 

Harry  Evans 

942  Three  Wonderful  Letters  From  Home  (Goodwin- 

Macdonald-Hanley) — Tenor  Solo,  orch.  accomp., 

Frank  Woods 
A    Soldier's    Rosary  "  (Dempsey-Burke) — Tenor 

Solo,  orch.  accomp  Frank  Woods 

939  God  Be  With  Our  Boys  Tonight  (Bowles-San- 
derson)— Tenor  Solo,  orch.  accomp.  .Frank  Woods 
Southern  Medleys,  Vocal  Quartet. ...  Liberty  Quartet 

941  Star    Spangled    Banner    (Francis   Scott    Key) — 

American  National  Hymn, 

Liberty  Chorus,  accomp.  by  Emerson  Military  Band 
Our  Allies.    National  Hymns  of  the  Allies, 

Emerson  Military  Band 

943  Just  Before  the  Battle,  Mother  (George  F.  Root), 

Tenor  Solo,  orch.  accomp  Frank  Woods 

Love's  Old  Sweet  Song  (Bingham-Molloy) — 
Vocal  Quartet  Liberty  Quartet 

946  When  Alexander  Takes  His  Ragtime  Band  to 

France    (Bryan-Hess-Leslie) — Character  Patri- 
otic song,  orch.  accomp  Eddie  Nelson 

Cheer  Up   Father,   Cheer  Up  Mother  (Bryan- 
Paley) — Patriotic  Solo,  orch.  accomp.  .Harry  Evans 
948  When  We  Meet  in  the  Sweet  Bye  and  Bye  (Mur- 
phy)— Tenor  Duet,  orch.  accomp., 

George  Gordon  and  Robert  Bruce 
Oh,  Moon  of-  the  Summer  Night  (Flynn-Bial)  — 

Vocal  Quartet,  orch.  accomp  Liberty  Quartet 

LATEST  DANCE  HITS 

947  There's  a  Lump  of  Sugar  Down  in  Dixie  (Gum- 

ble-McCabe) — Fox-trot  Emerson  Military  Band 

Everybody's  Crazy  'Bout  the  Dog  Gone  Blues 
( Creamer-Lay  ton-Egan-Stept) — Fox-trot, 

Emerson  Military  Band 

945  Kirmanshah  (Claypoole-Eastwood) — Oriental  One- 

step — Banjo,  Piano  and  Saxophone, 

Van  Eps  Banta  Trio 
Sing    Ling    Ting    (Cobb) — Chinese      One-step — 
Banjo,  Piano  and  Saxophone, 

Van  Eps  Banta  Trio 


LYRAPHONE  CO.  OF  AMERICA 

STANDARD  SONGS 
7111  Bell  Song  (from  "Lakme")  .Regina  Vicarino,  Soprano 
Bird  Song  (from  "Pearl  of  Brazil"), 

Regina  Vicarino,  Soprano 
6143  Loch  Lomond  (Old  Scotch) ....  Ethel  Leigh,  Soprano 
Love's  Old  Sweet  Song  (Molloy), 

Esther  May,  Contralto 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  (or  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  505  5th  Ave.,  N.  Y. 


6144 

5134 

5135 

5136 
5137 

8122 

4147 
4148 

4149 

4150 

4151 
4152 


When  the  Roll  is  Called  Up  Yonder  (Block), 

St.  Cecilian  Quartet 
Still,  Still  With  Thee  (Garrish) . .  St.  Cecilian  Quartet 

POPULAR  SONG  HITS 
A  Little  Bit  of  Sunshine  (Hanley), 

John  McConnell,  Baritone 
Mammy's  Little  Coal  Black  Rose  (Whiting), 

James  Tree  and  Ethel  Leigh 
I'm  Going  to  Follow  the  Boys  (Monaco), 

John  McConnell,  Baritone 
The  Yanks  Started  Yankin'  (McCarron-Morgan) , 

John  McConnell,  Baritone 

K-K-K-Katy    (O'Hara)  Harry  Williams,  Baritone 

In  Berry  Picking  Time  (Wenrich), 

Harry  Williams,  Baritone 
I  Miss  That  Mississippi  Miss  (Wendling), 

Lyric  Male  Quartet 
There's  Another  Angel  Now  in  Old  (Bernard), 

Lyric  Male  Quartet 
INSTRUMENTAL  RECORDS 
Serenade  (Titl) — Violin,  Flute  and  Harp, 

Instrumental  Trio 

Salut  d'Amour — Violin,  Flute  and  Harp..Elger  Trio 
HAWAIIAN  RECORDS 

Aloha  Oe  (Liliuokalani)  ..Louise  and  Ferera 

Ua  Like  No  a  Like  (Sweet  Constancy), 

Louise  and  Ferera  and  Hawaiian  Orchestra 
Yaaka  Hula,  Hickey  Dula  (Wendling-Younge), 

Louise  and  Ferera,  Hawaiian  Guitars 

Kilina  Waltz, 

Louise  and  Ferera  and  Hawaiian  Orchestra 
DANCE  RECORDS 

Callico — Fox-trot   Lyric  Dance  Band 

A  Baby's  Prayer  at  Twilight — One-step, 

Lyric  Dance  Band 

Indianola — Fox-trot    Lyric  Dance  Band 

Homeward  Bound — Medley  One-step, 

Lyric  Dance  Band 

Military  Waltz  (Logan)  Lyric  Dance  Band 

Umbrellas  to  Mend — One-step  Lyric  Dance  Band 

The  Memphis  Blues — Fox-trot, 

Piano  and  Saxophone  Duet 
Dolores  Waltz  Accordion  Duet 


5137 


5138 


5142 


5134 


5135 


5143 


5146 


5147 


5148 


5151 


5154 


5155 
5150 


accomp. 
accomp. 


4122 


4125 


OPERAPHONE  CO.,  INC. 

POPULAR  SONGS 
Black  Label 

'N  Everything,  from  "Sinbad,"  Winter  Garden 
(De  Sylvia-Kahn-Jolson), 

Billy  Edwards,  Baritone,  orch.  accomp. 
K-K-K-Katy  (O'Hara), 

Arthur  Courtney,  Baritone,  orch.  accomp. 
What  Are  You  Going  to  Do  to  Help  the  Boys?  • 
(Kahn-Van  Alstyne), 

Robert  Scarth;  Baritone,  orch.  accomp. 
Rock-a-Bye  Baby  With  a  Dixie  Melody  (Lewis- 
Young-Schwartz), 

James  Barton,  Baritone,  orch.  accomp. 
The  Last  Long  Mile,  from  "Toot  Toot"  (Brei- 

tenfield)  Bob  Ransom,  Baritone,  orch.  accomp. 

She's   the   Daughter   of   Rosie   O'Grady  (Brice- 

Donaldson)  . . .  Duke  Howard,  Tenor,  orch.  accomp. 
Lorraine,  My  Beautiful  Alsace-Lorraine  (Bryan- 
Fischer)  .  .Bob  Livingston,  Baritone,  orch.  accomp. 
Where   the   Morning    Glories    Grow  (Whiting- 

Kahn-Egan) ....  Southern  Male  Trio,  orch.  accomp. 
Hail!  Hail!     The  Gang's  All  Here  (Morse), 

Homestead  Male  Quartet,  unaccomp. 
Keep  Cool,  the  Country's  Saving  Fuel  .(McCar- 

ron)  Forrest  Orr,  Baritone,  orch.  accomp. 

My  Little  Rambling  Rose  (Freeman), 

Courtney  and  Turner,  Male  Duet,  orch.  accomp. 
Sorter  Miss  You  (Smith), 

Russell  Page,  Baritone,  orch.  accomp. 
Tom,  Dick,  Harry  and  Jack  (Ager), 

George  Howell,  Tenor,  orch.  accomp. 
Give  Me  Back  the  Right  to  Love  You  (Glatt), 

Southern  Male  Trio,  orch.  accomp. 
I'm  Sorry  I  Made  You  Cry  (Clesi), 

Oliver  Whitney,  Tenor,  orch. 
Homeward  Bound  (Meyer), 

Ned  Pembroke,  Baritone,  orch. 
I'm  Going  to  Follow  the  Boys  (Monaco), 

Charles  Tackson,  Baritone,  orch.  accomp. 
In  the  Land  of  Wedding  Bells  (Meyer).  Duet, 

Campbell  and  Burr,  orch.  accomp. 
Are  You  From  Heaven?  (Friedland), 

Thomas  Carroll,  Tenor,  orch.  accomp. 
In  Berry  Pickin'  Time  (Wenrich), 

Howard  Stanton.  Baritone,  orch.  accomp. 
For  the  Two  of  Us  (Leslie-Ruby), 

Courtney  and  Turner,  Male  Duet,  orch.  accomp. 
Sweet  Little  Buttercup  (Paley), 

Peerless  Quartet,  orch.  accomp. 

Mandy  Lou  (Cook), 

Harry  La  Blanc,  Tenor,  orch.  accomp. 
He's  Always  Hanging  Around  (Sissle-Blake) , 

Harvey  Lake,  Tenor,  orch.  accomp. 
Good-Night  Angeline  (Blake-Sissle), 

Walter  Hale.  Tenor,  orch.  accomp. 
When  the  Boys  From  Dixie  Eat  the  Melon  on 
the  Rhine  (Breuer), 

Southern  Male  Quartet,  orch.  accomp. 
Liberty  Bell  (Mohr) .  Peerless  Quartet,  orch.  accomp. 
Chimes  of  Normandy  (Wells), 

Blanche  Do,uglas,  Contralto,  orch.  accomp. 
That's  What  Ireland  Means  to  Me  (Hanley), 

Ray  White,  Tenor,  orch  accomp. 
Little  Alabama  Coon  (Starr), 

Wilbert  McWatters.  Tenor,  orch.  accomp. 
DANCE  RECORDS 
Black  Label 

Sing  Me  Love's  Lullaby  (Morse-Silesin).  Intro.: 
"Love,  Here  Is  My  Heart."    Medley  Waltz, 

O'peraphone  Dance  Orchestra 
Leave   It   to   Jane    (Wodehouse-Kern).  Intro.: 
"The  Crickets  Are  Calling,"  Medley  Fox-trot. 

Operaphone  Band 
We're   Going  Over   (Lange).     Intro.:  "There'll 
Be  a  Hot  Time  in  the  U.  S.  A.,"  Medley  One- 
step  Operaphone  Band 

Indianola  (Henry-Onivas).  Fox-trot, 

1  Operaphone  Band 
The  Darktown   Strutters   Ball    (Brooks).  Fox- 
trot Operaphone  Band 

I'm  Coming  Back  to  You,  Poor  Butterfly  (Don- 
nelly-Golden-Hubbell).  Intro.:  "Gee!  What  a 
Wonderful  Mate  You'll  Be,"  Medley  Fox-trot. 

Operaphone  Band 
Smile   and    Show   Your   Dimple  (Berlin-Ruby). 
Intro.:  "The  Dixie  Volunteers,"  Medley  Fox- 
trot Operaphone  Dance  Band 

Long  Brfv  (Herschell-Walker).  One-step, 

Operaphone  Band 
The    Wild,    Wild    Women  (Piantadosi-Pierce- 
Glogau).    Intro.:  "Look  Me  Up  When  You're 

in  Dixie."  Medley  Fox-trot  Operaphone  Band 

My  Dough  Boy  (Frey).  One-step, 

Puliski,  Accordion  Solo  orch.  accomp. 
Goulash  (Egan), 

Puliski,  Accordion  Solo,  Fox-trot,  orch.  accomp. 
Here  Comes  America  (Piantadosi-Glogau).  Intro.: 
"Send  Me  Away  With  a  Smile,"  Medley  One- 
step.  ..  .Bros.  Delenti,  Accordion  Duet 
My  Sweetie  (Snyder-Louis- Young).  Intro.:  "Meet 
Me  at  the  Station,  Dear,"  Medley  Fox-trot, 

Bros.  Delenti,  Accordion  Duet 
Hiram's  Huskin'  Bee  (Sweatman-Bonnell-Daly) . 
Intro.:  (1)  "Down  Home  Rag,"  (2)  "Turkey 


4131 
4132 

4134 
4136 
4137 

3105 
3110 
3111 

6130 
6129 
6122 


7121 
7119 


In  the  Straw,"  (3)  "Chicken  Reel"  (Charac- 
teristic Medley) ...  .Bros.  Delenti,  Accordion  Duct 
The  Story  Book  Ball  (Montgomery-Perry).  Fox- 
trot Operaphone  Dance  Band 

Calicoco   (Frey).     Fox-trot  Operaphone  Band 

The   Tickle   Toe    (Hirsch),    from   "Going  Up." 
Intro.:   "If  You  Look  in  Her  Eyes,"  Medlev 

Fox-trot  Operaphone  "Band 

The  Moonlight  Waltz  (Logan)  Operaphone  Band 

A  Baby's  Prayer  at  Twilight  (Jerome).  One-step, 

Operaphone  Band 
Oh!  Lady,  Lady.    Intro.:  "You  Found  Me  and 
I  Found  You,"  "When  the  Ship  Comes  In," 

Medley  Fox-trot  Operaphone  Band 

When  the  Saxophone  Is  Playing  (Hirsch),  from 
"The  Grass  Widow,"  Medley -Fox-trot, 

Van  Eps,  Banjo,  Saxophone  and  Piano 
Love  Me  at  Twilight  (Grant).  Fox-trot, 

Operaphone  Band 
When  You  Come  Back  (Frey).  One-step, 
_  Operaphone  Band 

Dance  With  Me  (Pollock-Wolf-Hirsch) .  Intro.: 
"Just  You  and  Me,"  from  "The  Grass  Widow," 

Operaphone  Band 
HAWAIIAN  RECORDS 
Black  Label 
My  Lonely  Lola  Lo  (Solman), 

Sterling  Trio,  Hawaiian  accomp. 
He  Lei  Kaiulani  (Hawaiian  Medley), 

Louise  and  Ferera,  Hawaiian  Guitars 
Ninijso  (Kilima), 

Louise  and  Ferera,  Hawaiian  Guitars 
Aloha  Land  (Herzer).  "Waltz," 

Louise  and  Ferera,  Hawaiian  Guitars  with  Ukulele 
One,  Two,  Three,  Four  (Alau), 

Louise  and  Ferera,  Hawaiian  Guitars  with  Singing 
Mi  ssouri  Waltz.    Intro.:  "Hush-a-Bye  My  Baby," 

Louise  and  Ferera,  Hawaiian  Guitars 
STANDARD  VOCAL  RECORDS 
Blue  Label — Price  75  cents 
Loch  Lomond  (Old  Scotch  Air), 

Marjie  Dow,  Soprano,  orch.  accomp. 
John  Anderson,  My  Jo  (Burns-Hopekirk), 

Jane  Hall,  Contralto,  orch.  accomp. 
Love's  Old  Sweet  Song  (Molloy), 

Lola  Hayman,  Contralto,  Hawaiian  accomp. 
Absence  Makes  the  Heart  Grow  Fonder  (Dillea), 

Harry  Home.  Tenor,  orch.  accomp. 
In  the  Sweet  Bye  and  Bye  (Webster), 

Homestead  Male  Quartet,  unaccomp. 
Still,  Still  With  Thee  (Garrish), 

Mozart  Male  Quartet,  unaccomp. 
INSTRUMENTALS 
Red  Label 

Joffre  March  (Savino)  Operaphone  Band 

Wisconsin  Forward  Forever  (Sousa).  March, 

Operaphone  Band 

Liberty  Lads'  March   (Smith)  Military  Band 

Lights  Out  March  (McCoy)  Military  Band 

Trudchen  (Dutch  Doll  Dance)  (Rich), 

Operaphone  Concert  Orchestra 
Fireflies  "Intermezzo"  (Savino), 

Operaphone  Concert  Orchestra 


EMERSON  PHONOGRAPH  CO. 


7367 


7374 


7381 


7380 


7378 


7375 


7384 


7376 


7383 
7382 


Thirty-five  Cent  Records 
PATRIOTIC  AND  POPULAR  SONG  HITS 
If  He  Can  Fight  Like  He  Can  Love,  Good  Night 
Germany     (Clarke  -  Rogers  -  Meyer) — Patriotic 

solo,  orch.  accomp  Eddie  Nelson 

When  I  Come  Back  to  You  We'll  Have  a  Yan- 
kee-Doodle Wedding  (Tracey-Stern)—  Patri- 
otic solo,  orch.  accomp  Eddie  Nelson 

Hello  Central,  Give  Me  No  Man's  Land  (Lewis- 
Young-Schwartz) — Tenor  solo,  orch.  accomp., 

Robert  Rice 

Love's  Old  Sweet  Song  (Bingham-Molloy) — Vocal 
quartet  Liberty  Quartet 

We're  All  Going  Calling  On  the  Kaiser  (Caddi- 
gan-Brennan) — Character  patriotic  song,  orch. 
accomp  Harry  Evans 

You  Belong  to  the  U.  S.  A.  (Hugo  Emerson) — 
Patriotic  solo,  orch.  accomp  Harry  Evans 

Cheer  Up  Father,  Cheer  Up  Mother  (Bryan- 
Daley) — Patriotic  solo,  orch.  accomp.,  . 

Harry  Evans 

A  Soldier's  Rosary  (Dempsey-Burke) — Tenor 
solo,  orch.  accomp  Frank  Woods 

Three  Wonderful  Letters  From  Home  (Goodwin- 
Macdonald-Hanley) — Tenor  solo,  orch.  accomp., 

George  Gordon 

Southern  Medleys — Vocal  quartet.  ..  .Liberty  Quartet 

We  Stopped  Them  at  the  Marne.    It's  to   

With   Germany    (Lieut.    Gitz    Rice) — Patriotic 
solo,  orch.  accomp  D.  (Bud)  Bernie 

Oui,  Oui  Marie  (Wee,  Wee  Marie)  (Bryan- 
McCarthy-Fisher) —  Character  song,  orch. 
accomp  :  Ben  Linn 

Chimes  of  Normandy  (Bryan-Wells) — Vocal  trio, 
orch.  accomp  Excelsior  Trio 

Loch  Lomond.  By  Yon  Bonnie  Banks  (Tenor 
solo,  orch.  accomp  George  Gordon 

I  May  Stay  Away  a  Little  Longer  (Brown-A. 
Von  Tilzer) — Baritone  solo,  orch.  accomp., 

Harry  Evans 

The  Makin's  of  the  U.  S.  A.  (Bryan-H.  Von 
Tilzer) — Patriotic  solo,  orch.  accomp., 

Eddie  Nelson 

LATEST  DANCE  HITS 

There's  a  Lump  of  Sugar  Down  in  Dixie  (Gum- 
ble-McCabe) — Fox-trot  Emerson  Military  Band. 

Land   of   the   Maple    (Muir-Laurendeau) — Cana-  ' 
dian  March  and  One-step. .  .Emerson  Military  Band 

Everybody's  Crazy  'Bout  the  Dog  Gone  Blues 
(Creamer-Layton-Egan) — Medley  Fox-trot, 

Emerson  Military  Band 

Sorella  (L.  Gallini)— Spanish  March  and  One- 
step  Emerson  Military  Band 

Harry  Fox  Trot  (Pollack)  ...  Emerson  Military  Band 

World  Democracy  (Arthur  Bergh)— March  and 
One-step  Emerson  Military  Band 

Kirmanshah  (Claypoole-Eastwood) — Oriental  One- 
step — Banjo,  Piano  and  Saxophone, 

Van  Eps  Banta  Trio 

Sing    Ling    Ting    (Cobb)— Chinese    One-step—  . 
Banjo,  Piano  and  Saxophone.  Van  Eps  Banta  J  no 


The  general  sales  department  of  the  Colum- 
bia Graphophone  Co.  has  announced  a  cut-out 
record  list  that  embodies  records  issued  since 
the  last  cut-out  exchange  in  September,  1917. 
The  records  that  are  listed  as  cut-outs  will  not 
be  included  in  the  next  catalogs,  and  are  ex- 
changeable on  the  basis  of  one  for  one. 

George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Co.,  left  on  June  29  for  San 
Francisco.  He  made  several  addresses  at  the 
recent  annual  convention  of  the  Associated 
Advertising  Clubs  of  the  World. 


July  15,  1918 


THE    TALKING    MACHINE  WORLD 


SOME  OF  THE  LEADING  JOBBERS  OF 
TALKING  MACHINES  IN  AMERICA 


VICTOR 

DISTRIBUTORS 

VICTORS  EXCLUSIVELY 

We  make  a  specialty  of  getting  the  order 
*       out  on  time — every  time. 

The  Rudolph  Wurlitzer  Co. 

CINCINNATI  AND  CHICAGO 

Two  points  of  supply;  order  from  the  nearer 


Chas.  L.  Marshall  &  Co. 

Wholesale  Distributors  for 
Michigan  of 

S,ME  INSTRUMENT  Of  QUALITY 
onorj 
CLEAR   AS  A   IS  IE  ILL 

also  representing  Sonora  Phono- 
graph Sales  Co.  of  New  York 
in  State  of  Ohio 

810  Empire  Bldg.,  Detroit,  Mich. 


Smith,  Kline  &  French  Co. 

PHILADELPHIA 
Wholesale  Distributor*  for 

S«  INSTRUMENT  Of  QUALITY 
anor, 
CLEAR    AS   A  DELL 

In  PENNSYLVANIA,  NEW  JERSEY 
and  DELAWARE 


W.  J.  DYER  &  BRO. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


TheElectric  Supply  &  EquipmentCo. 

Exclusive  Wholesale  Distributors  for 
Southern  New  England 

STNE  INSTRUMENT  07  QUALITY 
CLE  Aft   AS  A   SELL  C 

Complete  stocks  carried  in  Boston  and  Hartford 

Little  Bldg.  103  Ally n  St. 

BOSTON,  MASS.         HARTFORD,  CONN. 


THIS  REFERS  TO  YOU,  MR.  DEALER 

Every  talking  machine  jobber  In  this  country  should  be 
represented  In  this  department,  no  matter  .what  line  he 
handles  or  where  he  Is  located.  The  cost  Is  slight  and  the 
advantage  Is  great.  Be  sure  to  have  your  card  In  this  de- 
partment of  The  Talking  Machine  World  each  month.  It 
will  pay  you  a  big  profit  on  ih«  Investment 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON,  D.  C. 
231   N.   HOWARD  STREET,  BALTIMORE,  MD 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Oa..  Columbia  Orapbopbone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Graphopbone  Co.,  10 

South  Howard  St. 
Boston,  Columbia  Orapbopbone  "o„  137  Federal 

8t. 

Buffalo,  N.  Y„  Columbia  Graphophone  Co.,  737 
Main  St. 

Chicago,  m„  Columbia  Orapbopbone  Co.,  14  N. 

Michigan  Are. 
Cincinnati.  O..  Columbia  CJraphophone  Co.,  117- 

119  W.  Fourth  St. 
Cleveland,  O.,  Columbia  Grapbopbone  Co.,  1371 

Euclid  Ave. 

Dalian,  Tex.,  Columbia  Grapbopbone  Co.,  1011 
Elm  St. 

Denver.  Colo..  Columbia  Storee  Co.,  1608  Glen- 
arm  Place. 

Detroit,  Mich.,  Columbia  Grapbopbone  Co.,  401 

Woodward  Ave. 
Indianapolis,  Ind.,  Columbia  Grapbophooe  Co., 

44  N.  Pennsylvania  St. 
Kansas  City.  Mo.,  Columbia  Grapbopbone  Co., 

1027  McGee  St. 
Los  Angeles,  Cal.,  Columbia  Graphopbone  Co., 

745  S.  Broadway. 
Minneapolis,  Minn.,  Columbia  Grapbopbone  Co., 

412-414  Nicollet  Are. 
New  Haven,  Conn..  Columbia  Grapbophone  Co.. 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Grapbopbone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Grapbopbone  Co.,  55 

Warren  St. 

Omaha,  Neb.,  Schmoiler  &  Mueller  Piano  Co. 
Philadelphia,  Pa.,  Columbia  Grapbophone  Co., 

210  N.  Broad  St. 
Pittsburg".  Columbia  Grapbophone  Co.,  632-640 

Duquesne  Way. 
Portland,  Me.,   Columbia  Grapbophone  Co.,  43 

Exchange  St. 
Portland.  Ore.,  Columbia  Grapbophone  Co..  428- 

431  Washington  St. 
Salt    Lake    City,    Ctah.    Columbia    Stores  Co., 

221  South  West  Temple. 
San  Francisco.  Cal..  Columbia  Grapbophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 
Spokane,    Wash.,    Columbia    Stores    Co.,  818 

Sprague  Ave. 
St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 

Pine  St. 

Tampa,  Fla„  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columbia    Graphophone    Co.,    54-5(5  Wellington 
St..  West.  Toronto.  Out. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
218-220  NORTH  SECOND  STREET.  RICHMOND,  VIRGINIA 
Write  for  Dealers'  Proposition 

Southern  Victor  Dealers 

Largest  Stock  VICTROLAS  and  RECORDS. 
Prompt  Shipment  and  Low  Freight  Relet. 

WALTER  D.  MOSES  &  GO. 

Oldest  Music  House  in  Virginia  or  North  Carolina. 
RICHMOND,  VA. 


-  VICTOR  Talking 
Machine    Distributors  East  of 

~"iicago. 


OLIVERTZI 
D  IT  SON 

COMPANY    Cre.tor.  of   "Th.  F..te*  Victar 

_  _   _                       Service."    let  si  tell  yon  store 

BOSTON  tboM 


ROUNTREE-CHERRY 


RICHMOND 


VIRGINIA 


Wholesale  Distributors  for 


S«  INSTRUMENT  OT  QUALITY 
onotj 
CLEAR    AS   A  BELL 


■.above  atfraust  be  satisfied! 

IN  NORTH  AND  SOUTH  CAROLINA 


Victor  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

177  Tremont  Street,  Boston 

VICTOR  DISTRIBUTORS 


Sherman.Jpay  &  Go. 

San  Francisco,  Los  Angeles,  Portland,  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 


Distributors  of 


Victrolas  and  Victor  Records 


COLUMBUS,  OHIO 


The  NEW 
EDISON 

Bears  the  Stamp 
of  Edison9 s  Genius 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS, 
THE  NEW  EDISON  DIAMOND  AMBEROLA  AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonographs,  Ltd. 
San     Francisco — Edison  Phonographs, 
Ltd. 

COLORADO 
Denver — Denver  Dry  Goods  Co. 

CONNECTICUT 
New    Haven — Pardee-Ellenberger  Co., 

Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago — The  Phonograph  Co. 

James  I.  Lyons.    (Amberola  only.) 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Des  Moines — Harger  &  Blish. 
Sioux  City — Harger  &  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co.,  Inc. 

MASSACHUSETTS 
Boston— Pardee-Ellenberger  Co. 

MICHIGAN 
Detroit — Phonograph    Co.,    of  Detroit. 

MINNESOTA 
Minneapolis — Laurence  H.  Lucker. 

MISSOURI 
Kansas  City — The  Phonograph  Co.  of 

Kansas  City. 
St  Louis — Silverstone  Music  Co. 

MONTANA 
Helena — Montana  Phonograph  Co. 

NEBRASKA 
Omaha — Shultz  Bros. 

NEW  JERSEY 
Paterson — James  K.   0*Dea  (Amberola 
only). 

NEW  YORK 
Albany— American  Phonograph  Co. 


New  York — The  Phonograph  Corp.  of 

Manhattan. 
Syracuse — Frank  E.  Bolway  &  Son,  Inc.. 

W.    D.    Andrews    Co.  (Amberola 

only.) 

Buffalo— W.  D.  &  C.  N.  Andrews  Co. 
(Amberola  only.) 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs,  Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phonograph  Co. 
Pittsburgh — Buehn  Phonograph  Co. 
Williamsport— W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co.  (Amberola 
only.) 

TEXAS 

Dallas  —  Texas-Oklahoma  Phonograph 

Co.  '     '  ■  ■ 


UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 

VIRGINIA 

Richmond— The  C.  B.  Haynes  Co.,  Inc. 

WISCONSIN 
Milwaukee — The    Phonograph    Co.  of 
Milwaukee. 

CANADA 

Montreal — R.  S.  Williams  &  Sons  Co.. 
Ltd. 

St  John— W.  H.  Thome  &  Co.,  Ltd. 
Toronto — R.  S.  Williams  &  Sons  Co.. 
Ltd. 

Vancouver — Kent  Piano  Co..  Ltd. 
Winnipeg — R.  S.  Williams  &  Sons  Co., 
Ltd. 

Calgary — R.   S.  Williams  &  Sons  Co., 
Ltd. 


gRwsiwasiiai^ 


>•<■>•'  yg  >i<  >:' ; >■  ■  >ii  >-:i  *  wwii  w.wn  >:<  ^  *  -nw  >neramim 


VOL.  XIV.   No.  8 


SINGLE  COPIES.  25  CENTS 
PER  YEAR,  TWO  DOLLARS 


makers  jd 
sellers  of 
ialkingr 
maclfmes 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  August  15,  1918 


mnurauutiiiiiiiiiiiiiiiiiiiiM^ 


niiiNuiimiiiiiiiiiimimiin  '"u  ■  "  iiiiiiraniiiiiiminnmiiit: 


The  hest~known  trade~mark,  in  the  world 

|  "The  Victor  talking  machine's  design,  'His  Master's  Voice,'  has  become  a  house- 

hold word,  and  the  quaint  little  fox  terrier  at  attention  before  the  horn  is  familiar 
to  more  Americans  than  any  of  the  world's  great  masterpieces" — Collier's  Weekly. 

^IMHIIIIUIItllUiim 

Entered  as  second-class  matter  May  2.  190S.  at  the  post  office  at  New  York,  N".  Y>,  under  the  act  of  Congress  of  March  2.  1S79. 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


The  Highest  Class  Talking  Machine  in  the  World 


V^gfo  THE  INSTRUMENT  OP  QUALITY 

potior. 


CLEAR   AS   A  BELL 


Keeps  your  bank  balances  at  high  levels! 

Read  this  extract  from  a  letter  received  from 
a  large  Sonora  jobber,  think  it  over  and 
then  write  us  regarding  a  Sonora  agency: 

"You  are  certainly  doing  wonders  to  bring  the  phonograph 
business  to  the  front  in  the  proper  way  and  we  have  adopted  your 
cash  payment  plan.  You  would  be  surprised  to  know  the  small 
quantity  of  instruments  our  dealers  have  out  on  time  payment.  We 
called  today  on  a  number  of  our  best  dealers  who  have  sold  over 
$5000  worth  of  Sonoras  and  none  of  these  dealers  had  over  three 
instruments  out  on  time  payment  out  of  their  entire  sales. 
They  advised  us  that  they  have  no  difficulty  in  selling  Sonoras  for 
cash,  and  they  are  not  bothered  by  department  stores  which  sell 
phonographs  at  $1  down  and  $1  a  week.  Keep  up  your  good  work, 
Mr.  Brightson,  as  you  are  on  the  right  road." 


THE  GRAND 


S 


ONORA  is  the  instrument  of  magnificent  beauty,  famous 
as  being  the  phonograph  which  won  highest  score  for 
tone  at  the  Panama-Pacific  Exposition. 


Sonora  is  the  finest  instrument  it  is  possible  to  produce  and  its  many  exclu- 
sive and  superior  features  make  it  matchless.  It  is  purchased  by  those  who 
demand  the  best.  It  is  purchased  by  those  who  can  pay  cash.  It  keeps  your 
bank  balances  strong  and  does  away  with  the  worries  of  large  outstanding  ac- 
counts. The  Sonora  is  the  instrument  bought  for  value  and  sold  on  a  sound 
f  inancial  basis. 

Write  us  today  for  information 

$50       $55      $60     $75    $120    $135  $175 
$190     $215    $230    $300    $375    $500  $1000 

Art  Models  made  to  special  order  to  suit  any  taste 

Sonora  $ljonograpl)  ^alesi  Company,  3nc. 

GEORGE  E.  BRIGHTSON,  President 
Executive  Offices:  279  Broadway  New  York 

Sonora  operates  and  is  licensed  under  BASIC  PATENTS  of  the  phonograph  industry 


The  Talking  Machine  World 


Vol.  14.   No.  8 


MICKEL  BROS.  CO.  BUY  BUILDING 

Purchase  Structure  Where  Headquarters  Are 
Now  Located  in  Des  Moines — Some  Interest- 
ing Visitors — A  Worthy  Service  Flag 


Des  Moines,  Ia.,  August  5. — George  E.  Mickel, 
general  manager  of  the  Mickel  Bros.  Co.,  Vic- 
tor wholesalers  in  this  city,  recently  purchased 
the  structure  in  which  the  company's  business 
is  located  at  411  Court  avenue.  The  building 
is  a  four-story  and  basement  brick  structure, 
133  by  22  feet,  and  is  located  in  the  heart  of 
the  Des  Moines  wholesale  district,  convenient 
to  the  business  center  of  the  city  and  to  the 
freight  terminals  and  depots,  and  will  be  known 
hereafter  as  the  Mickel  Building. 

Among  the  recent  visitors  to  the  Mickel  Bros. 
Co.  were  Mark  W.  Duncab,  of  Albia,  la.;  L.  P. 
Heinrich,  of  the  Heinrich  Drug  Co.,  Osceola, 
la.;  H.  J.  Schalekamp,  of  Sioux  Center,  la., 
and  J.  F.  Baylor,  of  the  Baylor  Furniture  Co., 
What  Cheer,  Ia.  Another  visitor  of  note  was 
Harry  Z.  Swartz,  manager  of  the  Victrola  de- 
partment of  Roshek  Bros.  Co.,  Dubuque,  Ia., 
who  reported  that  his  company  was  moving  the 
Victrola  department  from  the  third  floor  to  the 
second  floor  of  the  building  and  installing  three 
large  demonstrating  booths.  Mr.  Swartz  re- 
ports exceptional  success  with  the  Victor  Mar- 
coni wireless  course. 

W.  P.  Beale,  manager  of  the  Mickel  Bros. 
Co.,  Des  Moines,  has  returned  from  a  business 
and  pleasure  trip  through  the  West,  visiting 
various  points  in  Colorado,  Wyo. 

A  service  flag  with  eight  stars  now  adorns  the 
Mickel  Bros.  Building,  four  of  the  stars  being 
credited  to  the  local  store,  for  E.  W.  Lund- 
quist,  who  travels  in  eastern  Iowa  is  now  at  an 
Officers'  Training  Camp  in  Kentucky;  Don 
Peters  and  Roy  Banta,  of  the  company's  staff, 
are  at  Camp  Cody,  and  Harold  Anderson  is  in 
France.  Incidentally,  Hugo  Heyn,  sales  man- 
ager of  the  Omaha  store,  is  playing  with  Sousa 
in  the  Great  Lakes  Naval  Training  Station 
Band. 


GIVES  A  GOOD  ACCOUNT  OF  HIMSELF 

Lieut.  J.  A.  Cromelin,  Whose  Family  Is  Well 
Known  in  the  Industry,  Severely  Wounded 


Lieut.  John  A.  Cromelin,  of  400  River  street, 
Hackensack,  N.  J.,  an  officer  in  the  Twelfth 
Field  Artillery,  now  in  service  in  the  Western 
front  in  France,  is  listed  in  recent  casualty  lists 
as  severely  wounded.  In  a  letter  to  his  mother, 
however,  Lieutenant  Cromelin  describes  his 
wounds  as  slight,  but  details  have  just  been  re- 
ceived from  France  which  indicate  that  the 
lieutenant,  with  customary  American  bravery, 
belittled  his  sacrifices  and  injuries  in  order  to 
avoid  worrying  those  at  home. 

According  to  the  official  reports  Lieutenant 
Cromelin,  who  is  a  son  of  Paul  Cromelin,  for- 
merly vice-president  of  the  Columbia  Grapho- 
phone  Co.,  and  a  nephew  of  John  Cromelin, 
general  sales  manager  of  the  Otto  Heineman 
Phonograph  Supply  Co.,  was  subject  to  an  at- 
tack of  German  machine  gunners  at  a  distance 
of  ten  feet.  Three  bullets  went  into  one  of  his 
arms  side  by  side  and  two  through  his  right 
leg.  He  is  now  recovering  from  his  wounds, 
and  is  anxious  to  return  to  the  firing  line. 

Lieutenant  Cromelin  was  a  junior  at  Prince- 
ton University  when  war  was  declared.  He 
entered  the  First  Reserve  Officers'  Training 
Camp  at  Fort  Meyer,  Va.,  and  was  assigned 
to  the  Twelfth  Field  Artillery,  sailing  for 
France  last  January.  His  father,  Paul  Crome- 
lin, was  for  many  years  one  of  the  most  promi- 
nent members  Of  the  talking  machine  indus- 
try here  and  abroad,  and  at  the  present  time 
is  president  of  the  Inter-Ocean  Film  Corp.  of 
Manhattan. 


New  York,  August  1 5,  1918 


TALKING  MACHINE  EXPORTS  GROW 

Exports,  Including  Records,  for  Eleven  Months 
Ending  May  31,  Totaled  $4,363,496,  as  Com- 
pared With  $3,247,006  for  Same  Period  of  1917 


Washington,  D.  C,  August  5. — In  the  sum- 
mary of  exports  and  imports  of  the  commerce 
of  the  United  States  for  the  month  of  May, 
1918  (the  latest  period  for  which  it  has  been 
compiled),  which  has  just  been  issued,  the  fol- 
lowing figures  on'talking  machines  and  records 
appear: 

The  dutiable  imports  of  talking  machines  and 
parts  during  May,  1918,  amounted  in  value  to 
$26,033,  as  compared  with  $22,333  worth,  which 
were  imported  during  the  same  month  of  1917. 
The  eleven  months'  total  ending  May,  1918, 
showed  importations  valued  at  $310,757,  as  com- 
pared with  $435,748  worth  of  talking  machines 
and  parts  imported  during  the  same  period  of 
1917. 

Talking  machines  to  the  number  of  9,986, 
valued  at  $337,865  were  exported  in  May,  1918, 
as  compared  with  6,615  talking  machines,  valued 
at  $184,071  sent  abroad  in  the  same  period  of 

1917.  The  eleven  months'  total  showed  that  we 
exported  88,319  talking  machines,  valued  at  $2,- 
506,617,  as  against  69,221  talking  machines, 
valued  at  $1,797,028  in  1917,  and  36,819  talking 
machines,  valued  at  $1,081,815  in  1916.  The 
total  exports  of  records  and  supplies  for  May, 

1918,  were  valued  at  $203,489,  as  compared  with 
$192,448  in  May,  1917.  For  the  eleven  months 
ending  May,  1918,  records  and  accessories  were 
exported,  valued  at  $1,856,879,  as  compared  with 
$1,449,987  in  1917,  and  $867,795  in  1916. 

PROMINENT  VISITOR  FROM  INDIA 

Valabhdas  Runchordas,  of  the  Talking  Ma- 
chine &  Indian  Record  Co.,  Bombay,  at  Pres- 
ent in  the  United  States  in  Connection  With 
Establishment  of  a  Record  Plant  in  India 

Valabhdas  Runchordas,  sole  proprietor  of  the 
Talking  Machine  &  Indian  Record  Co.,  of  Bom- 
hay,  India,  and  with  branches  in  Calcutta  and 
Madras,  is  at  present  in  San  Francisco,  and 
plans  an  extensive  tour  of  the  United  States 
for  the  purpose  of  studying  the  record-making 
situation  and  trade  conditions  generally,  in  the 
furtherance  of  the  business  plans  of  his  house 
for  the  future. 

Mr.  Runchordas  was  one  of  the  founders  and 
is  now  sole  proprietor  of  Valabhdas  Runchordas 
&  Co.,  Bombay,  the  importing  division  of  the 
Talking  Machine  &  Indian  Record  Co.,  being 
among  the  pioneers  in  the  phonograph  import- 
ing field  in  that  country.  Before  the  war  the 
company  had  a  practical  monopoly  of  the  prod- 
ucts of  the  Beka  Record  Co.,  of  Berlin,  in  In- 
dia, Burma  and  Ceylon,  and  also  featured 
Odeon  records  extensively. 

It  is  the  plan  of  the  Talking  Machine  &  Indian 
Record'  Co.  to  start  a  factory  in  India  for  the 
making  of  records,  and  Mr.  Runchordas'  pres- 
ent tour  is  in  the  furtherance  of  that  project. 
Just  before  the  outbreak  of  the  present  war 
Mr.  Runchordas  visited  Switzerland  and  Eng- 
land, and  on  his  present  tour  stopped  in  Japan 
for  a  month  before  coming  to  San  Francisco. 
His  present  address  in  this  country  is  care  of 
the  International  Banking  Corp.,  San  Francisco. 


INITIATIVE  PLAYS  NO  FAVORITES 

Initiative  made  of  an  unknown  Corsican  the 
most  famous  conqueror  in  history.  Less  than 
a  century  later  a  train-boy  out  in  Michigan  tied 
up  to  it — and  the  result  was  Edison,  master  of 
modern  miracles.  Initiative  plays  no  favorites. 
It  would  just  as  soon  transform  a  $10-a-week 
messenger  into  the  head  of  the  firm  as  to  in- 
crease the  general  manager's  salary  $5,000  a 
year. 


Price  Twenty -five  Cents 


A  NEW  RECORD  SELLING  SCHEME 

How  One  Salesman  Managed  to  Interest  Cus- 
tomers in  Records  That  Ordinarily  Wouldn't 
Be  Called  for  or  Even  Listened  to 


An  Eastern  talking  machine  salesman  has 
developed  a  little  stunt  for  selling  slow-mov- 
ing records  that  is  worthy  of  passing  considera- 
tion. The  scheme  works  particularly  well 
when  there  is  a  vacant  demonstrating  room  at 
hand,  and  is  as  follows:  The  salesman  fol- 
lows the  usual  course  of  ushering  the  customer 
into  a  booth,  inquiring  as  to  his  particular  de- 
sires and  testing  out  the  records.  He  uses  the 
usual  selling  tactics  and  arguments,  together 
with  some  of  his  own  devising,  and  demon- 
strates as  many  records  as  possible  while  the 
customer  is  in  the  booth.  When  the  sale  is 
closed,  however,  and  the  customer  is  waiting, 
frequently  in  the  passageway,  for  his  package 
and  change,  the  salesman  starts  playing  one  of 
the  slow-selling  records  in  the  empty  booth 
and  goes  about  his  business.  Nine  times  out 
of  ten  the  customer  will  stop  and  listen  to  the 
record,  while  making  inquiries  regarding  it,  the 
result  being  that  frequent  sales  are  made  of 
records  that  ordinarily  would  not  be  listened 
to  by  the  average  customer. 

The  salesman  in  question  first  attempted  to 
play  slow-selling  records  for  the  customer  while 
the  latter  was  still  in  the  booth,  but  found  that 
the  results  were  not  satisfactory,  inasmuch  as 
the  customer  felt  that  he  had  finished  his  busi- 
ness for  the  day  and  was  inclined  to  be  anxious 
about  getting  his  package  and  going  on  his 
way.  Out  in  the  corridor,  however,  the  cus- 
tomer can  see  the  package  being  wrapped  and 
does  not  feel  that  in  listening,  apparently  by 
accident,  to  another  record  he  is  wasting  his 
time. 

One  of  the  secrets  of  the  success  of  the  plan, 
of  course,  lies  in  selecting  records  of  a  type 
that  will  appeal  to  the  customer,  judging  from 
the  selections  he  has  already  tried  out  and  or- 
dered. There  is  a  psychological  appeal  in  this 
kind  of  salesmanship  that  interests. 

IOWA  VICTOR  DEALERS  TO  MEET 

State  Association  Plans  Annual  Convention  to 
Be  Held  in  Des  Moines  August  27-28— Inter- 
esting Addresses  to  Be  Made  at  Gathering 

Des  Moines,  Ia..  August  5. — Extensive  plans 
are  now  being  made  for  the  annual  convention 
of  the  Iowa  Victor  Dealers'  Association,  to  be 
held  in  this  city  on  August  27  and  28.  The  pro- 
gram is  a  most  elaborate  one,  covering  two 
days,  and  includes  a  demonstration  by  W.  O. 
Swenker,  of  the  Victor;  a  discussion  on  "How 
to  Make  a  Record  Department  Profitable";  an 
address  by  C.  G.  Childs,  director  of  the  record- 
ing laboratories  of  the  Victor  Co.;  a  patriotic 
address  by  Dr.  Titus  Lowe,  and  an  address  on 
the  educational  value  of  the  talking  machine  by 
C.  A.  Fullerton,  of  the  Iowa  State  Teachers' 
College,  Iowa  Falls,  Ia.  Some  interesting  fea- 
tures are  also  planned  for  the  business  meeting 
of  the  association. 

-The  entertainment  features  include  a  special 
luncheon  on  August  27,  an  informal  banquet  the 
same  evening,  and  a  trip  to  Camp  Dodge  as  the 
final  event  of  the  convention,  on  the  afternoon 
of  August  28.  The  chairman  of  the  official 
entertainment  committee,  reports  that  from 
present  indications  there  will  be  a  large  number 
of  dealers  in  attendance  at  the  meeting  from  all 
parts  of  the  State. 

The  officers  of  the  association  are:  Charles 
Gaston,  Gaston  Music  Co.,  Hastings,  Neb., 
president;  J.  E.  Gaskill,  Gaskill  Music  Co.,  Ne- 
braska City,  Neb.,  vice-president;  H.  S.  Thorpe, 
Huse  Publishing  Co.,  Norfolk,  Neb.,  treasurer, 
and  W.  E.  Mickel,  Mickel  Bros.,  Omaha,  sec- 
retary. 


4 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Now  Is  the  Time  to  Build  Up  a  Cash  Reserve 
For  the  Future  by  Proper  Business  Methods 


Leading  wholesalers  and  retailers  in  talking 
machines  throughout  the  country  are  as  one  in 
agreeing  that  the  thing  for  the  retailer  to  do 
just  now  is  to  conserve  his  stock  by  selling 
machines  only  to  those  who  are  in  a  position 
to  pay  cash,  or  who  are  able  and  willing  to 
make  terms  that,  will  clean  up  payments  within 
a  very  limited  time. 

In  this  connection  a  well-known  wholesaler 
expressed  himself  as  follows  to  a  World  repre- 
sentative: "With  conditions  such  as  exist  at 
present  and  machines  and  records  constantly 
becoming  scarcer,  and  with  little  prospect  - of 
any  general  increase  in  supplies  from  the  fac- 
tories until  the  war  is  over,  the  dealer  who  has 
any  idea  of  staying  in  business  permanently 
must  do  everything  in  his  power  to  conserve 
his  stock  and  make  every  dollar  invested  in 
his  business  produce  a  cash  profit  within  a  very 
limited  time.  In  many  sections  of  the  country, 
particularly  where  war  industries  are  located, 
there  are  bound  to  be  more  prospective  purchas- 
ers of  machines  and  records  than  there  are  sup- 
plies available.  This  means  that  the  retailer 
can  practically  demand  his  own  terms  of  pay- 
ment, and  under  average  conditions  hold  out 
for  cash.  I  know  dealers  to-day  who  are  letting 
machines  go  out  of  their  stores  only  when  paid 
for  entirely  in  cash,  and  although  they  are  natu- 
rally refusing  some  orders  from  those  who  de- 
sire to  open  instalment  accounts,  they  are  find- 
ing enough  business  left  to  take  care  of  avail- 
able'supplies  of  machines  and  records  on  hand, 
as  well  as  supplies  that  they  hope  to  obtain  in 
the  near  future. 

"It  is  very  true  that  the  old  class  of  buyer  has 
been  trained  to  expect  easy  terms.  He  has  had 
drummed  into  him  throXigh  newspaper  advertis- 
ing and  personal  solicitation  that  talking  ma- 
chines may  be  purchased  on  terms  as  low  as  a 
dollar  down  and  fifty  cents  a  week,  and  has 
formed  the  opinion  from  advertisements  in  some 
cases  that  a  real  dyed-in-the-wool  talking  ma- 
chine dealer  would  be  moved  to  refuse  cash  if 
it  were  offered  to  him,  as  not  being  a  good  busi- 
ness practice.  It  may  be  that  it  will,  be  hard 
to  bring  these  people  around  to  the  new  way  of 
thinking  and  ask  them  to  pay  cash  for  a  ma- 
chine, or  clean  up  the  account  in  three  or  four 
months,  but  at  the  same  time  it  must  be  remem- 
bered that  there  is  a  new  class  of  workers  com- 
ing along — a  class  made  up  of  people  who  in 


the  past  traveled  close  to  the  edge  of  poverty 
and  who  had  hardly  enough  for  food,  clothing 
and  shelter,  to  say  nothing  of  the  comforts  of 
life — and  many  of  these  people  are  feeling  the 
touch  of  wartime  prosperity.  They  are  earning 
two,  three  or  four  times  as  much  as  in  peace 
times.  Their  forced  training  in  economy  has 
in  a  great  many  cases  stood  them  in  good  stead, 
and  they  have  cash  to  buy  those  things  that 
they  had  desired,  which,  of  course,  include  talk- 
ill 


Substantial  Selling 
Terms  and  Energetic 
Collection  Keys  to 
Dealers'  Salvation 
In  These  War  Days 


ing  machines  of  the  better  type.  The  dealer, 
therefore,  who  wants  to  follow  a  new  line  of 
business  practice  need  not  fear  that  he  is  going 
to  lose  the  market.  Without  question  he  will 
lose  more  business  through  not  being  able  to 
supply  the  goods  than  he  will  through  refusing 
to  tie  up  his  investment  in  a  machine  for  a 
year  or  more. 

Never  was  cash  so  valuable  as  now.  The 
dealer  must  have  cash  to  meet  his  taxes,  his  in- 
creasing living  expenses,  his  clerk  hire  and 
other  interests  of  a  similar  nature.  The  Gov- 
ernment, his  landlord  and  his  clerks  are  none 
of  them  going  to  accept  instalment  paper  in  lieu 
of  legal  tender.  Then  again,  while  in  normal 
times  the  dealer  might  have  little  difficulty  in 
borrowing  from  his  bank  on  instalment  paper, 
he  is  going  to  find  under  the  present  conditions 
that  the  banks  are  cutting  right  and  left  into 
the  credit  extended  along  that  line,  even  with 
old  customers,  and  are  not  at  all  enthusiastic 
about  accepting  new  paper  as  collateral,  all  of 
which  should  make  the  cash  customer  welcome 
to  the  talking  machine  dealer,  and  worth  being 
sought  after.    Meanwhile,  while  observing  the 


new  trade  practice  in  the  matter  of  selling,  the 
dealer  should  find  plenty  of  opportunity  for  get- 
ting after  slow,  and  dormant  accounts,  cleaning 
them  up  with  all  possible  despatch  and  not  hesi- 
tating to  repossess  a  machine  when  it  looks  as 
though  there  was  little  hope  for  a  satisfactory 
financial  settlement. 

If  the  war  continues  much  longer  a  second- 
hand talking  machine  is  going  to  be  a  fairly 
salable  proposition.  If  the  average  retailer  does 
not  believe  this,  let  him  try  and  buy  a  few  sec- 
ond-hand machines  from  some  of  his  fellow 
dealers.  He  will  find  in  most  cases  they  arc 
being  saved  for  emergencies  and  not  for  sale 
to  the  trade.  If,  with  his  accounts  in  first-class 
shape,  and  with  his  new  sales  on  short  time  or 
cash,  the  retailer  is  called  upon  to  meet  a  cer- 
tain crisis,  he  will  find  himself  in  a  much  better 
position  to  rise  to  the  situation  and  possibly 
save  his  business.  Some  such  situations  are 
going  to  arise  with  the  coming  of  peace,  whether 
it  is  a  matter  of  a  few  months  or  a  matter  of 
years.  With  the  economic  reorganization  of 
the  country  along  the  lines  of  business,  and 
with  supplies  of  machines  and  records  getting 
back  to  normal,  the  dealer  with  a  lot  of  slow 
accounts  and  little  cash  is  going  to  find  it  hard 
sledding  in  competing  with  the  fellow  who  has 
observed  properly  wartime  practices  and  has 
cash  with  which  to  go  into  the  market,  restock 
his  shelves,  and  resume  again  the  development 
of  business. 

The  whole  question  of  the  future  of  the  in- 
dividual dealer  would  seem  at  the  present  time 
to  revert  around  the  conservation  of  stock  on 
hand,  and  the  limited  stock  he  will  be  able  to 
get,  and  the  main  factor  in  this  work  of  con- 
servation is  the  observance  of  terms  that  are 
going  to  give  the  dealer  a  maximum  of  cash 
returns  in  a  minimum  time.  If  he  has  leisure 
on  his  hands,  it  is  much  better  to  spend  that 
time  selling  than  trying  to  collect  on  old  ac- 
counts. 


F.  A.  MULFORD  WITH  HOFFER  BROS. 


F.  A.  Mulford,  formerly  manager  of  the  retail 
department  of  Harger  &  Blish,  Des  Moines, 
la.,  the  prominent  Edison  Diamond  Disc  phono- 
graph jobbers,  has  resigned  from  that  position 
and  is  now  in  charge  of  the  Edison  department 
of  Hoffer  Bros,  in  Norfolk,  Va. 


SINCERITY 


That's  the  slogan  back  of  every  factor  in 

Ditson  Service 


Oliver  Ditson  Co. 
BOSTON 


It  means  much  just  now 

VICTOR 

Exclusively 


Chas.  H.  Ditson  &  Co. 
NEW  YORK 


vmfmmwrzttu  mr&m  ffi  M  tinm  $n  tin  ffi  tin  tin  ffi  m  tin  $n  in  m  tin  tin.  mmmmtm  tin  tin  tin  tin^mmmmmmn^m 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


5 


Victor 
Supremacy 


Supreme  as  a  musical  instru- 
ment, the  Victrola  naturally 
stands  supreme  as  a  business 
proposition. 

The  success  of  Victor  retailers 
follows  Victor  supremacy  as  a 
matter  of  course. 

Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  Gramophone  Co.,  Montreal,  Canadian  Wholesalers 

"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine  Company 
designating  the  products  of  this  Company  only. 
Warning  :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of 
any  other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically 
co-ordinated  and  synchronized  in  the  processes  of  manufacture,  and  their  use, 
one  with  the  other,  is  absolutely  essential  to  a  perfect  reproduction. 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50 

Mahogany  or  oak. 


Albany,   N.   Y  Gately-Haire  Co.,  Inc. 

Atlanta,  Ga  Elyea-Austell  Co. 

Phillips  &  Crew  Piano  Co. 

Austin,    Tex  The  Talking  Machine  Co.,  of 

Texas. 

Baltimore,   Md.. ..  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 

Bangor,  Me  Andrews  Music  House  Co. 

Birmingham,   Ala. Talking  Machine  Co. 

Boston,  Mas»  Oliver  Ditson  Co.  . 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Son9  Co. 
Brooklyn,  N.  Y...  American  Talking  Mch.  Co. 

G.  T.  Williams. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Neal,  Clark  &  Neal  Co. 
Burlington,  Vt.. ..  American  Phonograph  Co. 

Butte,   Mont  Orton  Bros. 

Chicago,   IU  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  W.  H.  Buescher  &  Sons 

Co. 

The  Collister  &  Sayle  Co. 

The  Eclipse  Musical  Co. 

Columbus,   O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denvar,    Colo  The  Hext  Music  Co. 

The   Knight-Campbell  Music 
Co. 


Victor  Wholesalers 


Des  Moines,  Ia....Mickel  Bros.  C*. 

Detroit,    Mich  Grinnell  Bros. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El   Paso,   Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H. . . .  Bergstrom  Music  Co.,  Ltd. 

Houston,    Tex  Thos.  Goggan  &  Bro. 

Indianapolis,  Ind..  Stewart  Talking  Machine  Co. 
Jacksonville,  Fla.. Florida  Talking  Machine  Co. 
Kansas  City,  Mo.  .J.  W.  Jenkins  Sons  Music  Co. 

Schmelzer  Arms  Co. 

Lincoln.   Nebr  Ross  P.  Curtice  Co. 

Little  Rock,  Ark..O.  K.  Houck  Piano  Co. 
Los  Angeles,  Cal. .  Sherman,  Clay  &  Co. 
Memphis,   Tenn. . . .  O.  K.  Houck  Piano  Co. 
Milwaukee,    Wis...  Badger  Talking  Machine  Co. 
Minneapolis,   Minn.Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.  H.  Reynalds. 

Montreal,  Can  Berliner     Gramophone  Co., 

Ltd. 

Nashville,  Tenn....O.  K.  Houck  Piano  Co. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  Haven,  Conn. Henry  Horton. 

New  Orleans,  La...  Philip  Werlein,  Ltd. 

New  York,  N.  Y...Blackman  Talking  Mach.  Co. 

Emanuel  Blout. 

C.  Bruno  &  Son,  Inc. 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Charles  H.  Ditson  4r  Co. 

Landay  Bros.,  Inc. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 


Omaha,  Nebr  \.  Hospe  Co. 

Mickel  Bros.  Co. 

Peoria,  111  Putnam-Page  Co.,  Inc. 

Philadelphia,    Pa. .  Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe.- 

The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh,   Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co..  Ltd. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Portland,    Ore  Sherman,  Clay  &  Co. 

Providence,  R.  I...  J.  Samuels  &  Bro.,  Inc. 
Richmond,   Var. . . . .  The  Corley  Co..  Inc. 

W.  D.  Moses  &  Co. 
Rochester,  N.  Y...E.  J.  Chapman. 

The  Talking  Machine  Co. 

Salt  Lake  City,  U. Consolidated  Music  Co. 

The  John  Elliott  Clark  Co. 
San  Antonio,  Tex. Thos.  Goggan  &  Bros. 
San  Francisco,  Cal.  Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Sioux  Falls,  S.  D..  Talking  Machine  Exchange. 
Spokane,  Wash ....  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y....W.  D.  Andrews  Co. 

Toledo,  O  The  Whitney  &  Currier  Co. 

Washington,  D.  C.Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Robt.  C.  Rogers  Co. 


iiiiiiiiiiimiiimimmiiiimiininii 


i  ii  ii  11 1 1  n  in  nm  i  m  11 1 1 1  imumniTi 


6 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


AN  IMPORTANT  ACCESSORY— ALBUMS  FOR  FILING  DISC  RECORDS 

The  enormous  demand  for  "National"  Record  Albums  keeps  apace  with  the  ever  increasing  demand  for  machines  and  records,  and  our 
output  capacity  has  been  enlarged  to  meet  the  greater  needed  supply.  Record  Albums  have  proven  themselves  to  be  the  best  and  most  convenient, 
as  well  as  economic,  method  of  filing  and  keeping  disc  records. 


THE  ALBUM 

soon  pays  for  itself  in  time- 
saving  and  preserving  records. 
The  initial  cost  is  really  an 
investment  which  comes  back 
fourfold. 


MAKING  THEIR  SELECTION 

Illustrating  the  daily  actual  usage  of  the 
Album,  the  most  convenient  and  satisfactory 
record  filing  system  extant. 


THE  PERFECT  PLAN 

The  pockets  holding  the  records  are  substantiallp 
made  from  strong  fibre  stock,  firmly  joined  together 
and  bound  in  attractive  covers. 


A  PLACE  FOR  EVERY  RECORD  AND  EVERY  RECORD  IN  ITS  PLACE 

Albums  are  an  Indispensable  Requisite  in  the  talking  machine  business  and  wherever  records  are  sold.  An  accessory  that  is  necessary 
and  worth  while.  Practical  and  handy.  Save  time  and  records.  A  profitable  adjunct  to  the  business.  All  owners  of  machines  and  records  want 
Albums  to  file  and  preserve  their  records. 

We  manufacture  disc  Record  Albums  containing  12  pockets  to  fit  cabinets  of  all  sizes  and  styles.  We  also  make  Albums  containing 
17  pockets.    With  the  indexes  they  are  a  complete  system  for  filing  all  disc  records. 

For  durability,  finish  and  artistic  design,  our  Albums  are  unsurpassed.  We  have  unexcelled  manufacturing  facilities,  and  considering 
quality  our  prices  are  the  lowest.     Write  us,  giving  quantity  you  may  desire,  and  we  will  quote  prices. 


OCR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR,  COLUMBIA.  EDISON,  PATHE  AND  ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO. 


239  S.  American  Street 


PHILADELPHIA,  PA. 


SEND=OFF  FOR  L.  L.  LEVERICH 


Assistant  Advertising  Manager  of  the  Columbia 
Co.  Leaves  for  Camp  Upton — Gets  Wrist 
Watch  From  Associates  Before  Departure 


Lester  L.  Leverich,  assistant  advertising  man- 
ager of  the  Columbia  Graphophone  Co.,  New 
York,  left  Wednesday,  July  24,  for  Camp  Upton 
as  a  member  of  the  contingent  from  his  district. 
Mr.  Leverich  had  been  expecting  this  call  for 
several  weeks,  and  had  made  all  the  necessary 
arrangements  to  leave  "for  camp. 

On  the  day  preceding  his  departure  for  Camp 
Upton  Mr.  Leverich  was  the  guest  of  honor  at 
a  dinner  tendered  him  by  his  former  associates 
of  the  advertising  department  and  other  mem- 
bers of  the  publicity  and  sales  forces.  R.  W. 
Knox,  advertising  manager  of  the  Columbia  Co., 
presided  at  this  dinner  as  toastmaster,  and  Mr. 
Leverich  was  presented  with  a  handsome  wrist 
watch,  which  will  serve  as  a  permanent  re- 
minder of  the  esteem  and  friendship  of  his  for- 
mer associates.  Among  those  who  attended 
this  dinner,  which  was  held  at  Keen's  Chop 
House,  were  the  following:  Lester  L.  Leverich, 
R.  W.  Knox,  Wm.  Harden,  Paull  Hayden,  O.  F. 
Benz,  Courtland  Shaw,  Jr.,  W.  A.  Schre'iner, 
Walter  Bruner,  Chas.  Wolfe,  Ray  Ladue  and  a 
bevy  of  young  ladies  from  the  advertising  de- 
partment. 


Lester  Leverich  has  been  associated  with  the 
Columbia  Graphophone  Co.  for  six  years  as  a 
member  of  the  company's  advertising  depart- 
ment. He  is  thoroughly  familiar  with  all  the 
details  of  Columbia  publicity  activities,  and  his 
recent  promotion  to  the  post  of  assistant  ad- 
vertising manager  was  a  well-deserved  tribute 
to  his  many  years  of  hard  work.  He  is  anx- 
ious to  "do  his  bit,"  and  it  is  his  earnest  hope 
that  he  will  soon  be  "over  there,"  and  in  ac- 
tive service. 


W.  A.  ANDRESEN  NOW  PRESIDENT 


John  C.  Andresen,  president  of  the  Columbia 
Mantel  Co.,  talking  machine  and  cabinet  manu- 
facturers of  Brooklyn,  N.  Y.,  passed  away  re- 
cently at  the  age  of  seventy  years.  He  or- 
ganized the  present  industry,  of  which  he  was 
the  head,  thirty-five  years  ago,  and  continued 
active  in  its  management  until  five  days  before 
his  death.  He  had  a  large  acquaintance  in  the 
trade  and  enjoyed  an  enviable  reputation  for  in- 
tegrity among  those  who  had  business  dealings 
with  him. 

At  a  directors'  meeting  held  on  July  16  it  was 
voted  to  continue  business  in  the  usual  way. 
W.  A.  Andresen,  son  of  the  deceased,  was 
elected  president  of  the  company,  with  C.  H. 
Gudegast  continuing  as  secretary,  and  also  di- 
recting the  sales  management. 


A  really  good  Album  at  a  moderate  price  is  a  money  maker  for  the  dealers. 

NYACCO  Metal  Back  Albums  will  give  the  dealer  and  his  patrons  true  value 
and  the  highest  quality. 

A  complete  line  of  Albums  that  'stand  for  the  best  in  their  respective  grades. 

Write  for  samples  of  our  three  numbers 

NEW  YORK  ALBUM  &  CARD  CO. 

23-25  LISPENARD  STREET        -        NEW  YORK 


WHY  NOT  "WILL  YOU  PAY  FOR  IT?" 


Salesmen  Should  Ask  This  Question  More  Fre- 
quently So  As  to  Encourage  Cash  Sales 


The  talking  machine  department  of  a  retail 
house  discovered  that  its  charge  accounts  were 
increasing  in  a  manner  out  of  proportion  to  its 
cash  sales  increase.  The  proprietor  did  not  sim- 
ply take  this  situation  for  granted,  but  asked  the 
reason.  The  credit  man,  after  a  little  question- 
ing, found  the  answer.  It  was  in  the  way  sales- 
men closed  the  order.  They  said,  "Shall  we 
charge  it?"  instead  of  "Will  you  pay  cash  for  it?" 
or  "Do  you  have  an  account  here?"  With  the 
instructions  not  to  suggest  to  a  customer  that  he 
open  an  account  for  his  purchase  and  charge  it, 
it  was  soon  discovered  that  the  increase  in  cash 
sales  held  up  in  better  proportion  than  it  had 
to  the  increase  in  charge  sales. 


BLISNICK  IN  CHARGE  AT  HAHNE'S 

Newark,  N.  J.,  August  1. — R.  S.  Fink,  who  has 
been  in  charge  of  the  Victor  department  of 
Hahne  &  Co.,  Newark,  N.  J.,  has  joined  the 
Naval  Reserves.  J.  S.  Blisnick,  who  has  been  a 
member  of  the  Hahne  &  Co.  staff  for  the  past 
twelve  years,  has  taken  charge  of  the  above  de- 
partment. Hahne  &  Co.  is  one  of  the  largest  de- 
partment stores  in  this  city,  and  the  selection  of 
Mr.  Blisnick  to  fill  the  vacancy  in  the  Victor 
department  promises  well  for  its  future. 


LEARNING  FRENCH  BY  "TALKER" 


A  recent  cable  from  Paris  says  that  the 
Knights  of  Columbus  have  arranged  to  give 'in- 
struction in  the  French  language  to  American 
soldiers  in  training  camps  throughout  the  coun- 
try. Talking  machines  have  been  installed  in 
every  K.  of  C.  clubhouse  in  the  big  cantonments, 
and  records  furnishing  a  complete  course  in 
conversational  French  have  been  sent  to  the 
general  secretaries  at  the  camps.  French  in- 
structors have  also  been  employed. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


Victrola  IV-A,  $22.50 

OaK 


Victrola  VI-A,  $32.50 

Oak 


Victrola  VIII-A,  $50 

Oak 


Victrola  IX-A,  $60 

Mahogany  or  oak 


Victrola  X- A,  $90 

Mahogany  or  oak 


Victor 
Supremacy 


The  supremacy  of 
the  Victrola  marks 
it  as  the  greatest  of 
all  musical  instru- 
ments. 

And  with  genuine 
Victrolas  in  such 
splendid  variety, 
possibilities  are  un- 
limited for  every 
Victor  retailer. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  Gramophone  Co..  Montreal,  Canadian  Wholesalers 


Victrola  XI-A,  $115 

Mahogany  or  oak 


"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine 

Company  designating  the  products  of  this  Company  only. 
Warning:  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or 
sale  of  any  other  Talking  Machine  or  Phonograph 
products  is  misleading  and  illegal 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scien- 
tifically co-ordinated  and  synchronized  in  the  processes  of  manu- 
facture, and  their  use,  one  with  the  other,  is  absolutely 
essential  to  a  perfect  reproduction. 


i 


Victrola  XIV,  $175 

Mahogany  or  oak 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50 

Mahogany  or  oak 


Victrola  XVII,  $275 
Victrola  XVII,  electric,  $332.50 

Mahogany  or  oak 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President,  J.  B.  Spillane, 
373  Fourth  Ave.,  New  York;  Second  Vice-President,  J.  Raymond  Bill,  373  Fourth  Ave., 
New  York;  Secretary  and  Treasurer,  August  J.  Timpe,  373  Fourth  Ave.,  New  York. 

J.  B.  SPILLANE,  Editor 
J.  RAYMOND  BILL,  Associate  Editor 
AUGUST  J.  TIMPE,  Business  Manager 

Trade  Representatives:         B.  Brittain  Wilson,  L.  M.  Robinson,  Wilson  D.  Bush, 
C.  Chace,  E.  B.  Munch,  L.  E.  Bowers,  A.  J.  Nicklin,  V.  D.  Walsh 

Boston:        John  H.  Wilson,  324  Washington  Street 
Chicago  Office:      E.  P.  Van  Harlingen,  Republic  Building,  209  South   State  Street. 

Telephone,  Wabash  5774 
London,  Eng.,  Office:       2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 


Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $2.25;  all  other  countries.  $3.75.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $4.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $125.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

I®- NOTICE  TO  ADVERTISERS.— Advertising  copy  should 
reach  this  office  by  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  AUGUST  15,  1918 

AS  the  war  goes  on,  and  as  the  country  bends  its  great  ener- 
gies more  and  more  to  the  preparation  for,  and  conduct  of, 
hostilities,  calling  upon  the  resources  of  the  nation  to  an  unprece- 
dented extent,'  the  problems  of  those  in  non-war  industries 
continue  to  multiply.  These  problems  are  apparent  in  the  talk- 
ing machine  trade,  as  in  other  lines  of  endeavor,  and  many  im- 
portant and  serious  developments  have  already  materialized,  and 
more  promise  to  materialize,  in  the  very  near  future,  unless  peace 
should  come  with  unexpected  suddenness.  These  problems  have 
all  pointed  to  the  absolute  necessity  of  a  closer  co-ordination  be- 
tween the  various  factors  of  the  industry. 

It  is  high  time  to  forget  petty  jealousies  and  to  meet  together 
on  a  common  footing.  It  is  not  a  question  whether  the  individual 
factor  is  large  or  small,  the  fact  remains  that  the  trade  is  con- 
sidered as  one  industry,  and  that  as  one  industry  it  must  face 
the  problems  put  up  to  it  by  the  exigencies  of  war,  and  the  rul- 
ings and  orders  of  those  charged  with  the  destinies  of  the  Gov- 
ernment. What  is  needed  is  not  simply  a  temporary  committee, 
even  though  composed  of  competent  men,  but  rather  a  strong, 
central  organization,  or  preferably  a  strong  representative — a 
man  allied  to  no  one  factor  in  the  industry,  but  who,  being  inde- 
pendent and  viewing  the  situation  with  unbiased  mind,  can  serve 
the  industry  in  its  dealings  with  the  AVashington  authorities. 

We  have  seen  the  need  of  such  a  man,  or  such  a  concentrated 
representative,  in  the  handling  of  the  curtailment  question  and 
more  recently  in  the  matter  of  the  new  War  Revenue  Bill 
and  the  steel  supply.  It  may  be  that  the  talking  machine  trade 
will  pull  through  uninjured,  and  it  may,  and  it  is  hoped  it  will, 
receive  favorable  consideration  in  the  matter  of  the  allotment  of 
supplies  and  in  the  imposing  of  tax  levies,  but  until  the  final 
outcome  there  is,  and  must  be,  a  period  of  uncertainty — an  un- 
certainty that  possibly  would  not  prevail  were  there  a  repre- 
sentative at  Washington  able  to  get  in  touch  with  the  authorities 
in  the  name  of  the  entire  industry,  and  reach  some  definite  agree- 
ment on  matters  now  pending.  Other  industries  have  followed 
this  plan  and  their  success  has  been  apparent,  and  the  quicker 
the  talking  machine  trade  as  a  whole  realizes  the  fact  and  gets 
down  to  business,  the  better  off  it  will  be. 

The  new  War  Revenue  Bill  in  its  final  analysis  may  be  emi- 
nently fair  to  the  industry.  Supplies  of  steel  may  finally  be 
sufficient  to  keep  things  running  to  a  satisfactory  degree  in 
view,  of  course,  of  the  general  situation,  but  men  with  estab- 


lished businesses  at  stake  cannot  flirt  with  possibilities.  They 
must  organize  their  forces  to  see  that  they  are  properly  repre- 
sented before  the  councils  of  the  nation.  We  are  not  not  deal- 
ing with  the  present,  when  things  are  more  or  less  serene,  but 
with  the  future,  and  the  outlook  is  not  one  that  should  encour- 
age the  average  manufacturer  to  rest  easy  and  let  things  take 
their  course  without  at  least  having,  a  chance  to  present  his  case 
and  have  a  hearing. 


JUST  as  the  question  of  supply  and  demand  regulates  prices 
in  other  fields  where  selling  prices  are  not  established  or  fixed, 
so  should  that  same  question  of  supply  and  demand  at  least  regu- 
late the  terms  upon  which  talking  machines  and  records  are  sold 
during  these  war  days.  It  is  revealing  no  secret  to  say  that 
supplies  of  both  machines  and  records  are  going  to  become 
scarcer  before  they  become  more  plentiful,  as  war  conditions 
make  themselves  felt  to  a  greater  degree. 

The  talking  machine  dealer  on  the  other  hand  finds  that 
his  cost  of  doing  business  is  steadily  on  the  increase ;  his  help 
costs  him  more ;  he  has  new  taxes  to  meet,  his  own  cost  of  living- 
is  jumping  upward,  and  every  factor  that  goes  into  his  overhead 
is  away  above  normal  and  keeps  getting  higher.  His  margin 
of  profit  on  the  machine  and  record  unit  is  practically  fixed  and, 
therefore,  in  order  to  offset  his  higher  selling  costs,  he  must  de- 
pend upon  improved  methods. 

The  first  thing  that  comes  to  mind,  therefore,  is  to  sell  only 
for  cash,  or  on  terms  that  will  represent  cash  in  a  very  few 
months.  This  will  mean  that  the  dealer  has  the  cash  on  hand 
to  turn  over  his  stock  more  quickly  where  possible.  He  is  able 
to  conserve  his  capital,  and  when  the  dawn  of  peace  arrives, 
will  find  himself  financially  sound  with  actual  cash,  instead  of 
notes  in  his  bank,  with  which  to  start  out  again  along  the  paths 
'of  peace — with  money  to  restock  and  to  begin  again  the  building 
up  of  his  business. 

Make  every  dollar  count,  and  this  can  only  be  accomplished 
by  watching  terms ;  by  making  every  cent  invested  in  the  busi- 
ness bring  in  a  profit  with  reasonable  promptitude.  It  is  no  time 
for  a  dollar  down  and  fifty  cents  a  week  business. 


IN  the  figures  bearing  upon  the  exports  and  imports  of  talking- 
machines  and  records  which  appear  elsewhere  in  The  World, 
it  is  rather  noteworthy  as  emphasizing  the  development  of  the 
industry  to  bring  to  the  attention  of  readers  the  fact  that  the 
exports  of  talking  machines  and  records  for  the  eleven  months 
ending  May  31,  which  amounted  in  value  to  $4,363,496,  are 
rapidly  approaching  the  entire  shipments  of  pianos,  players, 
organs,  music  rolls,  and,  in  fact,  musical  instruments  and  mer- 
chandise of  all  kinds,  for  the  same  period,  the  exports  of  the 
latter  amounting  in  value  to  $4,570,706.  This  is  probably  the 
first  year  that  the  exports  of  talking  machines  and  records  have 
made  such  a  close  approach  to  the  exports  of  the  old-time  instru- 
ments, which  demonstrates  that  the  industry  is  becoming-  a  real 
factor  in  the  great  mercantile  activities  of  America. 


A DEVELOPMENT  of  the  labor  problem  that  must  appeal 
to  members  of  the  talking  machine  trade,  as  well  as  to  men 
in  every  other  industry,  is  that  of  utilizing  the  labor  of  soldiers 
crippled  in  the  war  and  sent  back  into  civilian  life  to  make  their 
living  in  peaceful  pursuits.  This  question  is  rather  new  to  the 
United  States,  because  the  cripples  have  not  yet  come  home  from 
the  battlefront  in  any  considerable  number,  but  the  French,  Eng- 
lish and  Canadians  have  faced  the  problem  in  all  its  perplexities, 
and  from  their  experience  we  know  that  it  is  something  that 
must  be  prepared  for  seriously  and  carefully.  There  will  be 
thousands — maybe  hundreds  of  thousands — of  men  coming  back 
from  Europe  unfitted  through  wounds  or  mutilations  for  taking 
up  their  pre-war  activities.  Many  of  them  will  be  close  to  physi- 
cal wrecks,  but  for  the  economic  welfare  of  the  nation  they  must 
be  fitted  somewhere  in  the  industrial  fabric.  The  talking  ma- 
chine industry,  as  well  as  other  industries,  must  prepare  to  take 
its  share  of  this  work  and  make  room  for  those  who  may  be  fitted 
to  do  certain  work  in  the  factories  and  stores.  The  Talking  Ma- 
chine World  has  learned  of  at  least  once  instance  where  a  re- 
turned fighter  has  taken  up  the  study  of  repairing  machines  with 
considerable  success.   Shrapnel  wounds  left  him  physically  unable 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


9 


to  lift  even  medium  heavy  weights.  He  still  has  the  use  of  all 
his  faculties  and  he  has  already  made  progress  in  this  new  field. 
There  is  no  reason  why  partially  disabled  men  cannot  find  a 
place  in  record  departments,  repair  departments  and  various 
sections  of  manufacturing  plants  where  the  work  is  more  or  less 
mechanical,  or  where  it  is  not  heavy  enough  to  require  physical 
strain. 

Taking  care  of  the  returned  soldiers  is  going  to  be  a  big- 
problem  in  this  country.  Making  a  place  for  war  cripples  is  even 
a  bigger  question,  and  a  question  that  should  receive  attention 
right  now. 


TO  OUR  SUBSCRIBERS 

If  your  copy  of  The  Talking  Machine  World  does  not  reach  you 
on  publication  date,  or  a  few  days  thereafter,  do  not  assume  that 
it  has  gone  astray.  The  existing  railway  congestion  has  had  a 
serious  effect  on  the  handling  of  mail,  particularly  second  class 
matter,  and  brought  about  unusual  delays.  Kindly  wait  a  few 
days  longer  than  usual  before  writing  to  us,  as  the  paper  will 
probably  arrive  safely  


BUSINESS  in  the  talking  machine  industry  for  the  past  month 
has  shown  a  slight  slowing-up  at  least  in  some  sections  of 
the  country.  Meanwhile,  a  shortage  of  stock  continues  to  pre- 
vail in  certain  makes  and  in  certain  styles.  As  the  war  in  Europe 
progresses,  a  greater  demand  is  being  made  on  manufacturers 
for  space  and  equipment  to  make  war  supplies  for  the  Govern- 
ment, and  this  activity  is  having  its  effect  particularly  in  the 
curtailment  of  the  production  of  accessories  for  the  talking  ma- 
chine trade.  The  industry  is  especially  short  of  steel,  and  this 
is  being  felt  by  a  great  many  manufacturers  of  all  kinds  of  sup- 
plies. Efforts  are  being  made,  however,  to  better  conditions, 
to  the  end  that  steel  production  will  be  speeded  so  that  there 
will  be  a  surplus  left  from  Government  requirements  for  the 
smaller  industries,  where  the  use  of  steel  is  comparatively  insig- 
nificant, nevertheless,  important. 

Late  last  month  talking  machine  manufacturers  held  a  meet- 
ing in  New  York,  and  decided  to  send  out  questionnaires  to 
manufacturers  so  as  to  get  the  fullest  information  regarding  the 
exact  amount  of  steel  needed  by  the  industry,  after  which  a  com- 
mittee will  get  in  touch  officially  with  the  authorities  in  Wash- 
ington and  present  facts  for  their  consideration  that  will  merit 
their  attention  so  that  the  needs  of  the  talking  machine  industry 
are  supplied,  at  least,  in  part. 

Members  of  the  industry  have  been  greatly  interested  the 
past  month  in  the  recommendations  of  the  Treasury  Depart- 
ment, which  in  a  letter  to  the  Ways  and  Means  Committee 
suggested  20  per  cent,  taxes  on  a  number  of  so-called  "luxuries," 
among  which  were  included  talking  machines  and  records.  The 
formulation  by  the  Treasury  Department  of  this  high  tax  evi- 
dently did  not  have  weight  with  the  Ways  and  Means  Com- 
mittee, for  the  first  of  the  month  Congressman  Kitchin  an- 
nounced that  a  proposed  tax  of  10  per  cent,  on  talking  machines 
and  records  would  be  placed  before  the  House  of  Representatives 
for  consideration.  This  increase  of  7  per  cent,  over  the  old  tax, 
which  was  3  per  cent.,  is  considered  by  members  of  the  trade  to 
be  far  too  high  and  it  is  believed  that  a  total  tax  of  5  per  cent, 
should  be  the  limit,  if  any  increase  is  necessary. 

It  is  hoped,  however,  when  the  new  Revenue  Bill  comes  up 


for  consideration  in  the  House  of  Representatives,  that  the  facts 
presented  by  the  industry  will  compel  our  legislators  to  give 
closer  consideration  to  the  fact  that  talking  machines  and  records 
are  an  absolute  necessity  in  these  war  days.  The  Government 
itself  is  recognizing  this  fact  by  its  orders  for  musical  instru- 
ments for  the  Army  and  Navy.  Music  is  now  widely  recognized 
as  a  requirement  in  the  maintenance  of  the  morale  of  the  Army 
and  Navy  as  well  as  the  people  of  this  country,  and  there  is  no 
medium  which  better  expresses  all  forms  of  music  than  the 
talking-  machine.  i 


T  T  is  regrettably  true  that  there  are  men  to-day  in  business  who 
I  have  misgivings  regarding  the  power  of  advertising.  Men 
holding  such  views  are  not  clear,  sound  thinkers,  because  the 
house  that  uses  advertising  persistently  and  intelligently  always 
scores  success  in  the  battle  for  business.  This  has  been 
demonstrated  most  emphatically  in  the  talking  machine  field. 
The  houses  that  have  reached  the  top  notch  of  success  are  those 
that  believe  in  printer's  ink,  and  in  advertising  in  its  varied 
forms.  In  this  connection  it  is  interesting  to  print  the  views  of 
the  President  of  the  Chamber  of  Commerce  of  the  United  States, 
who  said  recently  : 

"If  there  are  still  extant  men  who  ask  the  question,  'Does- 
it  pay  to  advertise?'  I  know  their  thinking  is  of  the  kind  which 
would  lead  them  to  light  factories  with  candles  and  insist  upon 
the  advantages  which  would  accrue  if  the  residents  of  modern 
cities  still  drew  their  water  supply  by  bucket  from  the  town  well. 

"When  nations  in  the  greatest  struggle  of  history  advertise 
for  armies;  when  kings  and  emperors  and  sultans  come  down 
from  their  thrones  to  seek  the  attention  of  the  world  and  present 
their  pleas  and  defenses  through  the  press ;  when  it  has  become 
the  daily  bread  of  a  large  part  of  the  world's  business,  it  is  indeed 
a  man  of  limited  mentality  who  still  questions  the  power  of 
publicity. 

"Its  value  to  society  has,  in  fact,  so  impressed  itself  that 
to-day  publicity  is  the  light  of  the  world.  It  may  be  said,  with 
little  element  of  speculation  in  the  assertion,  that  if  publicity  had 
characterized  dealings  between  the  nations  of  Europe  during  the 
past  fifty  years,  and  secret  diplomacy'  had  been  eliminated,  the 
present  world  war,  with  its  terrorism  and  threat  to  all  civiliza- 
tion, would  not  now  be  raging." 

This  is  the  truth  ;  and  the  truth  will  prevail. 


Ship  Ahoy! 

1ET  the  skipper  of  this  craft  throw  you 
-*  a  line  on  your  next  "short"  order. 

Pearsall  Service  sails  through  charted  seas, 
and  while  the  delivery  waves  at  present 
are  rough,  we  may  be  able  to  layup  to 
your   wharf  with  surprising  shipments. 

From  port  to  starboard;  from  bow  to 
stern;  Pearsall  Service  on  Victor  Records 
keeps  your  profits  anchored. 

Silas  E.  Pearsall  Co. 

Wholesale  Distributors  of  Victrolas  and  Records 

10  EAST  39th  STREET  NEW  YORK 


10 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Edison  Message  No.  25 


Reading,  'Riting,  'Rithmetic 
— and  Music 

"I  believe  most  fully  in  the  value  of 
music  as  an  important  factor  in  the  educa- 
tion and  life  of  any  people,  and  especially 
of  a  free  people  with  a  democratic  form  of 
government.  The  songs  of  a  nation  may 
not  be  more  important  than  its  laws,  but 
their  influence  even  in  determining  legis- 
lation and  obedience  to  law  .  .  .  cannot 
easily  be  estimated  .  .  .  After  reading, 
writing  and  arithmetic  I  consider  music 
the  most  important  and  the  most  practical 
subject  taught  in  our  schools." 

ALEXANDER  P.  CLAXTON, 
U.  S.  Commissioner  of  Education. 

The  Edison  dealer  who  works  in 
close  touch  with  his  neighborhood 
schools  can  materially  assist  in 
sowing  the  seeds  of  a  love  of  music 
in  the  children  of  his  community. 

Music-loving  children  are  a  vital 
factor  in  the  future  of  a  community 
of  music  lovers. 


THOMAS  A.  EDISON,  Inc. 


ORANGE 


NEW  JERSEY 


Official  Laboratory  Model  New 
Edison — William  and  Mary  Cabinet, 
executed  in  American  Walnut. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


11 


Getting  Away 
the  Advertising 

There  are  very  few  fields  in  which  the  indi- 
viduality of  the  merchant  can  play  such  a  large 
part  in  his  success  as  in  the  talking  machine 
trade,  for  by  the  very  nature  of  the  industry  the 
merchant  must  depend  upon  his  individuality 
and  his  originality  in  presenting  himself  and  his 
line  before  the  public,  to  distinguish  himself 
from  probably  a  score  or  more  .other  dealers 
handling  the  same  product,  or  a  very  similar 
product  in  his  own  particular  territory.  It  is  true 
that  various  talking  machine  manufacturers  have 
spent  millions  of  -  dollars  during  the  past  year 
in  supplying  their  retailers  with  an  abundance 
of  hangers,  bulletins,  posters,  window  and  street 
car  cards,  window  displays  and  a  multitude'  of 
other  advertising  paraphernalia,  distinctly  \  ef- 
fective in  its  way,  and  for  the  most  part  to 
be  had  for  the  asking. 

The  trouble  has  been  that  too  many  dealers 
have  been  content  to  rely  upon  the  manufac- 
turers for  their  advertising  ideas  and  to  use 

"  I DONT  WAMT  TQGET  Y€Ll 


from  Stereotyped  Forms  in 
of  Talking  Machine  Records 


VICTOR  RtCDRD 


m  ON  "THE. 
OTVIEft  5IDE. 


the  material  furnished  them  without  .further 
embellishment,  and  let  the  matter  go  at  that. 
Of  course,  the  advertising  matter  was,  and  is, 
of  a  character  to  attract  attention,  but  the  fact 
remains  that  possibly  there  are  a  half  dozen 
merchants  on  the  same  street,  or  in  the  same 
district,  handling  identically  the  same  line  and 
using  identically  the  same  store  window,  news- 
paper and  poster  advertising.  Under  such  a 
condition  there  is  nothing  to  influence  a  pro- 
spective buyer  to  visit  one  store  in  preference 
to  another. 

Undoubtedly  certain  wholesalers  and  retailers 
have  realized  the  advisability  of  supplementing 
the  manufacturer's  publicity  with  advertising 
creations  of  their  own.  Some  jobbers  have 
gone  into  this  matter  on  a  broad  basis,  and  a 
large  number  of  dealers — and  they  are  success- 
ful dealers — have  accepted  the  manufacturer's 
advertising  matter  simply  as  a  means  for  a 
general  introduction  to  the  public  at  large, 
and  have  of  their  own  accord  issued  supplemen- 
tary advertising  calculated  to  concentrate  the 
attention  of  possible  buyers  to  their  particular 

^  J838G 

I'D  FEEL  AT  HOME. 

" |''V >.\  ,-, 

IF  TrtEY  J  LET  M£    ^\W?\^f7\^0;~*V  x~ 


tfoirl  Trtt  ARMY*"  •„-,  fi'*^ffif!! 


ITS  A  UW6  YWf  To  — 

BEf\UU 
but  we'll  get  There" 


store,  and  to  hold  that  attention  when  once 

-  % 

obtained. 

The  idea  has  been  carried  out  still  further  in 
many  instances  in  the  matter  of  record  pub- 
licity. Companies  have  issued  hangers  and 
other  material  featuring  special  records  of  a 
popular  sort,  or  records  of  better  known  stand- 


ard selections,  but  it  happens,  particularly  in 
the  present  situation,  that  the  dealer  may  not 
have  sufficient  of  such  records  to  warrant  any 
extensive  exploitation,  or,  on  the  other  hand, 


here: 5  A 


HDT  ONE 
.  1836  4 

f-M  A  TWELVE 
o'clock  FELLED 

IN  A 

NINE  O'CLOCK  TOWN 


may  have  shelves  full  of  other  numbers  that 
he  is  very  desirous  of  moVing.  In  this  case 
he  is  thrown  on  his  own  resources,  and  it  is 
here  that  the  cultivation  of  individuality  in  ad- 
vertising stands  him  in  good  stead,  and  pays 
for  the  attention  given  to  it. 

Each  dealer  knows,  or  should  know,  the  type 
of  people  he  desires  to  reach,  and  the  sort  of 
appeal  that  is  most  likely  to  bring  results.  He 
can,  therefore,  advertise  in  a  most  striking  way 
and  much  more  effectively  than  by  the  use  of 
any  general  material  the  manufacturer  sends 
out  for  use  in  all  sections  of  the  country.  He 
can  associate  certain  records  with  certain  local 
events.  He  can  bring  special  records  to  the 
attention  of  special  classes  of  people.  He  can 
capitalize  local  interest  in  various  directions  in 
furthering  the  sale  of  records  that  otherwise 
might  lie  dormant  on  the  shelves.  He  can  in- 
ject a  humorous  touch  into  his  description  of 
certain  numbers  that 


RECORD 
18303 


will  appeal  to  a  cer- 
tain section  of  his  cli- 
entele and  result  in 
sales. 

There  have  been 
reproduced  in  The 
World,  from  time  to 
time,  many  publicity 
schemes  utilized  by 
individual  dealers — 
schemes  that  have 
proven  successful, 

"  Wren  He*  Ai-lDolcED  Up"         and    Can    thereby  be 
considered  beyond 

the  experimental  stage.  A  system  of  publicity 
worked  in  one  territory  may,  with  profit,  be 
used  in  other  sections  of  the  country,  where  it 
will  prove  comparatively  new,  or  the  system 
may  be  altered,  and  changed  about,  to  adapt  it 
to  local  conditions. 

The  talking  machine  dealer  who  is  expe- 
riencing difficulty  in  getting  new  or  more  pop- 
ular records  and  still  has  a  substantial  stock 
oi  numbers  that  usually  lie  dormant  must  give 
his  earnest  attention  to  ways  and  means  for 
moving  those  dormant  numbers  off  his  shelves, 
and  it  is  a  problem  that  only  he,  himself,  can 
solve.  No  manufacturer  can  afford  to  give 
special  study  to  his  particular  problem  and  meet 
it  specifically.  That 
is  up  to  the  indi- 
vidual, and  he  will 
often  find  that  an 
introduction  of  the 
proper  sort  will  go 
far  to  reduce  h  i  s 
surplus  of  certain 
records.  But  the 
plan  must  have  in- 
dividuality in  order 
that  it  will  serve  to 
move  h  i  s  records 
and  not  those  of  his 


A5K  FQR  RELQRQ 


Cartoons  by  Ned  C.  Strouse 
competitor  up  the  street.  In  other  words,  the 
particular  record  must  be  associated  with  his 
store  to  such  a  degree  that  the  prospective 
buyer  instinctively  will  go  to  that  particular 
shop  to  purchase  that  particular  record. 

As  an  illustration  of  individuality  in  talking 
machine  record  publicity,  we  reproduce  here- 
with several  cards  sketched  by  Ned  C.  Strouse, 
manager  of  the  A.  B.  Clinton  Co.  store  in  Hart- 
ford, Conn.,  where  a  substantial  Victrola  de- 
partment is  maintained.  Mr.  Strouse,  for- 
tunately, is  gifted  as_  a  cartoonist,  and  draws 
up  the  little  sketches  himself.  They  measure 
about  seven  by  nine  inches,  and  one  is  always 
,i:o  be  found  in  each  booth  of  the  company's 
store.  It  frequently  happens  that  a  casual  cus- 
tomer first  begins  by  laughing  at  the  humorous 
character  of  the  cartoon  and  ends  up  by  listen- 
ing to,  and  finally  buying,  the  record  to  which 
it  refers.  There  is  nothing  elaborate  about  the 
sketches.  They  are  simply  in  pen  and  ink  and 
rely  upon  just  a  touch  of  comedy  to  make  them 
drive  home. 

Mr.  Strouse  has  followed  the  cartoon  idea 
also  in  his  local  advertising  in  the  newspapers, 
using  space  from  two  to  three  columns  wide, 


CCHM1DT  \/f  US1C  PP. 

'jjEUjkiry  15  THE  FOUNOWTON  OFOtiS  Bu5lw£4j 


U-1I3  W.  3rd  St. 


SCHMIDT'S 
pUNNIGRAPHS 


B«lD|t  a  r!.  i  ot  iiJ"  m-'-  m'l'i'  appearing 
•*ach   I  .  and  Tharsdar.    In    which  ero 

ii  ■  ■'.  ii  btadinrs  Ihe  UUei  of  d*w  •■■in--.  To 
u*.  iu-  ol  Uekc  ar«'  (Wollnrl;  tiunuruui, 
nhlle    ii  ■  '■  bear  ■  IUt<loDf 


The  Man  Who  Put 
Germ*  in  Germany 
(What's  in  a  Name)? 

Sung  by  Nora  Bayes.  Columbia  record  No. 
A6051.   Price  $125.  On  solo  aftor  JulA20 


The  voice  of  Nora  Bayes  is  a  gift.  It's  a  charac- 
ter voice,  one  with  endless  changes  of  tone  and 
temper. 

Hear  her  sing  this  rousing.  roisterou3  patriotic 
song  and  you  will  understand  the  meaning  of  the        .  m_ro 
peculiar  title  chosen  for  this-song*.  wflluJekr 
THURKKAY 
Page  I 


jg  OF  Ouft  BugtwFSn 
Davenport,  Jo.' 


r\0LUWj  IN  HQ  LITTLE. 
RPLUM5  UHfMR" 


An  Ad  That  Embodies  the  Cartoon  Idea 

and  four  or  five  inches  deep  once,  and  some- 
times twice,  a  week.  Each  ad  consists  of  a 
timely  cartoon,  drawn  and  lettered  by  Mr. 
Strouse,  and  the  people  of  Hartford  soon 
formed  the  habit  of  looking  for  the  cartoons 
and  enj'03'ing  them.  Naturally  they  associate 
the  cartoons  with  the  Clinton  store  and  with  the 
things  musical  to  be  purchased  at  that  store. 
Proven  results  in  actual  business  thus  stimulated 
are  most  satisfactory. 

.Of  course,  not  every  talking  machine  dealer 
or  his  manager  has  the  ability  to  draw  cartoons, 
but  at  the  same  time  the  sketches  are  of  a  sort 
that  can  be  obtained  at  small  cost  from  any 
local  sketch  artist,  and  in  cases  where  only  one 
is  required  for  display  in  demonstrating  rooms, 
it  will  be  found  that  the  sketch  will  be  much 
cheaper  than  special  printed  matter.  The  car- 
toon idea  for  general  advertising,  too,  can  be 
carried  out  on  a  comparatively  inexpensive  basis 
through  the  assistance  of  an  outside  artist,  or 
in  co-operation  with  the  artists  on  the  regular 
staffs  of  the  newspapers.  The  idea  is  to  get 
away  from  the  beaten  track,  to  train  the  public 
to  associate  instinctively  these  dealers'  establish- 
ments with  a  particular  product.  It  means 
more  business  and  the  building  up  of  a  follow- 
ing that  will  keep  business  on  the  increase, 
barring,  of  course,  conditions  over  which  the 
(Continued  on  page  13) 


12 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


The  most  wonderful  Talking  Machine  of  the  present  age  at  the  price 
An  Instrument  of  Supreme  Value,  Tone  and  Quality 


i  J 


No.  65— $65 


No.  75— $75 


No.  100— $100 


The  Cleartone  has  become  very  popular  because  of 
its  quality,  splendid  value  and  the  advertising  and 
sales  campaign  that  now  stands  in  back  of  it.  Dealers! 
Watch  us  grow  — write  for  our  agency  and  grow 
with  us. 

SUNDRY  DEPARTMENT 


MOTORS— No.  01.  8-in.  turntable,  single  spring.  $1.2o: 
same  motor  with  10-in.  turntable.  $1.40.  No.  1.  10-in. 
turntable,  double  spring,  plays  two  10-in.  records.  $2.95. 
No.  6.  10-in.  turntable,  double  spring,  plays  three  10-in. 
records,  $3.50;  same  motor  with  12-in.  turntable.  $3.85. 
No  8,  12-in.  turntable,  cast-iron  frame,  double  spring, 
plays  threo  10-in.  records.  $4.85.  No.  9,  12-in.  turntable, 
cast-iron  frame,  bevel  gear  wind,  double  spring,  plays  three 
10-in.  records,  $5.S5.  No.  10,  12-in.  turntable,  cast-iron 
frame,  bevel  gear  wind,  double  springs,  plays  four  10-in. 
records.  $0.85.  No.  11.  12-in.  turntable,  cast-iron  frame, 
bevel  gear  wind,  double  spring,  plays  seven  10-in.  records, 
$8.50. 

TONE    ARMS    AND     REPRODUCERS — No.    1,  $1.00; 

No.  2,  plays  all  records,  $1.25;  No.  4,  $2.G5;  No.  6, 
$2.25;  No.  7,  $2.25;  No.  8,  $2.25;  No.  9,  $2.25.  (Play 
all  records.) 

MAIN  SPRINGS— No.  00— %-in..  23  gauge,  9-6  ft., 
29c.  each,  100  lots,  25c.  each;  No.  01.  1-ln..  23  gauge, 
7  ft.,  25c.  each,  100  lots,  20c.  each;  No.  0,  %-in.,  20 
gauge,  8-6  ft.,  25c.  each,  100  lots,  21c.  each;  No.  1, 
%-in..  25  gauge.  9-6  ft.,  39c.  each,  100  lots,  35c.  each; 
No.  2,  13-16-in.,  25  gauge,  9-6  ft.,  43c.  each.  100  lots, 
39c.  each;  No.  3,  %-in.,  25  gauge,  11  ft.,  49c.  each,  100 
lots.  45c.  each:  No.  4,  1-in.,  23  gauge,  10  ft,  49c 
each,  100  lots,  45c.  each;  No.  5,  1-in.,  27  gauge,  11  ft, 
65c.  each,  100  lots,  59c.  each;  No.  6,  154-in.,  27  gauge. 
11  ft,  90c.  each,  100  lots,  85c.  each. 

RECORDS— POPULAR  and  GRAMMAVOX  Brand,  10- 


in.  double  face,  lateral  cut.  all  instrumental — 32c.  in  lots 
of  100;  30c.  in  lots  of  1,000;  29c.  in  lots  of  5,000. 

GOVERNOR  SPRINGS— $1.00  per  hundred;  $6.00  per 
thousand.  Special  price  in  large  Quantities  for  Motor 
\fanufacturers. 

GENUINE  DIAMOND  POINTS  for  playing  Edison 
Records,  $1.15  each,  100  lot,  $1.35  each;  Sapphire  Points 
for  playing  Edison  Records,  18c.  each,  100  lots,  14c.  each; 
Sapphire  Balls  for  playing  Path£  Records,  18c.  each,  100 
lot  15c.  each.  Needles — Steel,  03c.  per  thousand  in  10,000 
lots,  59c.  in  100,000  lots. 

NEEDLE  CUPS— $17.50  per  M.  $16.00  per  M  in  5,000 
lots.     Covers,  $7.50  per  M. 

COVER  STAYS — No.  1,  for  Table  Cabinets,  6  in.  long, 
9c.  each.  100  lot,  7V2C.  each;  No.  2,  for  Floor  Cabinets, 
9  in.  long.  17c  each.  100  lot,  13c.  each;  No.  3,  heavy 
for  Floor  Cabinets,  10  in.  long,  20c.  each,  100  lot,  16c. 
each.  f 

Continuous  Piano  Hinges,  28c.  per  foot;  100  feet,  24c. 
per  foot. 

We  also  manufacture  special  machine  parts,  such  as 
worm  gears,  stampings,  or  any  screw  machine  parts  for 
motor;  reproducer  and  part  manufacturers. 

Special  quotations  given  to  quantity  buyers  In  Canada 
and  other  export  points. 

Write  for  our  84-page  catalog,  the  only  one  of  its  kind 
In  America,  illustrating  33  different  styles  of  talking  ma- 
chines and  over  500  different  phonographic  parts,  also 
gives  description  of  our  efficient  Repair  Department 


Lucky  13  Phonograph  Co.,  3  East  12th  St.,  New  York 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


13 


Put  the  first  of  the  new  model  Grafonolas 
on  exhibition— advertise  their  arrival— they 
are  real  events  in  the  phonograph  trade. 
Your  customers  will  be  interested. 


Columbia  Graphophone  Co 

NEW  YORK 


NOVELTY  IN  RECORD  ADVERTISING 

{Continued  from  page  11) 

men  of  the  industry  can  exercise  no  control. 

Another  house  which  has  shown  individuality 
in  presenting  the  new  songs  and  records 
through  its  clientele,  through  the  medium  of 
bi-weekly    newspaper    advertisements,    is  the 


SCHMIDTS 

pUNNIGRAPHS 


■Md,  U  hc«dlllK<,  U«  Utfra  •(  Dun  WOft.  T. 
UA,  HIM  «f  tb«M  «r«  |«-»ltu-| j  biamu. 
wJMIn  •there  b«ftr  a  We-lvmx  HMltotaL 


"Keep  tte  Home  Fires 
Burning  till  tie  Boys 
Come  Home. 


rvoe  novuixo 
i. eh  a  gTiu.bki?t  f,ob» 

This  is  not  merely  a  song  but  a  message 
of  performance  in  pur  every  day  livea, 
demonstrating  our  allegiance  to  Our  Coun- 
try, Our  Home,  and  most  of  all  to  "Uie 
boys  over  there." 

If  you  haven't  this  song  in  your 
home,  in  .some  one  of  its  forms, 
you  should  have 


TTT 

i  111-113  W.  3rd  8k         D«v  eacort,  la. . 


Another  Clever  Schmidt  Record  Ad 

Schmidt  Music  Co.,  of  Davenport,  la.  A  pair 
of  the  .company's  advertisements  typical  of  the 
series  are  reproduced  herewith.  The  people 
of  Davenport  look  for  these  Schmidt  Co.  an- 
nouncements and  besides  getting  a  good  laugh 
occasionally  out  of  the  song  titles  and  descrip- 
tive matter,  learn  on  what  records  and  music 
rolls  they  have  been  reproduced  and  are  thereby 
moved  to  make  purchases. 


AN  EDUCATIONAL  CAMPAIGN 


The  Vallorbes  Jewel  Co.,  of  Lancaster,  Pa., 
are  giving  attention  to  an  educational  campaign 
in  the  trade  to  prove  their  claims  that  their 
semi-permanent  needles  do  not  wear  away  the 
records.  Attractive  circulars  have  been  mailed 
describing  the  parallel  shape  of  the  Vallorbes 
needle  points  and  showing  how  they  wear 
down  evenly  and  do  not  enlarge  their  diameter 
towards  the  end  of  the  record  which  they  claim 
the  ordinary  "one-time"  needle  does.  Greatly 
enlarged  photographs  of  the  ordinary  steel 
needle  and  the  Vallorbes  needle  after  a  number 
of  playings  have  been  made.  The  comparison 
in  the  wear  of  the  two  needles  is  interesting  to 
note. 


The  T.  P.  Pattison  Music  Co.,  of  Denver, 
Colo.,  have  added  the  Brunswick  and  Bush  & 
Lane  phonographs  to  the  talking  machines 
which  they  handle.  Their  full  line  now  con- 
sists of  the  Victor,  Bush  &  Lane,  Brunswick  and 
Stradivara. 


THE  MACY-VICTOR  LITIGATION 


Federal  Court  Sustains  Demurrer  to  Answer 
Filed  in  This  Suit 


The  latest  development  in  the  suit  of  P.  H. 
Macy  &  Co.,  against  the  Victor  Talking  Ma- 
chine Co.  and  its  agents  for  triple  damages 
amounting  to  $570,000  for  alleged  violation  of  the 
Sherman  Law,  by  seeking  to  limit  the  supply  and 
fix  the  prices  of  its  talking  machines  and  rec- 
ords, occurred  in  the  Federal  Courts  on  July 
22.  In  its  answer  to  the  suit  the  Victor  Co. 
asked  that  the  action  be  dismissed  because  the 
Clayton  Act,  which  it  is  alleged  was  also  vio- 
lated, was  unconstitutional  by  reason  of  excep- 
tions in  favor  of  horticultural,  agricultural  and 
labor  organizations,  and  that  the  provisions  of 
the  law  said  to  be  violated  could  not  become 
effective  until  after  the  Federal  Trade  Commis- 
sion had  exercised  its  jurisdiction. 

The  plaintiff  demurred  to  the  answer,  and 
Federal  Judge  Knox  sustained  the  demurrer  in 
a  long  opinion,  in  which  he  said  that  the  Fed- 
eral Trade  Commission  only  served  as  an  in- 
strumentality for  doing  justice  to  business 
where  the  remedy  could  not  be  applied  by  the 
courts. 


CONGRATULATIONS  FOR  L  M.  COLE 

L.  M.  Cole,  traveling  representative  for  the 
Gibson-Snow  Co.,  Syracuse,  N.  Y.,  Sonora  dis- 
tributors, and  one  of  the  most  popular  members 
of  the  traveling  fraternity  up-State,  recently 
returned  from  his  vacation,  which  gave  him  an 
opportunity  of  recuperating  from  the  activities 


INCREASES  CAPITALIZATION 

The  Doehler  Die  Casting  Co.,  of  Brooklyn, 
N.  Y.,  have  certified  to  an  increase  of  capital 
from  $500,000  to  $1,000,000. 


Mr.  and  Mrs.  L.  M.  Cole 

of  the  past  year.  Incidentally,  Mr.  Cole's  va- 
cation was  also  a  honeymoon,  and  he  has  been 
receiving  the  hearty  congratulations  of  his  as- 
sociates and  friends  upon  his  departure  from 
bachelorhood.  Mr.  and  Mrs.  Cole  will  reside 
in  Syracuse,  and,  needless  to  say,  one  of  the 
most  important  pieces  of  furniture  in  their 
home  is  a  handsome  Sonora  phonograph. 


The  Stauffer  Grafonola  Shop  recently  incor- 
porated in  Harrisburg,  Pa.,  with  a  capital  of 
$50,000,  reports  an  excellent  business. 


THIS  ALBUM  MADE  US  FAMOUS 

by  selling  it.    Why  don't  you  try? 


BUM 

Pat.  Dec.  15,  1914. 


Buy  Your  Albums  Direct  From  the  Manufacturer 


43-51  W.FourthSt. 
New  York,  N.  Y. 


THE  BOSTON  BOOK  CO.,  Inc. 

The  only  exclusive  Record  Album  Factory  in  the  world. 


Chicago  Office: 
1470  So. Michigan  Ave. 


14 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Make  A 
Drive 
for 
Increased 
Record 
Sales 
With 
"B  andH" 
Fibre  Needles 
as 
Your 
Strong  Ally! 


Mr.  Dealer 

Push  the  Sale 

"B  &  H" 

Fibre  Needles 

For  A  Revival 

In  Yo u r 
Record  Sales! 

Take  our  word  for  it 
now  and  your  customer's 
pleased  admission  later 
that  the  tonal  qualities 
of  the  only  Fibre  Needle 
licensed  for  sale  in  the 
United  States  and  their 
absolute  freedon  from 
the  scratching  sound, 
which  so  often  mars  re- 
production, caused  such 
pleasure  and  satisfaction 
as  to  create  the  desire 
for  new  selections. 


Go  Over  the 

Top  In 
Record  Sales 

by 

Advocating 
The  Use  of 
"BandH" 

Fibre  Needles. 
You'll  Note 
A  Renewed 
Inquiry 

For  Records  ! 


a 


By  Such  a  Campaign,  You  and  Your  Customers  are  Sure  to  Gain 

DELAY  DOESN'T  PAY! 

B  &  H"  Fibre  Manufacturing  Co. 

::       ::  ::  ::  Chicago 


33-35  West  Kinzie  Street 


August  IS,  1918 


THE    TALKING   MACHINE  WORLD 


15 


Why  the  Accessory  End  of  the  Talking  Machine 
Business  Should  Be  Developed  »  -  by Lester ju^bie 


Manufacturing  conditions  in  1918  have  pre- 
sented a  very  definite  problem  to  all  talking  ma- 
chine retailers,  depending  largely  on  the  profits 
accruing  from  their  talking  machine  sales  for  the 
support  and  carrying  on  of  their  business.  In  pre- 
vious years  it  has  been  possible  for  each  retailer 
to  secure  a  sufficient  amount  of  machines  and 
records  to  prevent  actual  loss  of  sales,  provided 
the  necessary  forethought  and  judgment  were 
exercised  in  purchasing.  This  year  retailers  have 
found  that,  due  to  limited  factory  output,  and 
regardless  of  the  methods  used,  it  has  been  seem- 
ingly impossible  for  them  to  secure  more  than  a 
set  amount  of  machines  and  records,  and  hun- 
dreds of  them  have  accepted  the  situation,  as- 
suming that  their  total  business  and  profits  must 
necessarily  be  limited. 

Certain  retailers  have  refused  to  accept  the 
situation  as  it  stands,  determined  to  invent  some 
means  whereby  their  sales  organization  might  be 
kept  busy  and  their  gross  sales  and  profits  kept 
at  normal.  Probably  the  most  successful  means 
used,  and  particularly  one  that  does  not  interfere 
with  the  progress  of  their  talking  machine  busi- 
ness nor  reduce  their  standing  with  concerns 

TALKS  ON  MUSICAL  HISTORY 

Miss  Edith  Rhetts,  of  the  Victor  Educational 
Department,  Makes  an  Interesting  Address  at 
the  Billings  Library,  Burlington,  Vt. 


Burlington,  Vtv  July  30. — One  of  the  most  in- 
teresting events  in  musical  circles  here  recently 
was  the  talk  given  by  Miss  Edith  Rhetts,  of 
the  educational  department  of  the  Victor  Talk- 
ing Machine  Co.,  Camden,  N.  J.,  at  the  Billings 
library,  before  the  members  of  the  summer 
school.  She  discussed  musical  history  in  a 
colloquial  way,  illustrating  her  remarks,  both 
on  the  piano  and  by  the  use  of  Victor  records, 
which  were  a  tremendous  help  in  displaying 
the  music,  which  she  referred  to  so  admirably  in 
her  address.  Miss  Rhetts  went  away  back  to 
the  beginning  of  music,  illustrating  her  de- 
scription of  Indian  music  with  the  "Gambler's 
Song"  and  the  "White  Dog  Song."  She  spoke 
particularly  of  the  rhythm  of  this  music.  She 
said  that  music  had  three  vital  elements  and 
that  people  went  through  those  three  stages  in 
appreciation:  First,  they  liked  rhythm,  next 
melody  and  next  harmony. 

As  an  example  of  the  very  oldest  music  she 
played  some  Chinese  melodies,  and  then  to  show 
the  difference  played  some  from  the  music  of 
Japan.  She  illustrated  the  quarter  tone  inter- 
vals in  the  Arabian  music  with  another  record. 

Her  next  selection  was  the  Grecian  "Hymn 
to  Apollo"  and  before  playing  it  she  explained 
that  the  present-day  music  comes  from  the 
Greek.  She  said  the  Greeks  used  the  lyre  and 
that  one  could  trace  the  stage  of  civilization  of 
peoples  by  the  predominance  of  stringed  instru- 
ments over  percussion  instruments. 

Miss  Rhetts  told  of  the_  introduction  of  music 
into  the  church,  playing  a  Gregorian  mass,  and 
then  told  how  it  changed  as  time  went  on.  She 
played  later  masses  to  show  the  difference.  She 
played  the  troubadour  song,  saying  that  was  an 
outgrowth  of  music  brought  back  by  crusaders. 

She  described  how  the  operas  came  to  be 
written.  There  was  very  little  orchestra  in  those 
days  so  the  singer  was  lord  and  master  of  all 
he  surveyed.  As  an  illustration  of  operatic 
music  she  gave  a  record  of  Mme.  Galli-Curci.  - 

As  an  illustration  of  expressive  music  Miss 
Rhetts  plaj'ed  "Symphonic  Poem"  and  a  modern 
brass  band  in  Saint-Saens'  "Death  Dance." 

Miss  Rhetts  during  her  visit  also  talked  to 
the  teachers  of  the  summer  school  during  the 
assembly  period  of  the  method  of  and  material 
for  teaching  appreciation  in  the  grades  from 
the  kindergarten  to  the  eighth  grade. 


from  whom  they  buy  and  on  whom  they  are  to 
some  extent  dependent  for  merchandise,  has 
been  the  pushing  of  talking  machine  accessories. 
It  is  a  known  fact  that  the  average  talking  ma- 
chine dealer  has  never  been  obliged  to  put  the 
maximum  effort  behind  his  sales,  principally  due 
to  the  fact  that  people  have  had  the  desire  to 
own  a  talking  machine  and  records  instilled  into 
them  from  other  sources,  and,  therefore,  the 
selling  of  talking  machines  and  records  has  been 
largely  a  matter  of  inducing  a  customer  to  pur- 
chase one  brand  over  another,  and  of  placing  the 
size  instrument  and  the  grade  of  records  best 
suited  to  each  customer's  needs  and  resources. 
Now,  however,  this  class  of  retailers  are  training 
their  sales  organization  to  create  in  their  cus- 
tomers the  desire  for  certain  talking  machine  ap- 
pliances of  proven  worth,  which  represent  in 
value  their  retail  price  and  on  which  a  fair  profit 
can  be  made. 

There  are  two  most  excellent  results  of  this 
effort  that  is  being  put  forth.  In  the  first  place, 
each  machine  customer  and  record  custom&r  is 
kept  "alive"  by  solicitation  for  the  talking  ma- 
chine accessories,  and  each  account  is  made  to 


show  a  tidy  profit,  aside  from  that  ..gained  by  the 
sale  of  the  original  machine  and  the  subsequent 
record  sales.  Certain  retailers  during  the  past 
six  months  have  made  each  machine  purchaser 
on  their  books  pay  as  high  as  5  or  6  per  cent,  in 
profit  on  the  initial  machine  purchase,  aside  from 
record  sales. 

Another  and  without  doubt  a  far  greater  result 
is  the  fact  that  the  sales  staffs  of  the  talking  ma- 
chine establishments  are  being  taught  REAL 
SALESMANSHIP,  the  first  principle  of  which 
is  without  doubt  to  create  in  the  mind  of  the 
prospective  purchaser  a  desire  for  the  article  to 
be  sold.  It  is  not  impossible  that  this  ability  to 
create  desire  may  be  highly  advantageous,  and 
likeiy  absolutely  necessary  in  the  future  selling 
of  talking  machines  and  records,  and  in  raising 
the  standard  of  salesmanship  in  their  organiza- 
tions talking  machine  retailers  are  adding  an 
attribute  that  has  been  sadly  wanting  in  the  past. 

The  retailer  who  does  not  go  after  the  acces- 
sory end,  of  his  business  at  this  time  can  be 
likened  to  the  colored  gentleman  of  the  South 
who  refused  to  earn  a  quarter  for  carrying  a 
s-it-case  because  he  already  had  a  quarter. 


THE  DELPHEON  COMPANY 

BAY  CITY       ::       ::       ::  MICHIGAN 

Or  Write  to  Distributors 


16 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Columbia 

Announcing 


New  Style  Cabinet— New  Type  Motor— 


Here  They  Are: 

The  kind  of  instruments  you  have  wanted  to  sell 
ever  since  you  have  been  in  business — instruments 
you  can  offer  your  customers  with  the  absolute  con- 
viction that  you  have  the  best  product  on  the  market. 

The  new  Grafonolas!  New  in  design;  new  in 
mechanism;  new  in  the  marvelous  perfection  of 
tone-quality  ;  new  in  ways  that  make  them  bigger, 
better  sellers;  greater  profit-makers  for  you. 

The  New  Motor  Unit 

Strong,  compact,  portable — with  many  improve- 
ments that  make  for  noiselessness,  smooth  running, 


long  life.  The  plate  is  hinged,  permitting  instan- 
taneous changing  of  motors.  Motors  can  be  inter- 
changed by  simply  loosening  two  thumb-screws. 
jSTew  Integral  Motor  Frame;  Spring  Barrel  fitted 
with  bayonet  joint. 

Columbia  Non-Set  Automatic 
Stop 

The  new  Columbia  Automatic  Stop  requires  no 
setting  or  any  attention  whatever  when  playing  a 
record.  Start  the  motor  in  the  regular  way  by 
moving  the  start-lever.  The  automatic  device  will- 
stop  the  motor  when  the  record  is  through  playing, 
no  matter  what  size  record  it  may  be.    This  does 


Sell  Foreign  Language  Records 

Small  Investment— quick  turnover 


For  Information  write  to 


International  Record  Dept. 

Columbia  Graphophone  Co. 

102  West  38th  Street,  New  York 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


17 


Grafonola 

New  Models- 


Exclusive  New  Columbia  Non-Set  Stop 


not  in  any  way  interfere  with  moving  the  start-and- 
stop  lever  by  hand. 

No  adjustment  is  necessary  when  playing  differ- 
ent size  records,  because  the  lever  that  stops  the 
motor  is  connected  with  the  tone-arm.  While  a 
record  is  playing  it  holds  back  the  Automatic  Stop 
until  the  entire  record  is  played.  At  this  point  the 
tone-arm  loses  its  power  and  the  stop  occurs  in- 
fallibly. 

The  New  Columbia  Tone-Arm 

The  slender,  symmetrical  tone-arm  of  the  Colum- 
bia Grafonola  is  a  mechanical  attainment  of  light- 


ness,  durabilitv  and   sound-transmission   of  the 


highest  degree  of  excellence. 


Every  tone-arm  is  tested  by  playing  at  the  fac- 
tory, at  the  same  time  its  attached  reproducer  is  put 
to  critical  trial. 

It  is  impossible  to  describe  these  new  instruments 
fully  here.  To  really  appreciate  them,  you  must 
see  them,  and  inspect  yourself  the  many  wonderful 
improvements  which  have  been  made.  Among 
these  are  the  new  tone-arm  and  the  perfected 
reproducer,  advances  in  phonograph  construction 
almost  as  important,  certainly  as  valuable  to  you, 
as  the  Non-Set  Stop. 


Columbia  Graphophone  Co.,  New  York,  N.  Y. 


18 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


EDISONS  ON  EVERY  TRANSPORT 


Large  Shipment  to  Hoboken  Recently — Trans- 
ports Will  Be  Kept  Supplied  With  Velvet  Sur- 
face Records  Through  Dealers'  Generosity 


This  photograph  was  taken  at  the  Edison 
laboratories,  Orange,  N.  J.,  as  a  large  shipment 
of  Edison  Army  and  Navy  phonographs  was 
being  loaded  onto  trucks  to  be  taken  across 


of  Thomas  A.  Edison,  Inc.,  was  a  guest  aboard  a 
United  States  transport  and  came  away  with  a 
very  keen  realization  of  the  need  for  phono- 
graphs on  the  big  troop  ships  that  carry  our 
soldiers  to  France.  A  special  fund  to  provide 
Army  and  Navy  phonographs  for  the  Transport 
Service  was  immediately  started.  A  consider- 
able amount  was  raised  in  various  ways  and 
finally,  at  the  Edison  dealers'  convention,  about 
$8,000  additional  was  contributed  by  the  Edison 


SONORA  ENJOINS  "LONORA" 

Suit  Brought  by  Sonora  Phonograph  Co.  Up- 
held by  Supreme  Court 


Army  and  Navy  Edison  Phonographs  Being 

the  Jersey  meadows  and  delivered  to  the  United 
States  Transport  Service  at  Hoboken,  N.  J. 

The  two  men  observing  the  loading  opera- 
tions are  Charles  Edison  and  William  Maxwell. 
The  Edison  Army  and  Navy  phonograph  is  one 
of  Charles  Edison's  hobbies.  It  is  specially  de- 
signed for  use  by'  soldiers  and  sailors  and  is 
sold  at  a  price  considerably  below  its  cost  of 
manufacture.  Thousands  of  these  instruments 
have  been  purchased  by  patriotic  persons  and 
donated  to  various  units  of  the  army  and  navy. 

Some  time  ago  Mr.  Maxwell,  vice-president 


Shipped  for  the  U.  S.  Transport  Service 

phonograph  dealers  and  jobbers  in  a  patriotic 
response  to  the  need  of  our  soldiers  for  musical 
entertainment  aboard  the  crowded  transports 
that  carry  them  on  the  last  leg  of  their  journey 
to  France.  This  liberal  contribution  on  the 
part  of  the  jobbers  and  dealers  brought  the  total 
to  an  amount  which  not  only  provides  a  full 
equipment  of  Edison  Army  and  Navy  phono- 
graphs for  all  of  the  United  States  transports, 
but  also  sets  up  a  fund  from  which  the  trans- 
ports can  be  regularly  supplied  with  Edison 
Velvet  Surface  Re-Creations  for  a  long  time. 


A  decision  was  handed  down  recently  in  the 
Supreme  Court  by  Justice  Ottinger,  restraining 
the  Stefanograph  Co.,  New  York,  from  using  the 
word  "Lonora"  on  their' phonograph.  This  mo- 
tion was  brought  by  the  Sonora  Phonograph 
Sales  Co.,  and  the  opinion  of  the  court,  which  is 
very  important  and  far-reaching,  reads: 

"This  is  a  motion  to  restrain  defendants,  pen- 
dente lite,  from  using  the  word  'Lonora'  upon 
phonographs  to  the  injury  of  the  plaintiff,  who 
manufactures  and  markets  phonographs  under 
the  name  'Sonora,'  for  which  it  has  acquired  a 
trade-mark,  and  which  has  been  in  use  for  many 
years.  The  principles  regulating  injunctive  re- 
lief in  cases  of  this  kind,  not  only  for  the  pro- 
tection of  the  plaintiff,  but  in  order  that  the 
public  may  not  be  deceived,  are  so  well  settled 
that  it  is  unnecessary  to  review  the  authorities. 
There  is  no  question  in  my  mind  from  the  papers 
presented  upon  this  motion  that  the  defendants 
are  using  the  name  'Lonora,'  and  that  their 
purpose  in  so  doing  is  to  deceive  and  defraud  the 
public  into  the  belief  that  the  articles  are  those 
manufactured  by  the  plaintiff.  The  similarity  in 
names  is  so  evident  as  not  to  require  comment, 
and  the  proof  is  clear  that  it  was  adopted  for 
the  purpose  of  taking  advantage  of  the  trade 
name  and  reputation  that  plaintiff  had  acquired. 
The  defendants  do  not  even  undertake  to  show 
how  or  why,  out  of  the  myriad  words  of  the 
language,  they  selected  upon  an  artificial  word 
identical  with,  except  for  the  first  letter,  that 
used  by  the  plaintiff,  and  similar  in  sound.  That 
there  may,  as  claimed  by  defendants,  be  some 
slight  differences  in  appearance  and  manufac- 
ture is  quite  immaterial  if,  because  of  the  name, 
the  public  are  likely  to  be  deceived  to  the  preju- 
dice of  the  plaintiff's  rights.    Motion  is  granted." 

Schechter  &  Lotsch  appeared  for  the  Sonora 
Phonograph  Sales  Co.  as  attorneys  in  behalf  of 
this  motion. 


THIS  is  the  Edison  style  A100, 
equipped  with  an  EjECT-O- 
FlLE.    Note  the  beauty,  as 
well  as  the  simplified  efficiency,  in 
filing  and  finding  records  at  will. 


Please  send  Price  List  and  Cuts  of 
other  Styles. 

The  Eject-O-File  Sales  Co, 

Name  

216  W.  Saratoga  Street 

BALTIMORE,  MD. 

August  15,  1918 


THE    TALKING    MACHINE  WORLD 


19 


How  Complaints  Can  Be  Made  a  Business  Asset 
and  Used  As  a  Basis  for  Future  Sales  «  by  j.  a.  Parsons 


Welcome  complaints.  Encourage  your  cus- 
tomers to  come  into  the  store  and  tell  you  or 
your  salesmen  about  their  troubles  or  fancied 
troubles  with  any  of  the  goods  you  have  sold, 
for  a  complaint  is  just  as  important  as  a  sale, 
and,  perhaps,  more  so,  and  should  receive  equal 
attention.  A  complaint,  no  matter  how  trivial, 
that  is  properly  handled,  can  be  turned  into  a 
genuine  business  asset,  and  a  complaint  neg- 
lected, or  not  given  sufficient  attention  to  sat- 
isfy the  customer,  can  offset  the  good  effects  of 
several  weeks  of  sales  work. 

The  talking  machine  dealer,  or  his  manager 
or  salesman,  who  takes  the  stand  that  his  line  of 
talking  machines  or  records  can  give  no  just 
cause  for  complaint  is  too  narrow-minded  to 
remain  in  business.  The  talking  machine  is  sim- 
ply the  product  of  human  hands,  and  workmen 
are  always  liable  to  make  errors,  no  matter  how 
skilful  or  careful.  Then,  too,  there  are  may  be 
unseen  flaws  in  materials  or  in  adjustments  that 
first  become  apparent  in  the  home  of  the  cus- 
tomer. No  matter  how  high  the  price  or  repu- 
tation of  the  instrument,  there  will  always  be 
occasions,  few  perhaps,  when  the  purchaser  finds 
some  real  or  fancied  reason  for  complaint,  and 
when  the  complaint  is  filed  it  should  be  investi- 
gated courteously  and  honestly  for  the  protec- 
tion of  the  dealer's  name. 

A  purchaser  who  has  complained  about  some 
particular  feature  of  the  instrument  must  have 
some  reason  for  bringing  the  matter  to  the  at- 
tention of  the  dealer.  If  the  customer  is  laboring 
under  a  delusion,  then  his  or  her  mind  can  read- 
ily be  set  at  rest  with  a  proper  and  courteous 
explanation,  and  the  customer  will  return  home 
feeling  that  the  talking  machine  man  is  desirous 
of  dealing  fair  and  remedying  any  possible  er- 


rors. If  there  is  some  actual  reason  for  the  com- 
plaint, the  sooner  the'  instrument  is'  adjusted; 
just  so  much  sooner  will  the  instrument  be  in 
proper  shape  to  be  a  fitting  advertisement  for 
the  dealer's  line  among  the  friends  of  the  pur- 
chaser. 

If  the  purchaser  comes  into  the  store,  or 
phones  or  writes  in,  as  the  case  may  be,  and  is 
then  snubbed  or  receives  scant  attention,  then 
the  opportunity  of  making  a  lifelong  friend  for 

■III 


■  Complaints  Should  | 
|  Be  Investigated  Cour-  J 

■  teously  and  Honestly  ■ 
m  for  Self-Protection  M 


that  the  customer  is  fully  satisfied  with  the  pur- 
chase, and  encourage  the  reporting  of  anything 
that  appears  to  be  wrong.  The  salesman's  big- 
gest asset  is  the  list  of  prospects  he  is  able  to 
compile  through  the  friendliness  of  satisfied  cus- 
tomers, who  generally  take  pride  in  recommend- 
ing their  particular  make  of  machine  and  the 
house  that  sells  it  to  their  friends. 

Simply  to  follow  up  the  complaints  of  instal- 
ment customers  with  a  view  to  keeping  them 
satisfied  until  all  payments  have  been  made  and 
then  neglecting  the  cash  customer  because  there 
is  nothing  due  on  his  instrument  is  a  mistaken 
idea  that,  apparently,  prevails  in  many  talking 
machine  houses  even  to-day,  regardless  of  the 
fact  that  the  cash  customer  is  probably  possessed 
of  the  greater  number  of  influential  and  well-to- 
do  friends  who  may  become  prospects. 

Watch  the  complaints.  They  can  be  developed 
into  sales  later  on. 


the  house  is  lost  and,  particularly  if  the  cus- 
tomer is  a  woman,  there  will  be  no  opportunity 
lost  to  tell  of  the  treatment  she  received  when 
she  complained  and  the  cause  of  the  complaint 
will  be  pointed  out  with  great  earnestness  as  a 
warning  to  all  friends  to  beware  of  buying  at 
that  particular  store  or  of  purchasing  that  par- 
ticular kind  of  machine  and  suffering  a  similar 
annoying  experience. 

If  the  manager  of  the  store  appears  callous  to 
complaints,  the  salesman  should  himself  see  to  it 


MANAGERIAL  CHANGE  IN  HOUSTON 

Houston,  Tex.,  August  1. — W.  B.  White,  who 
was  formerly  manager  of  the  wholesale  depart- 
ment of  Thomas  Goggan  &  Bro.,  of  this  city, 
is  no  longer  with  that  institution.  He  has  be- 
come manager  of  the  talking  machine  depart- 
ment of  the  Schaeffer  Photo  Supply  Co.,  who 
are  handling  the  Columbia  Grafonola  exclusive- 
ly. This  concern  have  been  in  the  talking  ma- 
chine business  only  a  couple  of  months,  but 
in  that  time  they  have  done  a  very  large  volume 
of  trade,  due  in  a  large  measure  to  the  character 
of  the  advertising  they  have  indulged  in,  as  well 
as  the  line  which  they  handle. 


It  is  impossible  to  wrong  another  without 
injuring  yourself. 


LONG  CABINETS 


No.  83 

In  all  finishes.  Specially  adapted 
for  use  with  Columbia  50.  Front 
posts  made  to  follow  lines  of  posts 
on  Columbia  75. 


FIRST  and  FOREMOST 

In  the  cabinet  field. 

Why?    Because  we've  specialized  in 

CONSTRUCTION 
FINISH  and 
ADAPTABILITY 

Our  supremacy  in  these  essentials 
warrants  your  handling  the  perfect 
line. 

That's  why  you  should  anticipate  your 
wants  NOW. 


No.  79 

In  all  finishes.    Shown  with  top 

moulding  and  shelves. 
Specially    adapted    for   use  with 
Victrola  IX-A. 


Prompt  deliveries  on  all  orders.    Write  for  Illustrated  Catalogue  of  complete  line 

THE  GEO.  A.  LONG  CABINET  COMPANY 

HANOVER,  PA. 


- 


20 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


illlllllllllllllllllllli;i!!lllllll!l!lll!l!l!lllllllllll^ 


We  Offer  An  Unusual 
Proposition  To  Dealers 

It  doesn't  matter  what  make  of  phonograph  you  are  now  hand- 
ling, you  owe  it  to  yourself  to  investigate  what  we  have  to  offer  you. 

We  have  developed  a  great  talking  machine  co-operative  plan — 
one  that  enables  the  aggressive  dealer  to  make  big  money  on 
quality  talking  machines. 

We  are  staking  our  money  and  our  reputation  on  this  proposition 
to  establish  successful  talking  machine  dealers  in  every  community. 

In  this  advertisement  we  illustrate  Model  No.  3 — our  big  seller. 
It  is  stately  in  design,  wonderful  in  tone,  and  is  sold  under  our 
guaranteed  service.  It  sells  for  $125.00,  and  unquestionably  repre- 
sents greater  value  than  was  ever  offered  at  this  price. 

This  machine  is  one  of  the  big  factors  in  our  co-operative 
selling  plan. 

Two  additional  models-Model  No.  6  at  $90.00,  and  Model 
No.  5  at  $65.00,  give  the  MANDEL 
dealer  three  popular  priced  machines,  all 
of  which  embody  high  quality  coupled 
with  big  value  to  the  consumer. 

What  we  offer  you,  Mr.  Dealer,  is 
liberal  terms,  liberal,  discounts,  big  prof- 
its, and  our  guarantee  of  absolute  satis- 
faction to  every  ultimate  purchaser  of  a 
MANDEL  Phonograph. 

Act  quickly.  Write  for  our  complete 
proposition.  We  are  closing  up  territory 
at  record  speed. 


Mandel  Manufacturing 
Company 


General  Offices: 
501-511  So.  Laflin  Street 

CHICAGO,  ILLINOIS 


New  York  Display  Rooms: 
41  Union  Square 

NEW  YORK  CITY,  N.  Y. 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


21 


Artistic  Window  Displays  That  Arouse  Public 
Interest  in  Talking  Machines  and  Records 


Talking  machine  dealers  are  evidently  becom- 
ing more  keenly  alive  than  ever  before  to  the 
value  of  window  display  as  a  factor  of  impor- 
tance in  their  business.  They  are  realizing  that 
the    well-dressed  'window,    the  often-changed 


Detroit.  This  window,  which  deservedly  at- 
tracted a  great  deal  of  attention,  was  admirably 
conceived.  Patriotic  records  were  the  prin- 
cipal feature  of  display,  and  these  were  sur- 
rounded with  miniature  soldiers,  small  tanks 
and  other  little  dis- 
plays, such  as  soldiers' 
hats  with  red,  white 
and  blue  base,  which, 
admirably  arranged 
around  the  window, 
made  a  very  attractive 
display. 

In  the  line  of  sum- 
mer display  windows 
that  prepared  by  Lyon 
&  Healy,  of.  Chicago, 
illustrated  on  this 
page,  is  not  only  most 
artistically  conceived, 


still  keep  well  in  touch  with  all  that  is  latest  and 
best  in  music. 

We  have  often  emphasized  in  these  columns 
the  value  of  the  window  as  a  business  de- 
veloper. It  must  always  be  kept  in  mind  that 
at  a  comparatively  small  expense  it  can  be 
made  one  of  the  most  profitable  features  of  a 
store.  It  can  be  made  to  reflect  the  enterprise 
of  the  owner.  It  conveys  to  the  passers-by 
and  to  the  people  in  the  town  that  the  owner 
of  the  window  is  a  man  of  initiative,  a  man  of 
artistic  impulses,  a  man  who  desires  to  do 
tilings.  The  general  public  likes  to  deal  with 
such  an  establishment,  hence  the  value  of  the 
window  as  an  advertising  medium. 

The  merchant  who  utilizes  the  changing  sea- 
sons and  current  happenings,  particularly  in 
helping  the  various  departments  of  the  Gov- 
ernment in  these  war  days,  is  devoting  his  win- 
dow space  to  good  purpose.     It  really  matters 


A  Summer  Window  of  Lyon  &  Healy,  Chicago 

window,  is  a  silent  salesman  that  pays  a  good 
return  for  the  time  and  money  spent  in  using 
this  space  advantageously.  During  the  past 
month  The  World  has  received  a  large  number 
of  photographs,  showing  that  dealers  arc  giving 
the  closest  attention  to  window  displays.  They 
are  giving  considerable  space  to  stimulating 
patriotic  endeavor,  as  well  as  utilizing  the  sum- 
mer season  as  a  means  of  bringing  to  the 
notice  of  prospective  buyers  that  the  talking 
machine  is  an  indispensable  equipment  during 
the  vacation  period,  and  that  no  summer  home 
can  well  afford  to  be  without  it. 

In  the  line  of  patriotic  windows  we  are  re- 
producing a  Aery  attractively  arranged  display 
made  by  the  talking  machine  department  of  the 
People's  Outfitting  Co.,  44-48  Michigan  avenue, 


but    it    represents  a 
great  deal  of  expense 
and   time   in   its  prep- 
aration.    No   one  can 
look  upon  this  window 
without   having  a  de- 
sire to  get  away  from 
the    noise    and  con- 
fusion and  worries  of 
city  life — to  live  in  the 
open,  in  the  woods,  en- 
joying fishing  and  sports  of 
panied  by  the  ever  faithful  and  always  reliable 
talking  machine  to  supply  the  music  and  com- 
fort and  necessary  "atmosphere."     Thus  the 
Lyon  &  Healy  window  fulfilled  a  mission.  It 


!  i  g  g  g  j  I'l'f  g  'gff'f  ,ff  *  i  ?  g.g  f  *  s  t.-ftif-f  jg  *  r  z 


pointed  out  that  one  can  rough  it  to-day  and 


Patriotic  Window  of  the  People's  Outfitting  Co.,  Detroit 

all  kinds  accom-  little  what  window  space  a  dealer  may  control, 
if  he  makes  the  most  effective  display  pos- 
sible in  the  space  at  his  disposal  he  will  have 
done  his  duty  and  proclaimed  himself  to  be  a 
progressive  and  up-to-date  talking  machine  mer- 
chant. 


A  VERY  PERTINENT  IDEA  HERE 


Which  Some  Types  of  Salesmen  Should  Con- 
sider and  Properly  Digest 


Here  is  an  incident  which  came  under  our  no- 
tice recently  which  furnishes  the  point  to  an 
idea  which  should  be  considered  by  dealers. 

The  following  conversation  was  recently  over- 
heard in  the  shop  of  (we  are  prone  to  believe  an 
unsuccessful)  Columbia  dealer. 

A  gentleman  came  in,  walked  up  to  a  clerk  and 
said:    "Have  you  A-2158?" 

The  clerk  answered  promptly,  "No,  sir,  we 
have  not.    Anything  else?" 

To  which  the  man  replied,  "I  guess  not,"  and 
went  out. 

By  a  strange  coincidence  we  were  in  the  shop 
of  another  Columbia  dealer  in  the  same  town 
later  in  the  day,  when  the  same  man  entered  and 
asked  for  the  same  record. 

The  salesman  said,  "I'll  see  at  once,  and  while 
I  am  looking  it  up  I  would  like  you  to  hear  this 
one,"  putting  on  A-2450,  starting  the  instrument 
and  stepping  back  to  look  up  the  record  asked 
for.  In  a  few  moments  he  returned  and  said,  "T 
am  sorry,  but  we  are  out  of  the  number  you 
want." 

To  this  the  man  replied,  "Let  me  have  this  one 
you  are  now  playing,  and  order  the  other  for 
me." 

We  have  nothing  more  to  say.  Have  you? — 
The  Peptimist. 


NEW  IDEA  IN  RECORD  INDEXING 

hTARRISBOEG,  Pa..  July  31. — The  Harrisburg  Book 
Co.,  of  this  city,  have  placed  recently  upon  the 
market  an  entirely  new  idea  in  record  indexing 
known  as  the  "Handy  Record  Index."  It  is  a 
conveniently  indexed  book  in  which  may  be 
listed  for  ready  reference  the  records,  vocal, 
instrumental,  etc.,  etc.  The  idea  was  originated 
by  George  H.  Dunham,  head  of  the  company, 
in  keeping  his  personal  records  handily  indexed. 
The  system  worked  so  well  that  he  decided  to 
commercialize  his  idea.  It  should  make  a 
strong  appeal  to  record  users. 


THE  VICTOR  AT  DRAKE  UNIVERSITY 


Des  Moines,  Ia.,  August  5. — Mrs.  Heaton,  of 
the  educational  department  of  the  Victor  Talk- 
ing Machine  Co.,  while  passing  through  this 
city  recently  on  her  way  home  from  a  vacation, 
stopped  long  enough  to  give  several  valuable 
demonstrations  of  the  Victrola  in  educational 
work  at  the  Drake  University  here.  She  also 
took  occasion  .to  call  upon  Mickel  Bros.,  local 
Victor  wholesalers. 


GLADVERTISING  VS.  SADVERTISING 

A  talk  by  Arnold  Joerns,  of  Chicago,  on  "Glad- 
vertising  vs.  Sadvertising"  was  the  feature  of  the 
closing  session  of  the  Indiana  Sellers'  Congress 
recently  held  in  Indianapolis.  The  seven  mo- 
tives of  human  nature,  which  always  should  be 
kept  in  mind  in  advertising  and  selling,  he  said, 
were  property,  self-preservation,  power,  reputa- 
tion, affections,  sentiment  and  taste.  The  ques- 
tion of  the  cost  of  an  article,  he  continued,  con- 
cerned a  customer's  property  motive.  In  his 
opinion,  the  speaker  said,  too  much  attention 
often  is  paid  by  merchants  to  advertising  the 
price,  while  too  little  stress  is  laid  on  the  merit 
or  quality  of  the  goods. 

Mr.  Joerns  also  scored  the  merchant  who  ad- 
vertises selling  below  cost,  when  it  is  impossible, 
on  the  face  of  the  proposition,  for  a  man  to  con- 
tinue in  business  while  selling  his  goods  below 
the  cost.  In  closing  he  said  that  no  phase  of 
human  nature  should  be  overlooked  in  adver- 
tising. 


Fred  N.  Van  Wie,  of  Oneonta,  N.  Y.,  is  build- 
ing up  a  good  talking  machine  trade. 


The  Polyphone  Talking  Machine  Co.,  3602 
Park  avenue,  New  York,  has  changed  its  name 
to  the  "B  and  B  Talking  Machine  Co." 


Talking  Machine  Hardware 


We  manufacture  hardware  for  all  styles  of  cabinets 


Lid  Supports 
Needle  Cups 
Needle  Rests 


Door  Catches 
Sliding  Casters 
Continuous  Hinges 


BEST  QUALITY 

WEBER-KNAPP  COMPANY 


Sockets 
Tone  Rods 
Knobs,  etc. 

LOWEST  PRICES 

Jamestown,  N.  Y. 


22 


THE    TALKING    MACHINE  WORLD 


••Augu-st  IS,  1918 


NEW  OFFICERS  FOR  DUO=TONE  CO. 

Prominent  Business  Men  Now  at  Head  of  That 
Organization — Featuring  New  Stylus 

Ansonia,  Conn.,  July  31. — The  Duo-Tone  Co., 
of  this  city,  have  recently  elected  new  officers. 
They  are  as  follows:  President,  Frank  D. 
Terry;  vice-president,  C.  S>.  Arischutz;  Secretary, 
Carleton  F.  Hoadley;  treasurer,  Chaple-  S.  Car- 
ter. The  new  officers  are  all  prominent  men  in 
this  locality  and  are  all  new  with  the  excep- 
tion of  Mr.  Carter,  who  retained  his  office  as 
treasurer  of  the  company.  L.  P.  Cornet,  who 
is  well  known  to  the  talking  machine  trade  and 
who  has  been  connected  with  the  organization 
for  some  time,  has  been  appointed  as  general 
sales  manager  of  the  company. 

In  addition  to  the  Duo-Tone  device  they  are 
now  featuring  the  De  Luxe  stylus.  Although 
they  have  had  this  new  semi-permanent  needle 
for  some  time  they  are  now  behind  a  campaign 
to  make  it  known  from  coast  to  coast.  They 
report  good  business  and  that  several  large 
jobbers  have  already  taken  on  their  new  prod- 
uct and  are  enthusiastic  over  it. 


FACTORS  IN  THE  RETAIL  FIELD 

In  the  retail  talking  machine  field  the  drug- 
gists seem  to  be  figuring  to  a  much  larger  ex- 
tent than  ever  before  throughout  the  country. 
The  drug  store  is  usually  a  center  for  the  peo- 
ple of  the  town,  or  district,  and  talking  ma- 
chines and  records  are  apt  to  find  in  these  estab- 
lishments a  large  following.  At  the  present 
time  there  is  a  large  army  of  druggists  through- 
out the  country  who  have  taken  on  talking  ma- 
chines, and  find  them  to  be  perhaps  the  most 
profitable  end  of  their  business — at  least  they 
return  a  very  nice  income  on  the  space  devoted 
to  these  instruments. 


SIZING  CARUSO  UP 

Enrico  Caruso,  who  is  soon  to  bust  right  out 
as  a  film  hero,  went  to  the  Famous  Players- 
Lasky  studio  the  other  day  to  have  a  look  at 
things.  A  property  man  asked  a  camera  oper- 
ator who  "the  stocky  little  guy"  was. 

"That's  Caruso,  the  tenor.  He's  going  to  be 
a  film  star,"  came  the  reply.  The  property 
man  studied  Caruso  a  moment  and  muttered: 

"He's  a  great  tenor  singer,  all  right." 

Incidentally,  Carolina  White,  grand  opera 
star,  is  to  make  her  film  debut  playing  "op- 
posite" Caruso  in  his  first  picture. 


JOE  KERR  DOING  "HIS  BIT" 

Former  Representative  of  S.  B.  Davega  Co. 
Destined  to  Distinguish  Himself  at  the  Front 
— Well  Known  to  the  New  York  Trade 


We  take  pleasure  in  presenting  this  month  a 
photograph  of  Joseph  Kerr,  who  before  join- 
ing the  colors  represented  the  S.  B.  Davega 
Co.,  Victor  distributors,  in  New  York  and  ad- 
jacent territory.  If  Mr.  Kerr  serves  Uncle 
Sam — and  we  certainly  know  he  will — as  well 
as  he  served  the  interests  of  his  multitude  of 


Joseph  Kerr 

Victor  dealers  in  the  territory  which  he  con- 
trolled, we  feel  sure  that  he  will  quickly  rise  in 
the  ranks,  and  if  given  the  opportunity,  dis- 
tinguish himself,  thus  bringing  honor  on  the 
industry,  on  his  native  city  and  on  the  nation. 


FEATURING  THE  NEW  EDISON 

The  Lair  Co.,  Charleston,  Mo.,  is  carrying  on 
an  extensive  campaign  in  that  section  in  the 
interests  of  the  New  Edison.  The  company 
is  advertising  extensively  in  newspapers  and 
through  the  medium  of  folders  and  sales  pro- 
motion letters,  and  is  getting  excellent  results 
in  a  business  way. 


"I  AM  NOT  QUITE  READY  YET" 

Under  the  Above  Title  R.  Montalvo,  New  Bruns- 
wick, N.  J.,  Read  the  Following  Interesting 
Paper  at  the  Recent  Edison  Convention 


Of  "all  the"  excuses  given  to  salesmen  by  pros- 
pects, I  think  the  one,  "I  am  not  quite  ready 
yet,"  is  probahly  the  most  camouflaged  stall  of 
al!  others. 

Back  of  this  the' real  reason  may  be  that  they 
are  not  quite  convinced  that  the  New  Edison 
is  the  best  or  that  they  have  not  enough  money; 
or  it  may  be  the  terms  are  not  suitable  or  that 
they  wish  to  consult  with  their  wives  or  hus- 
bands or  other  relatives  before  buying. 

A  salesman  should  never  be  looking  for  a  i 
negative  attitude  from  his  customer,  or  at  least 
he  should  be  clever  enough  to  avoid  letting  the 
customer  see  that  he  has  recognized  such  an  at-  , 
titude.  There  are  times  when  it  is  advisable 
for  a  salesman  to  appear  dense,  and  when  a 
prospect  says  he  is  quite  ready  to  buy,  the  sales- 
man should  assume  that  the  customer  has  fully  i 
decided  to  buy  a  New  Edison.  If  he  doesn't 
know  which  model,  he  should  find  out  immedi- 
ately and  arrange  for  delivery  at  a  time  desired. 
When  the  terms  have  been  decided  on  and  the 
sale  written  up,  it  should  be  an  easy  matter  to 
secure  the  signature  on  the  dotted  line.  In 
fact,  from  the  time  the  customer  says  he  is  not 
quite  ready  yet,  a  salesman  should  proceed  ex- 
actly as  though  the  sale  was  made — this  will 
either  land  the  sale  or  bring  out  another  stall. 

A  salesman  may  know  to  his  own  satisfaction . 
that  the  sale  has  not  really  been  closed  and  that 
he  is  trying  to  land  the  prospect  before  he  has 
really  made  up  his  mind,  but  at  the  same  time 
the  salesman  should  tell  the  customer  how  well 
pleased  he  will  be  with  his  New  Edison  and 
that  he  will  never  regret  having  purchased  the 
"Phonograph  with  a  Soul." 

Other  legitimate  reasons  that  may  be  ad- 
vanced by  the  salesman  to  the  prospect  as  to 
why  he  should  buy  now  are  the  shortage  of 
goods  and  the  fact  that  there  will  probably  be 
another  increase  in  price  shortly. 

TALKING  MACHINES  FOR  EXPORT 

South  Americans  Sending  in  Large  Orders  for 
Talking  Machines,  According  to  Head  of 
Large  Export  House  in  New  York  City 


Local  exporters  with  connections  in  South 
American  markets  are  constantly  receiving  in- 
quiries for  talking  machines  made  in  this  coun- 
try, says  the  New  York  Times.  :  The  lines 
sought  range  all  the  way  from  the  cheapest 
grades,  made  to  retail  at  $5  or  less,  up  to  those 
bringing  as  much  as  $300.  Machines  priced  from 
$50  to  $100  are  sought  in  the  largest  quantities. 
According  to  the  head  of  one  big  export  house, 
American  talking  machines  have  established 
themselves  -permanently  in  the  various  markets 
along  the  East  Coast  of  South  America.  There 
is  very  little  likelihood  of  the  business  in  these 
sections  reverting,  he  asserts,  to  its  original 
source  of  supply — Germany,  after  the  war  is 
over. 


SON  OF  EDISON  IN  TANK  CORPS 

William  L.  Edison  Joins  Section  of  U.  S.  Army 
That  "Treats  'Em  Rough" 

;  William  Leslie  Edison,  second  son  of  Thomas 
A.  Edison,  president  of  Thomas  A.  Edison,  Inc., 
enlisted  last  month  in  the  Tank  Corps  of  the 
United  States  Army,  and  left  at  once  for  Fort 
Slocum,  to  begin  training.  William  Edison  is 
a  veteran  of  the  Spanish-American  war,  and 
made  his  home  in  Mdrristown,  N.  J.  He  stands 
high  in  the  electrical  world,  and  decided  he 
wanted  to  see  action  in  the  Tank  Corps. 

A  certificate  of  incorporation  was  issued  re-' 
cently  to  the  Smith  Phonograph  Corp.,  of  the 
Bronx.     The  active  capital  of  the  new  concern 
is  $32,500,  the  incorporators  being  C.  W.  Car- 
tier,  W.  Heines  and  M.  Slone. 


Ward's  Khaki  Moving  Covers 


iGrade  "D"  Cover  with  No.  3  Straps. 


PROTECT  YOUR  MACHINES  FROM  ALL 
KINDS  OF  WEATHER 

and  will  enable  you  to  deliver  them 
free  from  dust,  scratches,  bruises 
and  all  other  finish  destroyers 

Our  covers  are  faced  with  Standard  Khaki, 
lined  with  a  heavy  grade  flannel,  interlined 
with  an  exceptionally  good  grade  of  heavy 
cotton  or  felt,  diagonally  and  closely  quilted, 
and  manufactured  according  to  the  usual 
superior  "WARD  New  London  "  quality. 

Grade  "D",  medium  size,  $6.00 
Grade  "D",  large  size,  $6.50 
Grade  "K",  medium  size,  $8.00 
Grade  "K",  large  size,  $9.00 
Carrying  Straps:  No.  1  $1.00;  No.  2  $2.00;  No.  3 $3.50 
ORDER  SAMPLE  COVER  ON  APPROVAL 

With  Name  of  Machine  silk  embroidered  on  any  Cover;  extra, __30c. 

With  Dealer's  Name  and  Address,  first  Cover;  extra  $1.15 

Same  on  additional  Covers,  each  extra    60c. 

Write  for  booklet 

The  C.  E.  Ward  Co. 

(Well-known  Lodge  Regalia  House) 

101  William  St.,  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


CHICAGO  ATLANTA  SEATTLE  CINCINNATI  TORONTO 


I  one  Reproduction 

Buy  only  the  highest  grade  HEINE  MAN -MEISSELBACH  Tone  Arm  Combinations. 
Your  machines  will  then  be  unexcelled  in  tone  quality. 


HEINEMAN  TONE  ARM  No.  12 
HEINEMAN  IDEAL  SOUND  BOX  No.  2 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


23 


Some  of  the  Advantages  *of  Being  a  Practical 
Talking  Machine  Salesman 


By  Don  Warner 


How  much  knowledge  should  a  salesman  pos- 
sess in  order  to  make  a  more  than  ordinary- 
success  in  the  sale  of  talking  machines?  Now, 
selling  talking  machines  might  be  a  simple  mat- 
ter. Presumably  it  is,  and  then  after  the  sale 
is  made  there  might  arise  the  unlooked-for  dif- 
ficulties that  are  not  anticipated  when  the  sale 
is  being  made.  Your  larger  knowledge  of  the 
instrument  itself  and  your  more  detailed  grasp 
of  the  inner  workings  of  the  machine  can  be 
made  a  help  to  you  in  increasing  your  sales. 

It  is  so  simple  to  discuss  talking  machines. 
They  are  so  widely  known  and  so  generally  used 
that  it  seems  everybody  knows  what  they  are, 
and  there  does  not  appear  to  be  any  very  great 
reason  why  the  salesman  should  give  much  of 
his  time  to  the  more  intricate  parts  of  the  de- 
vice. So  some  of  them  think.  But  now  let 
us  go  into  this  matter  a  little  and  then  see  if 
there  is  not  some  value  to  be  placed  on  the 
larger  knowledge  that  can  be  had  with  that 
careful  inspection  and  study  of  the  art  or  the 
mechanism  of  the  wonders  that  are  made  pos- 
sible with  this  device. 

-What  do  we  know  about  the  sound  box  and 
about  the  unseen  factors  that  enter  into  the 
wonders  of  this  device?  Can  we  explain  to 
the  customer  just  a  little  of  the  secrets  that 
make  possible  this  tone  transmission?  Can  the 
salesman  give  a  fair  explanation  of  why  the 
sound  is  carried  from  the  arm  of  the  machine, 
from  the  diaphragm  into  the  reproducer  and 
then  to  the  sound  box?  Is  it  necessary  to  be 
able  to  explain  this  to  the  prospect?  Not  al- 
ways of  necessity,  but  certain  it  is  that  this 
knowledge  will  prove  to  be  a  material  aid  to 
the  salesman.  . 

Suppose  that  the  customer  asks  questions,  as 
some  of  them  do.  When  the  salesman  is  at 
a  loss  to  explain  some  of  the  more  simple  de- 
tails can  he  impress  the  customer  favorably? 
She  might  want  a  comparison  of  the  various 
talking  machines.  She  would  like  to  see  where- 
in they  differ.  If  he  cannot  give  a  satisfactory 
explanation  then  there  is  danger  that  there  will 
be  a  lessened  number  of  sales  to  his  credit.  The 
salesman  should  be  posted.  He  should  be  able 
to  make  some  statements  that  are  of  value  to  the 
customer  and  of  help  to  him  in  increasing  the 
number  of  his  sales. 

This  is  all  in  the  day's  work,  and  it  can  be 
made  to  become  of  a  wonderful  help  to  the 
man  who  is  going  to  make  it  a  part  of  his  fu- 
ture betterment.  It  might  not  be  a  very  se- 
rious matter  to  him.  It  might  be  looked  upon 
as  one  of  the  more  detailed  matters  that  can 
be  passed  by  and  that  will  not  become  so  im- 
portant that  it  must  be  given  study.  There  are 
certainly  some  points  of  distinction  about  every 
machine.  There  are  features  that  lend  a  differ- 
ent tone  to  the  phonograph.  There  are  little 
details  that  are  worked  out  by  the  inventors 
and  the  manufacturers  that  give  each  machine 
an  individuality  that  can  be  made  a  strong  talk- 
ing point,  provided  the  salesman  is  aware  of 
these  things. 

This  is  one  reason  for  the  education  of  the 
salesman  along  practical  lines.  There  are 
others,  of  course,  and  of  these  let  us  say  a 
word  with  regard  to  the  importance  of  this 
knowledge.  We  might  say  a  little  mechanical 
ability  or  training,  too,  can  be  put  to  excel- 
lent advantage  when  the  occasion  does  arise. 
Now  the  out-of-town  salesman,  or  that  man 
who  travels  about  making  sales  of  these  ma- 
chines, oftentimes  has  need  for  a  larger  detailed 
knowledge  of  the  inner  workings  of  the  phono- 
graph. Suppose  he  arrives  at  a  place  where 
there  is  a  slight  defect  or  a  little  something 
that  has  gone  amiss  with  the  phonograph.  It 
might  be  remedied  where  this  training  has  been 
inculcated.  It  can  and  will  save  the  cost  of 
a  shipment  of  the  machine  back  to  the  store,  or 


the  services  of  a  man  who  must  travel  to  make 
the  adjustment.  It  is  by  no  means  uncommon 
that  such  an  occurrence  would  be  met  with, 
and  the  help  that  the  salesman  could  render 
would  be  of  great  benefit.  One  trip  of  the  ma- 
chine back  to  the  store  or  the  saving  of  one 
repair  man's  time  to  the  dealer  will  pay  for  this 
knowledge. 

The  salesman  is  not  merely  a  man  who  can, 
like  a  phonograph,  give  voice  to  the  words  that 


"Ability  of  Salesman 
to  Explain  Hidden 
Features  of  Machine 
to  Customer  Means 
Closing  More  Orders 


You  men  who  are  selling  should  study  the  in- 
dustry and  its  larger  possibilities  with  that  added 
care  that  will  bring  to  you  a  strong  reason  for 
success.  Do  not  be  content  with  merely  a  super- 
ficial knowledge  that  can  never  amount  to  any- 
thing but  a  poor  measure  of  success.  Make  your 
hours  of  idleness  count  for  the  larger  benefits 
that  can  be  had  with  a  larger  grasp  on  the  sub- 
ject of  talking  machine  technical  knowledge. 
The  industry  is  new,  comparatively  speaking,  in 
this  country.  It  has  great  possibilities  and 
these  greater  possibilities  are  within  the  reach 
of  the  salesman  who  is  looking  beyond  to  that 
to-morrow  and  to  the  time  when  every  hour  will 
count  and  every  argument  that  is  sane  will 
become  to  the  wideawake  man  something  that 
is  really  worth  while  to  him  and  to  his  industry 
as  well. 


are  repeated  there  by  the  records.  He  must 
be  a  man  who  can  induce  sales  and  can  offer 
logical  reasons  for  the  purchase  of  a  talking 
machine  with  intelligence  and  with  a  care  and 
training  that  should  place  him  above  the  com- 
monplace salesman.  He  is  not  merely  a  tool 
that  is  working  without  a  brain.  He  is  a  man 
who  should  give  the  matter  of  salesmanship 
study.  He  should  give  the  details  of  the  ma- 
chine that  he  is  offering  particular  considera- 
tion. If  his  machine  differs  from  others,  can 
he  intelligently  say  why  this  is  so?  Can  he 
argue  with  a  correct  knowledge  that  will  con- 
vince the  customers  that  he  speaks  with  au- 
thority? 


■   LANDAY  34TH  STREET  STORE  CLOSES 


Landay  Bros.,  Victor  wholesalers,  have  an- 
nounced the  closing  of  their  store  at  27  West 
Thirty-fourth  street,  and  this  store  will  be  con- 
solidated with  the  Landay  establishment  at  23 
West  Forty-second  street.  Under  this  new  ar- 
rangement Landay  Bros,  have  three  exclusive 
Victor  retail  establishments  in  New  York  City, 
these  stores  being  located  at  563  Fifth  avenue, 
427  Fifth  avenue  and  23  West  Forty-second 
street.  The  general  offices  of  the  company  are 
located  at  151  West  Thirtieth  street,  New  York. 


TALKING  MACHINE  DEALER  IN  NAVY 


L.  L.  Dunlap,  proprietor  of  the  Talking  Ma- 
chine Shop,  in  Belvidere,  111.,  has  enrolled  as 
first-class  machinist's  mate  in  the  Aero  Divi- 
sion of  the  U.  S.  Navy,  and  has  reported  for 
duty  at  Pensacola,  Fla.  The  business  will  be 
conducted  during  his  absence  by  his  wife,  who 
is  an  experienced  saleswoman. 


A  Word  to  the 
Phonograph  Trade 

The  "BLISS"  REPRODUCER  with  its 
treated  silk  diaphragm  differs  from  the 
ordinary  type  of  mica  sound  box,  offer- 
ing a  latitude  in  reproduction  that  is  not 
attained  with  the  mica  diaphragm.  It 
reproduces  with  greater  volume,  better 
articulation,  and  represents  the  artists  as  they  performed. 

Better  music  is  being  demanded  by  the  public,  and  with 
the  "BLISS"  REPRODUCER  you  can  meet  this  requirement. 

Other  Phonograph  specialties  that  we  are  featuring  are  the 
"Disk-Lite",  an  electric  lighting  attachment  adaptable  to 
any  Phonograph,  and  the  "Phono-Lite",  an  automatic  light- 
ing attachment  for  the  New  Edison.  Also  Edison  Diamond 
Points  and  Edison  and  Sapphire  Points. 

Owing  to  the  acute  shortage  of  material  and  the  certainty 
of  price  advances,  dealers  are  advised  to  place  their  orders 
at  this  time  to  insure  delivery  for  their  fall  and  winter  trade. 

WRITE  US  FOR  DEALERS'  PRICES 

WILSON-LAIRD  PHONOGRAPH  CO.,  Inc. 

Factors  and  Distributors  of  the  BLISS  REPRODUCER 

29  West  34th  Street  NEW  YORK  CITY 


24 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


To  The  Phonograph  Men 

Of  America 


Service 
and  Price 

No  matter  how  perfect  the 
phonograph  itself  might  be,  you 
would  have  real  difficulty  in  sell- 
ing it  if  service  was  lacking  and 
the  price  exorbitant. 

Wilson  service  does  not  end 
with  the  sale  of  the  instrument 
to  you.  That  point  is  really 
where  our  service  commences. 
The  entire  giant  organization  of 
Wilson  &  Co.,  with  branches  in 
over  150  principal  cities,  back  us 
up  in  seeing  that  you  receive 
prompt  delivery,  efficient  selling 
helps,  co-operative  advertising, 
and  all  else  that  goes  to  make 


service. 


Wilson 


prices  are  figured  to 
give  a  legitimate  profit  to  out- 
dealers.  With  the  buying-power 
that  is  ours  we  can  mark  our  in- 
struments at  prices  that  hold  an 
irresistible  appeal  to  the  public. 

There  is  a  Wilsonian 
For  Every  Home 


E  ANNOUNCE  six  new  and  im- 
proved models  of  the  Thos.  E. 
Wilson  &  Co.  phonograph. 


The  Wilsonian 

Retail  from  $35 00  to  $250  00 

Dealers  and  salesmen  realize  more  than  ever  before 
the  vital  importance  of  quality  and  individuality 
in  phonographs. 

The  Wilsonian  has  many  refinements  and  individ- 
ualities of  style  and  construction  that  will  appeal 
instantly  to  the  most  critical  buyer. 

The  Wilsonian  renders  the  most  difficult  and  in- 
tricate musical  and  vocal  selections  with  wonder- 
ful clearness  and  beauty  of  tone. 

The  Wilsonian  plays  all  makes  of  disc  records  with- 
out it  being  necessary  to  make  annoying  changes. 

The  Wilsonian  is  shown  in  six  different  models, 
all  representative  of  their  class,  and  each  one  selling 
at  an  extremely  moderate  price. 

The  Wilsonian  is  absolutely  guaranteed.  Both  this 
firm  and  our  parent  organization — Wilson  &  Co. — 
vouch  for  the  dependability  of  The  Wilsonian. 

Dealers  who  desire  to  participate  in  the  profits  that 
will  be  made  on  The  Wilsonian  this  year  are  in- 
vited to  write  today  for  full  information. 


Main  Plant 
701  North 
Sangamon 
Street 
Chicago 


w   /a  n 


Thos. E.Wilson  &  Co. 


V7 — V7 

\_/cHICAGQ\_/ 


Eastern 
Office 
25  West 
45th  Street 
New  York 


U.  S.  A. 


WILSON  &  CO.  BRANCHES  ARE  IN  ALL  PRINCIPAL  CITIES, 

INCLUDING 


Boston 
Philadelphia 
Baltimore 
Buffalo 


Detroit 
Rochester 
Cleveland 
New  Orleans 


Salt  Lake  City 
Los  Angeles 
Minneapolis 
Denver 


Omaha 
Dallas 
Atlanta 
Kansas  City 


Charleston 
Memphis 
Spokane 
Pittsburgh 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


25 


You  can  offer  your  customers  the  new  model  Grafo- 
nolas  with  the  absolute  conviction  that  no  other 
machine  made  today  can  equal  them  in  mechanical 
perfection  or  tone-quality. 


Columbia  Graphophone  Co 

NEW  YORK 


ENTHUSIASTIC  OVER  THE  OUTLOOK 

John  Cromelin  Returns  From  Western  Front 
and  Tells  of  the  Splendid  Reception  Being 
Accorded  the  Heineman  "OkeH"  Records 


John  Cromelin,  general  sales  manager  of  the 
Otto  Heineman  Phonograph  Supply  Co.,  New 
York,  returned  recently  from  a  visit  to  Chicago 
and  St.  Louis,  and  in  a  chat  with  The  World, 
commented  upon  the  enthusiastic  reception  being 
accorded  the  Heineman  "OkeH"  record  in  all 
of  the  Western  trade  centers.  He  states  that 
this  record  is  finding  a  ready  market  with  talk- 


John  Cromelin 

ing  machine  manufacturers  who  do  not  manu- 
facture records  but  who  appreciate  the  desira- 
bility of  placing  a  record  line  with  their  dealers. 

While  on  this  trip  Mr.  Cromelin  closed  ar- 
rangements whereby  three  well-known  houses 
in  Chicago  will  act  as  distributors  for  the 
Heineman  "OkeH"  record,  and  also  closed  a 
deal  with  a  prominent  St.  Louis  house,  which 
will  give  this  record  line  a  strong  representation. 

According  to  present  plans,  the  Heineman 
"OkeH"  record  will  be  merchandised  through 
jobbers  exclusively,  but  the  Otto  Heineman  Co. 
will  institute  a  campaign  to  create  dealers  who 
will  be  turned  over  to  the  most  conveniently 
located  jobber,  to  whom  maximum  co-operation 
will  be  afforded.  While  in  Chicago  Mr.  Crome- 
lin made  his  headquarters  at  the  company's 
local  branch,  where  he  found  Manager  A.  S. 
Ribolla  optimistic  to  a  degree  regarding  the 
possibilities  for  developing  "OkeH"  record  busi- 
ness in  his  territory. 

Paul   L.    Baerwald,   formerly    Eastern  sales 


COTTON  FLOCKS 


. . FOR . 


Record  Manufacturing 
THEPECKHAM  MFG.  CO.,  &5fi3flFf. 


manager  of  the  Otto  Heineman  Phonograph 
Supply  Co.,  is  now  a  member  of  the  Chicago 
sales  staff,  assisting  Mr.  Ribolla  in  developing 
the  demand  for  the  Heineman  products  in  that 
part  of  the  country.  The  sales  totals  of  the 
Chicago  branch  have  increased  tremendously 
the  past  year,  and  Mr.  Baerwald  will  be  in  a 
position  to  render  invaluable  assistance  in 
handling  the  Western  trade. 


VAL  REIS  TEMPORARY  PRESIDENT 


Heads  Tri-State  Victor  Dealers'  Association, 
Owing  to  Retirement  of  A.  M.  Magoon — Of- 
ficers Will  Be  Elected  at  Meeting  in  September 


TRADE  SWINDLER  ARRESTED 


Man  Named  Rogers  With  Confederate  "Run 
Down"  by  Leading  Talking  Machine  Houses 


Talking  machine  dealers  in  New  York  and 
nearby  territory  were  greatly  pleased  to  learn 
of  the  arrest  recently  of  John  W.  Rogers, 
who  is  charged  with  swindling  numerous  talk- 
ing machine  dealers  in  this  city.  The  arrest  of 
Rogers,  who  has  also  worked  under  numerous 
aliases,  was  accomplished  through  the  united 
efforts  of  C.  H.  Ditson  &  Co.,  John  Wanamaker 
and  Bloomingdale's,  who  succeeded  in  develop- 
ing a  plan  that  enabled  them  to  secure  the  ar- 
rest of  the  swindler. 

It  is  understood  that  Rogers  worked  his 
swindling  scheme  in  company  with  a  confeder- 
ate. This  plan  consisted  of  ordering  a  talking 
machine  to  be  sent  to  an  address  on  Thirty- 
third  street,  and  giving  as  a  reference  a  man 
named  Smith.  When  the  store  wrote  to  the 
name  given  as  reference,  Rogers  handled  all  the 
mail  at  this  "dummy"  address,  and  answered 
the  letters  himself.  After  receiving  a  satisfac- 
tory response  from  his  reference,  the  store  usu- 
ally shipped  the  instrument  to  the  address  on 
Thirty-third  street,  where  it  was  subsequently 
delivered  to  another  address  on  Thirty-second 
street.  At  this  latter  address  Rogers'  confed- 
erate secured  the  machine,  and  between  them 
sold  the  instruments  around  the  city.  The  con- 
federate was  also  arrested,  and  both  he  and 
Rogers  are  now  awaiting  trial. 


The  Crown  Disc  Co.,  of.  New  York  City,  has 
increased  its  capitalization  to  $75,000. 


St.  Louis,  Mo.,  August  5. — Val  Reis,  treasurer 
of  the  Smith-Reis  Piano  Co.,  has  been  elected 
temporary  president  of  the  Tri-State  Victor 
Dealers'  Association,  vice  A.  M.  Magoon,  who 
leaves  St.  Louis  to  return  to  his  former  home 
in  Minneapolis. 

The  selection  of  Mr.  Reis  was  announced  by 
the  executive  board  after  a  meeting  held  July 
30.  The  election  will  obtain  until  the  Septem- 
ber meeting  of  the  association,  the  date  of  which 
is  not  yet  announced.  All  officers  of  the  as- 
sociation are  regarded  as  "temporary,"  as  they 
were  elected  prior  to  the  membership  campaign 
and  are  St.  Louis  men.  It  is  hoped  that  at  the 
September  meeting  there  will  be  a  big  outside 
representation  of  members  and  that  officers 
representative  of  the  scattered  membership  will 
then  be  elected. 

The  executive  board  announced  that  arrange- 
ments had  been  completed  for  the  attendance 
at  the  September  meeting,  which  will  be  re- 
garded as  the  first  annual  meeting  of  the  asso- 
ciation, of  a  number  of  Victor  artists  and  many 
prominent  trade  speakers.  Both  Victor  and 
general  trade  subjects  will  be  treated  by  men 
who  know  whereof  they  speak. 

O.  L.  Faster,  of  the  Faster  Shops,  Lafayette, 
Ind.,  was  elected  a  member  of  the  association. 

Mr.  Magoon,  who  has  been  the  only  presi- 
dent of  the  association,  was  manager  of  the 
talking  machine  department  of  the  Kieselhorst 
Piano  Co.  for  two  years.  He  came  here  from 
Minneapolis,  to  which  city  he  returns  as  man- 
ager of  the  Victor  department  of  the  Dayton 
Drygoods  Co.  At  the  meeting  of  the  executive 
board  of  the  association  a  resolution  of  regret 
at  his  departure  from  the  association  territory 
was  adopted.  He  is  succeeded  at  the  Kiesel- 
horst Co.  by  J.  B.  Sabath,  who  has  Been  assist- 
ant manager  since  last  October.  Mr.  Sabath 
came  here  from  the  East. 


AUTOMATIC  STOPS 

» 

The  simplest  and  most  efficient  Automatic 
Stop  on  the  market.  They  give  excellent 
service,  are  easily  installed  and  are  absolutely 
guaranteed. 


Send  50  cents  for  Sample  Stop 


KIRKMAN  ENGINEERING  CORPORATION,  237  Lafayette  St.,  New  York 


26 


THE   TALKING    MACHINE  WORLD 


August  15,  1918 


The  Trade  In  Philadelphia  And  Locality 


TALKING  MACHINE  DEALERS 

can  greatly  increase  their  profits  without  additional 
overhead   expense,  by  selling  the  world-famous 

Weymann  "KEYSTONE  STATE" 
Musical  Instruments 

a  combination  that  has  proved  to  be  an  instantaneous  success. 

Write  for  catalogue 

H.  A.  WEYMANN  &  SON 

Manufacturers 

Victor  1108  Chestnut  St. 

Wholesalers  Philadelphia,  Pa. 

Established  1864 


Philadelphia,  Pa.,  August  8. — There  is  a*  gen- 
eral feeling  of  satisfaction  all  around  as  to  the 
conditions  in  the  talking  machine  field  for  the 
month  of  July.  On  the  whole  the  business  was 
considerably  better  in  Philadelphia  and  vicinity 
during  the  past  month  than  was  the  case  during 
a  "year  ago.  In  the  early  part  of  the  month 
there  was  a  boom  business  on,  but  the  excessive 
heat  that  struck  the  city  the  last  week  of  the 
month  naturally  curtailed  business. 

Conditions  as  to  the  receipt  of  machines  and 
records  form  the  oft-told  story.  All  orders 
could  only  be  partially  filled,  but  the  percentage 
was  no  less  than  in  a  number  of  previous  months. 
There  has  not  been  the  great  variety  in  rec- 
ords to  be  had,  but  there  seems  to  have  been 
an  abundance  of  records  of  certain  classes,  and 
these  seemed  to  satisfy  the  dealers,  and  all 
around  it  looks  as  if  the  trade  was  going  to 
enter  the  fall  with  excellent  prospects. 

There  has  not  been  any  news  of  special  in- 
terest to  the  trade  in  Philadelphia  during  July. 
No  new  dealers  have  been  appointed,  and  no 
houses  are  making  any  startling  changes.  Cost 
of  material  and  labor  is  so  high  that  there  is 
likely  to  be  very  little  of  this  at  least  for  some 
time  to  come. 

Penn  Co.  Moving  in  New  Home 

The  Penn  Phonograph  Co.  are  making  their 
final  move  to  their  new  home  on  Arch  street, 
and  have  about  completed  the  establishing  of 
their  stock  in  their  new  quarters.  They  expect 
to  move  their  offices  to  Arch  street  by  the  be- 
ginning of  next  week.  Through  their  arrange- 
ments with  the  owners  of  both  buildings  they 
have  been  able  to  take  their  time  as  to  moving, 
and  they  have  not  been  handicapped  in  any 
way. 

Doing  Well  With  the  Pershing  Record 

The  Columbia  Graphophone  Co.  are  advertis- 
ing extensively  in  this  city  their  record  of  "Gen- 
eral Pershing's  Own  Voice,"  and  it  is  having  a 
big  sale.  They  have  secured  an  ample  stock 
of  these  records  to  meet  all  demands,  and  they 
expect  it  to  be  .the  biggest  seller  of  the  year. 
Manager  Heath,  the  Columbia  distributor  here, 
says:  "The  record  is  taking  very  well.  It  has 
immense  possibilities.  It  should  sell  to  every 
one  in  the  United  States,  especially  to  the  thou- 
sands of  families  who  have  men  in  the  service." 


Business  Is  of  Record-Breaking  Character 

Mr.  Heath  says  that  business  for  the  Colum- 
bia and  its  records  keeps  going  at  a  record- 
breaking  pace.  The  firm  have  been  handicapped 
during  the  month  by  a  number  of  the  Colum- 
bia boys  going  into  the  service,  but  they  are 
making  the  best  of  things  as  a  part  of  "doing 
their  bit."  Mr.  Heath  recently  made  a  trip 
to  Harrisburg,  York,  and  other  towns  in  that 
section,  and  says'  that  he  found  things  in  excel- 
lent shape,  and  that  all  of  the  Columbia  dealers 
at  this  time  of  the  year,  when  things  are  gen- 
erally dull,  are  reporting  that  there  is  a  holi- 
day business  spirit  in  the  air.  They  have  been 
fortunate  the  past  week  in  receiving  a  few  car- 
loads of  stock  to  keep  their  dealers  supplied. 


They  have  not,  during  the  month,  received  an 
abundance  of  machines,  but  have  sufficient  to 
take  care  of  their  dealers  to  a  certain  extent. 
Mr.  Heath  is  planning  to  get  away  for  a  short 
vacation  towards  the  end  of  the  month. 

During  July  the  following  Columbia  repre- 
sentatives visited  Philadelphia:  F.  R.  Erisman, 
manager  of  the  Dallas,  Tex.,  store,  and  A.  W. 
Roos,  manager  of  the  Cleveland  branch.  They 
were  both  here  on  their  vacations. 

Activity  With  Blake  &  Burkart 

Mr.  Blake,  head  of  the  firm  of  Blake  &  Burk- 
art, who  is  the  biggest  handler  here  of  the 
Edison  phonograph,  says  that  he  has  no  kick 
coming  at  all.  Phonographs,  records  and  cus- 
tomers have  all  been  coming  through  fine.  He 
says:  "We  had  two  sets  of  records  coming  over 
in  July,  which  looks  very  good  to  us."  The 
firm  cleaned  up  more  than  100  per  cent,  over 
last  July.  Last  week  they  experienced  a  little 
dulness,  but  the  first  part  of  the  month  was  fine. 
Mr.  Blake  will  take  a  vacation  the  last  two 
weeks  of  the  month,  but  does  not  expect  to 
wander  far  from  his  luxurious  home  in  the 
suburbs,  where  a  Blake,  Jr.,  recently  arrived, 
which  will  divide  his  vacation  interest  with  the 
vegetable  and  flower  gardens  which  he  takes 
so  much  pride  in  cultivating  in  his  spare  mo- 
ments. One  of  the  Blake  &  Burkart  boys, 
Ralph  Zie'gler,  has  been  sent  to  Camp  Dix,  and 
they  were  compelled  to  take  on  a  lady  in  his 
place,  Mrs.  McElwain. 

Business  of  Average  Volume 

George  D.  Ornstein  &  Co.  report  that  Victor 
business  at  Eleventh  and  Chestnut  streets  is 
fair  for  this  period  of  the  year.  George  A. 
Lyons,  Mr.  Ornstein's  right-hand  man,  has  just 
returned  from  a  vacation  spent  at  the  Delaware 
Water  Gap. 

Manager  Proudfit  Resigns 

A.  D.  Proudfit,  who  has  been  the  manager  of 
the  Victor  department  of  the  Theo.  Presser 
store,  has  resigned,  but  no  successor  has  as  yet 
been  appointed. 

A  Welcome  Summer  Visitor 

Charles  Snow,  from  the  Cressey  &  Allen 
firm  of  Portland,  Me.,  came  to  this  city  last 
week  to  pay  his  annual  visit  to  the  Victor  fac- 
tory. The  combination  of  Snow  and  a  tem- 
perature of  95  in  the  shade  that  existed  during 
his  visit  is  something  unusual.     But  he  was  a 


9  13 

ARCH  STREET 

WE  have  moved  our  headquarters  to  the 
above  address.    Better  write  it  down. 

This  move  is  to  your  advantage  and  ours, 
for  with  our  increased  facilities  we  will  be 
able  to  maintain  Penn  Service  in  its  highest 
form  of  efficiency.    Send  the  next  order  to 

PennPhonographCo.Jnc. 

913  ARCH  STREET  PHILADELPHIA 

Wholesale  Only 


august  is,  1918  THE    TALKING    MACHINE    WORLD  27 


BUEHN 


7%  of  your  year's  business 
CAN  be  secured  in  August. 
In  other  words — April  sales, 
May  sales  and  August  sales 
should  be  about  the  same. 
The  Fall  season  starts  with 
August  and  you  can  work 
hard  this  month  with  a 
feeling  of  being  properly 
rewarded.  Musical  inspi- 
ration is  necessary  now,  for 
we  all  want  good  music. 
And  the  best  way  of  get- 
ting the  world's  music  is 
through  the  Victrola  and 
Victor  records.  Our  policy 
is  to  urge  you  to  sell  MORE 
MUSIC.  Our  efforts  are 
concentrated  to  maintain 
Buehn  Service  at  its  con- 
sistent efficiency. 

The  Louis  Buehn  Co.,  Philadelphia 


SERVICE 

on  VICTOR  RECORDS 
PHILADELPHIA 


ibrmer  traveling  man  of  the  Victor,  and  con- 
sequently knows  the  climate  in  this  section,  and 
it  was  never  known  that  Snow  would  melt  dur- 
ing his  entire  association  in  Camden.  And 
while  he  may  be  looked  upon  as  a  cold  prop- 
osition in  name  he  is  anything  but  that  in  na- 
ture. 

Well  Satisfied  With  July  Business 

The  Louis  Buehn  Co.  had  their  usual  business 
in  July  limited  to  the  amount  of  goods  they 
were  able  to  receive.  Mr.  Buehn  is  spending 
about  half  of  his  time  in  Ocean  City,  his  sum- 
mer home,  where  he  is  most  active  in  all  the 
life  at  that  resort.  Taking  everything  into  con- 
sideration the  firm  reports  that  they  are  very 
well  satisfied  with  their  July  business.  Reports 
from  practically  all  of  their  dealers  are  to  the 
effect  that  their  business  exceeded  that  done 
during  the  same  month  of  last  year — of  course, 
it  could  be  better  were  more  stock  procurable. 
Many  New  Pathe  Dealers  Appointed 

Manager  Eckhardt  reports  that  July  was  a 
very  good  month  at  the  Pathe  Shop,  and  that 
things  never  looked  more  promising  and  en- 
couraging for  a  tremendous  fall  business  than 
they  do  at  this  time.  Many  inquiries  are  com- 
ing in  from  all  directions  regarding  the  Pathe 
proposition  and  they  closed  up  during  the  month 
of  July  a  substantial  number  of  new  dealers. 
"The  retail  business  here,"  says  Mr.  Eckhardt, 
"looks  like  a  tremendous  proposition.  We  are 
getting  a  great  many  new  accounts  of  the  real 
kind." 

1  asked  Mr.  Eckhardt  what  he  thought  of  the 
outcome  of  the  high  tax  on  machines  and 
records  that  was  going  to  be  levied  by  the 
Government,  and  he  replied:  "I  feel  that  there 
is  going  to  be  a  10  per  cent,  tax  which  will  be 
levied  at  the  source.  This  will  necessitate  an 
increase  in  price,  but  unless  the  increase  is  pro- 
hibitive it  will  have  no  effect  whatever  on 
business.  People  purchasing  luxuries,  such  as 
are  musical  instruments,  are  not  governed  en- 
tirely by  the  price.  If  the  merchandise  has 
merit  it  will  sell,  with  a  reasonable  increase, 


just  as  readily  as  if  there  were  no  increase." 
Warren  Clower,  of  the  Pathe  shipping  depart- 
ment, has  joined  the  army  and  has  been  sent 
to  camp  at  Waco,  Tex.  C.  S.  Tay,  Mr.  Eck- 
hardt's  right-hand  man,  will  leave  in  a  week  for 
a  vacation  which  he  will  spend  at  Frederick,  Md. 
Weymann  &  Son  Optimistic  Over  Outlook 
H.  A.  Weymann  &  Son  had  so  laid  out  their 
plans  in  advance  that  they  have  been  able  to 
keep  their  trade  very  well  supplied  in  July,  and 
with  their  stock  they  have  been  able  to  make  a 
good  showing.  Both  in  their  retail  department 
and  as  jobbers  they  found  July  a  most  satis- 
factory month.  They  have  again  been  able  to 
get  their  force  well  organized,  after  the  inroads 
made  upon  it  by  the  Government,  and  Harry 
Weymann  says  that  he  believes  they  are  going 
to  have  the  largest  fall  business  they  have  ever 
enjoyed.  Both  of  Mr.  Weymann's  sons  are  in 
the  service,  one  in  the  army  and  one  in  the 


navy,  and  they  have  already  been  heard  from  in 
France. 

Report  an  Expanding  Business 

The  Vitanola  Distributors  Co.,  1025  Arch 
street,  report  an  excellent  demand  for  the  very 
attractive  talking  machines  made  by  the  Vita- 
nola Co.,  Chicago,  in  this  territory.  They  are 
building  up  a  very  large  business  with  splendid 
prospects  for  the  fall. 

Latest  Brunswick  Styles  Much  Admired 

The  Brunswick-Balke-Collender  Co.  are  stead- 
ily expanding  their  phonograph  business  in  this 
territory,  and  many  new  dealers  have  been  ap- 
pointed. The  latest  Brunswick  styles  are  win- 
ning very  favorable  notice  because  of  the  num- 
ber of  distinctive  features  which  they  contain. 
Prepare  for  Fall  Business 

George  W.  Arnold,  of  Glassboro,  N.  J.,  is 
making  extensive  alterations  in  his  wareroorris 
preparing  for  a  big  fall  business. 


DEATH  OF  MRS.  A.  DEISINQER 


Daughter  of  Louis  F.  Geissler  Killed  in  Auto- 
mobile Accident  at  Stony  Brook,  L.  I. 


Mrs.  Nellie  Deisinger,  wife  of  Albert  Deis- 
inger,  of  Philadelphia,  sales  manager  of  the  Fiat 
Automobile  Co.,  was  instantly  killed  just  after 
midnight  on  July  30,  when  a  large  touring  car 
in  which  she  was  riding  with  her  husband  was 
overturned  on  a  sharp  curve  at  Stony  Brook, 
L.  I.  Mr.  Deisinger,  who  was  driving  the  car, 
escaped  without  serious  injury. 

Mr.  and  Mrs.  Deisinger  had  driven  over  from 
Philadelphia  to  call  on  Mrs.  Deisinger's  father, 
Louis  F.  Geissler,  general  manager  of  the  Vic- 
tor Talking  Machine  Co.,  of  Camden,  N.  J.,  at 
his  summer  home,  Tree  Tops,  Northport,  L.  I. 
They  had  intended  to  make  a  tour  of  Long 
Island  before  returning  to  Philadelphia,  and  left 
Tree  Tops  shortly  before  midnight.  In  swing- 
ing around  the  turn  at  Stony  Brook  the  car  is 
believed  to  have  struck  an  obstruction  of  some 
kind,  as  it  turned  completely  over. 


Mrs.  Deisinger  was  crushed  under  the  heavy 
machine,  but  Mr.  Deisinger  was  thrown  free  of 
the  car  and  escaped  with  slight  injuries. 

Mrs.  Deisinger  was  prominent  in  the  younger 
society  set  in  Philadelphia,  where  she  was  a 
noted  beauty.  In  addition  to  her  husband  she 
leaves  one  son,  aged  four  years,  and  a  brother, 
Arthur  F.  Geissler,  president  of  the  New  York- 
Chicago  Talking  Machine  Co. 


OPEN  PIANO  DEPARTMENT 

The  Kline,  Eppihimer  Department  Store, 
Reading,  Pa.,  which  for  some  time  past  has  con- 
ducted a  very  successful  talking  machine  depart- 
ment, has  recently  installed  a  line  of  pianos. 


CHANGE  OF  NAME  IN  EL  PASO 

Following  the  purchase  by  the  Tri-State  Talk- 
ing Machine  Co.,  of  the  talking  machine  de- 
partment of  the  El  Paso  Piano  Co.,  El  Paso, 
Tex.,  it  was  decided  to  drop  the  Tri-State  name 
and  the  business  will  in  future  be  conducted 
under  the  name  of  the  piano  company. 


28 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


MAXWELL  DISCUSSES  TRADE  CONDITIONS  AND  THE  WAR 

Vice-President  of  Thos.  A.  Edison,  Inc.,  Writes  Most  Interesting  Analysis  of  the  General  Situa- 
tion Which  Is  Also  Applicable  in  a  Very  Large  Degree  to  the  Talking  Machine  Industry 


In  a  lengthy  article  in  the  New  York  Eve- 
ning Post  recently  William  Maxwell,  vice- 
president  and  general  manager  of  Thomas  A. 
Edison,  Inc.,  argued  most  effectively  and  logic- 
ally for  the  establishment  of  a  middle  ground 
between  the  "Business  as  Usual"  and  "Cut  Out 
Luxuries"  suggestions  that  have  been  so  much 
in  evidence  to  date. 

In  the  opening  paragraphs  Mr.  Maxwell  took 
occasion  to  decry  the  existing  tendency  to 
exaggerate  on  the  part  of  public  speakers  and 
the  public  press,  particularly  in  the  expres- 
sions of  opinion  regarding  what  may  be  held 
to  constitute  non-essentials.    He  wrote  in  part: 

"We,  which  means  our  Allies  and  ourselves, 
must  win  the  war,  and  we,  meaning  ourselves 
alone,  must  furnish  enough  men,  enough  food, 
enough  arms,  enough  ammunition  and  enough 
equipment  of  every  character  to  insure  beyond 
all  questions  that  the  war  will  be  won  by  our 
Allies  a'nd  ourselves.  Furthermore,  we  must 
not  plan  to  do  exactly  enough.  We  must  plan 
to  do  more  than  we  really  believe  is  necessary 
In  carrying  out  this  program,  if  it  is  neces- 
sary to  discontinue  the  manufacture  of  automo- 
biles, pianos,  jewelry,  silverware,  phonographs 
and  the  several  hundred  other  articles  which 
have  been  discussed  as  non-essential,  there  can 
be  no  question  in  any  loyal  citizen's  mind  as  to 
what  should  be  done.  I  attended  a  phonograph 
convention  the  other  day  and  heard  a  promi- 
nent dealer  say:  'I  am  ready  to  close  my  store 
and  become  a  bankrupt  if  it  will  really  help  win 
the  war.'  Some  seven  hundred  phonograph 
dealers  were  present,  and  all  of  them  endorsed 
this  sentiment.  So  it  is  with  every  decent 
American  citizen  and  every  decent  American  in- 
dustry. No  one  wants  to  be  ruined,  but  every 
loyal  American  is  willing  to  be  ruined  if  he 
must  be  to  win  the  war.  If  our  young  men  in 
uniform  are  willing  to  sacrifice  their  lives,  busi- 
ness men  should  be  willing  to  sacrifice  their 
businesses.  There  can  be  no  argument  on  that 
point.  However,  if  a  business  man  needlessly 
sacrifices  his  business,  or  is  needlessly  re- 
quired to  sacrifice  his  business,  it  is  an  injury 
to  the  nation,  comparable  in  principle,  at  least, 
to  the  needless  sacrifice  of  his  life. 

"So  far  as  phonographs  are  concerned,  I  do 
not  need  to  argue  in  their  behalf.  Music  oc- 
cupies, with  literature,  the  fourth  place  among 
human  essentials  in  civilian  life,  and  the  experi- 
ence of  army  commanders  in  previous  wars,  and 
particularly  in  this  war,  has  established  that 
music  is  much  more  important  to  the  morale 


of  an  army  than  any  form  of  literature.  The 
American  nation,  both  in  and  out  of  uniform, 
needs  music  and  must  have  music,  if  it  can  pos- 
sibly be  provided.  The  phonograph  supplies 
more  people  with  music  than  all  of  the  other 
musical  instruments  and  musical  organizations 
combined.  Phonographs  are  in  great  demand 
at  the  present  time.     They  are  a  national  need, 


ers  will  experience  difficulty  in  getting  steel. 
Therefore,  no  official  curtailment  of  phonograph 
manufacture  is  required  to  conserve  steel.  The 
steel  mills  at  present  are  reported  to  be  work- 
ing to  90  per  cent,  of  their  supposed  capacity. 
I  believe  it  will  have  a  wholesome  effect  on  the 
steel  industry  if  its  heads  are  kept  continually 
conscious  of  the  needs  of  so-called  non-essen- 
tial manufacturers.  It  has  been  my  experi- 
ence that  an  accumulation  of  unfilled  orders 
is  a  potent  influence  in  speeding  up  produc- 
tion." 

Mr.  Maxwell  then  went  into  a  discussion  of 
the  fuel  and  transportation  and  labor  problems 
and  their  relations  to  the  business  of  phono- 
graph manufacturing.  He  emphasized  the  will- 
ingness of  the  industry  to  make  sacrifices  for 
the  good  of  the  country  and  the  fact  that  manu- 
facturers in  the  trade  have  expressed  their  de- 
sire to  aid  the  Government  in  every  way  by 
devoting  sections  of  their  plants  to  Government 
work  and  told  of  their  readiness  to  take  any 
necessary  steps  in  support  of  the  Government's 
war  program  without  quibbling  when  there  is  a 
genuine  necessity  for  unusual  sacrifices. 


ESTABLISH  NEW  PRICE  SCHEDULE 


William  Maxwell 

but  a  need  subordinate  to  the  need  for  am- 
munition and  aeroplanes. 

"To  the  extent  that  the  manufacture  of  pho- 
nographs lessens  the  output  of  war  equipment, 
the  manufacture  of  phonographs  should  be  cur- 
tailed and  inevitably  will  be,  if  the  necessity 
really  exists.  However,  I  do  not  think  there 
is  anyone  in  the  United  States  to-day  who  is 
able  to  say  what  percentage  of  reduction,  if 
any,  should  be  made  in  the  musical  instrument 
business.  I  am  sure  that  no  one  is  able  to 
say  what  increase  in  war  munitions  would  re- 
sult if  there  was  a  25  per  cent,  decrease  in  the 
manufacture  of  musical  instruments.  Steel,  al- 
though a  relatively  small  amount  of  it,  is  used 
in  the  manufacture  of  phonographs.  We  know 
that  for  some  time  to  come  practically  all  the 
nation's  steel  output  will  be  diverted  to  war 
work.      Accordingly,  phonograph  manufactur- 


The  Progressive  Phonographic  Supply  Co., 
New  -York,  sole  distributor  of  the  Wall-Kane 
needle,  has  advised  its  jobbers  throughout  the 
country  that,  owing  to  the  steadily  increasing 
cost  of  all  materials  used  in  every  phase  of  the 
manufacture  of  Wall-Kane  needles,  the  com- 
pany is  compelled  to  establish  a  new  price 
schedule.  According  to  this  schedule  the  re- 
tail list  price  of  a  package  of  fifty  Wall-Kane 
needles  is  now  15  cents  and  new  advertising 
material  and  display  stands  featuring  the  new 
prices  have  already  been  prepared  for  the  use 
of  jobbers  and  dealers. 

In  the  letter  to  the  trade  announcing  this 
change  in  price  D.  Tauber,  president  of  the 
company,  emphasized  the  fact  that  it  is  the 
company's  aim  to  co-operate  with  and  protect 
its  jobbers  in  every  possible  way.  The  new 
schedule  of  prices  accomplishes  this  aim  in  a 
practical  way,  and  according  to  present  plans 
the  service  to  be  rendered  Wall-Kane  jobbers 
during  the  coming  year  will  even  exceed  the 
co-operation  offered  during  the  past  year. 


VICTROLAS  FOR  SCHOOLS 


Harold  M.  Stillwell,  who  handles  the  Victor 
in  Freehold,  N.  J.,  is  having  a  big  success  in 
selling  to  schools.  He  said  recently  that  he 
had  sold  Victors  to  eighteen  rural  schools,  and 
has  found  that  these  sales  have  stimulated  his 
general  business  considerably. 


is  the  last  word  in  the  refining  of  high-grade  oils,  for  every  im- 
purity is  taken  from  it,  leaving  nothing  but  what  is  required  to 
keep  machines  in  perfect  condition,  being  combined  of  four  oils 
perfectly  blended. 

Will  not  Gum,  Chill  or  become  rancid;  is  free  from  acid.  It  is  colorless  and  has 
no  sickening  smell,  being  absolutely  odorless. 


"The  finest  and  most  delicate  pieces  of  mechanism  do  not  prove 
efficient  unless  properly  lubricated.  Skill,  Genius,  Invention  and 
Workmanship  must  have  the  proper  Oil.  Stop  and  consider  this 
when  you  have  to  buy  an  Oil  for  household  use." 


NYOIL  is  put  up  in  the  following  sizes: 
No.    16  (Cant)  1  Pint 
No.   32     "      1  Quart 
No.  128     "      1  Gallon 
No.  S40     "      S  Gallon 


Hundreds  of  satisfied  customers  have  written  us  that  they  would  never  use  anything  else  for 

TALKING  MACHINES,  GRAPHOPHONES,  PHONOGRAPHS  AND 

SEWING  MACHINES 

NYOIL  will  lubricate  the  machinery  and  polish  all  woodwork 

and  can  be  obtained  of  any  Up-to-date  "  Talking  Machine  Dealer  in  the  world, 
and  is  manufactured  by  Wm.  F.  Nye,  who  for  50  years  has  made  80%  of  all  the 
Watch,  Clock  and  Chronometer  Oil  that  is  used  in  America. 

WM.  F.  NYE,  NEW  BEDFORD,  MASS.,  U.  S.  A. 


NYOIUii  put  up  in  the  follow- 
ing sizes : 

No.  1  Bottle  1  ounce 
No.  4     "     3  ounces 

No.  8       **  S.OUOCCf 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


29 


: 


f 
S 


1 
% 
1 

§ 


i 
1 


i 


i 
i 

3 


UNICO 


Designs  and  Construction 
Patented 


SYSTEM 


THE  SALES  BUILDER 


Unico  Demonstrating  Rooms 
Excel  from  Every 
Standpoint 


DESIGN  .  .  .  . 
CONSTRUCTION 

FINISH     .    .    .  . 
EFFICIENCY  . 
ECONOMY .    .  . 

DELIVERY    .    .  . 


Six  standard  styles 
Special  period  styles 

Patented,  Interlocking 
Portable  Units 
Sound  Insulated 

All  standard  Oak. 
Mahogany  and  Enamels 

Increased  sales  at  lower 
cost  per  sale 

Moderate  first  cost 
Always  an  Asset 
Adaptable  any  location 

Prompt  shipments  from 
stock  ready  for  imme- 
diate use 


Unico  Kacks  and  Counters 
Maximum  Capacity 
Minimum  Space 


DESIGN  .  .  .  . 
CONSTRUCTION 

FINISH  

EFFICIENCY  .  . 
ECONOMY  ...  . 

DELIVERY    .  . 


Patented   to  correspond 
with  Unico  Rooms 

Sectional  Units  adapta- 
ble to  any  space 

All  standard  Oak,  Ma- 
hogany and  Enamels 

All    records  always 
available  instantly 

Moderate  Equipment 
Cost 

Lower  Operating  Cost 

Prompt  shipments  from 
stock  in  all  finishes 


Install  a 
Complete  Unico  Department 


U 
N 
I 

C 
O 


DEMONSTRATING  ROOMS  M 
RECORD  RACKS 
RECORD  COUNTERS 
CEILING  DECORATIONS 
ARCH  TREATMENTS 


The  Unico  System  has 
Increased  Sales  and  Profits 
for  almost  1000  dealers 


Send  to-day  dimensions  of  your  available  space.  Plans  and 
estimates  for  a  complete  department  will  reach  you  promptly 

THE  UNIT  CONSTRUCTION  COMPANY 


RAYBURN  CLARK  SMITH.  President 


Fifty-eighth  Street  and  Grays  Avenue,  PHILADELPHIA,  U.  S.  A. 


30 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Columbia  steps  forward  again! 
The  new  model  Grafonolas  are  ready! 
The  highest  type  of  phonograph  made 
today. 


Write  for  detailed  description 
of  exclusive  features 


Columbia  Graphophone  Co 

NEW  YORK 


UNUSUAL  RECORD  OF  ACTIVITY  IN  KANSAS  CITY  TRADE 

Comparative  Figures  Show  Business  Volume  for  July  Ahead  of  Same  Month  for  1917— Cash  Sales 
Predominate— Many  Members  of  Trade  Join  Uncle  Sam's  Forces— News  of  Month 


Kansas  City,  Mo.,  August  9. — The  talking  ma- 
chine trade  in  Kansas  City  for  the  month  of 
July  was  ahead  of  the  month  of  June  and  also 
ahead  of  the  same  month  in  1917.  This  is  an  un- 
usual record,  considering  the  many  obstacles  in 
the  form  of  price  advances  and  scarcity  of  mer- 
chandise. "We  are  having  the  biggest  record 
business  in  the  history  of  the  store,"  said  Miss 

E.  Surendorf,  manager  of  the  Starr  Piano  Co. 
C.  V.  Bissell,  formerly  general  manager  of  the 
local  branch  of  the  Starr  Piano  Co.,  was  called 
into  service  a  month  or  two  ago  and  is  now  en 
route  to  the  East,  where  he  will  leave  for  for- 
eign service.  Mr.  Bissell  was  made  corporal 
in  the  Thirty-fourth  Infantry,  which  has  been 
stationed  at  Camp  McArthur,  Tex.  It  was  with 
mingled  regret  and  pride  that  members  of  the 
firm  regarded  Mr.  Bissell's  departure.  Miss 
Surendorf  comes  to  Kansas  City  from  the  fac- 
tory at  Richmond,  Ind.,  to  take  charge  tem- 
porarily until  a  permanent  manager  is  appointed. 

F.  C.  Comer  still  retains  his  position  as  retail 
sales  manager. 

Burton  J.  Pierce,  manager  of  the  Victrola  de- 
partment of  the  J.  W.  Jenkins'  Sons  Music  Co., 
is  also  head  of  what  is  probably  the  "sportiest" 
family  in  the  talking  machine  trade.  Mrs.  B.  J. 
Fierce  and  Charles  E.  Thayer  won  the  mixed 


Scotch  foursome  play  at  the  Meadowlake  Club 
July  31.  Their  net  score  for  the  nine  holes 
was  31.  Following  the  round  of  golf,  an  old- 
fashioned  picnic  dinner  was  spread  in  the 
orchard  of  the  clubhouse.  At  the  Rotary  Club 
picnic  July  27  Miss  Genevieve  Pierce  won  the 
ladies'  singles  in  the  tennis  tournament,  the  75- 
3rard  dash  and  the  potato  race.  Mr.  Pierce  was' 
captain  of  the  winning  baseball  team  at  the  same 
a  ft  air. 

D.  M.  Guthrie,  retail  manager  of  the  Colum- 
bia Grafonola  Shop,  will  leave  very  shortly  on 
a  two  weeks'  motor  trip  to  Colorado.  Mr. 
Blackstock,  repair  man  for  the  Columbia,  is 
visiting  his  old  home  in  Mississippi. 

The  talking  machine  department  of  the  Jones 
Store  Co.  finds  business  far  ahead  of  last  year, 
not  only  in  volume  but  also  in  the  quantity  of 
goods  sold.  "We  are  getting  terms  on  ma- 
chines which  are  almost  unheard  of.  A  large 
part  of  our  business  is  on  the  50  per  cent,  cash 
basis,"  said  Mrs.  Nelle  Williams,  manager.  A. 
R.  Willey,  salesman,  who  has  been  handling 
the  foreign  trade,  was  called  to  the  colors  July 
22  and  has  left  for  Camp  Crook,  Neb.  Mrs. 
Nelle  Williams,  manager,  will  leave  shortly  on 
a  two  weeks'  camping  trip  in  the  Ozarks. 

"There  is  a  big  demand  for  machines  and  no 


Pathe  Model,  Price  $30 


;her  Models  to  $2: 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place  of  needles. 
It  need  not  be  changed. 

Long  Life  to  Records 
The  Pathe  Sapphire  Ball  cannot  possibly  cut,  grind, 
rip  or  mar  the  record's  surface. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  increase  or  de- 
crease the  tonal  volume  of  the  Pathe  Phonograph 
at  will. 

Plays  AH  Records 
Each  Pathe  Phonograph  plays  not  only  Pathe  Rec- 
ords,  but   all   other  makes  of  disc   records,  and 
plays  them  perfectly. 


Take  the  Three  of  Them 


Pathe  Phonographs 
Pathe  Records 
Fischer  24  Hour  Service 

And  you've  got  an  unbeatable 
combination  working  to  make 
money  for  you. 

THE  FISCHER  COMPANY 

Oldest  Pathe  Jobber 

940  to  1040  Chestnut  St.,  Cleveland,  Ohio 


Muratore — Exclusive  Pathe  Artist 


goods,"  said  B.  J.  Pierce,  manager  of  the  Vic- 
trola department  of  the  J.  W.  Jenkins'  Sons 
Music  Co.  "It  is  very  difficult  to  adjust  the 
business  to  conditions."  C.  L.  Kipp,  of  Man- 
hattan, Kan.,  and  Mr.  Walters,  of  Walters  & 
Behrens,  Atchison,  Kan.,  were'  recent  visitors 
to  the  Victrola  department  of  this  store. 

"Business  has  been  very  good,"  said  A.  A. 
Trostler,  Victrola  department  of  the  Schmelzer 
Arms  Co.,  "and  July  has  been  ahead  of  the 
same  period  a  year  ago.  Trade  is  keeping  up 
nicely  and  the  demand  is  still  as  great  as  ever 
with  no  prospects  of  a  let  up.  Anything  which 
looks  like  a  Victor  sells.",  Mr.  Trostler  recent- 
ly returned  from  a  week's  trip  to  the  Victor 
factory,  where  he  went  to  see  about  securing 
merchandise.  The  Schmelzer  Arms  Co.  has 
adopted  the  one-a-day  delivery  plan. 

Miss  Frick,  formerly  connected  with  the 
Jenkins'  Victrola  department,  has  been  added  to 
the  force  of  the  Schmelzer  Arms  Co.  She  will 
•later  replace  Miss  Hill  as  assistant  to  Mr.  Ly- 
man in  the  wholesale  department. 

The  wholesale  department  of  the  Phonograph 
Co.  of  Kansas  City  finds  trade  -  conditions 
very  good.  July  was  ahead  of  last  year,  and 
the  prospects  for  August  are  the  best  that  the 
cqmpany  has  ever  had.  O.  M.  Flsk  has  been 
added  to  the  sales  force,  replacing  C.  L.  Smith, 
now  of  the  national  army,  in  southwestern  Kan- 
sas and  eastern  Oklahoma  territory. 

G.  H.  Clevidence,  of  the  credit  department  of 
Edison  wholesale,  has  left  for  the  Great  Lakes 
Naval  Training  Station.  Mr.  Clevidence  is  re- 
placed by  W.  C.  Hall. 

Roy  Kroger,  head  of  the  talking  machine  de- 
partment of  Brunswick  wholesale,  has  joined  the 
navy  and  left  for  the  Great  Lakes  Naval  Train- 
ing School.    Mrs.  Paul  Oviatt  is  now  in  charge. 

The  Brunswick  wholesale  reports  a  steady 
business  throughout  the  summer  season.  "The 
volume  of  business  during  July  was  20  per  cent, 
larger  than  during  June,"  said  Mrs.  Oviatt.  "In 
fact,  the  conditions  have  been  better  than  we 
anticipated,  in  view  of  the  usual  slowing  down 
in  demand."  B.  Altman,  formerly  a  piano  sales- 
man with  the  Altman  Piano  Co.,  has  taken  the 
position  of  assistant  to  Mrs.  Oviatt. 

L.  S.  Blythe,  Missouri,  Kansas  and  Okla- 
homa salesman  for  the  Brunswick,  has  just  re- 
turned from  a  thirty  days'  trip  through  his  ter- 
ritory. The  following  firms  have  contracted 
as  dealers  for  the  Brunswick:  Schrack  &  Son, 
Pratt,  Kan.;  M.  Y.  Rusk,  Brookfield,  Mo.;  and 
Harry  L.  Hass,  Milan,  Mo. 

Mr.  Darrow,  of  the  Darrow  Music  Co.,  Tulsa, 
Okla.;  Lewis  Megede,  Richmond,  Mo.;  and  C. 
L.  Dosch,  Mayville,  Mo.,  were  visitors  at  the 
Kansas  City  Brunswick  headquarters. 

J.  W.  McQueen,  McQueen  Bros.,  Carrollton, 
Mo.,  has  just  received  word  from  France  that 
his  son  was  slightly  wounded  in  battle. 

M.  M.  Blackman,  manager  of  Edison  whole- 
sale, has  recently  taken  up  golf.  Judging  from 
Mr.  Blackmail's  enthusiasm,  members  of  the  of- 
fice force  prophesy  that  he  will  be  able  to  meet 
"Chick"  Evans  to  the  latter's  discomfiture  by 
next  season's  tournament. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


31 


BELIEVES  IN  CASH  PAYMENTS 

F.  E.  Yahr,  of  the  Yahr  &  Lange  Co.,  Carrying 
on  Campaign  to  Educate  Retail  Trade  to  Im- 
portance and  Value  of  Cash  Payment  Plan 


Milwaukee,  Wis.,  August  3. — The  Yahr  & 
Lange  Drug  Co.,  of  this  city,  wholesale  distrib- 
utor for  the  Sonora  phonograph  in  this  terri- 
tory, has  been  achieving  splendid  success  with 
this  line,  and  has  established  successful  and 
responsible  dealers  in  practically  all  of  the  lead- 
ing cities  in  its  territory.  Fred  E.  Yahr,  sec- 
retary of  the  company,  who  is  in  active  charge 
of  the  Sonora  division,  is  an  enthusiastic  be- 
liever in  the  "cash  payment" '  plan  of  selling 
phonographs,  which  forms  an  important  part 
of  the  Yahr  &  Lange  Sonora  campaign.  George 
E.  Brightson,  president  of  the  Sonora  Phono- 
graph Sales  Co.,  New  York,  has  congratulated 
Mr.  Yahr  upon  the  success  he  has  attained  in 
this  important  work. 

In  a  recent  chat  with  The  World  Mr.  Yahr 
commented  as  follows  upon  the  progress  his 
company  is  making  in  this  direction:  "We  are 
educating  our  dealers  to  sell  Sonoras  on  a  cash 
basis  only.  They  all  seem  to  appreciate  the 
value  of  this  plan  now  that  we  have  put  them 
on  this  basis.  Heretofore,  they  thought  it  im- 
possible to  sell  Sonoras  for  cash,  but  they  have 
changed  their  minds  and  are  now  rejoicing  in 
the  clean  business  they  are  doing. 

"Some  of  our  dealers  handle  two  and  three 
makes  of  phonographs  which  they  sell  on  time 
payment,  but  they  tell  the  customer  at  all  times 
that  the  Sonora  cannot  be  sold  on  'easy  terms,' 
and  they  find  that  the  larger  sales  are  of  the 
Sonora,  as  the  customer  invariably  forms  a 
better  opinion  of  an  instrument  that  is  sold  on 
this  basis  instead  of  one  that  they  can  purchase 
on  'convenient  terms.' 

"As  Mr.  Brightson  put  it,  'pride  of  possession' 
is  a  very  true  saying,  and  I  hope  eventually  that 
all  merchandise  will  be  sold  on  this  basis.  Then 


dealers  will  be  able  to  go  home  and  rest  in 
ease  and  not  spend  half  of  the  night  worrying 
about  poor  accounts  and  how  they  are  going 
to  pay  their  jobbers  for  the  merchandise  which 
they  have  out  on  time  payment. 

"We  have  in  the  neighborhood  of  ISO  good 
live  dealers  handling  the  Sonora  in  the  city  of 
Milwaukee,  the  State  of  Wisconsin,  and  in 
Upper  Michigan,  and  we  have  educated  them 
all  up  to  the  cash  payment  plan.  We  have 
added  to  our  list  of  dealers  the  G.  W.  Fischer 
Furniture  Co.,  of  Milwaukee,  which  is  located 
in  the  heart  of  this  city,  and  is  one  of  the  largest 
and  finest  furniture  stores  in  the  State  of  Wis- 
consin. They  placed  a  large  order  last  week 
for  Sonora  instruments,  including  a  representa- 


tive  assortment  of  every  model   in  this  line. 

"A  year  ago  we  only  had  about  fifteen  ac- 
counts in  our  Sonora  department.  We  secured 
one  dealer  during  the  month  of  June,  1917;  this 
dealer  constituting  our  first  new  account.  Con- 
sidering the  fact  that  we  now  have  ISO  success- 
ful Sonora  dealers  on  our  list,  we  think  that 
we  have  accomplished  pleasing  results  in  one 
year. 

"The  Sonora  is  coming  to  the  front  very  fast 
in  Wisconsin,  and  we  are  certain  that  we  will 
be  able  to  dispose  of  all  the  Sonora  instruments 
that  we  will  be  successful  in  obtaining  from 
the  factory.  We  have  now  in  the  neighbor- 
hood of  two  thousand  instruments  on  back- 
order  with  the  Sonora  Co." 


DEATH  OF  JOHN  M.  DEAN 


Founder  of  the  Well-Known  Needle  Manufac- 
turing House  of  That  Name  Passed  Away 
Recently  at  His  Home  in  Putnam,  Conn. 


John  M.  Dean,  founder  of  John  M.  Dean,  Inc., 
the  well-known  needle  manufacturer,  which  was 
recently  incorporated  as  a  division  of  the  Otto 
Heineman  Phonograph  Supply  Co.,  died  recent- 
ly at  his  home  in  Putnam,  Conn.  Mr.  Dean  had 
been  ill  for  some  time,  but  with  his  customary 
vigor  and  energy  had  taken  a  keen  interest  in 
his  many  business  and  social  connections  not- 
withstanding his  illness. 

John  M.  Dean  was  well  known  throughout 
the  country  as  a  pioneer  in  the  talking  machine 
needle  industry.  He  founded  the  concern  of 
John  M.  Dean,  Inc.,  many  years  ago,  and 
through  his  intimate  familiarity  with  the  most 
important  mechanical  details  of  needle  manu- 
facture, succeeded  in  gaining  for  the  Dean 
needle  world-wide  recognition.  Dean  needles 
steadily  increased  in  popularity  year  after  year, 
and  recently  John  M.  Dean,  Inc.,  became  one 
of  the  divisions  of  the  Otto  Heineman  Phono- 
graph Supply  Co. 


In  addition  to  his  prominence  in  the  talking 
machine  industry  Mr.  Dean  was  also  well  known 
in  general  industrial  circles,  for  the  concern 
which  he  founded  manufactures  vast  quantities 
of  textile  pins,  comb,  faller,  feeder  and  card 
pins.  The  house  is  known  from  coast  to  coast 
as  one  of  the  leading  manufacturers  of  these 
products  and  since  the  war  broke  out  has  been 
handling  very  large  Government  orders. 

Mr.  Dean  is  survived  by  two  daughters  and 
two  sons,  John  M.  Dean,  Jr.,  and  Charles  E. 
Dean,  both  of  whom  have  been  active  in  the 
executive  direction  of  the  Dean  needle  factory 
for  many  years.  Under  the  able  guidance  of 
their  father  they  obtained  a  thorough  knowl- 
edge of  every  detail  of  the  business,  and  since 
the  amalgamation  of  John  M.  Dean,  Inc.,  with 
the  Otto  Heineman  Phonograph  Supply  Co. 
they  have  perfected  many  plans  for  expansion. 

The  funeral  services  were  held  August  2  from 
Mr.  Dean's  late  residence  in  Putnam  and  were 
.attended  by  many  well-known  manufacturers 
in  the  textile  field  and  personal  friends  and  ac- 
quaintances. W.  C.  Strong  represented  the  Otto 
Heineman  Co.  and  numerous  floral  wreaths 
testified  to  the  esteem  and  affection  in  which 
Mr.  Dean  was  held  by  all  who  knew  him. 


l!!fl!ll 

II II 

MIDMnMMlllEMTIEII] 

WLWM 

III  II  III 

CTo  Jobbers  and  Dealers 

Especidllij  those  selling  HilWncUDale  Records 


T*IOU  can  qreatly  increase 
IJ  the  demand  for  the  best 
Records  by  sellinq  these 
Reproducers  and  Attachments 
appluinq  them  to  standard 
machines. 

IDrite  for 
Quantity  Prices 
Liberal  Arrangement  for  Jobbers 


Superior  Universal 
Reproducer 

The  Reproducer  that  piuots  on  its  axis — 
takinq  the  correct  angle  for  all  makes  of 
Records— and  the  needle  retains  the  same 
center  in  both  positions 

Sample  Retail 
Prepaid  Price 
IDith  Attachment  for  Tlickel  $4.10  $6.50 

Uictor  Qold     s.oo  s.oo 

IDith  Attachment  {or  Tlickel     3.50     5. SO 

*Ueu>Uictor     Qold    4.25  6.75 

IDith  Attachment  for  tlickel     3.70  5.35 

Columbia       Qold     4.5s  7.2s 

IDith  Attachment  for  Tlickel     4.10  6.50 

Edison  Qold     5.00  s.oo 

IDith  Attachment  for  Tlickel     3.70  5.35 

Pathe  old  s,1)le    Qold     4.40  7.00 

arm  ■* 
As  is— it  fits  the  neu?  Tlickel     3.15  S.OO 

Pathe  uniue"al  Qold     3.75  6.00 

arm  J 
*This  refers  to  the  latest 
type  having  the 
enlarged  Tonearm 


"CThe  Superior  Universal  Reproducer  gives  a  depth  of  sound  that  is  so 
wonderful  that  all  other  sound-boxes  that  I  have  ever  heard  seem  obso- 
lete. Besides  this  marvelous  depth  and  ivarm  richness  of  tone,  it  has  the 
great  advantage  of  a  surprising  musical  volume.  In  all  makes  of  records 
overtones  and  undertones  never  before  heard  ivith  other  Reproducers  are 
brought  out  with  pure,  crystal-like  clearness.  Uour  Reproducer  places  the 
needle  in  exactly  the  right  angle  for  either  the  Columbia  and  Pictor  or  the 
Pathe  and  Edison  Records.  It  is  one  of  the  feu?  which  safely  play  the  Edison 
Diamond  Disc  Records  without  skidding  across  the  record,  which  causes 
the  ieivel  point  to  dig  into  the  record  and  ruin  it.  Other  makes  slant  too 
much,  therefore  there  is  always  the  tendency  for  them  to  slip  from  the  groove 
and  skid.  All  that  I  have  said  of  the  Superior  is  also  true  of  the  Scotford 
TRodel  I,  that  wonderful  Reproducer  of  yours  that,  with  its  large  dia- 
phragm, plays  the  Pathe,  Edison,  Lyric  and  other  verticul-cut  records  with 
so  great  and  beautiful  a  tone.  I  have  sixteen  different  Reproducers  fitted 
to  my  machine,  but  1  know  that  for  perfect  articulation,  beautiful  tone  and 
volume,  your  sound-boxes  have  no  equal." 

IPilmington,  Delaware  Alfredo  L.  Demorest 

TTlarch  28,  1918  Pice-Consul  of  Paraguay 


Scotford  TTlodel  1 
Reproducer 

The  oriqinal  Scotford  Reproducer  —  plays 
onlu  Rill-and-Dale  Records,  but 
plaus  them  at  their  best 

Sample  Retail 
Prepaid  Price 
As  is— it  fits  the  Tlickel  $3.50  S5.50 

UictOT  Qold       4.10  6.50 

IDith  Attachment  for  Tlickel    3.75     5. 35 

Columbia       Qold     4.45  7.00 

IDith  Attachment  for  Tlickel    4.05  6.35 

Pathe  Qold     4.75  7.50 

Can  be  used  on  the 

Edison  u?ith  the  Kent  Attachment 


iii  ii  mill  iini  in 


Barnhart  Brothers  &  Spindler 

Superior  SpSSSr  Phonographs  TRotirOe  &ThrOOp  StS.*  ChiCdCJO 

lillllllilllilliillliln  in  n  in  iii  lli!|l  inlini  lilliilll  hi 


32 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Something  New  under  the  sun ! 
The  Columbia  NON-SET  Automatic  Stop. 
The  only  "self-stopper"  on  the  market. 


Write  lor  description 
of  the  new  models 


Columbia  Graphophone  Co. 

NEW  YORK 


RECORD  TRADE  OF  ENORMOUS  DIMENSIONS  IN  MILWAUKEE 

Trade  Problem  Is  to  Get  Sufficient  Stock  to  Meet  Demands — General  Trade  Very  Seasonable — Ma- 
chine Shortage  Causing  Some  Concern — Advertising  Campaign  Along  Co-operative  Lines  Pays 


Milwaukee,  Wis.,  August  12. — While  the  de- 
mand for  talking  machines  is  showing  something 
of  the  usual  midsummer  slackening,  due  to  the 
fact  that  hundreds  of  families  which  might  be 
classed  as  potential  prospects  are  in  the  coun- 
try during  the  torrid  spell,  dealers  are  kept 
busier  than  ever  in  trying  to  fill  the  extraor- 
dinary requirements  for  records.  Not  only  is 
the  demand  for  these  the  largest  it  has  ever 
been,  but  it  is  growing  every  day  and  "Victor 
dealers  particularly  are  at  their  wits'  end  to 
know  how  to  supply  all  orders. 

"The  record  situation  is  the  most  acute  that 
is  known  in  our  experience,"  said  Harry  A. 
Goldsmith,  secretary  of  the  Badger  Talking  Ma- 
chine Co.,  Victor  jobber  in  Wisconsin  and  Upper 
Michigan.  "We  cannot  get  more  than  a  part 
of  the  stocks  of  records  which  we  require  to 
meet  the  demand  from  our  dealers.  The  main 
reason  for  this  is  that  their  wants  are  far  and 
away  above  anything  we  or  they  have  ever  en- 
countered. With  a  record  supply  that  could 
hardly  be  expected  to  grow  apace  with  the 
demand,  due  to  the  urgent  needs  of  the  Govern- 
ment for  materials,  facilities  and  the  records 
themselves,  -the  trade  is  illy  equipped  to  face 
the  constantly  expanding  demand. 

"One  reason  why  so  many  records  are  wanted 
is  that  the  market  virtually  has  been  flooded 
with  any  number  of  machines  of  a  more  or 
less  nondescript  nature — machines  that  have, 
no  records  to  back  them  up.  This  throws 
the  entire  burden  of  furnishing  records  to  play 
these  machines  upon  the  few  concerns  which 
are  engaged  in  the  manufacture  of  records  as 
well  as  machines.  Dealers  everywhere  report 
that  their  stocks  are  badly  broken,  and  it  is  a 
constant  scramble  to  replenish  supplies." 

Concerning  Victor  machines  Mr.  Goldsmith 
said  that  the  situation  still  is  very  unfavorable, 
as  not  enough  can  be  obtained  to  fill  orders. 
At  this  time,  when  sales  of  machines  are  prob- 
ably at  the  low  point  of  the  year,- due  to  the 
season,  foresighted  dealers  are  taking  advan- 
tage of  the  temporary  lull  in  getting  under  cover 
for  their  requirements  during  the  coming  fall 
and  holiday  season.  For  this  reason  the  de- 
mand as  viewed  by  jobbers  is  perhaps  just  as 
great  as  ever,  and  the  chances  of  providing  ma- 
chines are  no  better  than  before,  because  the 


factories  cannot  increase  production  when  more 
pressing  Government  requirements  are  being 
given  attention. 

None  of  the  other  big  jobbers  in  Milwaukee, 
all  of  whom  supply  a  large  share  of  the  de- 
mand from  the  retail  trade  in  Wisconsin  and 
Upper  Michigan,  are  in  much  better  shape  than 
their  competitors,  although  here  and  there  may 
be  found  a  house  that  is  perhaps  better  forti- 
fied on  stocks  than  another.  These  jobbers, 
however,  regard  the  future  with  some  appre- 
hension on  this  point,  for  while  they  may  have 
fairly  moderate  supplies  of  machines  at  this 
time,  there  is  no  telling  what  may  happen  when 
the  demand  is  resumed  early  next  fall. 

At  the  Edison  Shop,  213-215  Second  street, 
Edison  jobber  and  retailer,  it  was  stated  that 
while  dealers'  orders  are  being  fairly  well  filled, 
there  is  a  shortage  of  some  styles.  The  com- 
pany has  been  making  a  brave  attempt  to  an- 
ticipate requirements  during  the  last  half  of 
the  year,  but  finds  that  stocks  are  diminishing 
more  rapidly  than  expected.  So  far  as  records 
are  concerned,  hardly  enough  can  be  obtained 
to  fill  current  orders,  to  say  nothing  of  laying 
up  stocks. 

Thomas  I.  Kidd,  general  manager  of  the 
Brunswick-Balke-Collender  Co.,  275-279  West 
Water  street,  has  been  fairly  successful  in  keep- 
ing his  dealers  stocked  and  is  working  like  a 
beaver  to  give  them  the  machines  for  which 
they  are  clamoring  to  protect  themselves  next 
fall.  Mr.  Kidd  foresees  a  shortage  sooner  or 
later  if  the  demand  is  anything  like  he  expects 
it  to  be. 

The  Sonora  is  moving  better  this  summer 
than  last,  according  to  Yahr  &  Lange,  207-215 
East  Water  street,  Sonora  jobbers  for  Wiscon- 
sin and  the  Upper  Peninsula.  The  company's 
dealers  are  exercising  foresight  in  anticipating 
their  wants  ahead,  and  in  addition  to  placing 
these  orders  in  large  volume,  need  many  ma- 
chines to  fill  immediate  requirements.  Under 
the  vigorous  promotion  of  Yahr  &  Lange,  the 
Sonora  has  won  remarkable  prestige  all  through 
the  territory  and  this  is  now  being  reflected 
most  strongly  in  the  demand. 

A.  G.  Kunde,  516  Grand  avenue,  distributor  of 
the  Columbia,  says  the  big  demand  for  Columbia 
records  is  causing  him  even  greater  concern 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us? 

BADGER  TALKING-MACHINE  CO.  BasS"— 


WIS. 


VICTOR  DISTRIBUTORS 


than  the  matter  of  getting  enough  machines. 
The  Columbia  catalog  has  never  been  so  pop- 
ular as  now,  and  old  as  well  as  new  issues  are 
being  snapped  up  by  retailers  as  rapidly  as  they 
become  available. 

"Wisconisn  certainly  appreciates  Wisconsin 
products,"  said  Charles  J.  Orth,  504  Grand  ave- 
nue, distributor  of  the  Puritan  phonograph  and 
Paramount  records  in  this  State  and  Upper 
Michigan.  "It  may  be  true  in  some  things  that 
'A  prophet  is  not  without  honor,  save  in  his 
own  country,'  but  not  so  with  the  Puritan.  We 
have  been  able  to  offer  dealers  the  double  ad- 
vantage of  quick  deliveries  and  ample  stocks, 
and  this  has  brought  us  a  really  enormous  vol- 
ume of  business.  The  factories  at  Sheboygan, 
Port  Washington  and  Grafton  are  so  close  to 
everywhere  in  this  State  that  while  some  dealers 
in  other  machines  need  a  couple  of  weeks  to 
fill  orders  for  certain  styles  of  which  they  are 
out,  we  can  deliver  the  goods  almost  the  same 
day.  We  are  building  up  a  splendid  record  busi- 
ness with  the  Paramount  line,  which  also  is 
made  right  here  in  Wisconsin,  both  because  the 
goods  are  'right'  and  service  is  quick." 

The  acute  shortage  of  labor  has  had  its  ef- 
fect upon  the  retail  as  well  as  the  jobbing  trade. 
All  dealers  are  lamenting  the  fact  that  it  is 
practically  impossible  to  get  men,  but  at  the 
same  time  they  realize  that  the  movement  of 
the  boys  to  the  front  is  bringing  the  dawn  of 
peace  much  nearer,  and  they  are  making  the 


a 


The  Music  Without  the  Blur!" 


This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


'Mchirjj  the  Music  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


August  IS,  1918 


THE   TALKING    MACHINE  WORLD 


33 


best  of  the  situation  in  a  patriotic  way.  It  is 
to-day  not  an  uncommon  sight  to  see  the  head 
of  a  retail  store  behind  the  wheel  of  a  delivery 
car,  taking  the  place  of  a  young  man  who  has 
answered  the  call  to  the  colors  and  for  whom 
no  substitute  can  be  found.  Rather  than  de- 
stroy reputations  for  service,  the  executives  are 
not  afraid  to  do  this  class  of  work,  and,  as  a 
matter  of  fact,  they  really  enjoy  getting  out  and 
coming  face  to  face  with  problems  and  situa- 
tions that  are  new  in  their  experience. 

The  death  of  Walter  Ruez,  a  popular  traveling 
representative  of  the  Badger  Talking  Machine 
Co.,  Victor  jobber,  on  Saturday,  July  20,  cast 
a  pall  of  gloom  over  the  entire  force,  and  espe- 
cially over  George  F.  Ruez,  president  of  the 
company,  who  thus  lost  his  only  brother.  Mr. 
Ruez  was  only  thirty  years  old,  but  earned  for 
himself  a  splendid  reputation  in  the  field  and  his 
passing  caused  genuine  sorrow  throughout  the 
territory.  The  funeral  was  held  July  24  at 
Fond  du  Lac,  Wis.,  the  former  home  of  the 
Ruez  family.  Mr.  ■  Ruez  is  survived  by  his 
mother,  Mrs.  H.  Ruez,  three  sisters  and  his 
brother,  George. 

Edward  Heath,  who  took  Mr.  Ruez's  place 
when  he  was  stricken  about  four  months  ago, 
has  taken  the  route  permanently. 

Miss  Helen  Gunnis,  manager  of  the  Music 
Shop,  310  Grand  avenue,  retailer  of  the  Colum- 
bia and  Starr,  has  gained  new  laurels  as  a  so- 
prano by  her  appearances  as  soloist  at  the  free 
concerts  under  municipal  auspices  in  the  public 
parks'  of  Milwaukee  during  the  summer.  Miss 
Gunnis  is  a  concert  soprano  of  wide  note  and 
at  the  recent  National  Music  Show  in  New 
York  sang  at  the  Universal  Music  booth  every 
evening.  She  has  done  much  recording  for 
both  the  Columbia  and  Aeolian-Vocalion  rec- 
ords. 

Gimbel  Bros,  are  making  a  big  hit  in  their 
soldiers'  and  sailors'  department  by  the  instal- 
lation of  recording  machines  of  the  Dictaphone 
Co.  for  the  benefit  of  customers  who  desire  to 
send  records  of  their  voices  to  the  boys  "over 


there."  Hundreds  of  people  have  recently 
taken  advantage  of  the  offer. 

"Jack"  Stapleton,  of  VVatertown,  Wis.,  a  pop- 
ular Edison  representative  in  the  Wisconsin  ter- 
ritory until  his  resignation  to  enter  the  mili- 
tary service,  has  won  a  commission  as  second 
lieutenant  in  the  aviation  service,  much  to  the 
gratification  of  a  host  of  friends  in  and  out  of 
the  trade.  He  has  just  completed  his  training 
course  at  Kelley  Field,  San  Antonio,  Tex.,  and 
for  the  present  will  be  attached  to  Camp  Dix. 

Talking  machine  dealers  of  Milwaukee  and 
Wisconsin  are  coming  forward  loyally  and  lib- 
erally in  support  of  the  Music  Industries 
Preservation  Fund,  the  campaign  for  which  is 
being  directed  by  Edmund  Gram,  Steinway  and 

SECURE  NEEDLE  SHIPMENTS 

C.  Bruno  &  Son,  Inc.,  Able  to  Supply  Dealers 
With  Their  Popular  Criterion  and  Mezzo- 
Tone  Steel  Needles — Suggest  Early  Orders  • 


C.  Bruno  &  Son,  Inc.,  were  successful  recently 
in  securing  two  shipments  of  their  popular  Cri- 
terion and  Mezzo-Tone  steel  needles.  These 
needles  have  been  on  the  market  for  several 
years,  and  Bruno  dealers  have  presented  these 
needles  to  their  customers  with  the  absolute  as- 
surance that  they  will  give  perfect  satisfaction. 
In  view  of  the  tremendous  shortage  of  needles 
and  the  fact  that  these  shipments  are  decidedly 
limited  C.  F.  Bruno  has  suggested  to  the 
dealers  that  they  place  their  orders  at  the 
earliest  possible  moment. 


PLANNING  LIVE  FALL  CAMPAIGN 

P.  J.  Doherty,  sales  manager  of  the  Language 
Phone  Method,  returned  to  his  desk  August  12, 
after  a  two  weeks'  vacation.  Mr.  Doherty  is 
now  planning  the  fall  campaign  of  the  company, 
and  their  language  course  will  be  featured 
more  strongly  than  ever  during  the  coming 
months. 


Aeolian-Vocalion  representative  at  Milwaukee. 

The  Milwaukee  Association  of  Music  Indus- 
tries has  recently  concluded  its  second  big  ad- 
vertising campaign  along  co-operative  lines,  and 
all  members  express  themselves  as  more  than 
repaid  for  the  expense.  The  talking  machine 
men  are  just  as  enthusiastic  as  the  piano  dealers 
over  the  beneficial  results.  Both  divisions  of 
the  trade  received  equally  forceful  representa- 
tion in  the  series  of  advertisements.  The  cam- 
paign involved  an  outlay  of  about  $1,200,  mak- 
ing a  total  of  $5,000  or  more  expended  by  the 
Milwaukee  Association  during  the  last  nine 
months  to  boom  music  in  Milwaukee  and  vicin- 
ity. It  is  likely  that  a  third  campaign  will  be 
undertaken  during  the  coming  fall. 

TO  ISSUE  1,000  MILEAGE  BOOK 

For  Use  of  Travelers  Rather  Than  5,000-Mile 
Book  as  Originally  Planned 


The  National  Association  of  Piano  Travelers 
was  advised  last  month  that  the  authorities  in 
Washington  had  made  a  change  regarding  the 
issuance  of  a  mileage  book  for  travelers,  and 
that  instead  of  issuing  a  5,000  mileage  book, 
they  had  decided  to  issue  only  a  1,000  mileage 
book.  This  book  can  be  used  for  the  payment 
of  regular  fares  on  any  railroad  in  the  country, 
and  can  also  be  utilized  to  pay  for  Pullman  and 
dining  car  charges.  The  Government  author- 
ities, however,  have  decided  definitely  that  the 
use  of  this  mileage  book  does  not  exempt  the 
traveler  from  paying  the  extra  charge  of  one- 
half  cent  per  mile  for  riding  on  a  Pullman. 


TO  ORGANIZE  ASSOCIATION 

Oakland,  Cal.,  July  30. — The  talking  machine 
dealers  of  Oakland,  Berkeley  and  Alameda  met 
here  last  week  for  the  purpose  of  discussing  the 
formation  of  a  talking  machine  association,  the 
object  being  the  general  betterment  of  the  busi- 
ness. 


=The  Leonard  Markels  QllTTeRfLy  ftWToi^ 


Specif ications 


Beveled  gear  noiseless  winding, 

New  ratchet  device  that  prevents  clicking. 

Bakelite  intermediate  gear — absolutely  silent. 

Plays  seven  10-inch  or  five  12-inch  records  at  one 

winding. 
Cast  iron  nickeled  frame. 
Powerful,  durable,  compact,  accessible. 
Built  especially  for  the  highest-grade  machines. 
Guaranteed  in  every  minutest  detail. 


The 

Leonard  Markels 
Jewel  Bearing 
Butterfly  Motor 

has  revolutionized  the  motor  in- 
dustry. It  is  silent  running  and 
silent  winding  and  represents  the 
acme  of  perfection  in  motor  con- 
struction. 

This  motor  has  achieved  phenomenal  success, 
and  is  being  used  exclusively  by  leading  phono- 
graph manufacturers  in  all  parts  of  this  country 
and  Canada. 

Write  today  for  a  copy  of  our 
New  Butterfly  folder 


LEONARD  MARKELS   -   165  William  St.,  New  York 


34 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


SAN  FRANCISCO  TRADE  ACTIVE,  BUT  STOCK  IS  SCARCE 

Conditions,  However,  Better  Than  a  Month  Ago — New  Columbia  Models  Interest — Changes  in 
Personnel  of  Phonograph   Shop — Walter  S.  Gray  Doing  Well — Hauschildt  Activity 


San  Francisco,  Cal.,  August  4. — As  far  as  the 
demand  for  talking  machines  and  records  is 
concerned  few  complaints  have  been  registered 
by  local  dealers  in  the  past  month,  as  sales 
have  held  up  unusually  well  for  the  summer  va- 
cation season.  The  wholesale  distributors  re- 
port the  demand  well  up  to  expectations  also 
but  in  some  lines  the  shortage  of  stock  is  a' 
serious  handicap,  and  more  and  more  uneasiness 
is  felt  in  regard  to  getting  ample  supplies  to 
meet  the  requirements  of  the  Western  trade 
during  the  coming  holiday  season. 

While  the  local  branch  of  the  Columbia 
Graphophone  Co.  is  in  a  little  better  position 
in  regard  to  stock  than  it  was  at  the  end  of 
June,  the  supply  of  machines  is  still  so  short 
that  it  is  impossible  to  go  out  after  business  in 
an  aggressive  manner.  A  shipment  or  two  ar- 
rived during  the  past  month,  but  they  came  on 
a  bare  market  and  practically  all  the  machines 
contained  therein  were  sent  out  again  imme- 
diately on  back  orders.  Much  interest  is 
shown  in  the  few  samples  of  the  company's 
new  automatic  self-stop  models,  which  have 
just  been  received  here.  Manager  F.  A.  Deni- 
son  considers  this  new  feature  a  revelation  in 
the  talking  machine  business,  and  he  looks  for 
it  to  stimulate  the  demand  for  Columbia  prod- 
ucts on  an  extensive  scale.  It  will  be  largely 
a  question  of  being  able  to  get  stock  during  the 
remainder  of  the  year  in  his  opinion.  Mr.  Deni- 
son  spent  part  of  July  at  Santa  Cruz,  Cal., 
having  had  a  very  pleasant  vacation  there. 

Andrew  G.  McCarthy,  of  Sherman,  Clay  & 
Co.,  says  the  demand  for  Victor  goods  is  just 
as  good  if  not  better  than  ever  before,  but  the 
problem  of  getting  stock  seems  to  grow  more 
serious  all  the  time.  From  present  indications 
he  thinks  there  will  be  many  disappointments 
as  the  year  advances,  because  of  inability  to  get 
Victrolas  here  on  the  Eacific  Coast. 

J.  W.  Carson,  manager  of  the  Edison  Shop 
on  Geary  street,  off  Union  Square,  which  han- 
dles Edison  products  exclusively  in  a  retail  way, 
spent  the  first  half  of  July  vacationing  in  the 
northern  part  of  the  State.  Congratulations  are 
in  order,  as  he  was  married  the  latter  part  of 
June  and  turned  his  vacation  into  a  honeymoon 
trip.  Upon  his  return  to  the  store  he  was 
pleased  to  find  that  business  had  held  up  very 
well  during  his  absence. 


A.  C.  Ireton,  of  Edison  Phonographs,  Ltd., 
received  visits  recently  from  Mr.  Marshall,  who 
looks  after  the  company's  interests  in  the 
Northwest,  with  headquarters  in  Portland,  Ore., 
and  Mr.  Lovejoy,  the  company's  representa- 
tive in  southern  California.  Both  Mr.  Marshall 
and  Mr.  Lovejoy  brought  favorable  reports  from 
their  respective  territories. 

After  spending  a  few  weeks  at  the  Phono- 
graph Shop  in  Stockton  street,  where  Sonora 
phonographs  are  featured  in  a  retail  way,  E.  M. 
Bonnell,  traveler  for  the  Sonora  Phonograph 
Co.,  left  a  few  days  ago  for  Los  Angeles. 

Several  changes  have  taken  place  recently  in 
the  personnel  of  the  Phonograph  Shop's  force. 
C.  T.  Compton  has  gone  into  another  line  of 
business,  after  being  connected  with  the  estab- 
lishment since  its  beginning,  and  Miss  Tully, 
another  employe  who  had  been  there  some  time, 
has  given  up  her  position,  it  being  understood 
she  is  to  be  married  shortly.  Among  the  new 
faces  to  be  seen  at  this  store  is  N.  D.  Dumphy, 
who  arrived  in  San  Francisco  recently  from  the 
Northwest. 

Manager  F.  B.  Travers,  of  the  Sonora  Phono- 
graph Co.,  is  back  on  duty  after  an  enjoyable 
outing  in  the  redwoods  north  of  here. 

Walter  S.  Gray,  who  is  engaged  in  the  talking 
machine  trade  accessory  business  with  offices 
in  the  Chronicle  Building,  is  calling  on  the  trade 
in  the  southern  part  of  the  State.  He  has  been 
successful  in  making  very  desirable  needle  con- 
nections and  is  doing  a  big  business  in  this 
branch  of  talking  machine  supplies,  which  has 
won  for  htm  the  title  of  "needle  king"  of  the 
Pacific  Coast. 

Frederick  Stern,  head  of  the  Stern  Talking 
Machine  Co.  at  1085  Market  street,  which  also 
has  branches  in  Oakland  and  Richmond,  Cal., 
is  making  a  strong  feature  of  the  Pathe  line  and 
reports  excellent  results.  In  Richmond  the 
business  has  grown  to  such  an  extent  that  new 
quarters  are  necessary.  The  company  has 
leased  the  store  at  1111  Macdonald  avenue  and 
is  having  the  place  nicely  fitted  up  for  occu- 
pancy at  an  early  date.  The  move  will  be  in  the 
nature  of  a  celebration  of  the  first  anniversary 
of  the  business  in  that  city. 

The  San  Francisco  trade  received  a  pleasant 
visit  from  Geo.  P.  Hopkins,  sales  manager  of 
the  Columbia  Graphophone  Co.,  during  the  past 


month.  The  principal  object  of  his  trip  to 
the  Pacific  Coast  was  to  attend  the  annual  con- 
vention of  the  Associated  Advertising  Clubs  of 
the  World,  which  was  held  in  this  city,  but  while 
in  the  West  he  took  advantage  of  the  oppor- 
tunity to  call  on  various  Columbia  agencies  and 
to  make  a  general  survey  of  trade  conditions 
in  this  section  of  the  country.  He  stopped  in 
Los  Angeles,  Cal.,  on  his  way  here,  and  then 
proceeded  homeward  via  the  Pacific  Northwest. 

The  California  Phonograph  Co.,  of  which  F. 
A.  Levy  is  president,  has  been  handling  quite  a 
bit  of  export  business,  having  a  special  license 
to  make  such  shipments  and  special  permission 
for  its  men  to  go  aboard  off-shore  vessels  en- 
tering this  port.  As  each  consignment  of  rec- 
ords leaving  the  store  for  a  foreign  destination 
has  to  be  censored  and  bear  a  Government  seal, 
the  work  of  filling  the  orders  and  preparing 
the  records  for  shipment  is  no  small  task.  Mr. 
Levy  has  just  returned  from  a  long  automobile 
trip. 

The  Fresno,  Cal.,  store  of  Sherman,  Clay  & 
Co.,  under  the  management  of  E.  R.  Armstrong, 
is  undergoing  extensive  improvements,  which 
will  provide  larger  and  more  desirable  quarters 
for  the  talking  machine  department  of  the  busi- 
ness. 

Mrs.  Helen  Plummer  Howard  has  made  a 
splendid  showing  in  increasing  the  sales  of  the 
talking  machine  department  of  the  Hauschildt 
Music  Co.'s  store  in  Oakland,  Cal.,  since  taking 


Joint  Float  of  Hauschildt  Co.  and  MacDonough 
Theatre  in  War  Savings  Stamp  Drive 


charge  of  that  part  of  the  business  a  few  months 
ago.  Her  work  along  educational  lines  con- 
tinues to  increase  in  scope.  During  the  recent 
War  Savings  Stamp  campaign,  through  her  ef- 
forts and  the  courtesy  of  the  Hauschildt  Co. 
and  the  MacDonough  Theatre,  a  Brunswick 
talking  machine  did  service  on  a  truck  in  the 
streets  six  hours  daily.  She  has  also  placed 
a  Brunswick  machine  in  the  lobby  of  the  Mac- 
Donough Theatre,  having  some  one  in  charge 
to  play  it  from  11  in  the  morning  to  9.30  at 
night  each  day,  specializing  between  acts  on  the 
current  comic  operas.  Mrs.-  Howard  reports 
that  the  gratuitous  equipping  with  talking  ma- 
chines of  various  ships  called  into  United 
States  service  either  as  training  or  troop  ships 
is  still  going  on  and  she  is  convinced  that  the 
boys  in  our  service  truly  appreciate  "that  music 
will  help  to  win  the  war."  Her  company  has 
also  sent  machines  to  the  boy  scout  encamp- 
ments, together  with  records.  Recently  the 
Hauschildt  Music  Co.  and  one  of  the  Oakland 
newspapers  gave  a  theatre  party  at  a  local  mov- 
ing picture  house  to  which  the  children  of  the 
various  orphan  and  relief  societies  of  Oakland 
were  invited.  A  vaudeville  and  moving  pic- 
ture program  was  arranged,  using  a  Brunswick 
talking  machine  for  two  numbers. 

At  the  invitation  of  Henry  Hauschildt,  of  the 
Hauschildt  Music  Co.,  the  talking  machine  deal- 
ers of  Oakland,  Alameda  and  Berkeley,  Cal., 
met  at  the  company's  Oakland  store  a  few  days 
ago  for  the  purpose  of  discussing  plans  for  co- 
operation and  better  working  methods  on  the 
east  side  of  San  Francisco  Bay.  The  meeting 
was  well  attended  and  will  likely  bring  about  a 
closer  understanding  among  the  trade  in  that 
section. 


•  What  can  you  do  when  you  have  come  to 
what  seems  the  limit  of  your  powers,  the  end 
of  your  string  but  just — keep  on.    It  will  win. 


MELOPHONE  MOTOR 


No.l 


No.l 


COMPLETE  WITH  10-INCH  TURN  TABLE 

Simple  in  construclion,  the  most  satisfactory  and  durable  of  all  small  motors. 

Will  play  two  ten-inch  records  with  one  winding. 
Three  years'  successful  record  as  the  best  single  spring  motor  manufactured. 

Immediate  Deliveries  Sample  $2.00 

Write  for  Quantity  Prices 

Melophone  Talking  Machine  Co. 

380  Lafayette  Street,  New  York 


August  15,  1918 


THE   TALKING   MACHINE  WORLD 


35 


Roqal  Serbian  Orchestra 

at  the  Wfoldorf  Astoria 


In  New  York  all  the  best  people  visit  the  Waldorf 
Roof  for  their  rendezvous.  The  Waldorf-Astoria, 
desirous  of  choosing  the  best  kind  of  entertainment, 
picked  for  the  summer  season  the  celebrated  Royal 
Serbian  Orchestra. 


It's  the  talk  of  the  town  —  in  fact  the  talk 
of  the  country  —  every  manufacturer  wanted 
to  be  the  first  to  offer  records  of  this  orchestra. 


But  first  out  as  usual,  it's 


Fmereon  Record? 

No.  955,  the  new  large  size  Emerson  disc  consists  of  the 
Belovarska  One-step  and  the  Slobode  Waltz,  by  the  Royal 
Serbian  Orchestra.  This  is  but  one  of  the  many  new  pop- 
ular song  and  dance  hits  from  the  Catalog  of  large  discs. 


The  New  Large 
Size  Records  Are 

65c 

EACH 


You  will  hear  the  Tambouritza,  a  sort  of  combination  be- 
tween the  mandolin  and  the  guitar.  Music  that  is  novel  and 
unique  and  makes  you  want  to  dance. 

This  first  Emerson  Record  of  the  Serbian  Orchestra  is  con- 
ducted by  Zerbes,  the  great  Serbian  conductor  and  violinist. 


EMERSON  Records  are  the  most  econom- 
ical buy  today;  the,  only  records  which  can 
be  played  on  any  machine  without  attach- 
ments; and  the  most  widely  wanted  discs. 

FIRST  OUT  WITH  THE  BIG  HITS 

Fmereon  Phonograph  Company^ 

3  West  35th  Street  -        New  York  City 


The  Emerson  Phonograph  Company 

3  West  35th  Street,  New  York 

Gentlemen  — 

Kindly  send  me  full  details  and  par- 
ticulars about  your  new  large  size 
Records  at  65c  each. 


Name  . 


Address, 


City 


36 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


ADVERTISING  THE  VOCALION  RECORD 

Mammoth  Advertising  Campaign  Inaugurated 
by  the  Aeolian  Co.  Covering  Their  New  Rec- 
ords— Artists  Are  Individually  Featured 


As  announced  recently  in  The  World  the 
Aeolian  Co.,  New  York,  has  completed  plans 
for  a  mammoth  advertising  campaign  in  be- 
half of  the  new  Aeolian-Vocalion  records.  This 
campaign   has   already  been   launched    in  the 


Giulio  Crimi 

newspapers  throughout  the  country,  and  judg- 
ing from  the  enthusiastitc  reception  accorded 
the  first  advertisements  in  this  series,  this  pub- 
licity will  not  only  produce  sales  for  Vocalion 


Miss  Florence  Easton 

dealers,  but  will  serve  to  emphasize  the  pres- 
tige and  quality  of  the  Vocalion  records. 

When  this  record  campaign  was  being  pre- 
pared the  advertising  department  of  the  Aeolian 
Co.  endeavored  to  inaugurate  something  disv 
tinctive,  and  after  carefully  considering  vari- 
ous plans  it  was  decided  to  introduce  Vocalion 
records  through  the  medium  of  advertising  that 
would  feature  one  record  by  one  specific  artist. 
As  the  Aeolian-Vocalion  record  library  includes 
selections  made  by  many  famous  artists  who 
are  recording  exclusively  for  the  Aeolian  Co., 
this  plan  of  publicity  presented  many  attractive 
features. 

In  announcing  the  initial  recordings  by  the 


^e  perfect  T0rie 


For  Every  ^ 


Distributors 

Wall-Kane 

Needles 


Distributors 

Lyric 

Records 


MODEL  "F 


40  inches  high 


15  inches  wide 


18  inches  deep 

RETAIL  $45 

Write  for  Special  Discounts  of  ALL  our  Models 
Immediate  Deliveries  in  Any  Quantity 

OPEROLLO-PHONOGRAPH  COMPANY 

54  W.  Lafayette  Blvd.  Detroit,  Mich. 


IT  Qf  FY'Q  GRAPHITE  PHONT 
SPRING  LUBRICANO 

Ilaiey's  Lubricant  makes  the  Motor  make  good 
Is  prepared  in  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.   Remains  in  its  original  form  indefinitely. 
Write  for  special  proposition  to  Jobbers. 
MANUFACTURED  BY 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 

Established  1853 


distinguished  tenor,  Giulio  Crimi,  the  Aeolian 
Co.  featured  two  records  presenting  selections 
from  "Cavalleria  Rusticana"  and  "Pagliacci." 
This  advertisement  appeared  in  the  leading 
newspapers  in  this  city,  and  was  noteworthy  for 
its  attractive  illustration,  which  carried  out  the 
idea  of  the  "Cavalleria  Rusticana"  selection, 
as  well  as  for  the.  unusual  manner  in  which  this 


Advertising  the  Florence  Easton  Records 

record  was  introduced  to  the  music-loving  pub- 
lic. Mr.  Crimi  records  exclusively  for  the  Vo- 
calion record  library,  and  his  records  will 
doubtless  meet  with  the  hearty  approval  of  Vo- 
calion dealers  everywhere. 

Another  advertisement  in  this  interesting 
series  called  attention  to  "A  Vocalion  Record 


Artistic  Design  of  Head  of  Crimi  Ad 

of  Rare  Charm,"  this  record  being  "Three  Green 
Bonnets,"  sung  by  Miss  Florence  Easton,  of 
the  Metropolitan  Opera  Co.  This  distinguished 
soprano,  who  also  records  exclusively  for  the 
Vocalion  library,  has  made  an  individual  place 
for  herself  in  European  operatic  circles  and  has 
been  hailed  as  one  of  the  most  valuable  ac- 
quisitions to  the  Metropolitan  Opera  Co.'s  staff 
in  recent  years.  She  has  appeared  in  many 
important  roles  during  the  past  season,  and  the 
success  she  has  attained  has  definitely  estab- 
lished her  as  a  gifted  artist  of  rare  ability. 

The  text  of  the  advertisement  announcing 
Miss  Easton's  record  was  noteworthy  for  the 
distinctive  treatment  accorded  the  description 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


37 


of  this  record.  The  border  design  of  this  ad- 
vertisement was  also  unusually  attractive,  and 
as  may  be  seen  by  the  accompanying  illustra- 
tion, was  well  calculated  to  attract  the  atten- 
tion of  newspaper  readers.  Miss  Easton's  rec- 
ord has  already  achieved  signal  success,  and 
her  addition  to  the  staff  of  Vocalion  artists  is 
welcome  news  for  Vocalion  representatives.* 


EXPERT  CALCULATOR  NOT  ALWAYS  A  GOOD  BUSINESS  MAN 

Merchant  Who  Measures   His  Business  Progress  by  Pretty  Figures  Rather  Than  Facts  Is  the 
Sort  of  Fellow  Who  Helps  to  Make  the  Sheriff's  Job  Worth  Fighting  For 


INTERESTING  VICTOR  LITERATURE 


August  Supplement  Contains  Interview  With 
Victor  Herbert — Lists  of  Foreign  Records 


The  Victor  Talking  Machine  Co.  have  recently 
sent  out  their  August  supplement,  a  feature  of 
which  is  an  exclusive  interview  with  Victor  Her- 
bert in  which  he  speaks  of  the  recording  of  his 
patriotic  "American  Fantasia,"  which,  given 
complete,  excites  his  enthusiastic  approval.  He 
also  speaks  of  how  American  music  will  be  fa- 
vorably influenced  by  the  war.  The  interview 
as  a  whole  is  most  interesting  and  character- 
istically Herbertian. 

This  company  have  also  sent  out  a  number  of 
foreign  record  lists,  including  Victor  records  in 
Greek,  Italian,  Lithuanian,  Norwegian,  Rou- 
manian, Serbian,  Slovak,  Swedish  and  Yiddish. 
In  every  community  there  is  a  large  foreign  ele- 
ment to  whom  this  music  from  the  "mother 
country"  is  of  profound  interest,  and  it  makes 
a  strong  appeal  where  properly  presented  by 
talking  machine  dealers.  In  this  connection  the 
Victor  Co.  very  aptly  point  out:  "Don't  for- 
get the  foreign-born  Americans  in  your  own 
town,  for  they  occupy  an  important  place  in 
the  industrial  development  of  the  nation." 


LIKE  THE  SEEBURG  PH0NCM3RAND 

The  McKannon  Piano  Co.,  Denver,  Colo.,  who 
recently  took  on  the  representation  of  the  Pho- 
no-Grand, the  combined  piano  and  phonograph 
■  made  by  the  J.  P.  Seeburg  Piano  Co.,  are  quite 
enthusiastic  about  this  instrument  and  have 
brought  it  to  the  attention  of  the  local  public 
in  some  very  striking  advertisements. 


The  lightning  calculator  is  a  fine  thing  at  the 
bookkeeper's  desk  if  he  is  honest,  but  as  the 
boss,  the  main  stem  of  the  works,  he  has  got  to 
be  a  Hindoo  on  business  sense  to  get  by.  As 
the  Big  Mogul  he  is  too  likely  to  get  his  figures 
all  mixed  up  and  put  the  business  on  the  tobog- 
gan by  counting  for  effect  rather  than  for  results. 

Take  Joe  Smith,  for  instance,  who  deals  out 
machines  with  the  left  hand  and  records  with 
the  right  at  his  joint  up  the  street.  Joe  can  count 
so  fast  he  can  understand  election  returns  the 
same  night  they  appear  on  the  screen.  They 
even  say  he  can  watch  a  ton  of  coal  sliding  down 
a  chute  and  tell  you  the  exact  number  of  lumps. 
The  trouble  is  he  figures  his  business  accounts 
the  same  way,  and  they  mean  nothing  in  his 
young  life,  except  figures.  The  result  is  that 
every  time  the  Sheriff  passes  the  door  he  throws 
out  his  chest,  rubs  his  hands  and  frames  a  mental 
picture  of  himself  standing  in  the  doorway  and 
acting  as  undertaker  for  the  business. 

Joe  dopes  it  out  that  everything  sold  means  a 
profit.  He  hustles  around  for  a  month  to  get  a 
$100  machine,  then  sells  it  to  the  first  guy  that 
blows  in  at  $1  down  and  $1  when  he  catches  him. 
Just  to  make  the  deal  right  he  will  slip  in  a 
couple  dozen  records  at  the  same  time.  Then 
Joe  sits  at  his  desk  and  puts  down  the  amount 
of  money  he  expects  to  get  from  the  customer 
sometime  for  the  machine  and  records.  Under- 
neath that  he  puts  the  cost  price,  does  a  little 
subtracting,  and  the  rest  is  profit.  The  rent, 
when  he  pays  it,  the  light,  the  value  of  his  time, 
and  the  interest  on  his  money  are  simply  little 
matters  not  worth  bothering  about.  Then  he 
spends  another  month  getting  a  duplicate  ma- 
chine to  sell  to  another  wise  guy  on  the  same 
terms.  It's  fine  for  the  buyers,  but  awful  medi- 
cine for  Joe.  He  is  getting  it  in  homeopathic 
doses,  but  when  the  dope  starts  to  get  to  him, 
Oh.  boy! 


At  the  same  time  this  figure  hound  is  wonder- 
ing why  the  pile  of  bills  in  the  till  is  getting 
higher  as  the  pile  of  cash  is  getting  lower.  Some 
day  this  boy  is  going  to  get  wise  to  himself  and 
throw  the  fast  figuring  overboard  for  the  slow, 
steady  count.  He  is  going  to  dope  out  the  fact 
that  the  only  money  he  makes  is  what  is  left 
after  he  has  paid  for  his  goods,  paid  all  his  ex- 
penses and  gets  his  money  from  the  customers. 
Then  he  is  liable  to  do  a  brodie,  because  he  will 
find  out  that  sometime  there  won't  be  any  money 
left  except  on  the  wrong  side  of  the  ledger. 

A  baby  with  these  generous  propensities 
should  not  give  away  goods  to  strangers.  With 
a  disposition  like  that  he  ought  to  have  enough 
clinging  friends  to  keep  the  business  going  until 
the  stock  is  cleaned  out.  At  the  same  time  he 
should  break  into  his  siesta  long  enough  to  spend 
a  profitable  hour  watching  Solly  down  the  street 
holding  out  for  the  hard  coin  for  his  machines, 
telling  the  world  fair  that  he  had  a  hard  time  to 
get  them  and  don't  expect  to  get  any  more,  and 
demanding  of  the  same  world  that  it  come  across 
clean  with  the  kale  or  nothing  doing.  The  only 
bills  Solly's  got  in  his  till  are  greenbacks  and  a 
bunch  of  mortgages  at  5  per  cent,  on  other  peo- 
ples' houses,  which  shows  that  Solly  is  a  wise 
guy,  at  that. 

When  it's  raining  soup  it's  no  time  to  grab  a 
fork.  The  wise  guy  knows  this  and  goes  forth 
with  a  bucket.  It's  no  time  to  let  go  those  goods 
for  a  buck  down  and  a  promise.  When  the  light- 
ning calculator  gets  down  to  cases,  goes  back  to 
the  elementals,  as  it  were,  and  begins  to  count 
slowly  like  a  donkey  on  the  stage,  using  his 
hoof  instead  of  his  head,  then  he  is  going  to  find 
that  figures  in  business  don't  mean  anything  un- 
less they  have  got  a  great  big  dollar  sign  in 
front  of  them. 

MORAL:  Don't  take  water  when  gravy  is 
plentiful. 


Dayton  Motors 

Sold  all  over  the  World 

Used  in  all  high-class  Talking  Machines 

Every  manufacturer  building  talking  machines  knows  that  the  success  of  his 
business  depends  wholly  upon  the  satisfaction  his  products  give  to  the  dealer 
and  the  user.    Therefore,  he  realizes  that  only  the  best  parts  are  good  enough 
to  put  into  his  machines.    That's  the  reason  thousands  of  Dayton  Motors  are  being 
sold.    Their  superiority  makes  them 

"THE  BEST  MOTOR  IN  THE  WORLD" 


They  embody  the  highest  quality  of  mechanical  perfection. 
Made  in  different 'styles  and  sizes;  noiseless,  easy-winding 
and  durable.  Build  satisfaction  into  your  products  by 
using  our  Quality  line.  Dayton  Motors,  Dayton  Tone 
Arms,  Dayton  Reproducers. 

They  will  bring  you  more  business  and  satisfy  your 
customers. 


Write  for  full  particulars 


THOMAS  MFG.  CO.,  322  Bolt  St.,  Dayton,  Ohio,  U.S.A. 


38 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


The  New  Model  Grafonolas  give  you,  Mr. 
Dealer,  more  and  better  sales  arguments 
than  any  other  instrument  on  the  market. 


Write  lor 
full  description 


Columbia  Graphophone  Co 

NEW  YORK 


CLEVER  USE  OF  TALKING  MACHINE      EDISON  SUPERVISORS  RECLASSIFIED 


Machine  in  Canadian  Hospital  So  Operated  That 
Music  Is  Carried  Through  Electric  Wires 
Direct  to  the  Patient's  Bedside 


An  interesting  adaptation  of  the  talking  ma- 
chine for  the  purpose  of  entertaining  hospital 
patients  is  reported  to  be  in  use  in  a  hospital 
in  Ottawa,  Canada.  The  device,  it  is  stated, 
consists  of  a  spring  driven  motor  connected  with 
a  turntable  similar  to  the  ordinary  phonograph 
without  a  horn.  Attached  to  the  cabinet  is  a  spe- 
cial music-transmitter,  corresponding  to  the 
tone  arm  and  reproducer  on  the  ordinary  pho- 
nograph. The  transmitter  is  energized  by  the 
vibrations  of  the  needle  traveling  on  the  record, 
and  transmits  these  electrical  vibrations  over  a 
system  of  wires  throughout  the  hospital.  The 
wiring  terminates  at  outlet  jacks  alongside  of 
patient's  beds.  The  patient  can  be  furnished 
with  a  head  receiver  attached  to  a  cord  and 
plug.  When  the  plug  is  inserted  in  the  jack 
near  the  bed,  the  patient  may  hear  the  music 
by  placing  the  receiver  against  the  ear.  The 
recorder  is  inaudible  unless  the  receiver  is  held 
close  against  the  ear,  and  consequently  one 
patient  may  receive  entertainment  while  the 
patient  in  an  adjoining  bed  may  sleep  without 
disturbance. 


The  Raymond  Phonograph  Co.  is  now  manu- 
facturing talking  machines  in  Atlanta,  Ga. 


Increase  Your 
Record  Sales 

by  forcing  the  owner  to  maintain 
his  files 

DO  IT 

by  furnishing  him  a  file  index  which 
he  will  use 

Proper  Index  is  the  Secret 

The  Handy  Record  Index 

EASY  TO  MAKE 

EASY  TO  KEEP 

EASY  TO  USE 

In  Convenient  Form 

for  the  owner  to  hand  to  his  friends  in 
answer  to  their  question  of  "What  records 
have  you?" 

Its  Use  A  Pleasure 

inducing  the  proper  maintenance  of  files 
and  thus  the 

PURCHASE  OF  MORE  RECORDS 

HARRISBURG  BOOK  CO. 

Commonwealth  Trust  Bldg. 
HARRISBURG         -        -  PENN. 


Warren  F.  Taylor  Among  Those  Recently  Ap- 
pointed to  Position  of  Supervisors 


The  following  reclassification  of  Edison  su- 
pervisors and  their  territories  became  effective 
August  1,  1918: 

H.  R.  Skelton,  Boston,  New  Haven,  Albany, 
Syracuse,  New  York  and  Williamsport. 

C.  S.  Gardner,  Pittsburgh,  Cleveland,  Cincin- 
nati, Richmond  and  Philadelphia. 

C.    W.    Burgess,    Des    Moines,    Sioux  City, 


Warren  F.  Taylor  in  the  Laboratory 

Omaha,  Denver,  Ogden,  Helena  and  Kansas 
City. 

J.  A.  Shearman,  Dallas,  Atlanta,  New  Orleans 
and  St.  Louis. 

W.  F.  Taylor,  Milwaukee,  Minneapolis,  Chi- 
cago, Indianapolis  and  Detroit. 

Warren  F.  Taylor,  whose  appointment  to  su- 
pervisor has  just  been  announced,  joined 
Thomas  A.  Edison,  Inc.,  about  ten  years  ago 
as  a  junior  clerk.  Unlike  most  juniors,  Taylor 
acted  as  though  his  job  was  the  best  job  in 
the  place.  Naturally  that  prevented  him  from 
remaining  an  office  boy  very  long,  and  by  1915 
he  had  risen  to  the  important  position  of  sales 


ELECTRO-PLATING  of 
PHONOGRAPH  PARTS 

AND  MUSICAL  INSTRUMENTS 
Gold,  Silver,  Nickel  and  Antique  Finishes 

JOSEPH  MUSANTE 

168  CENTRE  ST.       Tel.  Franklin  3053        NEW  YORK 


correspondent.  When  a  place  on  the  Edison 
supervising  staff  became  vacant,  Taylor  was 
chosen  to  fill  it. 

He  is  pictured  here  "absorbing,"  which  is  part 
of  the  training  Edison  supervisors  get  before 
they  go  on  the  road.  Having  spent  several 
weeks  in  the  laboratories  learning  how  Edison 
phonographs  are  made,  he  is  now  ready  to  go 
out  and  help  spread  the  gospel  of  music's  re- 
creation. 


JOINS  UNCLE  SAM'S  FORCES 


Harry  Schoenthal,  who  was  formerly  a  mem- 
ber of  the  traveling  staff  of  the  local  wholesale 
branch  of  the  Columbia  Graphophone  Co.,  cov- 
ering the  northern  part  of  New  York  State,  is 
now  in  the  National  Army,  and  expects  to  leave 
for  camp  in  the  near  future.  Lambert  Friedl, 
manager  of  this  branch,  states  that  Mr.  Schoen- 
thal's  successor  has  already  been  chosen,  and- 
will  be  introduced  to  the  trade  next  week. 


DEATH  OF  MRS.  WARBURTON 


Mrs.  Mary  Helen  L.  Warburton,  widow  of 
Fred'k  J.  Warburton,  who  was  formerly  vice- 
president  and  a  director  of  the  Columbia 
Graphophone  Mfg.  Co.,  died  July  26  at  her 
home  in  Scarsdale,  N.  Y.  Funeral  services  were 
held  at  her  late  residence  July  27,  and  the  in- 
terment took  place  at  Loudon  Park,  Baltimore, 
Md.,  the  following  week. 


What  More  Can  You  Ask 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


'^tch  ;r\J  tKe  Music  Corr\c  Out 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which ,  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 

MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


nnnnnnnnnnnnnnnnnnnnnnnnnf 


nnnnnnnnnnnnnnnnnnnnnnnnnf 


ill!  I 
a  bib 


NO.  120 


ai'l'IM'I'I'I'I'I'I'I'P 


NO  4 


innnnnnnnnnnmrninnnnnnni 


1k< 


RADIVARA. 

Art  Phonograph 


KNOWN  FOR  TONE'' 


UUUUUUUUUUUUULjUUUUUUULIUUULI 


NO.  6  0 


(PATENTED) 


has  neither  concealed  horn  nor  metal  throat,  nothing 
but  a  flat,  life-giving  sound  board  made  out  of  choicest 
spruce.  The  tone  is  of  velvety  smoothness  without 
megaphonic,  metallic,  or  piercing  effect.  It  reproduces 
tone  true  to  life  without  change,  but  it  cannot  make  a 
bad  record  good. 

The  workmanship  is  exquisite  and  the  proportions  are 
correct.  Genuine  mahogany,  oak,  and  walnut  are  used 
only.  The  entire  instrument  is  fully  warranted,  and 
the  strong  motors  are  as  near  trouble  proof  as  possible. 

The  SlRADIVARA  "Known  for  Tone"  represents  a  good 
and  honestly  made  standard  line  ;  sold  without  undue 
bombast,  but  fulfilling  every  promise  made.  It  repre- 


The  Talking  Machine  World,  New  York,  August  15,  1918 


sents  distinctly  an  advance 
in  the  science  of  applied 
phonetics. 

We  will  ship  to  thoroughly 
responsible  firms  any  one  of 
these  seven  models  upon  ten 
days'  approval,  and  desire 
one  dealer  only  in  each  local- 
ity of  less  than  fifty  thou- 
sand. Our  discounts  are 
attractive  and  pay  a  good 
profit  to  our  representatives. 
A  wide  range  of  advertising 
material  is  available  to  help 
in  selling  service. 

Will  you  not  write  us  today 
and  may  we  not  help  you 
to  the  acquisition  of  a  de- 
serving line  which  invites 
favorable  comparison  ? 


THE  COMPTON-PRIGE  GO 


COSHOCTON,  O. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


39 


WAR  PICTURES  HELP  DRAW  BUSINESS  IN  INDIANAPOLIS 

Views  of  Battle  Front  a  Strong  Display  Feature  at  Brunswick  Shop — Call  to  Service  Disrupts  Or- 
ganizations— Excellent  Business  Prospects  in  Agricultural  Districts — News  of  Month 


Indianapolis,  Ind.,  August  6. — Midsummer  finds 
business  conditions  among  the  wholesale  and 
retail  talking  machine  dealers  in  the  Hoosier 
capital  quite  satisfactory.  In  a  number  of  in- 
stances the  business  of  July  this  year  exceeded 
by  a  considerable  margin  the  business  of  the 
same  month  last  year.  The  dealers  are  getting 
a  better  class  of  business  and  doing  more  busi- 
ness at  the  same  time.  The  policy  of  demand- 
ing larger  payment  down  and  larger  weekly 
and  monthly  payments  is  in  force  quite  gen- 
erally. 

George  F.  Standke,  manager  of  the  Brunswick 
Shop,  believes  in  giving  the  people  what  they 
are  interested  in  along  with  selling  them  Bruns- 
wick machines.  In  the  Brunswick  Shop  win- 
dow in  North  Pennsylvania  street  hangs  each 
day  a  photo  of  some  of  the  boys  who  are  fight- 
ing the  Huns  across  the  water.  These  pictures 
are  supplied  by  the  Committee  on  Public  Infor- 
mation. 

To  illustrate  the  extent  to  which  the  public 
is  interested  in  such  matters  Eph  Inman,  a 
prominent  Indianapolis  attorney,  stopped  in 
front  of  the  Brunswick  Shop  recently  to  look 
at  one  of  these  photos  and  found  his  son,  Lieu- 
tenant Gilbert  H.  Inman,  lying  on  a  hospital 
cot.  Needless  to  say  he  was  surprised.  Lieu- 
tenant Inman  had  notified  his  parents  of  being 
gassed  a  short  time  before. 

Mr.  Standke  is  posting  all  the  photographs 
so  received  along  the  walls  on  the  second  floor 
of  the  shop  and  has  invited  the  public  to  in- 
spect the  pictures  at  any  time.  There  have  been 
a  number  of  instances  where  persons  have  rec- 
ognized soldiers  in  these  pictures. 

Through  the  courtesy  of  Mr.  Standke  the 
Optimists'  Club  at  a  recent  meeting  at  the  Hotel 
Lincoln  had  the  pleasure  of  listening  to  General 
Pershing  through  the  medium  of  a  Columbia 
record  and  a  Brunswick  machine. 


Mr.  and  Mrs.  Standke  are  the  proud  parents 
of  George,  Jr.,  just  arrived. 

Ben  L.  Brown,  manager  of  the  wholesale  busi- 
ness of  the  Columbia  Co.  here,  reports  consid- 
erably more  business  in  July  than  in  the  same 
month  last  year. 

"The  only  trouble  was  to  get  the  goods,"  said 
Mr.  Brown.  "We  had  enough  orders  to  reach 
a  very  heavy  increase  over  the  same  month 
last  year  but  simply  could  not  get  the  machines 
and  records  to  fill  complete  orders." 

The  war  cut  into  the  Columbia  wholesale 
organization  recently.  Louis  Sayer,  represent- 
ing the  branch  in  Kentucky  as  traveling  sales- 
man, is  in  the  spruce  forests  of  the  Northwest 
as  foreman  of  a  gang  of  foresters.  Herman 
Schuesler,  former  shipping  clerk,  now  at  Camp 
Taylor,  Kentucky,  has  been  promoted  to  a  cor- 
poral. 

William  Daly,  of  Louisville,  Ky.,  has  suc- 
ceeded Mr.  Sayer  as  traveling  representative  in 
Kentucky  for  the  Columbia  Co. 

Frank  J.  Clark,  manager  of  the  Dictaphone 
department  of  the  Columbia  wholesale  branch 
here  for  the  last  four  years,  has  left  to  open  up 
branches  in  the  northern  part  of  the  State.  He 
will  establish  offices  at  Fort  Wayne  and  South 
Bend.  He  has  been  succeeded  by  C.  A.  Wilkin- 
son, formerly  with  the  Globe-Wernicke  Co. 

Frederick  Aylesworth,  manager  of  the  Vo- 
calion  department  of  the  Aeolian  Co.,  says  that 
the  prospect  for  exceptionally  promising  busi- 
ness in  the  country  districts  of  the  State  is 
good  because  the  wheat  crop  of  the  State  was 
successful  and  farmers  have  money.  Business 
has  been  brisk  with  the  Vocalion. 

A.  H.  Snyder,  of  the  Edison  Shop,  reports 
business  conditions  very  good.  George  W. 
Kadel,  formerly  sales  manager  of  the  Edison 
Shop,  has  joined  the  tank  service  and  is  in  train- 
ing at  Gettysburg,  Pa.     H.  L.  Lewis  and  H.  G. 


Parker,  former  Edison  Shop  employes,  are  in 
the  service,  Lewis  with  the  Quartermaster's  De- 
partment in  New  York  City,  and  Parker  with 
the  marines. 

J.  L.  Peters,  the  new  manager  of  the  retail 
store  of  the  Columbia  Co.,  is  getting  things  in 
shape  for  a  big  business  this  fall.  He  is  hav- 
ing some  redecorating  done  in  the  shop.  July 
business  with  the  Columbia  retail  shop  was  ex- 
ceptionally good,  Mr.  Peters  said,  July  business 
being  almost  double  that  of  a  year  ago.  And 
this  was  in  the  face  of  a  decided  shortage  of 
machines  and  records. 

James  Stewart,  who  was  manager  of  the  re- 
tail store  of  the  Stewart  Talking  Machine  Co., 
which  handles  the  Victor  line,  has  gone  to  the 
Culver  Military  Academy  for  a  course  of  mili- 
tary training.  Business  with  the  Stewart  Co., 
both  wholesale  and  retail,  has  been  excellent. 


DELIVERING  THE  "RESURRECTONE" 

Joseph  Hoffay,  president  of  the  Hoffay  Talk- 
ing Machine  Co.,  Inc.,  states  his  firm  are  now 
delivering  the  "Resurrectone,"  their  patented 
reproducer  to  the  trade.  Letters  are  being 
sent  out  to  the  trade  notifying  them  that  the 
reproducers  are  made  in  several  models  to  fit 
the  various  makes  of  machines,  and  it  is  neces- 
sary when  ordering  to  state  the  make  of  in- 
strument. Mr.  Hoffay  says  the  trade  is  show- 
ing enthusiasm  regarding  the  Hoffay  sound 
box,  and  the  company's  earliest  predictions  are 
being  met  in  the  results  obtained.  He  further 
states  that  the  tones  obtained  through  their 
product  in  playing  operatic  selections  are  prov- 
ing valuable  to  dealers  who  use  the  "Resurrec- 
tone" in  demonstrating  their  records. 


Fred  H.  Putnam,  head  of  the  Putnam-Page 
Co.,  Peoria,  111.,  Victor  distributor,  is  receiving 
the  congratulations  of  his  many  friends  in  the 
trade  upon  the  arrival  at  his  home  last  week 
of  a  baby  girl.  This  young  lady  has  been  chris- 
tened "Marion,"  and  she  is  already  giving 
realistic  indications  of  a  future  operatic  career. 


SOMETHING  NEW 


THE  FLETCHER  REPRODUCER 


EXACT  SIZE 


After  years  of  practical  experience 
and  experimenting,  we  are  pleased 
to  offer  a  Reproducer  constructed 
on  entirely  new  principles.  In  its 
natural  reproduction  of  tone,  either 
vocal  or  instrumental,  it  astonishes 
and  pleases  beyond  expression,  and 
a  Caruso,  Galli  Curci  or  Heifetz 
sounds  as  if  the  artists  themselves 
were  before  you. 


The  Fletcher  Reproducer  is  differ- 
ent from  the  ordinary  sound  box, 
not  only  in  construction,  but  in  re- 
sults. You  hear  no  metallic  noises, 
but  an  accurate  reproduction  of  the 
human  voice  or  musical  instrument 
as  it  is  recorded.  If  used  with  a 
fibre  needle  it  will  give  practically 
as  much  volume  as  with  a  steel 
needle  and  save  the  wear  on  the 
record.  The  Fletcher  Reproducer 
brings  out  detail  on  the  record  that 
cannot  be  heard  with  the  ordinary 
sound  box. 


The  Fletcher  Reproducer  is  different.    Hear  it  and  be  convinced.   A  sample  order  carries  with  it  a  guarantee  of 
satisfaction  or  money  refunded.    Samples  to  dealers  and  manufacturers  $4.00. 

Write  for  prices  and  terms  in  quantities. 

FLETCHER- WICKES  CO.  SSSS-'T'SE 


40 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


The  Trade  In  Boston  And  New  England 

JOHN  H.  WILSON,  MANAGER,  324  WASHINGTON  STREET,  BOSTON,  MASS. 


Boston,  Mass.,  August  S. — Curtailment  of  busi- 
ness through  Government  needs,  tax  embargoes 
and  the  natural  shortage  of  goods  and  labor  are 
the  topics  that  are  being  most  discussed  these 
days  in  the  trade;  but  to  offset  this  is  the 
pleasant  fact  that  there  appears  to  be  no  cur- 
tailment in  the  demand  for  machines  and  records 
on  the  part  of  the  general  public,  and  it  is  a 
perplexing  problem  that  faces  the  jobbers  and 
dealers  in  not  being  able  to  supply  goods  in  the 
large  quantities  demanded.  Many  instances  are 
being  told  of  the  large  orders  received  by  the 
distributors  from  out-of-town  dealers  who  are 
having  a  heavy  call  for  this  or  that  record,  and 
when  allowed  only  a  small  percentage  of  their 
order  are  most  indignant,  and  cannot  see — at 
least  they  so  express  themselves — why  a  much 
larger  fraction  of  the  order  cannot  be  filled. 
Were  there  enough  goods  there  is  no  question 
that  business  in  both  machines  and  records 
would  be  very  large. 

Herbert  L.  Royer's  Handsome  Cheney  Quarters 

Having  taken  the  New  England  agency  for 
the  Cheney  phonograph  product  Herbert  L. 
Royer  has  fitted  up  a  suite  of  rooms  at  77  Sum- 
mer street,  where  a  number  of  the  latest  models 
of  this  excellent  machine  may  be  seen  by  deal- 
ers. This  is  the  first  time  the  Cheney  line  has 
been  shown  here,  and  apart  from  the  excellence 
of  the  cabinet  work  the  tonal  system  has  many 
unusual  features  which  have  brought  it  to  the 
attention  of  a  discriminating  class  of  people. 
In  fact,  it  is  understood  that  it  is  the  sound  prin- 
ciples involved  in  phonographs  which  have  been 
given  the  greatest  study  before  this  type  of 
machine  was  allowed  to  be  placed  before  the 
public.  Mr.  Royer  has  placed  in  charge  of  the 
Cheney  department  George  Krumschied,  who 
has  had  a  wide  experience  in  the  talking  ma- 
chine business,  and  who  has  many  friends  in 
the  trade.  Another  new  member  of  this  staff 
is  F.  R.  Witman,  who  comes  to  Boston  from 
New  Bedford. 

Studying  Factory  Facilities 

Manager  Fred  E.  Mann,  of  the  Columbia,  has 
been  spending  a  week  in  New  York,  Springfield 
and  Bridgeport,  at  the  latter  place  making  a 
close  study  of  all  the  factory  facilities  and  con- 
ferring with  officials  there  and  in  New  York  as 
to  the  future  of  business  and  the  factory  output. 
Manager  Mann  reports  business  as  very  good 
and  is  only  limited  by  the  lack  of  goods.  Two 
new  concerns  which  have  lately  taken  on  the 


1                                                                                       •      •  ■  :"•/! 

i      Behind  the  Go-operation 

j                   we  are  now  extending  in  Eastern  Victor  Service 
j                   lies  the  hope,  that  when  the  great  world  war  has 
3                  come  to  a  victorious  close  we  may  look  back  on  a 
3                  period  during  which  we  attained  a  reputation  among 
§                  Victor  dealers  for  giving  practical  help  to  them  in 

1                   the  solution  of  their  war-time  problems. 

1  ■ 

|        EASTERN  TALKING  MACHINE  CO. 

1                177  TREMONT  STREET                                               BOSTON,  MASS. 

| 

i 

% 
% 
% 
§ 
% 
% 
% 
% 
% 
% 
% 
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tc 

P 

Columbia  line  are  C.  H.  Tilden,  of  Keene,  N.  H., 
and  H.  G.  Applin,  of  Davis  Square,  Somerville. 
Both  houses  are  planning  to  do  big  things  with 
the  Columbia  product. 

Booked  Many  Pathe  Orders 
Wholesale  Manager  R.  O.  Ainslie,  of  the 
Pathe  phonograph  and  record  department  of  the 
Hallet  &  Davis  Co.,  of  whom  a  likeness  is 
herewith  given,  has  been  spending  a  month  in 
the  Middle  West  making  a  careful  survey  of 
the   territory.      Mr.    Ainslie   went    from  here 


R.  O.  Ainslie 


straight  to  Chicago,  where  he  conferred  with 
officials  there;  and  then  started  out  to  get 
into  close  touch  with  dealers  spending  much 
time  in  Wisconsin,  for  it  is  Mr.  Ainslie's  pur- 
pose to  meet  in  person  as  many  Pathe  dealers 
as  is  possible  as  by  that  means  it  is  easier  to 
do  business  with  them  later  through  a  more 
complete  mutual  knowledge  of  the  Pathe  prod- 
uct and  methods  of  doing  business. 

Sonora  Co.  in  New  Quarters 
The  Sonora  Co.'s  Boston  headquarters  have 
been  moved  from  the  Little  Building  in  the 
downtown  section  to  221  Columbus  avenue, 
where  in  what  is  known  as  the  Pope  Building  it 
now  has  one-half  of  an  upper  floor  entirely  de- 
voted to  its  uses.  Southern  New  England  Rep- 
resentative Richard  Nelson  has  a  private  office, 
a  salesroom,  business  office  and  large  stock- 
room facilities,  and  he  is  in  far  better  position 


than  ever-  before  to  meet  the  demands  of  the 
trade.  Mr.  Nelson  has  just  taken  on  the  Vocal- 
style  player-piano  rolls  for  which  he  becomes 
the  New  England  distributor. 

Opening  of  Bates  &  Holdsworth  Store 

The  opening  of  Bates  &  Holdsworth  estab- 
lishment at  Framingham  was  necessarily  post- 
poned until  July  27  because  of  the  fact  that  the 
establishment  was  not  quite  ready;  but  when  the 
doors  were  opened  the  public  had  an  oppor- 
tunity of  enjoying  an  unusually  beautiful  and 
comfortable  graphophone  department.  J.  F.  Carr, 
manager  of  the  dealers'  service  department  of 
the  Columbia  Co.,  and  C.  E.  Sheppard,  one  of 
the  sales  associates  of  the  same  house,  whose 
line  is  featured  in  the  Bates  &  Holdsworth  es- 
tablishment, were  dinner  guests  at  the  home  of 
one  of  the  partners,  after  which  they  returned 
tc  the  store  where  all  the  sales  force  was  as- 
sembled, and  Manager  Carr  gave  an  interesting 
and  illuminating  talk  on  the  Columbia  product 
and  the  most  advantageous  ways  of  merchan- 
dising it.  Mr.  Holdsworth,  by  the  way,  is  now 
overseas  in  Uncle  Sam's  service. 

New  Edison  Records  Liked 

There  seems  to  be  universal  praise  among  all 
the  Edison  dealers  for  the  quality  of  the  new 
Edison  records  that  are  now  being  put  out  by 
the  company  and  the  traveling  staff  of  the  Par- 
dee-Ellenberger  Co.  have  everywhere  found  the 
actual  and  prospective  owners  of  Edison  ma- 
chines quite  enthusiastic  over  the  latest  Edison 
list.  For  this  reason  a  very  good  business  is 
looked  for  this  fall. 

Awaiting  New  Brunswick  Models 

Manager  F.  H.  Walter,  of  the  Brunswick- 
Balke-Collender  Co.,  says  his  department  is 
awaiting  the  arrival  of  a  group  of  new  models 
in  which  he  has  been  interesting  the  trade  dur- 
ing the  past  few  weeks.  These  machines  are 
expected  here  any  da)'.  Manager  Walter  plans 
to  start  on  a  short  vacation  in  about  a  fort- 
night. 

Steinert  Employes  in  Nation's  Service 

Robert  Steinert,  head  of  the  Arch  street  Vic- 
tor department  of  M.  Steinert  &  Sons  Co.,  has 
been  spending  several  days  down  at  the  firm's 
New  Haven,  Conn.,  quarters.  Mr.  Steinert  had 
a  most  enjoyable  but  active  time  attending  camp 
as  a  member  of  the  Motor  Corps  of  the  State 
Guard.  The  Steinert  house  has  added  another 
to  its  large  list  of  employes  who  have  gone 
into  service.     The  latest  is  J.  W.  Graham,  who 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


41 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  40) 


Send  for  Descriptive  Circular 

. -/Demonstration  Booths 

y  and  Record  Cases 

/""SOUND  y 

^        IN  STOCK  OR  TO  ORDER 

I  PROOFj/ 

FRANK  B.  CURRY 

19  Wareham  St.            Boston,  Mass. 

has  entered  the  radio  school  at  Newport,  R.  I. 
He  has  been  a  salesman  in  the  wholesale  de- 
partment of  the  Victor  department.  J.  W. 
Mahoney,  of  this  department,  divided  his  vaca- 
tion between  Hampton  Beach,  N.  H.,  and  Nan- 
tasket;  and  Perley  B.  White  has  just  left  for 
a  trip  along  the  Maine  coast. 

Following  are  the  names  of  the  employes  of 
the  Grafonola  Co.  of  New  England  who  are 
now  serving  in  the  army  and  navy:  Thomas 
McDonald,  army,  in  France;  James  McDonald, 
Motor  Department,  army,  in  France;  J.  M.  Har- 
low, Ordnance  Department,  army,  in  France; 
Louis  Besserer,  soloist,  in  band,  army,  in 
France;  John  O'Hara,  navy;  John  Burke,  navy; 
Frank  Mills,  Officers'  Training  School,  army; 
Herbert  Fleming,  Aviation  Corps,  army;  Stan- 
ley Bowman,  navy;  and  Clyde  Skinner,  Aviation 
Corps,  navy.  In  a  circular  making  this  an- 
nouncement Manager  Arthur  Erisman  says: 
"We  are  proud  of  them;  their  positions  are 
open  on  their  return." 

One  of  the  Alsen  Brothers  Injured 

News  was  received  toward  the  end  of  the 
month  of  the  serious  injury  to  John  Alsen, 
manager  of  the  Edison  and  Victor  departments 
for  George  Lincoln  Parker,  who  went  overseas 
last  September  with  the  101st  Engineers.  Mr. 
Alsen  is  a  resident  of  Dorchester,  and  he  was 
the  first  of  three  brothers  to  enter  service.  One 
brother,  Henry  C.  Alsen,  was  with  the  head- 
quarters division  of  the  104th  Regiment  when 
he  was  killed  a  few  months  ago;  a  third  brother, 
Ellis  Alsen,  is  with  the  Signal  Corps  of  the 
101st  Field  Battalion.  John  Alsen,  it  will  be 
recalled,  has  been  eager  to  have  The  Talking 
Machine  World  sent  to  him  regularly  since  he 
has  been  overseas  and  more  than  once  he  has 
written  of  the  great  enjoyment  he  got  from 
perusing  its  pages. 

Stimulating  War  Stamp  Sales 

Manager  Arthur  Erisman,  of  the  Grafonola 
Co.  of  New  England,  has  perfected  a  system 
which  is  playing  an  important  part  in  winning 
the  war.  He  has  each  customer  write  his  name 
in  a  book  and  these  are  numbered  consecutively 
up  to  one  hundred.  When  the  hundredth  name 
is  filled  in  there  is  a  drawing  and  the  lucky  win- 
ner is  given  a  $5  War  Stamp,  which  is  an  im- 


mediate incentive  to  start  upon  a  war  saving 
plan,  provided  the  winner  has  not  already  done 
so.  There  already  have  been  several  to  win 
these  War  Savings  Stamps  and  the  possession 
of  one  stamp  has  been  the  means  of  the  recipient 
purchasing  several  more. 

Joins  Vocalion  Co.  Forces  in  Boston 

Thomas  W.  Hindley,  recently  manager  of  the 
Vocalion  Co.'s  store  in  Providence,  is  now  at- 
tached to  the  Boston  warerooms  of  the  com- 
pany, where  he  is  assisting  Manager  R.  S. 
Hibshman.  Mr.  Hindley  has  had  a  wide  experi- 
ence, and  before  going  to  Providence  was  in 
New  York  City,  where  upon  his  arrival  from 
the  West  he  was  engaged  by  Manager  Hibsh- 
man for  his  Providence  establishment.  On  the 
side  Mr.  Hindley  is  something  of  an  architect 
and  out  in  the  mining  sections  of  the  West  he 
has  designed  any  number  of  the  bungalow  types 
of  houses  for  the  miners'  families.  A.  E.  Rus- 
sell, of  the  sales  force  of  this  Boston  store,  is 
enjoying  a  vacation  down  in  Maine.  Manager 
Hibshman,  who  is  one  of  the  enthusiastic  mem- 
bers of  the  State  Guard,  has  been  with  that  or- 
ganization at  Camp  Augustus  P.  Gardiner  at 
Fiamingham. 

New  Emerson  Dealers  Signed  Up 

H.  L.  Coombs  is  the  manager  pro  tern,  of  the 
Emerson  Co.,  and  he  has  been  on  the  job  here 
in  the  Boston  office  since  the  middle  of  July, 
coming  here  first  while  Manager  Oscar  W.  Ray 
was  enjoying  a  vacation  with  Mrs.  Ray  in  the 
Vermont  hills  which  they  traversed  on  horse- 
back. Mr.  Coombs  has  been  associated  with 
the  Emerson  long  enough  to  become  quite  fa- 
miliar with  the  company's  product  and  its 
methods  of  doing  business,  and  he  is  rapidly 
learning  the  ins  and  outs  of  Boston.  Two  new 
Emerson  dealers,  just  signed  up,  are  A.  M. 
Phenney,  of  Hyde  Park,  and  the  C.  H.  Mohler 
Co.,  of  Cambridge. 

A  Visitor  From  Texas 

Fred  Erisman,  who  for  some  time  was  in  the 
graphophone  business  in  Boston,  is  here  from 
Dallas,  Tex.,  where  he  says  business  is  fine  and 
he  only  regrets  that  the  South  has  not  some 
of  the  Northern  energy  and  hustle.  In  the 
store  of  which  he  is  the  manager,  he  says  he 
is  constantly  making  sales  of  high-priced  ma- 
chines and  that  nearly  every  transaction  is  for 
cash.  Mr.  Erisman  is  visiting  his  brother,  Fred 
C.  Erisman,  head  of  the  Grafonola  Co.  of  New- 
England. 

Entertain  Army  and  Navy  Men 

Patrons  of  the  army  and  navy  Y.  M.  C.  A.  at 
Charleston  were  treated  to  a  concert  a  few 
nights  ago  at  which  the  contributing  talent  in- 


cluded Richard  Constantino,  son  of  the  famous 
tenor,  Constantino;  and  Miss  May  Grady,  these 
singing  both  solos  and  duets.  Both  Constantino 
and  Miss  Grady  are  on  the  staff  of  the  Grafo- 
nola Co.  of  New  England. 

Returns  From  Vacation 
Ralph  Longfellow,  manager  of  the  Victor  and 
Edison  departments  of  Chickering  &  Sons,  is 
back  from  his  vacation  spent  at  some  of  the 
resorts  on  Cape  Cod.  William  McDonald,  of 
this  same  department,  is  back  on  the  job  after 
a  vacation  at  Barnstable,  Edwin  J.  Hayes  has 
been  at  Hyannis  and  John  J.  McCarthy  is  home 
from  Martha's  Vineyard. 


TAKES  ON  THE  COLUMBIA  LINE 

Gardner,  Mass.,  August  6. — George  J.  Car- 
roll, of  this  town,  whose  drug  store  on  the  best 
corner  of  the  city  is  widely  known  to  everyone 
passing  through  this  place,  has  taken  on  the 
Columbia  line,  and  from  the  first  he  has  been 
doing  a  very  good  business.  The  store  has 
good  facilities  for  demonstrating  records,  and 
Mr.  Carroll  is  in  particular  having  a  large  call 
for  the  new  patriotic  numbers  in  which  his  cus- 
tomers are  greatly  interested. 


FORBES  &  WALLACE  IN  GREENFIELD 

The  Forbes  &  Wallace  piano  store  is  now 
located  in  new  and  spacious  quarters  in  the 
Columbus  Block,  Greenfield,  Mass.,  where  a 
large  stock  of  pianos,  Victrolas  and  records 
are  displayed.  The  business  is  under  the  man- 
agement of  A.  R.  Filante,  with  Miss  Woodruff 
in  charge  of  the  talking  machine  and  record  de- 
partment. This  is  a  branch  of  the  same  com- 
pany which  has  headquarters  in  Springfield. 


NEW  MANAGER  FOR  STEINERT 

Miss  Kathryn  A.  Cassidy  is  now  in  charge  of 
the  talking  machine  department  of  the  M.  Stein- 
ert  &  Sons  Co.  store  in  Providence,  R.  I.,  suc- 
ceeding Miss  Nora  Cullinane,  who  has  joined 
the  staff  of  the  talking  machine  department  of 
the  Outlet  Co.  Miss  Cassidy  is  the  daughter 
of  Hugh  Cassidy,  manager  of  the  Steinert  store 
in  Woonsocket,  R.  I. 

NOTED  VIOLINIST  A  VISITOR  • 

Jascha  Heifetz,  the  noted  violinist  and  Victor 
artist,  recently  paid  a  visit  to  the  M.  Steinert 
&  Sons  Co.,  Providence,  R.  I.,  purchasing  sev- 
eral Victor  records  for  use  at  his  summer  home 
at  Narragansett  Pier.  - 


 Oldest  and  Largest 

Manufacturers  of  Talking 
Machine  Needles  in  the 

World — There  are  several  reasons 
W.  H.  BAGSHAW  CO.,  Lowell,  Mass. 


42 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


NORMAL  SUMMER  CONDITIONS  PREVAIL  IN  BUFFALO  TRADE 

Business  Little  Better  Than  This  Time  Last  Year,  Dealers  Say — New  Brunswick  Dealers — Fine 
Columbia  Report — Pushing  Pershing  Records — Utley  Incorporates — A  Budget  of  Live  News  Items 


Buffalo,  N.  Y.,  August  6. — Buffalonians  at  this 
writing  have  received  relief  from  a  terrific  hot 
wave  which  temporarily  threatened  the  pros- 
perity of  the  talking  machine  business  and  kin- 
dred lines  for  a  few  days.  The  welcome  drop 
in  temperature  has  now  restored  to  the  trade 
its  normal  summer  activity.  During  the  torrid 
spell  the  talking  machine  stores  were  veritable 
"sweat  boxes,"  on  which  high-powered  electric 
fans  seemed  to  make  little  impression.  "It's 
the  humidity  that  gets  me,"  was  a  typical  state- 
ment of  a  local  talking  machine  customer  to  a 
dripping-browed  salesman.  Of  course,  the  local 
summer  resort  trade  in  machines  and  records 
was  satisfactory  as  the  mercury  soared  into 
the  nineties  and  drove  many  Buffalonians  to 
cool  spots  along  Lake  Erie  and  Niagara  river. 
Even  in  spite  of  the  fickleness  of  the  weather 
July  trade  is  generally  reported  to  have  sur- 
passed the  mark  of  a  year  ago. 

The  Hoffman  Piano  Co.,  of  696  Main  street, 
and  M.  Turchin,  160  East  Ferry  street,  have 
been  appointed  Brunswick  talking  machine  deal- 
ers. Frank  Long,  a  first-class  mechanic  and 
finisher,  is  employed  at  the  Brunswick's  Buf- 
falo branch.  He  came  here  from  the  company's 
factory.  At  this  branch  a  new  "phonograph 
mezzanine,"  which  is  electrically  lighted  and  has 
new  fixtures,  has  been  completed. 

"Our  July  business  was  unduly  good,"  said 
W.  J.  Bruehl,  sales  manager  of  the  retail  store 
of  Neal,  Clark  &  Neal,  Victor  dealers.  He 
reports  that  the  articles  in  the  newspapers  and 
magazines,  referring  to  the  contemplated  tax 
on  musical  instruments,  created  quite  a  demand 
for  Victrolas  among  those  anxious  to  escape 
that  tax.      B.   E.   Neal,  vice-president  of  the 


company,  has  returned  from  a  month's  vaca- 
tion. E.  J.  Dingley,  representative  of  the  Vic- 
tor factory,  was  a  Buffalo  visitor.  He  has 
charge  of  the  allotment  of  all  Victrolas  and 
records  from  the  factory  to  the  distributors. 

"Our  increased  business  in  July  was  75  per 
cent,  over  that  of  the  same  month  a  year  ago," 
said  O.  M.  Kiess,  manager  of  the  Columbia's 
Buffalo  branch.  "The  new  patriotic  records 
have  the  call.  We  had  our  first  car  of  the 
new  type  of  Grafonolas  equipped  with  the  new 
non-set,  automatic  stop.  We  allotted  the  car- 
load among  as  many  dealers  as  the  supply 
would  permit  and  they  were  much  pleased  with 
the  samples." 

Mr.  Kiess  has  made  a  deal  with  the  Buffalo 
branch  of  the  First  National  Film  Co.,  lessors 
of  the  patriotic  films,  "Pershing's  Crusaders," 
and  "My  Four  Years  in  Germany,"  by  Ambas- 
sador Gerard.  "According  to  my  plan,"  said 
Mr.  Kiess,  "the  records  that  the  Columbia  Co. 
has  just  issued,  by  General  Pershing  and  Am- 
bassador Gerard,  will  be  featured  in  connection 
with  the  showing  of  these  films  in  the  entire 
western  half  of  New  York  State.  The  idea 
is  that  our  local  dealers  will  supply  a  Grafo- 
nola  and  the  records  to  the  local  moving  pic- 
ture theatre  showing  these  films.  We  expect 
to  get  valuable  publicity  from  the  plan  for  our 
dealers  as  well  as  largely  increased  sales  on 
the  Pershing  and  Gerard  records." 

Paul  Kuehn,  of  Walden  avenue,  has  sold  his 
Victor  agency  to  the  Buffalo  Music  Co.,  708 
Swan  street. 

Isadore  Melzer,  Victor  dealer  of  1048  Broad- 
way, has  joined  the  U.  S.  Navy  and  is  receiving 
instructions  at  Great  Lakes,  111. 


The  Utley  Piano  Co.,  Inc.,  capitalized  at 
$50,000,  has  been  incorporated  in  this  city.  This 
concern  handles  the  New  Edison.  The  direc- 
tors of  the  company  are  Mary  B.  Utley,  Albert 
Stettenbenz  and  Thomas  R.  Wheeler.  Mr. 
Stettenbenz  managed  the  Utley  stpre  for  sev- 
eral years.  The  new  company  will  continue 
the  business  conducted  by  the  late  C.  H.  Utley. 

Many  Buffalonians  have  plenty  of  money  for 
talking  machines  and  records  and  are  spend- 
ing it  freely  for  this  purpose.  Among  the  re- 
cent customers  of  a  local  store  was  a  youth 
of  nineteen,  who  is  reported  to  be  receiving 
$1  an  hour  at  construction  work  at  a  local 
steel  plant.  Many  other  similar  cases  are 
recorded.  Even  the  blistering  heat  can  hardly 
check  the  onward  flow  of  trade.  That  talking 
machine  music  is  a  wartime  necessity  is  clear. 

Mr.  and  Mrs.  Hoffman,  of  the  Hoffman  Piano 
Co.,  Sonora  and  Brunswick  dealers,  are  sum- 
mering at  Wilson,  N.  Y.  The  latest  addition 
to  their  sales  force  is  John  Van  Norman  and 
Mrs.  Shantel. 

Charles  Hereth  recently  motored  through 
Cattaraugus  county,  where  he  developed  satis- 
factory business  on  the  New  Edison. 

H.  G.  Towne,  Victor  manager  for  Robert 
L.  Loud,  is  displaying  striking  vacation  posters 
headed:  "Take  a  Victrola  with  you  this  sum- 
mer." He  was  visited  recently  by  his  former 
assistant,  E.  O.  Hock,  who  is  at  Camp  Upton. 
Lingard  Loud  is  in  the  aviation  department  in 
Texas. 

John  McCormack,  whose  records  are  favorite 
sellers  in  Buffalo,  was  elated  over  the  financial 
results  of  his  concert  held  here  recently  for 
the  benefit  of  the  Knights  of  Columbus  war 
fund. 

Alvin  Kaeppel,  of  the  Kaeppel  Piano  Co.,  has 
enlisted  in  the  Navy. 

The  Winegar  Piano  Corp.,  Columbia  and 
Brunswick  dealers,  have  altered  their  store.  A 
new  balcony,  in  which  the  business  office  is  lo- 
cated, is  among  the  improvements. 

John  Schuler,  Sonora  dealer,  is  a  war  garden 
enthusiast.  He  has  a  large  farm  under  culti- 
vation on  Ellicott  Creek,  N.  Y. 

"Keep  your  hammer  in  your  pocket"  is  the 
slogan  of  a  local  talking  machine  dealer.  This 
merchant  says  he  is  determined  not  to  lose 
sight  of  his  early  training  in  trade  ethics,  even 
during  the  stiff  competition  of  wartime.  He 
says  "stabbing  the  other  fellow  in  the  back" 
by  knocking  his  goods  may  help  "put  over"  a 
sale  now  and  then,  but  that  it  eventually  spells 
failure. 

Buffalo  talking  machine  dealers  who  have 
covered  Cattaraugus  county  this  summer  say 
this  is  a  rich  field  for  business.  The  farmers 
there  are  making  plenty  of  money  from  their 
dairy  farms  and  well-cultivated  gardens. 

C.  A.  Gifford  has  joined  the  sales  force  of 
W.  Howard  Webb,  at  150  East  Genesee  street. 

L.  B.  Adams,  dealer  in  the  Main  Arcade  Build- 
ing, lives  at  Crystal  Beach  during  the  summer. 
Like  hundreds  of  other  local  business  men,  he 
finds  that  the  lake  ride  to  and  from  business 
during  the  hot  weather  is  a  health  builder. 


MILITARY  GRAF0N0LA  TRUNK 

The  dealer  service  department  of  the  Colum- 
bia Graphophone  Co.,  New  York,  announced 
this  week  the  addition  to  the  Columbia  line  of 
a  military  Grafonola  trunk  designed  to  accom- 
modate the  type  "C"  Grafonola.  This  trunk 
conforms  in  every  respect,  to  those  already  an- 
nounced, and  will  doubtless  be  a  welcome  addi- 
tion to  the  portable  Grafonola  line.  These  mili- 
tary Grafonola  trunks,  which  were  placed  on  the 
market  several  months  ago,  have  enjoyed  great 
popularity  with  vacationists.  Men  in  the  serv- 
ice and  travelers  use  these  trunks  to  excellent 
advantage,  and  Columbia  dealers  report  an  ac- 
tive demand  for  this  product. 


Some  men  who  have  climbed  to  the  top  rung 
of  the  Ladder  of  Success  don't  dare  look  down 
at  their  less  fortunate  fellows  for  fear  they'll 
lose  their  own  hold. 


Manufacturers-Jobbers-Dealers 


PERFECTION  FLEXI-TONE  reproducers  attached  to 
PERFECTION  ball-bearing  tone  arms  No.  3  and  No.  4 
play  all  lateral  cut  records,  on  all  types  of  Edison  ma- 
chines. Made  in  nickel  and  24  carat  gold  finish,  extra 
fine  quality. 

Tone  arms  fitted  to  Edison  machines  only 


PERFECTION  FLEXI-TONE  reproducers  No.  3,  No.  6 
and  No.  7  fit  all  types  of  Victor  and  Columbia  machines. 
Made  in  nickel  and  24  carat  gold  finish. 


The  only  way  that  you  can  appreciate  the  value 
of  this  product  is  to  have  these  arms  and  repro- 
ducers in  your  stock.    The  PERFECTION  tone 

arms,  and  FLEXI-TONE  reproducers  are  INCOMPARABLE,  as  the  product  is  the  very  highest 
grade  that  can  be  manufactured.  These  reproducers  and  arms  are  built  with  the  precision  of  a 
watch,  carefully  assembled,  best  of  material  is  used,  and  plate  is  of  the  finest.  Your  customer 
WILL  BUY  a  first-class  tone  arm,  and  he  demands  the  best  reproducer,  for  nine  times  out  of 
ten,  he  wants  and  will  pay  for  the  best.  Your  profit  is  greater  when  you  sell  high  grade  acces- 
sories, so  it  is  up  to  you  to  investigate  the  real  value  of  this  product,  and  if  you  do,  you  will 
quickly  place  your  order  for  a  quantity.  If  your  jobber  does  not  stock  this  product,  write 
direct  for  prices,  etc. 

ni  (  Send  for  detailed  information  regarding  our  new 

rnOnO.  )  Universal    Tone    Arm    Models    9    and    10  with 


Mf 


rs. 


new  Puritone  Reproducers.  They  reproduce  all 
makes  of  records  with  perfect  amplification  of  sound 


All   accessories  in  stock  ready  for  immediate  shipment.    Write  for  prices,  information,  etc. 

NEW  ENGLAND  TALKING  MACHINE  CO. 

16-18  Beach  Street  BOSTON,  MASS. 


August  15,  1918 


THE   TALKING   MACHINE  WORLD 


HARVEST 
TIME  IS  HERE 

"VDUK  sales  floor  should  be  filled  to  its 
capacity  with  NIGHTINGALES. 
The  most  popular  line  offered  to-day. 
Our  factory  is  running  full  speed  to 
meet  the  demands.  Dealers  enjoy 
handling  the  NIGHTINGALE  be- 
cause  it  sells  quickly  and  gives  the 
customer  Perfect  Satisfaction. 

PLAYS  ALL  RECORDS 

You  will  remark  its  clear  tone. 
The  beautiful  high  notes  of  Galli 
Curci  and  McCormack  are  not  shat- 
tered and  lost  in  our  tone  arm. 

The  NIGHTINGALE  is  built  in  our 
own  factory  under  the  strictest  super- 
vision.  Skilled  hands  are  employed 
behind  which  is  the  power  of  knowl- 
edge. Equipped  with  Stephenson's 
Precision- Made  Motor  and  the  Scotford 
Tone  Arm  and  Reproducer  gives  the 
dealer  a  Superb  instrument.  Prices  from 
$90  to  $150. 

Your  complimentary  order  is  solicited, 
the  result  of  which  we  know  will 
be  lasting  friendship. 

Get  in  touch  with  us  at  once  regard- 
ing your  needs  for  the  coming  season. 
Your  inquiry  will  receive  our  very 
best  attention  and  the  Highest  Service 
guaranteed. 


President 

Nightingale  Mfg.  Co. 

422-426  North  Armour  St..  Chicago,  111. 


In 


44 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


CABINETS 


It  makes  no  difference 
whether  you  are  a 

Manufacturer, 
Jobber  or 
Dealer 

You  can  use  our  line  to 
bring  money  into  your 
pockets  during  the  fall 
season  ahead. 

CABINETS 

for  the  jobber  fully 
equipped  with  the  most 
modern  and  best  acces- 
sories obtainable.  Your 
own  name  on  the  ma- 
chine if  you  desire. 

CABINETS 

for  the  manufacturer. 
Cabinets  that  are  the  re- 
sults of  our  long  years  of 
furniture  building — in  a 
variety  of  handsome  de- 
signs. 

CABINETS 

that  will  sell  themselves 
through  their  attractive- 
ness. Send  for  catalogue 
and  information. 


THIS  IS  AN  AGE  OF 
SPECIALIZATION-, 

FOR  CABINETS  GO  TO 
THE  CABINET 
BUILDER 


For  the  dealer  we  have 

the  HARPONOLA,  a 

phonograph  built  by 
us  and  of  exceptional 
merit. 


The  Celina  Furniture  Co. 

CELINA  OHIO 


MINNEAPOLIS  DEALERS  MAY  ORGANIZE  LOCAL  ASSOCIATION 

Many  Objects  Will  Be  Gained  by  So  Doing — Dealers  Look  for  Record-Breaking  Trade  This  Fall 
— Great  Prosperity  Prevails  in  Northwest — Dealers  Now  Enlarging  Their  Lines 


Minneapolis  and  St.  Paul,  Minn.,  August  7. — 
Dealers  in  talking  machines  and  like  musical 
devices,  whatever  they  may  be  called,  are  pre- 
pared to  take  all  the  machines  that  the  dealers 
will  forward  to  them,  for,  like  the  farmers,  they 
are  assured  of  a  monumental,  a  record-breaking 
fall.  It  will  be  a  month  before  industry  and 
trade  will  be  up  on  "high,"  but  already  the 
talking  machine  dealers  are  complaining  that 
they  are  unable  to  get  goods  and  the  jobbing 
houses,  which  are  supposed  to  supply  goods,  are 
like  Mother  Hubbard's  cupboard,  while  their 
managers  are  at  the  end  of  their  wits. 

Many  retailers  in  this  section  are  more  than 
discontented  and  there  is  a  disposition  on  the 
part  of  many  to  broaden  out  their  lines  so  as 
to  have  more  than  one  string  to  their  business 
bow.  Foster  &  Waldo  and  the  New  England 
Furniture  Co.  carry  three  lines  of  talking  ma- 
chines, the  Victor,  Edison  and  Columbia,  and 
some  other  dealers  have  two. 

There  is  a  possibility  that  the  talking  machine 
dealers  of  Minneapolis  may  form  a  local  asso- 
ciation for  the  protection  of  their  mutual  inter- 
ests. They  have  gotten  together  informally  on 
one  or  two  matters  in  the  past  and  they  find 
that  there  is  need  for  a  permanent  association. 
It  could  accomplish  much  good  for  the  craft  in 
the  way  of  standardizing  terms  for  payments 
and  other  purely  business  details. 

Jay  H.  Wheeler,  who  handles  the  Pathe  in- 
struments and  records  in  the  Northwest,  is  seek- 
ing a  large  stock  of  the  $75,  $100  and  $110  in- 
struments for  the  fall  trade.  The  medium- 
priced  styles,  he  states,  are  disappearing  so  rap- 
idly already  that  he  has  been  unable  to  assemble 
what  he  considers  a  safe  reserve.  Of  the  high- 
priced  and  low-priced  styles,  the  Sommers 
slock  is  well  supplied  and  the  raid  from  the 
rural  customers  is  awaited  with  equanimity. 
The  house  claims  the  largest  stock  of  records 
in  the  Northwest. 

Being  within  a  night's  ride  of  the  Dubuque 
factory  of  the  Brunswick-Balke-Collender  Co. 
and  with  E.  L.  Kern,  one  of  the  directors  of  the 
company,  the  Northwestern  headquarters  for 
the  Brunswick  machines  will  not  be  shy  of  in- 
struments or  supplies  within  the  next  few 
months.  A  goodly  stock  already  has  been  as- 
sembled and  traveling  men  are  placing  orders  in 
every  direction.  Boutell  Brothers,  Minneapolis, 
will  make  a  big  drive  with  the  Brunswick  line 
in  the  near  future.  G.  F.  Gamble,  for  years  a 
Brunswick  traveler  and  widely  known  in  the 
Northwest,  has  been  made  manager  of  the 
house's  phonograph  department  and  has  se- 
lected an  efficient  staff.  Costin  Brothers, 
Huron,  S.  D.;  Home  Furniture  Co.,  Sioux  Falls, 
S.  D.;  Hagen-Newton  Co.,  Fargo;  R.  B.  Grif- 
fith, Grand  Forks;  Hart  Swalstead,  Minot,  and 
other  dealers  have  launched  a  big  Brunswick 
campaign.  The  Hagen-Newton  Co.  started  at 
the  North  Dakota  fair  a  fortnight  ago,  and 
showed  there  a  fine  booth  of  Brunswicks. 

Laurence  H*  Lucker  left  Saturday,  August  3, 
for  New  York  and  New  Jersey  to  get  an  ade- 
quate supply  of  Edison  instruments.  He 
thought  that  he  had  things  well  in  hand,  but  a 
100  per  cent,  increase  in  the  number  of  orders 
from  the  rural  dealers  has  completely  spilled 
the  beans.  Something  must  be  done  instanter, 
and  Mr.  Lucker  will  strain  every  energy  to 
get  more  Edisons.  The  retail  sales  in  St.  Paul 
and  Minneapolis  are  running  about  as  expected 
— somewhat  heavier  than  a  year  ago,  but  not 
remarkably  increased.  The  Minnesota  Phono- 
graph Co.  is  seriously  hampered  by  the  loss  of 
salesmen  through  the  war  draft.  It  happened 
that  nearly  all  the  "live  wires"  among  the  sales 
force  were  of  draft  age  and,  as  they  could  not 
be  replaced  by  men,  the  managements  had  to 
use  women.  Of  course,  the  latter  are  all  right, 
after  they  learn  the  business,  but  in  the  mean- 
time they  don't  know  it. 

Local  dealers  handling  the  Victor  say  that 


there  will  be  a  record  sale  of  Victors  in  the 
Northwest  next  fall  provided  the  instruments 
can  be  obtained  even  appreciably  in  proportion 
to  the  demand. 


ANNOUNCE  NEW  LINE  OF  MACHINES 


Veritone  Talking  Machine  Co.  Plans  for  Coun- 
try-Wide Distribution  of  Products 


The  Veritone  Talking  Machine  Co.,  145  West 
Forty-fifth  street,  New  York,  announce  in  this 
month's  Talking  Machine  World  their  fall  line 
of  talking  machines.  The  above  company  have 
in  the  past  confined  their  efforts  to  the  produc- 
tion of  cabinets,  having  had  contracts  for  the 
delivery  of  cabinets  to  several  large  companies. 
Early  this  year  they  also  decided  to  place  in 
addition  a  machine  of  their  own  on  the  market 
and  during  this  period  they  have  gained  many 
agencies  in  the  Metropolitan  district.  Now, 
having  increased  their  production,  they  feel  they 
are  prepared  to  make  their  product  nationally 
known.  They  are  manufacturing  six  models 
ranging  from  the  table  cabinet  machine  at  $50 
up  to  the  more  elaborate  model  at  $215.  The 
sales,  management  of  the  firm  is  in  the  hands 
of  men  who  have  long  been  connected  with  the 
piano  and  talking  machine  trade  and  they  state 
they  axe  in  a  position  to  give  the  dealer  a  propo- 
sition that  will  be  interesting. 


AVOID  MICROBE  OF  DRY  ROT 

Business  dry  rot  is  a  microbe,  active,  healthy, 
formidable,  pernicious,  and  flourishes  in  all  cli- 
mates and  under  all  conditions.  As  soon  as  it 
gets  into  one's  system,  office  or  work  shop,  its 
influence  is  immediately  felt.  Its  victim  is  plainly 
marked  for  life  unless  heroic  treatment  is 
promptly  prescribed,  and  rigorously  followed  up. 


DDAAlfQ  AUTOMATIC 
DI\l/UIV»J  REPEATING 

PHONOGRAPH 


THE JW0NDER  INSTRUMENT 

Plays  and  repeats  any  kind  or  size  record — any  desired 
number  of  times — then  stops  automatically  with  the  tone 
arm  suspended  off  to  the  right  in  the  air.  Any  child  can 
operate  it. 

WONDERFUL    TONE  WONDERFUL  FINISH 

WONDERFUL  IN  ITS  SIMPLICITY 

The  Machine  Creates  Interest  and  Discussion. 
It  is  Self- Advertising 
WONDERFUL  SELLER 
DEALERS — Send  for  Particulars,  Prices,  Terms, 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


45 


VAN  VEEN  "BED-SET"  BOOTHS 


An  adequate  booth  equipment  will  mean  increased 
record  business  during  the  holiday  season 


WRITE  FOR  A  COPY  OF  OUR  NEW  CATALOG 

Van  Veen  "Bed  Set'*  Sectional  Booths  can  be  erected  as  easily  as  a  bed  (no  skilled  labor  required).  Booths 
shipped  on  short  notice  anywhere.  Room  sizes  any  multiple  of  3  feet.  High  grade  finish,  will  match  your 
sample  if  desired.  Sound-proof  construction.  We  design  and  build  complete  interiors.  We  also  build  record 
racks,  which  are  described  in  our  new  catalog. 

Arthur  L.  Van  Veen  &  Co.  TELEPHONE    -    -    -    GREELEY  4749 


HOPKINS  TALKS  ON  ADVERTISING 

General  Sales  Manager  of  Columbia  Co.  a  Promi- 
nent Figure  at  Convention  of  Associated  Ad- 
vertising Clubs  of  the  World — Discusses 
Trade  Conditions  on  the  Pacific  Coast 


George  W.  Hopkins,  general  sales  manager 
of  the  Columbia  Graphophone  Co.,  New  York, 
returned  to  his  desk  last  week  after  a  month's 


trip  to  the  Pacific 
Coast.  While  in 
the  West  Mr.  Hop- 
kins attended  the 
fourteenth  annual 
convention  of  the 
Associated  Adver- 
tising Clubs  of  the 
World.  During 
the  course  of  this 
convention  M  r  . 
Hopkins*  was  re- 
elected a  vice-presi- 


Geo.  W.  Hopkins  dent  of  this  well- 
known  organization;  his  re-election  being  a  trib- 
ute to  the  splendid  work  which  he  has  performed 
in  the  interests  of  the  association  for  many 
years. 

During  the  course  of  this  convention  Mr. 
Hopkins  gave  several  addresses,  one  of  which 
was  entitled  "Standardized  Merchandise — Now 
and  After  the  War."  This  address,  which  was 
one  of  the  most  important  given  at  the  conven- 
tion, was  reprinted  by  many  newspapers  and 
trade  periodicals,  who  proclaimed  it  as  an  ad- 
dress well  worth  the  careful  attention  of  mer- 
chandising and  advertising  men  in  all  lines  of 
the  industrial  world.  In  this  address  Mr.  Hop- 
kins urged  advertising  men  to  study  and  com- 
bat the  vicious  theory  that  bulk  goods  are  the 
most  economical,  and  set  forth  logical  argu- 
ments that  won  the  hearty  applause  of  his  audi- 
tors. 

"Selling  Merchandise  to  Women"  was  the 
topic  of  Mr.  Hopkins'  talk  before  the  Women's 
Division  of  the  Associated  Advertising  Clubs, 
and  this  address  was  also  reprinted  in  various 
forms  throughout  the  country.  Before  the 
Junior  Advertisers'  Club  conference  Mr.  Hop- 
kins spoke  on  the  "Fundamentals  of  Salesman- 
ship," saying  in  part:  "A  green  salesman  can 
sell  goods  sometimes — a  blue  salesman  never. 
Optimism  is  the  foundation  for  enthusiasm  in 
selling  goods.  The  average  merchant  buys  dis- 
counts rather  than  looking  upon  the  goods  as 
an  opportunity  to  resell  at  a  profit.     And  the 


wise  salesman  is  the  man  who  shows  the  dealer 
that  he  is  offering  to  sell  him  profits.  'No'  is 
the  first  word  of  the  buyer.  The  salesman 
needs  to  keep  a  pencil  in  the  hands  of  the  buyer 
and  make  him  a  part  of  the  demonstration — 
make  him  a  part  of  the  selling  operation,  and 
first  of  all,  the  salesman  must  'sell  himself.'  " 

While  on  this  trip  Mr.  Hopkins  called  at  the 
Columbia  branches  in  Los  Angeles,  San  Fran- 
cisco, Seattle,  Portland,  Salt  Lake  City  and  Den- 
ver, and  was  enthusiastically  received  by  Co- 
lumbia branch  managers  everywhere.  In  fact, 
in  each  one  of  these  cities,  Mr.  Hopkins  was  the 
guest  of  honor  at  informal  luncheons  and  meet- 
ings, where  he  had  an  opportunity  of  discussing 
various  problems  with  Columbia  dealers.  Dur- 
ing the  course  of  these  meetings  Mr.  Hopkins 
spoke  on  pertinent  and  timely  subjects,  and  his 
talks  were  enthusiastically  received  in  every 
city. 

In  a  chat  with  The  World  Mr.  Hopkins  com- 
mented as  follows  upon  business  conditions  on 
the  Pacific  Coast:  "The  business  situation  in 
the  far  West  is  simply  wonderful,  due  very 
largely  to  shipping  activities  that  are  general 
on  the  Pacific  Coast.  Los  Angeles,  San  Fran- 
cisco, Portland  and  Seattle  are  all  sharing  in 
this  prosperity,  which,  from  all  indications  will 
continue  for  a  long  time  to  come. 

"Columbia  dealers  in  this  part  of  the  coun- 
try are  closing  a  record-breaking  business,  and 
wherever  I  visited  our  representatives  informed 
me  that  their  Columbia  sales  were  limited  only 
by  the  available  merchandise.  They  are  achiev- 
ing high-water  sales  totals,  and  are  all  making 
preparations  for  a  banner  fall  business. 

"Columbia  representatives  are  enthusiastic  re- 
garding our  new  product,  and  are  particularly 
gratified  with  the  non-set  automatic  stop,  which 


argument.  Record  sales  this  summer  are  ex- 
ceeding the  average  sales  totals  of  the  winter 
months,  and  I  was  glad  to  observe  that  prac- 
tically all  Columbia  dealers  have  adopted  mer- 
chandising policies  that  enable  them  to  conduct 
their  business  on  a  sound  substantial  basis,  and 
show  gratifying  profits  in  the  face  of  abnormal 
conditions." 


THE  EDISON  IN  FRANCE 

Wisconsin  Dealer  Received  Letter  Telling  How 
the  Soldiers  Appreciate  Their  Machine 

Will  Bardeen,  Edison  dealer  at  Edgerton, 
Wis.,  is  quite  proud  of  the  Army  and  Navy 
model  the  Edgerton  boys  took  along  with  them 
to  France  several  months  ago.  Here  is  an  ex- 
cerpt from  a  letter  Mr.  Bardeen  received  from 
"over  there"  a  few  weeks  ago: 

"We  are  just  playing  the  old  Edison,  and  I 
want  to  tell  you  this  is  the  best  ad  you  ever  got 
hold  of.  Our  old  Edison  sure  has  seen  some 
grief,  more,  probably,  than  you  can  imagine.  It 
has  been  thrown  around  in  freight  cars  and 
handled  like  an  old  dry  goods  box,  and  if  you 
knew  how  they  handle  freight  on  those  trans- 
ports you  would  wonder  that  we  had  any  ma- 
chine left.  I  saw  it  once  after  we  landed,  on  a 
box  car  among  a  bunch  of  boxes,  and  the  last 
time  I  saw  it  before  we  got  to  this  place  was  on 
a  motor  truck  with  a  few  more  articles  of  war 
on  top  of  it,  such  as  army  stoves,  etc.  After  all 
this,  it  is  now  standing  a  few  feet  from  me  play- 
ing the  'Stars  and  Stripes  Forever,'  and  two  or 
three  of  the  fellows  are  dancing  their  soles  thin 
on  the  bottom.  I'll  wager  the  machine  is  just 
as  good  as  it  was  the  day  we  bought  it." 


WANTS  TALKERS  FOR  AUSTRALIA 

Arthur  Haskew,  of  Toowoomba,  Wants  to  Hear 
From  Talking  Machine  Manufacturers  and 
Others  Regarding  Agency  for  That  Country 

The  World  is  in  receipt  of  a  letter  from 
Arthur  Haskew,  Margaret  street,  Toowoomba, 
Queensland,  Australia,  who  is  desirous  of  mak- 
ing a  connection  with  player-piano  and  talking 
machine  manufacturers  with  the  idea  of  taking 
agencies  after  the  war.  Mr.  Haskew  also  states 
he  contemplates  making  a  trip  to  this  country 
in  the  near  future. 


FINAL  MEETING  OF  FRAAD  CREDITORS 

The  final  meeting  of  the  creditors  of  the  Fraad 
Talking  Machine  Co.,  bankrupt,  was  held  at  the 
office  of  the  referee  in  bankruptcy,  Harold  P. 
Coffin,  at  82  Beaver  street,  New  York,  on  July 
26th,  when  the  final  accounting  and  vouchers  of 
the  trustee  in  bankruptcy,  Chas.  A.  Ogran,  were 
inspected  and  passed  upon.  It  was  also  decided 
to  declare  a  final  dividend,  provided  the  funds 
were  in  hand  to  meet  the  claims  filed. 


VICTROLAS  FOR  SIGNAL  CORPS 

The  spruce  division  of  the  United  States  Sig- 
nal Corps  recently  placed  an  order  with  the 
Wiley  B.  Allen  Co.,  of  Portland,  Ore.,  for  ten 
Victor  Victrolas. 


The  Electric  Phonograph  Co.,  Kalamazoo, 
Mich.,  which  recently  entered  the  talking  ma- 
chine field,  is  expected  to  turn  out  its  first 


they  believe  offers  them  a  most  valuable  selling     machine  on  or  about  August  15. 


THE  REGINAPHONE 


A  phonograph  of  the  highest  grade 
with  many  exclusive  features.  The  new 
Regina  Sound-box  is  the  greatest  im- 
provement in  talking  machines  in 
years,  reproducing  all  hill  and  dale 
and  lateral  cut  records  equally  well, 
and  in  a  manner  unsurpassed. 

Territory  arrangements  with  active  dealers. 

THE  REGINA  CO. 


New  Regina  Sound-Box 

Send  for  particulars. 

47  West  34th  Street,  NEW  YORK 
209  S.  Wabash  Ave.,  CHICAGO.  ILL. 


Manufacturers  of  the  Regina  Music  Box  and  other  musical  instruments  for  over  25  years. 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


A  12-inch  double.  On  one  side— the  most 
faithful  reproduction  of  instrumental  tone 
qualities  ever  heard  on  a  record.  On  the 
other— a  marvelous  recording  of  a  male 
quartet. 


Hear  the  Great  French  Tenor 
MURATORE 


Can  You  Sell— 

a  $1.25  Record  at  25  cents? 

That  is  just  what  you  now  have 
the  chance  to  sell  in  the  new 


This  famous  Chicago  Opera  Company 
Artist  sings  exclusively  for  Pathe  Records 


"Special"  Records 

Can  be  played  on  all  makes 
of  Talking  Machines 

Now  you  see  why  the  price  of  the  Pathe 
"Special"  Record  is  25c— to  start  owners  of  other 
phonographs  buying  Pathe  Records  regularly. 
The  Records  of  such  great  operatic  stars  as 
Muratore,  Muzio,  Didur  and  a  host  of  others- 
most  of  them  singing  for  Pathe  Records  exclusively. 
The  Records  of  the  old  world  music,  celebrated 
European  Orchestras,  on  Pathe  Records  only.  The 
latest  popular  hits,  first  out  on  Pathe. 

How  many  will  you  start  with? 
You  can  just  as  easily,  just  as  quickly,  sell 
twice  that  number. 

Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


An  Eye  for  Beauty 

— everybody  has  it 


That  is  why  so  many  stop, 
look  and  ask  to  hear 


Art  Model  Phonographs 

And  the  surprisingly  low  price  to- 
gether with  the  superb  Pathe  Tone  do 
the  rest. 

Don't  overlook  this  opportunity  to 
make  bigger,  more  profitable  sales. 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place 
of  needles.    It  need  never  be  changed. 

Long  Life  to  Records 

The  Pathe  Sapphire  Ball  cannot  possibly 
cut,  grind,  rip  or  mar  the  record's  sur- 
face. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  in- 
crease or  decrease  the  tonal  volume  of  the 
Pathe  Phonograph  at  will. 

Plays  All  Records 

Each  Pathe  Phonograph  plays  not  only 
Pathe  Records,  but  all  other  makes  of 
records,  and  plays  them  perfectly. 


Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


Jacobean 
Antique  Fumed  Oak  Finish  $215 


48 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


MICA 


BEAUTIFUL  COLOR 

DIAPHRAGMS  OF  BEAUTY 

INTERNATIONAL  MICA  COMPANY 

Offices  and  Factory,  37th  and  Brandy  wine  Streets,  WEST  PHILADELPHIA,  PA. 


CONDITIONS  IN  ST.  LOUIS  TRADE 


Business  Limited  Only  by  Stocks  Available — 
Country  Trade  Very  Active — Sabath  Succeeds 
Magoon  as  Manager  of  the  Kieselhorst  De- 
partment— Clever  Record  Ads — Other  News 


St.  Louis,  Mo.,  August  6. — The  talking  machine 
business  in  this  district  is  limited  only  by  the 
stocks  available.  If  there  is  a  dealer,  large  or 
small,  who  is  satisfied  with  his  supply  of  ma- 
chines and  records,  the  writer  has  not  found 
him.  Jobbers  are  especially  worried  about  the 
division  of  their  receipts.  Some  of  the  re- 
tailers say  that  they  have  enough  of  machines 
except  of  a  few  favored  models  and  that  they 
probably  did  as  much  business  as  was  possible 
with  the  help  available,  but  they  always  add 
"we  just  got  by  and  we  are  wondering  how  we 
will  get  by  next  month."  Some  dealers  are  go- 
ing easy  on  sales  and  letting  some  stock  ac- 
cumulate for  later  buying. 

There  is  method  in  this  system,  if  their  idea 
of  the  future  is  correct.     They  reason  that  the 


supply  of  machines  from  the  factories  will  get 
smaller  before  it  gets  larger  and  that  the  de- 
mand from  the  people  is  going  to  continue,  so 
that  after  a  while  they  will  be  able  to  sell  any 
accumulated  stock.  To  rush  sales  just  now 
would  be  to  add  to  overhead,  while  by  keeping 
the  machines  for  a  few  weeks  only  storage 
space  rental  can  be  charged,  and  this  charge 
will  be  less  than  man  power  charge  for  hunt- 
ing a  prospect  for  the  sale. 

But  a  number  of  dealers,  and  there  are  many 
of  them,  are  pushing  sales  as  far  as  they  can, 
cleaning  up  on  all  stock  in  sight.  Some  of 
these  dealers  believe  that  stock  limitations  will 
be  extended  soon  and  others  go  on  the  theory 
that  the  only  use  for  merchandise  is  to  sell  it 
as  quickly  as  possible. 


Possibly  the  most  urgent  demand  for  ma- 
chines comes  from  the  country  districts.  Gen- 
erally speaking,  crops  are  excellent  in  this  trade 
district  and  there  never  was  a  time  when  any 
produce  could  be  turned  into  money  as  quickly 
as  this  year.  Also  the  price  on  so  many  ar- 
ticles for  sale  on  farms  is  stabilized  that  there 
is  no  need  for  holding  back.  So  the  country 
dealers  are  expecting  a  rush  of  trade.  Some  are 
having  it  already  and  the  dealers  are  coming 
to  town  to  beg  for  stock.  They  are  told  that 
they  are  getting  a  full  share  and  that  all  ma- 
chines arriving  will  be  apportioned  to  the  trade 
as  soon  as  possible. 

A  variation  in  the  monthly  list  advertising 
was  supplied  August  1  by  the  Famous  &  Barr 
Co.,  who  plunged  in  the  advertising  of  one  par- 
ticular record  in  the  list  as  follows: 

"We've  been  waiting  for  some  time  to  tell 
you  about  one  particular  number  of  the  August 
list.  You'll  like  it  just  as  much  as  we  like  it 
and  you  will  become  just  as  enthusiastitc  about 
it  as  we  did  when  we  first  heard  it.  The  title 
of  the  selection  is: 

SMILES 

Double-Face   Record   No.   18473 — "Smiles,"   Fox-Trot  and 
Rose  Room  Fox-Trot — 85c 

This  is  undoubtedly  one  of  the  best  dance  records  the 
Victor  Co.  has  ever  issued.  It  is  played  in  fox-trot  time 
by  Joseph  Smith's  orchestra  with  a  new  arrangement  that 
will  surprise  you.  "Smiles"  was  composed  by  Lee  S. 
Roberts  and  already  has  created  a  big  hit  in  New  York. 

"The  first  day  response  to  this  advertise- 
ment was  pleasing." 

J.  B.  Sabath,  assistant  manager  of  the  talking 
machine  department  of  the  Kieselhorst  Piano 
Co.  for  several  months,  has  been  made  man- 
ager in  the  place  of  A.  M.  Magoon,  who  goes  to 
the  Dayton  Drygoods  Co.,  Minneapolis,  his  for- 
mer home.  An  interesting  story  is  told  as  to 
how  Manager  Sabath  comes  to  be  in  the  Kiesel- 
horst service.  Mr.  Sabath  came  to  St.  Louis 
from  the  East  last  October  and  was  in  town  a 
day  or  two  before  he  applied  for  a  job,  then  he 
went  to  Kieselhorst.  It  happened  that  the  day 
he  applied  E.  A.  Kieselhorst,  the  president  of  the 
company,  had  started  East  on  an  extended  trip. 
None  of  those  in  charge  felt  that  they  had  the 
authority  to  employ  him,  as  the  question  had 
not  been  discussed.  He  was  told,  after  some 
talk,  that  they  would  like  to  have  him,  but  the 
man  who  did  the  employing  was  gone.  "Well, 
I'll  wait  until  he  comes  back,"  said  Mr.  Sabath. 
"I  have  looked  over  the  talking  machine  stores 
in  town  and  have  looked  up  the  advertising  and 
have  picked  this  as  the  place  I  want  to  work, 
and  I  will  wait." 

So  Mr.  Sabath  went  to  the  I.  C.  C.  and  got  a 
temporary  job  until  E.  A.  Kieselhorst  returned. 
Then  he  went  in  and  discussed  the  case  with 
him  and  went  on  the  payroll.  Now  he  is  ad- 
vanced. 

Manager  Guttenberger,  of  the  Vocalion  de- 
partment at  Aeolian  Hall,  reports  an  increased 
machine  business  to  the  limit  of  the  stock 
available  and  a  20  per  cent,  increase  of  record 
business.  "We  are  doing  all  the  business  we 
can,"  said  Mr.  Guttenberger,  "and  our  prospects 
appear  excellent  to  us.  Our  only  concern  now 
is  stock.  If  the  factory  is  able  to  continue  ship- 
ments we  anticipate  a  very  fine  fall  business, 
both  in  jobbing  and  retail." 

E.  C.  Rauth,  of  the  Koerber-Brenner  Music 
Co.,  Victor  distributors,  and  J.  F.  Ditzell,  man- 
ager of  the  Famous  &  Barr  talking  machine  de- 
partment, the  only  exclusive  Victor  department 
downtown,  made  a  motor  trip  to  Michigan  last 
month  with  their  wives.  They  enjoyed  ten  days 
at  a  lake  resort  north  of  Muskegon,  where  there 
was  nothing  to  do  but  sleep  and  eat  and  talk 
of  talking  machines.    They  had  a  good  time. 

J.  F.  Ditzell  left  August  1  for  New  York,  to 
be  gone  for  two  weeks  on  business  connected 
with  the  piano  end  of  his  department. 


The  Vcritonc  Phonograph 

and 

A  Dealer's  Proposition 


The  Veritone  Phonograph  is  not  only  mechanically  effici- 
ent and  artistic  in  appearance  but  it  assures  the  dealer  a 
large  margin  of  profit. 

Built  in  six  styles  retailing  from  $55.00  to  $215.00,  it  plays 
all  makes  of  disc  records  and  is  equipped  with  many  in- 
dividual features. 

TO  RESPONSIBLE  DEALERS 

We  know  you  are  looking  for  a  phonograph  of  quality 
combined  with  a  profitable  proposition.  In  order  to  prove 
to  you  that  we  have  the  best  you  have  yet  seen  we  will  send 
you  one  of  our  machines  on  approval.  Let  us  know  where 
to  send  it. 

VERITONE  TALKING  MACHINE  CO. 

145  West  45th  Street,  New  York 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


49 


How  Intelligent  Use  of  Manufacturers'  Go- 
Operation  Can  Help  Retail  Trade  -  by  g.  d  cram,  jr. 


Manufacturers  know  that  their  success  lies  in 
doing  business  with  successful  merchants.  It 
is  impossible  for  a  manufacturer  to  make  money 
unless  the  merchants  with  whom  he  is  dealing 
are  likewise  making  money. 

That  is  why  everybody  in  the  organization  of 
a  manufacturing  concern,  from  the  president 
down,  and  with  special  emphasis  on  the  travel- 
ing men,  is  anxious  to  give  every  possible  as- 
sistance to  those  who  are  distributing  their 
goods. 

Many  merchants  make  use  of  co-operation 
which  emanates  from  the  manufacturers,  appre- 
ciating it  at  its  full  value,  and  realizing  that 
while  they  have  something  to  gain,  the  dealers 
themselves  will  profit  most. 

Others  think  that  because  the  suggestions 
come  from  the  manufacturer,  the  latter  has  "an 
ax  to  grind,"  and  that  they  can  best  serve  their 
own  interests  by  disregarding  these  offers  of 
friendly  assistance. 

I  know  a  merchant  who  owes  his  present 
strong  position  to  the  aid  that  has  been  given 
him  by  traveling  men.  He  said  not  long  ago 
that  on  one  occasion  a  tip  from  a  salesman  re- 
garding a  sharp  rise  in  the  price  of  goods  en- 
abled him  to  save  many  hundreds  of  dollars 
on  a  single  purchase. 

This  merchant  gives  the  glad  hand  to  every 
traveling  man  who  comes  into  his  store,  because 
he  appreciates  the  fact  that  each  of  these  visi- 
tors can,  if  he  desires  to  do  so,  be  of  very  defi- 
nite assistance  to  him. 

He  doesn't  buy  of  every  salesman,  of  course; 
but  he  makes  each  caller  feel  that  he  got  all 
of  the  consideration  that  he  was  entitled  to, 
and  each  salesman  becomes  a  booster  for  that 
merchant  and  that  store.  Isn't  it  worth  while 
to  have  a  bunch  of  friends  like  that? 

Traveling  salesmen  keep  their  eyes  open,  as 
a  rule,  and  see  the  good  and  bad  points  of  the 
stores  that  they  visit.  The  merchant  who  shows 
that  he  wants  to  get  ideas  regarding  the  manage- 
ment of  his  business,  including  the  display  of 
the  merchandise,  the  training  of  salesmen,  etc., 
v.ill  get  all  sorts  of  suggestions  from  the  travel- 
ers, many  of  them  of  direct  application  to  his 
business.    These  suggestions  are  worth  money. 

As  indicated,  the  traveling  man  knows  the 
markets  in  his  own  particular  line,  and  is  often 
in  a  position  to  give  the  buyer  for  the  retail 
store  some  particularly  good  advice  on  this  sub- 


ject. The  merchant  who  voluntarily  closes  his 
ears  to  information  of  this  character  is  over- 
looking a  big  bet.  He  is  making  it  just  a  lit- 
tle harder  than  necessary  for  him  to  buy  right, 
and  buying  right  is  just  about  half  the  battle 
in  the  successful  conduct  of  a  retail  establish- 
ment. 

There  are  other  forms  of  co-operation  ex- 
tended- by  the  manufacturer.  Most  of  them 
have  what  are  known  among  advertising  men 
as  "dealer  helps."    These  consist  of  window  dis- 


■  In  These  Times  of  H 
H  War  Stress  Dealers  M 

■  Can  Afford  to  Use  ( 
B  Every  Available  |j 
B  Business  Help  ...  3 

play  material,  store  cards  and  other  advertising 
matter,  the  use  of  which  helps  to  create  a  de- 
mand in  the  store  for  the  products  of  the  manu- 
facturer. 

The  dealer  can  logically  argue  that  the  use 
of  this  material  benefits  the  manufacturer,  be- 
cause the  brand  of  his  product  is  shown  on  the 
cards,  etc.  But  after  the  merchant  has  put  the 
goods  into  stock  they  are  his  goods,  and  he  is 
more  concerned  than  anybody  else,  even  the 
manufacturer,  in  disposing  of  them. 

The  interest  of  the  producer  is  in  getting  the 
merchandise  out  of  the  store,  so  as  to  make 
way  for  additional  goods.  To  that  extent  the 
interests  of  the  merchant  and  the  manufacturer 
are  identical.  That  is  why  the  retailer  is  justi- 
fied in  using  every  bit  of  advertising  matter 
that  comes  to  him,  providing  it  is  calculated  to 
increase  the  interest  of  his  customers  in  those 
particular  goods. 

Another  angle  on  this  proposition  is  that 
many  of  the  articles  carried  by  the  dealer  are 
likely  to  be  advertised  by  the  manufacturer. 
The  latter  is  probably  spending  money  to  ac- 
quaint the  public  with  the  merits  of  his  product. 


The  customer  who  has  seen  the  manufacturer's 
advertising,  and  then  sees  the  announcements  in 
the  store  window  or  inside  the  store,  connects 
the  two,  and  whatever  influence  the  manufac- 
turer's advertising  may  have  had  thus  reacts 
to  the  benefit  of  the  dealer. 

Furthermore,  most  stores  are  short-handed  at 
present.  The  sale  that  is  made  with  the  least 
effort  is  the  profitable,  worth-while  sale.  The 
use  of  display  matter  helps  to  force  a  decision 
by  the  customer,  so  that  instead  of  asking  to  be 
shown  an  assortment  of  goods,  a  particular  prod- 
uct is  called  for.  To  that  extent  the  utilization 
of  the  manufacturer's  advertising  helps  is  a 
benefit  in  bringing  about  sales  in  a  shorter  time 
and  with  less  effort.  „ 

Some  of  the  manufacturers  have  dealers'  serv- 
ice bureaus,  which  take  up  specifically  the  in- 
quiries that  their  distributors  send  to  them  with 
reference  to  retail  merchandising  questions. 
Often  these  bureaus  can  outline  methods  of 
handling  the  goods  that  will  bring  better  results 
than  have  been  experienced  heretofore.  The 
merchant  is  therefore  justified  in  making  use 
of  any  co-operation  of  this  character. 

The  writer  knows  of  one  house  that  sends  out 
a  monthly  bulletin  to  its  dealers,  showing  meth- 
ods of  promoting  its  goods  during  the  current 
month.  Apparently  this  is  an  entirely  selfish 
move,  and,  of  course,  use  of  the  methods  will 
increase  sales  of  these  goods.  Yet  the  dealers 
frequently  make  use  of  the  selling  plans  con- 
tained in  the  bulletins,  because  it  is  profitable. 

The  merchant,  in  these  times  of  war  stress, 
can  afford  to  use  every  available  help.  It  will 
be  an  advantage  to  him  to  use  the  salesman  and 
use  the  house,  and  to  avail  himself  of  the  ad- 
vertising and  display  material  which  the  manu- 
facturers offer.  He  can  be  his  own  judge  of 
what  is  best  suited  for  use  in  his  store  and  in 
his  community,  but  he  ought  at  least  to  pass 
judgment  on  the  sales  promotion  matter  that 
the  houses  supplying  his  merchandise  can  fur- 
nish.   (Copyright,  1918,  by  G.  D.  Crain,  Jr.) 

SETTLES  WITH  CREDITORS 

The  Cathedral  Chime  Co.,  Inc.,  of  106  Reade 
street.  New  York,  which  recently  became  in- 
volved in  financial  difficulties,  has  made  a  com- 
position with  creditors  on  a  20  per  cent,  cash 
basis.  The  liabilities  were  $35,800,  and  the  as- 
sets $9,462. 


The  New  Phonograph 

(phon  d  &jmour 


The  New  Wonder 


Reproducer  Our  patented  diaphragm  and  reproducer  give  that 
clean,  clear,  snappy,  mellow  tone.  There  is  no 
mushiness,  no  sharp  or  tinny  sound.  Our  reproducer  is  suited  for 
every  purpose.  It.  is  adapted  for  brass  band,  popular  song  work, 
for  violin  and  piano  solos  and  for  operatic  sopranos,  taking  the  high 
notes  with  such  clearness  and  distinctness  that  it  is  the  marvel  of 
musicians  and  singers  of  renown. 


Copyright,  1917,  by 
The  Fritzsch  Phonograph  Co. 
Trade  Mark 


THE  FRITZSCH  PHONOGRAPH  COMPANY 

228-230  West  7th  Street  CINCINNATI,  OHIO 


50 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


HENRY  BURR 
Second  Tenor 
Reckoned     among     the     foremost  ballad 
singers  of  the  age,  a  worthy  rival  of  Mc- 
Cormack  with  a  voice  sweet  and  clear. 


ARTHUR  COLLINS, 

Baritone 

When  you  hear  him  you  enjoy  it,  and  cry 
for  more. 


BILLY  MURRAY 
Tenor  mid  Comedian 
William,    with    that    grin?      Never.  He's 
just   Billy   Murray   as  known  everywhere. 
The  audience  does  not  get  enough  of  him. 


POPULAR  RECORD  MAKERS 

Now  Booking  Concerts  for  Fall  and  Winter 

Appearing  in  Person 

Henry  Burr— Billy  Murray— Arthur  Collins— Byron  G.  Harlan— Albert  Campbell — John  Meyer — Fred 

Van  Eps— Theo.  Morse— Sterling  Trio— Peerless  Quartette 
With  a  Repertoire  of  Old-Time  Favorites  and  the  latest  popular  comic  and  sentimental  hits,  records  of 
which  will  be  produced  by  the  various  talking  machine  companies  this  season. 

Jobbers  and  Dealers 

Make  arrangements  now  to  give  your  record 
buyers  an  opportunity  to  see  and  hear  these 
famous  artists. 

There  is  no  second  company  or  connection  with 
any  other  troupe  of  record  makers. 

Write  for  Particulars 

H.  H.  McCLASKEY,  Mgr. 

102  West  38th  Street  New  York  City 

WHAT  THE  NEWSPAPERS  SAY  OF  US: 


BYRON  G.  HARLAN 
Tenor 

A  name  so  familiar  that  it  is  like  speaking 
of  one's  own  household. 


"The  record  makers  have  come  and 
gone,  leaving  pleasing  memories  in 
the  hearts  of  the  large  audience  at 
the  Victoria  last  night,  and  they  vote 
them  peerless  entertainers." 

"With  a  chorus  composed  of  'stars' 
it  would  be  difficult  to  make  compari- 
sons between  them.  Each  one  is  a 
genuine  artist  and  each  more  than 
sustained  his  reputation." 


"The  great  audience  came  fully  ex- 
pecting to  be  royally  entertained  and 
their  expectations  were  fully  realized, 
livery  number  on  the  program  was  a 
popular  gem." 

"It  was  worth  a  hundred  dollars  to 
my  father  to  hear  Henry  Burr  sing 
'Just  a  Baby's  Prayer  at  Twilight.'  " 

"A  high-class  concert  was  expected 
from  such  artists  but  expectations 
were  more  than  realized." 


ALBERT  CAMPBELL 
First  Tenor 
A   lyric   tenor   with   a   voice   that  threads 
way  up  above,  silvery  and  clear  and  true. 


JOHN  H.  MEYER 

Basso 

His  voice  is  one  of  the  most  opulent  color. 
It  fairly  glows  with  warmth,  and  is  alto- 
gether delightful. 


FRED  VAN  EPS 
Ba'n'iqisf ; , 
A  wizard  at  the  banjo' ,  without  a  peer. 


THEODORE  MORSE 
Pianist 

A  composer  and  accompanist  who  is  a 
genius.  Composer  of  "Mother,"  "Blue 
Bell,"  "Dear  Old  Girl,"  etc. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


51 


CINCINNATI  TRADE  SUFFERING  FROM  SHIPPING  EMBARGOES 

Need  for  Organization  to  Offset  Effect  on  Trade — Columbia  Dealers'  Get-Together  Meeting — Deal- 
ers Advised  to  Place  All  Orders  for  Fall  as  Early  as  Possible  to  Avoid  Delay 


Cincinnati,  O.,  August  2. — Manufacturers  and 
shippers,  the  latter  taking  in  the  jobbers,  are 
learning  a  real  lesson  in  the  lack  of  organization 
work  about  Cincinnati  so  far  as  this  concerns 
adequate  terminal  facilities. 

Cincinnati,  it  is  believed,  is  the  worst  town 
from  an  embargo  standpoint  in  the  country. 
This  condition  has  struck  home  with  telling 
effect  on  dealers  in  talking  machines.  Factories 
simply  are  unable  to  make  any  shipments  into 
the  Cincinnati  district.  The  embargo  on  un- 
necessary freight  is  on  and  off  all  the  time  so 
that  the  shipper  has  reached  a  stage  where  he 
believes  the  outlook  to  be  hopeless. 

The  Phonograph  Co.,  for  instance,  has  the 
lowest  stock  for  this  time  of  the  year  since  the 
opening  of  the  Cincinnati  branch.  There  is  a 
fair  supply  of  machines  at  the  Chicago  ware- 
house, but  these  cannot  be  shipped  into  the  Cin- 
cinnati yards.  The  Baldwin  Co.,  taking  an- 
other example,  finds  some  of  its  best  dealers  in 
Pennsylvania  being  compelled  to  buy  from 
Eastern  houses  because  of  the  inability  of  the 
corporation  to  ship  out  of  this  city.  The  Pho- 
nograph Co.  also  claims  that  the  dealers,  warned 
by  the  shortage  of  cars  of  last  winter,  have 
stocked  up  in  advance  of  their  usual  time. 

The  Tucker  Talking  Machine  Co.,  Sidney,  O., 
will  soon  place  a  finished  article  on  the  market. 
Five  models  are  now  being  prepared.  The  ma- 
chines would  have  been  announced  sooner  than 
this  but  for  the  death  of  J.  B.  Tucker,  presi- 
dent of  the  Tucker  Wood  Works,  of  Sidney, 
who  died  early  in  July.  The  talking  machine 
department's  head  is  Karl  Hodge. 

"Don't  wait  for  future  deliveries"  is  the  edict 
of  C.  W.  Neumeister,  representative  of  CHto 
Hcineman  Phonograph  Supply  Co.,  in  talking 
to  manufacturers  and  dealers  whose  supplies  are 
running  low. 

The  big  thing  of  the  past  month  was  the  Co- 
lumbia dealers'  "get-together"  meeting.  Deal- 
ers from  all  over  the  Cincinnati  territory  came 
together  for  a  one-day  convention,  as  it  were, 
Monday,  July  29.  The  meeting  was  held  at  Co- 
lumbia Graphophone  Co.  headquarters,  427 
West  Fourth  street,  this  city.  More  than 
seventy-five  dealers  were  represented  at  the 
meeting,  and  all  were  quite  enthusiastic  over 
the  result.  Many  of  them  requested  another 
such  meeting  in  the  fall,  but  Manager  Dawson 
has  not  indicated  that  another  one  would  be 
held  so  soon. 

The  meeting  was  opened  by  F.  F.  Dawson, 
local  manager  of  the  Columbia  Co.,  with  an  ad- 
dress which  was  received  with  hearty  applause. 
Among  other  things  Mr.  Dawson  said:  "I  want 
to  plead  with  you  dealers,  the  majority  of  whom 
have  other  large  interests  aside  from  your  Co- 
lumbia department,  to  make  your  Columbia 
department  a  positive  part  of  your  business  in- 
terest. I  want  to  cause  you  to  awaken  to  the 
possibility  tied  up  in  the  corner  of  your  store 
set  apart  for  the  home  of  Columbia.  The  Co- 
lumbia line  is  your  greatest  business  builder. 
You  can  sell  Grafonolas  to  a  hungry  public  and 
satisfy  their  hunger  for  a  time,  only  to  find  that 
soon  their  appetite  is  greater  than  ever.  Co- 
lumbia records  to  suit  the  taste  ready  to  serve 
will  build  a  business  worthy  of  our  greatest 
ambitions.  This  system  of  new  records  every 
month  keeps  the  old  instrument  a  matter  of  new 
interest.  Make  this  department  a  positive  part 
of  your  program.  It  has  been  negative  long 
enough." 

The  address  of  Assistant  General  Sales  Man- 
ager F.  K.  Pennington,  of  New  York,  was  the 
chief  address  of  the  meeting  and  created  great 
interest  and  strengthened  the  confidence  of  the 
dealers  in  the  Columbia  line  and  their  purposes. 
Mr.  Pennington  is  always  a  welcome  visitor  to 
the  Cincinnati  territory.  He  gives  to  his  work 
a  wholesouled  earnestness  that  makes  his  pres- 
ence strongly  felt,  and  a  wholesome  influence  is 
always  left  behind. 

The  Columbia   Graphophone   Co.  have  just 


closed  the  best  month  in  the  history  of  the  local 
branch. 

P.  H.  Oelman,  manager  of  the  Phonograph 
Co.,  is  looking  forward  to  a  series  of  tone  test 
recitals  in  his  district  in  October.  Harold  L. 
Lyman;  of  Thomas  A.  Edison,  Inc.,  was  in  the 
city  during  the  past  week  arranging  for  the 
route.  The  artists  will  be  Marie  Tiffany,  of 
the  Metropolitan  Opera  Co.,  and  Glen  Ellison. 

The  Crystola  Co.  is  just  putting  into  the  mails 
a  new  folder,  favoring  Style  T,  price  $250.  It 
is  a  high  example  of  printing  in  colors. 

The  talking  machine  department  of  the  Ru- 
dolph Wurlitzer  Co.  has  taken  over  more  floor 
space  of  the  Wurlitzer  Building.  This  time  the 
additional  space  is  being  utilized  entirely  for 
office  purposes.  The  rooms  which  are  located 
on  the  third  floor  of  the  Wurlitzer  Building  are 
for  exclusively  wholesale  purposes  only.  The 

nil 


previous  offices  of  the  talking  machine  depart- 
ment proved  to  be  inadequate  to  entertain  the 
large  number  of  dealers  visiting  the  Wurlitzer 
department  and  the  new  quarters  were  picked 
out  with  an  especial  view  toward  providing 
every  facility  for  the  visiting  dealers  to  transact 
their  business  to  the  best  advantage. 

Conditions  have  not  changed  very  much  in 
the  Cincinnati  territory,  excepting  that  the  ree- 
ord  demand  has  increased  and  also  the  Victrola 
sales.  Fortunately,  the  demand  in  Victrolas  is 
running  heavily  towards  the  higher-priced  ma- 
chines and  this  is  very  fortunate,  as  it  enables 
the  dealers  to  make  quite  a  few  sales  without 
the  embarrassment  which  would  follow  if  the 
demand  ran  too  heavily  toward  the  medium- 
priced  instruments. 

There  is  still  a  very  big  reserve  stock  of  rec- 
ords to  be  had  and  also  both  cheap  and  high- 
priced  Victrolas.  With  this  stock  available, 
there  is  no  reason  why  the  present  shortage 
should  not  be  successfully  weathered  and  things 
kept  moving,  until  factory  shipments  will  again 
be  normal. 


BRUNO 


Criterion 

(Full  Tone) 


an< 


Mezzo-Tone 

( Medium  Tone) 
Steel 

NEEDLES 

A  Superior  Quality  of 
Reliable  American  Manufacture 

These  Needles  have  been  our 
Standard  for  many  years 

If  you  desire  samples,  please 
use  the  coupon  below 

C.  BRUNO  &  SON,  Inc. 

(Established  1834) 
Wholesale  Exclusively 

351-353  Fourth  Avenue  NEW  YORK 


C.  BRUNO  &  SON,  Inc. 

351-353  Fourth  Ave.,  N.  Y.  City 

Please  send  samples  of  Criterion  and   Mezzo  -Tone  Needles. 

I  am  in  the  market  for  a  quantity  of  

thousand  Needles. 

Name  

Town  

State  


52 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


ATLANTA  SALES  EQUAL  JANUARY 

Business  Is  of  Unprecedented  Proportions 
Throughout  the  South — Leading  Houses  in 
Atlanta  Make  MoSt  Interesting  Reports  of 
Progress — Face  Problems  With  Equanimity 


Atlanta,  Ga.,  August  6,  1918. — Trade  condi- 
tions in  the  talking  machine  business  in  Atlanta 
during  July  were  the  best  since  January,  which 
is  always  a  large  month. 

Your  correspondent  called  at  the  local  store 
of  the  Cable  Piano  Co.  recently  and  was  sur- 
prised at  the  volume  of  sales  posted  on  the  bul- 
letin board  for  the  first  and  second  salesmen. 
He  would  not  have  believed  that  such  a  very 
large  volume  of  business  was  moving  except  for 
the  undeniable  assurance  that  the  figures  were 
authentic.  The  sales  of  the  leading  salesman 
were  creditable  for  the  entire  business  for  a 
month  of  a  whole  store,  and  those  of  the  next 
highest  would  not  have  been  sneered  at.  The 
Cable  Company  are  possibly  the  largest  Victor 
dealers  in  the  South,  and  their  organization  is 
always  keyed  to  the  top  note  of  efficiency. 

I.  M.  &  R.  D.  Bame,  Victor  and  Sonora  deal- 
ers, say  that  their  business  up  to  the  middle  of 
July  was  ahead  of  the  entire  month  of  June, 
and  their  entire  July  business  was  equal  to  any- 
thing this  year.  Their  cash  sales  are  large,  first 
payments  and  monthly  terms  good,  and  cash 
record  business  was  never  better. 


WALTER  S.  GRAY 

San  Francisco 
Chronicle  Bldg. 


Pacific  Coast  Jobber 
for  the  Best  in  Talking 
Machine  Trade  Accessories 


dealers  in  Georgia,  report  a  most  satisfactory 
business.  The  usual  mid-summer  dullness  has 
not  materialized,  and  if  anything,  business  has' 
grown  better  and  increased  in  volume  as  the 
summer  lengthened.  This  concern  is  putting 
forth  some  very  high  class  advertising  in  the 
local  papers  and  is  reaping  the  benefit  of  their 
foresight. 

Chamberlin-Johnson-DuBose  Co.,  Victor  and 
Sonora  dealers,  have  become  completely  rejuve- 
nated. Under  the  experienced  and  efficient  man- 
agement of  Edward  Brotherton,  and  a  fine  sys- 
tem of  show  windows  and  advertising  they  have 
quadrupled  their  sales  in  less  than  six  months, 
and  are  moving  steadily  ahead  to  new  fields  of 
endeavor  and  success. 

The  Atlanta  Talking  Machine  Co.,  Columbia 


NEEDLES 


design  Grafonola  to  one  of  the  leading  families 
of  the  city,  also  a  large  record  shipment  to  the 
naval  station  at  Guantanamo  Bay,  Cuba.  It 
speaks  well  for  the  service  of  this  concern  that 
they  should  be  favored  with  orders  for  Columbia 
records  from  such  a  prominent  customer. 

Phonographs,  Inc.,  Edison  jobbers  and  retail- 
ers, have  just  had  their  retail  store  remodeled 
and  are  in  better  position  than  ever  to  serve  the 
public.  Their  sales  have  held  up  finely  all  the 
first  half  of  1918,  and  the  Edison  has  undoubt- 
edly found  a  "home"  for  itself  in  Atlanta  and 
vicinity. 

Haverty  Furniture  Co.,  Columbia  and  Pathe 
dealers,  report  that  their  business  the  first  half 
of  July  was  larger  than  all  June,  and  the  month 
of  July  was  the  best  of  1918,  surpassing  January, 
which  was  in  itself  a  very  fine  month.  The 
backbone  of  what  seems  to  have  been  a  period 
of  uncertainty  and  dullness  in  the  month  of 
June  is  entirely  broken,  and  dealers  generally 
look  for  continued  good  business  during  the 
balance  of  1918. 

Zaban  Furniture  Co.,  Columbia  dealers,  state 
that  their  July  business  was  entirely  satisfactory, 
and  that  they  have  found  the  Columbia  line  a 
very  fine  addition  to  the  regular  furniture  busi- 
ness. They  are  moving  ahead  and  progressing 
at  a  rate  that  any  phonograph  dealer  would.be 
proud  to  accomplish  after  two  years  in  business, 
and  are  booking  an  ever-increasing  volume. 

The  Dictaphone,  under  the  supervision  of 
Manager  Brown,  say  that  the  Atlanta  office 
stood  third  in  the  United  States  last  month,  be- 
ing ranked  only  by  New  York  and  Chicago, 
cities  of  from  fifteen  to  twenty-five  times  the 
population  of  Atlanta,  and  it  is  thought  that  this 
is  a  record  of  sales  to  be  very  proud  of. 

The  trade  in  general  look  forward  with  equa- 
nimity to  the  future,  and  while  there  will  un- 
doubtedly be  some  vexations  and  uncertainly, 
no  "one  expects  the  talking  machine  business  to 
"shut  up  shop." 

AGAIN  RESUMES  HIS  DUTIES 

Lester  L.  Eeverich,  assistant  advertising 
manager  of  the  Columbia  Graphophone  Co., 
New  York,  who  left  July  24  for  Camp  Upton 
as  a  member  of  the  draft  contingent  from  his 
district,  has  again  resumed  his  duties  in  the 
Columbia  advertising  department.  Although 
Mr.  Eeverich  was  keen  and  anxious  to  "do  his 
bit"  in  the  fight  across  the  sea,  the  army  sur- 
geons decided  that  he  was  not  physically  able 
to  take  his  place  on  the  firing  line. 

PROVIDE  MUSIC  FOR  THEIR  FOLKS 

Thomas  Edens  Osborne,  the  enterprising  mer- 
chant of  Belfast,  Ireland,  informed  The  World 
recently  that  the  unselfishness  of  the  officers  and 
men  of  the  British  Expeditionary  Force,  since 
the  commencement  of  the  war,  has  been  much  in 
evidence.  In  proof  of  this  he  points  to  the 
large  number  of  soldiers  on  leave  who  have  pur- 
chased gramophones  and  records  at  his  store  for 
their  home  folks'  enjoyment. 

MOST  VALUABLE  OF  ALL  ATTRIBUTES 

Initiative  is  the  most  valuable  of  all  attributes 
in  helping  a  man  to  overflow  his  present  posi- 
tion and  thus  automatically  demand  a  larger 
measure  of  responsibility  and  remuneration. 
The  world  never  gets  enough  of  it.  The  de- 
mand to-day  is  greater  than  ever. 


Phillips  &  Crew  Piano  Co.,  the  oldest  Victor     and  Vocalion  dealers,  report  the  sale  of  a  period 


COLUMBIA  DEALERS 

HERE'S  A  MONEY  MAKER 


THE  NO.  20 


NICKEL  PLATED 
25  CENTS 


Patented  Sept.  26  and  Oct.  2.  1906 
Sept.  10,  1907  and  Nov.  27,  1917 
Others  Pending 


GOLD  PLATED 
50  CENTS 


Gives 


A  CLEAN  SWEEP 


And 

Leaves 
A  Clean 
Track 


BRUSH  IN  OPERATION 


For 
the  Needle 
to  Run  in 


Sample  Brush  and  price  list  mailed  FREE 
to  authorized  Columbia  Dealers 
Advertising  matter  supplied  with  orders 


Manufactured  by 


Talking  Machine  Co. 

97  Cham  BERS  St.     Near  Church  St.   New  York 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


53 


Happenings  in  Dominion  of  Canada 


TORONTO  DEALERS  ARE  BUSY  PREPARING  FOR  FALL  TRADE 

Columbia  Forces  Enthusiastic  Regarding  New  Machine  Features  Introduced — New  Victrola  De- 
partments Opened — Leading  Lines  of  Machines  and  Records  in  Demand 


Toronto,  Ont.,  August  5. — In  a  letter  to  Co- 
lumbia dealers,  James  P.  Bradt,  general  manager 
for  Canada  of  the  Columbia  Co.,  says:  "Our 
New  York  executives,  our  Bridgeport  general 
works  manager  and  his  assistants,  and  our  Cana- 
dian staff  believe  that  nothing  heretofore  intro- 
duced into  a  Columbia  Grafonola  will  mean  more 
in  the  future  of  Columbia  dealers  than  the  intro- 
duction of  our  new  motor  and  non-set  stop,  which 
is  to  be  installed  in  all  Grafonola  of  the  floor 
types  and  in  type  'D.'  You  have  been  asking 
for  a  non-set  stop,  or  even  for  a  set  stop  that  was 
satisfactory.  We  will,  in  about  a  month,  offer 
you  in  this  new  mechanism  an  exclusive  non-set 
stop,  protected  by  over  700  claims,  exclusively 
a  Columbia  Graphophone  Co.  product,  and  the 
only  non-set  stop  on  the  market,  and  in  all  prob- 
ability the  only  one  that  will  be  on  the  market, 
because  of  the  strength  of  our  claims. 

"We  will  also  offer  you  new  cabinets  of  up- 
to-date  design,  cabinets  that  every  dealer  in  fur- 
niture, every  lover  of  good  furniture  in  their 
homes,  and  every  one  interested  in  the  furnish- 
ing of  a  home  will  declare  to  be  instruments  of 
beauty  and  irreproachable  design.  As  to  tone 
quality,  there  never  has  been  a  phonograph 
placed  on  the  market  equal  to  the  tone  quality 
of  these  new  instruments.  The  motor  is  quiet 
running,  more  so  than  any  motor  we  have  put 
on  the  market.  The  automatic  non-set  stop  is 
foolproof." 

The  Cecilian  Co.,  Ltd.,  this  city,  of  which  John 
E.  Hoare  is  the  head,  are  now  located  in  their 
new  factory  at  89-91  Niagara  street.  In  addition 
to  the  manufacture  of  Cecilian  and  Farrand 
pianos  and  players  the  Cecilian  Concertphone 
will  also  be  manufactured  in  this  factory  for  Mu- 
sical Instruments,  Ltd. 

When  on  July  11  Remick's  Song  Shop,  To- 
ronto, opened  up  a  Victrola  department,  in 
which  "His  Master's  Voice"  products  are  being 
featured  exclusively,  the  first  customer  had  the 
satisfaction  of  buying  a  record  of  his  own  com- 
position. Morris  Manly,  who  has  many  worthy 
works  to  his  credit,  dropping  into  the  store  for  a 
record,  jokingly  suggested  that  it  was  about  time 
some  company  recorded  something  of  his.  When, 
in  reply  to  the  obliging  clerk's  question  as  to 
the  name  of  something  desired,  he  said:  "Up  in 
the  Air  Over  There,"  the  record  was  promptly 
forthcoming.  To  mark  the  unusual  incident  an 
autographed  dollar  was  handed  over  and  is  being 
retained  as  a  souvenir  of  the  opening. 

In  thirty-eight  Ontario  towns  shortly  there  is 
to  be  conducted  a  Chautauqua  covering  a  period 
of  a  week.  Music  will  play  a  large  part  in  these 
gatherings..  Willard  Osborne,  the  violinist,  will 
figure  in  Edison  tone  tests. 

The  J.  M.  Greene  Music  Co.,  of  Peterboro, 
supplied  an  Edison  phonograph  which  was  pre- 
sented to  the  Protestant  Home  of  that  city. 
Local  citizens  contributed  a  fund  for  the  pur- 
chase of  the  instrument,  which  the  elderly  in- 
mates are  now  enjoying. 

Among  the  best-known  industries  in  Canada  is 
that  of  the  George  McLagan  Furniture  Co.,  Ltd., 
at  Stratford,  Ont.,  the  founder  of  which  recently 
expired  in  his  office.  The  sudden  demise  of 
Mr.  McLagan  was  a  severe  shock  to  hosts  of 
warm  business  and  personal  friends  throughout 
Canada.  His  connection  with  the  music  indus- 
tries was  comparatively  recent,  dating  from  the 
introduction  of  the  McLagan  Co.'s  line  of  lyric 
phonographs  last  year,  nevertheless,  the  Mc- 
Lagan industries  were  known  throughout  the 
trade  from  coast  to  coast. 

The  Phonola  Co.,  of  Canada,  Ltd.,  which  firm 
take  over  the  phonograph  business  of  the  Pol- 
lock Mfg.  Co.,  Ltd.,  of  Kitchener,  Ont.,  announce 


this  month  the  first  list  of  Phonola  records.  The 
Phonola  firm,  in  addition  to  the  parent  factory 
at  Kitchener,  recently  finally  completed  a  trans- 
action whereby  they  become  owners  of  a  factory 
at  Elmira,  especially  equipped  for  the  production 
of  cabinets.  This  new  addition  will  take  care  of 
the  greatly  increased  demand  for  the  Phonola. 

I.  Montagnes  &  Co.,  distributors  of  the  Sonora 
phonograph  in  Canada,  have  recently  received  a 
supply  of  the  "Troubadour"  and  "Imperial" 
models,  made  in  Canada.  The  members  of  the 
firm  are  very  much  pleased  with  the  work,  finish 
and  tone  of  these  Canadian-made  goods.  The 
manufacturing  of  the  Sonora  will  be  further  de- 
veloped, making  an  important  addition  to  the 
country's  industries. 

When  the  members  of  the  Ursuline  Convent  at 
Windsor  wished  to  give  the  Mother  Superior  a 
gift  on  the  occasion  of  her  jubilee,  they  decided 
on  a  Model  Superb  of  the  Cecilian  Concertphone, 
which  was  supplied  by  the  Maloney-Connolly 
Co.,  of  Windsor. 

W.  B.  Puckett,  John  E.  White  and  F.  A.  Trest- 
rail,  of  the  Musical  Merchandise  Sales  Co.,  To- 
ronto, distributors  of  the  Brunswick  phonograph 
and  records,  paid  a  visit  to  Chicago  recently  and 
inspected  while  there  a  number  of  new  features 


Montreal,  Can.,  August  6. — J.  J.  Flynn  has 
purchased  the  retail  business  of  Arthur  K.  Kemp- 
ton,  who  in  future  will  confine  his  efforts  to  the 
wholesaling  of  phonographs  and  supplies.  Mr. 
Flynn  has  opened  up  a  fine  store  at  8  McGill 
College  avenue,  where  he  carries  a  full  line  of 
Gloria  phonographs,  and  in  addition  maintains 
a  library  for  the  exchange  of  phonograph  rec- 
ords, handles  parts  and  accessories,  and  also  does 
repairing. 

Trade  continues  good  and  there  is  no  indica- 
tion of  a  change,  said  Manager  Depocas,  of  the 
Canadian  Graphophone  Co.,  wholesale  Columbia 
distributors  for  the  Province  of  Quebec.  A  no- 
ticeable feature  is  the  increasing  demand  and 
inquiries  from  dealers  for  the  better  class  of 
machines  and  records.  From  present  appear- 
ances it  looks  as  though  fall  trade  will  be  even 
better  than  good. 

The  volume  of  business  maturing  the  past 
month  in  Sonora  machines  and  Victor  records  is 
eminently  satisfactory  to  Goodwins,  Ltd. 

Thos.  Wright,  of  the  Nordheimer  Piano  & 
Music  Co.,  Toronto,  in  charge  of  the  Aeolian- 
Vocalion  end  of  the  business,  recently  paid  his 
respects  to  the  trade  in  Montreal  and  was  well 
satisfied  that  his  line  is  being  given  able  repre- 
sentation. 

An  influx  of  nice  business  has  been  noticeable 
of  late  with  H.  P.  Labelle,  Ltd.,  Pathe  distribu- 


being  incorporated  in  the  Brunswick.  The  com- 
pany are  carrying  on  an  energetic  campaign  in 
the  West,  and  Mr.  Ross,  who  has  returned  to 
Edmonton  from  Vancouver  and  Victoria,  reports 
gratifying  orders  throughout  British  Columbia. 
Mr.  Stenberg,  in  charge  of  the  company's  West- 
ern office,  is  arranging  for  Mr.  Ross  to  assist  in 
exhibiting  at  all  the  Western  fairs.  Brunswick 
advertising  is  appearing  in  the  local  papers  dur- 
ing the  period  of  the  fairs  and  also  in  the  farm 
magazines.  Brunswick  retail  showrooms  have 
opened  in  Winnipeg  at  323  Portage  avenue  East, 
under  the  name  of  The  Phonograph  Shop,  Ltd. 
Mr.  Joy,  who  is  in  charge  of  the  store,  reports 
sales  satisfactory  for  summer  months. 

Among  recent  Brunswick  agencies  the  Musical 
Merchandise  Sales  Co.  report  the  Ajello  Piano 
Co.,  of  Vancouver,  a  well-known  music  house  of 
that  city.  The  company  also  report  that  John- 
ston &  Boone,  with  a  number  of  branches 
throughout  the  .West,  have  taken  on  the  Bruns- 
wick line  for  their  chain  of  stores,  which  will  be 
known  and  advertised  as  the  Brunswick  stores. 

A  Brunswick  Phonograph  was  given  by  War 
Veterans  as  first  prize  at  their  Dominion  Day 
celebration  in  Preston,  July  1. 

A.  E.  Landon,  of  New  York,  has  joined  the 
Columbia  organization  in  Canada,  and  will  be 
the  company's  representative  on  the  road.  W.  T. 
Moore,  manager  of  the  Columbia  Co.'s  cabinet 
department  at  Bridgeport,  Conn.,  paid  the  Cana- 
dian division  a  visit  recently. 


tors.  Numerous  cash  sales  covering  various 
models  helping  to  swell  the  month's  receipts. 

J.  W.  Shaw  &  Co.'s  phonograph  trade  of  late 
is  by  no  means  diminishing,  an  increasing  busi- 
ness being  observable.  Generous  examples  of 
the  popularity  of  the  Columbia  line  of  Grafo- 
nolas  and  records  being  evidence  the  past 
month,  said  Manager  Rampsberger. 

The  Berliner  Phonograph  Co.  report  Bruns- 
wick and  Columbia  sales  as  most  gratifying  for 
summer  selling. 

The  annual  picnic  of  the  employes  and  branch 
offices  of  the  Berliner  Gramophone  Co.,  Ltd.,  oc- 
curred on  August  3,  the  destination  being  La- 
valtries  by  boat.  Detail  Sales  Manager  S.  H. 
Brown,  the  president  of  the  various  organizing 
committees,  had  matters  in  shape,  and  this  was  a 
sufficient  guarantee  of  the  day's  success. 

A  large  number  of  Sousa's  records,  especially 
the  new  band  ones,  were  sold  by  the  Berliner 
stores  during  the  visit  of  this  exclusive  Victor 
artist  to  Montreal.  A  new  autographed  photo- 
graph of  himself  was  given  personally  by  the 
band  king  to  Mr.  Berliner,  and  during  his  ap- 
pearance here  occupied  a  prominent  position  in 
this  firm's  show  window,  in  conjunction  with  a 
notable  showing  featuring  Sousa's  records. 

Trade  with  the  Berliner  Gramophone  Co.'s 
retail  stores  is  improving  as  the  days  go  by.  The 
(Continued  on  page  54) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


RECENT  CHANGES  OF  IMPORTANCE  IN  MONTREAL  TRADE 

J.  J.  Flynn  Purchases  Business  of  A.  K.  Kempton  and  Lays  Plans  for  Expansion — Business  Is 
Good  With  no  Indication  of  Dropping  Off — General  News  of  Interest 


54 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


Just  imagine  the  delight  of  your  customer 
when  you  show  him  the  new  Columbia 
Non-Set  Stop— on  the  new  model  Graf onolas. 


Columbia  Graphophone  Co. 

NEW  YORK 


TRADE  CONDITIONS  IN  THE  DOMINION  OF  CANADA— (Continued  from  page  53) 


volume  of  July  business  being  considerably 
ahead  of  the  same  month  a  year  ago  in  actual 
number  of  Victrolas  and  Victor  records  dis- 
posed of. 

The  widespread  and  ever-increasing  demand 
for  the  Columbia  line  in  this  city  is  in  part  due 
to  the  prestige  these  goods  have  been  given  lo- 
cally by  Almy's,  Ltd.  Miss  Vezina  reports  trade 
good  and  predicts  still  better  business  for  later 
on  in  the  season. 

Wm.  Lee,  Ltd.,  are  doing  a  steady  business 
with  the  new  Edison  Diamond  Machine,  and  of 
late  have  sold  a  considerable  number  of  Edison 
Amberola  Cabinet  models.  This  also  applies  to 
Columbia  Grafonolas. 

The  Brunswick  Shop  report  that  they  are  satis- 
fied with  July  business,  and  state  that  the  Bruns- 
wick machine  has  undoubtedly  made  a  decided 
hit  with  the  musical  people  in  this  city. 

Manager  George  S.  Pequegnat,  of  the  Exclu- 
sive Phonograph  Shop,  Reg.,  reports  that  Pathe 
and  Aeolian-Vocalion  sales  have  been  good. 

Creatore's  Band  will  shortly  visit  Montreal  for 
a  two  weeks'  engagement  at  Dominion  Park,  and 
in  anticipation  of  this  Columbia  dealers  are 
stocking  up  largely  in  preparation  for  a  spirited 
demand  of  this  band's  recordings. 

T.  A.  Hubley  has  opened  up  in  the  phonograph 
business  at  57  Louisburg  street,  Halifax,  N.  S. 

Goodwins,  Ltd.,  the  well-known  department 
merchants  of  this  city,  are  giving  their  phono- 
graph department  good  prominence  in  their  local 
advertising.  In  a  recent  announcement  three 
types  of  the  Sonora  phonograph  were  shown, 
and  of  which  line  they  carry  a  full  range.  In 
records  they  are  featuring  the  Victor  exclusively. 

George  H.  Peate,  who  recently  organized  the 
Peate  Musical  Mfg.  Co.  in  this  city,  to  distribute 
the  "York"  record,  of  which  he  has  secured  the 
exclusive  rights  in  Canada  for  a  term  of  years, 
visited  Toronto  recently. 

A.  C.  Skinner,  one  of  the  prominent  jewelers  of 
Sherbrooke,  Que.,  has  put  in  a  stock  of  phono- 
graphs and  records. 

H.  C.  Wilson  &  Sons,  Ltd.,  Sherbrooke,  Que., 
are  enthusiastic  Victor  dealers,  and  quite  re- 
cently ran  an  interesting  reader  in  the  Sher- 
brooke Record. 

The  Ideal  Phonograph  Co.,  Sherbrooke,  Que., 
have  registered  as  a  new  firm. 


A.  Gaignery  has  joined  the  sales  staff  of  C.  W. 
Lindsay,  Ltd.,  and  is  identified  with  the  phono- 
graph department. 

"His  Master's  Voice  products  have  been  pro- 
ductive of  good  results  lately,  particularly  in 
Victrola,  Styles  X  and  XI,  which  we  find  are 
our  best  sellers,"  said  W.  J.  Whiteside.  "One 
most  satisfactory  thing  we  find  in  handling  the 
Victor  line,"  said  this  house,  "is  the  fact  that 
when  the  machine  is  sold  we  are  not  quaking 
in  our  shoes  for  fear  of  the  customer  coming 
back  with  complaints  with  reference  to  the  run- 
ning of  the  machine,  etc.  The  only  time  we  find 
he  does  return  is  to  buy  and  select  Victor  rec- 
ords. Victor  records  sold  well  during  the  visit 
of  Sousa's  Band  during  the  past  month." 

"Summer  business  in  Aeolian-Vocalion  and 
Sonora  machines  is  not  too  bad,"  said  Chas. 
Culross,  "and  with  the  leads  we  have  in  view 
it  looks  as  if  a  good  fall  trade  is  in  sight." 

N.  G.  Valiquette,  Ltd.,  stipulated  to  your  cor- 
respondent that  it  was  no  use  to  grumble  as 
they  considered  they  were  getting  a  just  share 
of  trade  and  that  Pathephones  and  Pathe  rec- 


ords were  becoming  more  and  more  easy  to  dis- 
pose of,  the  result  of  having  given  general  sat- 
isfaction to  the  already  large  number  of  users 
in  Montreal  and  vicinity. 


THE  BRUNSWICK  IN  WINNIPEG 


Phonograph  Shop,  Ltd.,  Take  Over  Phonograph 
Department  of  Cross,  Goulding  &  Skinner 


Winnipeg,  Man.,  August  3.— The  Phonograph 
Shop,  Ltd.,  an  incorporated  concern,  have  taken 
over  the  phonograph  department  of  Cross, 
Goulding  &  Skinner,  Ltd.,  at  323  Portage  ave- 
nue, this  city,  and  are  handling  the  Brunswick 
phonographs  and  records.  They  are  exclusive- 
ly a  Brunswick  shop,  and  are  now  planning 
very  extensive  improvements,  which  will  make 
the  Brunswick  Shop  in  Winnipeg  one  of  the 
finest  in  Canada.  They  have  inaugurated  a 
heavy  advertising  campaign,  and  is  under  the 
management  of  Arthur  G.  Joy,  who  has  been 
connected  with  local  business  conditions  for 
the  past  fifteen  years. 


ENLARGED  LIST  SCHUBERT  RECORDS 


Bell  Talking  Machine  Corp.  Also  Has  Special 
Selling  Plan  Which  Appeals  to  and  Protects 
the  Dealer — Special  Care  in  Manufacture 


The  Bell  Talking  Machine  Corp.,  44  West 
Thirty-seventh  street,  New  York  City,  is  now 
putting  on  the  market  a  very  comprehensive 
list  of  Schubert  records.  For  nine  months  this 
concern  has  been  working  diligently  to  perfect 
the  hill  and  dale  record  of  the  highest  quality. 
Besides  having  taken  great  care  in  the  manu- 
facture and  perfection  of  the  record,  the  Bell 
Corp.  has  worked  out  a  selling  plan  which  is 
of  great  advantage  to  the  dealer.  Through  this 
plan  the  dealer  can  secure  an  entire  line  of 
Schubert  records  for  considerably  less  than 
$100.  Besides  this  the  plan  has  been  formulated 
in  such  a  way  as  to  protect  the  dealer  should 
he  find  that  for  some  unknown  reason  he  could 
not  sell  the  records. 

The  Schubert  records  are  all  ten-inch  double 
disc  records  and  in  matching  up  the  selection 
for  each  record  great  care  has  been  taken  so 


that  they  will  be  of  a  similar  nature.  The  list 
as  it  stands  to-day  includes  nearly  seventy  rec- 
ords, making  practically  140  selections,  and 
among  them  are  the  very  latest  and  most  up-to- 
date  songs,  marches,  Hawaiian  and  quartet  se- 
lections, as  well  as  violin  solos  with  piano  ac- 
companiment, violin,  flute  and  harp,  concert  and 
symphony  orchestra,  regimental  band,  military 
band  and  others.  Where  part  music,  quartet 
music  or  band  music  is  played,  the  distinctive 
feature  of  these  records,  it  is  claimed,  they  give 
the  listener  the  power  of  individualizing  the  dif- 
ferent voices  and  different  instruments  with 
ease.  The  list  is  divided  into  patriotic  songs, 
popular  songs,  sacred,  instrumental,  martial 
music,  dance  and  miscellaneous  selections.  The 
records  haVe  been  manufactured  in  such  a  way 
that  a  most  finished  product  in  appearance  has 
been  produced. 


PROGRESS  OF  DETERLING  MFG.  CO. 


MAGNET  DECALCOMANIE  NAMEPLATES 


SOLD  BY 

HURTEAU.WILLIAHS&COr 

MONTREAL   OTTAWA 


L  Tit*!  6  XT' 


f0R  TALKING  MACHlMc 
1       CABINETS  Etc 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 


126  Liberty  ^.Street 


New  York  City 


f  Q3    E    BR  Q 


EirieEiiK]®Ki®,m« 

 &sm  etj7 


The  Deterling  Mfg.  Co.,  of  Tipton,  Ind.,  are 
now  well  at  home  in  their  fine  new  factory  build- 
ing which  was  recently  built  by  the  Chamber 
of  Commerce.  This  company  have  perfected 
plans  for  the  production  of  a  full  line  of  cabinet 
talking  machines,  with  many  special  construc- 
tive features  that  are  destined  to  win  considera- 
tion for  their  product.  The  officers  of  the 
company  are:  George  P.  Bowers,  president;  I. 
H.  Woodruff,  secretary  and  treasurer,  and  Phil. 
A.  Deterling,  general  manager.  The  plant  will 
be  running  in  full  within  a  very  short  time.  The 
company  intend  to  build  their  own  cabinets, 
thus  insuring  individual  creations. 


The  man  who  has  a  new  or  better  way  of  do- 
ing a  thing  is  the  one  to-day  most  wanted.  In- 
itiative is  composed  of  two  parts  know-how 
and  one  part  dare-to.  It  never  roosts  in  cow- 
ards or  apologists. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


55 


Featuring  the  Musical  Possibilities  of  the 
Talking  Machine  « 


[Note. — This  is  the  eighteenth  in  a  series  of  articles  on 
the  genera]  subject  of  the  musical  possibilities  of  the  talk- 
ing machine.  The  aim  of  the  series  is  to  develop  these  pos- 
sibilities from  all  angles,  thus  opening  up  fields  for  sales 
expansion  oftentimes  neglected  wholly  or  in  part. — Editor. J 

RECORDS  OF  THE  VIOLONCELLO 


It  is  a  fact,  as  curious  as  it  is-  unfortunate, 
that  the  larger  stringed  instruments  played  with 
a  bow  have  been  so  little  appreciated,  while  the 
violin  has  been  so  thoroughly  overdone.  The 
violin,  of  course,  is  the  soprano,  the  prima- 
donna,  as  it  were,  of  the  stringed  quartet,  and  its 
lovely  voice  puts  into  the  shade  the  more  modest 
tones  of  its  brethren.  Yet,  in  point  of  fact,  it  is 
none  the  less  true  that  there  is  precious  little 
good  violin  playing  in  the  world,  and  a  very 
great  deal  of  very  bad  fiddling  in  its  place.  The 
viola,  the  violoncello,  and  even  the  double-bass, 
or  bull-fiddle,  are  all  noble  instruments;  and 
when  well  played  are  perhaps  the  noblest  voices 
in  all  music.  Some  may  object  that  the  bull 
fiddle  anyhow  should  not  be  called  noble;  but 
who  that  ever  heard  the  majestic  ground  tones 
of  the  fourteen  double-basses  in  the  old  Phil- 
harmonic Society  of  New  York,  now  also  gone 
forever,  would  deny  sonority,  nobility  and  com- 
pelling power  to  the  great  fiddle  that  plays 
standing  up? 

The  'Cello 

The  violoncello,  however,  or  '  'cello"  as  we 
usually  call  it  in  these  slangy  days,  is  the  strong 
member  of  the  whole  fiddle  family,  and  it  hap- 
pens that  its  noble  beauties  have  been  recog- 
nized with  fair  completeness  in  the  compilation 
of  talking  machine  record  catalogs.  If  you  look 
through  the  Victor,  Columbia,  Edison  or  Pathe 
catalogs,  or  through  the  smaller  ones,  you 
will  find  a  large  and  increased  collection  of  fine 
music  either  ill  the  form  of  violoncello  solos, 
of  songs,  etc.,  with  'cello  part  written  into  the 
accompaniment  as  "obligato,"  or  of  quartets, 
trios  or  other  combinations  of  instruments  in 
which  the  'cello  is  a  member. 

The  strength  and  beauty  of  this  instrument 
have  always  made  it  one  of  my  special  favor- 
ites and  I  think  that  all  genuine  lovers  of  mu- 
sical beauty  will  be  inclined  to  feel  just  the 
same  way  about  it.  When,  in  addition,  one  has 
the  privilege  of  preserving  the  records  of  the 
greatest  'cello  playing  by  the  greatest  'cellists, 
the  feeling  of  reverence  for  this  fine  instrument 
is  sure  to  grow,  especially  if  one  likewise  takes 
care  to  make  persistent  and  very  frequent  use 
of  as  many  records  as  one  possesses. 

•Cellists 

The  wonderful  playing  of  Holman,  the  vet- 
eran, of  Kronold,  of  that  remarkable  girl,  Bea- 
trice Harrison,  and  of  Pablo  Casals,  the  most 
wonderful  of  all,  has  been  adequately  recorded 
and  is  available  to  anyone  who  has  a  talking 
machine.  Besides,  there  are  dozens  of  other 
records  of  this  instrument  in  the  various  cata- 
logs. The  total  collection  of  'cello  music'  is 
quite  large,  and  yet  it  is  safe  to  say  that  many 
of  the  finest  pieces  are  neglected,  mainly 
through  ignorance  as  to  their  virtues.  In  the 
present  article  I  want  to  say  something  about, 
first,  the  fascinating  story  of  the  violoncello,  and 
second,  the  beauties  and  attractiveness  of  the 
various  pieces  that  are  to  be  found  in  the  talk- 
ing machine  catalogs. 

The  Chest  of  Viols! 

The  word  violoncello  simply  means  little 
violone.  The  Violone  was  the  double-bass  of 
the  old  family  of  viols  from  which  the  modern 
violin  family  springs.  All  these  viols,  the 
double-bass  viol,  the  bass-viol,  the  tenor  viol, 
the  alto  viol  and  the  treble  viol,  were  favorite 
instruments  from  the  beginning  of  the  sixteenth 
until  the  end  of  the  seventeenth  century,  when 
the  inventions  of  the  great  school  of  Italian 
makers  of  Cremona  began  to  develop  and  per- 


fected the  modern  violin,  viola,  'cello  and  bass. 

Anyone  who  lives  in  or  near  New  York  and 
who  has  time  for  looking  occasionally  at  some- 
thing out  of  the  usual,  can  entertain  himself  and 
at  the  same  time  gain  a  lot  of  very  interesting 
and  useful  information  by  spending  some  hours 
looking  over  the  wonderful  Crosby-Brown  col- 
lection of  musical  instruments  at  the  Metropoli- 
tan Museum  of  Art,  which  is  probably  the  finest 
collection  of  such  instruments,  with  one  excep- 
tion, in  the  entire  world.  Here,  among  other 
things,  such  for  example  as  one  of  the  two 
known  extant  specimens  of  the  pianos  made  by 
Cristofori,  the  inventor  of  that  instrument,  one 
may  find  several  cases  devoted  to  exhibiting 
complete  sets  of  "chests"  of  the  old  viols.  A 
chest  of  viols  was  a  complete  set  from  double 
bass  to  treble.  All  these  old  instruments  were 
made  with  flat  backs,  strung  with  from  five  to 
seven  strings,  and  had  their  fingerboards  bound 
with  frets  made  of  gut,  just  as  the  fingerboards 
of  guitars  and  banjos  are  now.  They  were  in 
all  other  respects,  however,  almost  the  counter- 
parts of  the  present  violin  family. 

"Fiddles" 

It  is  an  interesting  fact,  by  the  way,  that  the 
names  of  all  these  instruments  derive  from  one 
source  and  are  almost  the  same  in  all  modern 
languages.  The  basic  word  is  the  Latin  fides, 
the  diminutive  of  which  is  fidicula,  the  two 
meaning,  respectively,  string  and  little  string. 
The  name  in  time  came  to  be  applied  to  the 
stringed  instrument  itself,  a  sort  of  small  lyre, 
known  during  the  later  Roman  Empire.  Sturdy 
Anglo-Saxon  tongues  made  it  fiddle,  French 
softened  it  gradually  from  fideille  to  vielle  and 
thence  gradually  to  violon.  By  a  parallel  proc- 
ess the  Italians  developed  the  word  viola,  ex- 
panded to  violone  or  diminished  to  violono, 
■  Fiddle  therefore  is  a  good,  respectable  old  name, 
quite  as  good  as  violin;  in  fact,  better,  since 
it  is  closer  to  the  original. 

Viola  da  Gamba 

Violoncello  means  a  little  violone;  and  that 
means  a  little  bass  fiddle.  In  the  old  viol  days 
it  was  often  called  the  viola  da  gamba  or  knee- 
fiddle,  just  as  the  tenor  viol,  now  obsolete,  was 
called  a  viola  da  spalla,  because  it  was  played 
resting  on  the  knee  with  the  head  over  one 


By  William  Braid  White 


shoulder.  The  alto  fiddle,  which  we  now  call 
viola,  was  called  viola  da  braccia  or  arm  fiddle 
and  the  treble  viol  was  known  usually  as  violino, 
or  little  viol,  which  is  what  we  call  it  now; 
violin.  All  the  names,  it  will  be  observed,  are 
Italian,  which  indicates  where  the  fiddles  were 
developed — and  indeed  Italian  fiddles  are  the 
only  good  fiddles.  Others  may  be  pretty  good; 
but  Italian  is  Italian  in  these  matters. 

Makers 

The  violoncello,  then,  is  the  bass  fiddle  played 
between  the  knees.  Its  present  form,  like 
that  of  the  other  three,  violin,  viola  and  double- 
bass,  was  developed  by  the  great  Italian  makers 
of  the  Cremonese  school,  Stradivari,  the  two 
Guarneri,  the  Amati,  Gasparo  de  Salo,  Maggini 
and  others.  It  is  probable  that  Maggini  was 
the  earliest  maker  who  worked  out  violoncelli 
of  modern  dimensions  and  perfected  tone.  The 
other  great  makers  followed  suit,  and  their  pro- 
ductions are  now,  of  course,  almost  priceless. 
A  fine  old  Italian  'cello  is  as  rare  as  a  fine  old 
Italian  violin,  and  as  lovely  to  the  ear. 
Tones 

The  'cello  is  about  thirty  to  thirty-two  inches 
long,  strung  with  four  strings,  of  which  the  low- 
est is  tuned  to  C  in  the  bass  clef,  while  the 
other  three  are  tuned  at  intervals  of  a  Fifth 
higher.  Its  long  fingerboard  and  great  conse- 
quent range  bring  its  high  tones  almost  up  to 
the  height  of  the  upper  end  of  the  violin,  while 
its  lower  end  takes  it  down  into  the  region  of 
the  double-bass.  Its  tone  in  the  lower  registers 
is  somber  and  majestic,  its  middle  is  tinged  with 
a  gentle  melancholy,  and  in  the  upper  regions 
is  plaintively  lovely.  The  'cello  is  not  an  in- 
strument of  gayety  but  of  tender  gentleness; 
it  does  not  laugh,  and  is  perhaps  almost  too 
easily  moved  to  tears.  Only  the  hand  of  a 
consummate  artist  can  produce  from  it  tones 
free  from  all  semblance  of  monotony  and  all 
tendency  to  "groan."  The  artists  whose  names 
have  been  mentioned,  and  whose  records  have 
been  made  for  the  great  catalogs,  are  able  al- 
ways to  redeem  their  noble  instrument  from  the 
charge  of  monotony  and  make  it  a  joy  for  ever. 
Music 

The  violoncello  has  always  been,  of  course, 
(Continued  on  page  57) 


7ih  Floor 

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229  Fulton  Street 


I  Clifford  A.  Wolf  I 
MANUFACTURER  OF 

I  Diamond  and  Sapphire  j 
1  Phonograph  Points  jj 


imiiiiiini 

New  York  City 


mm 

Phone.  1678  Cortlandt 


56 


THE   TALKING    MACHINE  WORLD 


August- 15,  1918 


i«.5  3.8  w  m  w  m  m  w  m  20s  son  w  w  ^mm  mm  w  m  a?  5.5  5?  55.2?  w  m  m  ™ir?irM^^iiu'iMiM[Mi^i^i^ 


8 


Ten  Million  Prospects! 

Dealers,  it  is  estimated  that  over  ten  million  talking  machines  are  now  in  use  in  this 
country.    Every  owner  will  be  interested  in  the  marvelous  vibrant  tube 

The  VIVITONE 

(Patent  Pending) 

Here  is  the  most  wonderful  Tone  Controller  ever  produced:  a  simple  contrivance  that 
adds  to  the  tone  value  of  any  instrument,  no  matter  what  the  price. 

You  will  make  and  hold  an  army  of  new  customers  by  demonstrating  its  unique  qualities 
and  it  is  so  reasonable  in  price  that  the  demand  for  it  is  bound  to  be  universal. 

The  Vivitone  Controller  is  simply  a  small  vibrant  tube  inserted  into  the  needle-post  of 
the  sound  box.  It  fits  ALL  phonographs  using  either  ordinary  steel  or  Tungsten  needles. 

Use  the  Vivitone  and  You  Will  Hear 
the  Artist's  Real  Voice  or  Instrument 


This  will  appeal  to  the  critics  and  the  great 
mass  of  music  lovers  alike. 

A  heavy  or  loud  needle  inserted  into  the 
vibrant  tube  reproduces  the  true  value  and 
color  of  tone  of  instrument  or  voice,  elimi- 
nating at  the  same  time  the  blasting,  harsh, 
strident  effects  of  steel  needles.  At  the 
same  time  it  minimizes  and  corrects  many 
other  faults  of  records  and  diaphragms. 

To  grade  the  tone  to  desired  volume  with- 
out sacrificing  clearness  simply  turn  the  set 
screw  in  the  sound-post;  tightly  for  loud, 
and  slightly  relaxed  for  the  softer  and  mel- 
low tones. 


Try  the  Vivitone  yourself  and  you  will  be- 
come an  enthusiastic  advocate  of  this  simple 
way  to  acquire  the  sweet  and  natural  tone 
that  is  desired  above  everything  else. 

The  majority  of  phonographs  use  the  mica 
diaphragm  because  of  its  brilliance,  but  it 
does  emit  occasional  strident  tones  and  in 
the  louder  passages  of  the  records,  blasting 
notes.  The  Vivitone  corrects  these  defects 
without  lessening  the  brilliancy. 

On  phonographs  using  diaphragms  made  of 
other  material,  the  Vivitone  regulates  the 
tone  volume  to  get  the  very  best  musical 
effect  without  muffling  the  sound. 


Favorite  Records  Take  on  New  Richness  of  Tone 
with  the  use  of  the  Vivitone 

Every  lover  of  music  will  thank  you  for  demonstrating  the  wonders  of  this  simple  little 
invention.  You  will  find  the  Vivitone  is  a  Talking  Machine  accessory  that  helps  you 
add  to  that  valuable  asset  of  trade — the  GOOD  WILL  of  those  to  whom  you  sell  it. 

Each  package  contains  four  tubes  which  will  play  thousands  of  records  and  retails  for 
50c.    Very  liberal  discount  to  dealers. 

Sample  FREE  to  Any  Dealer 

So  certain  are  we  that  you  would  be  eager  to  sell  the  Vivitone  if  you  really  knew  what 
wonders  it  accomplishes,  we  will  send  a  sample  Vivitone  free  to  any  rated  dealer. 
Write  on  your  letterhead  for  Dealers'  Proposition  and  the  free  sample  today. 

The  Vivitone  Controller  Company 

400,  401,  402  Bell  Block  Cincinnati,  Ohio 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


57 


New  Model  Graf onolas— new  styles  of 
design;  new  type  of  motor;  new  and 
improved  tone -quality;  many  other  me- 
chanical improvements. 


Columbia  Graphophone  Co 

NEW  YORK 


THE  MUSICAL  POSSIBILITIES  OF  THE  TALKING  MACHINE 


(Continued  from  page  55) 


mainly  an  instrument  for  the  orchestra  or  for 
smaller  aggregations  of  strings,  and  in  conse- 
quence the  quantity  of  music  specially  written 
for  it  is  relatively  not  very  large,  though  abso- 
lutely it  amounts  to  a  goodly  bulk.  Handel  and 
Bach  are  the  earliest  writers  who  have  taken 
the  violoncello  as  a  separate  voice  and  treated 
it  accordingly,  as  the  famous  six  pieces  of  Bach, 
and  the  employment  of  the  instrument  by  Han- 
del as  obligato  player  with  the  voice  in  his  ora- 
torios, well  indicate.  Beethoven  wrote  several 
sonatas  for  'cello  and  piano,  and  Mozart  gave 
much  prominence  to  it  in  some  of  his  string 
quartets.  Golterman  and  Popper  may  be  men- 
tioned as  two  writers  of  the  nineteenth  century 
who  not  only  composed  many  original  works 
for  'cello,  but  arranged  much  other  music  for 
it  from  compositions  originally  written  for 
other  instruments.  Mendelssohn's  wonderful 
Air  with  variations  for  'cello,  with  piano,  re- 
mains one  of  the  finest  compositions  for  the  in- 
strument. Schumann,  Nolique,  Goldmark  and 
others  have  written  concertos  for  'cello  with 
orchestra  and  Pablo  Casals  plays  a  marvelous 
set  of  symphonic  variations  by  Boellman. 
Tschaikowsky  has  written  some  Rococo  varia- 
tions, and  there  are  many  other  pieces  of  the 
same  sort. 

For  various  reasons,  however,  arrangements 
of  music  originally  written  for  other  instru- 
ments have  been  adapted  to  the  'cello.  The 
catalogs  of  records  will  be  found  to  contain 
much  matter  of  this  sort. 

A  First  Piece 

If  I  were  going  to  choose  one  special  piece 
for  the  purpose  of  introducing  a  novice  to  the 
music  of  the  'cello  as  recorded,  I  think  perhaps 
I  should  take  the  Edison  record  of  Paul  Gruppe's 
playing  of  Schumann's  lovely  Traumerei,  which, 
in  these  days,  is  better  termed  "reverie."  The 
piece  was  written  for  piano  originally  but  is  cer- 
tainly better  as  a  violin  or  'cello  solo,  best  of 
all  the  latter.  Here  is  melody,  sweet,  pure  and 
withal  simple,  melody  that  can  and  must  only 
charm  and  subdue,  melody  in  which  not  a  rough 
tone  or  fantastic  chord  exists  to  irritate  the 
musically  crude,  while  the  most  refined  musical 
taste  must  always  love  it.  No  better  preliminary 
piece  than  this  can  be  imagined. 

Beatrice  Harrison 

The  very  remarkable  little  English  girl,  Bea- 
trice Harrison,  daughter  of  a  British  army  offi- 
cer, born  in  India  and  first  'cellist  to  win  the 
Mendelssohn  prize  in  Berlin,  has  done  some 
good  recording  for  the  Victor.  I  should  espe- 
cially recommend  her  playing  of  the  Prize  Song 
from  Wagner's  Mastersingers,  as  an  example 


H.  J.  SMITH— Jewel  Manufacturer 

MANUFACTURER  OF -Phonograph  Diamond  and  Sap- 
phire Reproducing  Points— Recording  Laboratory  Jewels 
—Jewel  Bearings  for  Electrical  Instruments— Rough 
Diamond— Diamond  Powder— Experimental  Work. 

Telephone  2896  Market 

833  BROAD  STREET       NEWARK,  N.  1. 


of  broad,  fine,  flowing  melody,  wonderfully 
phrased  and  played  with  wonderful  tone-qual- 
ity. And  she  is  only  a  young  girl  yet!  Her 
playing  of  the  Russian  Cesar  Cui's  "Orientale," 
an  astonishing  piece  of  virtuosity,  both  for  the 
composer  and  for  the  player,  is  also  worth  hear- 
ing, but  should  come  later. 

Victor  Herbert,  as  some  people  are  not  aware, 
was  a  'cellist  first  of  all,  and  he  has  recorded  a 
scherzo  and  waltz  of  his  own,  played  by  himself. 
Both  are  more  than  good.    Try  them. 

Hans  Kronold  has  done  an  arrangement  of 
the  lovely  E  flat  nocturne  of  Chopin,  in  the 
Edison  edition  and  the  Tollefsen  Trio  (piano, 
violin  and  'cello)  have  made  a  good  double 
record  also  for  the  same. 

I  might  mention  many  others,  but  space-pres- 
sure forbids.  It  is  necessary,  however,  to  speak 
of  the  greatest  artist  now  recording  'cello  play- 
ing for  the  talking  machine. 

Casals 

Pablo  Casals  is  by  all  odds  the  greatest  violon- 
cellist of  the  day  and  no  one  will  envy  the  Co- 
lumbia people  their  good  fortune  in  laying  their 


hands  on  him  for  their  edition  of  records.  It  is 
not  necessary  to  select  any  special  number  from 
the  list  of  his  records.  Each  is  a  gem  in  itself. 
Casals  has  been  called  "the  greatest  artist  who 
ever  drew  a  bow"  and  the  title  is  well  deserved, 
especially  when  it  is  remembered  that  the  phrase 
was  made  by  that  great  Victor  artist,  the  master 
fiddle  player,  Fritz  Kreisler.  Casals  is  a  marvel. 
I  have  heard  every  great  'cellist  who  has  ap- 
peared in  the  United  States  during  the  last 
twenty  years,  Jean  Gerardy,  Elsa  Ruegger,  An- 
ton Hekking,  Willem  Willeke,  Beatrice  Harri- 
son, Pablo  Casals.  Casals  is  boss  of  all,  with- 
out a  doubt.  His  Columbia  records  are  wonder- 
ful, simply  wonderful!  You  ought  to  encourage 
your  customers  to  have  all  of  them. 

No  Boches! 
Just  notice,  by  the  way,  that  of  the  above  men- 
tioned great  players,  the  first  is  a  Belgian,  the 
second  a  Swiss,  the  third  and 'fourth  Hollanders, 
the  fifth  English  and  the  sixth  a  Spaniard;  not 
a  German  superman  among  them!  Whatever 
can  be  the  matter?  Somehow  I  have  a  horrible 
suspicion  that  we  shall  find  out  lots  more  facts 
like  these.  Some  day  we  may  even  begin  to  be- 
lieve that  musicians  need  not  be  made  in 
Deutschland ! 


EFFECTIVE  CARTOON  ADVERTISING 

Mann  Piano  Co.  Using  That  Method  to  Advan- 
tage in  Featuring  Victor  Records 


The  Mann  Piano  Co.,  209  North  Liberty 
street,  Baltimore,  Md.,  has  been  featuring  the 
new  Victor  records  in  a  distinctly  individual  and 
interesting  manner  through  the  medium  of  ad- 
vertisements in  cartoon  form  in  the  daily 
papers.  Attention  was  called  to  the  Victor  rec- 
ord 18,474  of  "Indianola,"  sung  by  Billy  Murray, 
through  the  medium  of  a  large  sized  two  col- 
umn ad,  the  central  drawing  showing  an  Indian 
on  the  warpath,  holding  the  Kaiser's  hair  in 
one  hand,  and  ready  to  bounce  a  stone  hatchet 
off  his  skull  with  the  other.  The  chorus  of  the 
song  was  also  reproduced,  and  a  number  of 
record  sales  were  directly  traceable  to  the  ad. 


FORMAL  OPENING  IN  TULSA,  OKLA. 


The  Allen-Thede  Music  Co.,  Tulsa,  Okla.,  are 
now  located  in  their  handsome  new  home  in 
that  city,  and  marked  the  occasion  of  their  re- 
moval by  holding  a  formal  reception  for  the 
entertainment  of  their  friends  and  patrons.  The 
opening  covered  several  days,  and  Victrola  con- 
certs constituted  a  leading  feature.  Prince  Lei 
Lani,  of  Hawaii,  who  has  made  many  successful 
Victor  records,  appeared  in  person  and  inter- 
preted Hawaiian  music  for  the  guests. 


THE  VALUE  OF  ADVERTISING 

Cutting  down  advertising  in  slack  times  is  an 
example  of  "penny  wise  and  pound  foolish." 
Advertising  is  like  a  magician's  bag — more 
comes  out  of  it  than  was  put  in. 


INCREASE  YOUR  SALES 
Mr.  Edison  Dealer,  with  the 

KENT  Attachment 
and  Sound  Box 


Patented  March  2,  1915 
SIMPLE  AND  ACCURATE 

Made  by  manufacturers  who  have  specialized  in  Edison 
attachments  for  years. 

SEND  FOR  ONE  TODAY 

Most  Edison  jobbers  handle  our  products.  If  yours  does 
not  send  direct. 

F,  C.  KENT  &  CO. 

Manufacturers  of  Phonograph  Accessories 
COR.  MULBERRY  AND  CHESTNUT  STS.,  NEWARK,  N.  J. 


58 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


NORTHERN  OHIO  ASSOCIATION  PLANNING  ANNUAL  OUTING 

Arrangements  Now  Being  Perfected  for  Affair — Chas.  K.  Bennett  on  Vacation  in' East — Pershing 
Record  Makes  a  Hit — Dr.  Spaulding  Strong  Advocate  of  Talking  Machine  for  Soldiers 


Cleveland,  O.,  August  5. — Charles  K.  Bennett, 
president  of  the  Talking  Machine  Dealers'  As- 
sociation of  Northern  Ohio,  announced  yester- 
day, before  starting  for  a  two  weeks'  auto  trip 
through  the  East  with  his  family,  that  plans  are 
being  perfected  for  the  second  annual  outing 
and  picnic  of  the  association  members. 

The  place  has  not  been  selected  but  will 
probably  be  one  of  the  bathing  beaches  in  or 
around  the  city.  Prizes  in  Thrift  Stamps  will 
be  awarded  successful  contestants  in  a  baseball 
game,  girls'  tug  of  war,  fat  men's  races,  and 
other  similar  amusements. 

Mr.  Bennett,  who  is  manager  of  the  Eclipse 
Musical  Co.,  said  that  he  expected  to  be  in 
the  East  for  two  or  three  weeks,- and  during  his 
absence  would  visit  the  Victor  factory  in  Cam- 
den, N.  J. 

"Business  with  us  in  the  record  end  of  the 
game  is  about  40  per  cent,  better  than  it  was 
this  time  a  year  ago,"  said  Mr.  Bennett.  "We 
are  having  difficulty  in  getting  machines,  but 
on  the  whole  the  members  of  our  association 
are  inclined  to  be  optimistic,  and  I  might  add 
shipments  '  are  coming  through  better  than 
might  be  expected  under  the  unusual  condi- 
tions. I  look  for  better  fall  trade,  and  there  is 
but  one  thing  for  us  all  to  do,  and  that  is  to 
push  ahead  and  not  get  discouraged,  because  our 
best  licks  must  be  effective  in  winning  this 
war." 

C.  C.  Lyons,  assistant  secretary  of  the  talking 
machine  dealers'  organization,  is  in  the  East 
looking  after  business. 

The  new  Pershing  record,  which  has  been 
widely  advertised,  is  being  royally  received  in 
Cleveland.  This.  Columbia  record  makes  an  ap- 
peal to  owners  of  machines  having  relatives  in 
the  war,  particularly  "over  there."  Dealers  pre- 
dict an  unprecedented  run  on  the  record,  which 
is  looked  upon  as  a  "voice  from  France." 

Probably  the  same  reason  that  prompts  Cleve- 
land audiences  to  sometimes  rise  when  the  na- 
tional air  of  France  is  played  in  a  theatre 
prompts  these  same  people  to  seek  the  splendid 
record  "Lorraine,  My  Beautiful  Alsace-Lor- 
raine." "If  He  Can  Fight  Like  He  Can  Love"  is 
another  record  offering  that  is  having  a  big  run 
in  this  section  of  the  country. 

The  Collister  &  Sayle  Co.,  retailers  of  Vic- 
tor machines,  announce  unusual  business  for 
the  summer.  This  firm  are  also  distributors  for 
all  kinds  of  athletic  goods.  Asked  how  this 
class  of  goods  and  talking  machines  go  in  a 


combination  the  sales  manager  of  both  ends  of 
the  business  said  "bully."  He  said  music  and 
"a  hankering  after  athletics  go  together  nicely, 
particularly  with  the  dear  young  girls  who  seek 
to  be  up  to  date."  This  firm's  summer  window 
displays  of  sporting  goods  and  Victor  machines 
and  records  is  unusually  attractive. 

"The  talking  machine  business  is  just  in  its 
infancy,"  said  a  member  of  the  firm  of  B. 
Dreher's  Sons  Co.  "We  hardly  realized  when 
this  new  outlet  for  music  was  opened  what  the 
results  will  be,  but  now  the  future  is  as  clear  as 
daylight.  The  war  will  develop  rather  than 
retard  the  talking  machine  industry,  for  the  war 
is  making  "more  music-lovers  than  all  the 
teachers  in  the  world." 

Superintendent  E.  P.  Spaulding,  of  the  Cleve- 
land schools,  one  of  the  best  champions  of  good 
music  the  city  has,  has  been  granted  a  year's 
leave  of  absence  to  take  charge  of  educational 
work  among  the  American  soldiers  in  Europe. 


Before  leaving  he  declared  in  favor  of  the  ex- 
pansion of  the  talking  machine  industry. 

The  talking  machine  is  making  home  spots  in 
far-away  battlefields  for  hundreds  of  thousands 
of  American  boys  who  gave  up  all  that  was  dear 
to  them  before  they  sailed  overseas  to  fight  for 
their  country,"  said  Dr.  Spaulding.  "Wherever 
I  go  when  I  get  to  Europe  I  hope  to  see  and 
hear  a  phonograph  and  I  shall  encourage  those 
back  home  to  send  the  soldiers  all  the  records 
possible." 

Rex  Hyre,  assistant  secretary  of  the  Cleveland 
Music  Trades  Association,  is  already  planning 
some  stunts  for  the  annual  banquet  and  meet- 
ing, yet  months  ahead. 

A.  L.  Jackson,  a  talking  machine  dealer  of 
St.  Louis,  Mo.,  was  mixing  among  local  houses 
the  first  of  the  month. 

Talking  machine  advertising  in  the  local  papers 
keeps  its  head  on  the  level  with  other  lines  of 
business.  Local  dealers  are  using  much  space 
in  addition  to  what  manufacturers  or  distrib- 
utors are  regularly  buying  when  new  records  are 
released.  The  May  Co.  is  one  of  the  best,  but 
buyers  of  local  space,  using  the  same  for  piano 
and  phonograph  stories. 


BRISTOL  &  BARBER  INCORPORATE 


particularly  in  the  development  of  Pathephone 
and  Pathe  disc  business. 


Organize  the  Bristol  &  Barber  Co.,  lac,  With 
Capital  of  $100,000— Noted  Men  Interested 


There  was  incorporated  last  week  under  the 
laws  of  the  State  of  New  York,  the  Bristol  & 
Barber  Co.,  Inc.  This  concern  is  capitalized  at 
$100,000  and  will  take  over  the  business  of  Bris- 
tol &  Barber  and  the  Pathephone  Sales  Co.,  of 
New  York.  The  Bristol  &  Barber  Co.,  Inc., 
will  continue  both  the  piano  bench  and  stool 
business  conducted  by  Bristol  &  Barber  in  the 
past  and  the  Pathe  jobbing  business  formerly 
conducted  by  the  Pathephone  Sales  Co.,  New 
York,  the  latter  company  having  been  dissolved. 

The  officers  of  the  new  concern  are  E.  ,D. 
Bristol,  president;  C.  L.  Johnston,  vice-presi- 
dent and  general  manager;  N.  G.  Barber,  secre- 
tary and  treasurer.  Mr.  Johnston  was  formerly 
connected  with  Steger  &  Sons,  the  well-known 
piano  house,  in  an  executive  capacity,  and  for 
many  years  has  been  prominent  in  piano  cir- 
cles. He  will  be  assisted  -in  the  Pathephone 
jobbing  end  of  the  business  by  R.  B.  Caldwell, 
who  will  continue  to  co-operate  with  and  visit 
Pathe  dealers  in  this  territory,  and  J.  G.  Klein 
will  assist  Mr.  Johnston  in  the  piano  bench  and 
stool  business.  The  company  is  planning  to 
expand  in  various  directions,  and  the  new  ar- 
rangement will  enable  it  to  give  the  dealers  in 
this  territory  efficient  service  and  co-operation, 


COLUMBIA  MANAGERIAL  CHANGES 

A.  W.  Roos  Now  Acting  Manager,  Succeeding 
I.  W.  Reid  in  St.  Louis— J.  L.  Dubreil  Takes 
Charge  in  Cleveland  Territory 


George  W-  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  New  York,  an- 
nounced this  week  the  appointment  of  A.  W. 
Roqs  as  acting  manager  of  the  company's  St. 
Louis  branch,  succeeding  Irby  W.  Reid,  who 
has  resigned  from  the  Columbia  service. 

Mr.  Roos  was  formerly  manager  of  the  Cleve- 
land branch  of  the  Columbia  Co.  and  has  been 
identified  with  Columbia  service  for  a  number 
of  years.  He  has  won  the  esteem  and  friend- 
ship of  Columbia  dealers  in  Cleveland  territory 
and  he  is  receiving  the  hearty  congratulations 
of  his  co-workers  upon  his  appointment. 

J.  L.  Dubreil,  formerly  assistant  manager  at 
the  Cleveland  branch,  has  been  appointed  man- 
ager in  place  of  Mr.  Roos.  Although  he  has 
only  been  associated  with  the  Columbia  Co. 
for  the  past  year,  Mr.  Dubreil  has  already  gained 
an  intimate  knowledge  of  Columbia  merchan- 
dising systems  and  plans,  and  his  unceasing  ef- 
forts to  co-operate  with  Columbia  dealers  in 
Cleveland  territory  are  justly  rewarded  in  his 
promotion  to  the  post  of  manager. 


IIIIINIIIilllllflilBI 


J 


Efficient  Record  Service 


1 


r 


THE  accompanying  illustra- 
tion shows  one  of  the  numerous 
efficiency  systems  we  have  in- 
stalled in  order  to  make  Eclipse 
Victor  second  to  none  in  the 
matter  of  giving  prompt  attention 
to  orders. 


Loading  Truck  Right  on  Stock  Floor 


ECLIPSE  MUSICAL  COMPANY 

CLEVELAND  OHIO 


August  15,  1918 


THE   TALKING   MACHINE  WORLD 


59 


INTRODUCE  VICTOR  RECORD  FAN 


CLEVER  RECORD  SELLING  PLAN 


An  Attractive  and  Seasonable  Novelty  for  Victor 
Dealer  Just  Issued 


A  very  attractive  and  seasonable  advertising 
novelty  for  Victor  dealers  is  illustrated.  This 
fan,  printed  in  red  and  black  on  heavy  cardboard 
stock,  is  an  exact  facsimile  of  a  double  face  Vic- 
tor record,  and  when  imprinted  with  the  dealer's 
name  and  address  makes  a  very  effective  adver- 
tisement.   Displayed  in  the  show  window,  with 


A  Reincke-Ellis  Novelty 

a  card  reading  "Come  in  and  get  yours,"  a  taste- 
fully arranged  display  of  these  fans  brings  the 
people  into  the  store  and  keeps  the  demonstrat- 
ing booths  busy.  The  Victor  Record  Fan  is 
very  reasonably  priced  in  lots  of  250  and  up- 
wards, and  may  be  secured  from  the  Reincke- 
Ellis  Co.,  608  South  Dearborn  street,  Chicago, 
specialists  in  Victor  dealer  advertising  literature 
and  novelties. 


TAKE  ON  TALKING  MACHINES 

Geo.  H.  Lennox,  a  well-known  druggist, 
Eighteenth  and  Shunk  streets,  Philadelphia,  Pa., 
lias  taken  on  a  line  of  talking  machines  which 
he  is  finding  a  profitable  adjunct  to  his  busi- 
ness. 


"Globe"  TRANSFER 
9  NAME1  PLATES 


Can  be  easily  and  quick- 
ly  applied  on 

TALKING  MACHINES, 
PIANOS. 
TYPEWRITERS. 
SEWING  MACHINES. 
FURNITURE,  ETC. 

You  can  order  any  of 
the  designs  illustrated. 
Style  I  to  7.  with  your 
copy,  as  follows: 

250— $16.00 

500— $20.00 
1000— $27.50 
2000— $40.00 
3000— $50.00 
5000— $65.00 

Complete  transferring  out- 
fit Included  with  every 
order. 

Write  for  folder  "You 
Need  Decalcomanie  In 
Your  Business." 


WHITE  PIANO  CO. 

_^IRBJJRY^NE8^ 

STYLE  7 
CUTS  ARE  HALF  SIZE 


Globe 
Decalcomanie 
Co. 

74    MONTGOMERY  ST. 

JERSEY  CITY,  N.  J. 


How  One  Edison  Dealer  Managed  to  Interest 
Customers  in  His  Order  Records  and  Inci- 
dentally Register  Some  Real  Sales 


Under  the  caption  of  "Do  You  Sell  What 
You  Have?"  there  appeared  in  the  Edison  Dia- 
mond Points  for  the  current  month  a  most  in- 
teresting story  of  the  success  of  a  Philadelphia 
dealer  in  adapting  a  new  plan  for  bringing  to 
the  attention  of  his  customers  records  that  have 
lain  uncalled  for  on  his  shelves  for  a  consid- 
erable period,  and  which  might  be  classed  gen- 
erally as  "stickers."  The  experience  of  the  deal- 
er is  set  forth  as  follows: 

To  what  extent  do  you  permit  your  personal 
preferences  to  interfere  with  your  record  sales? 
Do  you  ever  stop  to  consider  how  many  records 
there  are  piled  away  on  your  shelves  that  you 
yourself  do  not  like,  or  are  tired  of?  Is  it  rea- 
sonable to  assume  that  your  customers  feel  as 
you  do  about  these  records?  Perhaps  they 
would  find  just  the  sort  of  music  they  like  best 
among  those  supposed  "dead  ones"  that  you 
have  piled  away  as  unsalable.  And  they  may 
never  even  have  heard  the  ones  you  are  so  tired 
of. 

H.  E.  Blake,  one  of  Philadelphia's  progressive 
Edison  dealers,  gave  these  possibilities  some 
consideration  after  he  saw  the  slogan  we  printed 
on  the  cover  of  the  April  Diamond  Points — 
"The  oldest  music  in  the  world  is  new  to  the 
man  who  has  never  heard  it."  Then  he  dug 
out  his  old  stock,  dusted  it  off,  and  made  up 
packages  of  records  to  send  out  to  owners  in 
his  district.  At  the  same  time  he  advised  the 
owners  that  as  these  packages  contained  some 
very  fine  numbers  that  he  thought  they  had 
never  heard  he  was  giving  them  an  opportunity 
to  listen  to  them  in  their  own  homes,  and  to 
return  any  which  they  did  not  care  for  at  his 
expense  within  three  days.  He  sent  out  twenty 
of  these  packages  a  day  until  he  had  gone  the 
rounds  of  his  customers,  and  his  old  stock  was 
enormously  reduced. 

He  reports  that  the  results  were  beyond  his 
fondest  hopes.  Records,  that  he  had  lain  awake 
nights  wondering  how  he  was  to  move,  disap- 
peared as  if  by  magic,  never  to  return,  and  he 
has  the  cash  in  the  bank  to  account  for  their 
disappearance.  His  increase  in  business  for  the 
month  of  May,  over  that  of  May,  1917,  is  100 
per  cent.,  largely  due,  he  says,  to  the  practical 
application  of  our  slogan. 

Moreover,  Mr.  Blake  informs  us,  since  most 
of  the  owners  to  whom  he  sent  the  records 
were  local  people,  they  did  not  take  the  trouble 
to  rewrap  them  for  parcels  post,  but  brought 
them  back  personally  to  the  store,  giving  him 
an  opportunity  to  sell  others  in  place  of  the 
ones  they  didn't  care  for. 

If  you  will  devote  as  much  effort  to  moving 
old  stock  as  you  do  to  the  new  records  that 
sell  themselves,  you  will  get  results,  precisely 
as  did  Mr.  Blake.  Fix  this  slogan  in  your 
memory:  "The  oldest  music  in  the  world  is 
new  to  the  man  who  has  never  heard  it."  Ap- 
ply it  to  your  business,  and  sell  what  you  have. 


'NEWTS"  AGAIN  MAKES  APPEARANCE 


Clever  Little  Monthly  Edited  by  Frank  T.  Nutze 
Contains  Some  Worth-While  Thoughts 


The  latest  edition  of  "Newts,"  that  bright 
little  monthly  edited  in  his  own  peculiar,  but 
effective  way  by  Frank  T.  Nutze,  vice-president 
of  Stephenson  Inc.,  well-known  talking  machine 
motor  manufacturers,  consists,  chiefly  of  two 
articles  full  of  clever  thoughts.  The  first  is 
entitled:  "The  Dead  Cell,"  and  explains  how 
a  single  dead  cell  in  a  chain  of  batteries  will 
make  ineffective  the  whole  circuit.  It  is  em- 
phasized, however,  that  there  are  no  dead  cells 
in  the  Stephenson  organization.  A  second  arti- 
cle is  on  "Music  in  War  and  Peace,"  and  offers 
some  thoughts  on  music  in  this  particular  which 
should  make  it  well  worth  while  for  the  average 
human  to  procure  quickly  and  read  intently  this 
latest  issue  of  "Newts." 


The  Latest 
Creation 
in  Music 

The 

Phono-Grand 


small  enough  and  sufficiently 
low  priced  to  fit  the  apartment 
of  the  man  of  moderate  means. 
Elegant  enough  for  the  most 
beautiful  nook  in  the  music 
room  of  the  millionaire. 

A  musical  instrument  par  ex- 
cellence. The  player  is  adapted 
for  any  regular  88-note  music 
roll.  By  the  use  of  Q.  R.  S. 
expression  rolls  it  becomes  a 
high  grade  reproducing  piano 
— Small  in  size,  ample  in  tone 
of  perfect  quality. 

The  talking  machine  embodies 
new  and  exceptionally  effec- 
tive acoustic. 

The  Phono-Grand  is  a  novelty 
but  a  practical  one — 

It  opens  up  a  new  field  for  the 
talking  machine  man. 

Are  you  going  to  take  advan- 
tage of  this  really  remarkable 
profit  making  and  business 
building  opportunity? 

J.  P.  SEEBURG  PIANO  CO. 

209  So.  State  St.    Chicago,  111. 


60 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 

19  CITY  ROAD  -  -  ■  LONDON,  E.  G.  ENGLAND 

Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 

High  Grade  Motors  Manu£yctured  Mermod  Freres 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  is 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  enquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  C.  ENGLAND 


■II 


August  15,  1918 


THE   TALKING   MACHINE  WORLD 


61 


PITTSBURGH  DEALERS  CARRYING  ON  PATRIOTIC  WORK 

In  Addition  to  Subscribing  Liberally  to  Various  War  Funds  Trade  Is  Sending  Hundreds  of  Rec- 
ords to  Fighting  Men — Little  Worry  Over  Tax — Trade  Generally  Quite  Active 


Pittsburgh,  Pa.,  August  5. — With  the  loyalty 
that  has  characterized  the  talking  machine  deal- 
ers of  Pittsburgh  since  the  United  States  entered 
the  war  there  is  no  note  of  complaint  or  criti- 
cism heard  in  the  various  shops  relative  to  the 
proposed  tax  on  phonographs.  In  fact,  the 
dealers  are  a  unit  in  stating  "if  the  United  States 
Government  needs  money  to  carry  on  the  war 
to  a  successful  conclusion  it  has  got  to  have  it 
somehow."  The  Pittsburgh  talking  machine  . 
fraternity  have  been  in  the  forefront  of  every 
movement  of  a  patriotic  nature  that  has  been 
held  in  the  Steel  City  since  the  war  started.  In 
the  Red  Cross  drives,  the  Young  Men's  Chris- 
tian Association  campaigns,  the  Knights  of  Co- 
lumbus fund  raisings,  the  Young  Men's  Hebrew 
Association's  collections  and  the  Liberty  Bond 
sales,  the  talking  machine  men  of  Pittsburgh 
have  had  an  important  part. 

In  addition  to  this  they  have  also  arranged 
for  the  sending  of  hundreds  of  records  to  the 
soldiers  overseas  and  to  the  men  in  the  vari- 
ous training  camps  in  the  United  States.  To 
this,  it  can  be  added  that  their  show  windows 
have  been  freely  utilized  for  the  display  of  patri- 
otic scenes,  which  while  coupled  with  the  ex- 
hibition of  records  and  talking  machines,  never- 
theless were  a  potent  factor  in  increasing  and 
sustaining  the  patriotic  spirit  of  the  people. 

The  attitude  of  the  talking  machine  men  here 
can  be  well  stated  in  the  words  of  A.  R.  Meyer, 
the  manager  of  the  Victrola  department  of  the 
Joseph  Home  Co.  and  who  is  also  the  efficient 
and  genial  secretary  of  the  Pittsburgh  Talking 
Machine  Dealers'  Association.  While  not 
speaking  in  an  offilcial  capacity  and  only  pre- 
senting his  own  views  Mr.  Meyer  said  to  The 
Talking  Machine  World  representative:  "There 
is  no  doubt  that  phonographs  will  be  taxed  and 
we  will  have  to  do  our  bit.  The  men  overseas 
are  giving  their  all,  and  it  is  but  the  least  we 
can  do  to  help  pay  the  war  expenses  and  back 
them  up.  But  it  should  be  made  to  apply  with 
equal  force  to  all  so-called  luxuries  and  not  be 
of  a  discriminatory  nature  and  place  the  talking 
machine  dealers  in  the  position  of  being  made 
to  pay  a  tax  that  other  trades  or  businesses, 
other  things  being  equal,  would  not  have  to 
pay." 

Trade  conditions  in  the  talking  machine  in- 
dustry in  Pittsburgh  are  reported  as  quite  brisk 
by  practically  all  of  the  dealers  and  jobbers. 
There  is  a  marked  scarcity  of  certain  popular 
records  and  some  of  the  leading  makes  of  ma- 
chines are  also  difficult  to  secure,  although 
there  is  a  disposition  on  part  of  the  dealers  to 
look  the  situation  in  the  face  in  a  cheerful  man- 
ner and  make  the  best  of  it. 

The  Standard  Talking  Machine  Co.,  with  its 
characteristic  enterprise  and  far-sightedness,  has 
issued  a  circular  letter  to  their  large  and  in- 
creasing list  of  dealers  calling  attention  to  the 
Victor  record  situation  and  assuring  them  full 
and  hearty  co-operation  in  the  matter  of  fur- 
nishing records.  Emphasis  is  placed  in  the 
letter  on  the  large  number  of  good  records  that 
are  in  stock  and  the  wisdom  of  the  retail  dealer 
to  care  for  the  interests  of  his  patrons  by  always 
having  on  hand  an  ample  supply  of  records  that 
are  easily  available. 

J.  C.  Roush,  president  of  the  Standard  Talk- 
ing Machine  Co.  returned  from  a  trip  to  Lake 
Chautauqua,  N.  Y.,  where  Mrs.  Roush  and  their 
two  children  have  been  spending  the  summer  at 
their  cottage.  Mr.  Roush  managed  to  make 
week-end  trips  to  the  popular  resort. 

Wallace  Russell,  manager  of  service  and  ad- 
vertising of  the  Standard  Talking  Machine  Co., 
is  another  devotee  of  Lake  Chautauqua  and  dur- 
ing the  summer  has  been  making  week-end  trips 
via  auto  to  the  lake,  where  his  family  are  so- 
journing during  the  heated  term. 

John  Fisher,  manager  of  the  Victrola  depart- 
ment of  the  C.  C.  Mellor  Co.  with  Mrs.  Fisher 
and  their  son  are  spending  several  weeks  in 
Northern  Canada.     T.  E.  Shortell,  manager  of 


the  talking  machine  department  of  Hamilton's, 
spent  his  vacation  at  Cambridge  Springs,  Pa. 

A.  N.  Ansell,  manager  of  the  Victrola  depart- 
ment of  McCreery's  returned  from  Louisville, 
Ky.,  his  former  stamping  grounds,  where  he 
spent  an  enjoyable  outing.  He  was  accom- 
panied by  Mrs.  Ansell.  Mr.  Ansell  reports  sales 
of  Victor  machines  and  records  during  July  as 
exceptionally  brisk  and  exceeding  the  trade 
handled  during  July,  1917. 

G.  S.  Hards,  manager  of  the  Victrola  depart- 
ment of  the  W.  F.  Frederick  Piano  Co.,  ex- 
pressed himself  as  well  pleased  with  the  trend 
of  business  during  the  past  few  weeks  and 
stated  that  while  there  was  a  scarcity  of  cer- 
tain records  and  machines  the  firm  was  able 
to  care  for  all  trade  offered  in  a  satisfactory 
manner. 

S.  H.  Nichols,  manager  of  the  wholesale  de- 
partment of  the  Columbia  Graphophone  Co.'s 
Pittsburgh  offices,  which  are  located  in  the 
Pittsburgh  Plate  Glass  Co.'s  Building  on  Du- 
quesne  way,  was  quite  optimistic  over  the  Co- 
lumbia business  in  the  Pittsburgh  territory.  He 
stated  that  the  sales  for  July  especially  in  rec- 
ords had  far  exceeded  his  expectations  and  had 
more  than  eclipsed  the  sales  that  were  made  in 
July  a  year  ago.  "We  are  aiming  to  give  our 
patrons  the  best  service  possible,"  said  Mr. 
Nichols,  "and  we  feel  that  it  is  one  of  the  fac- 
tors that  has  made  the  Columbia  machines  and 
records  so  popular  in  this  section.  Our  trade 
is  increasing  at  a  marvelous  rate  and  the  in- 
dications are  that  the  fall  business,  for  which 
we  are  now  shaping  ourselves  to  care  for,  will 
be  the  best  in  the  history  of  this  office."  Mr. 
Nichols  expressed  himself  as  well  pleased  at  the 
manner  in  which  the  Pittsburgh  public  received 
the  Pershing  record.  There  was  a  liberal  use 
of  newspaper  space  to  notify  the  public  of  the 
Pershing  record  and  the  various  dealers  used 
their  show  windows  for  displays  of  the  records, 
which  were  embellished  by  the  very  tasty  back- 
ground in  which  a  life-size  photograph  of  Gen- 
eral Pershing  and  a  number  of  American  flags 
occupied  a  prominent  place. 

A.  A.  Buehn,  of  the  Buehn  Phonograph  Co., 
Edison  distributors,  spoke  very  pleasingly  of 
trade  conditions  during  the  past  few  weeks  and 
stated  that  the  demand  for  Edison  machines 
and  records  showed  that  they  were  growing  in 
popularity  among  the  music  lovers  of  Pitts- 


burgh. The  Buehn  Phonograph  Co.  is  located 
at  513  Wood  street,  right  in  the  heart  of  the 
downtown  business  section.  Demonstration 
rooms  are  on  the  first  and  second  floors.  In 
order  to  care  for  the  local  trade  demands  the 
company  had  placed  an  auto  delivery  car  in 
operation. 

H.  J.  Brennen,  manager  of  the  Pathe  inter- 
ests in  the  Pittsburgh  district,  stated  that  sales 
were  keeping  up  for  the  summer  period  much 
better  than  had  been  anticipated.  The  new 
Pathe  machine  for  camp  or  trench  use  is  prov- 
ing a  very  popular  summer  seller,  he  said. 

The  local  demonstration  center  of  the  Pathe 
Co.  is  at  the  Pathe  Shop  on  Liberty  avenue, 
which  is  attractively  fitted  up  with  booths  and 
a  reception  hall.  The  first  floor  is  given  over 
to  a  fine  display  of  the  Pathe  styles  of  talking 
machines  while  the  second  and  third  floors  are 
given  over  to  the  wholesale  department.  Among 
the  new  retail  dealers  that  have  taken  on  the 
Pathe  line  are  Gately  &  Fitzgerald,  of  both 
Altoona  and  Johnstown,  Pa.;  B.  W.  Brown  & 
Co.,  Canton,  O.;  W.  S.  Carter,  Ashland,  Ky.; 
Anderson  &  Newcomb,  Huntington,  W.  Va.; 
John  Haskin,  Barnesboro,  Pa.,  and  the  Ironton 
Music  Shop,  Ironton,  O. 

The  Dauler  &  Close  Furniture  Co.  have  en- 
joyed a  very  satisfactory  sale  of  Cheney  pho- 
nographs. The  firm  have  the  demonstration 
rooms  fitted  up  on  the  sixth  floor  of  their  build- 
ing, where  the  various  styles  of  the  Cheney  ma- 
chines are  shown. 

J.  A.  Endres,  sales  manager  for  the  Brunswick 
phonograph  for  the  Pittsburgh  and  adjoining 
territory,  stated  to  The  Talking  Machine  World 
representative  that  after  a  six  weeks'  trip 
among  his  trade  in  western  Pennsylvania,  Ohio, 
West  Virginia  and  southern  New  York  he  was 
convinced  that  the  popularity  of  the  Brunswick 
machine  was  fully  established.  "With  the  Ul- 
tona,  the  scientific  attachment  that  makes  the 
Brunswick  machine  able  to  play  satisfactorily 
all  makes  of  records,  our  dealers  have  a  lever 
by  which  they  can  attract  and  hold  trade.  I  am 
asking  our  local  dealers  to  buy  with  an  eye  to  the 
future,  and  with  this  in  view  so  far  as  this  terri- 
tory is  concerned  I  am  very  reluctant  to  take  on 
new  customers,  as  I  feel  that  due  to  the  war 
conditions  our  present  trade  must  be  cared  for." 

H.  C.  Niles,  secretary  and  treasurer  of  the  * 
Starr  Phonograph  Co.,  of  Pennsylvania,  has  just . 
returned  from  a  trip  to  the  factory  at  Richmond, 
Ind.,  and  also  from  a  brief  visit  to  the  New 
York  offices,  and  reports  that  the  Starr  ma- 
chines and  Gennett  records  are  having  a  very 
satisfactory  sale. 


A  Dealer  is  Sometimes  Judged  by  the 
Machine  He  Carries — If  it's  a 

fCnUBERT 

Phonograph 

the  possible  purchaser  immediately  recognizes 
the  merchant  as  a  man  of  keen  discernment, 
and  one  whose  word,  like  the  Schubert  Phono- 
graph, is  100%  good. 

Our  Phonograph;  Our  Name;  Our  Guarantee,  are 
but  three  of  the  important  things  you  have  back 
of  you,  when  selling  our  Instruments  —  There  is 
much  more.    Will  you  become  a  dealer  today? 

SIX  MODELS  $60.00  UP 

SCHUBERT  A  $30  investment  starts  you  with  complete,  up-to-date  list 
r>  C  f  f  \  D  C  °'  Pop0'31''  Vocal  and  Intrumental  selections ;  20  to  30  new 
R  fc.  C  U  K  U  b       selections  monthly;  10-Inch  Double  Disc.    Write  for  details. 

The  BELL  TALKING  MACHINE  CORPORATION 


Factory : 

85  Southern  Boulevard,  Bronx,  New  York 


Offices  and  Show  Rooms: 
44  West  37th  Street,  New  York 

Export  Department,  498-504  Broadway,  New  York,  N.  Y.,  E.  U.  A. 
Smith- Woodward  Piano  Co.,  1018  Capitol  Aye.,  Houston,  Tex.,  Local  Distributor 


62 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


New  Lamps  lor  Old!  Progress,  always— 
that's  the  keynote  ol  the  new  model 
Grafonolas  with  all  their  wonderful  im- 
provements. 


Write  for 

descriptive  literature 


Columbia  Graphophone  Co. 

NEW  YORK 


DETROIT'S  PROSPERITY  REFLECTED  IN  TALKER  TRADE 

Weil-Paid  Mechanics  Cleaning  Out  Stocks  of  Higher-Priced  Machines — Sam  Lind  Resigns  From 
Local  Association — Various  Concerns  Preparing  for  Fall  Demand — General  News 


Detroit,  Mich.,  August  10. — Talking  machine 
dealers  in  Detroit  are  still  inclined  to  feel  that 
the  coming  fall  is  going  to  be  the  very  best 
tbey  ever  had.  They  say  that  even  July  was  a 
surprisingly  good  month,  and  that  August  will 
be  up  to  a  year  ago  from  the  way  it  has  started 
out.  Dealers  are  finding  it  quite  easy  to  sell 
machines  priced  from  $75  to  $175,  the  only  ma- 
chines that  are  going  comparatively  slow  being 
those  below  $75  and  those  over  $175.  They  do 
do  not  even  believe  that  the  proposed  increased 
taxation  will  make  any  difference.  It  seems  to 
be  almost  the  unanimous  opinion  that  "if  we  get 
the  salable  merchandise  we  can  sell  it  regard- 
less of  the  increased  prices."  People  want  talk- 
ing machines  now  more  than  ever  so  that  they 
can  play  the  splendid  assortment  of  new  selec- 
tions that  are  constantly  being  released.  People 
hear  the  tuneful  dance  music  and  the  patriotic 
numbers  and  they  want  instruments  at  home 
where  they  can  play  them  as  often  as  they 
desire.  Record  and  machine  business  actually 
is  good  for  August. 

There  are  many  reasons  why  business  should 
be  good  in  Detroit  this  fall.  The  town  was 
surely  never  more  prosperous.  Orders  running 
into  millions  are  being  filled  every  week  and 
wages  are  nearly  double  what  they  were  two 
years  ago  for  skilled  mechanics  and  those  work- 
ing in  any  of  the  factories  producing  war  ma- 
terials. The  latest  statistics  show  that  despite 
war  Detroit  increased  its  population  nearly  80,- 
000  since  the  declaration  of  war  and  that  right 
to-day  there  is  scarcity  of  homes.  With  such 
a  condition  prevailing  why  should  not  dealers 
expect  to  do  a  good,  big  business  in  the  fall? 
As  before  stated,  it  is  simply  a  question  of 
whether  they  will  be  able  to  get  the  merchan- 
dise.   That's  the  really  big  question. 


Sam  Lind,  president  of  the  Detroit  Talking 
Machine  Dealers'  Association,  has  resigned  from 
the  organization,  both  as  a  member  and  officer. 
His  position  as  president  has  been  filled  by 
Charles  Smith,  vice-president,  who  will  con- 
tinue to  act  until  the  annual  election  about  the 
first  of  the  year. 

Wallace  Brown,  who  operates  an  exclusive 
Brunswick  Shop,  reports  a  very  brisk  July  and 
August  business,  far  beyond  his  expectations, 
and  he  is  an  ardent  enthusiast  over  the  pros- 
pects for  fall.  He  toured  to  Chicago  late  in 
July,  taking  his  family  with  him. 

Max  Strasburg  has  a  large  stock  of  goods  on 
hand  and  is  in  excellent  shape  for  fall  busi- 
ness, although  he  still  has  a  number  of  big  or- 
ders placed  that  will  further  assure  him  of  ad- 
ditional stock.  Mr.  Strasburg's  hobby  is  golf 
and  you  can  find  him  almost  any  afternoon  at 
the  golf  links  of  the  Detroit  Golf  Club. 

Ed  Andrew,  of  the  J.  L.  Hudson  talking 
machine  department,  spent  ten  days  of  July  on 
a  motor  and  fishing  trip  through  the  western 
part  of  the  state.  Ed  is  a  very  busy  chap  these 
days,  being  a  member  of  the  Michigan  State 
troops  which  calls  for  much  drilling  at  night. 
Several  of  the  Hudson  talking  machine  sales- 
men who  are  unmarried  are  apt  to  be  lost  to 
the  firm  under  the  proposed  plan  of  increasing 
the  draft  ages.  They  have  been  with  the  firm 
for  a  number  of  years. 

The  Detroit  Piano  Co.  has  vacated  the  store 
at  73  Broadway  and  it  is  now  being  occupied 
by  H.  N.  Ness  &  Co.,  who  operate  The  Pathe 
Shop. 

The  General  Pershing  record  handled  by  the 
Columbia  dealers  is  proving  a  big  winner. 

George  Cheadle,  who  operates  a  retail  talk- 
ing machine    store    in    Springfield,    111.,  was 


recently  in  Detroit  passing  through  while  on  a 
motor  trip  to  the  East.  Mr.  Cheadle  is  well 
known  through  his  long  affiliation  with  the  Chi- 
cago Talking  Machine  Co. 

Dave  Herman,  formerly  in  the  record  depart- 
ment of  the  J.  L.  Hudson  talking  machine  de- 
partment, has  enlisted  in  the  navy. 

From  the  number  of  people  who  are  daily  in 
the  thirty-seven  booths  of  the  Grinnell  Bros.' 
store,  in  this,  city,  the  impression  one  gets  is 
that  business  there,  especially  in  the  record 
department,  is  extremely  brisk.  This  concern 
has  not  slackened  up  on  its  advertising  and  the 
minute  the  new  records  come  out  they  see  that 
the  list  gets  plenty  of  newspaper  publicity  and 
advertising.  They  are  doing  as  much  advertis- 
ing as  ever  during  the  month  of  August. 

The  J.  L.  Hudson  piano  store,  which  handles 
a  complete  line  of  Sonora  phonographs,  has 
advanced  the  $115  models  to  $135  and  the  $150 
models  to  $175.  On  the  other  models  there 
has  been  an  advance  of  $10.  The  state  dis- 
tributor for  Sonora  phonographs  is  the  C.  L. 
Marshall  &  Co.,  occupying  attractive  quarters  at 
810  Empire  Building,  this  city.  The  Hudson 
company,  as  well  as  all  of  the  Sonora  dealers 
throughout  the  state,  are  doing  an  excellent 
business. 

The  Walker-Rush  Co.,  2114  West  Jefferson 
avenue,  recently  engaged  in  business  taking  over 
the  phonograph  business  which  had  previously 
been  established  at  that  address.  Mr.  Rush  was 
for  a  number  of  years  manager  of  the  talking 
machine  department  of  the  Cable  Piano  Co. 
store  in  Detroit.  The  company  is  handling  a 
complete  line  of  Columbia  goods,  and  specializ- 
ing in  foreign  records.  Mr.  Rush  reports  busi- 
ness is  very  active. 

The  Edwin  H.  Jeffery  Co.,  1906  Gratiot  ave- 
nue, is  among  the  latest  accounts  to  be  opened 
by  the  Columbia. 

Victor  dealers  report  that  they  are  doing  a 
big  business  in  the  small  m'odels  which  people 
are  buying  for  their  summer  homes,  boats,  etc. 


$35,  $70,  $100,  $150,  $200,  $250 


SONA-TONE 

A  Phonograph  of  Distinction  with  the  Tone  You  Can't  Forget 

SONA-TONE  Quality  means  a  resonant,  full,  liquid  tone  that  comes  from  an  especially 
designed,  all-wood  sound  chamber — and  superior  workmanship  in  material,  finish  and 
equipment. 

SONA-TONE  Reliability  means  simplicity  of  mechanical  construction — ease  of  operation — 
and  convenience  and  solidity  of  working  parts. 

SONA-TONE  Service  means  the  immediate  ability  of  the  purchaser  to  play  all  makes 
of  records — without  attachment  of  any  sort — and  to  play  a  library  of  from  250  to  1000 
assorted  records  without  further  expenditure. 

We  believe  that  a  Sona-Tone  eliminates — to  a  greater  extent  than  any  other  phono- 
graph— the  surface  noises  of  the  record. 

We  believe  that  it  has  the  same  quality  of  resonance  as  exists  in  the  Stradivarius 
violin. 

From  our  sales  record — previous  to  advertising— we  believe  that  a  SONA-TONE  is  a 
superior  phonograph  for  retail  merchandising. 

SONA-TONE   PHONOGRAPH,  Inc. 

3421  Broadway,  New  York  City 

"  The  music  is  on  the  record — the  tone  is  in  the  phonograph.  *' 


August  15,  1918 


THE   TALKING    MACHINE  WORLD 


63 


QUESTIONNAIRE  ON  STEEL  SUPPLIES  SENT  TO  TRADE 

War  Service  Committee  of  Talking  Machine  Industry  Seeks  Facts  From  Manufacturers  Regard- 
ing Steel  Supplies  and  Requirements  for  Presentation  to  the  War  Industries  Board 


An  important  meeting  of  the  War  Service 
Committee  of  the  talking  machine  industry  was 
held  Wednesday,  July  17,  at  the  Fifth  Avenue 
Shop  of  the  Columbia  Graphophone  Co.  This 
meeting  was  called  by  H.  L.  Willson,  chairman 
of  the  committee,  in  order  to  take  steps  to  have 
the  talking  machine  industry  placed  on  the  pre- 
ferred list  in  respect  to  the  use  of  steel  and 
other  metals. 

Recently  a  bulletin  was  issued  by  the  United 
States  Government  indicating  that  new  classifi- 
cations will  be  allotted  manufacturing  industries 
wherein  industries  will  be  classified  under  three 
headings  as  far  as  the  allotment  of  steel  and 
other  metals  is  concerned,  these  three  classifi- 
cations being  known  as  a  "Priority  List,"  with 
classifications  AA,  A  and  B;  a  "Preferential 
List,"  with  the  classification  of  C  and  a  D  list, 
embodying  all  other  industries.  In  the  priority 
list  will  be  included  all  industries  essential  to 
the  war,  such  as  munition  plants,  factories  pro- 
ducing tools  for  munitions,  shipbuilding,  etc. 
In  the  class  "C"  schedule  will  be  listed  those 
industries  that  are  considered  essential  to  na- 
tional welfare.  The  "D"  list  will  comprise  all 
other  industries. 

The  War  Service  Committee  of  the  talking 
machine  industry  at  its  session  on  July  17 
gave  careful  consideration  to  the  important  sub- 
ject under  discussion,  and  it  was  decided  to  ap- 
point a  sub-committee,  which  would  visit  the 
proper  authorities  in  Washington  in  order  to 
have  the  talking  machine  industry  placed  on  the 
class  "C"  list  as  an  industry  essential  to  national 
welfare. 

H.  L.  Willson,  chairman  of  the  war  service 
committee,  will  act  as  a  member  of  this  sub- 
committee, and  will  appoint  two  other  members 
at  some  later  date.  According  to  present 
plans  this  sub-committee  will  make  application 
to- the  secretary  of  the  United  States  Chamber 
of  Commerce  for  recognition  as  a  committee 
representing  the  talking  machine  industry.  After 
this  recognition  has  been  granted  the  commit- 
tee will  then  make  application  to  the  War  In- 
dustries Board  at  Washington,  D.  C,  for  a 
hearing. 

Preceding  the  executive  session  of  the  com- 
mittee M.  H.  Mathews,  of  the  Thomas  Mfg.  Co., 
Dayton,  O.,  accompanied  by  his  attorney,  E.  E. 
Burkhart,  gave  the  committee  interesting  infor- 
mation concerning  the  steel  situation  as  he 
viewed  it  after  a  visit  to  Washington. 

The  several  members  of  the  War  Service 
Committee  who  attended  the  meeting  were  as 
follows:  H.  L.  Willson,  Columbia  Graphophone 
Co.  (chairman);  JE.  A.  Widmann,  Pathe  Freres 
Phonograph  Co.;  Chas.  A.  Edison,  Thos.  A.  Edi- 
son, Inc.;  J.  Schechter,  Sonora  Phonograph 
Corp.;  Arthur  L.  Cushman,  Emerson  Phono- 
graph Co.;  Louis  Rommel,  Bell  Talking  Machine 
Co.,  and  a  representative  of  the  Mandel  Mfg.  Co. 


The  committee  has  since  sent  out  a  question- 
naire to  all  concerns  engaged  in  making,  manu- 
facturing and  selling  talking  machines,  of  which 
the  following  information  was  asked: 
Question  1. 

(a)  Are  you  engaged  in  the  manufacture  of  complete 
talking  machines,  including  mechanical  parts?.... 

(b)  If  your  answer  to  "(a)"  is  "No,"  do  you  manu- 
facture any  of  the  mechanical  parts,  and  if  so, 
what  parts  do  you  manufacture?  

*(c)  If  your  answer  to  "(a)"  is  "No,"  state  in  detail 
the  mechanical  parts  which  you  purchase  from 
others,  and   from  whom   you  purchase   the  same 


(d)  State  the  amount  (in  tonnage)  of  material  used 
by  you  during  the  past  year,  in  mechanical  parts 
of  talking  machines,  dividing  them  as  to  the  fol- 
lowing: 

(1)  Tonnage  of  cast  iron  

(2)  Tonnage  of  sheet  steel  

(3)  Tonnage  of  screw  stock  

(e)  State  approximately  the  amount  (in  tonnage)  of 
such  material  which  you  have  on  hand: 

(4)  Cast  iron  

(5)  Sheet  steel  

(6)  Screw  stock  

(f)  State,  as  nearly  as  possible,  the  exact  amount  (in 
tonnage)  of  the  following  mechanical  parts  which 
you  will  need  for  the  coming  12  months,  in  order 
to  continue  your  production  at  the  present  rate, 
dividing  them  as  to  the  following: 

(7)  Cast  iron  

(8)  Sheet  steel  

(9)  Screw  stock  

Question  2. 

(a)  Are  you  engaged  in  the  manufacture  of  mechanical 
parts  of  talking  machines  only?  

(b)  If- your  answer  to  "(a)"  is  "Yes,"  state  the  me- 
chanical parts  which  you  manufacture  

(c)  State  the  amount  (in  tonnage)  of  material  used  by 
you  during  the  past  year,  in  mechanical  parts  of 
talking  machines,  dividing  them  as  to  the  follow- 
ing: 

(1)  Tonnage  of  cast  iron  

(2)  Tonnage  of  sheet  steel  

(3)  Tonnage  of  screw  stock  

(d)  State  approximately  the  amount  (in  tonnage)  of 
such  material  which  you  have  on  hand: 

(4)  Cast  iron  

(5)  Sheet  steel  

(6)  Screw  stock. .-  

(e)  State,  as  nearly  as  possible,  the  exact  amount  (in 
tonnage)  of  the  following  mechanical  parts  which 
you  will  need  for  the  coming  12  months,  in  order 
to  continue  your  production  at  the  present  rate, 
dividing  them  as  to  the  following: 

(7)  Cast  iron  

(8)  Sheet  steel  

(9)  Screw  stock  

(f)  Are  there  any  other  kinds  of  iron  and  steel  ma- 
terials used  by  you  in  connection  with  the  talking 
machine  business,  which  you  will  require  for  the 
coming  year,  and  if  so,  state  the  nature,  and  the 
amount  (in  tonnage)  thereof?  

Question  3. 

(a)  What  is  the  value  of  the  iron  and  steel  products 
which  you  have  on  hand,  but  which  cannot  be  used 
unless  you  get  other  materials  to  complete  the  fin- 
ished product?  

'(b)  What  is  the  value  of  the  iron  and  steel  materials 
which  you  require  in  order  to  complete  the  finished 
product?  

(c)  What  would  be  the  total  value  of  the  com- 
pleted talking  machines,  if  you  were  able  to  get 
such  additional  iron  and  steel  materials  to  com- 
plete the  same?  


Question  4. 

State  the  total  number  of  persons  employed:    In  your 

offices   In  your  factories  

Subdivide  Question  4  as  follows: 

(1)  The  number  of  females  employed:  In  your  offices 
,   In  your  factories  

(2)  The  number  of  persons  under  21  employed:  In 
your  offices   In  your  factories  

(3)  The  number  of  males  of  draft  age  employed:  In 
your  offices   In  your  factories  

(4)  The  number  of  males  over  31  employed:  In  your 
offices   In  your  factories  

Question  5. 

What  are  the  total  annual  wages  paid  in  your  offices 

 ?    In  your  factories  ? 

Question  6. 

State  the  total  annual  rent  paid  for  offices,  factory 

buildings,  warehouses,  etc  

Question  7. 

How  much  capital  is  invested  in  your  business?  

Question  8. 

What  taxes  have  you  paid  during  the  past  year,  sep- 
arating them  as  follows: 

(1)  Excise  tax.  

(2)  Income  tax  

(3)  Excess  profit  tax  

Question  9. 

**(a)  Take,  for  instance,  a  talking  machine  retailing  at 
$100 — please  state  the  value  of  the  iron  and  steel 
materials  which  go  into  the  manufacture  of  such 

machine?  

(b)  Is  this  a  fair  percentage  of  all  machines  manufac- 
tured and  sold  by  you?  

Question  10. 

What  percentage  does  your  export  business  bear  to 

your  total  business?  :.. 

Question  11. 

Are  you  under  agreement  with  others  obligating  you 
to  deliver  your  product;  that  is,  agreements  with 
assemblers,  jobbers,  dealers,  or  the  like;  and  if 
so,  how  many  such  agreements  have  you,  and  state 
the  average  period  thereof  

Name   

Address  

City   

State   :  

NOTE: 

Question  1  should  be  answered  by  all  manufacturers  or 
assemblers  of  talking  machines. 

Question  2  should  be  answered  by  manufacturers  of  me- 
chanical parts  of  talking  machines  only.  This  includes 
manufacturers  of  motors,  tone  arms,  sound  boxes,  mechan- 
ical devices,  talking  machine  needles,  and  the  like. 

*This  information  is  necessary  in  order  to  avoid  duplica- 
tion of  tonnage. 

"This  information  is  asked  in  order  to  arrive  at  an  un- 
derstanding, in  percentages,  as  to  what  is  the  approximate 
value  of  the  iron  and  steel  manufactured  products  used  in 
talking  machines,  as  the  same  bears  to  the  total  value  of 
the  completed  talking  machines. 

Please  answer  each  question  with  all  detail  at  your  com- 
mand, and  add  any  other  information  which,  in  your  opin- 
ion, will  aid  the  committee,  so  that  all  the  facts  relevant 
to  the  industry  can  be  most  advantageously  presented  to  the 
War  Industries  Board  in  Washington. 

After  answering  this  Questionnaire,  please  sign  the  same 
on  the  lines  indicated  for  that  purpose,  and  immediately 
send  it  to  the  Secretary  of  the  War  Service  Committee  of 
the  Talking  Machine  Industry,  namely — J.  Schechter,-  10 
Wall  street,  New  York  City,  N.  Y. 

It  is  strongly  suggested  that  the  concerns  in 
the  trade  who,  for  some  reason  or  other  have 
not  received  their  questionnaire  to  date,  either 
fill  out  the  copy  printed  herewith,  or  apply  to 
J.  Schechter,  at  10  Wall  street,  New  York,  for 
one  of  the  regular  copies  without  delay,  as  it 
is  important  that  the  committee  have  all  pos- 
sible information  on  hand  at  the  earliest  date 
in  order  to  present  the  proper  facts  before  the 
authorities  at  Washington  and  thereby  secure 
recognition  for  the  requirements  of  the  trade. 


Says  the  Fuel  Administrator  LA  Y  COAL  IN  NOW 

LAY  NEEDLES  IN  NOW  Is  our  advice  to  the  dealer 


We  still  have  on  hand  a  fair  supply 
of  loud  j  steel  needles  and  can  take 
proper  care  of  those  who  Order  Early. 

No  one  positively  knows  what  truth 
there  is  in  the  rumors  about  needle 
production.  Don't  get  caught  in  the 
shortage. 


MAGIC-TONE  NEEDLES 

Take  advantage  of  present  low  prices 


55c 


per  thousand  in  lots 
of  5Q0,000  and  up 


In  lots  of  100,000— 60c  per  thousand 
In  lots  of    10,000— 65c  per  thousand 


IN  PAPER  ENVELOPES 


I.    DAVEGA,    Jr.,    Inc.,  125  West  1 25th  Street,  NEW  YORK 
Victor  Factory  Wholesalers  Victrolas— Supplies— Needles 


64 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


CONCENTRATING  ON  THE  ARTISTS 


Service  Department  of  the  Columbia  Co.  An- 
nounce a  Set  of  Three  Cut-out  Figures  of  Co- 
lumbia Artists  for  the  Use  of  Dealers 


The  Columbia  Graphophone  Co.'s  dealer  serv- 
ice department  has  announced  a  set  of  three 


Two  of  the  Columbia  Cut-Out  Figures 

cut-out  figures  of  popular  Columbia  artists. 
These  figures  are  devised  for  the  purpose  of 
concentrating  interest  upon  certain  artists  and 
creating  a  demand  for  their  records.  They 
have  been  issued  at  this  time  in  order  that  the 
Columbia  dealer  can  call  attention  to  individual 
artists  and  individual  records  during  the  fall 
months.  In  the  winter 
months  the  attention  of 
the  general  public  is 
usually  concentrated  on 
artists  who  are  at  the 
moment  enjoying  suc- 
cess on  the  stage  and 
the  winter  demand  for 
records  is  consequently 
towards  those  artists 
who  are  before  the 
public  eye. 

During  the  summer, 
when  theatrical  activity 
is  at  a   low  ebb,  the 
public    frequently  be- 
comes   indifferent  and 
it  needs  a  stimulant  of 
Another  Cut-Out        w  i  n  d  o  w-t  rims  and 
other  publicity  to  impress  upon  music-lovers  the 
distinctive  features  of  the  past  season's  the- 
atrical and  concert  performances.     These  three 


window-trims  will  enable  the  dealer  to  create 
this  impression  as  Nora  Bayes  during  the  sea- 
son of  1917-18  was  constantly  before  the  pub- 
lic in  many  stage  successes.  Pablo  Casals;  the 
famous  'cellist,  made  a  tour  of  America  giv- 
ing concerts  in  many  of  the  large  cities  and  in 
quite  a  number  of  smaller  towns,  and  Maria 
Barrientos  scored  a  remarkable  triumph  last 
season  as  a  member  of  the  Metropolitan  Opera 
House.  All  of  these  well-known  artists  record 
exclusively  for  the  Columbia  library. 

The  cut-out  figures  are  artistically  designed  in 
seven  colors,  lithographed  on  colored  paper  and 
mounted  on  150-point  cardboard  stock,  equipped 
with  easel  and  varnished.  This  material  is  of  a 
permanent  nature,  and  may  be  used  in  connec- 
tion with  almost  any  window-trim.  The  de- 
signs and  art  work  conform  with  figures  and 
sketches  used  in  different  phases  of  Columbia 
national  advertising,  and  form  a  direct  tie-up 
with  this  publicity. 


WILL  TRADE  COMMISSION  CHANGE? 


Manufacturers  Who  Believe  in  Price  Standard- 
ization Watching  With  Interest  Recent  De- 
cisions of  the  Federal  Trade  Commission 


The  manufacturer  who  believes  in  price  stand- 
ardization as  a  prime  requisite  for  satisfactory 
country-wide  distribution  will  find  significance 
in  the  dismissal  by  the  Federal  Trade  Commis- 
sion last  month  of  the  complaint  against  the 
American  Tobacco  Co.,  says  Printers'  Ink.  The 
complaint,  filed  April  15,  1918,  involved  particu- 
larly the  use  by  this  company  of  its  large  sales 
force  to  divert  retailers'  orders  from  their  per- 
sonally preferred  jobbers  and  wholesalers  to  job- 
bers more  ready  to  assist  in  maintaining  the 
company's  fixed  retail  prices. 

The  action  of  the  commission  in  sustaining  the 
company  in  its  denial  of  the  allegations  of  the 
original  complaint,  based  on  a  preliminary  inves- 
tigation, is  especially  significant  because  of  the 
hitherto  uncompromising  position  this  body  has 
held  on  the  subject  of  price-fixing;  an  attitude 
so  strict,  in  view  of  the  Supreme  Court's  deci- 
sions in  the  Victor  and  the  Columbia  Grapho- 
phone cases,  that  many  manufacturers  have  writ- 
ten to  Washington  asking  whether  it  were  per- 
missible to  print  the  intended  retail  price  on  their 
wrappers  and  labels. 

The  charges  against  the  company  included 
agreements  with  jobbers  and  wholesalers  to 
maintain  prices;  alleged  refusal  to  sell  to  dis- 
tributors who  were  not  "regular"  as  to  prices; 
juggling  of  prices  to  favor  jobbers  adhering  to 
its  price  stand,  and  to  penalize  the  others;  and 
the  accusation  that  the  manufacturer  compelled 
its  jobber  customers  to  refuse  sales  within  the 


trade,  that  is,  accommodation  sales  to  other 
wholesalers,  unless  the  latter  would  maintain  the 
resale  price  on  goods  so  obtained. 

Doubly  interesting  then  was  the  Commission's 
acceptance  of  the  American  Tobacco  Co.'s  state- 
ment that  it  refused  to  sell  the  concern  whose 
protest  started  the  action"  because  of,  in  the  Com- 
mission's own  words,  "This  concern's  well 
known  reputation  as  a  price-cutter,"  as  justifica- 
tion for  throwing  out  the  complaint. 

This  would  seem  to  indicate  that  a  clearly- 
established  notoriety  as  a  price-cutter  is  sufficient 
reason  for  a  manufacturer's  refusal  to  do  busi- 
ness with  a  jobber  or  retailer,  although  members 
of  the  Federal  Trade  Commission  have  been 
hesitant  in  attempting  to  define  the  degree  of 
persistency  in  cutting  prices  that  renders  a  man 
an  undesirable  customer. 

Nevertheless,  the  action  of  the  Trade  Com- 
mission in  the  American  Tobacco  case  may  be 
tangible  proof  that,  despite  all  recent  judicial 
pronouncements,  a  manufacturer  is  still  free  to 
choose  his  distributors  to  eliminate  the  possibili- 
ties of  price-cutting. 

It  will,  therefore,  be  interesting  to  await  this 
body's  decision  in  other  cases  that  may  amplify 
and  particularize  as  to  the  principle  arrived  at  in 
this  case,  the  more  so  as  Commissioner  Fort,  in 
charge  of  resale  price  cases,  has  told  Printers' 
Ink  that  each  such  case  must  be  considered  on 
its  individual  merits. 

Undoubtedly  several  such  decisions  will  be  ne- 
cessary to  define  how  far  a  manufacturer  can  go 
in  selecting  his  customers  with  this  end  in  view, 
although  the  Commissioner  intimated  that  the 
Trade  Commission  may  not  look  leniently  upon 
the  cutting  off  for  price-cutting  of  a  customer 
otherwise  entirely  satisfactory. 


ONE  WHO  HAS  TRIED  AND  WON 

A  successful  man  is  one  who  has  tried,  not 
cried;  who  has  worked,  not  dodged;  who  has 
shouldered  responsibility,  not  evaded  it;  who  has 
gotten  under  the  burden,  not  merely  stood  off, 
looking  on,  giving  advice  and  philosophizing  on 
the  situation. 

The  result  of  a  man's  work  is  not  the  measure 
of  success.  To  go  down  with  the  ship  in  storm 
and  tempest  is  better  than  to  paddle  away  to 
Paradise  in  an  Orthodox  canoe. 

To  have  worked  is  to  have  succeeded — we 
leave  the  results  to  time.  Life  is  too  short  to 
gather  the  Harvest — we  can  only  sow. — Elbert 
Hubbard. 


John  W.  Kelly,  of  Salem,  N.  Y.,  Edison  deal- 
er, reports  a  very  substantial  summer  trade  in 
both  the  Edison  Amberola  and  the  New  Edison 
phonograph. 


AMERICAN 


No.  13 


American 
Phonograph  Co. 

39  Fountain  Street,  N.  W. 
GRAND  RAPIDS  MICH. 


AMERICANS  embody  all  the  good 
qualities  and  special  features  of  phono- 
graphs. No  dealer  can  afford  not  to 
familiarize  himself  with  this  line  com- 
posed of  seven  models  from  which  he 
can  satisfy  any  and  all  customers.  The 
AMERICANS  stay  sold. 


No.  8 


Nr.  9 


No.  10 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


65 


The  Development  of  a  Trade  Campaign  by 
Means  of  the  Telephone  Worth  Consideration 


Developing  a  trade  campaign  by  means  of  the 
telephone  is  not  entirely  a  novelty  in  the  talk- 
ing machine  or  music  trade  field,  but  it  is 
safe  to  say  that  its  possibilities  have  not  been 
considered,  nor  has  the  campaign  been  suffi- 
ciently developed  to  realize  fully  how  telephone 
salesmanship  may  be  made  a  most  valuable  as- 
sistant to  the  talking  machine  dealer  where  it 
is  intelligently  and  properly  handled. 

Telephone  salesmanship  requires  just  as  much 
ability  and  tact  as  personal  selling.  Cour- 
tesy must  prevail,  and  the  salesman  must  give 
his  entire  attention  to  his  selling  talk  on  the 
phone,  and  must  have  his  facts  marshaled  be- 
fore him  so  that  he  will  not  have  to  hesitate. 
Likewise,  he  should  pause  at  intervals  to  let 
the  prospective  customer  have  something  to 
say.  Moreover,  the  results  of  the  telephone 
conversation  should  be  kept  carefully  on  a  card 
index,  so  that  there  will  be  no  duplication  of 
effort. 

Douglas  Emery  pointed  out  some  of  these 
facts  in  a  recent  article  in  Printers'  Ink  in 
which  he  related  the  experiences  of  a  member  of 
the  retail  music  trade  in  handling  the  music 
roll  business  by  phone.  His  remarks  are  of 
unusual  interest  to  the  talking  machine  mer- 
chant because  the  sale  of  music  rolls  may  be 
considered  as  distinctly  similar  to  the  sale  of 
records. 

"Sometimes  telephone  salesmanship  fits  into 
the  business  scheme  in  such  a  way  that  it  is  not 
only  profitable  to  the  house  which  employs  it, 
but'  to  the  customer  it  bears  all  the  earmarks 
of  highly  appreciated  service.  This  is  the  case 
with  a  great  piano  manufacturing  house  with  a 
retail  branch  in  New  York  City,"  says  Mr. 
Emery.    "The  house  keeps  a  careful  card  index 


of  all  purchasers  of  player-pianos,  noting  the 
number  of  persons  in  the  family,  style  of  instru- 
ment and  particularly  the  class  of  music  the 
customer  is  fondest  of.  From  time  to  time, 
as  new  music  rolls  come  in,  the  salesman  looks 
them  over  and  selects  some  which  he  believes 
his  customer  will  probably  like.  Thus  a  man 
who  has  expressed  a  preference  for  Beethoven's 
'Moonlight  Sonata'  is  almost  sure  to  enjoy 
Chopin's  'Nocturne  in  G  Major'  or  Grieg's  'An 
den  Friihling,'  while  the  purchaser  of  Liszt's 
'Hungarian  Rhapsodies'  should,  in  the  nature 
of  things,  be  interested  in  'La  Papillon'  or  'The 
Scarf  Dance.'  i 

"The  salesman  calls  his  customer  on  the 
phone,  mentions  the  names  of  the  new  selec- 
tions which  have  come  in  and  asks  permission 
to  send  them  out  for  a  trial.  'We  have  a  wagon 
calling  in  your  neighborhood,  anyhow,'  he  says. 
'Keep  the  rolls  a  few  days  and  then  if  you  don't 
wish  them  we'll  have  a  man  stop  and  pick  them 
up.'  Almost  always  the  customer  buys  part, 
if  not  all,  of  the  rolls  left  with  him,  and  these 
sales,  put  through  at  the  expense  of  only  a 
few  minutes  of  the  salesman's  time,  run  into 
thousands  of  dollars.  A  similar  plan,  by  the 
way,  is  used  successfully  by  a  retailer  who  sells 
phonograph  records,  except  that  he  follows  up 
the  leaving  of  the  records  much  more  quickly." 
In  another  part  of  his  article  Mr.  Emery  says: 
"In  a  Chicago  campaign  on  pianos  a  salesman 
sat  down  and  called  100  numbers  taken  entirely 
at  random  from  the  book.  Sixty  people  an- 
swered their  phones,  of  whom  thirty  already 
owned  instruments.  Of  the  other  thirty  no 
less  than  ten  expressed  so  much  interest  in 
buying  that  they  could  be  classified  as  good, 
live    prospects,    well    worth    a    personal  call. 


Women,  by  the  way,  usually  do  much  better  in 
telephone  selling  than  men.  This  is  particularly 
true  when  housewives  are  the  prospective  cus- 
tomers, the  woman  apparently  feeling  that  she 
is  less  apt  to  be  cheated  by  one  of  her  own  sex 
than  by  some  scheming  male  creature.  More- 
over, a  husband  sometimes  shows  keen  resent- 
ment if  his  wife  is  called  on  the  phone  by  a 
male  salesman,  and,  conversely,  a  woman  sales- 
man has  poor  luck  in  selling  something  where 
the  wife  needs  to  call  the  husband  into  consul- 
tation before  buying." 

The  various  trade  pointers  referred  to  by 
Mr.  Emery  can  be  utilized  by  talking  machine 
dealers  just  as  effectively  as  by  members  of 
the  piano  or  player  trade.  As  a  matter  of 
fact,  the  sales  of  talking  machine  records  should 
find  an  unusually  fine  opportunity  for  expan- 
sion through  the  aid  of  the  telephone,  while  the 
suggestion  to  utilize  Uncle  Sam  as  an  outside 
salesman  by  means  of  prospects  secured  over 
the  telephone  book  is  also  one  well  worth  con- 
sideration and  action. 


NEEDLE  DEMAND  IN  SOUTH  AMERICA 


The  increasing  demand  for  talking  machine 
needles  and  the  difficulty  of  getting  carbon  steel 
formed  the  basis  of  a  little  article  by  the  busi- 
ness editor  of  the  New  York  Times  recently. 
He  also  remarked  that  there  was  a  keen  de- 
mand for  needles  in  South  America,  which  man- 
ufacturers here  are  unable  to  take  advantage  of 
under  prevailing  conditions. 


The  Marshall  Music  Store,  Bayonne,  N.  J., 
has  moved  to  new  and  larger  quarters  at  431 
Broadway,  that  citv. 


"Cranks  on  Tone" 

who  have  tried  every  needle  are 
now  perfectly  happy  with 

The  De  Luxe  Stylus 

Loud  or  Soft 

The  best  semi-permanent  needle  on 
the  market. 

With  reasonable  care  it  plays 

100  to  300  Records 

Sold  and  endorsed  by  many  of  the 
big  dealers  and  jobbers. 

Does  not  scratch  or  hiss. 


The 

Duo  1  Tone 


(Enlarged 
View) 


Loud 


Soft 


A  perfect  tone  is  produced  because  of 

PERFECT  POINTS 

You  can't  afford  not  to  carry  the  De 
Luxe  Stylus. 

Write  now  for  discounts,  free  samples  and 
descriptive  circulars 


without  changing  needle! 

THE  DUO-TONE  is  the  final  refinement  for  all  machines 
using  a  non-permanent  needle.  A  simple,  compact  device 
containing  one  loud  and  one  soft  Tungsten  needle  which  can  be 
inserted  into  the  needle  holder  of  any  standard  machine — the 
DUO-TONE  is  a  practical  talking  machine  necessity  for  the 
following  reasons: 

With  the  DUO-TONE,  one  can  play  records  requiring  loud  needles  as  well 
as  those  best  played  with  a  soft  needle  without  the  inconvenience  of  releasing 
thumbscrew  and  removing  needles  after  each  'record. 

From  100  to  300  Records  Per  Needle.  Everyone  knows  the  better  wear- 
ing qualities  of  the  Tungsten.  Few,  however,  know  that  these  needles 
should  be  worn  down  on  one  side  only  to  get  best  results  The  DUO- 
TONE  makes  this  possible  for  both  loud  and  soft  needles. 

Economy—Convenience.  Every  phonograph  user 
knows  the  greater  economy  of  the  Tungsten  needle. 
The  DUO-TONE,  therefore,  insures  this  economy  plus 
the  convenience  of  no  needle  changes! 

It  is  already  regarded  as  a  practical  necessity  by  those 
who  are  now  using  it.  This  is  a  most  attractive  oppor- 
tunity for  you.  Write  or  wire  us  at  once  for  our  de- 
scriptive folder  and  details  on  our  proposition. 


The  Duo-Tone  Company,  Ansonia,  Conn. 


66 


THE   TALKING    MACHINE  WORLD 


August  15,  1918 


The  New  Model  Graf onolas  are  ready.  They 
have  many  improvements  in  design  and 
construction  that  mean  money  in  your 
pocket.  Write  for  details. 


Columbia  Graphophone  Co 

NEW  YORK 


NEW  HOME  FOR  EISENBRANDT  &  SONS  CO.  IN  BALTIMORE 

Victor  Wholesalers  Will  Move  on  October  1  to  New  Building  at  417  North  Howard  Street — 
New  Quarters  for  National  Piano  Co. — General  Business  Conditions  Pleasing 


Baltimore,  Md.,  August  9. — Talking  machine 
jobbers,  and  retailers  as  well,  reported  good 
business  throughout  the  month  of  July,  de- 
spite the  lack  of  goods  to  take  care  of  all  the 
orders  that  could  be  had.  Not  alone  was  the 
quantity  of  business  in  excess  of  the  same 
month  of  a  year  ago,  but.  the  cash  business  done 
exceeded  by  far  that  done  in  the  similar  period. 
Collections  are  reported  as  being  very  good. 

Baltimore  jobbers  are  being  besieged  with  or- 
ders from  all  over  the  country,  but  none  are 
taking  on  any  new  accounts.  They  are  con- 
fining their  trading  to  their  old  customers.  All 
dealers  are  increasing  their  monthly  orders,  and 
this  is  probably  due  to  the  fact  that  they  have 
not  been  able  to  get  their  allotments.  Their 
increases,  which  are  also  cut,  however,  make  it 
possible  for  them  to  get  more  goods  than  they 
have  been  receiving  heretofore. 

Extreme  warm  weather  throughout  the  month 
did  not  in  any  way  affect  business.  Patriotic 
records  still  have  the  call  and  war  numbers  are 
going  very  well.  Many  dealers  have  arranged 
patriotic  displays  of  records  and  big  selling  of 
late  numbers  has  resulted.  There  were  many 
Southern  visitors  to  the  Baltimore  jobbers 
during  the  month,  all  on  the  important  mis- 
sion of  trying  to  obtain  more  goods  and  to  pre- 
pare to  handle  goods  for  the  holiday  season. 


One  of  the  events  of  the  present  month  is 
the  announcement  by  H.  R.  Eisenbrandt  &  Sons 
Co.,  Victor  distributors,  of  the  new  warehouse 
and  salesrooms  that  had  been  obtained  at  417 
North  Howard  street,  a  block  from  the  present 
quarters,  308  North  Howard  street.  Henry 
Eisenbrandt  says  the  new  place  will  be  31  feet 
wide  with  a  depth  of  168  feet  running  through 
to  Tyson  street,  which  will  give  a  wide  thor- 
oughfare for  the  receiving  and  shipping  of 
goods.  The  new  place  is  9  feet  wider  and  48 
feet  deeper  than  the  present  quarters.  The 
firm  has  purchased  the  new  quarters  and  will 
not  have  any  landlords,  nor  be  forced  to  move, 
as  has  just  happened.  The  firm  reported  good 
business  considering  the  amount  of  goods  re- 
ceived from  the,  factory  and  could  have  sold  a 
great  deal  more  if  they  could  have  obtained 
them.  The  firm  expect  to  be  in  their  new  quar- 
ters on  October  1  unless  something  unforeseen 
occurs. 

The  National  Piano  Co.,  Pathe  distributors, 
opened  their  new  salesrooms  on  Howard  street 
opposite  their  headquarters.  The  firm  intends 
to  run  both  places.  Jesse  Rosenstein,  of  the 
firm,  reports  good  business  for  the  month  of 
July  and  a  very  liberal  shipment  of  goods.  He 
predicts  wonderful  business  for  the  Pathe  line 
this  faft.     July  business  showed  an  increase 


Save  Yourself  Time  and  Trouble 

Let  Brown  Do  It  Right 

I  put  the  "know  how"  into  it.  I  know 
what  materials  to  put  into  a  phonograph 
case  —  and  what  to  avoid.  Years  of 
experience  as  a  cabinet  builder  have 
taught  me  all  the  troubles  and  the  ways 
of  overcoming  them. 

Cabinets  Built  from  Your  Blue  Prints 
Or  My  Own  Designs  Submitted  if  Desired 

Prices  Fitted  to  Your  Selling  Proposi- 
tion. It's  the  Easy  Way  for  You — and 
the  Safest.  Just  write  to  Brown.  He 
does  it  right. 

CHAS.  C.  BROWN 

350  E.  Water  St.,  Milwaukee,  Wis. 


over  a  year  and  record  shipments  are  improving 
weekl}'. 

With  the  Columbia  Graphophone  Co.  the 
business  was  very  good  in  July,  but  W.  S.  Parks, 
manager,  would  have  liked  to  see  it  larger.  Fail- 
ure to  obtain  goods  was  the  reason  why  it  did 
not  go  higher,  but  the  increase  was  a  good  one. 
This  was  due  principally  to  the  arrival  on  July 
30  of  five  carloads  of  machines,  which  were 
hustled  out  and  reshipped  before  the  close  of 
the  month.  Mr.  Parks  was  particularly  anxious 
to  show  a  fine  increase  because  July  is  the  an- 
niversary month  of  George  W.  Hopkins,  the 
general  sales  manager  of  the  Columbia  Co. 
Mr.  Pennington,  the  assistant  sales  manager, 
was  in  Baltimore  during  the  month  and  met  the 
salesmen  and  made  an  address.  Harry  B.  Good- 
win, of  the  education  department  of  Columbia, 
came  to  Baltimore  during  the  month  and  visited 
various  educational  centers  and  succeeded  in 
placing  a  model  with  the  Playground  Associa- 
tion. The  June  visit  of  T.  O.  Posky,  of  the 
international  record  department,  to  Baltimore 
had  a  very  good  effect,  for  that  department  in 
records  showed  a  wonderful  spurt. 

A.  B.  Creel,  who  looks  after  the  Richmond 
and  Norfolk  territory,  happened  to  come  in  at 
the  close  of  the  month  and  aided  in  the  reship- 
ping  of  the  goods  and  managed  to  see  that  his 
trade  was  well  taken  care  of.  He  finds  business 
exceptionally  good  in  his  territory.  W.  T.  Sib- 
bett,  who  looks  after  western  Maryland  and 
the  western  part  of  Virginia,  was  at  headquar- 
ters during  the  latter  part  of  the  month.  He 
reports  the  outlook  good,  and  it  is  only  a  ques- 
tion of  getting  the  goods  to  do  the  business. 

Harry  C.  Grove  has  purchased  the  Washing- 
ton store  of  the  Columbia  Co.  and  will  handle 
the  retail  business  in  that  territory,  the  Colum- 
bia not  maintaining  a  retail  store  there  any 
longer.  He  is  well  satisfied  with  the  outlook 
for  business  in  the  nation's  capital. 

Among  the  visitors  to  the  Columbia  head- 
quarters during  the  month  were:  J.  H.  Resh,  of 
M.  M.  Crockin  Co.,  Portsmouth,  Va.;  W.  I. 
Kaufman,  House  &  Kaufman,  Washington,  D. 
C;  H.  A.  Garren,  Washington,  D.  C,  and  Mr. 
Kitt,  of  the  A.  Jordan  Piano  Co.,  Washington, 
D.  C;  Mr.  Carey,  Columbia  Co.,  Inc.,  Norfolk, 
Va.;  Mr.  Poole,  Gaithersburg,  Md.;  L.  E.  Oak- 
ley, manager  of  Meyers  &  Co.,  Greensboro,  N. 
C;  Mr.  Friedberg,  Virginia  Mercantile  Corp., 
Norfolk;  H.  L.  Stonesifer,  Westminster,  Md.; 
Frank  LeSueur,  Lightfoot-LeSueur  Co.,  Nor- 
folk; H.  C.  Bright,  of  H.  C.  Bright  Co.,  Eliza- 
beth City,  N.  C;  H.  S.  Legum,  of  J.  W.  Legum, 
Berkley,  Va.,  and  R.  P.  Roller,  Luray,  Va. 

Amberg  &  Jorda,  Columbia  dealers,  announce 
the  appointment  of  Mrs.  R.  P.  Casey  as  man- 
ager of  their  Grafonola  department. 

Miss  E.  M.  Griffith,  manager  of  the  wholesale 
department  of  Cohen  &  Hughes,  reports  an  in- 
crease in  Victor  business  for  July,  although  the 
shipment  of  goods  from  the  factory  was  less  in 
July  than  it  was  in  the  same  month  of  1917. 
This  was  made  possible  by  the  sale  of  records 
during  the  month  that  had  not  been  salable  in 
previous  months.     I.  Son  Cohen,  of  the  firm, 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


67 


spent  a  great  deal  of  time  at  the  Victor  factory 
during  the  month  and  also  looked  after  the  field 
in  general.  He  is  in  New  York  for  several  days 
just  now  in  the  hope  of  being  able  to  get  more 
goods. 

At  the  close  of  the  month  Mr.  Cohen  held  a 
sales  meeting  of  the  heads  of  his  department 
and  his  traveling  men.  Among  those  present 
being  Mrs.  Walrath,  manager  of  the  talking  ma- 
chine department  of  Kaufman's  Big  Stores, 
Pittsburgh,  Pa.;  A.  B.  Wertheimer,  Victor  Tay- 
lor and  Leslie  Lohr;  F.  S.  Harris,  manager  of 
the  Washington  store;  J.  F.  Lens,  chief  ac- 
countant of  the  firm,  and  Miss  Griffith.  After 
the  business  meeting  was  over  Mr.  and  Mrs. 
Cohen  as  hosts  entertained  them  at  dinner  at 
the  Suburban  Club  and  later  spent  the  eve- 
ning on  the  roof  garden  of  the  New  Southern 
Hotel. 

The  fine  display  of  the  General  Pershing  and 
other  popular  records  at  the  store  of  William 
Heinekamp  &  Son,  West  Baltimore  street,  Co- 


Artistic  Pershing  Record  Window 
lumbia  dealer,  has  brought  many  sales  to  the 
firm.  The  display  has  been  sent  as  a  model  to 
many  firms.  Young  Heinekamp  cut  out  the 
figures  shown  in  the  offing  and  hung  them  with 
black  thread,  making  the  support  invisible. 

A.  P.  Petit,  manager  of  the  talking  machine 
department  of  the  local  branch  of  the  Bruns- 
wick-Balke-Collender  Co.,  reports  fine  business 
and  the  arrival  of  several  new  models.  He  has 
just  closed  a  contract  for  W.  H.  Britt  to  handle 
his  line  in  Greensboro  and  Ayden,  N.  C.  He 
spent  about  ten  days  in  the  South  and  says  busi- 
ness through  the  section  is  wonderful,  and  if 
he  can  only  get  the  goods  he  will  surely  show 
some  fine  business. 

W.  C.  Roberts,  for  E.  F.  Droop  &  Son  Co., 
says  that  July  showed  a  wonderful  increase  in 
business  over  the  July  of  1917.  Mr.  Roberts 
sent  out  special  lists  of  records  that  could  be 
furnished  in  liberal  quantities  to  dealers  and 
these  special  lists  brought  in  a  great  deal  of 
new  business.  Mr.  Roberts  left  to-day  for  a 
trip  by  motor  car  with  Mrs.  Roberts  that  will 
include  Bar  Harbor,  Thousand  Islands  and  tour- 
ing through  the  mountain  section.     Among  the 


visitors  to  Droop  during  the  month  were  Messrs. 
Leroy  and  Paige,  of  Ferguson,  Lilenfeld  & 
Lightfoot,  Norfolk,  Va.;  Jacob  Wheatley,  East- 
on,  Md.;  E.  H.  Harding,  Norfolk,  and  D.  W. 
Branch,  Petersburg,  Va. 

W.  B.  Turlington,  manager  of  Sanders  & 
Stayman,  Inc.,  Vocalion  distributors,  is  highly 
pleased  with  the  high-grade  business  being 
done.  While  machines  are  beginning  to  come 
in  a  little  better  they  are  not  coming  any  too 
fast,  as  Mr.  Turlington  believes  there  is  going 
to  be  a  great  demand  for  the  instruments  this 
fall,  and  he  wants  to  get  a  little  stock  ahead. 
Two  Art  Style  instruments  were  shipped  to 
Connellsville,  and  there  has  been  a  good  de- 
mand with  cash  sales  for  the  Vocalions 
throughout  the  month. 

W.  T.  Davis,  the  Victor  territory  representa- 
tive, was  in  town  several  times  during  the  month. 


DEAN  BASEBALL  TEAM  SCORES 


Putnam,  Conn.,  August  6. — The  John  M.  Dean 
division  of  the  Otto  Heineman  Phonograph  Sup- 
ply Co.,  of  this  city,  has  received  considerable 
publicity  recently,  owing  to  the  success  of  its 
baseball  nine,  which  has  met  many  teams  in 
local  territory  and  has  not  to  date  lost  a  single 
game. 

The  members  of  the  team  recently  received 
from  Otto  Heineman,  president  of  the  Otto 
Heineman  Phonograph  Supply  Co.,  Inc.,  New 
York,  a  complete  baseball  outfit  including  suits, 
bats,  balls,  etc.,  and  R.  F.  Thomas,  superintend- 
ent of  the  plant,  at  the  request  of  the  boys  on 
the  nine,  wrote  Mr.  Heineman  the  following  let- 
ter of  appreciation: 

"You  will  be  glad  to  know  that  the  baseball 
uniforms  and  outfit  were  received  last  week  and 
given  to  the  baseball  team.  The  boys  were 
very  much  pleased,  and  have  won  every  game 
they  have  played.  The  shirts  carry  the  letters 
'D  D,'  meaning  Dean  Division.  Considerable 
interest  in  the  team  has  been  shown  by  several 
well-known  baseball  players  in  this  section  who 
have  expressed  a  desire  to  join  our  factory  or- 
ganization in  order  to  try  for  the  baseball  nine. 
The  boys  appreciate  this  kindness  which  you 
have  extended  to  them." 


DEALERS  ORDER  WINDOW  DISPLAY 


I.  Davega,  Jr.,  Inc.,  Victor  distributors,  125 
West  125th  street,  report  that  they  are  receiv- 
ing many  orders  from  dealers  for  the  Usoskin 
window  display.  This  new  window  display  is 
said  to  be  endorsed  by  the  Victor  Company  and 
is  expected  to  be  treated  upon  in  the  next  issue 
of  the  "Voice  of  the  Victor." 


The  Aerotone  Music  Co.,  of  121  College  place, 
Portsmouth,  Va.,  has  opened  a  large  store  with 
a  full  line  of  talking  machines. 


SOLDIERS  APPRECIATE  GIFTS 

Write  Interesting  Letters  to  Otto  Heineman 
Showing  How  Machines  and  Records  Are 
Popular  in  Camp  of  Aero  Squadron 


Some  time  ago  Otto  Heineman,  president  of 
the  Otto  Heineman  Phonograph  Supply  Co., 
Inc.,  New  York,  presented  the  127th  Aero 
Squadron  at  Langley  Field,  Hampton,  Va.,  with 
several  Vanophones  and  a  library  of  Heineman 
"OkeH"  records.  These  outfits  have  provided 
the  boys  in  camp  with  unlimited  entertainment 
and  amusement,  and  their  appreciation  of  Mr. 
Heineman's  generosity  is  reflected  in  the  fol- 
lowing two  letters  received  by  Mr.  Heineman 
this  week: 

"If  you  were  to  enter  our  barracks  at  almost 
any  hour  during  the  day  or  evening  you  would 
hear  not  one  but  both  of  our  phonographs  en- 
tertaining groups  of  soldiers.  For  a  day  or  two 
we  were  so  greedy  for  music  that  we  set  both 
of  them  going  at  the  same  time  and  in  the  same 
place,  playing  different  tunes,  but  our  musical 
sense  gradually  got  the  better  of  us  and  we  are 
now  content  to  take  them  one  at  a  time.  The 
only  conscientious  objector  in  our  midst  is  the 
First  Sergeant,  who  has  a  little  difficulty  in  get- 
ting the  flow  of  music  turned  off  when  lights 
are  off  for  the  night.  We  are  most  grateful 
to  you  for  your  generous  and  very  appropriate 
gift." 

"Please  accept  my  very  hearty,  although 
slightly  delayed  thanks,  for  the  phonographs 
and  records  you  sent  us.  The  machines  are  go- 
ing all  day  and  most  of  the  night.  Music  is  a 
great  incentive  to  keep  up  the  spirit  of  the  men, 
especially  men  who  work  as  hard  as  ours  do 
here.  We  are  having  great  weather  and  are 
getting  along  fine  at  this  field. 

"Again  thanking  you  personally  as  well  as 
for  all  the  men  for  your  most  appreciative  gift, 
I  remain,  yours  very  truly  (Signed)." 


HE  WAS  A  REAL  VICTOR  DOG 

Reinald  Werrenrath,  reports  overhearing  the 
following  conversation  at  the  Grand  Central 
Station  as  he  was  returning  from  his  last  con- 
cert engagement: 

Lady  to  Gentleman — "Isn't  that  a  lovely  bull- 
dog over  there?" 

Gentleman — "Yes,  great." 

Lady — "Something  like  mine.  I  have  a  won- 
derful dog.  Yes,  I  have — and  he's  nearly  a 
pure  breed." 

Gentleman — "Nearly?" 

Lady — "Yes,  he's  half  bulldog  and  half  fox 
terrier." 

Gentleman — "Well,  I  have  a  full-blooded  fox 
terrier.  He's  the  dead  ringer  for  the  dog  that 
phonograph  company  is  advertising  so  exten- 
sively."— New  York  Globe. 


the  RESURRECTONE 


Read  the  Trade  Mark  carefully, 
hear  the  machine,  and  you'll  agree 
that  It  is  truly 

The  World's  Musical  Instrument 

Improves  All  Records 


Send  for  samples  stating  makes 
of  machines.  Money  refunded 
if  returned  within  Ave  days 
from  receipt. 


(Trade  Mark  Registered) 

Our  new  Models,  fitting  Columbia,  Victor,  Sonora  and 
attachments  for  Edison  (attachment  furnished  if  desired) 
are  LOUDER  and  CLEARER  than  any  other  repro- 
ducers.   Free  of  blast  and  metallic  tinge. 

Its  realistic  sound,  due  to  its  exclusive  "tuning-fork"  and  "double" 
piano-wire  mounting,  is  a  true  "resurrection"  of  original  tones. 

The  "  Resurrectone "  improves  any  machine  and  increases  the 
sale  of  records.  Its  Retail  Price  of  $10  Nickel-plated  and  $12.50 
Gold-plated  (22  karats)  is  small  considering  its  great  merits,  and 
makes  it  a  worth  while  addition  to  your  source  of  profits. 
Regular  discounts  to  the  trade. 


$100 


Send  for  catalogue  of  the  complete  "H  of  fay"  line 


HOFFAY  TALKING  MACHINE  CO., M 


WEST  29th  ST. 
YORK  CITY 


68 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


■llllllillllllllllllllllllM 


The  World's  Greatest  Artists  on 
Edison  Royal  Purple  Amberol 
Records  at  $1.00 

THE  new  Edison  "Royal  Purple"  Amberol 
Records  made  their  first  appearance  on  the  July 
list.  These  super-quality  records,  the  latest  product 
of  the  "Wizard,"  priced  at  $1.00  ($1.50  in  Canada), 
are  the  first  of  a  library  of  special  records  of  the  high- 
est musical  quality,  and  by  many  of  the  greatest  artists 
now  before  the  public. 

^  Miss  Frieda  Hempel,  leading  Coloratura  soprano 
of  the  Metropolitan  Opera  Company,  has  joined  the 
already  large  and  brilliant  staff  of  artists  who  make 
records  for  the 

NEW  EDISON 
DIAMOND  AMBER0LA 

and  it  is  a  fitting  tribute  to  her  glorious  voice  that  it 
was  chosen  for  the  first  of  the  "Royal  Purple" 
Records. 

^  In  tone  quality,  Edison  "Royal  Purple"  Records 
surpass  all  talking  machine  records  of  similar  char- 
acter— a  fact  easily  proven  by  direct  comparison.  And 
at  one  dollar  they  offer  records  made  by  artists  of  in- 
ternational fame.  If  marketed  by  any  other  manu- 
facturer and  in  any  other  form  records  by  these  artists 
would  cost  several  times  as  much. 

1§  For  highest  quality  at  a  low  price  we  do  not  know 
of  any  line  of  merchandise  that  compares  with  the 
New  Edison  Diamond  Amberola  and  Edison  Amberol 
Records. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

Orange,  New  Jersey 


■illlllllililllllllllilll  ::'  ■     '  !    : ' 11   : !  1 1 1 1 1 1  i  I  I'rillT  I  h   IIHII!  hi1    M  !!!   Illllllllilll!ll|lll||llll|l|i|lllll        i   ;   IIIIIIIIIIIIIIIIHIII!!  IIIIIIIIIIIIIIIIIIIIIIIIIIT  '  II         I'll  II!  1 1   nil!  Illllllllllllllllllllllillllll 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


69 


Are  you  up  on  the  points  of  the  New  Model 
Grafonolas?  They're  going  BIG!  People 
have  never  seen  such  wonderful  instru- 
ments. Send  for  descriptive  literature. 


Columbia  Graphophone  Co. 

NEW  YORK 


COLUMBIA  STAFF  HOLDS  OUTING 

Employes  of  Columbia  Wholesale  Branch  At- 
tend Enjoyable  Affair  at  Bear  Mountain  as 
Guests  of  the  Columbia  Graphophone  Co. 


The  members  of  the  staff  of  the  local  whole- 
sale branch  of  the  Columbia  Graphophone  Co., 
55  Warren  street,  were  the  guests  of  the  com- 
pany at  a  very  enjoyable  outing  held  Saturday 
July  27.  This  outing  was  tendered  by  the 
company  as  a  mark  of  its  appreciation  of  the 
support  and  co-operation  rendered  by  the  em- 
ployes of  the  Warren  street  branch  during  the 
past  year.  This  has  achieved  remarkable  re- 
sults under  the  direction  of  Lambert  Friedl, 
and  this  outing  reflected  the  spirit  of  co- 
operation and  good-fellowship  that  has  con- 
tributed so  materially  to  this  gratifying  record. 

A  party  of  one  hundred  assembled  Saturday 
morning  at  9  o'clock,  and  boarded  a  Hudson 
River  Day  Line  steamer  to  Bear  Mountain.  A 
very  enjoyable  luncheon  was  served  at  the  Bear 
Mountain  Inn,  and  preparations  were  made  for 
a  baseball  game  between  teams  representing 
the  office  and  shipping  department.  After  an 
exciting  battle  the  office  team  was  returned 
the  victor  on  the  long  end  of  a  13  to  7  score. 
K.  Mills,  assistant  manager  of  the  New  York 
branch,  was  one  of  the  star  players  on  the  win- 
ning team,  and  drove  in  many  runs  through 
timely  hitting. 

After  the  baseball  game  was  finished  a  series 


Genuine  Period  Styles 

Authentic  adaptations  of  Adam,  Louis  XVI.  Sheraton 
and  Queen  Anne  periods,  harmonizing  perfectly  with 
the  styles  whose  names  they  bear;  are  a  feature  of  the 
case  work  on  the  Marvelous 

MAGNOLA  "Built  by  Tone  Specialists" 


'a.TcKir^  TKe  Music  Come  Out 


Give  us  the  Opportunity  to  tell  you  more  about  this 
and  other  sales-making  features  of  MAGNOLA  con- 
struction, by  sending  us  your  name  and  address. 

We  have  a  handsome  catalog,  illustrated  in  colors, 
that  tells  Magnola's  story — and  is  yours  for  the 
asking. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711    MILWAUKEE  AVENUE  IS30  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


of  field  events  was  next  in  order,  and  the  100- 
yard  dash  for  ladies  was  won  by  Miss  Story. 
The  distance  throwing  event  was  also  won  by 
Miss  Story,  who  incidentally  is  quite  an  athlete; 
Miss  Gilfillan  finishing  second  in  this  event. 


NEBRASKA  VICTOR  DEALERS  TO  MEET 


Mr.  Schreiner  Winning  Dept.  Heads'  Race 

The  100-yard  dash  for  department  heads  was 
won  by  Wm.  A.  Schreiner,  head  of  the  dealer 
service  department.  The  100-yard  dash  open 
event  was  won  by  Lieutenant  Gorham,  U.  S.  N., 
one  of  the  invited  guests  of  the  day;  Mr. 
Schreiner  finishing  second.  The  accuracy  throw- 


Mr.  Mills  Reaches  Plate  After  Home  Run 

ing  contest  was  won  by  Mr.  Mills;  Mr.  Schreiner 
again  taking  second  place,  and  winning  the  point 
prize. 

One  of  the  interesting  features  of  the  day  was 
a  race  between  Lambert  Friedl  and  O.  P.  Graf- 
fen,  of  the  sales  staff.  This  race,  which  was 
over  a  distance  of  two  hundred  yards,  was  won 
by  Mr.  Friedl,  who,  after  jockeying  for  rail 
position  in  the  first  one  hundred  yards,  crossed 
the  tape  a  few  inches  ahead  of  Mr.  Graffen, 
whose  performance  was  remarkable  in  many  re- 
spects. Lieutenant  Gorham  won  the  race  around 
the  bases,  covering  the  diamond  in  eighteen 
seconds;  Mr.  Schreiner  being  the  runner-up,  fin- 
ishing only  one  second  behind  the  winner.  Miss 
Gilfillan  won  the  race  around  the  bases  for 
ladies,  covering  the  distance  in  twenty-four  sec- 
onds; Miss  Story  finishing  second,  crossing  the 
tape  one  second  behind  Miss  Gilfillan. 

Mountain  climbing,  dancing  and  boating  con- 
tributing to  the  success  of  the  day,  and  every 
member  of  the  party  thoroughly  enjoyed  the 
program  that  was  prepared,  voicing  the  hope 
that  a  1919  outing  would  also  be  scheduled. 


For  stricter  economy  in  the  use  of  paper  the 
War  Industries  Board  has  asked  publishers  to 
put  into  effect  a  number  of  economies.  Sample 
or  free  promotion  copies  are  not  to  be  distrib- 
uted. Advertisers  are  to  be  permitted  but  one 
copy  and  all  free  exchanges  are  to  be  discon- 
tinued. 


State  Association  Will  Hold  Annual  Conven- 
tion in  Omaha  on  August  29  and  30 


Omaha,  Neb.,  August  5. — Plans  are  now  being 
completed  for  the  annual  convention  of  the  Ne- 
braska Victor  Dealers'  Association  which  will 
be  held  in  this  city  on  August  29  and  30.  P.  G. 
Spitz,  who  is  chairman  of  the  entertainment 
committee,  reports  that  indications  point  to  a 
record  attendance  at  the  meetings,  at  which 
there  will  be  a  number  of  special  features,  in- 
cluding addresses  by  Victor  factory  representa- 
tives and  by  wholesalers  as  well  as  business 
talks  by  the  dealers  themselves.  An  elaborate 
banquet  will  head  the  list  of  entertainment  fea- 
tures planned.  It  is  felt  that  prevailing  condi- 
tions, due  to  the  war,  make  it  particularly  desir- 
able for  the  dealers  to  get  together  this  year  for 
the  discussion  of  their  business  problems  and 
ways  and  means  for  meeting  them. 

The  officers  of  the  association  are:  Charles 
Gaston,  Gaston  Music  Co.,  Hastings,  Neb., 
president;  J.  E.  Gaskill,  Gaskill  Music  Co.,  Ne- 
braska City,  Neb.,  vice-president;  H.  S.  Thorpe, 
Huse  Publishing  Co.,  Norfolk,  Neb.,  treasurer, 
and  W.  E.  Mickel,  Mickel  Bros.,  Omaha,  sec- 
retary. 


JOINS  NAVAL  FORCE  AT  NEWPORT 


Leon  Tobias,  formerly  metropolitan  repre- 
sentative for  Arthur  L.  Van  Veen  &  Co.,  New 
York,  manufacturer  of  Van  Veen  Bed-Set 
booths,  is  now  a  member  of  the  U.  S.  Navy, 
stationed  at  Newport,  R.  I.  Mr.  Tobias  is  well 
known  in  the  local  trade,  and  his  many  friends 
are  sure  that  he  will  acquit  himself  admirably 
as  one  of  Uncle  Sam's  Jackies. 


The  BEST  TALKING 
MACHINE  NEEDLE 

On  the  Market — Packed  in  Counter  Salesman 


PHONOGRAPH  NEEDLES 

EACH  NEEDLE  WILL  PLAY  10  RECORDS 


50  Needles  to  a  box  and  they  retail  at  10c.  per  Box. 
60  Boxes  to  a  package  $6.00. 
This  package  costs  you  $3.90  net. 
Your  profit  is  $2.10  and  your  customer  gets  a  needle  that 
will  give  satisfaction. 


The  Fred.  Gretsch  Mfg.  Co. 


60  Broadway 
Brooklyn,  N.Y. 
Manufacturers  of  Musical  Instruments 


Canadian  Wholesale  Agent,  H.  A.  BEMISTER 

10  Victoria  St.,  Montreal,  Can. 


70 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Essentials 


all  of  them 


Men 

Money 

Machinery 

Munitions 

Merchant  Marine 


-and- 


MUSIC 

The  Government  Recognizes  Music 
As  One  of  the  Great  Forces  That 
Will  Help  Win  the  War 


THE  VICTROLA  IS  THE  MOST  COMPACT, 
INEXPENSIVE,  PORTABLE  FORM  OF  MUSIC 
OBTAINABLE  FOR  THE  HOME,  SHIP  OR  FIELD 


■   New  York  Talking  Machine  Co. 


119  West  40th  Street 
NEW  YORK 


THE  TWO 
LARGEST  EXCLU- 
SIVE VICTOR 
WHOLESALERS 

IN  THE  TWO 
LARGEST  CITIES 


Chicago  Talking  Machine  Co. 

12  No.  Michigan  Avenue  ■ 
CHICAGO,  ILL. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


71 


FROM  OUR 

E.  P.  VAN  HARLINGEN, 
Manager 


CHICAGO 


HEADQUARTERS 

World  Office 
Republic  Bldg.,  209  South  State  St.,  Chicago 
Telephone:  Wabash  5774 


Chicago,  III.,  August  10. — Although  at  first 
thought  the  fact  may  seem  somewhat  peculiar 
it  is  nevertheless  being  realized  as  true  that  our 
boys  in  the  trenches  have  a  surprising,  although 
indirect,  influence  on  business  affairs  in  this 
country.  We,  of  course,  know  that  they  are 
consuming  millions  of  pounds  of  American- 
grown  food  and  shooting  away  millions  of  dol- 
lars' worth  of  powder  and  shell,  the  supplying 
of  which  is  keeping  a  large  part  of  the  popula- 
tion busy.  It  is  known,  too,  that  there  is  a 
great  demand  among  the  soldiers  for  musical 
instruments  of  all  kinds,  particularly  talking 
machines,  band  instruments  and  small  goods 
generally,  but  it  is  not  alone  along  those  lines 
that  the  influence  of  the  fighting  men  is  felt. 

Reports  that  come  to  the  Chicago  office  of 
The  World  from  many  sections  of  the  West 
would  indicate  that  the  turning  of  the  tide  of 
the  battle  on  the  Western  front  has  its  effect 
on  the  sales  of  goods  to  civilians  at  home.  It 
is  a  fact  that  in  certain  sections  talking  ma- 
chine dealers  and  others  have  done  more  busi- 
ness since  the  big  drive  of  the  Americans  along 
the  Marne  than  they  have  done  in  any  similar 
period  since  the  beginning  of  the  war.  It  is  a 
situation  worth  thinking  about. 

Conditions  in  the  trade  at  the  present  time 
are  interesting,  even  though  serious.  There  are 
many  problems  that  confront  the  talking  ma- 
chine manufacturer  and  dealer,  not  the  least  of 
which  is  the  provision  of  the  new  War  Revenue 
bill,  now  in  process  of  drafting,  which  it  is  ex- 
pected will  place  new  tax  burdens  on  the  trade 
in  common  with  other  industries.  At  the  pres- 
ent time  the  Ways  and  Means  Committee  of 
the  House  of  Representatives  is  said  to  have 
agreed  upon  a  10  per  cent,  tax  on  talking  ma- 
chines and  records,  but  as  was  the  case  with 
the  existing  War  Revenue  law  that  figure  may 
be  subjected  to  a  downward  revision  before  the 
new  measure  becomes  effective. 

The  next  problem  is  that  of  securing  suf- 
ficient supplies  of  steel,  fuel  and  other  supplies 
that  will  enable  the  manufacturers  to  keep  their 
output  on  a  fair  basis  and  keep  their  manufac- 
turing and  sales  organizations  intact  until  such 
time  as  the  dove  of  peace  finds  a  resting  place 
in  the  world.  The  trade  is  optimistic  regard- 
ing the  attitude  of  the  Government  in  the  mat- 
ter of  allotting  metal  supplies  to  the  industry, 


and  feels  that  the  results  of  the  conferences  that 
have  been  held  and  will  "be  held  in  the  future 
with  Government  officials  will  work  out  favor- 
ably. 

Meanwhile,  be  it  said  that  the  patriotism  of 
the  trade  as  a  whole  has  never  wavered,  and 
its  members  have  been  willing  to  take  whatever 
came  in  a  hopeful  and  earnest  and  truly  Ameri- 
can spirit,  but  it  need  not  be  disguised  that 
they  were  worried!  Now  the  feeling  of  confi- 
dence has  been  raised  to  so  high  a  degree  that 
they  are  not  worried.  Furthermore,  this  is 
true.  They  realize  that  this  whole  thing  is  only 
temporary  and  that  after  the  war  they  will  fall 
back  on  the  music  trade  activities,  pianos,  play- 
er-pianos, small  goods,  band  instruments  or 
whatever  it  may  be,  therefore,  they  are  not 
neglecting  a  future  good  for  the  present  ex- 
igencies, but  they  have  their  lines  out.  The 
travelers  are  active.  They  are  keeping  it  be- 
fore the  trade  that  they  are  still  in  business 
and  that  they  are  preserving  the  integrity  of 
their  name  until  the  boys  come  home.  That 
is  good  work  and  moreover  it  will  happen, 
mark  our  word,  as  it  has  always  happened  that 
the  actuality  will  not  be  nearly  as  bad  as  the  an- 
ticipations entertained  by  some  people.  We  are 
going  ahead  and  we  are  going  to  do  business. 
The  whole  proposition  is  that  socially,  polit- 
ically and  commercially  we  are  in  an  interest- 
ing stage  of  evolution.  This  in  spite  of  the  truth 
of  the  ancient  assertion,  "Woe  unto  them  by 
whom  offenses  come  for  they  shall  certainly  get 
it  in  the  neck  eventually." 

A  Striking  and  Timely  Advertisement 

Timeliness  is  the  keynote  of  the  Nightingale 
advertisement  in  this  issue.  H.  B.  Wolper, 
president  of  the  company,  has  been  away  on  a 
trip  and  has  come  back  with  some  really  good 
orders.  This  progressive  concern  is  in  a  sense 
an  instance  of  the  survival  of  the  fittest.  Many 
other  concerns  have  vanished  since  he  started, 
but  he  built  with  indomitable  energy  his  splen- 
did ideals  and  he  is  winning  out. 

Another  Empire  Success 

The  Empire  Talking  Machine  Co.,  of  this 
city,  have  scored  another  success  in  their  latest 
Empire  model  of  portable  machines.  This  new 
Empire  model  following  so  closely  to  the  an- 
nouncement made  in  the  columns  of  the  July 
World  relative  to  their  Queen  Anne  period  de- 


sign instrument  further  exemplifies  the  activity 
of  this  company  and  is  characteristic  of  their 
up-to-the-minute  methods  of  doing  business. 
The  new  art  model  Queen  Anne  design  proved 
to  be  a  very  interesting  feature  to  Empire  deal- 


Empire  Portable  Talking  Machine 

ers,  and  quite  a  number  of  requests  for  imme- 
diate shipment  for  this  new  model  were  or- 
dered solely  on  the  strength  of  the  announce- 


Empire  Portable  in  Case 

ment  which  appeared  in  the  reading  columns 
of  The  World.  The  new  portable  model  which 
is  being  announced  by  the   Empire   Co.  this 

(Continued  on  page  73) 


R10 


THE  "WADE" 

EEDLE  CUTTER 


assures  u20  or  more"  Original  New  Points  to  each  Fibre  Needle 


The  WADE  Fibre  Needle  Cutter 

tZIieORTGMAL  "Sepointer 


BEFORE       The20(ormore)  AFTrR 

Original  Repoints 


—and  therefore  is  the  most  economical  Fibre  Needle  Cutter  on  the 
market.  You  know  the  many  advantages  of  using  Fibre  Needles  — 
more  natural  reproduction;  more  tunes  for  one  cent;  no  wear  and 
tear  on  records,  etc.,  etc.,  but,  do  not  make  the  mistake  of  buying 
anything  but  the  best  Fibre  Needle  Cutter. 


TheWade 


is  the  oldest  Fibre  NeedleCutter  on  the  market- 
sells  on  demonstration  — 
never  fails  to  give  satisfaction — 
is  made  in  two  styles — $1.50  and  $2.00. 


Usual  trade  discounts — Write  for  samples 
or  Order  from  your  regular  Distributor 


The  Wade 


Fibre 
Needle 

Cutter  No.  2 

Price  $2.00 


WADE   &  WADE,   3807  Lake  Park  Ave.,    CHicagO,  111. 


72 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


VICTROLA  ART  WINDOW 
DISPLAY  SHOW  CARDS 


Just  LikeWashington 
Crossed  the  Delaware, 
General  Pershing 
Will  Cross  t/wRhine 

Singly  ^Peerless Qfuarcec — 

ViccorDoublefacedtteconiyvil&tDC)  dSf 


A  new  Lyon  &  Healy  Service  for  Victor  dealers.  These 
cards  are  drawn  especially  for  us  by  a  well-known  illustrator 
and  are  beautifully  printed  in  colors.  They  are  fourteen  by 
twenty-two  inches  in  size.  Each  month  three  of  the  best  sell- 
ing records  are  selected  by  our  experts  and  are  featured  on 
these  cards.  They  will  help  you  popularize  the  new  records 
and  will  add  to  the  appearance  of  your  windows. 

$1.25  per  month 

Other  Advertising  Helps  for  Music  Dealers 

VICTROLA  NEWSPAPER  ILLUSTRATIONS,  52  per  year,  $8.33  per  month;  26  per 
year,  $4.17  per  month.  Small  instruments  newspaper  illustrations,  36  per 
year,  $4.17  per  month. 

ART  VICTROLA  FOLDERS  for  mailing  the  monthly  supplements — save  envelopes 

Write  for  Prices 


GOD  BE  WITH  OUR 
BOYS  TONIGHT 

Sung  by 

JOHN  McCORMACK 

Victor  Record    No.  64773   Price  $1.00 


VICTROLA  BILL  BOARD  POSTERS,  striking  designs 


Write  for  Prices 


Lyon  &  Healy 


Victor  Distributors 
CHICAGO 


THE  LADDIES  WHO 
FOUGHT  AND  WON 

Sung  by 

HARRY  LAVDER 

Victor  Record    No.  70117    Price  $1.25 

I 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


73 


ARCHIMEDES  (B.  C.  287?  -  212) 

Who  discovered  the  working  principles  of  the  fulcrum  and  lever,  astonished  his  country- 
men by  saying,  "Give  me  a  lever  long  enough  and  a  place  to  stand  upon,  and  I  will  lift 
the  world." 

After  two  thousand  years  we  applied  the  Archimedes  principle  to 

The  Chicago  Cover  Balance  Number  1 

And  we  also  astonished  our  countrymen  by  saying,  "Give  us  a  place  to  put  it  on  (your 
talking  machine)  and  we  will  lift  a  world  of  trouble  off  your  shoulders." 
We  have  proved  it  time  and  again. 

The  Chicago  Cover  Balance  No.  1  is  scientifically  correct  in  every  detail  and  will  give 
perfect  balance  to  any  talking  machine  cover  regardless  of  weight  by  means  of  its  simple 
adjustment. 

EQUIPMENT  COUNTS 

The  cover  is  "PUT"  and  "STAYS  PUT" 

WE  ALSO  MANUFACTURE  CONTINUOUS  AND  EMPIRE  TOP  HINGES 

Chicago  Hinged  Cover  Support  and  Balance  Co.  fHicA^6,TLiSNois 


(Pat.   Applied  For)        COVER    BALANCE    No.  I 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  71) 


month  is  one  of  the  most  unique  talking  ma- 
chines ever  offered  to  the  trade  and  will  ap- 
peal at  once  to  a  large  class  of  people  because 
of  the  fact  that  it  is  an  Empire  product,  and  it 
is  said  a  new  Empire  product  has  never  failed 
to  meet  with  instant  approval  and  bring  imme- 
diate results.  The  equipment  used  in  the  manu- 
facture of  this  machine  is  high  class  in  every 
way,  and  the  instrument  has  a  tonal  volume 
which  particularly  adapts  it  to  outdoor  or  camp 
uses.  It  is  finished  in  waxed  golden  oak  and 
is  very  attractive.  The  arrangement  for  hold- 
ing a  supply  of  records  is  original  and  unique 
and  insures  that  the  records  will  not  be 
scratched  or  damaged.  One  illustration  on  page 
77  shows  the  new  Empire  portable  talking 
machine  closed  ready  for  carrying  and  another 
one  shows  the  working  parts,  such  as  turn  table, 
tone  arm,  crank,  etc.,  placed  in  their  respec- 
tive positions  and  compartments.  The  last  il- 
lustration shows  the  instrument  set  up  and  ready 
to  play  any  record.  Each  machine  is  packed 
in  a  separate  carton  and  for  shipping  conve- 
nience three  cartons  are  packed  to  the  crate, 
and  it  is  said  that  the  minimum  quantity  re- 
quirements are  one  crate.  It  will  pay  dealers 
to  make  inquiry  regarding  this  new  Empire 
model,  owing  to  the  timeliness  of  the  season. 
The  retail  list  price  is  quoted  at  $35,  subject  to 
the  usual  trade  discounts. 

Complaints 

We  often  hear  that  there  are  two  sides  to 
everything,  but  we  very  seldom  read  about  the 
second  side,  especially  in  a  trade  paper.  We 
read  about  the  selling  and  the  manufacturing, 
but  that's  only  one  side.  The  other  side  is  what 
happens  after  the  machine  is  manufactured  and 
sold. 

Over  in  Lyon  &  Healy's  retail  Victor  depart- 
ment they  have  a  nice  little  room  portioned  off 
in  one  corner  of  the  floor  containing  a  regular 
sales  counter   with   ordinary   customer  stools 


placed  along  the  counters,  well  lighted  and  a  little 
illumined  sign  over  the  door  which  reads  "Me- 
chanical Adjustment  and  Complaint  Depart- 
ment." This  department  is  under  the  super- 
vision of  F.  L.  Clark  and  Mrs.  H.  Anderson, 
and  it  is  up  to  these  two  able  talking  machine 
people  to  see  the  other  side  of  the  game  and 
take  care  of  the  customers  after  they  have 
passed  from  the  hands  of  those  who  look  after 
the  first  side. 

According  to  Manager  Clark  it  is  one  out  of 
ten  visits  that  the  sales  person  is  liable  to  see 
the  customer  to  whom  he  sells  the  machine 
again.  "The  customer  passes  out  of  his  life, 
so  to  speak,  after  the  sale,  except  for  an  occa- 
sional meeting,"  says  Clark.  "He  must  explain 
his  concern  and  make  the  delivery,  but  after  that 
it  is  all  over,  so  far  as  he  is  concerned,  but  you 
can't  satisfy  a  customer  by  selling  him  a  ma- 
chine no  matter  how  good  or  what  make  the 
machine  is  and  let  it  go  at  that.  There  is  al- 
ways bound  to  be  some  adjustment  or  complaint, 
no  matter  how  trivial.  Then  again,  you  can 
never  satisfy  a  customer  over  the  telephone. 
He  will  call  up  and  make  a  complaint,  and 
it  is  up  to  us  to  send  out  a  man  to  make  the 
repairs,  if  there  are  any,  but  if  it  is  just  a  mat- 
ter of  explaining  some  detail,  it  is  up  to  us  to 
try  and  get  the  customer  to  pay  us  a  visit,  so 
we  can  talk  to  him  in  person.  It  is  then  a 
simple  matter  to  straighten  out  the  situation 
because  from  the  experience  in  this  end  of  the 
game  one  gets  so  that  they  can  look  at  their 
customer  and  just  about  tell  what  the  customer 
is  going  to  talk  about,  and  in  that  manner  pre- 
pare themselves  for  the  attack. 

"It  would  take  a  book  larger  than  The  World 
to  cover  the  story  that  could  be  written  about 
this  department.  Mrs.  Anderson  says  that  it 
takes  a  man  to  handle  a  man's  complaint  and  it 
takes  a  woman  to  handle  a  woman's  complaint, 
because  a  man  will  talk  mechanics  and  perhaps 


the  woman  can  talk  mechanics  better  than  he, 
but  it  won't  be  so  convincing,  whereas  the  other 
way  around  the  woman  can  talk  household  ef- 
fects and  how  to  polish  and  clean  the  machine 
so  it  will  harmonize  with  the  furniture,  but  it 
won't  sound  so  convincing  when  coming  from 
the  man." 

Some  of  the  most  peculiar  excuses  were  com- 
plaints one  never  heard  of  and  these  are  gone 
over  in  this  department  daily.  For  example, 
one  woman  came  in  and  talked  to  Mr.  Clark  re- 
cently complaining  that  there  was  a  peculiar 
noise  issuing  from  her  machine.  Mr.  Clark 
wanted  to  get  an  idea  what  kind  of  a  noise  it 
was,  so  he  could  make  a  suggestion  as  to 
w  hether  it  was  the  motor,  tone  arm  or  what  was 
making  the  noise.  "What  does  it  sound  like," 
asked  Mr.  Clark.  The  woman  hesitated  for  a 
moment,  hemmed  and  hawed  a  little  and  then 
finally  blurted  out,  "It  sounds  like  snow  sliding 
off  the  roof." 

This  was  a  poser  for  Mr.  Clark,  so  he  decided 
that  one  of  the  repair  men  should  accompany 
the  woman  home.  The  man  went  over  the 
motor,  inspected  it  and  found  no  fault  therein. 
The  sound  box  was  the  same,  but  still  the  noise 
issued  from  the  machine,  and  then  he  took  the 
turntable  off  and  found  that  there  was  a  small 
ball  of  paper  rolled  up  and  shoved  under  the 
table,  and  it  was  making  the  sliding  noise 
which  the  woman  complained  about.  The  re- 
pair man  showed  the  woman  just  what  was 
wrong  with  the  machine  and  came  back  and  re- 
ported what  it  was,  saying  at  the  same  time 
that  she  remarked,  "Oh,  dear  me,"  and  turned 
around,  grabbed  her  little  boy  and  gave  him  a 
good  spanking. 

"That  is  only  a  sample  of  the  peculiar  com- 
plaints we  have  to  deal  with,"  stated  Mrs.  Ander- 
son, "but  our  really  active  period  is  during  the 
Christmas  rush  and  anyone  who  could  come 
(Continued  on  page  75) 


""I 

I 


TRANSFER  NAME-PLATES 

We  make  the  Transfer  Name  -  Plates  and  Trade-Marks  for 
the  largest  talking  machine  manufacturers  in  this  country  and 
for  dealers  in  every  state. 

YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner 
back  to  you  for  records  and  his  friends  to  you  for  a  machine. 
Samples,  Suggestions  and  Sketches  Furnished  Free 

THE  MEYERCORD  COMPANY,  CHICAGO 

"Largest  Manufacturers  of     J)EC  ALCOIMi  ANT  A     Transfer  Name-Plates 


Transfer  Name-Plates 


74 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


The  Biggest  Idea 

of  recent  years  in  the  phonograph  world — 
and  what  it  has  done  for  dealers 


(-  ■ 

o 

f  u 

C 

iH 


I 


A  distinctive  feature  of  The  Brunswick  Method  of  Reproduction  is  The 
Ultona,  pictured  above,  in  position  for  playing  a  Pathe  Record.  The 
Ultona  is  instantly  adjustable  to  plav  any  record,  whatever  make. 


The  New  Brunswick  Method 
of  Reproduction  Wins  Buyers 


The  most  talked  about  feature  in  the  phono- 
graph field  is  The  Ultona,  one  of  the  new  ideas 
embodied  in  The  Brunswick  Method  of  Reproduc- 
tion. Customers  see  its  advantage  instantly.  It  is 
an  idea  most  people  have  wished  for,  and  now  that 
it  is  obtainable  in  The  Brunswick,  old-time  favor- 
ites are  passed  by. 

The  Brunswick  Method  of  Reproduction  has 
been  widely  advertised  in  The  Saturday  Evening 
Post  and  other  national  publications.  The  copy 
has  been  tremendously  appealing,  chiefly  be- 
cause it  created  curiosity.  It  led  people  in  to  hear 
The  new  Brunswick,  and  to  compare  its  superior- 
ities. In  every  ad  we  urged  them  to  visit  a  Bruns- 
wick shop  and  hear  this  marvelous  improvement. 

The  result  is  that  sales  have  multiplied  amaz- 
ingly. Our  production  facilities  are  taxed  to  the 


limit.  The  Brunswick  is  a  nation-wide  success,  and 
its  popularity  is  ever  increasing. 

Buyers  of  The  Brunswick  are  demonstrating 
its  superiorities  to  all  their  friends.  And  so  a 
Brunswick  dealer  is  blessed  with  real  "fans"  whose 
influence  cannot  be  underestimated. 

Would  you  like  to  be  associated  with  this  great 
success?  Would  you  like  to  become  a  Brunswick 
Dealer? 

We  know  of  some  splendid  openings  —  not 
many  —  and  maybe  your  community  is  on  our 
preferential  list. 

We  suggest  writing  for  the  details  of  our  profit- 
able plan,  at  the  same  time  telling  us  something  of 
your  facilities. 


Branch  Houses 
In  Principal  Cities  of  United 
States,  Mexico  and 
Canada 


npi           T~")                   •    I     n     11        /"I    1|          1  Canadian  Distributors: 

lhe  orunswick-Dalke-Lollender  Lompany  mus^i  Merchandise saiesto. 

,    _                       _     4                            '■  Excelsior  Life  Building 

General  Offices:  Chicago  and  New  York  Toronto 


i  1 


PHONOGRAPHS        IN  ONE 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


75 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  73) 


and  spend  a  day  with  us  during  that  time  is  sure 
to  go  away  after  having  formed  an  opinion  that 
this  department  is  a  veritable  mad-house." 

"We,  of  this  department,"  stated  Mr.  Clark, 
"always  begin  the  day  by  saying,  'It  is  up  to 
us  to  satisfy  and  we  are  going  to  satisfy  our 
customers  at  all  hazards,  as  we  agree  that  the 
customer  is  always  right,  no  matter  how  wrong 
he  is.'  " 

New  Additions  to  Trade 

G.  Harry  Bent,  manager  of  the  Victor  de- 
partment of  the  Geo.  P.  Bent  Co.,  became  the 
proud  father  of  a  baby  boy  on  Sunday,  August 
4.  Don  Elble,  of  Elble  Bros.,  South  Bend, 
Ind.,  ditto  the  same  day.  Both  mothers  and 
babies  are  doing  fine.  This  is  Mr.  Bent's  fourth 
child  and  Mr.  Elble's  first. 

Griffith  P.  Ellis  Back  at  Desk 

Griffith  P.  Ellis,  sales  manager  of  the  Chi- 
cago Talking  Machine  Co.,  returned  to  his  desk 
this  week  after  a  two  weeks'  vacation  at  Grand 
Beach,  Mich.,  where  he  was  resting  up  and  re- 
covering from  the  effects  of  an  automobile 
accident  he  suffered  several  weeks  ago.  Mr. 
Ellis  and  his  wife  had  been  motoring  at  the  time 
of  the  accident  in  a  friend's  car  along  a  dark 
road  during  a  thunder  shower  and  the  machine 
plunged  into  a  pillar  that  was  being  used  in  the 
elevation  of  some  railroad  tracks.  The  car  was 
swung  around  and  crashed  into  a  similar  struc- 
ture and  Mr.  Ellis  was  thrown  through  the  wind- 
shield and  his  face  and  head  were  terribly  cut. 
One  of  the  wounds,  a  cut  on  the  left  temple, 
necessitated  the  surgeon's  taking  ten  stitches  to 
close.  There  were  several  other  cuts  about  the 
face  which  also  necessitated  some  stitching.  Mr. 
Ellis  is  still  undergoing  treatment  for  his 
wounds,  which  are  not  quite  healed  as  yet. 

Dan  Creed,  general  manager  of  the  Chicago 
Talking  Machine  Co.,  recently  received  a  letter 
from  Sergeant  Geo.  F.  Denig  from  somewhere 
in  France.  Sergeant  Denig  is  connected  with 
base  hospital  No.  11,  American  Expeditionary 
Forces,  and  tells  of  some  mighty  interesting 
occurrences  that  have  happened  since  he  has 
landed  in  France.  Sergeant  Denig  was  formerly 
assistant  credit  manager  for  the  Chicago  Talk- 
ing Machine  Co. 

Columbia  Notes 

E.  C.  Poore,  formerly  in  charge  of  the  record 
department  of  the  Chicago  branch  of  the  Co- 
lumbia Co.,  has  now  been  placed  in  charge  of 
both  the  stock  department  and  stock  accounting 
department,  having  succeeded  Geo.  L.  Vining, 
who  has  resigned.  Besides  looking  after  the 
stock  Mr.  Poore  has  supervision  over  the  repair 
department. 

Wm.  Link,  who  for  the  past  three  years  has 
been  assistant  manager  of  the  record  depart- 
ment, succeeds  Mr.  Poore  as  manager  of  the 
record  department.  The  change  took  place  on 
August  1. 

Mr.  Poore  has  long  been  connected  with  the 
Columbia  Co.,  and  prior  to  his  connection  with 
the  Chicago  branch  was  associated  with  the  Co- 
lumbia branch  at  Kansas  City.     Mr.  Link  is  a 


-very  likable  young  fellow,  ambitious  and  has 
the  initiative  to  be  just  the  right  man  to  suc- 
ceed Mr.  Poore. 

Frank  Tatner,  who  formerly  had  charge  of 
the  Columbia  country  correspondence  at  the 
Chicago  branch,  is  now  doing  clerical  work  for 
the  War  Department  at  Washington. 

Undergoes  Second  Operation 

C.  L.  Davidson,  of  the  Talking  Machine  Shop, 
returned  to  his  office  August  9  for  the  first 
time  in  four  weeks.  During  his  absence  Mr. 
Davidson  had  undergone  an  operation  for  peri- 
toneal adhesions.  The  complication  arose 
from  an  operation  he  underwent  last  winter  for 
the  removal  of  gall  stones  and  appendicitis. 
After  leaving  the  hospital  last  winter  Mr. 
Davidson  contracted  whooping  cough  and,  ow- 
ing to  the  abdominal  wounds  being  fresh  at 
the  time  he  was  taken  down  with  the  cough, 
the  spasms  of  coughing  caused  the  raw  edges 
of  the  wound  to  adhere  to  the  peritoneum  and 
the  gall  bladder,  which  necessitated  another 
operation. 

Wiley  B.  Allen  Co.  Represent  Brunswick 

What  is  perhaps  one  of  the  largest  deals  ever 
made  by  the  Brunswick-Balke-Collender  Co.  is 
that  of  their  new  representatives,  the  Wiley  B. 
Allen  Co.,  of  Sah  Francisco.  This  company, 
which  is  one  of  the  largest  and  best-known  re- 
tail houses  in  the  country,  particularly  on  the 
Coast,  operates  a  chain  of  stores  in  San  Fran- 
cisco, Oakland,  Sacramento,  San  Jose,  Los 
Angeles,  San  Diego  and  Portland,  Ore.  The 
transaction  was  recently  brought  about  with 
this  company  to  give  them  the  entire  Coast  rep- 
resentation for  the  Brunswick  phonograph.  J. 
I.  Black,  of  the  W.  B.  Allen  Co.,  who  has 
charge  of  their  various  talking  machine  depart- 
ments, it  is  stated,  was  very  favorably  impressed 
with  the  transaction.  This  deal  puts  the  Coast 
representation  of  Brunswick  on  such  a  large 
basis  that  it  is  stated  that  the  Brunswick  people 
are  refusing  all  other  representation. 

Tells  Story  of  Expansion 

F.  W.  Clement,  manager  of  the  Chicago 
branch  of  the  Emerson  Phonograph  Co.,  is  one 
of  the  members  of  Chicago's  trade  who  was 
kept  very  busy  during  the  recent  hot  spell  in 
looking  after  his  clientele.  Mr.  Clement  stated 
that  his  monthly  report  showed  that  business 
at  his  office  was  25  per  cent,  greater  than  dur- 
ing the  month  of  June  and  that  up  to  the  pres- 
ent time  indications  were  that  August  would 
be  a  little  ahead  of  July.  He  accounts  for  the 
increase  in  July  and  the  first  part  of  August 
by  taking  into  consideration  two  factors:  first, 
that  the  vacationists'  demands  were  taken  care 
of  during  July,  and,  second,  that  the  dealers  are 
now  going  over  their  stocks  and  putting  in  their 
orders  for  after-vacation  business. 

"The  dealers,"  stated  Mr.  Clement,  "are  taking 
the  time  right  now  in  trying  to  dope  out  future 
business  and  stock  up  for  the  fall  trade,  and  the 
majority  of  them  are  thirty  days  ahead  of  their 
usual  time  in  their  ordering.  We  have  been 
receiving  exceptionally  heavy  shipments  from 


the  factory  to  this  branch  lately  and  are  thereby 
enabled  to  take  care  of  our  demands  promptly. 
In  this  branch,  we  are  distributing  to  Indiana, 
Michigan,  Wisconsin,  Illinois,  Missouri,  Kansas, 
Nebraska,  Iowa  and  Minnesota,  and  are  building 
a  great  number  of  new  agencies  for  our  new 
nine-inch  records.  The  tendency  of  the  demand 
for  both  the  nine-inch  and  the  smaller  Emerson 
records  has  been  for  the  patriotic  numbers  and 
our  books  show  that  about  75  per  cent,  of  the 
business  we  are  doing  is'  in  filling  the  demand 
for  patriotic  numbers  such  as  marches,  military 
dances  and  war  songs.  The  new  nine-inch 
Emerson  records  are  proving  unquestionably 
that  there  is  a  big  field  for  records  of  this 
character." 

"The  Rotometer" 

The  Lakeside  Supply  Co.  have  been  spending 
a  great  deal  of  time  recently  in  further  pro- 
tecting their  already  delicate  rotometer  or  speed 
tester.  This  little  instrument,  which  is  novel  in 
very  many  ways  and  one  of  the  most  simple 
of  its  kind  on  the  market,  has  recently  been 
enhanced  by  the  use  of  a  more  delicate  pivot 
bar.  The  Lakeside  Co.  is  also  doing  some  good 
work  in  supplying  micas  of  all  sizes  and  thick- 
nesses, of  which  they  have  a  large  supply  at 
present. 

Gus  Fricke,  one  of  the  officers  of  the  com- 
pany, is  invalided  at  home,  owing  to  the  effects 
of  blood  poisoning  in  his  thumb  which  he  re- 
ceived from  a  razor.  The  doctor  lanced  the 
thumb  about  six  times  and  for  a  while  he  was 
in  a  very  precarious  condition,  but  thanks  to  the 
good  work  of  the  attending  surgeons  his  re- 
covery is  now  assured. 

Mr.  Geissler  Has  Sympathy  of  Trade 

A.  D.  Geissler,  president  of  the  Chicago  and 
New  York  Talking  Machine  Cos.,  has  the  sin- 
cere sympathy  of  the  Chicago  trade  in  the 
death  of  his  sister,  Mrs.  Nellie  Deisinger,  who, 
as  reported  elsewhere  in  this  issue,  was  in- 
stantly killed  in  an  automobile  in  which  she 
was  riding  with  her  husband.  In  swinging 
around  the  turn  at  Stony  Brook,  L.  I.,  the  car 
is  believed  to  have  struck  an  obstruction  of 
some  kind  and  was  completely  overturned.  Mrs. 
Deisinger  was  the  wife  of  Albert  Deisinger,  of 
Philadelphia,  sales  manager  of  the  Fiat  Auto- 
mobile Co.  She  was  also  a  daughter  of  Louis 
F.  Geissler,  general  manager  of  the  Victor 
Talking  Machine  Co.  Many  in  the  Chicago 
trade  who  know  and  admire  A.  D.  Geissler  as 
well  as  his  father  feel  very  deeply  over  the  sad 
occurrence. 

An  Interesting  "Priority"  Letter 

The  Lakeside  Supply  Co.,  202  South  Clark 
street,  this  city,  have  received  the  following  in- 
teresting letter  under  date  of  August  8  from 
the  War  Industries  Board,  Priorities  Division, 
Washington,  D.  C,  which  was  signed  by  Major 
H.  H.  Barbour,  member.    It  is  of  wide  interest: 

"Gentlemen:    Replying    to    your    letter  of 
August  5,  there  is  no  classification  for  phono- 
graphs and  piano  hardware.     I  may  say,  how- 
(Continued  on  page  76) 


Universal  Tone  Arm 


NO  SPRINGS 
NOR  WEIGHTS 
TO  ADJUST 

MADE  IN 

FOUR 
LENGTHS 


We  have  convinced  many  talking  machine 
manufacturers  of  the  superiority  of  the 
Empire  Tone  Arm  and  Sound  Box  and  are 
sure  that  you  can  also  use  this  equipment  to 
good  advantage  on  your  machine. 

There  are  many  features  embodied  in  the 
Empire  Tone  Arm  and  Sound  Box  that  will 
appeal  to  you  and  there  is  no  question  but 
what  it  will  enable  you  to  increase  your 
talking  machine  sales.  Prices  and  literature 
sent  upon  request. 

Address  all  inquiries  to  Chicago  Office  I 


THE  EMPIRE  PHONO  PARTS  COMPANY 


PLAYS  ALL 
MAKES 
OF  RECORDS 
PERFECTLY 

WRITE 
US  FOR 
PRICES 


Sales  Office:  425  SO.  WABASH  AVE.,  CHICAGO.  ILL. 
Factory:  1100-1108  W.  9th  STREET,  CLEVELAND,  OHIO 


76 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  75) 


ever,  that  Edwin  B.  Parker,  Priorities  Commis- 
sioner, is  trying  to  make  arrangements  with  the 
piano  and  phonograph  people  for  a  hearing  in 
order  to  discuss  the  industry,  and  whatever  ac- 
tion is  taken  at  that  time  will,  of  course,  apply 
to  your  business." 

Empire  Phono  Parts  Success 
The  business  being  conducted  at  the  Empire 
Phono  Parts  Co.,  of  Chicago  and  Cleveland,  has 
recently  grown  to  such  proportions  that  it  was 
found  advisable  by  the  heads  of  this  concern 
to  double  the  capital  stock  so  as  to  be  better 
able  to  take  care  of  the  rapidly-growing  demand 
for  their  product,  the  Empire  tone  arms  and 
sound  boxes.  This  company  has  also  added  to 
its  shipping  facilities  and  is  now  in  a  position 
to  make  shipments  more  promptly  than  here- 
tofore. While  in  New  York  J.  H.  Steinmetz, 
of  the  Empire  Phono  Parts  Co.,  received  many 
compliments  on  their  product  from  manufac- 
turers he  called  upon.  One  gentleman  well 
known  to  the  trade  of  New  York  made  the 


remark  that  "The  man  who  designed  the  Em- 
pire tone  arm  and  sound  box  is  an  artist  and  the 
man  who  is  responsible  for  their  manufacture  is 
certainly  a  mechanic."  Mr.  Steinmetz  stated 
that  the  credit  for  both  the  design  and  me- 
chanical achievement  went  to  W.  J.  McNamara, 
the  president  of  the  company,  who  is  a  pio- 
neer in  the  manufacturing  of  talking  machine 
equipment  and  has  not  only  achieved  wonderful 
success  in  its  design  and  construction,  but  has 
also  put  his  great  store  of  knowledge  gained 
through  his  long  experience  with  the  talking 
machine  industry  to  good  use  in  the  marketing 
.  of  Empire  tone  arms  and  sound  boxes.  Only 
the  highest  grade  of  materials  are  used  in  the 
Empire  products  and  no  part  is  allowed  to  leave 
the  factory  unless  it  is  minutely  inspected  in 
every  detail.  The  result  is  that  manufacturers 
using  Empire  equipment  are  having  no  cause 
for  complaint  and  are  building  up  a  large  trade 
for  their  talking  machines  equipped  with  the 
Empire  product. 


Phonographs  and  Equipment 

Phonograph  Value  is  based  on  the 
Standard  of  Equipment  used 


Realizing  the  truth  of  this 
statement  and  what  it 
means  to  the  dealer  and 
his  future  success, 


Hiawatha 
Phonographs 


are  equipped  with  the  high- 
est standard  of  construc- 
tion, of  Motor,  Tone  Arm 
and  Reproducer,  which  con- 
form with  the  beautiful 
cabinet  and  artistic  lines 
of  the  Hiawatha. 

Hiawatha  Phonographs  enable  the  dealer  to  put  his 
stamp  of  approval  on  each  sale  and  be  assured  of  only 
the  normal  percentage  of  mechanical  trouble,  which 
will  result  in  a  satisfied  customer  and  increased  business. 

The  Hiawatha  is  made  in  four  attractive  models,  retail 
priced  at  $50,  $75,  $95,  $125  and  $175. 


Hiawatha  Phonograph  Company 


209  South  State  Street 
CHICAGO,  ILL. 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Cash  with  order 

State  make 
of  tone  arm  used 


Also  made 
with  long 
brake  shoe 
for  1  inch 
offset 


Patented  Aug.  28.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  for  atlraclite  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  Ave.,  Chicago 


Brunswick  Activities 

For  the  past  two  weeks  A.  J.  Kendrick,  of 
the  Brunswick-Balke-Collender  sales  force,  has 
been  acting  as  manager  of  the  sales  depart- 
ment, owing  to  Manages  H.  B.  Bibb's  absence, 
Mr.  Bibb  during  this  time  having  been  spending 
his  vacation  in  Michigan,  accompanied  by  his 
family.  Mr.  Kendrick  stated  that  both  the  labor 
and  material  situation  were  in  about  the  same 
condition  as  reported  by  Manager  Bibb  last 
month. 

"We  have  been  doubling  up  our  territories  re- 
cently," stated  Mr.  Kendrick,  "and  are  only  tak- 
ing care  of  our  established  agencies  at  present. 
In  doing  this  we  have  increased  the  responsi- 
bilities of  our  travelers,  cautioning  them  to  pay 
strict  attention  to  our  old  dealers  and  solicit 
no  new  business. 

"Our  advertising  dealers'  service  department 
is  well  pleased  with  the  success  of  the  new 
steel  road  signs,  the  Brunswick  cut-out  girl  and 
dealers'  folders  and  pamphlets  which  were  an- 
nounced through  the  columns  of  the  World 
last  month  and  we  are  in  receipt  of  numerous 
requests  from  our  dealers  for  immediate  ship- 
ment of  this  advertising  material.  The  dealers 
were  especially  pleased  with  the  small  envelope 
size,  sixteen-page  folders,  which  we  announced 
last  month,  and   we   are   taking  care   of  this 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


ktcKir\J  tKe-AVjsic  Con\e  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


77 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  76) 


demand  as  rapidly  as  possible.  These  small 
folders  found  instant  demand  among  the  deal- 
ers in  that  they  are  made  in  a  size  that  will 
enable  the  dealer  to  insert  them  in  an  ordinary 
envelope  for  mailing  purposes.  They  contain 
some  beautiful  halftone  engravings,  showing 
every  model  we  manufacture,  as  well  as  several 
views  of  our  new  Ultona  reproducer  and  all- 
wood  tone  amplifier.  On  our  style  .No.  110A 
Brunswick  cabinet  machine,  we  are  now  placing 
a  new  model  Ultona  single  diaphragm  repro- 
ducer. This,  like  our  double  diaphragm  repro- 
ducer, is  not  a  mere  attachment,  but  a  distinctly 
new  creation  and  an  essential  part  of  the  Bruns- 
wick new  method  of  reproduction.  By  a  turn 
of  the  hand  it  adapts  itself  to  any  of  the  vastly 
different  types  of  records." 

The  Six  Best  Sellers 
The  Columbia  Co.  announce  the  six  best  sel- 
leis  for  the  month  as  follows:    "If  He  Can 
Fight  Like  He  Can  Love"  and  "Where  Do  They 


Get  'Em  and  How  Do  They  Get  'Em?";  "Alice, 
I'm  in  Wonderland"  and  "Rock-a-bye  Your  Baby 
With  a  Dixie  Melody";  "Belgian  Rose"  and 
"My  Daddy's  Star";  "I  Wonder  What  They're 
Doing  To-night"  and  "I'm  Always  Chasing  Rain- 
bows"; "Classic  Waltz"  and  "When  You  and  1 
Were  Young,  Maggie";  "The  Man  Who  Put 
the  Germ  in  Germany"  and  "Mammy's  Choco- 
late Soldier." 

Pathe  best  sellers  for  the  month  are:  "Your 
Lips  Are  No  Man's  Land  But  Mine"  and  "Our 
Country's  in  It  Now";  "There's  a  Long,  Long- 
Trail"  and  "Khaki  Sammy";  "Military  Waltz" 
and  "While  the  Incense  Is  Burning";  "Ha- 
waiian Nights  Waltzes"  and  "Somewhere  in 
Hawaii";  "Fancy  You  Fancying  Me"  and  "The 
Further  It  Is  From  Tipperary";  "My  Belgian 
Rose,"  and  "I  Miss  That  Mississippi  Miss  That 
Misses  Me." 

Victor  sellers  are  announced  as  follows: 
"Smiles,"  fox  trot,  and  "Rose  Room,"  fox  trot; 


"They  Were  All  Out  of  Step  But  Jim"  and 
"We're  All  Going  Calling  on  the  Kaiser"; 
"Skeleton  Jangle,"  fox  trot,  and  "Tiger  Rag," 
one-step;  "American  Fantasie,".  Parts  I  and  II; 
"My  Dough  Boy,"  one-step,  and  "Calicoco,"  fox 
trot;  "Canzonetta,"  Op.  12,  No.  2  (Mendelssohn). 

Vocation  best  sellers  for  the  month  are  as 
follows:  "Annie  Laurie"  (sung  by  May  Peter- 
son); "Liberty  March";  "Pussy  Willow,"  fox 
trot,  and  "Sally  Trombone,"  one  step;  "Sweet 
Petootie"  and  "Liberty  Bell";  "The  Best  Things 
in  Life  are  Free"  and  "Darktown  Strutter's 
Ball";  "A  Day  at  West  Point"  and  "American 
Fantasie." 

Emerson  best  sellers  for  the  month  are: 
"God  Be  With  Our  Boys  To-night"  and  "South- 
ern Medleys";  "Three  Wonderful  Letters  From 
Home"  and  "A  Soldier's  Rosary";  "If  He  Can 
Fight  Like  He  Can  Love"  and  "If  You're  Crazy 
About  the  Women";  "When  Alexander  Brings 
{Continued  on  page  78) 


THE  NEW 


PORTABLE 


The  big  sensation  oi  the  phonograph  industry 


For  the  boys  "over 
there"  and  "over 
here." 

For  camping  parties. 

For  auto  parties. 

No  summer  home 
should  be  without 
one. 

UNIQUE— COMPACT 
WELL  MADE 


Dealers,  get  busy! 
Get  our  proposition. 
This  wonderful  little 
machine  will  be  a 
money-maker  for 
you. 

Act  Now— Today 

Packed  in  Cartons 

3  in  a  crate  and  shipped 
in  multiples  of  3  only 


Retail  Price  $35 00 


This  little  machine  is  fitted  with  a  universal  tone  arm 
and  will  play  all  makes  of  records.  It  is  7  inches  high, 
15  inches  wide  and  14  inches  deep,  and  weighs  only 
17J/2  pounds.  Case  is  made  of  solid  quarter  sawed  oak, 
wax  golden  finish.  Has  single  spring  motor  with  cast 
frame.  All  trimmings  in  nickel  finish.  Has  wood  horn, 
and  the  tone  volume  is  loud  and  clear,  especially  adapted 
for  out  doors.    Note  the  device  for  holding  12  records. 

Write  at  Once  lor  Literature  and  Prices 


EMPIRE  TALKING  MACHINE  COMPANY 

JOHN  H.  STEINMETZ,  President 

429  South  Wabash  Ave,  CHICAGO,  ILL. 


78 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


CONTINUOUS  HINGES 
ROTOMETERS  (SPEED  TESTERS) 
MAIN  SPRINGS  FOR  No.  3  AND  No.  7 
MOTORS,  HANDLES,  12"  TURN  TABLES 

GOVERNOR  SPRINGS  AND  BALLS 
MICA  DIAPHRAGMS,  Best  Grade,  All  Sizes 
PHONOGRAPH  HARDWARE 
SAPPHIRE  POINTS 

LAKESIDE  SUPPLY  CO.,  Inc. 

202  So.  Clark  Street,  CHICAGO,  ILL.  Tel.  Harrison  3840 


RETAIL  PRICE  $7.50  EACH 
Prices  to  Bona  Fide  Dealers 

Sample   $4.00  each 

Lots  of  6  to     11   3.75  each 

Lots  of  12  to    49   3.50  each 

Lots  of  50  to  100   3.25  each 

A  further  slight  reduction  on  yearly  contracts 
in  100  minimum  lot  shipments 
PATENTS  APPLIED  FOR 


FROM  OUR  CHICAGO  HEADQUARTERS  (Continued  from  page  77) 


His  Ragtime  Band  to  France"  and  "Cheer  Up 
Father,  Cheer  Up  Mother";  "There's  a  Lump  of 
Sugar  Down  in  Dixie"  and  "Everybody's  Crazy 
'Rout  the  Dog  Gone  Blues";  "They  Were  All 
Out^of  Step  But  Jim";  and  "N'  Everything." 
Pershing  Record  Stirs  Patriotism  in  Chicago 

"Three  thousand  miles  from  home  an  Ameri- 
can army  is  fighting  for  you.  Everything  you 
hold  worth  while  is  at  stake.  Only  the  hard- 
est blows  can  win  against  the  enemy  we  are 
fighting.  Invoking  the  spirits  of  our  forefathers 
the  army  asks  your  unflinching  spirit  to  the  end 
that  the  high  ideals  for  which  America  stands 
may  endure  upon  the  earth." 

These  are  the  golden  words,  straight  to  the 
point,  which  were-uttered  by  Gen.  John  J.  Persh- 
ing upon  the  battlefields  of  France.  These  words 
were  engraved  upon  a  gold  matrix  by  the 
Columbia  recording  staff  at  the  American  head- 
quarters over  there.    The  matrix  was  brought 


to  this  country,  where  it  was  taken  into  the 
Columbia  pressing  plant  and  records  were  made 
for  the  Nation's  Forum.  The  records  were 
made  under  the  supervision  of  Guy  Goltermau 
and  now  the  original  matrix  is  now  safely  re- 
posing among  the  treasures  in  Washington. 

On  the  reverse  side  there  is  a  wonderful  word 
picture  by  Ambassador  James  W.  Gerard.  Mr. 
Gerard's  speech  is  short,  sweet,  subtle  and  to 
the  point.  He  speaks  of  the  problem  we  faced 
when  America  entered  the  war  and  of  the  prob- 
lem we  are  facing  to-day,  saying  that  before 
America  entered  the  war  it  was.  our  privilege  to 
sympathize  with  any  warring  nation,  but  since 
we  are  in  it  there  are  only  two  sides,  and  it 
is  up  to  the  German-Americans  to  either  de- 
clare themselves  as  Americans  or  traitors. 

Mr.  Gerard  also  repeats  a  part  of  a  conversa- 
tion between  himself  and  a  high  German  of- 
ficial.   The  German  said,  "We  have  five  hun- 


A  Tonal  Wonder 


The  Morenus  Phonograph  has  won  wide- 
spread recognition  because  of  its  unusual  tonal 
quality.  The  novel  all-wood  horn  which  enters 
at  the  bottom  (not  the  top)  of  the  scientifically 
constructed  tone  chamber  has  proven  itself 
astonishingly  efficient  in  securing  a  most  pleasing 
tone  and  a  remarkably  faithful  reproduction  of 
the  record. 

The  Equipment  is  high  grade  in  every  respect, 
plays  both  types  of  records,  has  cover  support 
setting  top  at  any  desired  angle,  original  tone 
moderator,  etc. 

The  Morenus  cases  are  superb  productions  in 
every  respect. 

The  MORENUS  is  in  3  STYLES 

A.  OAK,    -    -    48  inches  high.    Retail  price,  $1 10 

B.  MAHOGANY,  48   "      "        "     "  125 

C.  OAK  and  MAHOGANY,  50  inches  high, 

Retail  price,      -       ....     1 50 

V erp  liberal  discounts  to  the  trade 
Send  for  our  nen>  descriptive  catalog 


The  MORENUS  PIANO  CO. 

342  West  Huron  St.  CHICAGO,  ILL. 


died  thousand  German  reservists  in  America 
who  will  rise  in  arms  if  you  dare  to  oppose 
us."  Ambassador  Gerard  retaliates  with  the 
subtle  remark  that  we  have  in  America  five  hun- 
dred thousand  and  one  lamp  posts  to  which  the 
reserves  will  be  hanged  the  day  after  they  rise. 
(The  extra  lamp  post  was  probably  suggested 
for  the  Kaiser's  benefit.)  If  any  German- 
American  were  so  disloyal  to  assert  himself 
in  favor  of  the  Kaiser  he  should  be  given  the 
wooden  shoes  and  the  rags  he  wore  when  he 
landed  in  this  country  and  shipped  back  to  the 
Fatherland.  Further  he  says  that  he  in  the  past 
year  has  traveled  through  all  the  mountainous 
country  of  the  United  States,  and  over  the  great 
plains  and  prairies  and  has  never  seen  an  animal 
that  would  kick,  bite  or  scratch  any  worse  than 
a  big  fat  German,  were  he  to  be  hog-tied  and 
shipped  back  to  the  Kaiser.  This  wonderful 
record  is  sold  to  dealers  at  a  price  of  one  dollar, 
the  retail  price  being  a  dollar  and  a  quarter,  the 
proceeds  of  the  wholesale  price  to  be  turned 
over  to  the  Red  Cross. 

We  are  all  in  this  war  to  win.  Those  who 
are  able  to  fight  must  fight  and  those  who  are 
not  able  to  fight  must  seek  every  conceivable 
way  they  can  to  do  their  bit.  The  dealer  jn 
pushing  this  record  is  not  only  doing  his  bit  by 
spreading  American  propaganda  throughout  the 
homes  containing  talking  machines  but  is  also 
in  a  position  to  do  a  world  of  good  in  helping 
along  the  wonderful  work  of  the  American  Red 
Cioss  and  at  the  same  time  making  a  monetary 
profit.  Dealers,  do  your  bit,  and  don't  let  this 
golden  opportunity  pass.  Help  win  the  war! 
Clever  Advertising  Literature 

The  Chicago  Talking  Machine  Co.  has  sent  out 
to  its  dealers  a  new  set  of  advertising  literature 
which  has  aroused  considerable  comment 
throughout  the  trade.  The  literature  is  sent  out 
in  a  large  black  envelope  addressed  in  white 
ink- and  the  enclosed  folder  which  holds  the  let- 
ters is  also  black.  Upon  the  cover  page  there 
is  printed  a  picture  of  a  hand  held  immediately 
above  a  flower  pot  and  in  the  lower  corner 
there  is  another  hand  holding  a  flower  pot 
whereon  a  young  lady  is  standing.  Part  of  the 
cover  on  which  the  hand  at  the  top  is  printed 
is  incised  in  such  a  manner  that  it  appears  to 
hold  a  two-cent  stamp  which  is  slipped  through 
the  slit.  The  caption  on  the  cover  is,  "Plant 
a  stamp  and  raise  a  customer."  The  six  letters 
contained  within  are  handsomely  colored  and 
contain  some  very  interesting  propaganda  for 
the  dealer  to  send  direct  to  his  customer.  There 
is  a  space  at  the  bottom  of  each  letter  for  the 
dealer's  imprint.  At  the  bottom  of  each  letter 
there  is  also  an  order  blank  to  be  filled  in  by  the 
dealer's  customer.  This  literature  is  known 
as  the  "prospect  letter"  or  blank  and  the  dealer's 
price  for  a  100  set  is  $6.75  and  in  500  sets, 
$22.50.  Additional  100  sets  of  over  500  are  $3.75 
extra.  The  New  York  Talking  Machine  Co.  is 
also  sending  out  a  set  of  these  letters. 


August  is,  1918  THE    TALKING    MACHINE    WORLD  79 

"Let  me  gaze,  let  me  gaze  on  the  vision  before  me  "—Faust 


Gaze  on  this  beautiful  cabinet.  Is  it  not  just  about  what  you  would  expect  in 
the  introductory  announcement  of  presentation  to  the  trade  of  a  talking  machine  by 


J    The  Western  News  Company  J 

I  Chicago  I 

J  BECKWITH  TONE  CHAMBER  f 

This  is  absolutely  unique,  but  absolutely  safe,  and  we  honestly  believe  it  marks  a  revolutionary 
departure  in  tone  production.    The  phrase  we  like  to.  use  in  connection  with  the  Beckwith  is  "it  has 

■  tone  personality." 

There  are  three  things  about  the  Tel-o-Tone  which,  taken  together,  make  the  strongest  argu- 
ment in  favor  of  its  overwhelming  success. 

First,  it  has  remarkable  distinctive  features,  which  are  not  merely  talking  points,  but  points  of 
(  actual  merit. 

Second,  we  have  succeeded  in  clothing  this  instrument  in  garments  of  true  beauty ;  in  other  words 
the  case  represents  a  high  standard  of  architectural  design,  cabinetmaking,  veneers  and  finished  ex- 
cellence. 

The  third  point  is  that  the  company  has  not,  just  because  they  have  made  an  acoustical  dis- 
covery and  a  wonderful  case,  put  the  price  of  the  instrument  at  an  exorbitant  figure.  This  is  the 
day  of  service,  and,  while  the  public  is  willing  to  pay  a  fair  price  they  must  get  value.  The  line  em- 
braces six  beautiful  models  ranging  in  price  from  $75  to  $200. 

J  The  opportunity  is  big.    But  the  opportunity  may  not  knock  twice  at  your  door  asking  repre- 

sentation  for   the   Tel-o-Tone  in  your   locality.    We  would  suggest  writing  or  wiring  at  once. 

I  Tel-o-Tone  representation  will  be  carefully  distributed  to  dealers  of  character,  financial  responsibility 

■  and  dynamic  energy.  U 

!     THE  WESTERN  NEWS  COMPANY  I 

21  to  29  EAST  AUSTIN  AVENUE  ::  ::  ::         CHICAGO,  ILLINOIS 

Illllllllllllllllllllllllllllllllillllllllllllllilli 


80 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  78) 


Get  Thee  Behind  Me,  Trouble 

Bathing,  swimming  and  golfing  are  the  only 
cares  at  present  of  L.  C.  Wiswell,  manager  of 
both  the  wholesale  and  retail  Victor  depart- 
ments of  Lyon  &  Healy,  who  is  spending  a  two 


L.  C.  Wiswell  and  His  Family 

weeks'  vacation  at  South  Haven,  Mich.,  accom- 
panied by  his  wife  and  family.  As  the  accom- 
panying snapshot  shows  the  trials  and  tribula- 
tions of  a  talking  machine  man  were  left  behind, 
as  may  be  seen  by  the  happy  expression  of  Mr. 
Wiswell's  face.  The  spirit  of  the  occasion  of 
leaving  work  and  worry  behind  in  Chicago 
may  also  be  judged  from  the  happy  smile  in 
Mrs.  Wiswell  and  her  children.  The  party  left 
Chicago  recently  in  Mr.  Wiswell's  auto  and 
motored  to  the  Michigan  resort,  where  the  en- 
joyable vacation  of  two  weeks  was  spent.  On 
the  return  trip  the  party  motored  to  several 
other  places  in  Michigan  before  reaching 
Chicago. 

Vitanola  Activity 

There  is  no  doubt  but  that  the  Chicago  talk- 
ing machine  manufacturers  are  getting  a  goodly 
share  of  the  talking  machine  business  from  all 


The  OROTUND 
and  SUPERIOR 

Attachments,  Tone  Arms  and 
Velvet  Running  Jewel  Points 
Are  Strictly  High  Grade 

There  is  only  one  attachment  on  the 
market  that  will  do  exactly  as  represented, 
viz. :  play  all  makes  of  records  safely  and 
with  perfect  tone  on  machines  which  are 
not  made  to  play  all  makes  of  records  and 
that  is  the  Orotund  and  Superior  complete 
attachment. 

When  we  make  the  above  statement  we 
have  said  something,  because  most  other 
attachments  are  too  heavy,  or  the  position 
on  the  record  is  not  correct,  which  means 
destruction  to  a  record. 

You  must  hear  the  Orotund  and  Superior 
attachment  play  a  few  of  the  high-grade 
Edison,  Columbia,  Victor  or  Pathe  records 
to  appreciate  that  which  we  are  trying  to 
tell  you. 

Play  your  favorite  record  on  your  ma- 
chine, regardless  of  the  make,  and  play  it 
musically,  not  with  all  that  surface,  me- 
chanical, nasal  tone. 

You  have  missed  a  rare  musical  treat  if 
you  have  not  heard  some  of  the  records 
of  all  makes  which  we  could  name,  played 
with  the  Orotund  and  Superior  outfits. 

Write  for  prices  and  descriptive  cir- 
culars. 

Combination  Attachment  Co. 

20  Jackson  Boulevard,  East,  Chicago,  III. 


parts  of  the  country,  as  may  be  seen  from  recent 
increases  by  the  Vitanola  Co.  This  company 
has  been  running  to  capacity  for  the  past  few 
months,  and  in  fact  their  demand  has  grown 
to  such  an  extent  recently  that  it  was  deemed 
necessary  to  increase  their  plant.  With  this 
view  in  mind  the  heads  of  the  Vitanola  Co.  set 
about  to  look  for  additional  quarters,  and  at 
present  it  is  stated  they  are  contemplating  the 
purchase  of  a  large  woodworking  plant  that 
w  11  enable  them  to  take  care  of  their  increased 
business.  This  company  also  states  that  they 
will  be  ready  to  announce  to  the  trade  during 
e'.ther  the  months  of  October  or  November  their 
new  line,  which  embraces  several  new  models 
of  beautiful  design.  The  tendency  of  their  trade 
has  been  for  the  higher-priced  machines  and 
they  have  established  many  new  agencies  in  all 
parts  of  the  country.  They  also  report  that 
collections  were  never  better  and  from  present 
indications  there  will  be  no  falling  down  along 
this  line. 

Big  News  Coming 

The  B.  &  H.  Fibre  Needle  Mfg.  Co.  will  short- 
ly have  an  announcement  of  decided  interest  to 
the  trade.  It  will  mean  the  creation  of  a  new 
system  of  selling  service. 

Death  of  L.  V.  B.  Ridgeway 

L.  V.  B.  Ridgeway,  general  representative  of 
Lyon  &  Healy's  talking  machine  and  small 
goods  department  in  the  West,  died  at  the  San 
Francisco  Hospital  on 


Monday  of  last  week. 
Mr.  Ridgeway  was 
taken  ill  at  the  annual 
Bohemian  Club's  out- 
ing in  the  mountains, 
and  was  taken  to  the 
hospital,  and  in  a  mo- 
ment of  mental  de- 
rangement jumped 
from  the  window.  Mr. 
Ridgeway  had  been 
connected  with  the 
house  ten  years  and 
was  well  known  in  the 
trade.  He  is  survived 
by  his  brother,  P.  S. 
Ridgeway,  and  a  sister, 
Mrs.  Adolph  Weidig, 
of  Hinsdale.  The  body 
was  brought  to  this 
city  by  express,  and  the 
funeral    services  were 

scheduled  to  be  held  on  Saturday  in  Chicago. 
Making  Stamped  Steel  Sound  Boxes 
The  Chicago  Recording  Scale  Co.,  Waukegan, 
Wis.,  are  reported  to  have  perfected  a  new  talk- 
ing machine  motor  along  unique  lines  that  will 
be  formally  announced  to  the  trade  shortly. 
Meanwhile  the  company  is  engaged  in  stamping 
sound  boxes  out  of  steel  in  considerable"  quan- 
tities and  declare  that  that  method  reduces  pro- 
duction expense  and  enables  them  to  deliver  the 
boxes  during  the  present  shortage  in  die  cast- 
ing products. 

Attractive  Cheney  Talking  Machine  Exhibit 
Through  its  artistic  and  effective  participa- 
tion in  both  the  January  and  July  exhibits  at 
the  Grand  Rapids  furniture  market,  Grand 
Rapids,  Mich.,  the  Cheney  Talking  Machine  Co. 
has  become  a  recognized  feature  of  that  fa- 
mous institution.  A  complete  line  of  Cheney 
instruments  of  both  the  period  design  and  art 
models  was  shown  at  the  July  exhibit,  the  show- 
room being  on  the  main  floor  of  the  Keeler 
Building.  The  exhibit  was  under  the  personal 
direction  and  management  of  Burton  Collver, 
Cheney  sales  representative  for  both  the  States 
of  Michigan  and  New  York.  In  common  with 
many  of  the  furniture  exhibits  the  Cheney  dis- 
play had  fewer  callers  at  the  July  exhibit  than 
was  the  case  with  the  January  show,  but  a  re- 
markable feature  that  was  noticeable  by  all  ex- 
hibitors was  that  in  spite  of  the  fact  that  there 
were  few  callers  the  contracts  closed  during 
the  month  were  proportionately  larger  than  dur- 
ing any  other  exhibit.     Among  some  of  the 


notable  connections  made  with  various  dealers 
by  the  Cheney  Co.  during  the  exhibit  were 
those  of  B.  Altman  &  Co.  and  Lord  &  Taylor, 
these  being  New  York  houses  who  will  repre- 
sent the  Cheney  Co.  exclusively.  M.  Welte  & 
Sons  and  the  Ludwig  Baumann  Co.  also  placed 
large  contracts  for  Cheney  instruments.  Among 
the  Cheney  representatives  who  contributed  to 
the  success  of  the  July  exhibit  were  Geo.  R. 
Madson,  of  the  Cheney  Phonograph  Sales  Co., 
4400  Euclid  avenue,  Cleveland,  who  by  the  way 
is  operating  in  Ohio,  West  Virginia  and  west- 
ern Pennsylvania.  E.  R.  Buel,  president  of 
Cleveland  company;  T.  Buel  and  Prof.  Forest 
Cheney,  inventor  of  the  instrument  bearing  his 
name,  were  also  participants  in  making  the  ex- 
hibit a  success.  Other  of  the  Cheney  Co.  rep- 
resentatives who  were  also  present  were  A.  C. 
Rinne,  of  the  Cheney  factory  at  Grand  Rapids, 
and  R.  I.  Reid,  of  the  headquarters  office  of  the 
Cheney  Phonograph  Co.,  725  Marshall  Field 
Annex  Building,  Chicago. 

The  Cheney  service  department  also  received 
much  favorable  comment  during  the  exhibit  for 
the  work  it  has  been  carrying  on  in  the  way  of 
monthly  bulletins.  These  bulletins  are  two- 
page  folder  type  and  are  sent  to  the  dealer  each 
month.  The  first  page  is  printed  with  the 
dealer's  name  and  space  left  for  him  to  print 
his  monthly  announcements  to  his  respective 
clientele.     The  inside  page  is  taken  up  with  a 


Cheney  Exhibit  at  Grand  Rapids  Furniture  Market 

large  phantom  wash  drawing  showing  the  work- 
ing parts  of  the  tone  arm,  reproducer  and  ampli- 
fier and  the  reading  matter  is  given  over  to  a 
short  comprehensive  story  explaining  in  detail 
the  working  principles  of  the  instrument  as 
shown  in  the  illustration. 

One  of  the  reputable  agencies  established  by 
the  Cheney  Phonograph  Co.  lately  was  that 
of  the  Cable  Piano  Co.,  of  Michigan,  which  re- 
cently opened  an  account.  The  Cable  Com- 
pany, it  is  stated,  will  soon  extend  the  Cheney 
line  to  its  various  branches  throughout  the 
State  of  Michigan  and  this  account  will  be  given 
the  personal  attention  of  Mr.  Collver. 

Death  of  First  Lieutenant  Jones 
Word  has  been  received  here  of  the  death  on 
August  3  of  First  Lieutenant  Edwin  Llewellyn 
Jones,  former  manager  of  the  phonograph  de- 
partment of  the  Jaeger-McKenzie  Piano  Co., 
Oconomowoc,   Wis.,  who  went  to   France  in 


We  Make  Stamped  Steel 

SOUND-BOXES 

in  View  of  Shortage  in  Die- 
Casting  Market 


Chicago  Recording  Scale  Co. 

WAUKEGAN  ILLINOIS 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


81 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  80) 


February.  No  details  or  particulars  of  his  death 
have  yet  been  received  in  this  city. 

Introduce  New  Reproducer 
The  Fletcher-Wickes  Co.,  6  East  Lake  street, 
this  city,  have  recently  in- 
troduced  a  reproducer 
constructed    on  entirely 
new  principles  for  which 
the  manufacturers  present 
many  important  claims  in 
their  advertisement  on 
page  39  of  this  issue.  Its 
tone  volume  and  quality 
has  won  high  praise  from 
users  as  well  as  critical  dealers  and  manufac- 
turers who  say  that  its  future  is  well  worth 
watching. 

Close  Vocalion  Retail  Store 

In  order  to  conform  with  the  general  spirit 
evidenced  by  the  Government  as  to  curtailment 
wherever  possible,  the  Aeolian  Co.  has  decided 
to  close  its  Aeolian-Vocalion  retail  store  in  the 
Fine  Arts  Building,  Michigan  boulevard,  Chi- 
cago. This  move  is  also  timely  in  view  of  the 
fact  that  the  Aeolian-Vocalion  line  is  receiv- 
ing splendid  retail  representation  in  Chicago  in 
the  establishment  of  Mandel  Bros,  and  other 
successful  stores.  The  company  believes  that 
it  can  best  co-operate  with  Vocalion  dealers 
by  conserving  its  resources  wherever  possible, 
and  by  closing  its  retail  store  in  Chicago  it 
will  be  in  a  position  to  enhance  the  value  of 
the  service  rendered  its  dealers. 

The  Vocalion  wholesale  business  in  Chicago 
will  be  conducted  as  heretofore,  and  the  tre- 
mendous increase  in  the  demand  for  Aeolian- 
Vocalion  products  in  this  territory  is  reflected 
in  the  remarkable  sales  totals  achieved  by  the 
wholesale  division  in  Chicago.  C.  H.  Addams, 
manager  of  the  Vocalion  store  in  Chicago,  will 
join  the  wholesale  Vocalion  division  with  head- 
quarters in  New  York. 


E.  C.  COOK  NOW  GENERAL  MANAGER 


Elected  to  That  Important  Post  in  the  World 
Phonograph  Co.,  Chicago — New  Jobbers 


Chicago,  III.,  August  10. — E.  C.  Cook,  who 
has  had  many  years'  experience  in  marketing 
products  in  and  out  of  the  music  trade,  has  been 
elected  secretary  and  general  manager  of  the 
World  Phonograph  Co.,  and  since  assuming  his 
new  position  has  succeeded  in  signing  up  over 
twenty  new  jobbers  all  over  the  country,  as 
distributors  for  the  World  Phonograph  Co.'s 
line.  All  the  concerns  are  prominent  and  sub- 
.  stantial,  as  will  be  seen  by  the  list  in  the  com- 
pany's advertisement  in  The  World  this  month. 
Mr.  Cook  is  100  per  cent.  American,  and  the 
policy  of  the  company  will  be  distinctly  on  that 
basis. 


WESTERN  NEWS  CO.  ENTERS  FIELD 


Great  Concern  Introduces  Tel-o-Tone — W.  Che- 
ney Beckwith  Has  Achieved  Unique  Acoustic 
Features  in  New  Designs  of  Talking  Machines 


Chicago,  III.,  August  8. — One  of  the  biggest 
announcements  of  the  month  fraught  with  big 
news  of  the  Western  talking  machine  industry 
is  that  of  the  entrance  into  this  field  of  the 
Western  News  Co.,  a  concern  long  known  the 
world  over  for  their  line  of  newspapers  and 
magazines  and  all  that  pertains  thereto.  This 
great  house  with  its  various  ramifications  rep- 
resents a  vast  investment.  The  Tel-o-Tone,  as 
the  new  machine  is  known,  has  not  sprung  into 
life  instantly  like  Minerva  from  the  brain  of 
Jove.  That  was  fable.  This  is  fact.  The 
idea  had  long  been  in  the  mind  of  W.  Cheney 
Beckwith,  an  old  piano  man  and  acoustician  of 
distinction,  one  who  had  been  working  faithfully 
and  honestly  along  both  theoretical  and  em- 
pirical lines  for  about  seven  years.  Further 
details  than  those  contained  in  the  company's 
advertisement  in  this  issue  will  be  given  later. 
A  glance  at  the  picture  in  the  announcement, 


however,  will  show  that  the  spirit  of  harmony 
has  been  preserved  both  in  the  exterior  and  in- 
terior of  the  machine. 

L.  A.  Neis,  the  manager  of  the  Chicago  branch, 
has  put  his  whole  heart  and  soul  into  the  prop- 
osition, while  J.  W.  McCormick  will  look  after 
the  management  of  the  talking  machine  depart- 
ment. He  is  a  man  well  equipped  to  direct 
its  distribution  through  long  flowing  channels. 
The  Tel-o-Tone  is  being  manufactured  under 
the  supervision  of  the  inventor.  "The  soul  of 
music"  is  one  of  the  aesthetic  slogans  used  in 
connection  with  the  machine. 


NEW  POST  FOR  A.  W.  R00S 


Appointed  Acting  Manager  of  St.  Louis  Branch 
of  Columbia  Graphophone  Co. 


Louis  branch,  succeeding  Irby  W.  Reid,  who  has 
recently  resigned  from  the  Cleveland  service. 

Mr.  Roos  was  formerly  manager  of  the  Cleve- 
land branch  of  the  Columbia  Co.,  and  has  been 
identified  with  Columbia  service  for  a  number 
of  years.  He  has  won  the  esteem  and  friendship 
of  Columbia  dealers  in  Cleveland  territory  and 
he  is  receiving  the  hearty  congratulations  of  his 
co-workers  upon  his  appointment. 

J.  L.  Dubreil,  formerly  assistant  manager  at 
the  Cleveland  branch,  has  been  appointed  man- 
ager in  place  of  Ms.  Roos.  Although  he  has 
only  been  associated  with  the  Columbia  Co.  for 
the  past  year,  Mr.  Dubreil  has  already  gained 
an  intimate  knowledge  of  Columbia  merchan- 
dising systems  and  plans,  and  his  unceasing  ef- 
forts to  co-operate  with  Columbia  dealers  in 
Cleveland  territory  are  justly  rewarded  in  his 
promotion  to  the  post  of  manager. 


George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  New  York,  an- 
nounced recently  the  appointment  of  A.  W. 
Roos  as  acting  manager  of  the  company's  St. 


The  Victrola  and  Sonora  store  of  Louis  Bal- 
laire  in  Le  Mars,  la.,  has  been  purchased  by 
the  Kehrberg-Schneider  Co. 


The 

ITANOLA 


has  everything  in  its  favor. 
Wh  en  you  take  on  the 
Vitanola  agency  you  haven't 
signed  up  for  a  "white 
elephant" — you  have  entered 
into  a  contract  that  will  make 
you  some  money. 


Right  now  our  proposition 
can't  be  beat — we're  making 
immediate  deliveries.  That 
in  itself  should  be  sufficient 
notwithstanding  the  fact  that 
we  are  producing  a  super- 
phonograph. 


Trade  Mark  Registered 


Get  in  touch  with  us  at  once 
and  get  this  valuable  agency 
while  there  is  opportunity. 
It  will  make  you  some  good 
money. 


VITANOLA  TALKING  MACHINE  CO. 

501-509  W.  35th  Street       ....       CHICAGO,  ILL. 


82 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Buy  the  World  Phonograph 
You'll  Confess  It's  the  BEST 


Ernest  C.  Cook 


Has  been  elected  Secretary 
and  General  Manager  of  the 
World  Phonograph  Co. 

Mr.  Cook  is  100  per  cent 
American  and  that  is  the 
policy  of  this  company. 

Write  for  our  beautiful  illus- 
trated catalogue  of  new 
designs. 


WORLD  PHONOGRAPH  CO. 


736  TILDEN  STREET,  CHICAGO,  ILLINOIS 


We  are  one  of  a  few  who  manufacture  our  Cabinets    Others  buy  them. 


SOME  DISTRIBUTORS 


Hibbard,  Spencer,  Bartlett  &  Co.,  Chicago. 
Marshall,  Wells  Co.,  Duluth,  Minn. 
Peden  Iron  &  Steel  Co.,  Houston,  Tex. 
Janney,  Semple,  Hill  Co.,  Minneapolis,  Minn. 
Richards  &  Conover  Hdw.  Co.,  Kansas  City,  Mo. 
Wyeth  Hardware  Co.,  St.  Joseph,  Mo. 
L.  E.  Lines  Music  Co.,  Springfield,  Mo. 
J.  S.  Merril  Drug  Co.,  St.  Louis,  Mo. 
J.  W.  Edgerly  &  Co.,  Ottumwa,  la. 
Crescent  Music  Co.,  Fort  Dodge,  la. 
Stirtch  Hardware  Co.,  Center,  Col. 
Larson  Hardware  Co.,  Sioux  Falls,  S.  Dak. 


Orgill  Bros.  Co.,  Memphis,  Tenn. 

A.  Baldwin  Co.,  New  Orleans,  La. 

McGowan,  Lyons  Co.,  Mobile,  Ala, 

Boetticher-Kellog  &  Co.,  Evansville,  Ind. 

Bartlett-Jennings  Co.,  Lynchburg,  Va. 

Knapp  &  Spencer  Hardware  Co.,  Sioux  City,  la. 

Ault  Woodenware  Co.,  Cincinnati,  O. 

Gray  &  Dudley  Hdw.  Co.,  Nashville,  Tenn. 

Louisville  Tin  &  Stove  Co.,  Louisville,  Ky. 

Lee  Hardware  Co.,  Salina,  Kans. 

J.  D.  Weed  &  Co.,  Savannah,  Ga. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


83 


C15he 
HENEY 

PHONOGRAPH 

Plays  all  records  better" 

Dealers 

are  invited  to  inspect  this  instrument  which  is  so 
distinctly  different  from  all  others. 

Attractive  agency  proposition.    Liberal  advertising  plans. 
Write  for  catalog  and  full  particulars 

H.  L.  ROYER 

New  England  Representative 
77  SUMMER  STREET,  Room  59       -       -  BOSTON 


PROTEST  WAR  TAX  REFERENDUM 

Jobbers'  Association  to  Make  Strong  Protest 
Against  Chamber  of  Commerce  Committee's 
Recommendation  for  Heavy  Tax  on  Victrolas 
— Charges  Discrimination  in  This  and  Other 
Matters — Willing  to  Bear  Just  Burdens 


The  members  of  the  National  Association  of 
Talking  Machine  Jobbers  are  much  incensed 
over  the  referendum  recently  sent  out  by  the 
Chamber  of  Commerce  of  the  United  States 
upon  the  recommendation  of  its  Committee  on 
Financing  the  War,  suggesting  that  both  con- 
sumption taxes  and  so-called  "luxury  taxes" 
be  placed  upon  a  few  articles,  and  that  they  be 
made  heavy,  rather  than  light  taxes  be  put  on 
a  large  number  of  commodities.  The  com- 
mittee in  its  recommendation  included  in  the 
list  of  articles  classed  as  "luxuries"  musical  in- 
struments and  worded  that  section  of  the  recom- 
mendation to  include  "victrolas  and  various  other 
mechanical  musical  appliances."  The  talking 
machine  jobbers,  through  their  president,  J. 
Newcomb  Blackmail,  referred  to  the  action  of 
the  committee  as  being  vicious,  eminently  un- 
just, and  savoring  of  bald  discrimination,  for, 
as  it  is  pointed  out,  but  one  make  of  talking 
machine  has  been  selected  for  taxation  from 
among  the  many  in  the  field,  and  that — and  this 
is  the  sore  point — the  recommendation  is  made 
to  apply  to  Victrolas  and  various  other  me- 
chanical musical  appliances  instead  of  to  mu- 
sical instruments  as  a  whole. 

Talking  machine  men  have  not  forgotten  that 
in  the  drafting  of  the  lg|t  War  Revenue  bill 
the  burden  of  taxation  was  placed  on  talk- 
ing machines  and  records  and  upon  the  music 
rolls  and  player  actions  only  used  in  the  player- 
piano,  leaving  pianos  of  all  kinds,  as  well  as 
dozens  of  other  types  of  musical  instruments, 
scot  free.  It  is  the  plan  of  the  jobbers  and 
others  in  the  industry  to  see  that  such  a  dis- 
crimination does  not  crop  out  again.  The 
lively  protest  against  the  wording  of,  and  recom- 
mendation contained  in,  the  referendum  sent  out 
by  the  Chamber  of  Commerce  of  the  United 
States  is  heralded  as  the  first  step  in  the  fight 
to  get  a  fair  deal  for  the  trade. 

It  has  been  pointed  out  by  those  interested 
that  the  very  phrasing  of  the  recommendation 
indicates  that  the  committee  was  not  familiar 
with  the  industry  and  its  ramifications — despite 
the  fact  that  one  of  its  members  is  believed  to 
have  had  sufficient  experience  with  the  trade  to 
know  what  are  Victrolas  and  what  are  not — and 
being  in  ignorance  regarding  the  industry,  were 
not  qualified  to,  and  therefore  should  not,  have 
made  recommendations  as  to  its  classification 
under  the  proposed  Tax  Law.  Inasmuch  as  the 
National  Association  of  Talking  Machine  Job- 
bers has  for  some  years  enjoyed  membership  in 
the  Chamber  of  Commerce  of  the  United  States, 
its  members  feel  that  they  are  well  within  their 
rights  in  questioning  the  authority  of  the  com- 
mittee to  make  recommendations  of  such  a 
radical  nature.  The  attitude  of  the  association 
has  been  set  forth  strongly  by  J.  Newcomb 
Blackmail,  president  of  the  National  Associa- 
tion of  Talking  Machine  Jobbers,  to  Elliot  H. 
Goodwin,  secretary  of  the  Chamber  of  Com- 
merce of  the  United  States,  in  which  Mr.  Black- 
mail takes  exception  to  the  attitude  of  the  Com- 
mittee on  Financing  the  War  in  its  recommenda- 
tion for  high  taxes  on  certain  classes  of  so- 
called  luxuries,  and  particularly  to  the  evident 
discrimination  shown,  probably  through  igno- 
rance, when  Victrolas  were  selected  for  special 
mention.     (Letter  appears  on  page  86.) 

Regarding  the  suggestion  that  heavy  taxes  be 
placed  upon  a  few  articles,  rather  than  light 
taxes  on  many,  Mr.  Blackmail  expressed  the 
sentiment  of  the  association  as  being  in  favor 
of  the  raising  of  the  required  War  Revenue 
by  placing  small  taxes  on  a  large  number  of 
industries,  and  thus  permitting  all  to  stay  in 
business,  rather  than  by  placing  prohibitive 
taxes  on  a  few  selected  industries.  He  pointed 
out  that  heavy  revenues  desired  from  certain 
lines  of  industry  cannot  be  realized  if  the  taxes 


designed  to  produce  that  revenue  are  so  heavy 
as  to  practically  wipe  out  the  industry  in  a 
comparatively  short  time. 

It  is  emphasized  that  a  20  per  cent,  tax  on 
the  selling  price  of  a  talking  machine,  as  sug- 
gested by  the  committee  of  the  Chamber  of 
Commerce,  would  mean  on  the  average  discount 
basis  a  tax  of  40  per  cent,  on  the  manufac- 
turer's price,  or  over  a  1,300  per  cent,  increase 
over  the  present  tax  at  one  jump.  The  10  per 
cent,  tax  on  the  manufacturer's  selling  price,  as 
favored  by  the  Ways  and  Means  Committee 
of  the  House,  is  regarded  in  a  more  favorable 
light. 

"It  would  be  well,"  said  Mr.  Blackmail,  "if  the 
excise  taxes  generally  worked  out  on  the  basis 
of  those  taxes  that  apply  to  incomes  and  as 
they  are  designed  to  apply  to  clothing  and 
other  lines.  On  that  basis  the  man  who  is 
making  just  enough  to  live  on  is  exempted. 
Next,  the  man  who  has  a  more  substantial  in- 
come above  his  actual  necessities  is  taxed  a 
small  percentage.  Then  there  is  the  surtax 
for  the  man  with  the  big  income.  In  other 
words,  all  men  do  not  come  under  one  general 
classification,  which  would  prove  burdensome  to 
some  and  extremely  light  to  others,  but  each  in- 

FRANK  K.  PENNINGTON  RETURNS 

Frank  K.  Pennington,  assistant  general  sales 
manager  of  the  Columbia  Graphophone  Co., 
New  York,  returned  to  his  desk  Monday  after 
a  visit  to  the  Columbia  branches  at  Cincinnati, 
Cleveland,  St.  Louis,  Chicago,  Minneapolis,  Kan- 
sas City,  Indianapolis,  and  the  Columbia  jobber 
in  Omaha,  the  Schmoller  &  Mueller  Piano  Co. 

Commenting  upon  general  conditions  in  this 
territory  Mr.  Pennington  stated  that  it  was  very 
largely  a  question  of  product  in  practically 
every  city  he  visited.  The  demand  for  Colum- 
bia product  is  far  beyond  the  supply,  and  Co- 
lumbia dealers  everywhere  are  preparing  for  a 
banner  fall  trade.  The  present  Columbia  ad- 
vertising campaign  is  meeting  with  the  general 
approval,  of  the  dealers,  and  there  is  a  spirit  of 
optimism  and  enthusiasm  regarding  the  future 
that  is  very  encouraging. 

The  Pershing  message  upon  a  Columbia  rec- 
ord, which  was  introduced  a  few  weeks  ago,  is 
meeting  with  signal  success,  and  the  Columbia 
dealers  state  that  this  record  will  undoubtedly 
be  included  in  the  library  of  every  patriotic 
music  lover  throughout  the  country.  Crops 
in  the  West  are  in  excellent  shape,  people  have 
plenty  of  money,  and  Mr.  Pennington  states 


dividual  finds  himself  in  a  special  class  accord- 
ing to  his  status  in  the  scale  of  incomes. 

"The  taxes  on  articles  of  clothing,  as  sug- 
gested, are  also  on  a  fair  basis.  If  a  man  must 
buy  shoes,  he  can  spend  up  to  $10  for  those 
shoes  without  being  liable  to  taxation.  If  his 
income  and  station  in  life,  however,  demand 
that  he  spend  over  $10  for  shoes,  then  he  places 
himself  in  a,  class  that  must  pay  taxes  on  that 
added  luxury.  On  this  basis,  it  is  hard  to  un- 
derstand why  a  $20  Victrola  should  now  be 
taxed  at  the  rate  of  3  per  cent,  on  its  wholesale 
price,  and  probably  more  in  the  near  future, 
when  pianos  selling  for  several  hundred"  dol- 
lars are  left  free  from  taxes  of  any  sort.  Isn't 
the  poor  man  just  as  much  entitled  to  his  $20 
Victrola  free  of  tax  as  the  rich  man  is  to  his 
$500  piano?" 

The  talking  machine  men  make  it  plain  that 
they  are  perfectly  willing  to  stand  an  equitable 
tax  without  protest,  and  are  ready  to  do  their 
full  patriotic  duty  towards  the  winning  of  the 
war,  but  they  do  feel  that  if  musical  instruments 
are  to  be  taxed  the  burden  should  be  divided 
among  all  musical  instruments  and  not  simply 
assessed  on  talking  machines  and  one  or  two 
other  items. 

there  is  every  reason  to  believe  that  the  West 
will  enjoy  an  era  of  prosperity  that  will  with- 
stand all  abnormal  industrial  conditions. 


BRUNSWICK  LINE  FOR  BAMBERGER'S 

It  is  announced  that  L.  Bamberger  &  Co., 
big  department  store  in  Newark,  N.  J.,  which 
has  for  some  years  conducted  a  very  successful 
piano  and  talking  machine  department,  has 
taken  on  the  Brunswick  line  in  that  city. 

A  MUSICAL  ACCIDENT 

The  Deckers  were  entertaining  callers.  Sud- 
denly there  was  a  loud  bump  and  a  wild  wail. 
It  came  from  the  direction  of  the  piano. 

"Oh,  Earl,  the  baby  has  hurt  himself!"  cried 
Mrs.  Decker.    "Run  quick,  dear." 

The  young  father  had  already  dashed  toward 
the  piano.  He  dropped  on  his  knees  and 
groped  under  the  piano  for  his  injured  offspring. 
Presently  he  returned. 

"He  fell  down  and  bumped  his  head  on  one 
of  the  pedals,"  he  reported. 

"Oh,  the  poor  darling!  Is  it  a  bad  bump?" 
asked  one  of  the  guests. 

"No,"  he  answered,  "fortunately  his  head  hit 
the  soft  pedal!" — Harper's  Magazine. 


84 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


"The  Stay-at-homes" 

OR  some  of  us  it  is  written  in  the  order  of  the 
day  that  our  classification  is  among  the  "stay- 
at-homes";  to  follow  our  daily  work  and  to 
do  our  bit  here — here  at  home,  rather  than  "over 
there." 

For  we  in  this  organization  who  have  that  classifi- 
cation, there  is  one  compensating  thought  The 
thought  that  our  product  is  used  in  phonographs 
which  are  in  the  camps,  in  the  Y.  M.  C.  A.  huts,  by 
the  Red  Cross,  and  in  the  homes  that  the  boys  have 
left  behind.  And  in  this  thought  there  is  the  satis- 
faction that  we  are  offering  an  honestly  built,  precis- 
ion-made product.  One  which  will  give  maximum 
service  with  minimum  attention,  whether  in  the  quiet 
of  the  home  or  subject  to  the  rough  usage  of  the  camp. 

Cordially  yours, 


Vice-President 


Stephenson,  Inc.,  One  West  34th  Street,  New  York 

Manufacturers  of  the  Stephenson  Precision-Made  Motor 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


85 


STRADIVARA  ART  PHONOGRAPH 

Handsome  Display  Made  by  the  Compton-Price 
Co.  in  Special  Advertisement  in  This  Issue 

The  Compton-Price  Co.,  of  Coshocton,  O., 
manufacturers  of  the  Stradivara  Art  Phono- 
graph, are  deserving  of  sincere  congratulations 
on  the  very  artistic  supplement  of  their  beau- 
tiful line  of  talking  machines  which  appears 
elsewhere  in  this  issue  of  The  Talking  Machine 
World.  They  are  certainly  most  attractive 
cieations,  admirably  balanced  architecturally 
and  by  reason  of  their  individuality  of  tone  and 
construction  they  are  destined  to  win  a  large 
appreciation. 

This  company  are  inaugurating  an  active  cam- 
paign for  the  coming  fall,  and  have  just  pre- 
pared some  elaborate  catalogs  which  set  forth 
the  especial  merits  of  these  instruments  in  de- 
tail, and  which  combined  with  advertising  serv- 
ice and  sales  assistance  to  dealers,  who  are  ex- 
clusive in  each  locality,  these  instruments  should 
win  a  large  measure  of  favor  from  the  public. 

The  Compton-Price  Co.  are  believers  in  the 
potentiality  of  publicity  and  which  with  the 
merits  of  their  instruments  must  unquestionably 
win  for  them  a  standing  of  importance  and  dig- 
nity in  the  industry  in  due  course.  We  un- 
derstand that  there  is  some  unfilled  territory 
which  will  not  be  long  open,  judging  from  the 
increasing  line  of  agents  who  are  going  on  rec- 
ord as  representatives  of  the  Stradivara  line. 


JOHN  McCORMACK'S  WORK  IN  WAR 

Noted  Tenor  in  Red  Cross  Magazine  Tells  of 
What  Music  Means  at  the  Present  Time 

The  leading  article  in  the  Red  Cross  Maga- 
zine for  August  is  in  the  form  of  an  interview 
with  John  McCormack,  the  noted  tenor,  by 
Heywood  Broun,  the  introduction  to  which  pays 
a  stirring  tribute  to  Mr.  McCormack's  services 
in  lending  his  voice  to  the  cause  of  the  Red 
Cross  and  other  war  movements.  The  singer's 
successful  efforts  in  raising  $100,000  for  the  Red 
Cross  on  his  recent  tour  and  his  further  efforts 
in  behalf  of  the  Knights  of  Columbus  Fund  and 
other  movements  are  too  well  known  to  require 
comment.  Regarding  his  war  work,  and  inci- 
dentally the  essentiality  of  music,  this  noted  Vic- 
tor artist  said  in  part: 

"No  man  could  hate  Germany  as  sincerely  as 
I  do  and  stay  out  of  the  war,  and  no  man 
could  believe  as  1  do  in  hard  fighting,  and  in 
everybody's  fighting,  and  not  want  to  hit  where 
he  could  hit  hardest.  I  could  have  gone  to  a 
recruiting  station  and  enlisted  as  a  private,  but 
I  believed  in  music  too  much  as  a  war  measure 
to  be  willing  to  abandon  it,  if  I  could  assist. 

"So  I  took  my  problem  to  President  Wilson. 
I  told  him  that  I  offered  myself  unreservedly, 
that  I  would  serve  wherever  I  was  placed,  but 
that  I  did  not  think  music  was  a  non-essential, 
and  that  if  I  could  serve  in  that  department 
I  would  give  rhyself  as  thoroughly  and  untir- 
ingly as  any  soldier  in  France.  And  the  Presi- 
dent said:  'I  would  far  rather  have  you  as  a 
singer  for  the  war  than  as  any  other  kind  of  a 
soldier  .  .  .  We  can't  all  do  the  same  thing 
.  .  .  and  some  one  must  keep  the  fountains 
of  sentiment  flowing.    .    .  .' 

"So  that  was  how  I  enlisted.  I  am  serving 
still.  I  am  waiting  for  orders  now.  The 
Red  Cross  tour  as  I  planned  it  is  just  finished, 
and  1  went  over  the  hundred  thousand  I  had 
set  for  myself.  But  that's  only  one  job — there 
will  be  Others. 

"Nobody  must  feel  that  music  is  among  the 
non-essentials.  The  world  needs  it  more  when 
it's  in  trouble  than  at  any  other  time.  And 
soldiers,  and  the  mothers  and  wives  and  sweet- 
hearts and  children  of  soldiers  get  more  of  the 
breath  of  life  from  it  than  the  man  in  the  street 
has  any  notion  of." 


Kimberly  Phonograph  Co.,  Inc.,  Manhattan, 
was  incorporated  this  week  with  a-  capital  of 
$20,000  by  M.  Salter,  H.  C.  Klonka,  H.  V.  Kirk- 
man,  206  Broadway. 


VACATION  TIME  IN  PORTLAND,  ORE. 

Members  of  the  Various  Staffs  Gathering  Up 
Energy  for  Lively  Fall  Business 


Portland,  Ore.,  August  3. — Many  of  the  em- 
ployes of  the  Portland  talking  machine  houses 
are  on  vacations  at  present,  and  those  remain- 
ing on  the  job  have  found  plenty  to  do,  as  there 
has  been  no  let-up  in  business  as  usual  for  the 
summer  months. 

Miss  Rae  Holmes,  of  the  Columbia  Grapho- 
phone  Co.  branch,  Dictaphone  department,  has 
just  returned  from  a  vacation  to  the  Coast. 
Louis  Older,  assistant  manager,  and  Mrs.  Older, 
cashier,  have  returned  from  a  trip  to  Mount 
Hood  summit  and  Tom  Cooney  has  returned 
from  a  vacation.  L.  H.  Kebbe,  of  the  Columbia 
Dictaphone  department,  was  taken  in  the  draft, 
leaving  for  Camp  Lewis  July  25 

Paul  B.  Norris,  of  the  Wiley  B.  Allen  Co.  de- 
partment, caught  forty-eight  brook  trout  on  a 
recent  fishing  trip  with  a  crowd  of  friends.  He 
looked  greatly  refreshed  after  his  outing. 

W.  E.  Henry,  representative  of  the  foreign 
record  department  of  the  Columbia,  has  been 
visiting  in  Portland  on  his  way  South.  Mr. 
Henry  says  the  foreign  record  department  is 
particularly  good  on  the  Pacific  Coast  on  ac- 
count of  the  influx  of  many  foreigners  to  the 
shipyards.  This  Coast  is  especially  strong  in 
Scandanavian  language. 

Miss  Jessie  Meighen,  of  the  Hyatt  Talking 
Machine  Co.,  has  been  enjoying  a  two  weeks' 
vacation  at  Seaside,  Ore.  C.  A.  Alphones,  of  the 
Hyatt  Co.,  is  visiting  Seattle,  Tacoma  and  other 
Washington  cities. 

Portland  is  having  the  advantage  of  hearing 
Miss  Lucy  E.  Cole,  representative  of  the  Co- 
lumbia Co.  Miss  Cole  is  lecturing  at  the  dif- 
ferent summer  schools  in  Portland  and  has  lec- 
tured at  Reed  College,  Oregon  Agricultural 
College,  Oregon  State  Normal  School  and  the 
Y.  W.  C.  A.  She  has  been  explaining  methods 
and  merits  of  using  the  Grafonola  in  school 
work.    She  leaves  for  San  Francisco  from  here. 


EXECUTIVE  COMMITTEE  TO  MEET 

Jobbers  to  Hold  Sessions  in  Philadelphia  Some 
Time  in  September 

It  is  announced  that  preparations  are  now  be- 
ing made  for  the  holding  of  a  meeting  of  the 
executive  committee  of  the  National  Association 
of  Talking  Machine  Jobbers  in  Philadelphia 
some  time  late  in  September  for  the  discussion 
of  existing  conditions  and  problems  in  the  trade, 
and  other  matters  that  would  ordinarily  have 
come  up  before  a  general  convention  had  there 
been  one  this  year.  Dates  for  the  meeting 
have  not  yet  been  definitely  fixed. 

THREE  PHONOGRAPHS  AS  PRIZES 

Flatbush  Music  Co.,  Brooklyn,  N.  Y.,  Stimulates 
the  Selling  of  War  Savings  Stamps 

The  Flatbush  Music  Co.,  Brooklyn,  N.  Y., 
have  aroused  much  patriotic  interest  in  their 
section  of  the  city  by  offering  three  Brunswick 
phonographs  as  prizes  for. the  three  people  who 
sell  the  greatest  number  of  War  Savings  Stamps 
in  Flatbush  during  August.  The  offer  is  not 
only  stimulating  the  sale  of  the"  stamps  for  the 
benefit  of  their  Government  in  the  prosecution 
of  the  war,  but  is  likewise  attracting  profitable 
attention  to  the  store  and  business  of  the  Flat- 
bush Music  Co. 


VACATION  DAYS  IN  FORCE 

These  are  vacation  days  for  the  members  of 
the  phonograph  department  at  the  local  Bruns- 
wick-Balke-Collender  Co.  headquarters.  Al- 
though Edward  Strauss,  sales  manager  in  the 
East,  will  forego  his  vacation,  others  of  the 
staff  have  enjoyed,  or  will  enjoy,  a  respite  from 
business  cares.  S.  Byerley,  retail  salesman,  is 
going  away  for  a  fortnight,  and  H.  D.  Clark, 
Newark  representative,  has  just  returned  from 
a  two  weeks'  rest.  Chester  Abelowitz  will  take 
his  vacation  in  calling  on  the  trade  in  Connecti- 
cut. 


THE  PARR  CENTRAL  UNIVERSAL  TONE-ARM 


Both  positions  are  shown  on  page 
of  The  Talking  Machine  World. 

The  Parr  Tone  Arm  is  adjustable  to  any 
length  required.  The  needle  always  rests 
at  the  same  point,  setting  in  the  direct  cen- 
ter in  playing  either  position.  This  has 
been  the  objective  of  all  past  tone  arm  pro- 
ductions. Means  are  incorporated  for  tak- 
ing up  the  wear,  thereby  overcoming  any 
tendency  for  loose  joints,  which  is  the  chief  cause  of  "chattering." 

The  design  of  the  tone  arm  permits  perfect  playing  of  either  type  of 
record  without  additional  attachments.  The  sound  box  can  be  turned, 
allowing  the  needle  to  be  changed  with  ease,  and  by  a  reverse  movement 
the  box  returns  to  its  normal  playing  position. 

Parr  Magnetic  Reproducer  fitted  with  the 
Vibratone  Patent  Diaphragm 

The  most  sensitive  of  reproducers.  The  permanent  magnetic  device,  an  integral 
part  of  the  reproducer,  acts  on  the  stylus  box.  Its  possibilities  in  giving  warmth  and 
delicacy  in  the  tonal  reproduction  of  quiet  passages  make  old-style  sound  boxes  seem 
obsolete.  And  in  fortissimo  passages  where  ordinary  reproducers  create  unpleasant, 
music  destroying  blasts,  _  caused  by  the  needle  jumping  and  losing  its  grip  the  Parr 
Magnetic  Reproducer,  with  its  marvelous  flexibility,  follows  every  wave  and  vibration 
in  the  record  and  takes  everything  the  record  holds. 

?yestamZi?aiway.7ensiiient Vibratone  Patented  D  i  aphragm 

Possessing  all  the  good  points  of  mica  diaphragms,  it  overcomes  all  mica's  bad 
features.  Guaranteed  uniform  in  quality,  free  from  bubbles,  blisters  and  waves,  the 
Vibratone  Patented  Diaphragm  is  non-porous,  non-absorbent. 

It  has  a  definite  function  and  it  performs  it.  It  improves  tone;  in  fact  it  creates 
new  tone  possibilities  for  every  reproducer  of  other  types. 

PARR  MANUFACTURING  CORP. 


ONE  UNION  SQUARE 


NEW  YORK 


86 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


COLUMBIA  SERBIAN  RECORDS 


Those  Made  by  the  Serbian  Native  Tamburiza 
Orchestra  Win  Much  Favor — More  Records 
to  Be  Found  in  October  List 


lections  made  on  a  novelty  circus  organ  that  is 
popular  in  Holland.  This  circus  organ  record 
features  "Puppchen"  and  the  "Shadow  Waltz," 
and  the  individual  musical  qualities  of  this  in- 
strument will  undoubtedly  appeal  to  many  music 
lovers. 


Advance  orders  received  from  Columbia  deal- 
ers throughout  the  country  indicate  that  the  rec- 
ord made  by  the  Serbian  Native  Tamburiza  Or- 
chestra, which  was  introduced  in  the  September 
supplement,  will  achieve  a  remarkable  success. 
This  record  was  originally  made  for  the  for- 
eign language  record  library  exclusively,  but 
music  critics  after  listening  to  it,  stated  that  it 
would  undoubtedly  meet  with  popular  favor  if 
introduced  in  the  general  catalog.     The  record 


THE  ART  OF  SELLING  GOODS 


Some  Pointers  Regarding  the  Basis  of  Sales- 
manship Which  Are  Worth  Considering 


Serbian  Native  Tamburiza  Orchestra 

was  accordingly  announced  in  the  September 
list,  and  Columbia  representatives  are  so  well 
pleased  with  it  that  they  have  already  requested 
the  Columbia  foreign  language  record  division 
to  issue  additional  records  by  this  orchestra  as 
soon  as  possible. 

In  the  October  supplement  another  foreign 
language  record  will  also  be  announced  to  the 
general  trade,  this  record  consisting  of  two  se- 


Salesmanship  is  based  on  knowledge  and  con- 
fidence. 

Knowledge  of  your  particular  business. 
'  Knowledge  of  your  goods. 

 Knowledge    of  human 

nature. 

Confidence  in  yourself. 
Confidence     in  your 
house,  and  the  goods  you 
sell. 

Knowledge  is  power. 
If  you  know  more  about 
your  business  and  the  stuff 
you  are  selling  than  your 
competitor  does,  you  have 
at  once  placed  a  handicap 
upon  him,  and  should 
easily  succeed  while  he  does  not.     Every  man 
who  is  selling  goods,  whether  it  be  the  lawyer 
or  the  physician  whose  skill  is  his  stock  in  trade; 
the  farmer  or  the  miner  who  markets  what  he 
raises  from  the  soil,  or  digs  out  of  the  bowels 
of  the  earth;  the  railroad  or  steamship  manager 
whose  traffic  is  human  lives  and  tons  of  com- 
merce; or  the  manufacturer,  jobber  or  retailer, 
who  represents  the  class  we  more  commonly 


Operaphone 
Records 

Ten  Inch  Retail  75  cents 

The  popular  standard  American  cat- 
alog dealers  have  been  waiting  for. 

We  know  you  must  have  records. 

Operaphone  Records  follow  the  line  of 
least  resistance,  they  play  with  steel 
needle  on  all  universal  tone  arm  ma- 
chines with  sound  box  facing  front. 

Order  direct  from  Long  Island  City 
or  from  your  machine  jobber. 

Send  for  our  trial  package  assort- 
ment including  window  display  and 
regulation  catalog  book. 

Operaphone  Co.,  Inc. 

LONG  ISLAND  CITY,  NEW  YORK 


think  of  when  we  speak  of  selling  goods — each 
and  every  man  should  make  his  own  business 
his  object  of  constant  study  and  investigation, 
and  it  should  be  his  pride  and  ambition  to  know 
more  about  the  particular  thing  he  is  doing  than 
any  other  living  man. 


J.  NEWCOMB  BLACKMAN  PROTESTS 

President  of  National  Association  of  Talking 
Machine  Jobbers  Writes  Timely  Letter  to 
United  States  Chamber  of  Commerce 


New  York,  August  13,  1918. 
Mr.  Elliot  H.  Goodwin,  Secretary, 

Chamber  of  Commerce  of  the  United  States, 
Washington,  D.  C. 

Dear  Sir:  As  president  of  the  National  Association  of 
Talking  Machine  Jobbers  I  recently  analyzed  Referendum 
No.  25,  containing  the  report  of  the  Special  Committee  on 
Financing  the  War,  and  I  am  surprised  that  the  most  in- 
fluential organization  of  business  men  in  the  United  States 
should  express  themselves  through  a  special  committee  as 
they  do  in  recommending  that  Question  9  be  voted  in  the 
affirmative  specifically  as  presented  on  page  9,  concerning 
luxuries  "so-called." 

Under  date  of  July  19  last  I  expressed  to  our  national 
councillor  my  firm  belief  that  these  recommendations  are 
not  only  unwise  and  unfair  to  the  talking  machine  in- 
dustry, but  to  the  entire  allied  musical  instrument  trade. 
It  is  without  hesitancy  that  I  state  for  our  own  associa- 
tion, as  well  as  our  business,  represented  by  manufacturers 
and  wholesale  and  retail  dealers,  that  a  tax  of  20  per  cent, 
levied  on  the  retail  selling  price  would  not  produce  in- 
creased revenue,  but  curtail  to  the  point  of  bankruptcy 
in  many  cases.  This  position  can  be  realized  when  you 
compare  the  proposed  tax  with  the  present  one  of  3  per 
cent,  on  the  manufacturer's  selling  price  and  what  a  tre- 
mendous advance  it  would  mean  with  a  tax  of  20  per  cent, 
figured  on  the  retail  selling  price. 

Our  protest  is  that  this  proposed  tax  is  extremely  exces- 
sive and  that  it  would  not  produce  increased  revenue,  but 
would  be  very  successful  in  killing  industry.  The  August 
10  issue  of  The  Music  Trades,  on  page  16,  contains  an 
article  giving  publicity  to  the  protest  from  this  paper  and 
one  of  its  correspondents,  as  well  as  a  letter  from  you,  in 
which  you  claim  that  the  special  committee  of  the  Chamber 
of  Commerce  has  been  unfairly  attacked.  The  exhibit 
headed  "The  Deadly  Parallel"  fully  justifies  in  my  mind 
the  complaint,  whereas  your  answer,  at  the  best  repre- 
sented by  your  letter  addressed  to  the  editor  of  The  Music 
lrades,  under  date  of  July  30,  is  an  attempt  to  hide  be- 
hind an  interpretation  that  would  discriminate  in  favor  of 
some  musical  instruments,  while  putting  the  burden  of  the 
tax  on  one  particular  type  named  specifically  by  the  word 
'Victrolas.  The  editor's  retort  to  you,  in  which  he  calls 
attention  to  the  apparent  lack  of  information  on  the  part 
of  the  committee,  is  a  point  well  taken,  for  "victrolas" 
does  not  represent  a  generic  word,  whereas  "musical  in- 
struments '  would.  Victrolas  are  the  product  of  one  con- 
cern only — the  Victor  Talking  Machine  Co. 

Furthermore,  you  and  the  committee  seem  to  take  the 
position  that  you  are  merely  following  France  in  handling 
taxation  in  this  manner.  May  I,  therefore,  ask  you  to  refer 
to  page  19,  and  the  twenty-six  articles  referred  to,  for  I 
fail  to  find  the  word  "victrolas"  or  "musical  instruments," 
nor  do  I  see  introduced  the  qualification  "mechanical." 
Broadly  speaking,  and  in  a  spirit  of  fairness  to  all  manu- 
facturers and  sellers  of  musical  instruments,  I  think  we 
can  reasonably  take  the  stand  that  music  should  not  be 
suppressed  in  the  manner  indicated  by  the  opinion  of  your 
special  committee. 

The  Secretary  of  the  Treasury,  in  his  statement,  also 
published  in  this  referendum,  concludes  by  recommending 
that  taxation  be  imposed  on  all  "luxuries."  When  your 
committee  undertakes  to  define  "luxuries"  and  then  says 
"many  articles  which  are  clearly  luxuries,  etc.,"  they  are 
assuming  to  be  qualified  to  pass  on  and  interpret  this  much 
mooted  question  in  a  manner  that  so  far  our  highest  Gov- 
ernment officials  have  hesitated  to  do.  Furthermore,  to 
present,  as  one  of  the  reasons  for  selecting  a  few  victims 
among  so-called  luxuries,  the  one  that  "collection  is  simpli- 
fied" is  hardly  a  constructive  reason,  nor  one  that  will  be 
regarded  as  fair.  In  the  Secretary  of  the  Treasury's  recom- 
mendations he  has  first  in  mind  the  urgent  need  of  raising 
revenue,  and  that  is  the  prime  object  of  the  new  revenue 
bill,  so  when  the  committee  disregards  his  recommendations 
by  selecting  a  few  articles,  instead  of  a  large  list,  the  effect 
is  to  be  deplored  from  the  standpoint  of  failure  to  pro- 
duce the  necessary  revenue,  regardless  of  its  fairness. 

Referring  to  the  word  "mechanical"  as  defining  the  kind 
of  musical  instrument  to  be  taxed,  may  I  not  call  your  at- 
tention to  the  fact  that  this  would  be  discriminating  against 
talking  machines,  and  an  educational  system,  the  value  of 
which  is  recognized  to-day  by  the  installation  of  Victrolas 
alone,  with  special  educational  records,  in  from  35,000  to 
40,000  public  schools  in  over  6,500  towns  and  cities  in  the 
United  States.  These  instruments  are  teaching  music  and 
inspiring  pupils  through  the  rendition  of  it  by  the  world's 
most  famous  artists.  Then  again,  investigation  will  clearly 
disclose  that  there  is  hardly  a  transport,  naval  vessel,  can- 
tonment, base  hospital,  Y.  M.  C.  A.,  Red  Cross,  Knights  of 
Columbus,  or  Salvation  Army  headquarters  or  camp  that 
is  not  using  a  talking  machine  as  one  of  the  necessary 
parts  of  its  equipment,  and  appeals  are  being  received  daily 
for  the  donation  of  records  to  cheer  and  inspire  our  en- 
listed men.  It  is  the  mechanical  operation  of  these  instru- 
ments that  makes  their  value  for  these  purposes  immediately 
available  and  more  widely  possible,  without  musical  train- 
ing or  talent  on  the  part  of  the  operator.  Therefore,  it 
seems  to  me  there  is  no  "luxury"  or  "non-essential"  rep- 
resented in  musical  instruments  so  used,  and  an  unreason- 
able tax  would  be  a  blow  at  the  use  of  these  instruments 
as  above. 

The  members  of  our  association,  through  its  executive 
committee,  will  vote  vigorously  against  the  recommenda- 
tions of  your  special  committee,  as  represented  in  Question 
10,  and  it  is  unfortunate  that  we  will  not  be  given  an  op- 
portunity to  be  heard  before  the  general  membership  of  the 
Chamber  of  Commerce  of  the  United  States,  in  order  that 
their  vote  might  be  cast,  based  on  information  which  ap- 
parently the  committee  did  not  have,  or  they  would  not 
have  treated  our  industry  in  such  a  discriminating  manner. 

Concluding,  I  feel  justified  in  saying  that  the  committee 
have  disregarded  the  wishes  of  the  Secretary  of  the  Treas- 
ury, failed  to  do  as  they  said  in  following  the  plan  of  our 
ally,  France,  in  taxation,  and  have  apparently,  through  lack 
of  information,  made  recommendations  which  have  made 
necessary  a  protest  from  the  entire  allied  musical  instru- 
ment industry.  I  hope  there  is  yet  some  way  to  correct 
this  error,  for  surely  it  is  the  desire  of  all  to  bear  our 
just  share  of  taxes  without  discrimination  or  protest.  If 
you  will  favor  me  with  an  early  reply,  it  will  be  greatly 
appreciated.    Very  truly  yours, 

The  National  Association  of  Talking  Machine  Jobbers, 
(Signed)  J.  Newcomb  Blackman, 
President. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


86^ 


PROSPERITY  PREVAILS  THROUGHOUT  PORTLAND  TRADE 

Growth  of  Shipbuilding  Industry  Has  Increased  the  Purchasing  Power  of  the  Masses — Talking 
Machine  Merchants  Feeling  This  Influx  of  Wealth — General  News  of  Interest 


Portland,  Ore.,  August  6. — Trade  has  been  espe- 
cially good  in  the  talking  machine  field  and 
dealers  are  looking  forward  to  means  to  aug- 
ment the  stocks  depleted  by  the  heavy  buying 
which  they  attribute  to  the  unwonted  prosperity 
of  the  city  where  shipbuilding  has  sent  wages 
soaring,  where  the  payroll  has  been  increased 
by  hundreds  of  thousands  of  dollars  each  week 
with  an  influx  of  35,000  shipbuilders  and  other 
workers  due  to  the  sudden  increase  in  popula- 
tion and  labor. 

Perhaps  no  store  in  Portland  has  benefited 
more  by  the  business  revival  than  has  the  Wiley 
B.  Allen  Co.,  which  is  not  only  doing  a  greatly 
increased  piano  business,  but  which  has  more 
than  doubled  its  normal  summer  talking  machine 
and  record  trade.  Edison  and  Victor  machines 
have  been  featured  at  this  house,  which  has  had 
an  especially  attractive  window  display  built 
around  a  portrait  of  Thomas  A.  Edison,  painted 
by  a  Portland  artist.  A  number  of  Cowan 
Classiques,  recently  added  to  this  firm's  list, 
have  been  on  display  also. 

Ten  Victrolas  were  shipped  to  the  spruce  di- 
vision by  the  Wiley  B.  Allen  Co.  this  week. 
Paul  B.  Norris,  in  charge  of  the  talking  machine 
department,  says  the  order  for  the  Victrolas 
came  directly  as  the  result  of  a  patriotic  win- 
dow display.  Mrs.  Olga  Binder,  in  charge  of 
the  record  department  for  Wiley  B.  Allen,  says 
she  is  busy  getting  stock  in  shape  for  fall  when 
a  big  business  is  expected. 

The  Hyatt  Talking  Machine  Co.  will  move 
into  new  quarters  September  1.  The  present 
store  has  been  taken  by  the  Northwestern  Na- 
tional Bank,  which  has  purchased  E.  B.  Hyatt's 
lease.  Mr.  Hyatt  has  leased  for  a  period  of 
two  years  a  store  25  by  100  feet  in  the  new 
Rialto  Building.  The  new  store  has  a  fine  base- 
ment and  mezzanine  floor.  Eight  demonstrat- 
ing rooms  will  be  installed  and  three  machine 
salesrooms  in  addition  to  the  office. 


Los  Angeles,  Cal.,  August  6. — July  has  fully 
lived  up  to  expectations  and  business  has  been 
very  good  in  Los  Angeles.  Of  course,  there 
i's  generally  a  slowing  up  in  sales  during  the 
summer  months  and  this  year  has  been  no  ex- 
ception. 

The  many  outfits  being  sent  to  the  soldiers 
and  sailors  by  the  Red  Cross,  etc.,  have  been  a 
great  help  to  the  trade  in  general  and  large 
orders  for  records  are  being  received  now  from 
the  various  cantonments  who  have  already  pur- 
chased or  been  given  a  machine. 

The  sale  of  small  machines  has  been  very 
gratifying  so  far  as  many  of  these  are  traded 
in  later  for  larger  models. 

Most  of  the  local  dealers  are  still  having  trou- 
ble in  getting  enough  records.  In  fact,  lots  of 
selections,  especially  the  older  recordings,  can- 
not be  obtained  from  any  jobber. 

Some  uneasiness  has  been  felt  in  trade  circles 
over  the  report  from  Washington,  D.  C,  that 
a  considerable  revenue  tax  was  to  be  levied  on 
all  future  purchases  of  talking  machines,  but 
most  of  the  merchants  realize  that  this  is  a 
matter  that  cannot  be  helped  and  which  will 
work  itself  out  to  the  satisfaction  of  all  and  be 
of  great  financial  benefit  to  our  Government 
during  the  duration  of  the  war. 

The  demand  for  music  of  German  origin, 
even  the  compositions  of  the  older  masters,  has 
been  decreasing  steadily  in  Los  Angeles  since 
the  U.  S.  entered  the  world  war,  and  the  local 
Musicians'  Union  has  even  gone  so  far  as  to 
place  a  fine  of  $50  on  any  orchestra  playing  a 
piece  of  music  composed  by  a  German  or  having 
a  German  title. 

Charles  Moore,  traveling  representative  for 
the  Ross  P.  Curtis  Co.,  Victor  jobbers  at  Lin- 


The  Wakefield  Music  Co.,  which  sells  the 
Brunswick  talking  machine  and  Pathe  records, 
has  been  doing  a  good  summer  business.  C. 
Guy  Wakefield,  manager,  says  many  ship- 
builders are  buying  Brunswicks  as  a  result  of 
his  sending  to  the  shipyards  16,000  circulars  ad- 
vertising this  machine.  Miss  Flora  M.  Wake- 
field, daughter  of  the  manager,  has  taken  charge 
of  the  record  department. 

Large  sales  of  Columbia  and  Victrola  ma- 
chines are  reported  from  the  Meier  &  Frank 
Co.  J.  H.  Matney,  proprietor,  sold  $1,026  worth 
of  machines  the  other  day. 

Miss  Ruth  Le  Van  is  now  connected  with  the 
record  department  of  the  Meier  &  Frank  store. 

Harold  S.  Gilbert,  of  the  Gilbert  Piano  Co., 
is  selling  quite  a  number  of  Columbia  Grafo- 
nolas.  The  new  non-set  machines  have  proved 
very  popular  and  have  sold  readily.  The  Co- 
lumbia Co.'s  Portland  branch  is  also  having  a 
big  run  of  the  new  machines,  which  are  being 
displayed  to  dealers  and  customers  who  manifest 
great  interest. 

Sonora  machines  are  selling  unusually  well 
at  the  Bush  &  Lane  store.  James  Loden,  man- 
ager of  the  talking  machine  department,  is  busy 
rearranging  his  stock.  He  expects  a  shipment 
of  Sonoras  of  period  designs  in  the  very  near 
future  and  anticipates  a  large  sale. 

The  phonograph  department  of  the  G.  F. 
Johnson  Piano  Co.  will  be  enlarged  and  im- 
proved in  the  near  future.  Larger  display  rooms 
on  the  mezzanine  floor  and  more  record  rooms 
will  be  added.  Robert  T.  Callahan  is  manager 
of  the  talking  machine  department. 

L.  E.  Gilham,  manager  of  the  Stradivara  Co., 
says  that  business  is  splendid  with  the  trade 
unusually  satisfactory.  He  has  just  sold  a 
handsome  Stradivara  grand  for  $250  to  a  promi- 
nent Portland  family.  Mr.  Gilham  is  establish- 
ing a  lot  of  new  agencies  through  the  country 
and  is  putting  new  men  on  the  road. 


coin,  Neb.,  has  been  stopping  in  Los  Angeles 
for  the  last  week. 

William  Hobbs  Richardson,  manager  of  the 
talking  machine  department  for  the  Southern 
California  Music  Co.,  reports  an  incident  that 
may  be  of  interest  to  the  trade  in  general.  They 
received  an  order  for  records  from  Mexico; 
the  order  was  filled  and  sent  out  by  parcel  post 
in  the  usual  manner,  but  was  held  up  by  the 
Customs  Censor,  who  declared  he  would  not 
pass  on  them  until  he  had  heard  them  played. 
One  of  the  clerks  took  a  Victrola  to  the  Fed- 
eral Building  and  played  the  records  for  the 
official  and  when  finished  was  charged  35  cents, 
being  for  the  time  it  took  the  censor  to  listen 
to  them.  This  shows  how  particular  the  Gov- 
ernment is  in  examining  everything  before  it 
leaves  this  country. 

H.  N.  McMenimen,  managing  director  of  the 
Pathe  Freres  Co.,  is  on  a  trip  of  inspection  to 
the  Coast  and  spent  several  days  in  Los  An- 
geles looking  over  the  situation  here.  He  is 
very  enthusiastic  over  the  future  of  the  Pathe 
products  and  expects  to  establish  many  new 
agencies  in  this  section  of  the  country  before 
returning  East. 


MUSIC  AND  THE  FIGHTING  MAN 

J.  K.  Nichol,  formerly  connected  with  Thomas 
A.  Edison,  Inc.,  and  now  in  the  United  States 
Navy,  in  a  recent  letter  to  the  Edison  people 
points  out  the  wonderful  value  of  the  phono- 
graph in  navy  and  army  camps,  and  says  that 
there  should  be  a  machine  in  every  one  of  the 
ship's  quarters,  as  well  as  in  training  stations, 
and  says  that  the  phonograph  is  a  tremendous 
educator  and  stimulator  of  patriotism. 


"A  W0NDERB0X  OF  MUSIC" 

British  Correspondent  Thus  Describes  the 
Talking  Machine  at  the  Front — An  Excellent 
Editorial  on  Important  Subject  ' 


In  connection  with  the  accompanying  ex- 
pressive cartoon,  the  Evening  Express,  of  Los 
Angeles,  Cal.,  recently  published  the  following 
editorial  comment  that  should  prove  of  more 
than  usual  interest  to  members  of  the  trade 
generally,  as  indicating  a  new  attitude  toward 
the  talking  machine: 

"Whether  the  phonograph  is  regarded  as  a 
HELP  ROUT  HIM 


toy  or  a  nuisance,  it  has  found  a  place  of  honor 
in  the  army.  Every  center  of  recreation  behind 
the  front  has  its  instrument  and  assortment  of 
records.  The  canteens,  the  hospitals,  the  Y. 
M.  C.  A.  huts  and  kindred  auxiliaries  all  re- 
joice in  their  phonographs. 

"A  correspondent  of  the  London  Mail  reports: 
"  'To-day  the  phonograph  at  the  front  is  a 
wonderbox  of  music,  an  inexhaustible  source  of 
good  cheer  and  melody.  Not  merely  that,  but 
any  padre  will  tell  you  that  it  is  one  of  the 
greatest  influences  for  good  that  can  be  found. 
It  gives  the  boys  a  musical  home.  Never  mind 
whether  it  be  standard  ballad  or  overture  or 
the  latest  comic  song.  It  is  sunshine  music 
and  brings  with  it  thoughts  of  home.' 

"There  is  good  reason  for  the  appeal  the 
American  Red  Cross  is  making  for  contribu- 
tions of  talking  machine  records  of  all  sorts. 
Not  only  that,  but  phonographs  of  every  make 
are  in  demand  and  small  musical  instruments  of 
every  kind. 

"The  local  organization  is  active  in  this  cam- 
paign and  has  received  the  co-operation  of  Los 
Angeles  music  houses,  that  have  volunteered  to 
repair  all  machines  or  instruments  and  pack, 
with  records,  for  transportation. 

"There  must  be  hundreds  of  homes  in  Los 
Angeles  that  can  give  helpful  aid  to  this  meri- 
torious campaign.  The  talking  machine  depart- 
ment of  any  of  the  principal  music  stores  will 
receive  phonographs,  records  or  musical  instru- 
ments or  they  may  be  sent  to  Red  Cross  head- 
quarters at  956  South  Main  street." 


QUALITIES  WORTH  CULTIVATING 

Professor  Walter  Dill  Scott  says  that  most 
difficulties  are  difficulties  because  complete  in- 
formation is  not  at  hand  to  be  worked  on.  A 
habit  of  close  observation  oftentimes  enables 
one  to  get  necessary  information  which,  put 
down  on  paper,  is  then  before  him  for  refer- 
ence. After  securing  complete  information,  con- 
centration is  the  proper  method  of  attacking  the 
problem.  To  develop  concentration  do  one 
thing  at  a  time — the  right  thing.  Don't  allow 
several  items  to  crowd  the  main  issue.  Regu- 
larity is  a  secret  of  forming  habits  of  concentra- 
tion. Do  the  same  kind  of  thing  in  the  same 
place  at  the  same  time  each  day  for  a  period 
and  less  effort  will  be  required  to  concentrate 
upon  it.  Will  power  is  a  matter  of  inheritance 
and  environment,  largely  of  environment.  It 
can  be  developed.     Educate  it. 


Have  you  bought  a  Thrift  Stamp  to-day? 


LOS  ANGELES  DEALERS  FIND  IT  HARD  TO  GET  RECORDS 

Growth  of  Patriotic  Sentiment  Has  Stimulated  Sales  of  Records  Tremendously — Small  Machines 
Also  in  Favor — Taboo  on  Music  of  German  Origin — H.  N.  McMenimen  a  Visitor — About  Exports 


A  Timely  Cartoon 


86/; 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


§[ome  Hints,  Pointers,  Suggestions  and  Valuable 

Facts  Relative  to 


The  instrument  which  provides  the 
greatest  amount  of  enjoyment  at 
the  most  moderate  outlay  is  the 
phonograph.  As  an  entertainer 
and  an  educator  it  has  no  equal. 


Many  years  devoted  to  the  pro- 
duction of  high-grade  pianos  has 
enabled  the  Bush  &  Lane  Com- 
pany to  incorporate  in  the  manu- 
facture of  the  Cecilaphone  every 
known  feature  and  improvement 
necessary  to  the  construction  of  a 
perfect  sound  reproducing  instru- 
ment. 


The  essential  parts  of  the  Cecila- 
phone— sound  box,  tone  arm,  sound 
chamber,  tone  modifier  and  motor 
— have  been  constructed  along  sci- 
entific lines,  with  the  object  in  view 
of  obtaining  the  best  and  most 
artistic  and  therefore  the  most  sat- 
isfactory reproduction  of  any  and 
all  records. 


The  Cecilaphone  sound  box  is 
adapted  to  the  reproduction  of  all 
records.  In  an  upright  position  it 
plays  lateral  cut  records,  and  by  a 
quarter  turn  is  adapted  to  the  verti- 
cal cut  or  hill-and-dale  type  of 
records,  which  is  but  one  of  the 
advantages  of  this  modern  instru- 
ment. 


The  Cecilaphone  Phonograph 


Would  it  not  be  the  part  of  wisdom  and  good 
judgment  in  the  choice  of  a  phonograph  to  select 
the  instrument  produced  by  experienced  and  fully 
equipped  manufacturers — thus  insuring  the  pos- 
session of  "A  Thing  of  Beauty  and  a  Joy 
Forever" ? 


The  tone  arm  of  the  Cecilaphone,  by  an  ingenious 
process  of  casting,  is  adapted  to  amplify  or  swell 
the  tones  in  their  course  toward  the  outer  air.  It 
is  properly  constructed  and  correctly  balanced, 
enabling  the  busy  needle  to  perform  its  work 
without  interference. 


The  Cecilaphone  Tone  Modifier 


most 


Note  the  pleased 
expression  on  the 
fair  face  of  the 
operator,  as  she 
turns  a  button  in  the 
side  of  the  cabinet, 
by  which  she  modi- 
fies the  volume  of 
tone,  thus  inter- 
preting the  selec- 
tion being  played 
in  accordance  with 
her  own  ideas  of 
tone  shading  and 
expression. 
All  models  of  the 
Cecilaphone  are 
equipped  with  this 
original  device,  one 
of  the  pleasing 
features  of  this 
pleasing  instrument. 


The  Cecilaphone  Tone  Chamber 

Limitations  of  space 
prohibit  an  adequate 
description    of  this 
most  important  part 
of  the  construction  of 
the  Cecilaphone.  Suf- 
fice it  to  say,  how- 
ever, that  in  experi- 
ment i  n  g,  designing 
and    building    it  to 
fully   serve   its  pur- 
pose, our  long  experi- 
ence in  piano  manufacturing  enabled  us  to  get  results 
undreamed  of  by  those  who  lack  such  experience. 
It  is  made  entirely  of  wood,  the  most  responsive  of  all 
substances  as  a  resonator  of  sound  vibrations  which  pro- 
duce musical  tones. 

Of  greatest  importance,  this  chamber  has  been  scien- 
tifically shaped,  and  of  the  quality  and  grain  of  wood  to 
best  develop  the  proper  response  to  vibration. 
The  result  can  best  be  appreciated  by  hearing  the  instru- 
ment. 


Can  You?  Could  You?  Would  You?  Will  You?  Take  a  Hint? 


The  Bush  &  Lane  Piano  Company 

Manufacturers 

Holland,  Michigan 


THE    TALKING    MACHINE    WORLD  S6c 


NEW  YORK  JOBBER  BOUGHT  OUT  BY  EDISON  OFFICIALS 

George  L.  Babson,  Formerly  General  Manager  of  the  Phonograph  Corp.  of  Manhattan,  Succeeded 
by  Edward  C.  Boykin  as  General  Manager — No  Similar  Action  to  Be  Taken  Elsewhere 


August  15,  1918 


CALL  ON  MANY  NOTED  ARTISTS 

E.  N.  Burns  and  Theo.  Bauer  Visit  Summer 
Resorts  Where  Columbia  Artists  Are  So- 
journing— Toscha  Seidel  Greeted 


Edward  N.  Burns,  vice-president  of  the  Co- 
lumbia Graphophone  Co.,  accompanied  by 
Theodore  Bauer,  head  of  the  company's  operatic 
and  concert  department,  visited  several  of  the 
up-State  summer  resorts  the  early  part  of  this 


Toscha  Seidel,  E.  N.  Burns  and  Master  Seidel 

month,  in  order  to  greet  some  of  the  Columbia 
artists  who  are  summering  in  these  places. 

The  first  call  was  made  at  Lake  George,  N. 
Y.,  where  Mr.  Burns  spent  some  time  with 
Toscha  Seidel,  a  young  violinist,  who  recently 
arranged  to  record  for  the  Columbia  library  ex- 
clusively, and  who  is  accompanied  by  Professor 


Miss  Maurel,  Mrs.  T.  Bauer,  E.  N.  Burns, 


Theodore  Bauer 
Leopold  Auer,  internationally  famous  as  a  vio- 
lin teacher,  who  is  taking  a  keen  interest  in 
Mr.  Seidel's  future.  Mr.  Seidel  has  been  ac- 
claimed by  critics  as  one  of  the  most  remark- 
able violinists  introduced  in  recent  years,  and 
the  Columbia  Co.  is  planning  to  issue  his  first 
records  in  the  near  future.  During  his  visit 
Mr.  Burns  prevailed  upon  Mr.  Seidel  to  visit 
New  York,  in  order  to  make  additional  records 
and  to  hear  his  first  recordings. 

The  next  call  was  at  Schroon  Lake,  where 
Oscar  Seagle,  the  famous  operatic  baritone  and 
exclusive  Columbia  artist,  is  summering.  Messrs. 
Burns  and  Bauer  were  accompanied  to  Schroon 
Lake  by  Miss  Barbara  Maurel,  the  well-known 
mezzo-soprano,  who  is  also  an  exclusive  Colum- 
bia artist,  and  who  will  make  a  joint  tour  this 
coming  season  with  Oscar  Seagle. 

From  Schroon  Lake  Mr.  Burns  and  Mr.  Bauer 
visited  Lake  Placid,  where  they  met  Madame 
Hulda  Lashanska,  prominent  concert  soprano, 
whose  first  Columbia  recordings,  recently  intro- 
duced to  the  public,  are  meeting  with  pleasing 
success.  Madame  Lashanska  was  also  pre- 
vailed upon  to  visit  New  York  this  month  and 
make  additional  records,  that  will  be  announced 
very  shortly. 


TALKER  RECORD  CAUSES  TROUBLE 

A  New  York  woman,  who  has  applied  to  the 
courts  for  a  separation  from  her  husband,  al- 
leges in  her  complaint,  among  other  things,  that 
her  spouse  had  the  unpleasant  habit  of  coming 
home  and  playing  on  the  talking  machine  for 
a  lengthy  period  of  the  record:  "A  Fool  There 
Was,"  as  an  expression  of  his  opinion  regard- 
ing his  marriage. 


The  Phonograph  Corp.  of  Manhattan,  which 
has  been  conducting  the  magnificent  Edison 
Shop  at  473  Fifth  avenue  and  for  several  years 
has  jobbed  the  Edison  line  in  New  York  City, 
has  been  taken  over  by  individuals  connected 
with  Thomas  A.  Edison,  Inc. 

Henry  B.  Babson,  former  president,  has  been 
succeeded  by  William  Maxwell,  vice-president 
of  Thomas  A.  Edison,  Inc.;  and  Edward  C. 
Boykin,  formerly  director  of  sales  promotion 
for  Thomas  A.  Edison,  Inc.,  becomes  succes- 
sor to  George  L.  Babson,  as  general  manager. 
It  is  specifically  stated  by  Mr.  Maxwell  that  this 
change  of  ownership  and  management  has  no 
significance  whatever  except  that  the  Edison  Co. 
desires  to  see  the  New  York  jobbing  business 
and  the  Edison  Shop  handled  in  a  broader  way 
than  has  hitherto  been  possible. 

It  is  desired  that  this  business  will  consti- 
tute an  international  advertisement  of  the  Edi- 
son line,  which,  of  course,  would  scarcely  be 
possible  so  long  as  the  control  of  the  company 
remained  in  the  hands  of  people  whose  inter- 
ests were  purely  local.  On  this  point  Mr.  Max- 
well said  recently: 

"That  we  have  had  no  disagreement  with  the 
Babson  brothers  is  evidenced  by  the  fact  that 
they  will  continue  to  job  the  Edison  line  at 
Chicago,  Milwaukee,  Detroit  and  Kansas  City. 
Nor  have  we  any  intention  of  eliminating  our 
jobbers  and  establishing  in  their  stead  branch 
houses  or  subsidiary  jobbing  companies. 

"We  have  always  had  covetous  eyes  on  New 
York,  and  it  was  with  considerable  reluctance 
that  we  established  an  independent  company  as 

JOBBERS  VISIT  EDISON  FACTORY 

C.  B.  Haynes,  of  the  C.  B.  Haynes  Co.,  Inc., 
Richmond,  Va.,  and  L.  H.  Lucker,  of  Minne- 
apolis, well-known  Edison  jobbers,  were  recent 
visitors  at  the  Edison  factory  in  West  Orange, 
N.  J.  Both  these  gentlemen  had  the  same  sig- 
nificant story  to  tell  of  conditions  in  their  ter- 
ritory. Both  reported  an  exceptionally  good 
summer,  owing  to  the  consistently  active  can- 
vassing engaged  in  by  their  dealers. 

These  identical  statements,  from  two  widely 
separated  parts  of  the  country,  cannot  fail  to 
point  a  moral.  They  only  serve  to  confirm  the 
oft-reiterated  statement  made  by  officials  of 
Thomas  A.  Edison,  Inc.,  that  summer  is  not 


our  New  York  jobber.  When  the  waf •  is  over. 
New  York  is  going  to  be  pretty  nearly  the 
center  of  the  world,  and  after  careful  considera- 
tion it  seemed  advisable  to  us  to  control  our 
New  York  representation.  New  York  City  is 
visited  every  year  by  thousands  of  strangers 
whose  attitude  toward  the  Edison  phonograph 
is  largely  influenced  by  the  impressions  they 
receive  at  the  Edison  Shop  on  Fifth  avenue  and 
at  the  wholesale  headquarters  down  town.  Nat- 
urally, we  could  not  expect  outsiders  whose  in- 
terests were  confined  largely  to  sales  made  in 
New  York  and  contiguous  territory  to  take 
more  than  a  passive  interest  in  a  man  from  Kan- 
sas or  Patagonia. 

"We  intend  to  operate  the  Phonograph  Corp. 
of  Manhattan  not  only  as  a  New  York  dis- 
tributor, but  also  as  an  active  and  painstaking 
ally  of  our  jobbers  and  dealers  throughout  the 
United  States.  Our  action  in  taking  over  the 
New  York  jobbing  company  does  not  signify 
any  intention  on  our  part  of  eliminating  other 
jobbers. 

"We  are  now  handling  the  jpbbing  of  the 
Edison  line  on  the  Pacific  Coast  and  this  with 
New  York  will  make  about  all  we  care  to  han- 
dle. We  shall  be  in  very  good  shape  to  pro- 
mote export  business  after  the  war,  both  to 
Europe  and  South  America  as  well  as  the 
Orient.  We  have  a  beautiful  retail  store  in  San 
Francisco  as  well  as  commodious  wholesale 
quarters  at  San  Francisco,  Portland  and  Los 
Angeles,  and  therefore  have  every  facility  on 
both  coasts  to  receive  foreign  visitors  and  de- 
velop export  business." 

in  itself  a  time  of  inevitably  bad  business. 
Dealers,  many  of  them,  have  made  it  so  by  be- 
lieving any  efforts  they  might  make  to  be  hope- 
less, and  consequently,  through  their  inactivity, 
have  created  an  artificial  depression  of  trade. 

The  experience  reported  by  Messrs.  Haynes 
and  Lucker  shows  graphically  that,  dealers  can 
avoid  dull  times  in  summer. 


W.  H.  CALDWELL  IN  "Y"  SERVICE 

W.  H.  Caldwell,  distributor  of  Starr  phono- 
graphs and  Gennett  records,  with  offices  and 
warerooms  in  Louisville  and  Shelby ville,  Ky., 
announces  that  he  will  leave  for  France  about 
September  15  in  the  interests  of  the  Y.  M.  C.  A. 


Mahogany,  Golden  Oak.  Fumed  Oak, 
Weathered  Oak.  Nickel-plated  trim- 
mings. Lock  and  key.  Height,  33 
inches.  Top,  22%xl914  inches.  Holds 
192  twelve -inch  records.  Matches  new 
Victrola  IX.  Highest  type  of  cabinet, 
both  in  construction  and  finish.  Average 
weight  crated,  80  lbs. 


IMMEDIATE  DELIVERIES 

Specials 


FOR 


Victrola  IX 


\Y7E  have  in  stock 
other  cabinets 
to  fit  all  styles  of 
machines  and  will  be 
glad  to  send  our  cata- 
log for  the  asking. 


SchlossBros. 

635-37  West  55th  St. 
NEW  YORK 

Phone 
Columbus  7947 


702 

Mahogany,  Golden  Oak,  Fumed  Oak,  Weathered 
Oak,  Nickel-plated  trimmings.  Lock  and  key. 
Rubber-tired  wheels.  Height,  30  inches.  Top, 
17x20%.  Matches  New  Victrola  IX.  Top  has 
countersunk  holes  to  accommodate  rubber  bumpers 
on  machine.  Moulding  on  top  securely  fits  base 
of  machine.    Average  weight,  crated,  75  lbs. 


86./ 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


The  Right  Men  in  the  Right  Jobs 
Will  Win  The  War 


4  t 


THE  true  American  wants  to  work 
where  he  will  help  win  the  war. 
He  wants  to  fit  in.  America  needs  the 
Right  Men  in  the  Right  Jobs.  Only 
when  this  comes  about 
can  maximum  produc- 
tion be  obtained  to  sup- 
port our  armies  at  the 
front. 


The  needs  of  all  war 
industries  can  be  antici- 
pated and  met  by  the 
Government  if  employ- 
ers and  laborers  will  avail 
themselves  solely  of  the 
nation  -  wide  machinery 
which  is  at  hand.  The 
length  of  the  War  de- 
pends directly  on  our 
Country's  abijity  to  sup- 
ply all  War  Industry 
with  the  best  workers  the 
country  can  produce  the  moment  they 
are  needed. 

The  U.  S.  Employment  Service  is 
the  official  bureau  of  the  Federal 
Government  in  charge  of  the  distri- 
bution of  labor.  The  President  has 
declared  that  it  is  the  official  agency 
for  recruiting  and  distributing  unskilled 
labor  for  war  work. 


PRESIDENTS 

STATEMENT 


It  has  over  500  branches  through- 
out the  nation,  and  20,000  U.  S.  Public 
Service  Reserve  enrollment  agents.  Ask 
the  local  post  office  or  newspaper  for. 

name  and  address  of  the 
nearest  representative,  or 
write  to  the  U-  S.  Em- 
ployment Service,  Wash- 
ington, D.  C. 


"Industry  plays  as  essential  and  h 
orable  a  role  in  this  great  Strug 
as  do  our  military  armaments, 
all  recognize  the  truth  of  this,  but 
must  also  see  its  necessary  impl 
tions — namely,  that  industry,  dom 
vital  task  for  the  Nation,  must 
ceive  the  support  and  assistance 
the  Nation." 


"Therefore.  I  solemnly 
urge  all  employers  engaged  in  war 
work  to  refrain  after  August  1st, 
1918.  from  recruiting  unskilled  labor 
in  any  manner  except  through  this 
central  agency  Ithc  U.  S.  Employ- 
ment Service!.  I  urge  labor  to  re- 
spond as  loyally  as  heretofore  to  any 
calls  issued  by  this  agency  for  volun- 
tary enlistment  in  essential  industry. 
A*nd  I  ask  them  both  alike  to  remem- 
ber that  no  sacrifice  will  have  been  in 
vain,  if  we  are  able  to  prove  beyond 
all  question  that  the  highest  and  best 
form  of  efficiency  is  the  spontaneous 
co-oper3tion  of  a  free  people." 

WOODROW  WILSON. 


Those  employers  in 
war  work  who  seek  to  get 
labor  through  their  own 
or  private  recruiting 
agencies  are  interfering 
with  the  Government's 
machinery  and  prefer- 
ring their  interests  to 
those  of  the  nation.  Only 
through  strict  compliance 
with  the  Government's 

program  can  the  constant,  rest- 
less shifting  of  labor  from  one 
war  job  to  another,  with  the 
consequent  diminution  in  pro- 
duction and  efficiency,  be  prevented. 

Above  all,  the  Government  urges  every  man 
engaged  in  war  work,  to  stick  to  his  job  until  the 
Government  recommends  that  he  change.  Any 
man  not  engaged  in  war  v.crk.  should  put  him- 
self at  the  disposal  of  the  nation  by  register- 
ing with  the  Public  Service  Reserve.  This  = 
is  a  tremendously  important  duty  !  The  war 
worker  ranks  with  the  fighter  in  the  trenches. 
He  will  help  beat  the  Hun. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


87 


CHANGES  IN  EDISON  EDITORIAL  STAFF 


Verdi  E.  B.  Fuller  Assumes  Directorship  of 
Sales  Promotion — Takes  Charge  Editorially 
of  House  Organs  Issued  by  Thos.  A.  Edison 

Verdi  E.  B.  Fuller,  general  supervisor  for 
Thomas  A.  Edison,  Inc.,  has  recently  assumed, 
in  addition  to  his  other  duties,  the  directorship 
of  sales  promotion  of  the  New  Edison,  until 
IF" 


Verdi  E.  B.  Fuller 

recently  in  the  hands  of  Edward  C.  Boykin. 
'('his  work  includes  the  managing  editorship  of 
the  house  organs,  "Diamond  Points"  and  "Along 
Broadway,"  of  which  Miss  Laura  Scribner  has 
become  associate  editor. 

Mr.  Fuller's  work  with  the  company,  first  as 
supervisor  and  then  as  general  supervisor,  has 
made  him  well  known  to  every  Edison  jobber  in 
America.  Perhaps  his  most  noted  achieve- 
ments have  been  in  connection  with  the  tone 
tests,  which  are  so  notable  a  feature  of  Edison 
publicity.  Mr.  Fuller  is  peculiarly  qualified  for 
his  new  duties  because  of  an  exhaustive  knowl- 
edge of  all  aspects  of  the  Edison  business,  espe- 
cially of  the  selling  end.  He  has  a  mind  fertile 
in  ideas,  and  a  never-failing  interest  in  the  ideas 
of  others. 

Miss  Scribner,  who  is  to  work  with  Mr.  Fuller 
on  both  publications,  graduated  from  Vassar 
College  this  year.  She  was  one  of  the  editors 
of  the  college  newspaper  there,  and  did  some 
writing  for  other  publications  throughout  her 
college  course. 


VETERAN  IN  REPAIR  DEPARTMENT 


J.  B.  Caldwell,  Columbia  Co.  Repair  Man  in 
Portland,  Ore.,  Served  in  1898  and  Now  Has 
Seven  Sons  Fighting  for  the  Country 


Portland, -Ore.,  August  3. — L.  D.  Heater,  man- 
ager of  the  Columbia  Graphophone  Co.  branch 
in  Portland,  is  proud  of  the  man  at  the  head  of 
the  repair  department,  Lieut.  J.  B.  Caldwell, 
who  served  with  distinction  in  the  Spanish- 
American  war  and  .who  has  seven  sons  now  in 
the  army.  Lieut.  Caldwell  is  sixty  years  old, 
hale  and  hearty,  a  splendid  mechanic  and  a  true 
patriot.  He  has  collected  a  number  of  inter- 
esting flags  which  are  on  display  in  the  windows 
of  the  Columbia  store.  These  windows  are  al- 
ways surrounded  by  persons  who  show  a  great 
interest  in  the  display. 

In  this  particular  window  there  is  an  old  silk 
flag,  torn  and  tattered,  carried  by  a  New  York 
regiment  during  the  Civil  War.  A  flag  that  was 
raised  in  Oregon  after  the  assassination  of 
President  Lincoln,  again  after  the  assassination 
of  President  Garfield  and  a  third  time  at  the 


death  of  President  McKinley,  is  another  inter- 
esting relic.  A  Confederate  flag  presented  to 
the  brigade  of  Stonewall  Jackson  after  the  Civil 
War  is  also  of  interest. 

A  naval  ensign  that  was  found  by  Lieut.  Cald- 
well in  1898  after  it  had  been  lost  froni  the 
gun  boat  Oesta  is  on  display. 

Mr.  Caldwell  has  many  medals  which  were 
presented  to  him  but  they  are  not  shown  in  this 
window.  The  sword  carried  by  the  lieutenant 
during  the  Spanish-American  war  forms  part 
of  the  display. 


HERZOQ  PLANT  EXPANDING 


New  Shipping  Department  and  Extension  to 
Plant  Constructed  to  Provide  Additional  Fa- 
cilities for  Making  Sonora  Cabinets 


James  P.  Bradt,  general  Canadian  manager  for 
the  Columbia  Graphophone  Co.,  was  a  visitor  to 
New  York  recently,  bringing  with  him  enthusi- 
astic reports  regarding  the  business  situation 
in  Canada. 


Saginaw,  Mich.,  August'  10. — Work  has  been 
completed  on  the  new  shipping  department 
building  of  the  Herzog  Art  Furniture  Co., 
erected  to  house  the  products  of  the  concern, 
which  is  principally  engaged  in  manufacturing 
Sonora  phonograph  cabinets.  The  new  building 
stands  opposite  the  main  Herzog  plant,  on  the 
east  side  of  Michigan  avenue.  An  addition  to 
the  Herzog  plant  is  also  being  constructed  at 
the  rear  of  the  present  factory,  to  afford  addi- 
tional facilities  for  general  manufacturing  pur- 
poses. 


The  Time  for  the 
Holidays  is  Now! 

Last  season  carload  orders  for  Converto  Cabinets  that  came  late  had 
to  be  turned  down.  Dealers  who  ordered  a  stock  early  got  the  cabinets 
and  sold  them  at  a  good  profit  before  Christmas.  Orders  for  Holiday 
business  should  be  placed  now'! 


CONVERTO 


Patented  December  11.  1917 

TALKING  MACHINE  CABINET 

This  is  a  clearly  demonstrated  success.  Every  single  Victor  dealer 
will  make  money  with  it ;  in  these  days  he  can't  afford  not  to  handle 
it.  It  is  our  sincere  advice,  first  to  decide  to  try  it,  second  to  order 
early.    Write  or  wire  for  prices  and  particulars. 

The  C.  J.  Lundstrom  Mfg.  Co.,  Little  Fails,  n.  y. 

Branch  Ofiice,  Flatiron  Bldg.,  New  York  City 

NOTICE :  Lundstrom  Converto  Cabinets  are  broadly  covered 
by  patents.     Infringement   will  be   promptly  prosecuted . 

The  Lundstrom  "Converto"  Cabinet  converts  the 
small  "Victrola"  into  a  handsome  cabinet  type, 
completely  enclosing  the  machine.    It  takes  the 
place  of  a  stand  and  provides  a  dustproof  record 
rack  for  6o  records.    It  re- 
vives interest  in  records.  It 
helps   you   meet  low-price 
competition  in  cabinet  ma- 
chines and  gives  you  a  good 
profit.   It  costs  the  customer 
no  more  than  a  °ood  stand ! 


Setting  Victrola  into  Cabine 


Sound  Door 


inf. 


88 


THE   TALKING   MACHINE  WORLD 


August  15,  1918 


CRYSTAL  EDGE  MICA  DIAPHRAGMS 

Let  us  send  you  samples  today  of  our  dia- 
phragms  and  you  will  readily  understand  why 
\         the  best  talking  machines  are  equipped  with 
Crystal  Edge  Mica  diaphragms  exclusively. 

We  use  only  the  very  finest  selected  mica, 
J\       the  best  diaphragm  material  in  the  world. 

PHONOGRAPH  APPLIANCE  CO.,  109  West  Broadway,  NEW  YORK 


J.  C.  ROUSH  DISCUSSES  TAXATION 

Points  Out  a  Certain  Unfairness  in  Methods  of 
Imposition — Industry  Should  Be  Treated  Fair- 
ly— No  Fabulous  Profits  in  Sale  of  Talkers — 
Burdens  Should  Be  Distributed  Impartially 

Pittsburgh,  Pa.,  August  7. — "Do  you  consider 
the  proposed  tax  on  talking  machines  a  fair 
one,  and  do  you  know  of  any  steps  likely  to  be 
taken  to  alter  it?"  our  representative  asked  Jo- 
seph C.  Roush,  secretary  of  the  National  As- 
sociation of  Talking  Machine  Jobbers,  and  presi- 
dent of  the  Standard  Talking  Machine  Co., 
Pittsburgh. 

"Few  talking  machine  distributors  or  dealers 
either  will  have  a  word  of  complaint  to  offer  as 
to  the  proposed  additional  taxes  on  talking 
machine  business,  I  believe,"  Mr.  Roush  an- 
swered. "Every  distributor  and  every  dealer 
I  know  is  ready  and  willing  to  meet  any  rea- 
sonable tax,  whether  imposed  at  the  source  of 
supply,  or  on  the  volume  of  business  done,  or 
on  the  customer.  If  the  Government  needs  a 
10  per  cent,  tax,  or  a  20  per  cent,  tax  even,  on 
all  commodities  in  that  class  in  which  talking 
machines  are  grouped,  well  and  good.  We  are 
all  ready  and  willing  to  charge  off  every  last 
penny  of  profits  when  needed  toward  winning 
the  war,  provided  the  taxes  are  impartially  im- 
posed." 

"But  right  there  comes  the  rub,"  Mr.  Roush 
continued.  "Of  course,  we  all  realize  that  to 
impose  ai^  tax  equitably  to  the  very  last  de- 
gree is  out  of  the  question.  We  do  have  a  right 
to  expect,  however,  that  these  mammoth  tax 
bills  shall  at  least  be  drawn  with  that  in  view, 
and  if  thty  are  not,  those  on  whom  too  heavy  a 
burden  is  laid  have  just  cause  of  complaint. 

"It  is  reported  that  the  Ways  and  Means 
Committee  of  the  House  has  prepared  a  tax 
bill  in  which  talking  machines  are  classed  as 
non-essential  to  the  winning  of  the  war  and  in 
which  a  most  unusual  method  of  taxation  is  de- 
veloped. It  does  not  contemplate  a  small  tax 
on  all  the  great  number  of  industries  which  it 
considers  in  this  non-essential  class,  as  might  be 
expected,  but  rather  a  very  heavy  tax  on  just 
a  few  commodities,  such  as  talking  machines, 
arguing  that  the  collection  of  a  big  tax  on  a 
limited  number  of  industries  will  be  much  sim- 
pler than  a  small  tax  on  a  great  number. 

"That  such  a  method  is  so  obviously  unfair, 
so  contrary  to  all  ethics  of  taxation  and  is 
such  an  apparent  hardship  on  those  few  lines 
which  must  bear  the  burden  for  all  those  ex- 
empted, it  would  seem  that  some  of  the  more 


clear-thinking  of  the  Ways  and  Means  Com- 
mittee must  insist  on  a  more  equitable  provision 
before  the  tax  is  presented  to  Congress  in  its 
final  form.  And  yet  it  appears  likely  to  go 
through  in  its  present  form. 

"Nor  can  members  of  the  trade  take  any  ac- 
tive steps  to  argue  the  unwisdom  of  this  dis- 
crimination either  to  the  Ways  and  Means  Com- 
mittee or  to  Congress  without  encountering  the 
criticism  of  being  unpatriotic,  if  not  worse. 

"The  talking  machine  trade,  therefore,  seems 
perfectly  helpless  in  the  hands  of  the  drafters 
of  these  great  taxes  without  any  opportunity  of 
appeal.  If  it  be  determined  to  tax  talking  ma- 
chine sales  20  per  cent,  and  the  sales  of  other 
similar  commodities  nothing  at  all,  because  it 
seems  easier  to  collect  a  given  amount  from  a 
few  taxpayers  than  from  many,  then  I  can  see 
no  effective  way  of  defense  from  this  injustice. 
In  this  defenselessness,  however,  should  lie  the 
safety  of  the  talking  machine  interests,  because 
it  puts  upon  the  drafters  of  the  tax  bill  the 
moral  responsibility  of  defending  the  trade  from 
discrimination,  of  seeing  to  it  that  it  receives  an 
absolutely  square  deal. 

"Whatever  effort  is  made  by  the  trade  I  would 
urge  be  directed  toward  securing  a  fair,  im- 
partial tax  on  all  industries  not  considered  es- 
sential to  the  winning  of  the  war,  that  none  be 
taxed  out  of  business  and,  incidentally,  lost  as 
a  future  source  of  revenue;  that  none  be  so 
favored  with  no  taxation  that  they  be  able  to 
expand  and  pre-empt  the  fields  of  those  whose 
too  heavy  tax  burdens  have  forced  them  to  re- 
trench. 

"One  impression  which  seems  generally  cur- 
rent regarding  our  trade,  and  which  should  be 
corrected  at  every  opportunity,  is  that  there  are 
fabulous  profits  made  in  the  sales  of  talking  ma- 
chines, and  that  to  impose  a  good  stiff  tax  on 


talking  machines  is  in  reality  taking  a  rap  at  a 
crowd  of  profiteers.  Such  is  farthest  from  the 
facts.  Probably  no  other  great  industry  .has 
advanced  its  prices  less  in  proportion  to  rising 
costs  of  manufacture,  transportation  and  sales 
than  the  talking  machine  industry.  Probably  no 
other  industry  has  suffered  more  than  ours  in 
the  scarcity  of  supplies,  transportation  difficul- 
ties and  through  shortage  of  labor,  for  in  none 
of  these  things  could  or  would  we  in  any  sense 
compete  with  industries  engaged  in  war  work. 
In  fact,  the  talking  machine  trade  is  making  less 
in  gross  sales  and  a  smaller  net  profit  on  those 
sales  to-day  and  has  made  less  during  the  war 
period  than  before  war  was  declared. 

"No  one  engaged  in  the  talking  machine  trade 
has  anything  to  fear  in  the  way  of  taxation, 
provided  these  facts  are  considered  and  the 
burdens  are  distributed  impartially.  We  are  all 
in  this  war  to  win — to  win  at  all  costs.  Our 
taxes,  our  contributions,  our  very  utmost  efforts 
are  available  whenever  and  wherever  they  are 
needed.  But  I  am  urging  most  emphatically 
that  members  of  the  trade  do  not  let  this  nor 
what  I  have  said  regarding  our  helplessness  de- 
ter them  from  opposing  most  strenuously  when- 
ever they  can  create  opportunity  any  method  of 
taxation  that  will  exempt  any  group  without 
just  cause,  that  will  lay  too  great  a  burden  on 
any  group,  or  that  will  endanger  the  confidence 
of  the  country's  business  men  at  this  critical 
time,  in  those  who  are  framing  these  stupendous 
tax  bills." 


ANOTHER  "NATIONAL"  NOVELTY 

The  Watch  Dog  Savings  Bank  Will  Appeal  to 
Talking  Machine  Merchants 

Boston,  Mass.,  August  9. — The  announcement 
of  an  entirely  new  and  original  novelty  was 
made  by  the  National  Co.,  of  273-279  Corrgress 


The  Watch  Dog  Savings  Bank 


street,  this  city.  A  few  years  ago  the  National 
Co.  brought  out  the  "Wireless  Pup,"  which  met 
with  instantaneous  success  and  still  continues  in 
strong  popularity.  The  new  novelty  which  will 
be  placed  on  the  market  during  August  is  called 
the  "Watch  Dog  Savings  Bank."  It  is  expected 
that  this  will  prove  even  more  of  an  attraction 
than  the  "Wireless  Pup,"  as  it  combines  a  bank 
with  the  novelty  of  a  dog  that  obeys  a  sound. 
A  number  of  talking  machine  dealers  found  the 
"Wireless  Pup"  a  popular  side  line,  and  it  is 
expected  that  the  "Watch  Dog  Savings  Bank" 
will  prove  equally  so. 


The  Kaiser  has  not  invested  in  War  Savings 
Stamps.     Have  you? 


We  are  large  manufacturers  of 

Cabincts-Cabincts-Cabincts 

For  dealers,  wholesalers  and  jobbers  or  those  who 
desire  to  sell  their  own  brand,  style  and  make 
of  talking  machines.  Let  us  figure  on  what 
you  desire.  We  are  not  too  busy  to  build  your 

Cabinets 

Forty-seven  years  of  experience  speaks  vol- 
umes for  quality,  style  and  finish. 

Chas.  Passow  &  Sons 

2121  to  2141  ALLPORT  STREET  CHICAGO,  ILL. 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


Have  you  seen  the  new  Columbia  Non-Set 
Stop?  Absolutely  fool-proof;  requires  no 
attention  whatever;  found  on  no  other  in- 
struments made  except  the  new  model 
Grafonolas. 


Columbia  Graphophone  Co. 

NEW  YORK 


RECORD  MAKERS  BOOKING  DATES      ASSOCIATION  MEETING  POSTPONED       SUGGESTS  A  FUND  FOR  FIGHTERS 


Popular  Record  Makers  Now  Arranging  for 
Concerts  for  Next  Fall  and  Winter — Organi- 
zation Has  Proven  a  Very  Strong  Attraction 


Portland,  Ore.,  Dealers  Eliminate  July  Session 
— Geo.  W.  Hopkins  Entertained 


The  Popular  Record  Makers  who,  during  the 
past  couple  of  seasons,  have  filled  a  number  of 
successful  engagements  in  numerous  cities  in  the 
East  in  co-operation  with  various  talking  ma- 
chine wholesalers  and  retailers,  as  well  as  or- 
ganizations of  talking  machine  men,  are  now 
booking  concerts  for  the  coming  fall  and  win- 
ter under  the  management  of  M.  M.  McClaskey. 

The  appearance  of  the  record  makers  in  per- 
son appears  to  have  a  peculiar  fascination  for 
owners  of  talking  machines  and  phonographs, 
who  grasp  eagerly  the  opportunity  of  hearing 
in  person  those  .whose  voices  they  have  become 
familiar  with  through  hearing  them  for  years 
in  talking  machine  records  of  various  makes, 
for  the  recordings  of  the  Popular  Record  Makers 
are  not  confined  to  any  particular  make  of  rec- 
ord. Henry  Burr,  Collins  and  Harlan,  Billy 
Murray,  they  have  all  been  familiar  for  many 
years  in  homes  throughout  the  land,  a  fact  that 
is  made  quite  evident  through  the  enthusiastic 
reception  accorded  them  in  concert. 

Those  who  appear  under  the  heading  "Pop- 
ular Record  Makers"  include:  Henry  Burr, 
Byron  G.  Harlan,  Billy  Murray  and  Albert 
Campbell,  tenors;  Arthur  Collins,  baritone;  John 
H.  Meyer,  basso;  Fred  Van  Eps,  banjoist,  and 
Theodore  Morse,  pianist  and  accompanist.  The 
members  of  this  group  of  artists  make  up  the  fa- 
mous Sterling  Trio  and  Peerless  Quartet. 

The  newspapers  in  the  cities  in  which  the 
Popular  Record  Makers  have  appeared  have 
been  most  enthusiastic  in  their  notices  regard- 
ing the  concert,  the  enthusiasm  being  also  evi- 
dent on  the  part  of  the  audience  and  the  talk- 
ing machine  interests  who  have  arranged  for 
the  concerts. 

During  the  past  few  months  the  Popular  Rec- 
ord Makers  have  displayed  their  patriotism  fre- 
quently by  entertaining  the  soldiers  in  various 
camps  and  at  various  benefits  arranged  for  the 
fighting  men.  On  August  8,  for  instance,  Henry 
Burr,  Albert  Campbell,  John  H.  Meyer,  Billy 
Murray,  Frank  Croxton  and  Theodore  Morse 
entertained  an  audience  of  nearly  4,000  soldiers 
in  the  Y.  M.  C.  A.  Building  at  Camp  Merritt, 
N.  J.,  and  declared  that  their  efforts  were  more 
than  repaid  by  the  appreciation  evidenced  by 
the  soldiers. 


Portland,  Ore.,  August  3. — So  many  of  the 
talking  machine  dealers  were  off  on  summer 
vacations,  East  on  buying  trips  or  otherwise  en- 
gaged that  the  Portland  Talking  Machine  Deal- 
ers' Association  meeting  for  July  was  postponed. 
I«,  D.  Heater,  manager  of  the  local  branch  of  the 
Columbia  Co.,  who  was  vice-president  of  the 
association,  has  resigned  from  the  association. 
Mr.  Heater  says  that  as  he  is  manager  of  a 
wholesale  house  he  considers  it  better  to  with- 
draw from  the  association  which  is  composed 
of  retail  dealers. 

Despite  the  fact  that  there  was  no  monthly 
meeting  of  the  association,  dealers  of  many  firms 
got  together  in  July,  when  L.  D.  Heater  gave 
a  dinner  at  the  Imperial  Hotel  in  honor  of 
George  W.  Hopkins,  of  New  York  City,  gen- 
eral sales  manager  of  the  Columbia  Co.  To 
this  dinner  all  dealers  and  sales  people  handling 
the  Columbia  line  were  invited. 

Mr.  Hopkins  gave  an  informal  but  very  in- 
structive talk.  A  new  Columbia  115,  with  the 
new  automatic  stop,  was  on  exhibition  and  fur- 
nished music  for  the  occasion  and  demonstrated 
the  efficiency  of  the  non-set  stop. 

Mr.  Hopkins  declared  that  music  is  as  essen- 
tial to  the  well-being  of  soldiers  as  cigarettes 
and  he  told  of  the  thousands  of  Columbias  now 
with  the  American  soldiers  in  France.  Officers 
who  come  back,  he  said,  relate  how  the  boys 
play  their  talking  machines  at  that  highly  ner- 
vous time  just  before  going  over  the  top. 

In  conversation  with  the  correspondent  of  The 
Talking  Machine  World  Mr.  Hopkins  said  that 
on  this  trip  he  had  found  trade  exceptionally 
good  with  business  increasing  rapidly.  He  had 
visited  Los  Angeles,  San  Francisco  and  Port- 
land and  returned  to  New  York  by  way  of  Se- 
attle, Spokane,  Salt  Lake  and  Denver,  where 
he  will  look  into  business  conditions.  He  spoke 
ih  a  highly  complimentary  way  on  the  way  in 
which  he  finds  business  conducted  by  the  talking 
machine  dealers  of  Portland  and  declared  that 
the  unusually  fine  window  displays  which  he 
found  in  the  local  music  stores  are  the  best  he 
has  seen  in  any  city.  He  expressed  himself  as 
greatly  pleased  at  the  increase  in  the  Columbia 
business  in  Portland,  which  he  said  was  100  per 
cent,  in  the  last  year.  Mr.  Hopkins  visited  the 
cantonment  at  Vancouver  Barracks  and  took  in 
the  famous  Columbia  Highway  trip. 


'COLUMBIA  RECORD"  FOR  AUGUST  VICSONIAPRicESTOADVANCE 


The  "Columbia  Record"  for  August  features  a 
new  series  of  cut-outs  that  has  been  prepared 
for  Columbia  dealers  by  the  dealer  service  de- 
partment, together  with  other  interesting  dealer 
helps  that  are  now  ready  for  the  use  of  Colum- 
bia representatives.  This  issue  also  calls  at- 
tention to  the  completion  of  a  new  series  of 
record  delivery  bags,  and  there  are  the  usual 
number  of  timely  suggestions  that  can  be 
utilized  to  advantage  by  Columbia  dealers. 


The  Vicsonia  Mfg.  Co.,  Inc.,  New  York, 
manufacturers  of  the  Vicsonia  reproducer  for 
playing  Edison  records  on  other  types  of  ma- 
chines, are  urging  their  dealers  to  place  orders 
immediately  for  fall  deliveries  in  order  to  take 
advantage  of  existing  prices.  The  company  an- 
nounces that,  owing  to  the  increased  cost  of  all 
materials,  the  prices  of  the  various  styles  of 
Vicsonia  reproducers  will  be  advanced  on  Sep- 
tember 1. 


Urge  That  Members  of  the  Trade  Contribute  to 
a  Fund  to  Provide  Little  Luxuries  for  Trade 
Members  Now  in  Country's  Service 


It  has  been  strongly  suggested  that  there  be 
some  organized  effort  made  in  the  local  trade 
to  show  its  appreciation  for  the  sacrifices  made 
by  those  of  its  members  who  have  entered  either 
the  military  or  naval  service  of  the  country. 
It  has  been  urged  that  steps  be  taken  to  raise 
a  fund  in  the  trade  to  provide  for  the  purchase 
of  kits  or  other  tokens  for  the  men  in  service, 
or  to  provide  some  entertainment  for  them 
while  they  are  in  the  city  on  leave.  It  is  be- 
lieved that  a  contribution  of  from  $2  to  $5  from 
jobbers  and  dealers,  together  with  small  con- 
tributions from  salesmen  and  others,  should 
provide  a  fund  sufficient  to  take  care  of  this 
matter,  and  thereby  extend  various  courtesies 
to  the  fighting  men  at  a  small  individual  ex- 
pense. 

It  is  felt  that  the  fund  thus  created  should  be 
placed  in  the  hands  of  either  a  committee  or 
individual,,  who  could  attend  to  its  disbursement 
along  the  desired  lines,  such  as  purchasing  toilet 
articles,  chocolates,  cigarettes,  etc.,  and  perhaps 
dinners  at  intervals  for  the  fighting  men  who 
are  in  the  city. 


The  Larkatone  Music  Co.,  recently  incor- 
porated in  St.  Louis,  are  conducting  a  retail 
talking  machine  business  at  3749  South  Jeffer- 
son avenue.  They  intend  later  to  add  on  a  line 
of  music  rolls. 


DEALERS 

Tell  your  customers  how  their  phono- 
graphs may  teach  them  a  language  by  the 

CORTINA 
Phone-Method 

Increase  your  record  sales  by  selling 
them  Cortina  language  record  sets. 
A  timely  set  for  which  there  has  been 
a  great  demand  is  the  Cortina  Military 
French-English  course. 
Send  for  full  information.  Advertising 
matter  and  poster-hangers  free. 

Cortina  Academy  of  Languages 

12  East  46th  Street  New  York 


90 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


TALKING  MACHINE  MEN  HOLD  THEIR  ANNUAL  OUTING 

Despite  Intensely  Hot  Weather  Goodly  Number  Make  the  Trip  to  Bear  Mountain  on  August  7 
and  Enjoy  Excellent  Dinner  and  a  Greatly  Curtailed  Baseball  Game 


The  much-heralded  annual  outing  of  the  Talk- 
ing Machine  Men,  Inc.,  the  organization  com- 
posed of  talking  machine  dealers  of  New  York, 
New  Jersey  and  Connecticut,  was  held  on  Wed- 
nesday, August  7,  at  Bear  Mountain-on-the- 
Hudson,  the  same  place  where  the  organization 
held  its  very  successful  outing  about  this  time 
last  year. 

Although  the  day  was  the  hottest  that  has 
been  experienced  in  this  section  in  the  history 
of  the  Weather  Bureau,  according  to  reports, 
with  the  thermometer  keeping  well  above  the 
100  mark,  a  large  number  of  talking  machine 
dealers  and  wholesalers,  with  their  friends  and 
women  folk,  braved  the  city's  heat  to  report  at 


.not  ideal  and  that  the  looks  of  satisfaction  of 
those  seated  were  just  camouflage. 

Whether  it  was  the  inclination  to  take  part 


Getting  Ready  for  the  Game 
in  some  sport  or  an  effort  to  retrieve  the  ex- 
penses of  the  day  is  not  known,  but  a  little  gath- 
ering reserved  space  in  one  of  the  staterooms 
and  took  part  in  the  great  American  game,,  and 
it  was  announced  that  B.  R.  Forster  might,  with 
the  same  success  on  the  way  back,  have  a  satis- 
factory day. 

Arriving  at  Bear  Mountain  just  before  noon 
the  party  took  the  new  jitneys  up  the  hill  and 
ensconsed  themselves  in  the  dining  hall  awaiting 
the  dinner  announcement.  When  all  were  seated 
a  chicken  dinner  was  served  and  seemed  to  be 


Messrs.  Leins,  Kay  and  Galuchie 

the  dock  at  the  appointed  hour  for  the  sail  up 
the  river.  Incidentally,  be  it  said,  the  hardy 
ones  who  attended  the  outing  had  a  thoroughly 
good  time,  and  as  a  social  affair  it  was  a  dis- 
tinct success. 

The  trip  up  the  Hudson  was  made  on  the 
palatial  steamer  "Washington  Irving,"  which 
left  the  dock  at  the  foot  of  West  Forty-second 
street  promptly  at  9  a.  m.  On  the  way  up  the 
time  was  spent  chiefly  in  locating  the  coolest 
spot  on  the  boat,  which  proved  an  elusive 
pursuit.  Although  on  one  of  the  upper  decks 
some  of  the  members  congregated  in  the  shade, 
much  to  the  discomfiture  of  those  "who  were 
not,  it  was  realized  later  that  the  spot  was 


Lambert  Friedl  "Joshing" 

the  means  of  giving  the  more  optimistic  ones 
much  ambition,  as  immediately  after  dinner  a 
ball  game  was  announced  as  the  next  number. 

James  Davin  headed  a  Victor  team  and  O.  P. 
Graffen  captained  a  Columbia-Brunswick  team 
and  an  inning  and  a  half,  together  with  the  heat, 


CROFT 


Record  Cabinets 


Thirty  desirable  records.  You  may  not  have  all  of  these  aelecbonj 
We  will  gladly  play  any  record  for  you. 


Made  by 
Nanes  Art  Furniture  Co. 


New  York  City 


R 


ecor 


PIANO  CREAM 

is  wonderful  for  restoring  the  lustre 
to  Talking  Machines 


CLEMENT  BEECROFT  ftft?s£~  A~ 


LPHI A 


served  to  satisfy  the  players  with  the  sport  and 
give  the  "Davinites"  three  runs,  which  they  were 
as  proud  of  as  if  they  had  won  a  nine-inning 
game.  At  that  it  was  a  lively  contest  while  it 
lasted  and  Lipman  Kay,  who  was  drafted  by 
the  teams  as  the  umpire,  seemed  quite  pleased 
when  the  game  was  not  prolonged.  The  team 
captained  by  J.  Davin  was  composed  of  Owens, 
Cassidy,  Abelowitz,  Bradley,  Rollins,  Roth, 
Davin,  Hutchins  and  Schoonmacher,  and  the  op- 
posing team  consisted  of  Graffen,  Strauss,  C. 
Abelowitz,  Thompson, 
Forster,  Kurtz  and  a 
number  of  others  who 
refused  to  consent  to 
face  the  opposing 
pitcher. 

While  a  considerable 
number  in  the  party  re- 


Ziegler  and  Bolton  B.  R.  Forster 

turned  to  the  city  in  the  early  afternoon  the 
majority  waited  until  the  cool  of  the  evening, 
and  returned  on  the  boat,  which  left  at  six- 
thirty. 

After  the  dinner  each  of  the  ladies  who  at- 
tended was  presented  with  a  pound  box  of 
chocolates. 

R.  F.  Bolton,  sales  manager  of  the  foreign 
record  division  of  the  Columbia  Graphophone 
Co.,  made  the  trip  to  Bear  Mountain  by  auto- 
mobile accompanied  by  his  son. 

James  Davin  seemed  to  be  the  life  of  the 
party,  insisting  on  a  ball  game  and  succeeding 
in  getting  the  players 
together,  showing  that 
a  smile  will  always 
win  under  the  most  try- 
ing conditions. 

The  benches  around 
the  outer  edge  of  the 
baseball  diamond  were 
at  a  premium.  No,  they 
did  .no  t  sit  on  them, 
they  lay  beneath  them,  Strouse  and  Condon 
as  that  was  the  only  place  where  there  was 
shade  to  be  found. 

Owing  to  the  intense  heat  it  was  decided  to 
call  off  the  various  other  athletic  events  sched- 
uled for  the  afternoon,  including  the  races  of 
various  sorts,  and  therefore  the  sprinters  among 
the  fat  men  will  probably  have  to  wait  until 
next  year  before  they  will  be  able  to  test  their 
respective  abilities  as  runners  in  competition. 
As  one  dealer  remarked,  the  only  thing  that  had 
a  right  to  run  on  a  day  like  that  was  perspira- 
tion. 

Full  credit  is  given  to  the  arrangements 
committee  for  the  smooth  manner  in  which  the 
entire  affair  worked  out  according  to  schedule, 
even  though  under  a  heavy  handicap.  The  boat 
trip,  the  dinner  and  the  other  details  were  han- 
dled most  capably.  The  committee  in  charge 
of  the  outing  consisted  of  Sol.  Lazarus,  E.  Leins, 
J.  E.  Hunt,  J.  T.  Coughlin,  Saul  Birns,  H. 
Mielke  and  J.  J.  Davin. 


HAS  JOINED  THE  COLORS 


Richard  Augur,  of  the  firm  of  Augur,  Swyers 
&  Machold,  who  have  made  a  specialty  of 
Christmas  record  boxes,  has  joined  the  colors 
and  is  now  in  training  at  Fort  Hancock. 


OPENS  NEW  STORE 


W.  F.  Peker  has  opened  a  new  store  in  Hamp- 
ton, la.,  for  the  sale  of  talking  machines,  records 
and  other  musical  instruments. 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


91 


DOEHLER  DIE-CASTINGS 

for  tone  arms,  sound  boxes  and  talking  machine  attachments 
are  STANDARD  throughout  the  industry. 

Of  the  many  instruments  produced  to-day  from  the  most 
prominent  makes  down,  the  greater  number,  by  far,  are  equipped 
with  Doehler  die-cast  tone  arm  and  sound  box. 

The  enormous  output  of  our  three  large  plants  permits  of 
advantages  to  the  users  of  die-castings,  as  regards  prices  and 
deliveries,  not  otherwise  possible. 

DOEHLER  DIE  -  CASTING  (ft 

MAIN  OFFICE  AND  EASTERN  PLANT 
WESTERN  PLANT       B  RO  O  KLYN  .  N.  Y.   NEW  JERSEY  PLANT 

TOLEDO. OHIO.  NEWARK.  N.  J. 


NEW  COLUMBIA  HOME  IN  BUFFALO 

Beautiful  New  Quarters  Now  Completed  and 
Occupied  by  Columbia  Company's  Buffalo 
Branch  of  Which  O.  M.  Kiess  Is  Manager 


Buffalo,  N.  Y.,  August  6. — The  new  quarters  of 
the  Western  New  York  distributing  branch  of 


Manager  O.  M.  Kiess'  Private  Office 

the  Columbia  Graphophone  Co.  in  this  city  have 
been  completed  and  occupied  since  May.  The 
offices  and  warehouse  of  the  local  branch  now 
occupy  the  second  and  third  floors  of  a  modern, 
fireproof  building  at  733-5-7  Main  street,  most 
admirably  adapted  to  the  company's  business. 
Ten  thousand  square  feet  of  floor  space  pro- 
vide ample  facilities  for    systematic  handling- 


Partial  View  of  General  Offices 

and  distribution  of  stock  to  Western  New  York 
dealers. 

The  entire  third  floor  of  the  building  is  given 
over  to  Grafonola  stock,  while  the  second  floor 
is  advantageously  divided,  accommodating  the 
offices,  record  stock  room,  dealers'  sample 
rooms,  repair  shop  and  shipping  department. 

Plenty  of  sunlight  and  fresh  air  are  notice- 
able characteristics,  making  the  new  quarters 
healthful  as  well  as  pleasant,  and  contributing 
greatly  to  the  happiness  and  satisfaction  of  em- 
ployes. This  is  as  it  should  be;  for,  as  Man- 
ager O.  M.  Kiess  aptly  puts  it,  "We  all  live 
here."  Neither  pains  nor  money  has  been 
spared  in  fitting  up  the  Columbia's  new  home, 
and  the  result  is  apparent  in  every  department, 


from    the    manager's    office    to    the'  elevator. 

The  offices,  partially  shown  in  the  accom- 
panying photographs,  are  light,  airy  and  com- 
modious. A  completely  equipped  school  for  the 
training  of  Dicta-typists  is  a  feature  of  the 
Dictaphone  department. 

The  record  stockroom  is  a  model  for  sys- 
tem and  efficiency.  The  arrangement  and  con- 
secutive numbering  of  the  record  racks  per- 
mit the  filling  of  orders  with  a  minimum  of 
time  and  labor.  The  record  department's  motto 
is  "Every  order  will  be  shipped  to-day." 

The  arrangement  and  facilities  of  the  ship- 


again,  as  also  in  the  repair  department,  plenty 
of  light  and  air  make  working  conditions  ideal. 
A  three-ton  elevator,  large  enough  to  accom- 


ping 
recor 


Section  of  Model  Record  Stockroom 

department  enable  it  to  back  up  the 
d  department  in  its  service  motto.  Here 


School  for  Training  of  Dicta-typists 

modate  a  truck  load  of  Grafonolas  and  the 
truck  as  well,  is  a  great  time  and  labor  saver, 
and  solves  many  an  otherwise  serious  stock 
handling  problem.  An  attractive  and  comfort- 
able room  for  the  use  of  dealers  and  for  the 
display  of  Grafonola  samples  and  accessories 
is  convenient  to  the  offices. 

The  plans  for  the  new  quarters  were  drawn 
by  Manager  Kiess,  and  the  construction  work 
carried  out  under  his  direct  supervision;  and 
he  takes  pardonable  pride  in  the  fact  that  he 
has  built  for  the  Columbia  line  a  worthy  home. 


THE  VEECO  WAY 

Takes  all  the  Uncertainty  out  of  the 
ELECTRIC  OPERATION  OF  TALKING  MACHINES 

The  improved  VEECO  electric  motor  is  designed  primarily  and 
exclusively  for  Talking  Machines.  It  is  smooth  and  noiseless  in 
action  and  practically  fool-proof.  Standard  models  run  on  any 
voltage  from  100-125,  A.  C.  or  D.  C,  without  adjustment.  Other 
models  for  any  voltage  from  6-250.  Furnished  mounted  on  12 
ox  MYi  inch  mahogany  board  ready  to  install,  or  without  board, 
all  ready  to  mount  on  such  board  as  used  by  the  manufacturer. 
With  the  VITRALOID  turntable,  supplied  with  the  motor,  it 
makes  a  complete  motor  unit  for  high  class  machines. 
Send  for  a  sample  NOW  and  place  your  order  at  once  for  early 
fall  delivery. 

THE  VEECO  COMPANY 

248  Boylston  St.  Boston,  Mass. 

THE  ORIGINAL  PRODUCERS  OF  A  COMPLETE  ELECTRIC  DRIVE 
FOR  TALKING  MACHINE  MANUFACTURERS'  USE 


92 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


SONORA  CO.  WINS  COURT  VICTORY 


New  York  Supreme  Court  Grants  Injunction 
Against  Infringement  of  Company's  Trade- 
Mark — President  Brightson's  Comments 


As  noted  on  another  page  of  this  issue  of  The 
World  Justice  Ottinger,  of  the  Supreme  Court 
of  the  State  of  New  York,  handed  down  an  im- 
portant decision  last  month  granting  a  pre- 
liminary injunction  to  the  Sonora  Phonograph 
Sales  Co.,  Inc.,  that  restrains  Chas.  de  Stefano 
and  Benjamin  Katcher  from  infringing  the  So- 
nora's  trade-mark. 

On  July  24  Justice  Ottinger  signed  an  order 
enjoining  the  defendants  preliminarily  from  di- 
rectly or  indirectly  infringing  the  plaintiff's 
trade  name  or  trade-mark  "Sonora"  and  the 
plaintiff's  rights  therein,  and  further  prelim- 
inarily restraining  the  defendants  and  each  of 
them,  and  all  persons,  firms  or  corporations  act- 
ing for  or  on  behalf  of  them  from  directly  or 
indirectly  transacting  any  business  under  the 
name  "Lonora,"  as  a  trade  name,  trade-mark  or 
otherwise,  or  any  phonograph  or  talking  ma- 
chine, and  from  using  in  any  advertisement,  an- 
nouncement, placard,  correspondence  or  in  any 
other  way  or  manner  whatsoever  the  word 
"Lonora,"  or  any  other  word  resembling  the 
word  "Sonora"  or  "Lonora"  in  connection  with 
phonographs  or  talking  machines. 

George  E.  Brightson,  president  of  the  So- 
nora Phonograph  Sales  Co.,  in  commenting 
upon  this  important  decision,  remarked  as  fol- 
lows: 

"The  result  is  very  gratifying.  This  is  but 
one  of  a  series  of  similar  actions  which  we  shall 
institute  for  the  purpose  of  protecting  the  trade 
name  and  trade-mark  'Sonora.'  We  have  spent 
hundreds  of  thousands  of  dollars  in  advertis- 
ing 'Sonora'  throughout  the  United  States,  and 
we  cannot  stand  idly  by  and  submit  to  the 
usurpation  of  our  name  and  our  good  will.  We 
have  endeavored,  by  a  consistent  advertising 
policy,  to  impress  the  public  with  the  high  qual- 
ity of  the  Sonora  Co.'s  products.  We  cannot 
permit  that  a  reputation,  founded  upon  the  ef- 
forts of  years,  and-  at  tremendous  costs,  be 
jeopardized  by  such  unfair  trade  practices. 
Furthermore,  as  Judge  Ottinger  said,  'the  pur- 
pose of  the  defendants  is  to  deceive  and  de- 
fraud the  public  into  the  belief  that  the  articles 
are  those  manufactured  by  the  plaintiff  (the 
Sonora).'  Irrespective  of  such  unfair  trade 
practices,  the  Sonora  Co.  will  see  to  it,  as  far 
as  its  own  products  are  concerned,  that  the 
public  will  be  _  freed  from  the  unconscionable 


acts  of  those  who  endeavor  to  take  advantage 
of  the  trade  name  and  reputation  that  the  So- 
nora has  acquired." 

J.  Schechter,  of  the  firm  of  Schechter  & 
Lotsch,  attorneys  for  the  Sonora  Phonograph 
Sales  Co.,  referring  to  the  court's  decision  said: 

"The  decision  can  leave  no  doubt  in  any  per- 
son's mind  that  unfair  trade  practices,  such  as 
the  defendants  employed,  will  not  be  tolerated 
by  our  courts.  The  Sonora  Co.  will,  in  all 
cases  coming  to  its  notice,  pursue  the  same  vig- 
orous policy  of  prosecuting  those  guilty  of  such 
unfair  business  methods.  There  has  been  en- 
tirely too  much  forbearance  upon  the  part  of 
the  Sonora,  and  other  concerns  whose  trade 
names,  established  through  years  of  effort  and 
cost,  have  thus  been  invaded.  Regardless  of 
the  trouble  and  expense,  infringers  of  trade 
names,  trade-marks,  etc.,  should  be  vigorously 
prosecuted,  not  only  for  the  protection  of  the 
purchasing  public,  but  in  the  interests  and  for 
the  welfare  of  sound  business  principles." 


SOME  INTERESTING  LITERATURE 


Recently  Sent  Out  to  Its  Dealers  by  the  New 
York  Talking  Machine  Co. 


The  New  York  Talking  Machine  Co.,  Victor 
wholesalers,  recently  sent  out  to  its  dealers  an 
interesting  batch  of  literature,  the  most  impor- 
tant feature  of  which  was  a  four-page  folder 
entitled  "Essentials,  All  of  Them,"  that  listed 
the  following  essentials:  "Men,"  "Money," 
"Machinery,"  "Munitions,"  "Merchant  Marine" 
and  "Music."  There  was  a  further  notation  on 
the  front  page  that  "The  Government  recog- 
nizes music  as  one  of  the  great  forces  that  will 
help  win  the  war,"  and  the  timely  comment 
that  "the  Victrola  is  the  most  compact,  inex- 
pensive portable  form  of  music  obtainable  for 
the  home,  ship  or  field." 

The  inside  pages  of  this  interesting  folder 
called  attention  to  the  tremendous  importance 
of  music  at  the  present  time,  and  emphasized 
the  fact  that  notwithstanding  the  sacrifices  made 
by  Victor  dealers  and  their  contributions  to  the 
many  war  funds,  etc.,  they  can  still  give  more 
b3-  offering  their  patrons  up-to-date  Victor  rec- 
ord lists  that  will  provide  "Food  for  the  heart 
aid  soul,  and  happiness  for  those  who  need  it." 


The  National  Phonograph  Co.,  Loveland,  Cal., 
has  arranged  to  begin  the  manufacture  of  talk- 
ing machines  in  that  city,  having  taken  over  the 
very  complete  plant  of  W.  C.  Green  &  Son. 
cabinet  makers. 


An  Actual  Test  of 

M  VICSONIA 

in  the  dealer's  own  store  is  the 

best  argument  for  this  wonder- 
ful Reproducer  for  playing 
Ed  ison  Records  on  other  makes 
of  machines. 

Scientifically  constructed  and  handsomely  finished  in 
Nickel  and  Gold  —  equipped  with  Floating  Jewel. 

Place  your  orders  now,  and  at  present  prices,  to  insure 
prompt  deliveries.    Prices  advance  Sept.  1st 

In  featuring  the  VICSONIA  you  are  doing  your  customers 
a  favor  as  well  as  making  a  substantial  and  quick  profit. 

Vicsonia  Manufacturing  Company,  Inc. 

313  East  134th  Street  (Bronx)  NEW  YORK,  N.  Y. 


Hillman  &  Son  Phonograph  Co. 

Wheeling,  West  Virginia 

Exclusive  Wholesale  Distributors  for  West 
Virginia  and  Virginia 

THE  IWSTOUMINT  ©F  QUALITY 


CLEAK    AS   A  ©ELL 


All  models  shipped  promptly  from  our  large 
warehouse,  1126  Main  Street 

Diamond  Needles  and  Sapphire  Needles  for  Sale 


ENJOYING  A  BRISK  BUSINESS 


The  Celina  Furniture  Co.,  of  Celina,  O.,  re- 
port generally  brisk  business  in  all  their  lines. 
As  their  name  implies,  they  are  a  long-estab- 
lished furniture  house  and  have  built  into  the 
cabinet  work  which  they  produce  the  combined 
results  of  their  many  years  of  experience  in  that 
field.  Besides  the  Harponola,  which  they  pro- 
duce, they  have  made  a  specialty  of  producing 


The  Harponola 

cabinets  for  other  manufacturers,  unequipped. 
Another  phase  of  their  business,  which  they  re- 
port is  very  active,  is  the  production  of  fully 
equipped  cabinets  for  jobbers,  furnished  under 
the  jobber's  name.  Many  have  already  placed 
their  fall  orders  and  the  Celina  Co.  expect  a  very 
busy  season. 


TWO  NEW  COLUMBIA  TRAVELERS 


Lambert  Friedl,  manager  of  the  local  whole- 
sale branch  of  the  Columbia  Graphophone  Co., 
55  Warren  street,  announced  this  week  the  ap- 
pointment of  C.  H.  Baker  and  A.  A.  Fair  as 
members  of  the  company's  traveling  staff.  Mr. 
Baker  will  visit  Columbia  dealers  in  the  south- 
ern part  of  New  York  State,  and  Mr.  Fair  will 
call  upon  the  trade  in  the  northern  part  of  the 
State.  Columbia  sales  in  this  territory  are  in- 
creasing rapidly  and  these  new  travelers  will 
endeavor  to  co-operate  with  Columbia  dealers 
in  developing  still  further  the  business  in  that 
territory. 


SHELTON  ELECTRIC 
PHONOGRAPH  MOTOR 

We  have  increased  our  factory  facili- 
ties to  handle  the  demand  for  the 
Shelton  Electric  Motor,  and  are 
now  ready  to  make  prompt  deliveries. 

WWfe  for  our  Special  Agency  Proposition 

SHELTON  ELECTRIC  CO. 

30  East  42nd  Street,  NEW  YORK 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


93 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is  de- 
signed for  the  service  of  all  classes  of  our  readers,  includ- 
ing those  who  make,  and  those  who  sell,  talking  machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has  a 
wide  and  enviable  reputation  as  a  repairer  of  talking  ma- 
chines and  conducts  an  exclusive  talking  machine  repair 
shop  at  176  Sixth  avenue,  New  York.  Tell  him  your  trou- 
bles through  The  World  and  he  will  help  you  if  possible. 
The  service  is  free. — Editor.] 


"THE  STEPHENSON  MOTOR" 

"The  creation  of  a  better  motor"  was  the 
aim  of  the  designers  of  the  Stephenson  motor. 
It  is  my  opinion  that  they  have  succeeded  in 
accomplishing  their  aim,  and  I  think  that  a  de- 
scription of  the  construction  of  this  well-made, 
silent-running  motor  will  be  of  interest  to  all  in 
the  trade. 

The  spring  drums,  the  governor  shaft  and 
the  turntable  shaft,  although  of  larger  dimen- 
sions than  ordinary,  are  placed  in  such  relation 
to  each  other  as  to  still  make  the  motor  a  com- 
pact unit,  with  no  overhanging  parts.  This 
compactness  is  of  great  advantage  to  the  pho- 
nograph manufacturer,  as  it  permits  the  use  of 
larger  tone  chambers. 

The  frame  of  the  motor,  made  of  cast  iron, 


Replacing  Spring  in  Stephenson  Motor 


completely  encases  all  parts,  and  is  of  such  de- 
sign as  to  permit  easy  access  to  all  parts. 

The  two  spring  drums  are  identical  and  inter- 
changeable. One  of  these  drums  assembled 
with  a  spring  is  a  completed  unit  and  is  fur- 
nished to  the  manufacturer  in  this  way.  To  re- 
place a  broken  spring  it  is  only  necessary  to 
unscrew  the  screw  marked  A,  remove  the  shaft 
B,  take  out  spring  drums  and  replace  the  drum 
containing  the  broken  spring  with  a  new  drum 
unit.  A  simple  operation,  which  could  be  done 
by  any  one  in  about  five  minutes. 

Of  particular  interest  is  the  method  used  in 
winding  and  locking  the  springs.  As  can  be 
seen  in  the  illustration,  the  springs  are  wound 
by  means  of  spiral  gears,  which  insure  a  smooth, 
silent  wind.  The  shaft  clutch  spring  is  em- 
ployed to  throw  the  pawl  against  the  ratchet 
teeth  the  instant  the  winding  key  is  released. 
This  holding  device  is  positive,  noiseless  and 
foolproof. 

All  vibration  of  the  turntable  shaft  is  elim- 
inated by  means  of  a  taper  bearing  at  the  top 
of  the  spindle  and  a  thrust  ball  at  the  bottom 
end.  All  wear  can  be  taken  up  by  means  of 
the  adjusting  screw  on  which  the  thrust  ball 
rests.  This  taper-bearing  design  is  the  same 
as  that  used  in  the  manufacture  of  precision  ma- 
chinery, where  all  "chatter"  due  to  vibration 
must  be  positively  eliminated. 

The  finest  degree  of  regulation  between  the 
worm  gear  on  the  governor  shaft  and  the  gear 
on  the  turntable  shaft  is  obtained  by  means  of 
an  eccentric  motion  of  the  governor  shaft  as  a 
unit.  Once  adjusted,  the  position  is  securely 
held  by  the  two  set  screws  on  the  governor 
bearings. 

The  speed  regulation  of  the  turntable  is  ob- 
tained by  turning  a  small  knurled  thumb  piece 
on  the  dial  plate.  A  number,  indicating  the 
revolutions  per  minute  of  the  turntable,  shows 


through  a  slot  in  the  plate.  A  small  rod  con- 
nects this  plate  with  the  governor  regulator. 
The  speed  relations  once  established  the  rod 
is  secured  in  position  by  means  of  a  set  screw. 

This  motor  will  play  five  ten-inch  records 
with  one  winding,  it  projects  only  four  inches 
down  from  the  motor  board  and  weighs  eight 
pounds. 


PHOTOGRAVURES  OF  VICTOR  ARTISTS 

New  Series  of  Handsome  Portraits  Offered  to 
Dealers  for  Display  and  Decorative  Purposes 
in  Their  Stores  and  Windows 


The  Victor  Talking  Machine  Co.  has  sent 
out  to  its  dealers  throughout  the  country  a  set 
of  miniature  reproductions  of  the  handsome 
photogravures  of  Victor  artists  designed  for 
use  in  show  window  and  wareroom  display,  and 
which  have  proven  so  much  in  demand  in  the 
past  on  the  part  of  both  the  trade  and  the  pub- 
lic. Proofs  of  the  photogravures  occupy  twen- 
ty-seven separate  -  sheets,  two  of  the  sheets 
each  bearing  four  pictures.    Some  of  the  photo- 


gravures are  furnished  in  \0l/2  by  13^-inch  size, 
with  or  without  frame,  as  desired,  while  others 
are  furnished  in  20  by  26-inch  sizes.  A  spe- 
cial series  measuring  35  by  45  inches  is  also,  of- 
fered. The  artists  shown  in  the  photogravures 
include  Caruso,  Gluck,  Schumann-Heink,  Mc- 
Cormack,  Kreisler,  Elmon,  Homer,  Farrar, 
Galli-Curci,  Paderewski,  Tetrazzini,  and  a  score 
of  others.  The  photogravures  are  offered  to 
the  dealers  either  plain  or  framed,  at  what  prac- 
tically represents  cost  price,  and  will  go  to  add 
to  the  attractiveness  of  many  a  store  this  fall 
and  winter. 


VALUE  OF  "CLOSE  COOPERATION" 

It  is  not  the  guns  or  armanent 

Or  the  money  they  can  pay, 
It's  the  close  co-operation 

That  makes  them  win  the  day; 
It  is  not  the  individual 

Or  the  army  as  a  whole, 
But  the  everlastin'  team-work 

Of  every  bloomin'  soul. 

— Kipling. 


SALTER 

Sailer  Talking  Machine  Record 

Cabinets  have  been  for  years 
prime  factors  in  their  field. 

The  Fell  Lined  Shell  was  our 

original  idea.  It  has  done 
more  to  promote  the  sale 
of  records  than  any  other 
one  thing  in  the  cabinet 
line. 

Quality  has  always  been  our 
watchword  and  our  or- 
ganization and  factory 
facilities  enable  us  to 
realize  it. 

We  make  music  and  music  roll  cabinets  too 


Salter  Manufacturing  Co. 

337-349  NORTH  OAKLEY  BOULEVARD    -    CHICAGO,  ILL. 


94 


THE   TALKING   MACHINE  WORLD 


August  15,  1918 


Inspections  and  Tests  of  the  Heineman  Motor 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


95 


soss 


INVISIBLE  HINGES 


Preserve  Beauty 


In  many  beautifully  designed,  finely  finished  Talking  Machines,  Pianos,  Music  Cabinets, 
Piano  Players  and  Benches,  the  elimination  of  the  unsightly  protruding  Hinge  is  essential 
to  preserve  the  beauty  of  the  design. 


Design  and  Construction 


The  fine  cabinet  work  which  is  required  in  many  instances  to  preserve  the  disguise  of  the  instrument  requires  that  the 
hinges  be  as  inconspicuous  as  possible.    SOSS  Hinges  are  invisible. 


WRITE  FOR  CATALOGUE  "T" 


SOSS  MANUFACTURING  COMPANY,      435  Atlantic  Avenue,  BROOKLYN,  N.  Y. 


DETROIT— 922  David  Whitney  BIdg. 
SAN  FRANCISCO-164  Hansford  BIdg. 


LOS  ANGELES — 224  Central  BIdg. 

CHICAGO— John  C  Bold  &  Co.,  Clark  and  Washington  Sts.,  Conway  BIdg. 


THE  KIND  OF  DEALER  WHO  WINS  IN  BATTLE  FOR  TRADE 

An  Illuminating  Analysis  of  the  Different  Types  of  Dealers  in  Which  It  Is  Shown  How  the  Man 
Open  to  Ideas  and  Suggestions,  the  Balanced  Man,  Achieves  Trade  Success 


III.  C.  Ernst,  assistant  to  R.  J.  Keith,  vice-president  and 
general  manager  of  the  New  York  Talking  Mach'ne  Co., 
recently  completed  his  first  year's  association  with  this 
company.  Prior  to  joining  the  staff  of  the  New  York 
Talking  Machine  Co.  Mr.  Ernst  was  assistant  to  the  presi- 
dent of  the  National  Cash  Register  Co.  and  also  occupied 
an  executive  position  with  the  Stenotype  Co.  He  is  there- 
fore a  man  of  wide  vision  and  unusual  business  acumen, 
and  the  following  article  which  gives  a  brief  resume  of  his 
ideas  of  the  Victor  business,  after  a  year's  connection  with 
the  industry,  is  worthy  of  more  than  passing  attention. — 
Editor.] 

As  I  see  it  there  are  four  different  kinds  of 

  Victor  dealers: 

First,  the  m  a  n 
with  vision  a  n  d 
ability. 

Second,  the  man 
with  ability  and  no 
vision. 

Third,  the  man 
with  vision  and  no 
ability. 

Fourth,  the  man 
with  neither  vision 
nor  ability. 

The  man  in  class 
one  has  vision 
enough  to  see  the 
value  of  proper  ad- 
vertising, compe- 
t  e  n  t  help,  unex- 
celled service,  courteous  treatment  of  customers, 
drastic  credit  policy  and,  above  all,  absolute 
belief  in  and  loyalty  to  Victor  products. 

Class  one  man  in  most  cases  has  a  DEFI- 
NITE working  plan  in  operation.  In  other 
words,,  he  knows  what  percentage  of  his  profits 
he  can  spend  for  advertising  each  month— and 
he  does  it.  He  knows  what  percentage  he  can 
spend  for  his  help,  his  deliveries  and  his  over- 
head— and  he  does  it.  He  knows  that  cour- 
tesy to  his  customers  i's  a  big  asset — and  he 
practices  courtesy  and  affability.  He  knows 
that  his  mailing  list  is  worth  its  weight  in  gold 
if  it's  live.  He  therefore  works  with  that 
mailing  list  day  in  and  day  out,  keeps  on  it 
only  the  names  of  those  people  who  in  his  esti- 
mation are  actually  buyers.  He  studies  con- 
stantly the  trend  of  affairs,  nationally,  and  takes 
advantage  of  every  change  in  his  community 
which  will  increase  his  business  and  he  adjusts 
his  mailing  list  accordingly.     If  he  finds  that 


H.  C.  Ernst 


"NICHOLSON" 

New  Catalog  Showing  New  Styles 

RECORD  CABINETS 

strictly  high-grade  construction  at  prices 

BELOW  COMPETITION 

Write  for  a  copy  of  the  catalog  and  our 
special  free  advertising  help  for  dealers. 

K.  NICHOLSON  FURNITURE  CO.^Sr 

Sectional  Bookcase*  and  Record  Cabinete 


the  working  man  in  his  community  is  making 
more  money  than  he  ever  did  before,  he  plays 
hard  for  the  working  man's  business.  If  he  finds 
that  a  foreign  element  is  creeping  in,  he  puts 
in  foreign  records.  Furthermore,  the  class  one 
man  actually  SELES  his  records  and  machines. 
He  knows  his  stock  and  knows  the  likes  and 
dislikes  of  his  customers.  He  sells  16s  and  17s 
as  well  as  the  more  expensive  records  because 
he  knows  how  to  present  them.  He  keeps  his 
shop  neat,  clean,  and  brings  it  up  to  the  cultural 
standard  of  the  merchandise  which  he  is  han- 
dling. He  appreciates  the  value  of  window  dis- 
plays. In  short,  the  class  one  man  cannot 
help  but  be  successful  because  he  overlooks  no 
opportunity  whatever  and  he  has  the  vision  and 
the  courage  to  go  ahead  and  do  things  instead 
of  waiting  for  some  one  else  to  show  him  the 
way. 

The  man  in  class  two  is  unfortunate  in  that 
he  can  carry  out  what  the  man  in  class  one  does, 
but  he  is  the  kind  of  dealer  who  cannot  work 
without  direction  and  furthermore  even  with  di- 
rection he  would  be  at  a  disadvantage  because 
he  is  fearful  of  results.  It  is  this  class  of  man 
who  will  spend  $80  on  one  ad  and  because  he 
gets  no  results  will  stop  advertising,  not  be- 
cause he  cannot  devise  good  advertising  matter 
but  simply  because  he  hasn't  vision  enough  to 
see  the  value  of  this  sort  of  thing  and  the  ne- 
cessity of  constantly  driving  at  the  public  not 
with  one  ad  but  with  a  succession  of  matter  that 
will  bring  the  customers  into  HIS  establish- 
ment. It  is  this  man  who  holds  the  dollar  so 
closely  to  his  eye  that  he  can  see  nothing  else. 
He  will  not  invest  in  proper  window  cards,  win- 
dow advertising,  store  fixtures,  etc.,  because  he 
first  wants  to  see  results.  He  knows  he  should 
do  these  things,  but  again  fear  that  the  invest- 
ment will  not  pay  out  holds  him  back. 

The  class  three  man — he  who  has  plenty  of 
vision  and  no  ability — is  as  badly  off  as  the  man 
whose  classifications  are  just  reversed.  Per- 
haps he  is  worse  off.  Class  three  man  has  so 
much  vision  that  he  never  stops  to  figure  the 
cost  of  things  but  allows  enthusiasm  to  run 
away  with  him  to  make  any  investments,  adver- 
tising, fixtures,  etc.,  which  cannot  possibly  pay 
out.  They  won't  pay  because  after  having 
brought  customers  into  the  store  this  man  is 
unable  to  sell  them.  He  is  unable  to  impress 
them,  probably.  He  has  not  studied  his  line. 
He  is  not  in  a  position  to  suggest  to  his  trade 
what  they  should  have.  In  short,  he  spends  his 
money  along  the  right  channels,  but  cannot 
produce  any  actual  sales. 

The  class  four  man  is  quite  overcrowded. 
The  dealer  who  has  neither  vision  nor  ability 
may  have  succeeded  thus  far,  yet  he  has  not 
succeeded  on  account  of  what  he  has  done  but 
rather  in  spite  of  what,  he  has  done.    The  Vic- 


tor Co.  has  made  it  possible  for  such  a  man 
to  exist,  but  in  these  abnormal,  strenuous  times 
and  in  the  face  of  the  very  acute  shortage  of 
goods  this  class  four  man  must  either  pass  out 
or  sell  out.  The  class  four  man  cares  not  for 
the  appearance  of  his  establishment.  He  does 
not  appreciate  the  value  of  a  mailing  list.  He 
knows  his  trade  perhaps,  but  has  not  a  good 
suggestion  in  his  make-up  which  would  tend 
to  make  up  any  one  customer's  given  library. 
He  sells  a  record  only  because  it  is  asked  for. 
He  hasn't  the  slightest  conception  as  to  how 
to  present  the  higher-priced  machines.  He  sel- 
dom reads  Victor  advertising.  He  pays  little 
or  no  attention  to  his  mail.  He  does  not  be- 
lieve in  spending  money  for  advertising  not  be- 
cause he  is  fearful  of  results  but  simply  because 
things  have  not  come  easy  for  him  and  he  con- 
sequently accepts  his  profit  with  the  least  pos- 
sible effort. 

The  class  one  dealer  is  a  man  who  is  laying 
a  foundation  for  after  the  war  which  will  net 
him  wonderful  returns.  It  is  this  class  of  deal- 
er who  is  open  to  ideas  and  suggestions  and 
who  has  a  strict  accounting  of  his  stock  and 
knows  exactly  how  his  business  has  been  run- 
ning. 

This  enables  him  to  order  stock  intelli- 
gently and  to  keep  his  stock  at  the  highest 
points  of  efficiency  in  the  face  of  a  shortage. 
He  does  not  buy  in  quantities  of  one  and  two, 
but  rather  buys  for  intervals  of  six  months  or 
a  year  because  his  books  show  him  that  he  is 
justified  in  making  these  purchases,  and  nat- 
urally he  need  never  have  qualms  or  fears  as 
to  the  salability  of  any  of  the  products  which 
he  has. 


Deale 


rs 


If  you  want  the  best, 
be  sure  that  the  ma- 
chines you  handle 
are  equipped  with 

MUTUAL 

TONE  ARMS  AND 
SOUND-BOXES 


Mutual  Talking  Machine  Co.,  Inc. 

145  West  45th  Street,  New  York 


96 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


GREAT  INTEREST  SHOWN  IN  EDISON  FIELD  DAY  GAMES 

Over  One  Thousand  Persons  Attend  Successful  Affair  Held  in  Olympia  Park,  Irvington,  N.  J., 
Recently — Thos.  A.  Edison  an  Interested  Spectator 

•   

More  than  four  thousand  persons,  employes  Edison  handed  the  medals  and  pins  to  the  win- 
of  the  Edison  laboratories  with  their  families     ners  from  the  Edison  box  in  the  grand  stand. 


Tug  of  War  Between  Rival  Teams  of  Manufacturing  Department  "Huskies" 

and  friends,  attended  the  recent  Edison  Field  Many  officials  of  the  Thomas  A.  Edison  indus- 
Day  games  at  Olympic  Park,  Irvington,  N.  J.     tries  were  in  the  big  party. 

Mr.  and  Mrs.  Thomas  A.  Edison  were  inter-        Music,  which  added  zest  to  the  athletic  con- 


DEALERS 

Make  Big  Money 

On  Our  Language^Records 

FRENCH,  SPANISH 
ITALIAN,  ETC. 

ALSO 
F.M.C  FRENCH 

MILITARY 
CONVERSATION 

Cash  in  now  on  the 

Language  Phone  Method 

and  Rosenthal's  Practical  Linguistry 

II  requires  no  scientific  salesmanship  to  sell  our  records. 
The  courses  are  so  simply  arranged  that  the  demon- 
stration satisfies  the  prospect.  The  French  Military 
Course,  5  Double  Discs,  and  Military  Manual  (Retail 
$10.00)  is  ideal  for  Army,  Navy,  Red  Cross 
Excellent  Line  for  Summer  Trade 
Send  for  Particulars 

THE  LANGUAGE  PHONE  METHOD 

992  Putnam    ■     2  West  45th  Street,    -    New  York 


Charles  Edison  Presenting  Trophies  to  Winners 

esled  spectators,  and  the  inventor  started  the 
Grand  Prix  Edison,  880-yard  four-man  relay 
race,  firing  the  pistol  from  his  box.  Charles 


Mr.  Edison  Starting  Grand  Prix  Relay  Race 

tests,  was  furnished  by  the  Edison  Employes' 
Band,  and  their  harmonies  added  much  to  the 
day's  pleasure. 


WANTED  SOME  'UP  AND  DOWN'  MUSIC 

Berdy's  Musical  Knowledge  Enabled  Him  to 
Meet  Customer's  Demand,  Even  Though  the 
Description  of  the  Record  Was  Puzzling 

William  Berdy,  the  well-known  talking  ma- 
chine dealer  of  Brooklyn,  N.  Y.,  had  a  unique 
experience  in  locating  a  record  called  for  by  a 
customer  who  recently  came  to  his  store.  The 
party  in  question  had  heard  an  instrumental  se- 
lection by  Mischa  Elman  and  made  up  his  mind 
to  have  the  record;  however,  he  was  unable  to 
name  the  composition  and  failed  to  adequately 
describe  it  at  several  stores  until  he  reached 
Mr.  Berdy's  place  of  business.  When  he  ar- 
rived he  stated  he  wished  a  Mischa  Elman  rec- 
ord, and  that  the  music  of  the  same  went  "up 
and  down."  Mr.  Berdy  quickly  judged  he  meant 
music  of  the  cadenza  type  and  looked  up  the 
compositions  of  Rossini,  who  is  the  composer 
of  numerous  works  answering  that  description. 
It  seems  as  though  Elman  does  not  play  any 
of  the  Rossini  works.  After  giving  further 
thought  to  the  matter  he  went  to  the  record 
files  and  produced  an  Elman  record  of  "Caprice 
Bosque,"  of  which  Sarasate  was  the  composer 
and  played  the  same  much  to  the  delight  of 
the  customer  who  was  well  pleased  at  finding  a 
dealer  who  could  understand  what  "up  and 
down"  meant. 


The  Windsor  Music  Co.  have  purchased  the 
building  in  which  the  store  has  been  located  for 
some  time  in  Tarentum,  Pa.  The  price  is  said 
to  have  been  $4,000. 

The  Virginia  Mercantile  Corp.,  which  handles 
talking  machines  on  a  large  scale  in  Norfolk, 
Va.,  has  changed  its  name  to  the  Grafonola 
Shop,  Inc. 

MAESTROLA   MAHOGANY  CABINET 
MACHINES,  SIZE  15xl5x7J^ 


Motor  worm  gear  plays  2'/2  to  3  ten  inch  records,  one  wind- 
ing.   Price  in  dozen  lots  $5.00  each,  sample  machine  $5.50. 


Steel  needles  and  phonograph  parts  selling  at  the  old" 
prices  during  July  regardless  of  the  scarcity  of  these 
supplies.  Now  is  the  time  to  place  your  order.  Be  wise 
and  save  money. 


FULTON  TALKING  MACHINE  COMPANY 
640  Broadway  New  York  City,  N.  Y. 


GEO.  E.  COUGHLIN  IN  SERVICE  president  of  the  Talking  Machine  Men,  Inc., 

 •  is  a  student  pilot  at  the  Naval  Aviation  School 

George  E.  Coughlin,  son  of  J.  T.  Coughlin,     at  Pensacola,  Fla. 

j/  Bring  Those  Jobs  Out  of  Hiding  \ 

The  value  of  your  "job  lots"  will  not  be  increased  by 
keeping  them  on  your  shelves. 

Bring  them  out  into  the  daylight.  Let  us  sell  them 
for  you. 

We  arc  in  the  market  to  buy  tor  cash  every- 
thing in  Phonograph  parts,  accessories,  etc. 


Get  in  touch  with  us  at  once 


THE  PHONOGRAPH  CLEARING  HOUSE,  Inc 

51  EAST  42d  STREET,  NEW  YORK  CITY 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


97 


The  most  exquisitely  designed  cabinets. 
A  new  and  improved  type  of  motor  unit. 
And  a  Non-Set  Automatic  Stop! 


Tbese  are  a  few  of  the  superiorities 
found  in  the  new  model  Gralonolas 


Columbia  Graphophone  Co 

NEW  YORK 


"THE  IMPORTANCE  AND  VALUE  OF  MUSIC  IN  WARTIME" 

This  Subject,  for  Which  The  Music  Trade  Review  Offered  a  First  Prize  of  $50  and  a  Second  Prize 
of  $10  in  Thrift  Stamps,  Won  Respectively  by  A.  J.  Palmer  and  J.  W.  Desbecker 


In  order  to  stimulate  a  fuller  realization  of 
the  fact  that  music  is  an  essential  and  powerful 
influence  in  maintaining  the  national  morale 
during  wartime,  The  Music  Trade  Review, 
at  the  National  Music  Show,  held  in  New  York, 
June  1  to,  8  inclusive,  announced  that  a  first 
prize  of  $50  and  a  second  prize  of  $10  in  Thrift 
Stamps  would  be  given  by  this  publication  for 
the  best  article  treating  on  "The  Value  and  Im- 
portance of  Music  in  Wartime."  Lieut.  John 
Philip  Sousa,  conductor  of  the  world-famous 
Sousa's  Band,  and  C.  M.  Tremaine,  director  of 
the  National  Bureau  for  the  Advancement  of 
Music,  acted  with  the  editor  of  The  Review  as 
judges  of  the  various  essays  which  were  pre- 
sented for  consideration. 

Up  to  the  time  the  contest  closed,  June  20,  a 
large  number  of  articles  were  submitted,  some 
of  them  of  excellent  quality,  but  the  contest 
really  narrowed  down  to  about  a  dozen  con- 
tributions from  which  the  judges  selected  the 
article  submitted  by  Arthur  J.  Palmer,  assist- 
ant advertising  manager  of  Thos.  A.  Edison, 
Inc.,  as  entitled  to  the  first  prize  of  $50  and  the 
article  of  John  W.  Desbecker,  who  is  in  charge 
of  plan  and  copy  for  the  Redfield  Advertising 
Agency  of  New  York,  as  entitled  to  second 
prize  of  $10,  both  of  which  articles  recently 
appeared  in  our  New  York  contemporary. 

The  Review  states  that  the  contest  greatly 
helped  to  arouse  interest  regarding  the  rela- 
tion of  music  to  the  great  war — a  topic  which 
is  certainly  most  pertinent  to-day,  when  people 
should  more  fully  comprehend  the  tremendous 
part  music  is  playing  and  can  play  in  augment- 
ing not  only  the  spirit  of  our  lighting  men  but 
in  stimulating  and  consoling  the  millions  of 
civilians  behind  them. 

We  take  pleasure  in  presenting  these  two 
essays  to  readers  of  The  Talking  Machine 
World: 

First  Prize  to  Arthur  J.  Palmer,  Orange,  N.  J. 

Food  feeds  the  body — literature  feeds  the  brain — music 
feeds  the  soul.  To-day  our  souls  are  undergoing  the  great- 
est trial  in  the  history  of  our  country.  Music  is  honey  to 
the  soul.  To-day  music  is  feeding  the  soul  of  America  and 
vitalizing  the  spirit  of  her  sons  and  daughters.  It  is  helping 
to  sweeten  the  bitter  cup  that  the  world  now  holds  to  its 
lips. 

Music  has  become  so  closely  woven   into  the  fabric  of 


SCHUBERT 

Double  Disc  RECORDS 

A  $30  Record  Investment  Starts  YOU 
with  complete,  up-to-date  list  of  Popu- 
lar Vocal   and  Instrumental  Selections 

lO-INCH  DOUBLE  DISC 

20  to  30  New  Selections  Monthly 

We  guarantee  you  against   loss  of 

Record  Investment. 
Liberal  Discounts  Send  for  Details 

BELL  TALKING  MACHINE  CORPORATION 

(Record  Department) 
44  WEST  37th  STREET,  NEW  YORK,  N.  Y. 


our  lives  that  to  take  it  away  from  us  would  tear  at  our 
very  heart  strings. 

Music  speaks  in  all  tongues  and  all  ears  understand.  It 
speaks  to  the  souls  of  men  and  they  respond  with  the 
noblest  and  purest  deeds  of  heroism.  Inspired  by  it  they 
make  the  sublimest  sacrifices  with  a  smile  on  their  lips. 
They  go  into  battle — they  go  down  on  ships  at  sea  singing 
songs. 

The  story  of  the  American  naval  commander  who  coaled 
his  ship  to  music  in  record  time  is  an  instance  of  the  value 
of  music  in  wartime.  Though  dog-tired  from  a  long  cruise 
which  had  just  ended,  the  crew  plunged  into  their  task  with 
a  ready  will  and  without  a  murmur.  As  the  men  were 
driving  their  weary,  sweating  bodies  to  the  limit  of  endur- 
ance by  sheer  willpower,  a  happy  thought  struck  the  ship's 
commander.  He  ordered  the  ship's  band  to  play  all  the 
while  the  crew  were  coaling.  The  effect  was  electrifying. 
They  worked  as  if  inspired.  Faster  and  faster  went  the 
coaling,  and  when  the  job  was  done  the  men  were  com- 
pletely fagged  out  but  they  had  broken  all  time  records  for 
coaling  dreadnoughts. 

What  an  excellent  illustration  of  the  tremendous  influence 
of  music  in  co-ordinating  the  working  spirit  and  in  uplift- 
ing patriotism  and  sacrifice  to  supreme  heights. 

Music  was  never  more  welcome  in  the  American  home 
than  it  is  to-day.  At  such  times  as  the  present  nothing 
is  more  acceptable  as  the  companion  of  our  leisure  hours 
than  good  music. 

Not  only  is  music  in  the  home  a  great  blessing  now,  but 
it  is  likewise  an  investment  in  future  happiness  and  con- 
tentment. We  put  money  into  banks,  we  buy  bonds,  securi- 
ties and  insurance  as  investments  against  future  contingen- 
cies. Why  not  also  fortify  our  spiritual  welfare  with  a 
constant  supply  of  mental  refreshment  in  the  form  of  good 
music  ? 

With  music  at  the  front,  music  on  the  seas,  music  in  the 
camps  and  music  in  our  homes  we  have  a  bond  of  spiritual 
strength  that  will  defy  all  apprehension,  disappointment  and 
discouragement  (real  or  fancied) — that  will  support  to  the 
end  our  resolve  to  purge  the  world  of  a  monstrous,  per- 
verted doctrine  that  puts  might  above  right — that  will  make 
unbending  our  determination  to  be  stripped  of  all  our  pos- 
sessions and  go  prematurely  to  our  graves  rather  than  per- 
mit the  policy  of  the  cloven-hoof  to  prevail  on  earth. 

Second  Prize  to  John  W.  Desbecker,  New  York 

Music  is  as  old  as  history  and  from  the  era  of  the  first 
of  the  kings  to  the  present  time  music  has  ever  held  an 
honored  place  in  the  life  of  the  peoples  of  the  earth. 

When  David  returned  from  the  slaughter  of  the  Philis- 
tines "the  women  came  out  of  all  cities  of  Israel,  singing 
and  dancing  to  meet  King  Saul,  with  tabrets,  with  joy,  and 
with  instruments  of  music." 

The  spirit  of  1776  was  represented  by  fife  and  drum, 
and  to-day.  headed  by  their  pipers,  the  Highlanders  go  val- 
iantly to  the  combat. 

In  the  great  hospitals,  surgeons,  physicians  and  nurses 
are  marveling  at  the  rapidity  of  recovery  caused  by  the  use 
of  music  as  a  daily  tonic. 

Music  is  one  of  the  main  vertebrae  of  human  power  and 
courage.  It  inspires  the  fighting  man,  it  maintains  the  con- 
fidence and  optimism  of  the  millions  behind  the  lines,  it 
soothes  the  worried,  rests  the  tired,  and  comforts  the 
stricken. 

Music  appeals  to  the  soul  of  mankind.  It  softens  the 
hard  road  of  existence,  it  brings  hope  and  fresh  vigor  to 
the  discouraged  and  downhearted,  it  revivifies,  stimulates 
and  energizes. 

Music  makes  sweetness  of  sadness,  lightens  the  weight  of 
sorrow,  encourages  the  weak  to  be  strong  and  adds  to  the 
strength  of  the  mighty. 

At  the  front  music  causes  the  shell-blasted,  trench- 
scarred  landscape  to  vanish,  and  in  its  place,  wafted  by 
familiar,  magic  notes,  come  visions  of  peace  and  of  loved 
ones. 

In  the  home  music  keeps  firm  the  faith,  causes  petty 
troubles  to  vanish,  cheers  those  left  behind,  and  maintains 
the  good  spirit  so  necessary  for  the  utmost  endeavors. 

Music  is  needed  in  these  war  days  more  than  ever  before. 


It  carries  us  with  a  smile  to  battle;  it  sounds  a  brave  and 
fearless  song  though  ships  go  down,  and  hostile  cannon 
roar,  and  soon,  in  the  hour  of  the  triumph  of  right — the 
hour  of  our  victory — music  will  voice  pseans  of  thanks  to 
God. 

Music  is  man's  link  with  the  Infinite.     Its  powers  are 
wonderful  and  are  known  to  all. 
Why  is  music  so  powerful? 

This  we  cannot  answer,  but  its  potency  for  good  no  one 
can  doubt. 


J.  H.  McSHANE  IN  THE  ARMY 


J.  H.  McShane,  formerly  advertising  manager 
of  the  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  is  now  a  member  of  the  National  Army 
in  Camp  Dix,  N.  J.,  having  left  for  this  camp 
as  a  member  of  the  contingent  from  his  district 
on  July  27.  Mr.  McShane  has  passed  prelim- 
irary  physical  tests  with  flying  colors,  and  is 
looking  forward  to  active  service  "over  there" 
with  the  American  Expeditionary  Forces  in  the 
very  near  future. 


TEST  offered  to  dealers  to 
prove  the  superiority  of 

Wall-Kane  Steel  Needles 

Take  two  standard  disc  records  of  the 
same  selection,  play  one  ten  times  with 
the  same  WALL-KANE  loud  needle; 
play  the  other  record,  the  same  selection, 
ten  times,  but  with  ten,  new,  full  tone 
steel  needles. 

You  will  find  that  the  record  played 
ten  times  with  the  same  WALL-KANE 
needle  will  sound  clearer,  will  have  less 
surface  noise,  and  that  under  the  mag- 
nifying glass  the  grooves  of  the  record 
played  ten  times  with  the  ten  steel 
needles  will  seem  to  be  more  disturbed. 


protect  your 
records 
By  Using 


Each  Neeois 


Beware  of  Imitations 

Package  of  SO  WALL-KANE  needles. 
Loud,  Extra  Loud  and  Medium,  greater 
value  than  500  ordinary  steel  needles,  re- 
tails for  15c,  cost  the  dealer  9l4c. 

Jobbing  territories  open 

Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York 


98 


THE    TALKING    MACHINE  WORLD 


August  IS,  1918 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line. 


WANTED — Man  between  twenty-five  and 
forty  years  of  age  with  $5,000  to  invest  in  a 
corporation  operating  a  chain  of  Columbia 
Talking  Machine  stores.  Party  must  be  capable 
of  managing  a  branch  store.  Liberal  salary 
with  chance  for  advancement  to  right  party. 
Address  "Box  541,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

SALESMEN  WANTED— If  you  cover  the 
phonograph  trade  in  any  section  of  the  United 
States  and  are  interested  in  a  live  proposition, 
either  as  a  side  line  or  as  your  main  line,  we 
have  an  interesting  offer.  In  answering  state 
territory  now  covered.  Address  "Box  522," 
care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

SALESMAN,  experienced,  wants  position  with  phono- 
graph house.  Knows  the  music,  piano,  furniture  and  de- 
partment store  trade  in  the  entire  South  and  Middle 
West;  fine  reference.  Address  "Box  G.  R.,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Talking  machine  salesman  or 
manager,  nine  years'  experience,  inside  position.  New  York 
or  Brooklyn  preferred.  Can  furnish  best  references.  Ad- 
dress "Box  526,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— Manager  of  phonograph  depart- 
ment open  for  place.  Now  employed.  Can  bring  two  good 
salesmen  with  him.  Address  "Box  527,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Expert  in  hill  and  dale  and 
lateral  recording.  Have  sample  of  work  that  shows  superior 
quality,  also  knowledge  of  latest  methods  of  plating  and 
familiar  with  everv  detail  of  record  making.  Address 
"Box  528,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

POSITION  WANTED— Sales  or  advertising  manager 
with  Chicago  talking  machine  manufacturer  or  local  repre- 
sentative for  outside  concern.  Experienced.  References. 
Address  "J.  N.  6,"  care  The  Talking  Machine  World,  209 
South  State  St.,  Chicago,  111.  

POSITION  WANTED— An  exceptionally  good  talking 
machine  repairman  seeks  new  position.  Will  go  anywhere. 
Address  "Box  529,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,'  New  York.  

SALESMEN  wanted  who  are  desirous  of  making  big 
money  selling  standard  records.  Address  "J.  N.  8,"  care 
The  Talking  Machine  World,  209  South  State  St.,  Chi- 
cago.  111.   

POSITION  WANTED— By  wholesale  phonograph  and 
piano  salesman.  Open  for  position  to  travel  east  of  Chi- 
cago. Held  last  position  2J4  years.  Phonograph  position 
preferred.  Best  of  references.  Address  "Box  536,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Salesman  or  tuner.  Highest 
references.  Capable  branch  house  management  or  piano, 
talking  machine  or  musical  instrument  department.  Age  42. 
Salary  and  commission.  Address  "Box  537,"  care  The 
Talking  Machine  World,  373  Fourth  Avenue,  New  York. 

SITUATION  WANTED— By  an  experienced  talking  ma- 
chine man,  experience  of  ten  years,  Europe  and  United 
States.  Has  been  doing  work  for  some  large  manufactur- 
ing concern — live  salesman;  mechanic.  Address  Universal 
Talking  Machine  Co.,  5021  Baltimore  Ave.,  Philadelphia.  Pa. 

SITUATION  WANTED— Salesman,  live  wire,  special  ex- 
perience in  foreign  records.  Knows  the  business  from  A 
to  Z.  Address.  Universal  Talking  Machine  Co.,  5021  Balti- 
more Ave.,  Philadelphia,  Pa.  

DEPARTMENT  MANAGER— Eight  years'  experience 
Victor,  Columbia  and  Vocalion.  Now  employed.  Will  be 
open  for  change  September  1.  Address  "A.  U.  7,"  care 
The  Talking  Machine  World,  209  South  State  St.,  Chi- 
cago, 111. 


SITUATION  WANTED— By  expert  with  eleven  years' 
experience  in  all  branches  phonograph  line,  making,  assem- 
bling and  repairing.  Can  take  complete  charge  of  mechani- 
cal end.  Had  charge  of  some  of  large  concerns  in  the 
manufacturing  and  assembling  from  motor  to  complete 
machine.  Am  a  good  systematizer  and  organizer.  Address 
"A.  U.  1,"  care  The  Talking  Machine  World,  209  South 
State  St.,  Chicago,  111. 

SITUATION  WANTED— Who  can  use  a  high-class  man- 
ager, either  wholesale  or  retail,  capable  of  taking  exclusive 
charge  and  producing  results?  Have  had  over  ten  years* 
experience,  willing  to  locate  anywhere.  Address  "Box  540," 
care  The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 


SITUATION  WANTED— Salesman  (35)  acquainted 
with  every  angle  of  the  business.  Phonographs,  records  and 
sundries.  Vigorous  result  getter  on  road.  Drawing  account, 
against  commission.  Address  "Phonographs,"  22  East  125th 
St.,  New  York. 

POSITION  WANTED— Talking  machine  salesman,  five 
years'  experience.  Inside  position  large  city  preferred. 
Familiar  with  all  well  known  machines.  References.  Ad- 
dress "A.  P.  2,"  Talking  Machine  World,  209  So.  State  St., 
Chicago,  111. 

WANTED — Thoroughly  experienced,  aggressive  Edison, 
Victor  and  Columbia  manager  is  open  to  manage  depart- 
ment. Any  location.  Success  guaranteed.  Address  "J. 
L.  8,"  care  The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 


THRIVING  VICTOR  BUSINESS  FOR  SALE 

Good,  live  Victor  store  in  hustling  western  Penn- 
sylvania town  of  12,000,  growing  very  rapidly,  with 
many  good  industrial  plants  which  are  developing 
very  fast.  Excellent  location,  new  equipment, 
booths,  etc.  Stock  in  A-l  condition.  Other  inter- 
ests make  sale  imperative.  Will  sell  for  cash  to 
quick  purchaser  at  inventory,  which  totals  about 
$4,500.  Address  "Box  544,"  care  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York. 


WANTED 

Main  springs,  governor  springs,  micas, 
fibre  gears,  bevel  gears,  screws  and  all 
parts  used  with  Columbia  motors.  The 
Music  Supply  Co.,  Columbia  distributors, 
36  Welling  St.,  East,  Toronto,  Canada. 


FOR  SALE 

$500.00  buys  complete  dies  and  tools  for 
phonograph  motor,  plays  one  10-inch  rec- 
ord. Sample  motor  $1.00  each.  Address 
"Box  542,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 


MAIN  SPRINGS 

AND  PHONOGRAPH  PARTS 

Steel  Needles  (100  in  envelope),  per  1,000  needles  0.65 

Sapphires,  for  Pathe  or  Edison,  each   0.25 

Genuine  Diamonds  for  Edison  Disc,  each   1.75 

MAIN  SPRINGS 

For  Edison  Motors,  size  l'/2",  each    $1.75 

For  Golumbia  Motors,  size  l"x0. 28x10',  each   0.60 

For  Columbia  Motors,  size  T4"K0.23x9'/i' ,  each.  0.30 

For  Columbia  Motors,  size  %"x0.22x8^',  each..  0.24 

For  Mermod  Motors,  size  ^"x0.22x8',  each   0.35 

GOVERNOR  SPRINGS 

For  Columbia  Motors,  bent,  per  100   1.50 

For  Victor  Motors,  per  100   1.50 

THUMB   SCREWS    FOR   STYLUS  BARS 

For  Victor  Soundboxes,  per  100   1.50 

For  Columbia  Soundboxes,  per  100   1.50 

MICA  DIAPHRAGMS 

For  Victor  Soundboxes,  each   0.15 

For  Columbia  Soundboxes,  each   0.25 

For  all  standard  Soundboxes,  each   0.22 

NEEDLE  CUPS 

Needle  Cups,  nickel  plated,  per  100   2.00 

Covers  to  nickel  cups  for  used  needles,  per  100. .  1.25 

Green  Felt  for  10"  turn-tables,  each   0.10 

Green  Felt  for  12"  turn-tables,  each   0.15 

FAVORITE  PHONOGRAPH  ACCESSORY  CO. 

1491  DeKalb  Avenue  Brooklyn,  N.  Y. 


WANTED 

Records  in  all  Languages,  Talking  Machines 
and  Accessories.    Spot  Cash  Paid 

Victoria  Record  Exchange,  2104  Third  Ave. 

Phone  7848  Harlem  NEW  YORK  CITY 


FOR  SALE 

2,000  pounds  best  motor  springs  5Hj"x.016 
E.  H.  C.  grade  in  standard  coils.  Right 
price  to  quick  buyer.  Address  "Box  543," 
care  The  Talking  Machine  World,  3.73 
Fourth  Ave.,  New  York. 


EDISON  PHONOGRAPHS  — Thirty- 
five  "Home"  models,  with  2-minute  at- 
tachment. Unusual  opportunity  for  Edi- 
son dealer.  Write  us  at  once.  Grinnell 
Bros.,  Victrola  and  record  distributors, 
First  and  State  streets,  Detroit,  Mich. 


EDISON  RECORDS  — Assortment  of 
14,000  4-minute  selections.  Don't  fail  to 
learn  of  this  special.  Write  immediately 
for  particulars.  Grinnell  Bros.,  Victrola 
and  record  distributors,  First  and  State 
streets,  Detroit,  Mich. 


FOR  SALE 

700  Master  Records,  consisting  of  all  the  Paroquette  7-inch  Masters 
and  all  the  Majestic  7-inch  Masters,  in  good  condition.  These 
Masters  cost  about  $75,000  to  make— will  sell  at  exceptional  bargain. 

Address  Box  539,  care  of  TALKING  MACHINE  WORLD,  373  Fourth  Ave.,  New  York 


"THE  REPRODUCTION  OF  SOUND" 

There  has  just  been  published  by  W.  B.  Tat- 
tersall,  Ltd.,  London,  Eng.,  a  most  interesting 
volume  on  "The  Reproduction  of  Sound/'  being 
a  description  of  the  mechanical  appliances  and 
technical  processes  employed  in  the  art.  This 
new  volume,  which  is  most  comprehensive  in 
character,  and  deals  with  the  making  of  both 
silver  and  disc  records,  as  well  as  the  mechanics 
of  the  reproducing  means  and  the  construction 
of  the  motors,  etc.,  has  been  written  by  Henry 


Record  Delivery 
Envelopes 

Safe  -  Swift  -  Secure 


The  heavy  paper 
means  protection; 
the  button  and  cord 
mean  speed  —  you 
can  wait  on  more 
customers. 

Bring  out  YOUR 
OWN  NAME. 
Every  time  an 
envelope  leaves  your 
store,  let  the  adver- 
tisement on  it  take 
your  name  to  the 
homes  and  bring  new 
trade.  The  advertising 
more  than  pays  for  the  envelope. 
Write  for  samples  and  prices. 

Lewis  C.Frank,  694  Book  Bldg.,  Detroit 


Seymour,  a  recognized  authority  on  the  repro- 
duction of  sound  by  mechanical  means. 

The  volume  of  over  300  pages  is  carefully 
printed  on  coated  paper  and  profusely  illus- 
trated. It  is  bound  substantially  in  cloth.  It 
is  believed  to  be  the  first  time  that  all  phases 
of  sound  reproduction  by  means  of  phono- 
graphs or  gramophones  have  been  treated  of  in 
one  volume.    The  published  price  is  10/6. 


A  SIGNIFICANT  LETTER 

George  "E.  Brightson,  president  of  the  Sonora 
Phonograph  Sales  Co.,  New  York,  received  re- 
cently a  copy  of  a  letter  sent  by  the  Winter 
Piano  Co.,  of  Milwaukee,  to  the  Yahr  &  Lange 
Drug  Co.,  of  that  city,  Sonora  distributors. 
This  letter,  which  constitutes  a  pleasing  tribute 
to  the  salability  of  Sonora  product,  reads  as  fol- 
lows: 

"Referring  to  your  letter  of  recent  ,  date  re- 
garding the  Sonora  and  our  experience  with  the 
line,  would  say  that  we  have  been  very  agree- 
ably surprised.  Putting  in  a  new  line  that  we 
have  never  pushed  outside  of  a.  few  'ads'  in  the 
newspapers,  and  only  small  'ads'   at  that,  we 


sold  nearly    worth  of  Sonoras  in  less 

than  a  month.  We  consider  this  quite  remark- 
able, especially  considering  the  time  of  the  year, 
being  right  in  the  middle  of  the  summer,  when 
the  music  business  is  so  very  dull.  What  sur- 
prises us  most  is  the  kind  of  trade  that  de- 
mand the  Sonora.  It  is  always  the  better  class, 
that  either  pay  cash  or  make  very  large  initial 
payments,  making  it  very  easy  to  finance  the 
business.  With  best  wishes,  believe  us  to  be, 
etc." 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  505  5th  Ave.,  N.  Y. 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


99 


2  GRESHAM  BUILDING,  BASING  HALL  STREET  E.  C,  LONDON,  W.  LIONEL  STURDY,  MANAGER. 


Organization  of  the  Association  of  Gramophone 
and  Musical  Instrument  Manufacturers  and 
Wholesale  Dealers  Marks  New  Epoch  in 
British  Music  Trade — Prominent  Men  as  Ex- 
ecutives— President  Ricketts  Reviews  General 
Situation  in  Trade — Luxury  Tax  Proposals 
Receiving  Earnest  Attention — Trade  Members 
Protest — What  the  New  Record  Lists  Offer — 
Annual  Music  Trades  Convention — Publicity 
Matter  Curtailed — General  Trade  News 


London,  England,  July  27. — If  at  any  time  the 
history  of  the  gramophone  trade  is  recorded  in 
chronological  order,  according  to  the  sequence 
of  events  in  their  degree  of  importance,  I  am 
inclined  to  believe  that  the  outstanding  feature 
of  the  greatest  trade  import  during  the  last  six 
oi  more  years  will  be  universally  accorded  to 
the  inauguration  of  the  Association  of  Gramo- 
phone and  Musieal  Instrument  Manufacturers 
and  Wholesale  Dealers,  whose  first  general 
meeting  took  place  last  month.  The  establish- 
ment of  this  association  is  supported  by  power- 
ful interests,  its  chosen  executive  officers  hav- 
ing been  selected  from  the  more  prominent 
firms  representing  each  section  of  the  music 
trade  industry,  and  thereby  well  qualified  to 
speak  for  the  trade  at  large. 

M.  E.  Ricketts  (the  Gramophone  Co.,  Ltd.), 
was  elected  as  president  for  the  ensuing  year; 
Frank  Samuel  (Barnett  Samuel  &  Sons,  Ltd.), 
vice-president;  Walter  Beare,  treasurer,  and  C. 
B.  Timms,  honorable  secretary  of  the  commit- 
tee. The  gramophone  trade  is  represented  by 
W.  Manson  (British  Zonophone  Co.,  Ltd.),  J. 
E.  Hough  (Edison  Bell),  Louis  Sterling  (Co- 
lumbia Co.),  on  the  manufacturing  side,  and 
the  wholesale  dealers'  section  by  George  Mur- 


doch, E.  C.  Paskell  (Colmore  Depot,  Birming- 
ham), and  H.  J.  Cullem. 

The  membership  at  the  time  of  writing  totals 
about  100  of  the  leading  music  trade  houses  in 
London  and  the  Provinces.  New  members  are 
being  enrolled  day  by  day,  and  as  far  as  this 
consideration  goes,  the  new  association  is  al- 
ready firmly  placed  on  a  foundation  of  sound 
and  healthy  prospect  to  enable  it  to  carry  on 
satisfactorily  its  good  work. 

The  first  general  meeting,  ably  presided  over 
by  Frank  Samuel,  was  very  well  attended  and 
great  interest  evinced  by  all  present  in  the  sub- 
jects which  came  up  for  discussion. 

Mr.  Rickett's  Historical  Survey 

A  good  deal  of  time  was  taken  up  with  the 
election  of  officers  and  discussion  on  the  rules 
of  the  association.  This  part  of  the  proceed- 
ings I  am  constrained  to  omit  from  my  report, 
owing  to  pressure  on  space,  and  the  desire  to 
publish  as  full  a  statement  as  possible  of  the 
interesting  speech  made  by  Mr.  Ricketts,  who 
(in  part)  said:  "Mr.  Chairman  and  Gentle- 
men, I  think  that  the  majority  of  you  are  aware 
of  the  conditions  that  have  led  up  to  the  for- 
mation of  this  association,  but  it  will  not  be 
amiss  if  we  just  roughly  run  through  the  dif- 
ficulties to  which  you  and  the  British  music 
trades  industry  committee,  of  which  your  asso- 
ciation now  forms  part,  has  acted  on  your  be- 
half. The  whole  thing  dates  back  to  March, 
1916,  when  we  first  had  information  from  the 
Board  of  Trade  that  they  were  going  to  stop 
the  imports  of  gramophone  musical  instruments 
and  parts  thereof.  Therefore,  we  formed  a 
committee,  which  approached  the  Board  of 
Trade,  and  eventually  the  Board  of  Trade  re- 
ceived our  deputation  on  April  3.     The  result 


of  that  deputation  was  not  very  successful  to 
us.  It  was  not  until  May  13,  when  we  had  a 
further  interview  with  Sir  John  Bethell,  and, 
as  a  result  of  that,  permission  was  given  to 
import  124  shipping  tons  per  month  from  Amer- 
ica and  Canada.  The  committee  were  author- 
ized by  the  Board  of  Trade  to  apportion  this 
concession  between  the  various  manufacturers 
in  the  music  trades  industry.  On  September 
16  we  had  that  increased  to  130  tons,  and  early 
in  1917  the  Board  of  Trade  considered  it  nec- 
essary that  the  original  concession  should  be 
reduced.  Further  strong  representations  were 
made  from  the  committee,  and  after  an  inter- 
view with  Colonel  Karslake  on  February  27  it 
was  then  decided  to  allow  the  industry  to  con- 
tinue to  import  under  the  existing  arrange- 
ments, on  a  reduced  basis  of  eighty  tons  per 
month.  In  February  of  this  year  the  Board 
of  -Trade  intimated  that  the  trans-Atlantic  ton- 
nage must  be  further  reduced  from  eighty  tons 
to  forty  tons  per  month,  but  this  the  commit- 
tee ultimately  got  increased  to  fifty-  tons,  but 
that  has  not  been  of  very  great  use  to  us,  be- 
cause of  the  lack  of  shipping  space.  And  we 
are  now  in  close  touch  with  the  ministry  of 
shipping  to  get  the  space  in  which  to  bring  the 
goods  over.  Swiss  tonnage  the  Government 
prohibited  from  coming  into  the  country.  Each 
time  we  approached  them  they  said  they  could 
not  allow  that.  But  they  were  willing  to  allow 
us  50  per  cent,  of  the  orders  placed  before  the 
date  of  their  prohibition.  We  found  that  this 
50  per  cent,  represented  700  tons  dead  weight. 
Although  they  would  not  give  us  the  200  tons 
asked,  they  were  quite  willing  to  give  us  700 
tons.  They  stuck  to  their  bargain.  That  ran 
(Continued  on  page  100) 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world   as  the 

HALL-MARK   OF  QUALITY 


Branches 


Agencies 


'His  Masttr's  Voict" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  Skandlnavisk  Grammophon-Aktl- 
eselskab,  Frihavnen,  Copenhagen. 

FRANCE:  Cie.  Franchise  du  Gramophone,  115 
Boulevard  Richard  Lenoir,  Place  de  la  R6pub- 
lique,  Paris. 

SPAIN:  Compafita  del  Gramofono,  56-58  Balmes, 
Barcelona. 

SWEDEN:  Skandlnaviska  Grammophon-Aktie- 
bolaget,  Drottnlng  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg) ;  No.  1 
Solyanka,  Solyanol  Dvor,  Moscow;  9,  Golovlnsky 
Prospect,  Tlflls;  Nowy-Swlat  30,  Warsaw;  83, 
Alexandrowskaya  Ulltsa,  Riga;  11  Mlchailovskaya 
Ulitsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd.,  139,  Bal- 
liaghatta  Road,  Calcutta ;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain  : 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophouium,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown ;  Mackay  Bros.,  Post  Box  251 ,  Johannes- 
burg; Mackay  Bros.  &  McMabon,  Post  Box  419; 
Durban ;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfonteln;  Franz  Moeller,  Post  Box  108,  East 
London;  B.  J.  Ewins  &  Co.,  Post  Box  86,  Queens- 
town;  Handel  House,  Klmberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bay  ley  &  Co.,  Lourenzo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:  A.  Bossi  &  Co.,  Via  Oreflcl  2,  Milan. 

EGYPT  (Also  for  the  Soudan,  Greece  and  the 
Ottoman  Empire) :  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


100 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


FROM  OUR  LONDON  HEADQUARTERS- (Continued  from  page  99) 


out  about  July  12  last  year,  and  we  approached 
the  Board  of  Trade  again,  and  they  granted  50 
per  cent,  of  the  50  per  cent,  which  brought  it 
down  to  350  tons.  This  concession  is  practical- 
ly exhausted  now,  and  we  are  just  applying  for 
it  to  be  renewed. 

Metal  for  Needles  and  Mainsprings 

"As  you  know,  the  committee  have  dealt  with 
the  question  of  needle  wire,  and  we  were  suc- 
cessful in  getting  the  importance  of  this  section 
of  the  industry  recognized,  and  we  secured  a 
grant  of  metal  through  the  recognition  for  the 
manufacture  of  needles.  In  the  latter  part  of 
1917  the  question  of  steel  for  the  manufacture 
of  mainsprings  had  to  be  seriously  considered, 
and  after  considering  the  matter  with  the  ad- 
visory sub-committee  and  the  industries  com- 
mittee, we  were  successful  in  securing  a  grant 
of  one  ton  per  month  for  the  replacement  of 
these  very  necessary  parts.  The  committee 
also  secured  favorable  consideration  for  the 
musical  instrument  manufacturer,  both  with  re- 
gard to  import  and  metal  for  manufacturing. 

"The  industry  is  now,  I  consider,  definitely  in 
the  position  of  a  national  industry.  The  more 
we  fight  and  band  ourselves  together  to  insist 
that  not  only  the  Government,  but  the  press 
and  people  of  this  country,  shall  recognize  that 
this  is  a  national  industry  the  better.  You  can 
trace  the  value  of  it  from  General  Foch  down- 
wards. You  will  remember  that  General  Foch, 
speaking  after  the  wonderful  defense  of  Ver- 
dun, said  the  result  was  mainly  due  to  the  in- 
spiring effect  of  the  bands  that  went  up  to  the 
front  to  encourage  the  men.  You  can  find  let- 
ters on  the  files  of  almost  every  one,  of  the 
hospital,  hospital  ships,  hospital  trains,  the 
bands  that  went  to  France  and  across  to  Italy 
— in  every  section  you  will  find  that  music  has 
had  a  real  effect  in  keeping  up  the  spirit  and 
morale  of  the  nations. 

Concerning  the  Luxury  Tax 

"The  committee  has  also  represented  your  in- 
dustry to  the  select  committee  of  the  House  of 
Commons  dealing  with  the  luxury  tax,  and  I  do 
hope  they  have  been  successful  in  securing  fa- 
vorable consideration  in  this  instance.  It  may 
be  necessary  for  another  deputation  to  go  and 
see  the  select  committee  on  this  question,  but 
I  am  certain  that  we  have  secured  a  fair  and 
reasonable  method  of  taxation.  What  it  will 
be  I  do  not  know,  but  at  any  rate  they  were 
very  sympathetic. 

"We  have  been  promised  this  association  for 
years.  We  have  been  threatened  with  it  almost 
for  years,  but  still,  as  the  man  from  Lancashire 
said,  'Nowt  happened.'  I  remember  Mr.  Hough 
being  present  and  presiding  at  a  meeting  held 
fourteen  or  fifteen  years  ago  when  he  tried  to 
form  this  association.  Now  I  think  it  is  only 
gracious  of  us  to  mention,  at  this  point,  the 
work  of  Mr.  Samuels  and  Mr.  Beare  in  bring- 
ing a  concrete  body  to  join  together  in  our  in- 
dustry to  work  for  one  great  end.  We  are 
here  to  develop  the  industry  and  to  make  it 


as  strong  and  as  great  a  body  as  we  can;  so 
great  a  body  that  it  can  never  be  challenged 
from  outside.  If  we  are  going  to  hold  it  and 
develop  it  we  must  do  so  to  the  best  of  our 
ability. 

The  Objects  of  the  Association 

"The  aims  of  the  association  are  to  appoint 
delegates  to  the  music  trades  industries  com- 
mittee, or  any  other  body  that  may  be  formed 
to  succeed  that  committee;  to  confer  with  any 
authoritative  body;  or  to  elect  delegates  to  any 
other  body  that  may  be  formed  to  succeed  the 
British  music  trades  industries  committee.  Per- 
haps there  will  be  promoted  a  Federation  of 
Music,  which  will  carry  on  for  the  next  fifty 
or  sixty  years,  when  the  British  music  trades 
industries  committee  is  abandoned.  That  is 
one  of  the  objects  of  the  British  music  trades 
industries  committee,  and  you  will  have  to  elect 
your  members  to  any  body  that  may  be  ap- 
pointed to  confer  with  the  ministry  of  muni- 
tions regarding  supplies  of  raw  materials  dur- 
ing the  period  of  the  war;  to  confer  with  the 
ministry  of  reconstruction  on  the  question  of 
the  supplies  of  raw  material  post-war;  and  also 
to  make  a  recommendation  to  this  ministry  with 
regard  to  priority  of  demobilization  of  labor 
after  the  war.  That  is  going  to  be  a  very  great 
point.  Priority  of  material  we  must  insist  on, 
as  a  national  necessity,  otherwise  it  will  be  im- 
possible to  secure  material  for  post-war  de- 
velopment. Also  to  confer  on  the  question  of 
demobilization  of  the  army,  or  you  may  not  get 
the  labor  back,  and  the  class  of  labor  you  really 
want.  It  will  also  confer  with  the  Board  of 
Trade  relative  to  tariffs,  import  and  export  con- 
ditions, the  state  of  trade  in  foreign  and  Co- 
lonial markets,  and  the  class  of  goods  required, 
and  earnestly  to  endeavor  to  obtain  fair  condi- 
tions which  will  permit  British  manufacturers 
and  wholesale  dealers  to  protect  and  secure  all 
their  interests." 

A  Meager  Official  Report 

The  official  report  supplied  was  very  little 
more  than  a  summary  of  the  proceedings,  and  it 
is  therefore  only  fair  to  acknowledge  that  for 
the  main  part  of  Mr.  Rickett's  speech  I  am  in- 
debted to  the  Talking  Machine  News,  in  which 
journal  is  to  be  found  a  verbatim  report. 

The  secretary  of  the  association  informs  me 
that  it  is  proposed  to  issue  a  monthly  or  oc- 
casional news  letter  containing  items  of  spe- 
cial interest  to  members  of  the  trades  con- 
cerned. 

Apropos  the  Luxury  Tax  Proposals 

Most  of  us  would  experience  little  difficulty 
iii  arriving  at  an  approximate  idea  of  what 
might  be  reasonably  regarded  as  a  luxury.  At 
least,  so  one  would  think.  But  from  recent 
signs  and  hints  of  the  official  view,  we  should 
piobably  find  ourselves  very  much  wide  of  the 
mark.  When  it  is  said  that  such  things  as 
books,  the  membership  of  a  club,  etc.,  are  be- 
lieved on  good  authority  to  be  included  in  the 
official  definition  of  luxuries,  it  will  be  appre- 


REX  GRAMOPHONE  CO. 

are  making  a  Specialty  of 

EXPORT 

in 

Horn,  Hornless  &  Portable  Disc  Machines 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2 

Cable  Address  "Lyrecoditc,  London"  Enquiries  Solicited 


ciated  that  our  ideas  need  revision.  There  is 
no  doubt  that  when  the  committee's  findings 
are  available,  the  result  will  materialize  in. more 
far-reaching  conclusions  than  was  at  first  gen- 
erally expected.  In  the  circumstances  the 
gramophone  and  other  sections  of  the  music  in- 
dustry will  almost  certainly  come  under  the  im- 
post, and  to  that  view,  the  trade  has  already 
resigned  itself,  to  the  extent,  any  way,  of  send- 
ing a  deputation  to  place  before  the  Government 
committee  the  position  and  claims  of  the  music 
industries  for  favorable  treatment.  What  suc- 
cess has  attended  the  deputation  it  is,  of  course, 
impossible  to  say  beyond  the  satisfaction  of 
knowing  that  fair  and  reasonable  treatment  may 
be  expected  as  a  direct  result  of  the  good  case 
made  out  on  behalf  of  a  war-hit  industry. 

It  will  be  necessary  to  introduce  and  pass  a 
bill  through  Parliament  before  any  tax  can  be 
operative,  and  from  information  received  it  can 
be  said  that  the  tax  will  not  be  restrospective, 
except  perhaps  in  respect  to  a  few  cases  which 
permit  of  easily  traced  and  collectable  duties. 
The  Chancellor  has  stated  that  he  is  unable  to 
make  a  definite  pronouncement  as  to  the  inten- 
tion of  the  Government  in  regard  to  the  Luxury 
Tax  bill,  but  that  it  would  not  be  practical  to 
introduce  the  measure  until  after  the  Parliamen- 
tary recess. 

The  select  committee  appointed  to  frame  a 
proposed  schedule  of  articles  subject  to  the 
tax  has  now  completed  its  inquiries,  and  a  draft 
report  has  been  prepared.  Its  discussion  may 
last  over  a  fortnight  in  Parliament,  and  the 
final  recommendations  will  be  embodied  in  the 
bill,  which  it  is  thought  may  not  become  se- 
riously operative  until  the  autumn,  when  its 
final  authorization,  the  King's  assent,  will  be 
given. 

It  is  now  definitely  known  that  all  scheduled 
articles  from  a  shilling  upwards  shall  carr,y  a 
tax  averaging  on  the  basis  of  graduation  two- 
pence in  the  shilling,  approximately  17  per  cent, 
on  the  selling  price.  On  this  basis  and  at  the 
present  volume  of  output  it  may  be  that  the 
total  contributions  of  the  gramophone  trade 
will  be  little  short  of  £100,000  per  annum! 
London  Retail  Traders'  Association  Dissents 
The  following  is  an  important  resolution 
passed  by  the  above  association:  "That  this  as- 
sociation is  of  opinion  that  the  suggested  lux- 
ury tax  should  be  strongly  opposed  on  the 
ground  that,  whatever  its  precise  nature  or  in- 
cidence, the  tax  will  have  to  be  collected,  either 
directly  or  indirectly,  by  the  retailer,  upon 
whom  it  will  throw  an  additional  burden  at  a 


EDISON  BELL 


CABLE 
'PHONOK1NO. 


LONDON " 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

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of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturer*,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  £.  15,  England 


August  15,  1918 


THE    TALKING    MACHINE  WORLD 


101 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  100) 


time  when  he  is  understaffed  and  already  being 
asked  to  assist  the  Government  in  many  ways; 
that  the  members  are  of  opinion,  however,  that 
the  only  practical  method  is  that,  if  adopted, 
the  tax  should  be  imposed  on  high  priced  luxury 
articles  alone;  that  the  tax,  if  adopted,  should 
be  enforced  in  such  a  manner  as  to  insure  that 
it  is  paid  by  the  public;  that  the  Chancellor 
of  the  Exchequer  be  requested  to  receive  a 
deputation  on  the  subject." 

The  Opposition  of  the  Press 

The  Government's  luxury  tax  proposals  have 
by  no  means  met  with  general  acceptance.  Re- 
sistance is  offered  by  gramophone  firms,  piano 
houses  and  music  publishers  on  the  ground, 
mainly,  that  music  is  not  a  luxury  these  war- 
times, whatever  it  was  before.  The  case  is 
aptly  put  by  the  editor  of  the  "Musical  Times," 
who,  in  a  letter  to  the  Daily  Telegraph,  says: 
"The  article  in  your  issue  of  Wednesday  last 
on  the  threatened  application  of  the  luxury  tax 
to  books  will  be  very  difficult,  if  not  impos- 
sible, to  answer  But  do  not  all  the  powerful 
objections  you  advance  to  a  tax  on  books  apply 
equally  (I  am  tempted  to  say  in  a  greater  de- 
gree) to  musical  publications,  not  only  such  as 
are  definitely  educational,  but  also  to  the  kind 
that  has  brought  cheer,  inspiration,  incompar- 
able solace,  and  uplifting  to  every  class  of  the 
community?  A  cloud  of  witnesses  could  show 
that  music  has  been  discovered  to  be  one  of  the 
great  socjal  assets  of  the  war.  Already  the 
art,  through  the  amusements  tax,  is  contribut- 
ing substantially  to  the  State,  and  the  porten- 
tous increase  in  the  cost  of  paper  and  pro- 
duction has  necessarily  acted  as  a  drag  on  its. 
activities.  Should  it  be  further  discouraged 
by  being  branded  as  a  luxury?  One  could  bet- 
ter understand  a  proposal  to  tax  it  as  a  neces- 
sity." The  same  remarks  apply  equally  anent 
the  tax  to  gramophone  records! 
"Guardsman"  Record  Factory  in  Full  Swing 

During  a  recent  conversation  with  the  Invicta 
Record  Co.,  Ltd.,  manufacturers  of  the  Guards- 
man records,  we  were  informed  that  the  fac- 
tory, which  was  rather  seriously  damaged  by 
fire  some  time  back,  is  again  working  normally. 
The  necessary  rebuilding  and  repairs  were  at 
once  put  in  hand,  and  notwithstanding  the 
many  difficulties  experienced  the  work  was 
completed  in  good  time.  Output  is  now  almost 
up  to  pre-fire  working,  and  the  company  expect 
tc  reach  maximum  deliveries  well  ahead  of  the 
coming  season's  rush.  To  say  the  least,  it  is 
a  matter  for  congratulation  that  such  a  large 
plant  is  again  in  satisfactory  working  order, 
especially  in  view  of  the  fact  that  generally 
the  record  demand  is  greater  than  the  supply. 
As  mentioned  in  last  month's  report  the  Tn- 
victa  people  have  issued  some  splendid  quality 
new  discs,  twelve-inch  double-sided.  All  over- 
sea traders  should  write  the  company  for  full 
particulars. 

The  Eighth  British  Music  Trades  Convention 

This  year's  convention  was  held  in  London, 


and  lasted  two  days,  June  26  and  27.  It  was 
fairly  well  attended.  Owing  to  the  short  time 
available,  the  speeches,  reports,  papers,  discus- 
sions and  matters  generally  were  cut  to  the 
minimum.  There  arose  few  points  of  particular 
interest  to  the  gramophone  trade,  though,  of 
course,  the  convention  attracted  delegates  from 
all  sections  of  the  music  industry.  J.  A.  Mur- 
doch presided. 

He  said  upon  their  deliberations  now  and  in 
the  immediate  future  depended  their  continued 
existence.  August,  1914,  marked  the  end  of  the 
trade  world  as  they  had  known  it.  From  their 
now  federated  board  they  hoped  to  link  to- 
gether the  various  musical  associations  in  Great 
Britain  and  Ireland,  and  to  evolve  an  industrial 
council.  L.  A.  Paish,  from  the  Department  of 
Overseas  Trade,  spoke  on  the  subject  of  co- 
operation, and  referred  to  the  case  of  a  pro- 
fessional man  who  had  adopted  a  foreign  name 
in  order  the  better  to  secure  engagements  on 
the  London  stage.  He  thought  the  time  was 
going,  if  it  had  not  already  gone,  when  a  man 
with  long  hair  and  a  foreign  appearance  was 
necessarily  regarded  as  a  good  musician. 

Landon  Ronald,  speaking  at  the  luncheon, 
said  the  status  of  British  music  had  tremendous- 
ly improved  through  the  war  with  Germany. 
He  wished  to  see  in  this  country  a  Minister  of 
Fine  Arts  appointed,  and  he  desired  also  to  see 
a  halfpenny  rate  put  on  every  ratepayer  to- 
wards the  music  of  the  country.  The  confer- 
ence directed  the  president  to  forward  to  the 
Government  a  request  that  the  luxuries  com- 
mittee should  place  a  tax  of  50  or  60  per  cent, 
on  all  German  pianos  and  German  music  and 
on  the  fees  of  German  musicians  and  profes- 
sors. 

Columbia  Record  Output  Assured 

In  recent  conversation  with  the  Columbia 
Graphophone  Co.  it  was  ascertained  that  there 
is  every  expectation  of  reaching  a  normal  out- 
put of  records  in  good  time  for  the  coming  sea- 
son's trade.  The  recent  destruction  of  the  fac- 
tory by  fire  temporarily  disorganized  Columbia 
plans  for  a  big  selling  campaign,  but  owing  to 
the  promptness  with  which  the  situation  has 
been  handled,  and  a  combination  of  fortunate 
circumstances  in  the  utilization  of  certain  re- 
sources, excellent  facilities  for  manufacture 
having  been  found  available  by  arrangement, 
the  near  future  may  witness  a  splendid  resump- 
tion of  output.  To  all  dealers  it  will  be  good 
news  and  especially  so  to  those  who  have  loy- 
ally preserved  the  Columbia  trade  by  the  ener- 
getic maintenance  of  stock  sales. 

News  of  "His  Master's  Voice"  Doings 

This  company's  interesting  little  house  organ 
"The  Voice,"  is,  as  usual,  this  month  full  of 
chatty  items  anent  the  doings  of  "His  Master's 
Voice"  and  its  agents.  For  instance,  it  is 
mentioned  that  "the  company's  monthly  board 
meeting  fell  on  the  twentieth  anniversary  of 
the  day  the  Gramophone  Co.  commenced  its 
business  at  31   Maiden   lane,   London,  W.  C. 


Soundboxes 

IF  you  are  after  a  genuine  offer  of 
soundboxes,  you'll  do  well  to 
communicate  with  us  immediately. 
We  have  tens  of  thousands  of  perfect 
soundboxes,  fitted  with  the  best 
quality  mica.  Confidently  recom- 
mended for  cheaper  machines,  ab- 
solutely reliable  and  give  excellent 
reproduction.  Price  to  clear 
$50  per  gross,  F.  O.  B.  London. 

Orders  for  less  than  gross  lots  not  accepted 


Wirt  "Knolaslept,  London". 

W.H.  Reynolds  (1915)  Ltd. 

45,  City  Road,  London,  E.  C. 


Write  for  new  illustrated 
Complete  Catalogue 


(May  8,  1898)."  Twenty  years  of  develop- 
ment, and  still  progressing!  It  simply  means 
that  music — -call  it  "mechanical"  if  you  like — is 
yet  capable  of  higher  achievement  as  an  art,  and 
that  while  the  depths  of  science  have  been  probed 
deeply,  the  well  of  progressive  development  is 
by  no  means  exhausted.  May  the  bonds  which 
link  science  and  art  as  exemplified  in  the  gramo- 
phone be  strengthened  for  the  good  of  man- 
kind. 

Curtailment  of  Publicity  Matter 

Owing  to  the  acute  shortage  of  paper  the 
Gramophone  Co.  has  been  obliged  to  reduce 
its  advertising  literature,  circular  letters,  pam- 
phlets, leaflets,  posters,  etc.,  to  the  absolute 
minimum.  In  future,  communications  with  the 
dealers  will  be  made  only  upon  essential  mat- 
ters of  vital  mutual  concern. 

This  announcement  in  "The  Voice"  is  judi- 
ciously followed  by  a  word  of  advice  as  to 
the  necessity  of  retailers  making  selective  use 
of  all  advertising  matter  received,  exercising 
the  utmost  care  in  its  distribution,  and  above 
all,  to  avoid  waste.  So  absolutely  important 
is  the  need  for  economy  that  every  dealer 
should  utilize  his  parcels  of  publicity  matter 
with  the  same  care  and  judgment  as  he  would 
if  it  had  been  supplied  at  his  own  expense. 
Being  free  of  all  cost  and  knowing  the  pres- 
ent circumstances  of  difficulty  involved  in  the 
issue  of  any  publicity  literature  at  all  these 
times,  the  least  that  can  be  expected  of  dealers 
is  that  they  will  appreciate  the  friendly  counsel 
proffered  and  act  accordingly. 

"His  Master's  Voice"  Record  New  Success 

The  new  Gaiety  Theatre  production,  "Going 
{Continued  on  page  102) 


GUARDSMAN  RECORDS 


REGISTERED 


TRADE  MARK 


10  inch  and  12  inch  Lateral  Cut 

We  can  ship  you  immediately,  any  quantity  of  Records : 

BANDS  ORCHESTRAS  INSTRUMENTAL  SOLOS  VOCAL 

WIDE  SELECTION  OF  CLASSICAL  AND  POPULAR  TITLES 

The  Latest  American  and  British  works  are  promptly  recorded  by  the  best 
artists  of  the  day. 

Get  a  trial  lot  at  once  (your  regular  orders  will  follow)  and  secure  yourself 
for  the  coming  season's  trade. 

Apply  for  Lists  and  Prices  to  INVICTA  RECORD  COMPANY,  Ltd. 

Cables:  Duarrab,  London  1  New  Inn  Yard,  London,  E.  C,  England 


102 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


Y*  "POPULAR"  RECORDS 

LONDON'S  LEADING  VALUE!!! 

Have  Attracted  Keen  Overseas  Houses 


Double-Sided 
Superb  Needle  Cut 
"Lateral" 


"OUR  POINTS'" 

SET  OUT  BELOW  ) 


REMEMBER  13^  You  Can  Have  CLOSE  QUOTATIONS 

For  5,000  Lots  and  up  Your  Selection  or  a  Sample 
1,000,  75",,  "Bands  and  Orchestrals." 


from  SCANDINAVIA  to  PATAGONIA 
AND  THE  PRINCIPAL 
EAST  and  WEST  MARKETS  of  the  WORLD 


Address:  SOUND  RECORDING  CO.,  Ltd.  CABLES  "Grammavox" 
EXPORT  DEPT.,  18-19  Swallow  Street  London 

Piccadilly,  London,  England     QUOTATIONS  CABLED  FREE 


POINTS 

m-*-  Repertoire  Apprux  2,000  Titles 
m>-+-  Superb  Selection,  Bands  and  Orchestrals 
m—*-  Lightning  Shipments  under  Government  Ex- 
port License 
m-*-  Packing  by  Experts 

Rock  Quotations  "Always" 
«•>->  F.  O.  B.  London 

m»— »-  We  attend  to  all  Insurances  "if  Requested" 
to  Buyers  A/c 

Our  Shipping  Services,  this  Side  FREE 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  101) 


Up,"  has  been  pretty  fully  recorded  on  "His 
Master's  Voice"  records  exclusively  by  the  orig- 
inal artists  of  the  piece.,.  The  outcome  is  a 
series  of  as  fine  a  set  of  records  as  one  could 
wish  to  hear,  full  of  melody,  and  witty  into  the 
bargain,  the  words  and  music  are  throughout 
captivating,  being  exceptionally  suitable  for  the 
making  of  good  records.  The  bon  mot  of  "Go- 
ing Up"  is  generally  acclaimed  as  "The  Tickle 
Toe,"  Marjorie  Gordon's  new  song. 

By  the  time  these  lines  appear  the  Gramo- 
phone Co.'s  new  lists  of  special  instrumental 
records  will  be  in  full  swing,  and  plans  are 
under  way  for  the  usual  publicity  campaign  dur- 
ing the  autumn  season. 

The  "Winner"  Word  Competition 

An  interesting  little  competition  for  users  of 
records  has  recently  been  promulgated  by  the 
Winner  Record  Co.  A  square  is  formed  by  the 
words,  Winner  at  the  top  and  left  side;  the 
word  record  being  at  the  bottom  and  right 
thereof.  The  intervening  space  has  to  be  filled 
in  with  words  making  a  readable  sentence. 
For  each  of  the  best  six  sentences  submitted  a 
prize  of  one  dozen  twelve-inch  discs  is  offered. 
Participants  may  apparently  include  both  deal- 
ers and  the  public.  Not  a  bad  idea  for  stimulat- 
ing one's  thoughts  of  Winners. 

The  New  Zonophone  Records 

1918  Supplement  No.  3  by  the  British  Zono- 
phone Co.  represents  a  wonderful  diversity  of 
vocal  and  instrumental  numbers  by  picked  ar- 
tists of  popular  renown.  They  are  all  ten-inch 
records,  the  first  on  the  list  being  selections 
from  the  "Gaiety"  musical  comedy,  "Going  Up." 
In  addition  to  the  foregoing  the  Black  Diamond 
Band  is  also  responsible  for  another  good  dou- 
ble carrying  excerpts  from  popular  airs  as,  for 
instance,  "Somewhere  in  Blighty,"  "The  Kiss 
That  Made  You  Mine,"  "Until  We  Meet  Again," 
etc.  Sydney  Coltham's  rendering  of  "Gene- 
vieve" and  "Roses  of  Picardy,"  accompanied  by 
the  Royal  Cremona  String  Orchestra  and  piano, 
is  truly  exquisite.  Zona  Vevey  is  back  in  the 
list  with  two  attractive  items  of  military  flavor 
—"If  I  Answer  the  Last  Roll  Call"  and  "The 
Lads  From  Our  Village,"  both  of  which,  by 
the  wa}',  are  compositions  of  merit,  by  her  hus- 
band. 

There  are  many  other  really  excellent  records 


J.  Stead  &  Co.,  Ltd. 

Manor  Needle  Works 

SHEFFIELD,  ENGLAND 


MANUFACTURERS  OF 


Talking  Machine 

Main  Springs 

Best  Prices — Best  Quality 
Inquiries  Solicited 


of  the  quick-selling  class  by '  eminent  artists 
like  Harold  Wilde,  Miss  Freda  Fairchild,  Her- 
bert Payne,  Ernest  Pike,  Peter  Dawson,  Flor- 
rie  Forde,  Harry  Fay  and  Charles  Penrose. 
Columbia  Graphophone's  War  Services 
A  unique  testimony  to  a  Columbia  grapho- 
pbone  has  been  received  from  a  captain  in  the 
R.  F.  A.  at  the  front.  He  writes  to  the  Co- 
lumbia Co.:  "The  following  record  of  services 
of  one  of  your  instruments  purchased  in  1916 
at  Manchester  may  be  of  interest  to  you;  it 
has  been  in  the  Battery  Mess  all  through  the 
latter  part  of  the  Somme — actually  in  Mouquet 
Farm  itself,  chased  in  the  spring  of  1917 — was 
in  the  Battle  of  Arras,  on  Easter  Monday,  1917 
— at  Bullecourt — through  the  Messines  push  and 
cheered  us  up  throughout  three  months  of  the 
Ypres  fighting  last  autumn.  I  cannot  give  par- 
ticulars of  the  recent  services,  but  they  have 
been  equally  strenuous,  the  machine  is  still  in 
good  condition  on  the  whole,  but  somewhat 
worn.  It  emerged  undamaged  on  one  occasion 
when  the  Mess  received  a  direct  hit  from  an 
eight-inch  shell  which  blew  in  one  end  of  the 
dug-out,  and  has  successfully  withstood  three 
heavy  gas  bombardments." 

London  Store  Installs  Fifteen  Audition  Rooms 

Those  of  us  who  have  been  privileged  to 
closely  inspect  the  music  saloons  of  the  great 
London  stores  are  well  acquainted  with  the 
excellent  organization  and  up-to-date  methods 
adopted  for  the  convenience  of  patrons  when 
trying  over  music  or  entertaining  the  purchase 
of  a  musical  instrument.     Most  of  the  stores 


have  adopted  the  audition  room  principle  for 
the  gramophone  side  of  the  business,  and  with 
such  success  that  at  least  in  one  case — Messrs. 
Harrods — new  extensions  are  under  way.  Ac- 
cording to  "The  Voice,"  this  enterprising  house 
have  at  present  in  hand  the  construction  of  no 
less  than  fifteen  new  audition  rooms,  sound- 
proof, and  equipped  on  the  latest  lines! 
America's  "Call"  to  Great  British  Conductor 

The  recent  invitation  to  Sir  Henry  J.  Wood 
to  take  up  the  leadership  of  the  famous  Boston 
Symphony  Orchestra  was  the  occasion  of  many 
spontaneous  tributes  to  the  esteem  and  popu- 
larity in  which  he  is  held.  We  are  glad  to  say, 
however,  that  Sir  Henry  has  decided  to  stay 
here  and  continue  his  good  work  in  London. 
Trade  Catalogs  for  Canada 

H.  M.  Trade  Commissioner  for  Canada  re- 
ports that  the  most  useful  size  for  trade  cat- 
alogs is  8j4  inches  by  11  inches,  or  9  inches  by 
12  inches,  these  being  the  sizes  most  handy  for 
filing  purposes.  A  comparatively  small  yet 
important  tip  to  manufacturers.  It  would  be 
very  advantageous  if  all  catalogs  were  kept  to 
a  uniform  standard  size  and  thus  encourage  the 
retailer  to  keep  a  special  file  handy  for  reference 
purposes. 

Parcel  Rates  to  Oversea  Possessions 

It  is  announced  by  the  Postmaster  General 
that  the  rates  of  postage  on  parcels  for  dispatch 
to  British  East  Africa,  Uganda  and  Zanzibar 
are -as  follows:  Not  exceeding  three  pounds  in 
weight,  1/6;  seven  pounds,  3/-;  eleven  pounds, 
4/6. 


TO  DEVELOP  FOREIGN  TRADE 


Manufacturers,  With   Sales   of  $100,000,000  a 
Year,  Begin  Latin-American  Campaign 


Announcement  was  made  late  last  month  that 
forty-four  manufacturers,  whose  domestic  sales 
aggregate  annually  $100,000,000,  had  formed  a 
combination  to  develop  foreign  trade  to  be 
known  as  the  Allied  Industries  Corp.  The  an- 
nouncement said  that  Alfred  I.  du  Pont,  of  Wil- 
mington, Del.,  who  recently  purchased  the  Grand 
Central  Palace,  headed  the  new  enterprise,  and 
that  the  corporation  would  have  its  headquar- 
ters in  the  exposition  building  in  New  York. 

Agents  will5  be  sent  to  Central  and  South 
America,  Cuba,  Porto  Rico,  Dominican  Repub- 
lic, Philippines,  and  the  Straits  Settlements  to 
introduce  the  goods  of  the  manufacturers  repre- 
sented in  the  combination,  which  was  made  pos- 
sible by  the  Webb-Pomerene  law  signed  re- 
cently by  President  Wilson. 

In  addition  to  pushing  American  goods  abroad, 
the  plan  contemplates  a  reciprocal  encourage- 
ment of  foreign  trade  activities  here,  particu- 
larly for  Central  and  South  American  products. 

A  permanent  exposition,  already  established 
in  this  city,  will  exploit  American  manufactured 
articles  intended  for  export  and  foreign  products 
seeking  import. 


Firms  so  far  allied  with  the  corporation  in- 
clude makers  of  textile  goods,  heating  and  light- 
ing systems,  chemicals,  leather  and  rubber  ar- 
ticles, and  toys.  The  force  of  field  agents  will 
start  this  month  for  the  regions  mentioned,  and 
will  have  authority  to  extend  long  credits  to 
responsible  foreign  importers. 


PLACED  ON  RESTRICTED  LIST 

War   Board   Recently   Placed    Graphite  Cru- 
cibles on  the  List  of  Restricted  Imports 


The  War  Trade  Board  have,  by  a  new  ruling 
(W.  T.  B.  R.  164),  placed  graphite  crucibles 
uroii  the  list  of  restricted  imports.  All  out- 
standing licenses  for  the  importation  of  graphite 
crucibles  have  been  revoked  as  to  ocean  ship- 
ments after  July  15,  1918,  and  no  licenses  for 
the  importation  of  this  commodity  for  shipment 
after  that  date  will  be  granted  for  the  rest  of 
the  calendar  year. 

Imports  of  graphite  are  already  prohibited,  the 
result  of  this  restriction  having  been  to  develop 
an  adequate  supply  of  graphite  within  the  coun- 
try. 


The  Larkatone  Music  Co.,  of  St.  Louis,  was  in- 
corporated in  Missouri  with  a  capital  stock  of 
$5,000  for  the  purpose  of  dealing  in  pianos,  talk- 
ing machines,  etc. 


August  15,  1918  THE    TALKING    MACHINE  WORLD 


LATEST  PATENTS  RELATING  TO  TALKING 
MACHINES  AND  RECORDS 


Washington,  D.  C,  August  8. — Support  for 
Hinged  Covers. — Isaac  B.  Macomber,  Portsmouth, 
R.  I.    Patent  No.  1,265,930. 

This  invention  relates  to  supports  for  hinged 
covers,  and  while  particularly  adapted  for  talk- 
ing machine  covers,  is  not  so  limited.  The  ob- 
ject of  the  invention  is  to  provide  means  which 
operates  to  hold  the  cover  open,  and  which  is 
overcome  by  the  weight  of  the  cover  when  the 
latter  is  closed. 

Figure  1  is  a  longitudinal  sectional  view  of  a 
talking  machine  cabinet  with  the  present  inven- 
tion applied  thereto.  Fig.  2  is  an  enlarged  sec- 
tion on  line  2—2  of  Fig.  1.     Fig.  3  is  a  frag- 


mentary side  elevation  showing  a  modified  form 
of  spring,  and  Fig.  4  is  a  similar  view  showing 
a  further  modified  form  of  spring. 

Correction  Device  for  Talking  Machines. — 
Samuel  Skelly,  Philadelphia,  Pa.  Patent  No. 
1,266,065. 

This  invention  relates  to  talking  machines  of 
the  character  used  for  dictation  purposes  and 
has  for  its  special  object  the  provision  of  sim- 
plified means  for  imparting  information  to  the 
transcriber.  Devices  adapted  to  this  purpose 
are  known  in  the  art.  Thus  it  is  known  to 
provide  a  rotary  disc  operable  by  the  traveling 
sound  box  to  turn  on  its  axis  once  during  the 
travel  of  the  sound  box  from  one  end  to  the 
other  of  the  cylindrical  record.  This  disc  is 
provided  with  a  scale  and  other  characters,  upon 
which,  at  any  given  point,  a  mark  may  be  made 
which,  by  reference  to  the  scale  and  the  par- 
ticular other  character  registering  with  the  mark, 
will  inform  the  transcriber  that,  at  a  corre- 
sponding point  in  the  length  of  the  record, 
something  special  must  be  done;  for  example, 
that  a  mistake  has  been  made,  or  that  a  par- 
ticular communication  should  be  rushed,  or  that 
a  certain  number  of  carbon  copies  should  be 
prepared. 

This  invention  constitutes  an  improvement 
upon  this  type  of  correction  and  information 
device.  One  objection  to  the  known  devices 
is  that  their  construction  is  more  or  less  com- 
plicated. One  of  the  objects  of  this  invention 
is  to  simplify  the  construction  so  as  to  render 
the  use  of  the  device  commercially  practicable. 
Another  and  serious  objection  to  the  known  de- 
vices is  their  lack  of  accuracy  due  to  slight  dif- 
ferences between  the  machine  used  for  dicta- 
tion and  the  machine  used  for  transcribing. 
Ordinarily,  as  is  well  known,  records  are  tran- 


scribed from  a  different  machine  from  that  upon 
which  they  are  dictated.  The  two  machines, 
except  in  minor  features,  are  essential  dupli- 
cates. After  a  record  is  made  on  the  first  ma- 
chine it  is  removed  from  the  cylindrical  holder 
thereof  and  slipped  onto  the  cylindrical  holder 
of  the  second  machine,  the  indicator  disc  being 
also  transferred  from  one  machine  to  the  other. 


Due  to  the  lack  of  exact  correspondence  in  the 
dimensions  of  the  two  holders  (which  are 
tapered  to  facilitate  the  application  of  the  rec- 
ord) or  due  to  a  failure  on  the  part  either  of  the 
dictator  or  transcriber  to  slip  the  record  onto 
its  holder  to  precisely  the  same  extent,  the  in- 
dicator registers  falsely,  which  is  a  source  of 
confusion  and  error.  One  of  the  important  ob- 
jects of  the  invention  is  to  obviate  this  dif- 
ficulty. Another  objection  to  the  known  de- 
vice is  that  special  discs  (or  in  another  type  of 
dictating  machine,  special  strips)  must.be  pro- 
vided, which  adds  to  the  equipment  required. 
To  avoid  this,  another  object  of  this  invention 
is  to  so  construct  the  machine  as  to  enable  the 
cover  of  the  box  containing  the  record  to  be 
utilized  as  the  indicator,  thus  dispensing  entirely 
with  the  necessity  of  adding  anything  to  the 
equipment  required  for  operating  machines  de- 
void of  any  correction  or  information  device. 

Figure  1  is  a  front  view  of  a  portion  of  a 
talking  machine  embodying  the  invention.  Fig. 
2  is  a  partial  top  view  of  same.  Fig.  3  is  a 
cross  sectional  view  on  line  3 — 3  of  Fig.  1.  Fig. 
4  is  a  section  like  Fig.  3  showing  parts  in  an- 
other position.  Fig.  5  is  a  detail  face  view  of 
the  indicator.  Fig.  6  is  a  sectional  view  show- 
ing means  by  which  the  sound  box  is  moved. 
.  Tone  Arm  for  Talking  Machine. — Charles  J. 
Bousfield,  Bay  City,  Mich.,  assignor  to  the  Del- 
pheon  Co.,  same  place.    Patent  No.  1,266,096. 

One  object  of  the  invention  is  to  provide  a 
tone  arm  so  constructed  that  it  may  be  used  to 
reproduce  sounds  from  either  of  the  two  types 
of  records  differing  in  the  character  of  the 
sound  undulations  of  the  record  groove.  This 
is  accomplished  by  providing  a  sound  box  which 
is  arranged  to  assume  either  of  two  operative 
positions,  in  one  of  which  the  stylus  of  the 
sound  box  will  co-operate  with  a  record  of  the 
vertically  undulating  type  to  reproduce  the  re- 
corded sounds,  and  in  the  other  of  which  it 
will  co-operate  with  a  record  of  the  laterally 
undulating  type. 

Another  object  resides  in  the  provision  of  a 
tone  arm  of  the  nature  stated,  embodying  among 
other  characteristics  means  whereby  the  stylus 
assumes  one  playing  position  at  all  times,  tak- 
ing the  groove  of  either  the  vertical  undulating 
or  lateral  undulating  grooved  type  of  record  on 
a  direct  line  through  the  center  of  the  tone  arm 


and  always  at  the  same  angle  with  relation  to 
the  sound  box,  say,  for  instance,  an  angle  of  ap- 
proximately forty-five  degrees. 

A  still  further  object  is  to  provide  a  talking 
machine  having  a  tone  arm  constructed  so  that 
it  may  be  adjusted  to  reproduce  sounds  from 
either  the  vertical  undulating  grooved  type  of 
records  or  the  lateral  undulating  grooved  type 
of  records  without  adjusting  or  shifting  the 
stylus  from  a  normal  playing  position  on  a 
line  extending  through  the  center  or  longitudinal 
axis  of  the  tone  arm,  or,  in  other  words,  provid- 
ing a  tone  arm  constructed  whereby  upon  the 
substitution  of  one  of  the  two  types  of  records 
for  the  other,  the  stylus  will  assume  the  same 
playing  position  with  relation  to  the  tone  arm 
when  playing  either  record. 

It  is  still  further  designed  to  provide  a  talk- 
ing machine  with  a  tone  arm  which  may  be  ad- 
justed to  present  the  stylus  of  the  sound  box  in 
the  same  playing  position  with  relation  to  the 
sound  box  and  the  tone  arm  upon  substitution 
of  either  of  the  two  types  of  records  referred 


103 


to  for  the  other,  without  adjusting  the  stylus 
with  relation  to  the  sound  box  and  without  sub- 
stituting one  sound  box  for  another  and  without 
adjusting  an  automatic  stop  device  if  the  same 
be  used  on  the  machine. 

Figure  1  is  a  top  plan  view  of  the  invention, 
illustrating  the  reproducer  in  two  different  oper- 
ative positions.  Fig.  2  is  a  side  elevation.  Fig. 
3  is  a  front  elevation.  .  Fig.  4  is  a  fragmentary 
detail  view,  partly  in  section,  showing  a  swiveled 
connection  between  members  of  the  tone  arm. 

Talking  Machine  Mechanism. — Archie  E.  Par- 
nall,  Chicago,  TIL,  assignor  to  Frank  W.  Will- 
iams, same  place.    Patent  No.  1,266,307. 

This  invention  relates  to  talking  machine 
mechanism.  One  of  its  objects  is  to  provide 
an  improved  construction  whereby  a  machine 
can  be  easily  and  quickly  changed  for  playing 
either  a  laterally  undulating  groove  record  or  a 
hill  and  dale  groove  record,  which  will  be  sim- 
ple in  construction  and  effective. 

Figure  1  is  a  vertical  section  of  a  talking' ma- 
chine showing  the  sound  box  in  position  'for 
playing  the  laterally  undulating  groove  record; 
Fig.  2  is  a  vertical  axial  section  of  a  talking 


machine  showing  the  sound  box  in  position  for 
playing  a  hill  and  dale  groove  record;  Fig.  3 
is  a  fragmentary  side  elevation  of  part  of  the 
tone  arm,  parts  being  in  section  to  show  the  in- 
terior construction;  Fig.  4  is  a  fragmentary  view 
of  part  of  one  of  the  sections  of  the  tone  arm; 
Fig.  5  is  a  vertical  section  on  the  line  5 — 5  of 
Fig.  3:  and  Fig.  6  is  a  side  elevation  of  the 
sound  box. 

Automatic  Record  Shifting  Mechanism  for 
Phonographs. — Edgar  E.  Brosius,  Pittsburgh,  Pa. 
Patent  No.  1,266,767. 

This  invention  has  relation  to  mechanism  for 
automatically  shifting  the  records  of  a  phono- 
graph, and  is  designed  to  provide  a  simple 
mechanism  of  this  character  by  means  of  which 
a  phonograph  may  be  caused  to  play  a  plurality 
of  records  in  succession  without  the  necessity 
for  manual  attention. 

The  invention  also  provides  mechanism  of  this 
character  which  is  readily  adapted  to  existing 
machines.  The  invention  is  applicable  to  all 
phonographs  of  the  disc  record  type. 

Figure  1  is  a  plan  view  showing  a  phonograph 
equipped  with  the  invention;  Fig.  2  is  a  sec- 
tional elevation  of  the  same;  Fig.  3  is  a  section 
on  the  line  III — III  of  Fig.  1  with  the  record- 
shifting  arm  swung  to  another  position;  Fig.  3a 
is  a  detail  sectional  view;  Figs.  4  and  5  are, 
respectively,  a  top  and  a  front  elevation  of  the 
slot  plate;  Fig.  6  is  a  sectional  elevation  show- 
ing the  solenoid  and  its  connections  for  raising 
the  needle;  Fig.  7  is  a  detail  sectional  view 


showing  a  portion  of  the  record  holder  or  maga- 
zine and  the  pick-up  magnet;  Fig.  8  is  a  bottom 
plan  view  of  the  lower  pick-up  magnet;  Fig.  9 
is  a  wiring  diagram;  Fig.  10  is  a  partial  plan 
view  of  one  of  the  records. 

Balanced  Hinged  Top  for  Cabinets  and  Other 
Receptacles. — Thomas    C.    Linn,    Jr.,  Salisbury, 
(Continued  on  page  104) 


104 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS — (Continued  from  page  103) 


N.  C,  and  John  P.  Butt,  Jr.,  Gettysburg,  Pa. 
Patent  No.  1,266,834. 

It  is  sometimes  desirable  to  provide  cabinets 
and  other  receptacles  with  a  hinged  or  pivoted 
top  which  will  remain  fully  open  or  closed  or  in 
any  intermediate  position  without  the  aid  of  a 
manually  operated  prop.  This  is  especially  de- 
sirable in  connection  with  graphophone  or  pho- 
nograph cabinet  tops,  where  it  is  necessary  to 
have  the  top  remain  in  a  raised  position  for  the 
changing  of  records  and  needles,  etc.,  particu- 
larly where  the  operator  desires  to  use  only  one 
hand  for  performing  these  acts.  Most  of  the 
devices  for  holding  cabinet  tops  in  a  raised  posi- 
tion with  which  we  are  familiar  comprise  a 
prop,  hinged  to  the  top,  and  having  a  slotted 
and  notched  free  end  which  co-operates  with  a 
stop  or  catch  on  some  part  of  the  cabinet  body, 
and  in  order  to  lower  the  top  when  such  a  prop 
is  used,  it  is  necessary  to  release  the  prop  with 
one  hand  and  lower  the  top  with  the  other. 
This  is  sometimes  inconvenient,  because  of  one 
hand  being  occupied,  as  is  often  the  case,  with 
the  manipulation  of  a  graphophone,  in  holding 
the  record  which  has  just  been  removed  from 
the  machine. 

The  object  of  the  invention  is  to  eliminate  the 
above-mentioned  disadvantages,  and  to  provide 
cabinet  and  other  receptacle  tops  with  a  de- 
vice which  will  support  the  top  in  any  posi- 
tion without  the  use  of  a  prop,  such  as  referred 
to. 

The  invention  consists  in  a  hinged  top  for 
cabinets  and  other  receptacles,  provided  with  a 
weight-controlled  lever  mechanism  so  designed 
as  to  be  capable  of  balancing  the  weight  of  the 
top  to  support  it  in  fully  open  or  closed  posi- 
tion, or  in  any  intermediate  open  position,  or, 
when  suitably  adjusted,  to  cause  the  top  to  be 
automatically  opened  upon  the  release  of  a 
suitable  detent,  all  as  we  will  proceed  now  to  ex- 
plain and  finally  claim. 

In  the  accompanying  drawings,  illustrating 
the  invention,  in  the  several  figures  of  which 
like  parts  are  similarly  designated,  Figure  1  is 
a  vertical  transverse  section  of  a  cabinet,  such 
as  used  to  contain  a  graphophone  or  phono- 
graph, showing  the  top-operating  device  of  the 


invention.  Fig.  2  is  a  sectional  elevation  show- 
ing the  weight  adjusting  means;  Fig.  3  is  an  end 
view  of  the  weight  showing  its  roller  mounting 
on  the  balance  arm,  and  Fig.  4  is  an  end  view 
of  the  balance  arm  showing  its  guide  roller 
and  track,  all  on  a  larger  scale.  Fig.  5  is  a 
view  similar  to  Fig.  1,  showing  a  modification 
of  the  mechanism  whereby  the  top  may  be  au- 
tomatically raised. 

Continuous  Phonograph,  Kinetograph,  or  the 
Like. — Orlando  E.  Kellum,  Los  Angeles,  Cal. 
Patent  No.  1,268,472. 

This  invention  relates  to  the  original  making 
and  reproduction  of  records,  such  as  phono- 
graph and  kinetograph  records,  or  any  sound 
or  visual  or  other  like  records;  and  the  main 
object  of  this  invention  is  the  provision  of  means 
tc  make  and  reproduce  a  continuous  record  of 
indefinite  length. 

As  applied  to  a  phonograph,  the  invention 
embodies  the  following  described  typical  ele- 
ments: There  are  provided  two  distinct  record 
driving  devices  adapted  to  drive  separate  rec- 
ords; and  a  constantly  running  motor  (of  any 
desired  character)  for  normally  driving  either 
one  or  the  other  of  the  record  drivers.  There 
is  a  special  device  for  initially  starting  either 
one  or  the  other  of  the  record  drivers  and  for 
starting  the  corresponding  record;  and  this 
starting  device  (preferably  in  the  form  of  a 
motor  adapted  to  be  synchronously  energized 
or  controlled)  is  controlled  so  that  it  will  bring 


the  next  record  up  to  even  speed  with  the  rec- 
ord being  driven  by  the  constantly  running 
motor  at  a  time  when  the  preceding  record  is 
about  finished.  When  the  starting  motor  has 
brought  the  succeeding  record  up  to  normal 
speed,  then  the  succeeding  record  is  connected 
directly  with  the  constantly  running  motor  and 
may  be  driven  synchronously  with  the  preceding 
record  for  a  short  interval.  The  connection 
between  the  preceding  record  and  the  constantly 
running  motor  is  then  broken,  and  the  succeed- 
ing record  is  then  driven  to  its  end.  In  the 
meantime  the  attendant  takes  the  first  record 
off  the  record  driver  and  substitutes  for  it  an- 
other record  which  will  succeed  the  second  rec- 
ord. The  third  record  is  brought  into  play  in 
the  same  manner  that  the  second  one  was 
brought  into  play,  and  so  on  indefinitely. 

When  the  records  are  originally  made  they 
are  made  on  a  machine  which  is  in  all  essentials 
a  duplicate  of  the  machine  on  which  the  records 
are  finally  reproduced.  The  starting  of  the  new 
records,  in  either  case,  is  controlled  by  the  same 
control  mechanism.  Thus,  whether  the  records 
are  being  made  or  reproduced,  the  preceding 
record  will  be  given  just  so  many  revolutions 
before  the  succeeding  record  is  started  up  and 
is  thrown  into  driving  relation  with  the  con- 
stantly running  motor;  and  the  arrangements 
are  such  that,  once  the  records  have  been  taken 
under  the  control  of  the  device,  they  will  al- 
ways in  future  match  and  synchronize  with  each 
other  under  the  control  of  the  device.     In  fact, 


the  only  essential  difference  between  a  record 
making  machine  and  a  record  reproducing  ma- 
chine, according  to  this  invention,  is  the  substi- 
tution of  means  for  acting  upon  the  record  in- 
stead of  means  adapted  to  be  operated  by  the 
record.  The  record  herewith  is  meant  to  desig- 
nate any  form  of  visual,  auditory  or  other  rec- 
ord which  is  made  at  one  time  of  events  or  con- 
ditions and  is  reproduced  at  another  time. 

Figure  1  is  a  diagram  showing  this  invention 
as  applied  to  a  phonograph;  Fig.  2  shows  a  pre- 
ferred form  of  record  starting  motor;  Fig.  3 
shows  a  preferred  form  of  connection  means 
between  the  motor  and  the  record  drivers;  Fig. 

4  is  a  section  taken  on  line  4 — 4  of  Fig.  1;  Fig. 

5  is  a  diagram  similar  to  that  of  Fig.  1,  showing 
the  invention  applied  to  the  kinetograph;  Fig. 

6  is  an  elevation  taken  as  indicated  by  line  6 — 6 
of  Fig.  5. 

Phonograph. — Samuel  J.  Hoexter,  Kalamazoo, 
Mich.     Patent  No.  1,269,536. 

This  invention  relates  in  general  to  phono- 
graph construction  for  disc  machines  and  has 
for  its  object  to  provide  a  more  convenient 
construction  of  the  phonograph  housing  and 
the  mounting  of  the  operating  parts.  The  im- 
provement resides  essentially  in  the  arrange- 
ment of  a  record  support  and  reproducer  arm  so 
as  to  be  movable  in  unison  into  and  out  of  the 
main  housing  in  a  horizontal  plane,  while  re- 
taining the  proper  connection  of  the  driving 
mechanism  with  the  record  support.  To  this 
end,  the  record  support  and  reproducer  arm  are 
for  example  pivoted  upon  a  vertical  axis 
which  is  parallel  with  the  turn  table  axis,  but 
outside  of  the  periphery  of  the  turn  table,  the 
relation  of  the  reproducer  and  the  record  there- 
fore remaining  unchanged  throughout  this 
movement  from  one  position  to  the  other.  In 
this  way  the  record  receiving  part  is  made  ac- 
cessible without  having  to  raise  the  housing  top 
or  cover.  The  driving  gear  is  connected  from 
the  turn  table  axis  to  the  axis  of  the  record  sup- 
port and  reproducer  arm  through  any  suitable 
elements  so  that  the  relation  of  the  power  shaft 
to  the  driven  part  remains  constant.    The  prin- 


ciple of  the  invention  may  be  carried  out  in  a 
multiple  form  so  that  a  plurality  of  reproducing 
outfits  are  associated  within  a  single  main  hous- 
ing, to  permit  the  successive  or  simultaneous  re- 
production of  a  plurality  of  associated  selec- 
tions as  for  exarflple  in  the  case  of  operatic 
music  exceeding  the  capacity  of  the  single  rec- 
ord, or  in  combining  two  or  more  reproductions 
simultaneously. 

Figure  1  is  a  perspective  view  of  a  simple 
embodiment  of  the  invention  with  the  reproduc- 
ing elements  exposed  for  access.  Fig.  2  is  a 
similar  view  showing  an  example  of  the  driving 


gear  and  the  amplifier  arrangement.  Fig.  3  is 
a  horizontal  section  of  the  device  shown  in  Fig. 
1,  taken  just  beneath  the  cover.  Fig.  4  is  a 
perspective  view  of  a  somewhat  different  de- 
sign of  housing  embodying  the  invention. 

Radial  Sound  Amplifiers. — Carl  F.  W.  Forss- 
berg,  Brooklyn,  N.  Y.    Patent  No.  1,270,610. 

This  invention  relates  to  sound  amplifiers  in 
phonographs,  and  especially  to  that  class  where- 
in the  cover  of  the  phonograph  serves  as  a 
main  portion  of  the  amplifier. 

One  advantage  of  this  invention  is  to  provide 
a  phonograph  with  an  amplifier  which  can  be 
disassembled  and  stored  in  a  recess  in  the  pho- 


nograph, rendering  the  whole  apparatus  compact 
and  portable. 

Another  advantage  is  to  provide  a  phono- 
graph having  a  storage  space  for  records  be- 
tween the  cover  and  the  turntable. 

Figure  1  is  a  perspective  view  of  an  ap- 
paratus embodying  the  present  invention  in  a 
normal  operative  position.  Fig.  2  is  a  rear 
view  of  amplifying  tube  3.  Fig.  3  is  a  side 
view  of  Fig.  1  in  closed  position,  with  portions 
of  the  sides  removed  to  expose  the  interior. 

Other  patents  issued  but  not  illustrated  and 
described  are  the  following:  Rotary  Table  for 
Sound  Record  Discs;  Theo.  Clifford  Whiting, 
Philadelphia,  Pa.;  Patent  No.  1,260,948.  Talk- 
ing Machine;  Martin  Nystrom,  Chicago,  111.  (as- 
signed to  the  Brunswick-Balke-Collender  Co.); 
Patent  No.  1,260,790.  Phonograph  Reproducer 
and  Record  Therefor;  Charles  D.  Smith,  San 
Jose,  Cal.  (assigned  to  Henry  T.  Welch);  Pat- 
ent No.  1,260,586.  Stylus;  Robert  L.  Gibson, 
Philadelphia,  Pa.;  Patent  No.  1,260,365.  Tone 
Modulator  for  Phonographs;  Cheng  Chih  Kuo, 
Ithaca,  N.  Y.;  Patent  No.  1,260,001.  Phono- 
graph; Reinhold  Thomas,  Chicago,  111.;  Patent 
No.  1,259,681.  Sound  Box  for  Phonographs; 
John  P.  Westenhaver,  Wheeling,  W.  Va.;  Pat- 
ent No.  1,259,815.  Attachment  for  Talking  Ma- 
chines; Wm.  A.  Sharp,  Des  Moines,  la.;  Patent 
No.  1,259,916.  Phonograph;  Leslie  Mc Arthur, 
Kenilworth,  Til.  (assigned  to  the  Stewart  Phono- 
graph Corp.);  Patent  No.  1,259,645.  Phono- 
graph; George  H.  Underhill,  Boston,  Mass.; 
Patent  No.  1,265,009. 

REPAIRS 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


TALKING  MACHINE  REPAIR 
AND  SALES  CORPORATION 

ANDREW  H.  DODIN,  President 

176  Sixth  Avenue  New  York 

TELEPHONE,  CHELSEA  8437 


August  IS,  1918 


THE    TALKING    MACHINE  WORLD 


105 


RECORD  BULLETINS  FOR  SEPTEMBER,  1918 


18482 
18484 
18486 

18487 
18488 
18489 

18477 

18483 

45153 
35677 

18490 
18491 

87294 

64786 
74576 
74541 

74517 

64785 

49339 
49220 

A6057 

A2572 

A6052 

A2450 

A5838 
A2358 

A2576 
A2578 

A2577 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 
There's  a  Lump  of  Sugar  Down  in  Dixie, 

Marion  Harris 

Story  Book  Ball  Billy  Murray 

When  We  Meet  in  the  Sweet  Bye  and  Bye, 

Sterling  Trio 

A  Rainbow  from  the  U.  S.  A... Peerless  Quartet 
When  Alexander  Takes   His   Ragtime   Band  to 

France  Marion  Harris 

I'm  Gonna  Pin  My  Medal  on  the  Girl  I  Left 

Behind  Peerless  Quartet 

Garden  of  My  Dreams  Charles  Hart 

Any  Old  Time  At  All, 

Helen  Clark  and  Shannon  Four 
Good-bye,  Mother  Maehree, 

Harry  Macdonough  and  Shannon  Four 

One  For  All  and  All  For  One  Helen  Clark 

Oh,  How  I  Hate  to  Get  Up  in  the  Morning, 

Arthur  Fields 

Oh!  Frenchy  Arthur  Fields 

DANCE  RECORDS 
Oh,  Lady!  Lady — Medley  One-step, 

Waldorf-Astoria  Dance  Orchestra 
Sinbad — Medley  Fox-trot, 

Waldorf-Astoria  Dance  Orchestra 
Bluin'  the  Blues — Fox-trot, 

Original  Dixieland  Jazz  Band 
Sensation  Rag — One-step, 

Original  Dixieland  Jazz  Band 
VOCAL  AND  INSTRUMENTAL  RECORDS 
France,  We  Have  Not  Forgotten  You, 

Lambert  Murphy 

I'll  Pray  for  You  Olive  Kline 

Gems  from  "The  Rainbow  Girl," 

Victor  Light  Opera  Company 
Gems  from  "Rock-a-bye-Baby," 

Victor  Light  Opera  Company 

Old  Dan  Tucker  Victor  Military  Band 

The   White  Cockade  Victor  Military  Band 

Green  Mountain  Volunteers, 

Victor  Military  Band 

Speed  the  Plow  Victor  Military  Band 

RED  SEAL  RECORDS 
Enrico  Caruso,  Tenor — In  English  and  French 
Over  There  (French  words  by  Louis  Delamarre), 
Geo.  M.  Cohan 
Emilio  De  Gogorza,  Baritone 

Viking    Song  Wright — Coleridge-Taylor 

Elman  String  Quartet 

Quartet  in  E  Flat — Menuetto  Mozart 

Amelita  Galli-Curci,  Soprano — In  Italian 
Barber  of  Seville — Uno  voce  poco  fa  (A  Little 

Voice  I   Hear)  Rossini 

Giovanni  Marti nelli,  Tenor-. — In  Italian 
L'Ultima  Canzone  (The  Last  Song), 

F.  Paolo  Tosti 
John  McCormack,  Tenor 
Dear  Old  Pal  of  Mine, 

Harold  Robe  and  Lieut.  Gitz-Rice 


III 


COLUMBIA  QRAPHOPHONE  CO. 


Home    Sweet    Home    (Payne-Bishop).  Soprano 

solo,  orch.  accomp  Hulda  Lashanska  12 

II  Trovatore.  II  Balen  Del  Suo  Sorriso.  (In 
the  Brightness  of  Her  Glances;  Tempest  of 
the  Heart)  (Verdi).  Baritone  solo,  orch.  ac- 
comp Riccardo    Stracciari  12 

Polish   Dance   (Kujawiak),   Mazurka  (Wieniaw- 

ski).    Violin  solo  Eddy  Brown  12 

Paraphrase  on  Paderewski's  Minuet  (Kreisler). 

Violin  solo  Eddy  Brown  12 

My    Possum     Hunt     (Unknown).  Humorous 

monolO'gue,    unaccomp  Evan    Davies  10 

Mrs.  Rastus  Johnson  at  the  Wedding  (Un- 
known).    Humorous  monologue,  unaccomp., 

Evan  Davies  10 
Funeral  March  of  a  Marionette  (Gounod), 

Columbia  Symphony  Orchestra  12 
Dragon  Fly  Mazurka  (Strauss), 

Columbia  Symphony  Orchestra  12 
Missouri  Waltz  and  Little  Alabama  Coon.  Ha- 
waiian guitars  and  ukulele  trio, 

Louise,  Ferera  and  Greenus 
Missouri  Waltz  and  The  Waltz  We  Love, 

Prince's  Orchestra  12 
Missouri    Waltz    (Hush-a-Bye,    My    Baby)  and 
Sing  Me  Love's  Lullaby.  .  .Campbell  and  Burr  10 
DANCE  RECORDS 
Goulash  (Hyde  and  Egan).  Fox-trot, 

Jazarimba  Orchestra  10 
Jazzie  Addie  (A.  Schubert).  One-step, 

Jazarimba  Orchestra  10 
The  Missouri  Waltz  (Knight,  Logan  and  Eppel), 

Earl  Fuller's  Rector  Novelty  Orchestra  10 
Smiles     (Roberts).      Medley    fox-trot.  Intro. 
"Mystery  Moon"  (Roberts), 

Earl  Fuller's  Rector  Novelty  Orchestra  10 
They  Were  All  Out  of  Step  But  Jim  (Berlin). 
Medley  fox-trot.  Intro.  (1)  "When  Alexander 
Takes  His  Ragtime  Band  to  France"  (Bryant, 
Hess  and  Leslie),  (2)  "Someone  Else  May  Be 
There  While  I'm  Gone"  (Berlin).    Piano  solo, 

Mike  Bernard  10 
Blaze  Away  (Mike  Bernard).    One-step.  Piano 

solo  Mike  Bernard  10 

If  He  Can  'Fight  Like  He  Can  Love  (Good- 
night Germany)  (Meyer).  Medley  one-step. 
Iniro.  (1)  "We're  All  Going  Calling  on  the 
Kaiser"  (Brennan).  (2)  "I'd  Like  to  See  the 
Kaiser  with  a  Lily  in  His  Hand"  (Lewis, 
Tohnson,  Frisch).    Under  the  supervision  of  G. 

Hepburn  Wilson  Prince's  Band  12 

Tackin'  'Em  Down  (Gumble).  Medley  fox-trot. 
Intro.  (1)  "When  We  Meet  in  the  Sweet  Bye 
and  Bye"  (Murphy).  (2)  "Wondrous  Eyes 
of  Araby"  (Spencer).     Under  the  supervision 

of  G.  Hepburn  Wilson  Prince's  Band  12 

The  Magic  of  Your  Eyes  (Penn).  Waltz.  Un- 
der the  supervision  of  G.  Hepburn  Wilson, 

Prince's  Band  12 
Forget  Me  Not   (McKee).     Waltz.     Under  the 
supervision  of  G.  Hepburn  Wilson, 

Prince  s  Band 

Good  Morning,  Mr.  Zip-Zip-Zip  (Lloyd).  Med- 
ley fox  trot.     Intro.  ''K-K-K-Katy"   (O  Hara). 

Accordion  trio  Marooni  Brothers 

A  Little  Bit  of  Sunshine  (McDonald,  Goodwin 
and  Hanley).  Medley  one-step.  (Intro.  (1) 
"Oh!  Harrv!  Harry!"  (Vincent  and  Pollack) 
(2)  "You  'Can't  Fool  Around  With  a  Lot  ot 
Little  Girls"  (Hanley  and  McDonald).  Ac- 
cordion trio  Marconi  Brothers 

A2584  The  Captain  of  the  Toy  Brigade  (McKenna). 

Male  voices,  orch.  accomp  Sterling  1  no 

I  Want  to  Be  a  Soldier  Like  My  Dad  (Morse). 

Tenor  solo,  orch.  accomp  Robert  Lewis 

A2581  That  Soothing  Serenade  (Was  Just  Written  for 
Me)   (De  Costa).    Tenor  solo,  orch.  accomp., 
Robert  Lewis 

When  You  Feel  a  Little  Longing  in  Your  Heart 
(from  "The  Love  Mill")  (Francis).  Male 
voices,  orch.  accomp. -Columbia  Stellar  Quartet 


A6058 


A6056 


A6054 


12 


A2580  Your  Lips  Are  No  Man's  Land  But  Mine  (Mc- 
Carrow  and  Morgan).  Tenor  duet,  orch.  ac- 
comp Campbell  and  Burr 

When  I  Send  You  a  Picture  of  Berlin  (Fay, 
Ryan  and  Dreyer).  Baritone  and  male  voices, 
orch.  accomp., 

Arthur  Fields  and  Peerless  Quartet 
A2569  We're  All  Going  Calling  on  the  Kaiser  (Bren- 
nan).   Baritone  and  male  voices,  orch.  accomp., 
Arthur  Fields  and  Peerless  Quartet 
Oh!   Frenchy!    (Conrad).     Baritone  solo,  orch. 

accomp  Arthur  Fields 

A2570  Tackin'  'Em  Down  (Gumble).    Character  duet, 

orch.  accomp  Van  and  Schenck 

You'll  Always  Find  a  Lot  of  Sunshine  in  My 
Old  Kentucky  Home  (Cowan  and  Brown). 
Character  duet,  orch.  accomp., 

Van  and  Schenck 

A2573  I  Can't  Let  'Em  Suffer  (Creamer  and  Layton). 

Character  duet,  orch.  accomp.  .  .Farber  Sisters 
I'm  So  Glad  My  Mamma  Don't  Know  Where 
I'm   At    (Toosweet).     Character    duet,  orch. 

accomp  Farber  Sisters 

A2582  After    You've    Gone    (Creamer    and  Layton). 

Tenor  duet,  orch.  accomp.  .Campbell  and  Burr 
When  We   Meet  in   the   Sweet   Bye   and  Bye 
(Murphy).    Male  voices,  orch.  accomp., 

Sterling  Trio 

A2579  That  Grand  Old  Gentleman,  Uncle  Sam  (Ed- 
wards).   Baritone  solo,  orch.  accomp., 

Arthur  Hall 

I'm  Just  An  Old  Jay  from  the  U.  S.  A.  (H. 
Von  Tilzer).     Character  song,  orch.  accomp., 
Byron  G.  Harlan 

A2585  So  Long,  Sal,  the  Best  of  Friends  Must  Part 
(Lange)     Tenor  duet,  orch.  accomp., 

Campbell  and  Burr 
Sweetness   (Honeysuckle  of  Mine)    (Leonard  and 
Stern).    Tenor  duet,  orch.  accomp., 

Campbell  and  Burr 
POPULAR  HITS  FROM  THE  MUSICAL  SHOWS 
A6055  Vocal  Medley  from  "Going  Up."  Intro.  (1) 
"Hip,  Hooray."  (2)  "If  You  Look  Into  Her 
Eyes."  (3)  "Kiss  Me."  (4)  "Going  Up." 
(5)  "Do  It  For  Me."  (6)  "Tickle  Toe."  (7) 
"Down  Up"  (Hirsch).    Orch.  accomp., 

Columbia  Light  Opera  Company 
Vocal  Medley  from  "The  Rainbow  Girl."  Intro. 
(1)  "You're  the  Finest  of  Them  All."  (2) 
"In  a  Month  or  Two."  (3)  "Beautiful  Lady, 
Tell  Me."  (4)  "My  Rainbow  Girl."  (5) 
"I'll  Think  of  You."  (6)  "Just  You  Alone" 
(Hirsch).    Orch.  accomp., 

Columbia  Light  Opera  Company 
A2575  Mrs.  McLeod's  Reel   (Unknown).     Violin  solo, 

piano  accomp  Don  Richardson 

The   Devil's  Dream  Reel    (Unknown).  Violin 

solo,  piano  accomp  Don  Richardson 

A6053  General  Pershing  March  (Vandersloot), 

Prince's  band 

Pasadena  Day  March  (Vessella),.  .Prince's  Band 
A2574  Arabian    Dreams    (Maple).      Hawaiian  guitar, 
Hawaiian  banjo  and  ukulele  trio, 

Louise,  Ferera  and  Greenus 
Somewhere  in  Hawaii  (MacMeekin).  Hawaiian 
guitar,  Hawaiian  banjo  and  ukulele  trio, 

Louise.  Ferera  and  Greenus 
A2571  When  You  and  I  Were  Young,  Maggie  (Butter- 
field).    Soprano  solo,  orch.  accomp., 

Louise  Robinson 

Mighty  Lak'  a  Rose   (Nevin).     Soprano  solo, 

orch.  accomp  Louise  Robinson 

A2583  Life  in  a  Trench  in  Belgium — Part  3 — (Fun  in 
Flanders)  (Rice).    A  series  of  trench  records, 
Lt.  Gitz-Rice  of  1st  Canadians  and  Henrv  Burr 
Life  in  a  Trench  in  Belgium — Part  4 — (Fun  in 
Flanders)   (Rice).    A  series  of  trench  records, 
Lt.  Gitz-Rice  of  1st  Canadians  and  Henry  Burr 
A2568  Parted  (Tosti).    Tenor  solo,  orch  accomp., 

James  Harrod 

When  the  Corn  is  Waving,  Annie  Dear  (Blam- 
phin).    Tenor  solo,  orch.  accomp., 

James  Harrod 

E3910  Kosovo  Waltz  (waltz  in  memory  of  the  battle  of 
Kosovo)  .  .Tamburiza  Serbian  String  Orchestra 
Jeftanovicevo  Kolo  (Jeftanovicevo  dance), 

Tamburiza  Serbian  String  Orchestra 

A3042  The  Assembly  March  (Hager)  Prince's  Band 

Battleship  Connecticut  March  (Fulton), 

Prince's  Band 

A3057  Children's  Chorus  Seneca  Indians 

Funeral  Chant  Seneca  Indians 

MUSIC  OF  HAWAII 
Special  Columbia  Records 
A2077  Kalaluhi's  Hawaiian  Medley  of  Hulahs, 

Geo.  Kalaluhi's  Hawanans 

Waiu  Lulilui  Louise.  Ferera  and  Katnoa 

A2016  Wailana  Waltz   (Drowsy  Waters), 

Louise  and  herera 

Hawaiian  Medley  Louise  and  Ferera 

A1861  Kaiwi  Waltz  Palie  Lua  and  David  Kail; 

Honolulu  Rag  Palie  Lua  and  David  Kaili 

A1814  My  Old  Kentucky  Home  Louise  and  Ferera 

Medley  of  Hawaiian  Waltzes.  .Louise  and  Ferera 

A2405  La  Paloma  Louise,  Ferera  and  Greenus 

Valse  Bleue  Louise.  Ferera  and  Greenus 

A1874  Kilima  Waltz  Palie  Lua  and  David  Kai  l 

Hawaiian  Hotel  Palie  Lua  and  David  Kaili 

A1812  Hilo  Irene  West  Roval  Hawaiian  Troupe 

Kohala  March  Palie  Lua  and  David  Kaili 

A1616  Aloha  Oe  Toots  Paka  Hawaiian  Co. 

Hawaiian  Medley  Toots  Paka  Hawaiian  Co. 

A2368  Smiles,  Then  Kisses  (Waltz). 

Louise,  Ferera  and  Greenus 
Hawaiian  Echoes  (One-step), 

Louise,  Ferera  and  Greenus 

A1935  On  the  Beach  of  Waikike  Louise  and  Ferera 

Hapa  Haole  Hula  Girl  Louise  and  Ferera 

EDISON  AMBEROL  RECORDS 


CONCERT  RECORDS 

28288  It's  a  Mighty  Good  World  After  All  (Geoffrev 

O'Hara).   Baritone,  orch.  accomp.  Arthur  Middleton 

28289  Marseillaise  (French  National  Anthem)  (Claude 

Joseph  Rouget  de  Lisle).     Baritone,  orch.  ac- 
comp Thomas  Chalmers  and  Chorus 

REGULAR  LIST 
3547  (a)  Ben  Bolt  (Nelson  Kneass;  (b)  In  the  Gloam- 
ing (Annie  F.  Harrison).    Cornet ...  Bohumir  Kryl 
3539  Bohemian  Girl  Selection  (Michael  W.  Balfe). 

Creatore  and  His  Band 

3549  Bring  Me  a  Letter  from  My  Old  Home  Town 

(Will  R.  Anderson).    Tenor,  orch.  accomp., 

Reese  Jones 

3538  Bye   an'    Bye    (arranged   by   H.    T.  Burleigh). 

Tenor,  orch.  accomp  Reed  Miller  and  Chorus 

3545  Bye  and  Bye   (Harry   Von  Tilzer).  Conversa- 

tional duet,  orch.  accomp., 

Ada  Jones  and  Billy  Murray 

3550  Camouflage  (J.  Bodewalt  Lampe).    One-step,  for 

dancing  New  York  Military  Band 

3546  Colored  Recruits.    Vaudeville  sketch  with  banjo, 

Billy  Golden  and  Billy  Heins 


3534 

3536 
3537 
3540 

3542 
3544 
3548 
3532 

3554 
3543 
3533 
3535 
3552 
3541 
3551 

3553 


Come    Along    Ma    Honey     (Down    Upon  the 

Swanee)    (Harold   Weeks).     Contralto,  orch. 

accomp  Helen  Clark 

Dance  of  the  Hours,  Part  1 — La  Gioconda  (Pon- 

chielli)  American  Symphony  Orchestra 

Dance  of  the  Hours,  Part  2 — La  Gioconda-  (Pon- 

chielli)  American  Symphony  Orchestra 

Day  by   Day   the   Manna   Fell    (arranged  from 

L.    M.    Gottschalk).      Mezzo-Contralto,  orch. 

accomp  Nevada  Van  der  Veer 

Derby    Day    in    Dixie    (Richard    A.  Whiting). 

Orch.   accomp  Elaine  Gordon 

Has  Anybody   Seen   My  Corinne    (Lukie  John- 
son).   Tenor,  orch.  accomp  Vernon  Dalhart 

Homeward    Bound    (Geo.    W.    Meyer).  Tenor, 

orch.  accomp  George  Wilton  Ballard 

I'll  Think  of  You   (from  "The  Rainbow  Girl") 

Louis  A.  Hirsch).    Soprano  and  Tenor,  orch. 

accomp  Gladys  Rice  and  Vernon  Dalhart 

Jazbo  Jazz  (Earl  Fuller).    One-step,  for  dancing, 

Earl  Fuller's  Famous  Jazz  Band 
Put  Me  In  My  Little  Bed  (C.  A.  White).  So- 
prano, orch.  accomp  Gladys  Rice  and  Chorus 

Rainbow  Girl  (Louis  S.  Hirsch).  Fox-trot, 

Jazzarimba  Band 
Sunshine  of  Your  Smile   (Lilian  Ray).  Tenor, 

orch.  accomp  Vernon  Dalhart 

Texas  Fox-Trot  (David  W.  Guion),  for  dancing, 

Jaudas'  Society  Orchestra 
Trumpeter's    Carnival    (F.    H.    Losey).  March 

Militaire  New  York  Military  Band 

We'll  Do  Our  Share  (While  You're  Over  There) 

(Jack  Egan).    Mixed  voices,  orch.  accomp., 

Harmony  Four 
When   Alexander   Takes  His  Ragtime   Band  to 

France  (Cliff  Hess).    Baritone,  orch.  accomp., 

Arthur  Fields 


EDISON  RECREATIONS 


80406  Just  a  Baby's  Prayer  at  Twilight  (M.  K.  Jerome). 
First  soprano,  second  soprano  and  alto, 

Homestead  Trio 
Lorraine   (My  Beautiful  Alsace-Lorraine)  (Fred 
Fisher).    Tenor  and  chorus  Vernon  Dalhart 

50472  'Round  Her  Neck  She  Wears  a  Yeller  Ribbon 

(For  Her  Lover  Who  is  Fur,  Fur  Away)  (Geo. 

A.  Norton)  Byron  G.  Harlan  and  Chorus 

Further  It  Is  from  Tipperary  (Dudley-Godfrey- 
Burns).     (From   "Odds  and  Ends  of  1917"), 

Billy  Murray  and  Chorus 

50473  I'll   Take   You   Back   to    Italy    (Irving  Berlin) 

(from    "Jack    O'    Lantern").  Conversational 

duet  Ada  Jones  and  Billy  Murray 

Tickle   Toe    (Louis   A.    Hirsch)    (from  "Going 
Up!").    Tenor  and  Chorus  Vernon  Dalhart 

50474  Dixie  Volunteers  (Leslie  Ruby).    Male  voices, 

Premier  Quartet 
I'm  Going  to  Follow  the  Boys  (James  V.  Mon- 
aco).   Conversational  duet, 

Rachel  Grant  and  Billy  Murray 

50475  Homeward  Bound   (Geo.  W.  Meyer).  Tenor, 

George  Wilton  Ballard 
I'll   Come   Back   to   You   When   It's   All  Over 
(Kerry  Mills).    Baritone  and  chorus. Edward  Allen 


PATHE  FRERES  PHONOGRAPH  CO. 


20411*O'h!    Frenchy    (Con    Conrad).      Boudini  Bros., 

accordion  accomp.     Baritone. ..  .Arthur  Fields  10 
We're  All  Going  Calling  On  the  Kaiser  (J.  A. 
Brennan).     Boudini  Bros.,  accordion  accomp. 

Baritone  Arthur  Fields  10 

20413*When  I  Send  You  a  Picture  of  Berlin  (Dreyer). 

Baritone  Arthur  Fields  10 

I'm  Gonna  Pin  My  Medal  On  the  Girl  I  Left 
Behind  (Irving  Berlin).  Baritone, 

Louis  Winsch  10 
20414*You're  in  Style  When  You're  Wearing  a  Smile 

(E.  Van  Alstyne).    Baritone ....  Louis  Winsch  10 

Blue  Rose  (Logan).    Contralto  Helen  Clark  10 

20412*Three  Pickaninnies  (Brockman), 

Collins  and  Harlan  10 
Thou  Shalt  Not  Steal  Thy  Neighbor's  Mule  (C. 

Hess).    Baritone  Arthur  Collins  10 

29214*Tinkle  Inkle  Inkle,  from  "Fancy  Free"  (A.  Bar- 
ratt).    Contralto  and  Tenor, 

Ruth  Lenox  and  Henry  Burr  12 
I  Think  You're  Absolutely  Wonderful,  from  "Oh, 
Look"  (Harry  Carroll).  Baritone, 

Louis  Winsch  12 
40131  Favorite  Army  and  Navy  Songs  (Medley  No.  3), 

Lyric  Voeal  Quintet  12 
An  Old  Time  Cabaret  (Medley  No.  4), 

Lyric  Vocal  Ouintet  12 
NEW  STANDARD  BALLADS  SUNG  IN  ENGLISH 
20396  She  Is  Far  from  the  Land  (F.  Lambert).  Bari- 
tone William  Simmons  10 

Forever  Is  a  Long,  Long  Time  (A.  Von  Tilzer). 

Baritone  Wm.  Simmons  10 

29212  Old  Black  Joe  (Stephen  C.  Forster, 

Invincible  Four  12 
The  Sweetest  Story  Ever  Told  (R.  M.  Stults). 

Tenor  Henry  Burr  12 

40133  Aloha  Oe  (Liliuokalani, 

Marie  Morrissey,  Contralto,  and  Invincible  Four  12 
"Dreams"   (Strelezki).  Contralto. 

Marie  Morrissey  12 
20409  Cohen  Phones  the  Real  Estate  Office  (Bluff  and 

Hayman).     Comedian  Bernard  Sternau  10 

Cohen   Calls  His  Tailor  on   the   Phone   (L.  L. 

Leverich).    Comedian  Bernard  Sternau  10 

20398  La  Czarine  (Mazurka  Russe)  (Louis  Ganne), 

Broadway  Saxophone  Sextette  10 
The  Mosquito's  Parade  (H.  Whitney), 

Broadway  Saxophone  Sextette  10 

20415  Liberty   Bell,   intro.:   Three   Wonderful  Letters 

from  Home.     Medley  One-step   (Mohr).  Ac- 
cordion duet  Peppino  and  Perry  10 

I'll  Take  You  Back  to  Little  Italy,  Intro.:  When 
Alexander  Takes  His  Ragtime  Band  to  France. 
Fox-trot  (Berlin).    Accordion  duet, 

Peppino  and  Perry  10 
PATHE  "DE  LUXE"  DANCE  RECORDS 

20416  Harry  Fox  Trot  (Lew  Pollock), 

American  Republic  Band  10 
Johnny  On  the  Spot.    One-step  (Roberts), 

American  Republic  Band  10 

20417  Nona  Waltz  (Vandersloot), 

American  Republic  Band  10 
Texas  Fox  Trot  (D.  Guion). 

American  Republic  Band  10 
NEW  OPERATIC  VOCAL  RECORDINGS 
63025  II  Secreto  Di  Susanna  (The  Secret  of  Suzanne), 
in  Italian  (Wolf  Ferari).  Soprano, 

Claudia  Muzio  12 
La  Forza  Del  Destino  "Pace-Mic-Dio"  in  Italian 

(Verdi).     Soprano  '  Claudia  Muzio  12 

ADDITIONAL  ISSUE   OF   SINGLE   FACE  RECORDS 

SUNG  BY  LUCIEN  MURATORE 
54012  "Pagliacci,"   "Vesti   la   Guibba"    (On   With  the 
Play)  in  Italian  (Leoncavallo).  Tenor, 

Lucien  Muratore  12 
54003  "Werther,"  "Pourquoi  me  Reveiller"  in  French 

(Massenet).    Tenor  Lueien  Muratore  12 

NEW  INSTRUMENTAL  RECORDS 
20402  Irish  Jigs— (Medley)— (1)   Mclntyre's  Jig.  (2) 
Carney's     Fancy.       (3)     Donnybrook  Fair. 

{Continued  on  page  106) 


106 


THE    TALKING    MACHINE  WORLD 


August  15,  1918 


RECORD  BULLETINS  FOR  SEPTEMBER 

(Continued  from  page  105) 

Union  pipes,  piano  accomp  Tom  Ennis  10 

Irish  Reels— (Medley)— (1)  McLeod's  Reel.  (2) 
Larry  Reilly.    Union  pipes,  piano  accomp., 

29213  Parla  Valse  (Arditi).    Whistling  solo,  °m  EnmS  10 

Guida  Giraldini  12 
Listen  to  the  Mocking  Bird  (Winner).  Whistling 

solo  Barneo  Gardiner  12 

40132  Reverie    (Schumann).     Violoncello    solo,  piano 

accomp  Joseph   Hollman  12 

Fleur    d'Automme    (Popper).     Violoncello  solo, 

piano  accomp  Joseph  Hollman  12 

NEW  BAND  RECORDS 
20379  Allies  Patrol  (March).     (Arr.  by  H.  Grant), 

Canadian  Dominion  Band  10 
Canadian  Patrol  (March)  (Arthur  L.  Lewellyn), 

Canadian  Dominion  Band  10 
20400  Stradella  Overture  (Flowtow) 

Imperial  Infantry  Band  10 
Tancredi  Overture  (Rossini), 

Imperial  Infantry  Band  10 
20406  "Camp  Fire"  March  (G.  A.  Carl), 

American  Regimental  Band  10 
■    Our  Boys  March  (Hugo  Frey), 

American  Regimental  Band  10 
SPECIAL  NOTICE  TO  THE  TRADE 
The  following  three  records  appear  in  the  regular  Sep- 
tember,  1918,  Supplement  and  were  previously  announced 
in  a  letter  to  the  trade,  dated  June  13,  1918,  and  for  which 
special  supplements  were  issued. 

29211  His  Wonderful  Irish  Brogue  (Weston-Lee  and 
Norworth).     James  A.  Byrnes,  piano  accomp. 

Baritone  Tack  Norworth  12 

Do  You  Want  Us  to  Lose  the  War?  (Weston- 
Lee).  James  A.  Byrnes,  piano  accomp.  Bari- 
tone .Tack  Norworth  12 

29210  Fancy  You  Fancying  Me,  from  "Odds  and  Ends 
of  1917"  (WeSton).  James  Byrnes,  piano  ac- 
comp.   Baritone  <  Jack  Norworth  12 

The  Further  It  Is  From  Tipperary,  from  "Odds 
and  Ends  of  1917"  (Williams-Judge).  James 
Byrnes,  piano  accomp.  Baritone, 

Jack  Norworth  12 
29209  Moments  of  the  Dance,  from  "Head  Over  Heels." 
One-step  (Jerome  Kern), 

American  Republic  Band  12 
I   Want  to   Learn  to   Dance,   Intro.:   The  Girl 
I    Can't   Forget,   from   "The   Kiss  Burglar." 
Medley  fox-trot  (R.  Hubbell), 

American  Republic  Band  12 

*A11  records  in  this  list  marked  with  a  star  (*)  are  for 
immediate  release  and  sale. 


EMERSON  PHONOGRAPH  CO. 

(Sixty-five   Cent  Records) 
PATRIOTIC  AND  POPULAR  SONG  HITS 
956  On  the  Level,   You're  a  Little  Devil   (But  I'll 
Soon    Make   an    Angel   of   You)  (Schwartz- 
Young).   Baritone  solo,  orch.  accohip .  Eddie  Nelson 
Where    Have    You    Been    All    These  Years? 
(Mitchell-Cox-Kraus).    Baritone  solo,  orch.  ac- 
comp Eddie  Nelson 

9454  Victory    (Wilson-Barde-Kraus).      Patriotic  solo, 

orch.  accomp  D.  (Bud)  Bernie 

He's  Got  Those  Big  Blue  Eyes  Like  You,  Daddy 
Mine  (Wilson-Dubin).  Tenor  solo,  orch.  ac- 
comp Robert  Bruce 

953  Your  Lips  Are  No  Man's  Lips  But  Mine  (Em- 
pey-McCarron-Morgan).  Tenor  duet,  orch.  ac- 
comp George  Gordon  and  Robert  Bruce 

Paul  Revere,  Won't  You  Ride  for  Us  Again? 
(Goodwin-Mohr).  Vocal  quartet,  orch.  ac- 
comp George  Gordon  and  Liberty  Ouartet 

950  When   I  Send  You  a  Picture  of  Berlin  (Fay- 

Ryan-Dreyer).     Patriotic  solo,  orch.  accomp., 

D.  (Bud)  Bernie 
Oh!  Frenchy  (Ehrlich-Conrad).    Character  Song, 

orch.  accomp  Ben  Linn 

949  Oui,  Oui,  Marie  (Wee,  Wee.  Marie)  (Bryan-Mc- 
Carthy-Fisher).    Comic   character   song,  orch. 

accomp  Ben  Linn 

Swat  the  Spy  (Brice-Feiber).  Patriotic  character 
song,  orch.  accomp  Eddie  Nelson 

959  Indianola   (Warren-Henry-Onivas).     Indian  nov- 

elty song,  orch.  accomp  George  Beaver 

Down  in  the  Jungleland  (Fields-Morse).  Tenor 
and  baritone  duet,  orch.  accomp., 

Arthur  Collins  and  Byron  Harlan 
LATEST  DANCE  AND  INSTRUMENTAL  RECORDS 

960  Smiles  (Callahan-Roberts).  Fox-trot, 

Emerson  Military  Band 
Since  I  Met  You  (Hubbell-Grant).  One-step, 

Emerson  Military  Band 

951  Oriental  One-Step  (Vincent  Rose), 

Emerson  Military  Band 
I  Want  to   Learn  to   Dance    (Hubbell-Miller) . 
Fox-trot  Emerson  Military  Band 

952  Jazz  de  Luxe  (Earl  Fuller).  Fox-trot, 

Earl  Fuller's  Famous  Jazz  Band 
Jazbo  Jazz  (Earl  Fuller).  One-step, 

Earl  Fuller's  Famous  Jazz  Band 
958  Hello.    Central,    Give    Me    No    Man's  Land 
(Schwartz-Schultz).  One-step, 

Emerson  Military  Band 
Valse  des  Blondes  (Ganne-Laurendeau) , 

Emerson  Military  Band 
957  Kee  to  Kee  Rag  (Platzman-Eastman).  Fox-trot, 

banjo  and  accordion  duct... Van  Eps  and  Boudini 
Down  South  (Myddeton).    Descriptive  Southern 
dance,  banjo  and  accordion  duet, 

Van  Eps  and  Boudini 
955  The  Serbian  Belovarska  One-Step  (conducted  by 

Zerbes)  Royal  Serbian  Orchestra 

The  Serbian  Slobode  Waltz  (Liberty  Waltz) 
(conducted  by  Zerbes) ...  .Royal  Serbian  Orchestra 


SCHUBERT  RECORDS 

Unless  otherwise  marked  all  vocal  records  are  with  orches- 
tral accompaniment 
All  10-inch  records 
PATRIOTIC  SONG  SELECTIONS 
5157  Cheer  Up,  Liza,  from  "Cheer  Up"  -  (Hubbell), 

Baritone  Solo 
Melody  Land,  from  "Cheer  Up"  (Hubbell), 

Baritone  Solo 

5149  Liberty  Bell   (Mohr)  Male  Quartet 

Wait  Till  the  Cows  Come  Home  (Caryll)  (Jack 

O'Lantern)  Male  Duet 

5145  Keep  the  Home  Fires  Burning  (Novello), 

Male  Quartet 
I  May  Be  Gone  for  a  Long  Long  Time  (Von 

Tilzer)  Baritone  -  Solo 

5192  It's  a  Long  Way  to  Berlin  (Flatow)  Tenor  Solo 

My  Sweetie  (Berlin)  Tenor  Solo 

5182  I'm  Writing  to  You,  Sammy  (Harriman) .  .Tenor  Solo 
Never  Forget  to  Write  Home  (Hanley) ..  .Tenor  Solo 

5200  Joan  of  Arc  (Wells)  Male  Duet 

I  Don't  Know  Where  I'm  Going,  But  I'm  on  My 

Way  (G.  Fairman)  Tenor  Solo 

POPULAR  SONG  SELECTIONS 
5123  Round  Her  Neck  She  Wears  a  Yeller  Ribbon 

(Norton)  Male  Duet 


I  here's    Someone   More    Lonesome    Than  You 

(Von  Tilzer)  Male  Duet 

5183  lliat's  What  Ireland  Means  to  Me  (Hanley), 

■.-  >,      t,  Tenor  Solo 

Valley  Rose  (Lloyd)  Tenor  Solo 

5176  Little  Bit  o   Honey  (Jacobs-Bond)  Tenor  Solo 

The  Minstrel  Boy  (Moore),  Irish  National  Song, 

5186  Absence  Makes  the  Heart  Grow  Fonder  (Diflea),  °  ° 
'.   _  .'  Tenor  Solo 

A  Baby  s  Prayer  at  Twilight  (Jerome)  ..  Tenor  Solo 
5112  Aloha  Oe   (Farewell  to  Thee)  (Lilioukalani), 

Soprano  and  Hawaiian  accomp. 

Kamawe  (Shake  Your  Feet)  Hawaiian 

SACRED  SELECTIONS 
5193  The  Church  in  the  Wildwood  (DeW.  S.  Pitts), 

Unaccomp  Male  Ouartet 

My  Faith  Looks  Up  to  Thee  (Mason), 

Contralto,  Organ  accomp. 
INSTRUMENTAL 
5159  Patriotic  Medley  No.  1,  intro. :  The  Red,  White 
and  Blue,  The  Girl  I   Left  Behind  Me,  The 
Star  Spangled  Banner,  Yankee  Doodle, 
_     .    .    ,,  Concert  Orchestra 

Patriotic  Medley  No  2,  intro.:  Rally  Round  the 
Flag,  Marching  Through  Georgia,  Dixie,  My 
Country  'Tis  of  Thee  Concert  Orchestra 

5170  Cavalleria    Rusticana    (Mascagn.i).  Intermezzo, 

Symphony  Orchestra 

La  Coquette  (Onivas)  Concert  Orchestra 

MARTIAL  MUSIC 

5128  Up  the  Street,  March  (Morse)  Military  Band 

Liberty  Loan  March  (Sousa)  Regimental  Band 

DANCE  SELECTIONS  THAT  ARE  POPULAR 
5138  For  the  Freedom  of  the  World  (Zamecnik).  One- 
step  Military  Band 

Smile  and  Show  Your  Dimple  (Ruby).  Intro.: 
Dixie  Volunteers.    Medley  Fox-trot.  .Military  Band 
5140  Have  You   Seen  the  Ducks?    (Goetz).  Medley 

Fox-trot  Regimental  Band 

Paddle  Addle  (Snyder).    Fox-trot.  . Regimental  Band 
5137  I'm  Coming  Back  to  You,  Poor  Butterfly  (Don- 
nelly-Hubbell.     Fox-trot,  intro.:   Gee  What  a 

Wonderful  Mate  Regimental  Band 

We're  Going  Over  (Lange).  One-step,  intro.: 
There'll  Be  a  Hot  Time  in  the  U.  S.  A., 

Regimental  Band 

5129  Long  Boy  (Hirsehell-Walker).  One-step, 

Military  Band 

Oh,  You  Daddy  (Vincent).  Fox-trot, 

Regimental  Band 

5172  Indianola  (Onivas).     Fox-trot  Regimental  Band 

Jack  O'Lantern  (Caldwell-Burnside-Caryll).  Fox- 
trot Military  Band 

5119  Hawaiian  Hula  Medley.    Fox-trot  Hawaiian 

The  Glow  Worm  (Lencke)  Hawaiian 

5171  The  Dream  Waltz,  adapted  from  The  Tales  of 

Hoffman  (arr.  by  Klickman)  Dance  Orchestra 

Send  Me  Away  With  a  Smile  (Glogan).    One  or  ■ 

Two-step  Dance  Orchestra 

5169  Yah-De-Dah   (Kaufman).  Fox-trot, 

Dance  Orchestra 
"Cutey"  (Motzan).    One  or  Two-step, 

Dance  Orchestra 
5202  Some  Jazz  Blues  (Lake).    Fox-trot  Jazz, 

Dance  Orchestra 


Valse  Boston,  Waltz  Dance  Orchestra 

5199  Till  the  Clouds  Roll  By  (Kern).  One-step 

™   t  ,         ^,  ~  Military  Band 

Oh  Johnny,  Oh!  (Ross-Olman) .  One-step, 

Dance  Orchestra 


EMERSON  PHONOGRAPH  CO. 

Thirty-five-Cent  Records 
PATRIOTIC  AND  POPULAR  SONG  HITS 

7389  When  We  Meet  in  the  Sweet  Bye  and  Bye- 

Tenor  duet,  orch.  accomp, 

George  Gordon  and  Robert  Bruce 
Oh,  Moon  of  the  Summer  Night — Vocal  Quartet, 

orch.  accomp  Liberty  Ouartet 

7394  lour  Lips  Are  No  Man's  Land  But  Mine — Tenor 

duet,  orch  accomp. George  Gordon  and  Robert  Bruce 
The  Spirit  of  the  U.  S.  A. — Patriotic  solo,  orch. 

accomp  Harry  Evans 

7393  Paul  Revere,  Won't  You  Ride  For  Us  Again?— 
Vocal  quartet,  orch.  accomp., 

George  Gordon  and  Liberty  Quartet 
My   Little   Service  Flag  Has   Seven   Stars — Pa- 
triotic solo,  orch.  accomp  Edith  King 

7385  When   Alexander   Takes   His  Ragtime   Band  to 

France — Patriotic    character    song,    orch.  ac- 

c°mE  Eddie  Nelson 

Keep  Jazzm    It  Ras' — Character  Coon  song,  ac- 
comp. by  piano,  banjo  and  saxophone, 

Arthur  Collins 

7386  When  I  Send  You  a  Picture  of  Berlin — Patriotic 

solo,  orch.  accomp  D.  (Bud)  Bernie 

Swat   the   Spy — Patriotic   character   song,  orch. 
accomp  Eddie  Nelson 

7387  We'll  Do  Our  Share  While  You're  Over  There- 

Patriotic  solo,  orch.  accomp  Harry  Ellis 

Oh!  Frenchy — Character  song,  orch.  accomp., 

Ben  Linn 

7390  Victory — Patriotic  solo,  orch.  accomp.D.  (Bud)  Bernie 
Mothers  of  France — Baritone  solo,  orch.  accomp., 

Harrv  Evans 

7388  He's  Got  Those  Big  Blue  Eyes  Like  You,  Daddy 

Mine — Tenor  solo,  orch.  accomp  Robert  Bruce 

A  Canoe  Song — Tenor  solo,  orch.  accomp., 

George  Gordon 
7396  Indianola — Indian  novelty   song,   orch.  accomp., 

George  Beaver 
Cheer  Up,  Tommy  Atkins — Baritone  solo,  orch. 

accomp  Harry  Evans 

LATEST  DANCE  RECORDS 
7392  Smiles  (Callahan-Roberts).  One-step, 

Emerson  Military  Band 
7392  Down  South  (Myddeton).    Descriptive  Southern 
dance,  banjo  and  accordion  duet, 

Van  Epps  &  Boudini 
7395  Hello,    Central,    Give    Me    No    Man's  Land 
(Schwartz-Schulz).  One-step, 

Emerson  Military  Band 
Howdy — A  Yankee  "pep"  step. Emerson  Military  Band 

7391  Oriental  One-step  (Vincent  Rose), 

Emerson  Military  Band 
Valse  Des  Blondes  (Gauno-Laurendeau), 

Emerson  Military  Band 


COLUMBIA  CO.  STARTS  CAMPAIGN  ON  PERSHING  RECORD 

Over  Two  Hundred  Newspapers  Will  Carry  Advertisements  Calling  Attention  to  the  Record  Made 
by  General  Pershing  in  France — Entire  Issue  of  House  Organ  Devoted  to  This  Record 


The  advertising  department  of  the  Columbia 
Graphophone  Co.,  New  York,  has  prepared  a 
mammoth  advertising  campaign  in.  behalf  of  the 
famous  Pershing  record,  which  is  now  in  the 

PERSHING'S 

own  voice  speaks 
to  you  from  the 
battlefields  of  France 


The  most  remarkable  Phonograph  Record 
ever  made — General  Pershing's  inspir- 
ing message  on  one  side;  Ambassador 
Gerard's  address,  "Loyalty"  on  the  other 


Picardy.  Genei 


\\  Pers 


s  the  v 


it.,.  :.. 


Headquarters  in  France,  this  grim,  iron-gray 
man  spoke  wilh  crisp,  soldierly  brevity,  into 

to  the  mothers,  wives,  iaihers.  children  o(  the 
men  who  are  fighting  there  with  him  on  the 
shell-torn  fields  ol  France,  Is  there  a  home  in 


I  L.rid  il 


o  the  v 


■I  Gener 


Pershing  I 


his  splendid  a 


-  Side  of  this  Record 
or  Gerard  speaks 

in  the  Kaiser  couldn't  blufl; 


:rgcncy— 


history — in 
is  making  I 
These  r 


The  Notion's  Foi 
upon  airy  make  ol  la 

I  may  be  obtained  hei 


.rld\  ,;rc.-il  I 

i  graphic,  in 


:  bit  ol 


ide  lor  the  Nation's 
Gr.ii'ti'  'I'linne  Com- 

ards  lor  which  ihi^. 


(DEALER'S   NAME  HERE) 


Ad  Featuring  Pershing  Record 

hands  of  Columbia  dealers  for  sale.  This  ad- 
vertising campaign  will  reach  millions  of  music- 
lovers  throughout  the  country,  and  will  enable 
Columbia  dealers  to  develop  a  tremendous  de- 


mand for  this  remarkable  record,  which  was 
made  under  the  supervision  of  the  Nation's 
Forum. 

According  to  present  plans  Columbia  adver- 
tising in  behalf  of  this  record  will  include  a  five- 
column  280-line  newspaper  advertisement  in 
more  than  two  hundred  newspapers  throughout 
the  United  States.  This  advertising  will  aim  to 
impress  upon  the  public  the  fact  that  this  Persh- 
ing record  was  recorded  in  the .  trenches  of 
France,  and  that  it  gives  every  patriotic  Amer- 
ican an  opportunity  to  include  in  their  record 
library  a  message  from  the  head  of  the  Amer- 
ican Expeditionary  Forces  abroad.  This  record 
by  General  Pershing  has  an  enormous  intrinsic 
value,  and  Columbia  dealers  predict  that  its  sale 
will  be  limited  only  by  the  shipments  from  the 
Columbia  factories. 

In  order  that  Columbia  representatives  may 
hitch  up  their  local  advertising  with  the  national 
Columbia  campaign,  a  series  of  two  and  three- 
column  advertisements  has  been  prepared. 
Matrices  of  these  advertisements  will  be  fur- 
nished to  the  dealers  free  of  charge,  and  the 
accompanying  illustration  will  give  some  idea  of 
the  effectiveness  of  this  publicity. 

The  Nation's  Forum,  whose  plans  include  a 
series  of  records  by  famous  Americans,  the  first 
one  of  which  is  the  record  by  General  Pershing, 
will  also  lend  their  whole-hearted  efforts  to  the 
proper  introduction  of  the  Pershing  record.  It 
is  quite  likely  that  public  officials  throughout 
the  country  will  take  due  cognizance  of  the 
record,  and  the  public  will  undoubtedly  have 
their  attention  directed  toward  this  record  in 
many  unusual  ways. 

For  the  benefit  of"  Columbia  dealers  a  special 
edition  of  the  "Columbia  Record,"  the  official 
house  organ  of  the  Columbia  Co.,  has  just  been 
issued,  the  contents  of  which  are  devoted  en- 
tirely to  the  Pershing  record.  An  artistic  card 
in  the  company's  Fifth  avenue  shop,  advises 
passcrsby  along  Fifth  avenue  that  Columbia 
dealers  everywhere  have  the  Pershing  record  for 
sale,  and  many  sales  in  the  establishments  of 
Columbia  representatives  will  doubtless  result. 


i 


August  15,  1918 


THE   TALKING    MACHINE  WORLD 


Some  Leading  Jobbers  ot  Talking  Machines  in  America 


1856 


1916 


VICTOR 

DISTRIBUTORS 

VICTORS  EXCLUSIVELY 

Wt  make  a  specialty  of  getting  the  order 
out  oh  time — every  ttme. 

The  Rudolph  Wurlitzer  Co. 

CINCINNATI  AND  CHICAGO 

Two  points  of  supply;  order  from  the  nearer 


YAHR  &  LANGE  DRUG  CO. 

MILWAUKEE,  WIS. 

Wholesale  Distributors  for 

STME  INSTRUMENT  07  QUALITY 
once 
CLE&S!    AS   A  BELL 

in  Wisconsin 
and  Upper  Michigan 


Smith,  Kline  &  French  Co. 

PHILADELPHIA 

Wholesale  Distributors  for 


INSTRUMENT  Of  OUALITV 


^ft^fr      CLEAR    AS   A  BELL 

In  PENNSYLVANIA,  NEW  JERSEY 
and  DELAWARE 


C.  L.  Marshall  &  Co. 

Wholesale  Distributors 
for  Michigan 

STMI  INSTRUMENT  OF  QuAUTV 
onon 
CLE AH    AS   A  SELL 

The  Ohio  Sales  Company,  Inc. 
Wholesale  Distributors 
for  Ohio 

810-11  EMPIRE  BLDG..  DETROIT.  MICH. 


W.  J.  DYER  &  BRO. 

NORTHWESTERN  DISTRIBUTORS 
OF  THE 


VICTOR 


»S   Machines,  Records  and  Supplies 


Shipped  Promptly  to  all 
Points  in  the  Northwest 


TheElectric  Supply  &  EquipmentCo. 

Exclusive  Wholesale  Distributors  for 
Southern  New  England 

S«  INSTRUMENT  Ot  QUALITY 
CLEAR   AS  A   BEL.L  C 

Complete  stocks  carried  in  Boston  and  Hartford 

Little  Bldg.  103  Allyn  St. 

BOSTON,  MASS.         HARTFORD,  CONN. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON,  D.  C. 
231   N.  HOWARD  STREET,  BALTIMORE,  MD 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Ga„  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Mil.,  Columbia  Graphophone  Co.,  16 

South  Hownrd  St. 
Boston,  Columbia  Graphophone  Co.,  137  Federal 

St. 

Buffalo.  N.  y.,  Columbia  Graphophone  Co.,  737 
Mala  St. 

Chlcaao,  111.,  Columbia  Graphophone  Co.,  14  N. 

Michigan  Are. 
Cincinnati,  O..  Columbia  Graphophone  Co.,  117- 

119  W.  Fourth  Ave. 

Cleveland,  O.,  Columbia  Graphophone  Co.,  1371 
Euclid  Ave. 

Dalian,  Tex.,  Columbia  Graphophone  Co„  1011 
Elm  St. 

Dearer,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Place. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  401 

Woodward  Ave. 
Indianapolis,  Ind.,  Columbia  Graphophone  Co., 

44  N.  Pennsylvania  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

1027  McGee  St. 
Los  Angeles,  Cal.,  Columbia  Graphophone  Co., 

745  S.  Broadway. 
Minneapolis.  Minn.,  Columbia  Graphophone  Co., 

412-414  Nicollet  Ave. 
New  Haven,  Conn.,  Columbia  Graphophone  Co.. 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphophone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 

Omaha,  Neb.,  Schmoller  &  Mueller  Piano  Co. 
Philadelphia,  Pa.,  Columbia  Graphophone  Co., 

210  N.  Broad  St. 
Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Portland,  Me.,  Columbia  Graphophone  Co.,  43 

Exchange  St. 
Portland.  Ore.,  Columbia  Graphophone  Co.,  428- 

431  Washington  St. 
Salt    r*ke    City.    Utah,    Columbia    Stores  Co., 

221  South  West  Temple. 
San  Francisco.  Cal.,  Columbia  Graphophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Are. 
Spokane,    Wash.,    Columbia    Stores    Co.,  818 

Sprague  Ave. 
St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 

Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columbia   Graphophone    Co.,   54-56  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


StAjNDARdTALKI/VG  dACHINfiCo. 
Pittsburgh 


w 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
218-220  NORTH  SECOND  STREET.  RICHMOND,  VIRGINIA 
Write  for  Dealers'  Proposition 

Southern  Victor  Dealers 

Largest  Stock  VICTROLAS  and  RECORDS. 
Prompt  Shipment  and  Lots  Freight  Rote*. 

WALTER  D.  MOSES  &  CO. 

Oldett  Mutic  Houte  in  Virginia  or  North  Carolina. 

RICHMOND,  VA. 


9  ^  J  V  E  R  Lar.ert  VICTOR  Talking 

D  I  T  S  O  N  Mhachine  Distributors  East  of 

COMPANY  Creators  •»  "T».  Fastest  Victor 
  _      Sirrict."    Let  u  tell  yon  mar. 

BOSTON  *" "rH"- 


ROUNTREE-CHERRY 

RICHMOND  VIRGINIA 

Wholesale  Distributors  for 

Stm  IMSTPUMCMT  or  QUALITY  ; 
anac 
CLE  Aft   AS  A  BELL. 


labove  a?T ntup  be  satisfied! 

IN  NORTH  AND  SOUTH  CAROLINA 


Victor  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

177  Tremont  Street,  Boston 

VICTOR  DISTRIBUTORS 


Sherman,^ 

San  Francisco,  Los  Angeles 
PACIFIC  COAST 

VICTOR  1 

jpiay&  Go. 

,  Portland,  Seattle,  Spokane 
DISTRIBUTORS  OF 
'RODUCTS 

The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


THIS  REFERS  TO  YOU,  MR.  DEALER 

Every  talking  machine  Jobber  In  this  country  should  be  represented  in  this  department,  no  matter  what  line  he  handle:)  or  where 
he  is  located.  The  cost  is  alight  and  the  advantage  Is  great.  Be  sure  to  have  your  card  in  this  department  of  The  Talking 
Machine  World  each  month.    It  will  pay  you  a  big  profit  on  the  investment.  


The  New  Edison 


A  Master  Product 

of 

A  Master  Mind 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS, 
THE  NEW  EDISON  DIAMOND  AMBEROLA  AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonographs,  Ltd. 
San    Francisco — Edison  Phonographs, 
Ltd. 

COLORADO 
Denver — Denver  Dry  Goods  Co. 

CONNECTICUT 
New    Haven — Pardee-EUenberger  Co., 

Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago — The  Phonograph  Co. 

James  I.  Lyons.    (Amberola  only.) 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Oes  Moines — Harger  &  Blish. 
Sioux  City — Harger  &  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co.,  Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 

MICHIGAN 
Detroit — Phonograph    Co.,    of  Detroit. 

MINNESOTA 
Minneapolis — Laurence  H.  Lucker. 

MISSOURI 
Kansas  City — The   Phonograph   Co.  of 

Kansas  City. 
St  Louis — Silverstone  Music  Co. 

MONTANA 
Helena — Montana  Phonograph  Co. 

NEBRASKA 
Omaha — Shultz  Bros. 

NEW  JERSEY 
Paterson — James  K.  O'Dea  (Amberola 
only). 

NEW  YORK 
Albany — American  Phonograph  Co. 


New  York — The  Phonograph  Corp.  of 

Manhattan. 
Syracuse — Frank  E.  Bolway  &  Son,  Inc. 
W.    D.    Andrews    Co.  (Amberola 

only.) 

EufifaJo — W.  D.  &  C.  N.  Andrews  Co. 
(Amberola  only.) 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs,  Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phonograph  Co. 
Pittsburgh — Buehn  Phonograph  Co. 
Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co.  (Amberola 
only.) 

TEXAS 

Dallas  —  Texas-Oklahoma  Phonograph 

Co. 


UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 

VIRGINIA 

Richmond — The  C.  B,  Haynes  Co.,  Inc. 


WISCONSIN 
Milwaukee — The  Phonograph 
Milwaukee. 


Co.  of 


CANADA 

Montreal — R.  S.  Williams  &  Sons  Co., 
Ltd. 

St  John— W.  H.  Thome  *  Co..  Ltd. 
Toronto — R.  S.  Williams  ft  Sons  Co., 
Ltd. 

Vancouver — Kent  Piano  Co..  Ltd. 
Winnipeg — R.  S.  William*  Jt  Sons  Co., 
Ltd. 

Calgary— R.  S.  Williams  ft  Sons  Co.. 
Ltd. 


ByriEagiaagB«^ 


*  ri< »n  n<*3*n  am      *  *  >n  •:•  >•<* 


VOL.  XIV.    No.  9. 


SINGLE  COPIES.  25  CENTS 
PER  YEAR,  TWO  DOLLARS 


makers  jd 
sellers  nf 
talking 
maclfines 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  September  15,  1918 


 :liiimi!!l!ll![ilUI!l!»lllllllllllllllllll|ltlMlllllllllin!IM 


,;;[i::ii:ni5,i:,!'!,;:ir';i;i:lii  ii.iiiiisiiviiH!-!;-;  i::.oi'!H\irMi.     ,■■  , :    i  > . . , r"n u ir in h:i t;::i'r; ii usn iiiiit; 


'iiiimiiiiluiiiKljiiwit:! 


The  instrument  by  which 
the  value  of  all  musical 
instruments  is  measured 


Victrola  XVII,  $275 
Victrola  XVII,  electric,  $332.50 


lllllnlllllllUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHIIIM  ••••  II  IlillilWWIKIIinillflllUllHIM 

Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  at  New  York,  N.  Y.,  under  the  act  of  Congress  of  March  2,  IS! 


THE   TALKING    MACHINE  WORLD 


September  15,  1918 


THE  INSTRUMENT  OF  QUALITY 

mot, 

CLEAR   AS   A  BELL 


The  Highest  Class  Talking  Machine  in  the  World 

Maintains  Its  Supremacy  Always 

IN  this  era  of  costly  materials,  high-priced  labor,  and  scarcity 
of  skilled  workers,  there  are  temptations  to  substitute  things 
not  quite  so  good  for  materials  and  designs  known  to  be  best. 


Sonora,  however,  maintains  its  quality 
through  and  through.  You  can  rely  on 
this.  It  is  made  up  to  meet  lofty  stand- 
ards, not  down  to  meet  a  low  price. 

For  the  best  proof  dissect  a  Sonora  and 
compare  its  individual  parts  with  those 
of  other  phonographs.  The  evidence 
in  Sonora's  favor  is  startling. 


Handle  the  instrument  that  sells  easily 
for  cash  because  of  the  owner's  pride  of 
possession.  Sonora  is  in  popular  favor, 
and  firmly  holds  supremacy  in  the 
phonograph  industry. 

Write  us  today  regarding  the  Sonora. 
Period  models  now  ready  for  delivery. 


Sonora  Ityonogtapfj  £s>aleg  Company,  inc. 

GEORGE  E.  BRIGHTSON,  President 

Executive  Offices,  279  Broadway,  New  York 


Sonora  operates  and  ts 
licensed  under  Basic  Patents  of 
the  phonograph  industry. 


The  Talking  Machine  World 

Vol.  14.    No.  9  New  York,  September  15,  1 91 8  Price  Twenty-five  Cents 

ENTHUSIASM  A  GREAT  ASSET         STADLMAIR  NEW  ASSOCIATION  HEAD    THE  PHONE  AS  A  SALES  MEDIUM 


The  Real  Secret  of  Salesmanship  in  the  Talking 
Machine  Field  Is  Locked  Up  in  Energy  Which 
Can  Be  Unlocked  Only  by  Enthusiasm 

Success  in  selling  taking  machines  and  records 
is  up  to  the  individual  salesman.  The  man  who 
fails  will  try  to  find  excuses  for  his  failure,  but 
almost  always  the  real  reason  for  his  failure  is 
to  be  found  in  the  fact  that  he  did  not  put  suffi- 
cient interest  and  energy  into  his  work. 

Before  the  ocean  liner  leaves  her  pier  the 
agents  know  that  the  ship  has  plenty  of  energy 
stored  in  her  bunkers — plenty  of  coal,  the  ele- 
ment that  goes  to  make  up  propelling  power. 
The  ship  has  on  board  the  potential  energy  to 
stem  the  tide  of  opposition. 

The  anchor,  the  searchlight,  the  wireless,  the 
fog  horn,  are  necessities — after  the  energy.  Tact, 
politeness,  personal  appearance  are  necessities — 
after  the  energy. 

Strength  of  will,  measure  of  capacity,  magnetic 
influence  over  men,  the  dynamic  force  of  en- 
thusiasm, are  all  the  natural  outcome  of  physical 
strength,  good  health — energy. 

Men  without  energy  are  without  enthusiasm. 
There  are  peddlers,  there  are  undertakers,  there 
are  traveling  men,  and  there  are  real  salesmen. 
You  can  tell  them  by  their  enthusiasm. 

The  real  secret  of  salesmanship  is  locked  up 
in  energy  and  unlocked  by  enthusiasm. 

No  adverse  circumstances,  no  human  power 
can  hold  back  a  man  in  selling,  if  he  has  force, 
courage.  Give  a  man  pluck,  will  power,  a  settled 
purpose,  an  overmastering  energy,  and  barrels 
and  barrels  of  enthusiasm,  and  lie  will  sell  talk- 
ing machines,  records,  pins  or  pumpkins  and 
make  a  success  of  it,  too. 

TALKING  MACHINES^ ON  THE  PRAIRIE 

Instance  of  How  Instrument  Has  Brought  Music 
Far  Into  the  Interior  of  Canada 

The  manner  in  which  the  talking  machine  has 
penetrated  far  into  the  country  districts  and 
miles  from  the  trade  centers  is  indicated  in  the 
following  item  which  appeared  recently  in  the 
"Music  in  the  Home  Page"  in  a  newspaper  in 
Edmondton,  Alta.: 

A  young  woman  called  at  the  warerooms  of 
a  music  dealer  in  Saskatoon  to  see  some  talking 
machine  records.  She  mentioned  that  her  home 
was  two  hundred  miles  from  the  railway,  and 
that  she  had  come  to  the  city  by  motor  car. 
Naturally  enough  the  dealer  began  to  show  her 
some  of  the  newer  and  more  popular  records. 
She  was  not  particularly  interested.  "We  have 
this  one,"  was  her  invariable  remark.  After 
inquiry,  the  dealer  learned  that  the  family  re- 
ceived every  month  the  catalog  of  one  of  the 
leading  companies,  and  purchased  largely  of  the 
records  by  mail  order. 

When  a  family  living  on  the  prairie,  two  hun- 
dred miles  from  a  railway,  is  in  close  touch 
with  the  trend  of  modern  music,  one  may  begin 
to  realize  the  marvelous  effect  which  this  in- 
vention is  bound  to  have  on  the  general  state 
of  musical  culture  in  Canada.  It  used  to  be  that 
only  the  men  and  women  living  in  the  largest 
cities  had  the  opportunity  to  hear  the  best 
music  played  by  the  best  artists.  Yet  to-day 
"to  earth's  remotest  bound"  Mischa  Elman,  and 
Caruso,  and  McCormack,  and  Scotti,  and  the 
Chicago  Symphony  Orchestra  are  as  well 
known  as  they  are  in  New  York  or  Toronto. 
The  artists  of  to-morrow  will  find  audiences  all 
over  the  world,  and  will  need  to  be  of  superb 
quality  to  hold  their  position  against  the  new 
and  wider  criticism. 


The  Canadian  Pacific  Railroad  has  placed  a 
Victrola  and  a  large  selection  of  records  on  each 
of  its  passenger  steamships  and  has  called  at- 
tention to  that  fact  in  advertisements. 


President  of  C.  Bruno  &  Son,  Inc.,  Elected 
President  of  National  Musical  Merchandise 
Association  Which  Was  Organized  Recently 

Henry  Stadlmair,  president  of  C.  Bruno  & 
Son,  Inc.,  Victor  wholesalers  and  musical  mer- 
chandise importers  and  wholesalers,  has  been 
elected  president  of  the  National  Musical  Mer- 
chandise Association  of  the  United  States,  an 
organization  which  was  formed  last  month  in 
New  York.  This  association  includes  among 
its  members  all  of  the  leading  musical  mer- 
chandise manufacturers  and  jobbers  in  this 
country,  and  it  has  been  formed  to  promote  the 
interests  of  this  important  branch  of  the  musi- 
cal instrument  business  and  enable  the  differ- 
ent members  of  the  industry  to  co-operate  with 
one  another  along  efficient  and  practical  lines. 

Mr.  Stadlmair  has  for  many  years  been  an 
active  figure  in  Victor  talking  machine  circles, 
and  his  thorough  knowledge  of  executive  and 


Henry  Stadlmair 


merchandising  problems  has  won  for  him  an 
enviable  position  in  both  the  Victor  and  musical 
merchandise  industries.  His  election  as  the 
first  president  of  this  new  and  important  asso- 
ciation, which  has  become  a  member  of  the 
Music  Industries  Chamber  of  Commerce,  is  a 
tribute  to  Mr.  Stadlmair's  indefatigable  work 
to  further  the  best  interest  of  the  industries  with 
which  he  is  associated. 


HOW  GODOWSKY  WAS  FEATURED 

Decatur  Dealers  Gave  Public  an  Idea  of  His 
Ability  Through  Columbia  Records 

Bachman  Bros.  &  Martin  Co.,  of  Decatur,  111., 
took  splendid  advantage  of  the  recent  appear- 
ance of  Godowsky,  the  distinguished  pianist,  who 
was  to  play  at  University  Auditorium  of  the 
School  of  Music,  iii  that  city,  and  sent  out  invi- 
tations to  the  public  to  hear  the  Columbia  rec- 
ords of  this  artist's  playing.  A  well-prepared 
newspaper  campaign  was  conducted  in  this  con- 
nection, as  well  as  special  window  displays,  with 
the  result  that  not  only  were  many  Godowsky 
records  sold,  but  the  Bachman  Bros.  &  Martin 
Co.  secured  an  acquaintance  with  a  number  of 
people  who,  were  it  not  for  this  concert,  would 
not  know  the  artist  or  the  house  as  well  as 
they  know  them  now. 


SUPPLIES  NEEDED  ENTERTAINMENT 

Talking  machines  are  becoming  exceedingly 
popular  throughout  Indiana  since  the  "dry"  beer 
parlors  have  come  into  being.  People  want 
something  more  than  dry  beer;  they  want  enter- 
tainment, hence  talking  machines  fill  the  bill 
most  pleasingly. 


Proof  That  the  Phone  Is  a  Profitable  Sales  Ve- 
hicle in  Developing  Talking  Machine  Trade  if 
It  Is  Wisely  and  Intelligently  Used 

The  World  recently  published  an  article  on 
the  value  of  the  'phone  as  a  sales  medium,  and 
during  the  past  month  we  have  received  no 
less  than  forty  letters  from  dealers  telling  us 
that  they  have  employed  the  'phone  in  bringing 
their  monthly  lists  of  records  to  the  attention  of 
customers  with  splendid  success.  In  one  in- 
stance a  dealer  states  that  he  got  in  touch  by 
'phone  with  several  customers  after  he  had  re- 
ceived a  new  style  of  talking  machine  on  the 
floor  and  made  a  sale  without  much  difficulty. 
There  is  no  question  but  that  the  'phone  is  a 
valuable  factor  in  sales  development  if  intelli- 
gently and  persistently  utilized. 

ORGANIZE  $100,000  COMPANY 

Ohio  Sales  Co.,  Inc.,  Will  Act  as  Sonora  Dis- 
tributors in  the  State  of  Ohio 


Detroit,  Mich.,  September  4. — Charles  L.  Mar- 
shall &  Co.,  810  Empire  Building,  Michigan  dis- 
tributors for  the  Sonora  phonograph,  are  closing 
a  remarkably  fine  business,  and  Mr.  Marshall 
stated  recently  that  the  demand  for  Sonora 
products  in  this  territory  is  far  outdistancing 
the  supply.  The  company  is  endeavoring  to  co- 
operate with  the  Sonora  representatives  along 
practical  and  result-productive  lines,  and  these 
efforts  are  meeting  with  gratifying  success. 

Mr.  Marshall  announced  recently  the  incorpo- 
ration of  a  $100,000  company,  to  be  known  as 
the  Ohio  Sales  Co.,  Inc.,  which  will  act  as  dis- 
tributors for  the  Sonora  line  in  the  State  of  Ohio. 
According  to  present  plans,  this  new  company 
will  carry  warehouse  stock  in  Canton  and  Day- 
ton, O.,  and  for  the  time  being  will  have  its 
executive  offices  at  810  Empire  Building,  in  this 
city. 

VALUABLE  RECORD  SALES  HELP 

Introduced  by  I.  Davega,  Jr.,  Inc.,  New  York, 
Is  Highly  Spoken  of  By  Dealers 

I.  Davega,  Jr.,  Inc.,  125  West  125th  street, 
New  York  City,  Victor  distributors,  are  offering 
a  sales  help  that  is  proving  itself  to  be  very 
valuable  at  this  present  time  of  record  scarcity. 
It  consists  of  a  display  rack  for  two  records  to 
be  hung  in  the  demonstration  booth.  The  cap- 
tion reads,  "Play  these  records  while  you  wait." 
The  waiting  customer  in  a  demonstration  booth 
upon  this  invitation  is  very  often  sold  a  record 
that  he  would  not  ordinarily  buy  from  the  read- 
ing of  the  title  on  a  list.  They  report  that  many 
dealers  are  already  using  this  new  fixture  to 
their  great  benefit.  It  has  been  found  by  them 
an  important  factor  in  moving  records  of  which 
they  have  a  large  supply. 


SOUTH  AMERICAN  DEMAND  GROWS 

Washington,  D.  C,  September  4. — There  is  an 
enormous  demand  for  talking  machines  and  rec- 
ords at  the  present  time  in  Argentina  and  Brazil, 
and  large  orders  are  being  placed  with  Ameri- 
can manufacturers  which  are  not  easy  to  fill 
owing  to  the  shortage  of  ships.  Many  inquiries 
regarding  these  goods  are  reaching  the  local 
embassy,  and,  owing  to  the  scarcity  of  talking 
machines,  prices  of  these  instruments  in  South 
America  generally  have  appreciated  more  than 
AO  per  cent.  A  recent  report  sent  by  the  Ameri- 
can consul  says  that  a  shipment  of  talking  ma- 
chines was  forwarded  from  San  Francisco,  Cal., 
by  Pacific  Ocean  Freight,  landed  at  Valparaiso, 
Chile,  and  sent  across  the  continent  by  trans- 
Andean  railway  to  Rio  de  Janeiro  and  Buenos 
Ayres,  arriving,  over  two  months  after  ship- 
ment, at  the  latter  points  on  July  20. 


4 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Why  Quality  Rather  Than  Price  Should  Govern 
the  Salesman  in  Dealing  with  the  Public 


Of  all  the  slogans  which  attract  the  interest 
and  attention  of  clever  salesmen,  that  one  about 
"giving  the  public  what  it  wants"  is  the  most 
fascinating.  It  sounds  so  plausible,  and  is  as 
plausible  as  it  sounds.  More  than  that,  it  really 
covers  a  deep  truth  of  merchandising,  a  truth 
none  the  less  true  because  little  understood  by 
the  generality  of  superficial  men,  who  neither 
think  nor  reason  deeply. 

Like  all  truths  there  are  two  aspects  to  this 
one.  Or,  to  put  it  better,  there  are  true  and 
false  aspects.  The  true  aspect  is  the  harder 
one  to  see  rightly,  and  the  false  the  easier  to 
adopt;  but  in  the  former  alone  can  the  truth 
be  seen. 

If  you  stop  to  think  of  it,  every  piece  of  bad 
merchandising,  every  appeal  to  the  lower  side 
of  public  nature,  feeling  or  desire,  is  invariably 
excused  on  the  plea  that  the  merchant  does  not 
exist  to  educate,  but  to  supply  wants;  and  that 
when  he  has  given  the  public  what  the  public 
wants  his  duty  is  done.  But  the  fallacy  lies  in 
supposing  that  the  public,  in  respect  of  most 
things  offered  for  sale,  has  any  special  ideas  at 
all.  Now,  if  you  argue  consistently  for  the 
lower  side  of  your  industry,  and  because  you 
can  only  see  the  poor  side  of  everything, 
you  conclude  that  talking  machines  can  only 
be  sold  on  price,  you  will  undoubtedly  find 
plenty  of  folks  to  come  after,  you  and  buy  them 
because  they  are  cheap.  Whence  you  may  con- 
clude that  the  public  wants  only  the  cheap;  and 
that  your  duty  is  solely  to  give  the  public  what 
you  think  the  public  wants. 

But  the  man  who  reasons  and  acts  in  this 
way  is  playing  with  the  facts.  We  often  say  to 
another,  "You  should  not  judge  everybody  else 
by  yourself;"  and  the  weakening  effect  on  one's 
judgment  of  such  a  practice  is  evident.  But  it 
is  just  what  we  are  all  extremely  likely  to  do 
in  reasoning  about  business;  and  the  effects 
upon  our  judgment  are  frequently  disastrous. 
We  do  not  know  what  the  public  wants  if  we 
imagine  that  the  things  we  desire  on  our  own 
lowest  plane  are  identical  with  the  things  every 
one  else  desires. 

It  is  not  only  in  the  cited  case  of  bargain  price 
inducements  that  the  misjudgment  of  what  the 
people  want  is  common.  Similar  misjudgment 
commonly  occurs  in  reference  to  public  ideas  of 
quality.  It  is  a  common  assumption  on  the  part 
of  a  man  who  likes  noise  and  vulgarity  to  sup- 


pose that  all  the  world  is  noisy  and  vulgar.  He 
takes  you  to  a  cabaret  and  supposes  that  he  is 
showing  you  the  life  of  the  people.  So  it  is 
with  all  that  makes  life  worth  living.  The  man 
who  cares  nothing  for  what  is  fine  never  can 
understand  why  perhaps  others  think  differently. 
And  he  invariably  is  guilty  of  proclaiming  that 
he  speaks  for  the  "plain  people;"  a  particularly 
common  and  particularly  nauseous  hypocrisy, 
not  the  less  so  because  it  is  often  unconscious. 


What  Should  the 
Talking  Machine 
Salesman  Really 
Give  to  the  Buying 
Public  ?  


No!  It  is  wholly  wrong  to  suppose  that  popu- 
larity and  success  necessarily  mean  appealing- 
only  to  the  vulgar  instinct  of  cheapness  and  an 
equally  vulgar  ignorance  of  quality.  The  great 
successes  in  the  talking  machine  business,  as  in 
every  other,  have  been  made  by  the  makers  and 
sellers  of  quality  goods.  Look  at  the  history,  if 
you  like,  of  just  our  own  business;  and  see  what 
it  shows.  The  big  permanent  successes  are 
made  by  the  men  who  put  quality  first  as  their 
watchword  and  who  adhere  steadfastly  to  that 
watchword. 

Consider  for  a  moment.  What  does  the  pub- 
lic really  want?  In  the  first  place,  the  very  fact 
that  a  person  comes  to  buy  a  talking  machine 
is  evidence,  of  itself,  that  . a  very  strong  desire 
exists  on  the  part  of  that  person  for  something 
which  is  not  utilitarian,  and  which  appeals  to 
his  higher  instincts.  Nobody  buys  a  talking  ma- 
chine in  quite  the  spirit  manifested  when  one 
buys  a  bed,  or  a  frying  pan.  Therefore,  the  pre- 
sumption is  always  justified  that  the  prospective 
purchaser,  in  his  or  her  inmost  heart,  really 
desires  something  fine  and  beautiful,  even  if  the 
question  of  price  is  apparently  alarming. 


See  then  what  a  foundation  one  has  to  build 
on.  Comparatively  few  persons  buy  a  talking 
machine  because  it  is  cheap.  A  person  may  buy 
a  talking  machine  of  low  quality,  at  a  corre- 
sponding price,  because  he  or  she  feels  unable 
to  put  more  money  into  it;  but  that  is  not  the 
same  thing.  That  person  would  have  bought  a 
better  one  if  he  or  she  could  have  done  so. 
Now,  seeing  that  the  ability  or  inability,  in  case 
of  extended  payments,  is  usually  a  matter  of 
courage  and  desire  combined,  the  salesman  who 
does  not  work  on  this  basis  is  neither  clever  nor 
efficient. 

He  is  not  clever  because  he  really  does  not 
see  the  real  state  of  the  customer's  mind.  He 
is  not  efficient  because  he  sells  what  is  not  so 
good  instead  of  what  is  actually  and  positively 
good,  when  he  might  have  encouraged  the  cus- 
tomer into  taking  the  courageous  step  and  so 
have  satisfied  both  parties  to  the  deal  more  per- 
fectly in  the  end. 

We  need  no  argument,  surely,  to  convince  us 
that  the  man  or  woman  who  comes  to  buy  a 
talking  machine  is  in  a  state  of  mind  predis- 
posed to  that  which  is  excellent.  Timidity,  ig- 
norance or  fear  may  possibly  produce  a  feeling 
of  antagonism  towards  high-class  goods  or  high- 
class  prices;  but  this  is  a  diseased  condition 
which  the  salesman  exists  to  remove.  To  play 
up  to  those  feelings  is  precisely  the  thing  not 
to  do. 

The  real  and  right  way  of  giving  the  public 
what  it  wants,  in  our  business  anyhow,  is  to 
realize  that  the  prospect  comes  to  the  store  with 
two  ideas,  one  definite  and  the  other  indefinite. 
The  indefinite  one  refers  to  the  amount  of 
money  to  be  spent;  the  definite  one  is  that  a 
talking  machine  is  desirable — that  it  should  be 
good  and  must  be  reliable.  In  a  word,  the  sales- 
man who  talks  quality  is  talking  about  what  the 
public  really  wants;  and  is  preparing  to  give  the 
public  just  that.  Ninety-nine  times  in  a  hun- 
dred the  prospects  want  just  the  very  best  they 
can  buy  and  are  more  than  half  ready  to  go 
further  than  they  would  ever  admit  beforehand. 

That  is  the  true  aspect  of  the  question  of 
"giving  the  public  what  it  wants."  It  really 
wants  quality;  and  the  wise  salesman  is  he  who 
perceives  this  truth  beneath  the  whole  cloud  of 
stupidities  and  fears,  and  is  ready  to  uncover 
it  for  the  benefit  of  his  customer  and  himself 
as  well. 


THE  FOUNDATION 

IS  RIGHT 


Conditions  have  changed  and  are  The  Victor  dealer  is  entitled  to  the 

changing,  but  the  principles  back  best  service  we  can  give  him,  and 

of  the  DITSON  SERVICE  re-  he  gets  it  without  qualification 

main  steadfast.  and  regardless  of  conditions. 

There's  a  Human  Touch  to  Ditson  Service  That 
is  Particularly  Valuable  Just  Now 

Oliver  Ditson  Co.  xr.        „    ,    .    ,        Chas.  H.  Ditson  &  Co. 

BOSTON  Vlctor  ExclusiveJy      NEW  YORK 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


6 


Victrola  VI-A,  $32.50 

Oak 


Victrola  IX-A,  $60 

Mahogany  or  oak 


Victrola  XI-A,  $115 

Mahogany  or  oak 


-1  ^, 


Victor 
Supremacy  f 

is  firmly  established  on  a  basis  of 
great  things  actually  accomplished. 

A  supremacy  that  is  growing 
greater  every  day — that  insures  ever- 
increasing  prosperity  to  every  Victor 
retailer. 

Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  Gramophone  Co..  Montreal.  Canadian  Wholesalers 

"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine  Companj 
designating  the  products  of  this  Company  only. 
^Va^ningI  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of 
any  other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important   Notice.     Victor  Records  and  Victor  Machines  are  scientifically 
*  co-ordinated  and  synchronized  in  the  processes  of  manufacture,  and  their  use, 
one  with  the  other,  is  absolutely  essential  to  a  perfect  reproduction. 


Victrola  XVI,  $225 
Victrola  XVI.  electric.  $282.50 

Mahogany  or  oak 


■1BIIIII1I)]J 


Albany,  N.   Y  Gately-Haire  Co.,  Inc. 

Atlanta,  Ga  Elyea-Austell  Co. 

Phillips  &  Crew  Piano  Co. 

Austin,    Tex  The  Talking  Machine  Co.,  of 

Texas. 

Baltimore,   Mil  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 

Bangor,   Me  Andrews  Music  House  Co. 

Birmingham,   Ala.  Talking  Machine  Co. 
Boston,  Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  Y...  American  Talking  Mch.  Co. 

G.  T.  Williams. 
Buffalo,  N.  V  W.  D.  &  C.  N.  Andrews. 

Neal,  Clark  &  Neal  Co. 

Burlington,  Vt.. ..  American  Phonograph  Co. 

Butte,   Mont  Orton  Bros. 

Chicago,    IU  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  W.  H.  Buescher  &  Sons 

Co. 

The  Collister  &  Sayle  Co. 
The  Eclipse  Musical  Co. 

Columbus,   O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,    Colo  The  Hext  Music  Co. 

The   Knight-Campbell  Music 
Co. 


Victor  Wholesalers 


Des  Moines,  Ia....Mickel  Bros.  Co. 

Detroit,   Mlcb  Grinnell  Bros. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El   Paso.   Tex  W.  G.  Walz  Co. 

Honolulu,  T.  II.. . .  Bergstrom  Music  Co.,  Ltd. 

Houston,    Tex  Thos.  Goggan  &  Bro. 

Indianapolis,  Ind..  Stewart  Talking  Machine  Co. 
Jacksonville,  Fla..  Florida  Talking  Machine  Co. 
Kansas  City,  Mo ..  J.  W.  Jenkins  Sons  Music  Co. 

Schmelzer  Arms  Co. 

Lincoln,    Nebr  Ross  P.  Curtice  Co. 

Little  Rock,  Ark..O.  K.  Houck  Piano  Co. 
Los  Angeles,  Cal. .  Sherman,  Clay  &  Co. 

Memphis,   Tenn  O.  K.  Houck  Piano  Co. 

Milwaukee,  Wis...  Badger  Talking  Machine  Co. 
Minneapolis,  Mlnn.Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.  H.  Reynalds. 

Montreal,   Con  Berliner     Gramophone  Co.. 

Ltd. 

Nashville,  Tenn  O.  K.  Houck  Piano  Co. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  Haven,  Conn.  The  Horton-Gallo-Creamer  Co. 

New  Orleans,  La...  Philip  Werlein,  Ltd. 

New  York,  N.  Y...Blackman  Talking  Mach.  Co. 

Emanuel  Blout 

C.  Bruno  &  Son,  Inc. 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Charles  H.  Ditson  4  Co. 

Landay  Bros.,  Inc.  • 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 


Omaha,  Nebr  A.  Hospe  Co. 

Mickel'Bros.  Co. 

Peoria,  HI  Putnam-Page  Co.,  Inc. 

Philadelphia,    Pa. .  Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe. 

The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh,   Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co..  Ltd. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Portland,    Ore  Sherman,  Clay  &  Co. 

Providence,  R.  I...  J.  Samuels  &  Bro.,  Inc. 
Richmond,  Va  The  Corley  Co.,  Inc. 

W.  D.  Moses  &  Co. 
Rochester,  N.  Y...E.  J.  Chapman. 

The  Talking  Machine  Co. 
Salt  Lake  City,  V.  Consolidated  Music  Co. 

The  John  Elliott  Clark  Co. 
San  Antonio,  Tex.  Thos.  Goggan  &  Bros. 
San  Francisco,  Cal.  Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  4  Co. 

Sionx  Falls,  S.  D..  Talking  Machine  Exchange. 
Spokane,  Wash. ...  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y. . . .  W.  D.  Andrews  Co. 

Toledo,  O  The  Whitney  &  Currier  Co. 

Washington,  D.  C.Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Robt.  C.  Rogers  Co. 


6 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


AN  IMPORTANT  ACCESSORY— ALBUMS  FOR  FILING  DISC  RECORDS 

The  enormous  demand  for  "National"  Kecord  Albums  keeps  apace  with,  the  ever  increasing  demand  for  machines  and  records,  and  our 
output  capacity  has  been  enlarged  to  meet  the  greater  needed  supply.  Record  Albums  have  proven  themselves  to  be  the  best  and  most  convenient, 
as  well  as  economic,  method  of  filing  and  keeping  disc  records. 


THE  ALBUM 

soon  pays  for  itself  in  time- 
saving  and  preserving  records. 
The  initial  cost  is  really  an 
investment  which  comes  back 
fourfold. 


MAKING  THEIR  SELECTION 

Illustrating  the  daily  actual  usage  of  the 
Album,  the  most  convenient  and  satisfactory 
record  filing  system  extant. 


THE  PERFECT  PLAN 

The  pockets  holding  the  records  are  substantial/!; 
made  from  strong  fibre  stock,  firmly  joined  together 
and  bound  in  attractive  covers. 


A  PLACE  FOR  EVERY  RECORD  AND  EVERY  RECORD  IN  ITS  PLACE 

Albums  are  an  Indispensable  Requisite  in  the  talking  machine  business  and  wherever  records  are  sold.    An  accessory  that  is  necessary 
and  worth  while.    Practical  and  handy.    Save  time  and  records.    A  profitable  adjunct  to  the  business.    All  owners  of  machines  and  records  want 
Albums  to  file  and  preserve  their  records. 
i.  We  manufacture  disc  Record  Albums  containing  12  pockets  to  fit  cabinets  of  all  sizes  and  styles.     We  also  make  Albums  containing 

17  pockets.    With  the  indexes  they  are  a  complete  system  for  filing  all  disc  records. 

For  durability,  finish  and  artistic  design,  our  Albums  are  unsurpassed.     We  have  unexcelled  manufacturing  facilities,  and  considering 
quality  our  prices  are  the  lowest.     Write  us,  giving  quantity  you  may  desire,  and  we  will  quote  prices. 

OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR,  COLUMBIA,  EDISON,  PATHE  AND  ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.    :    239  S.  American  Street    :    PHILADELPHIA,  PA. 


VOCAL  LETTERS  TO  OUR  SOLDIERS 

Boggs  &  Buhl,  Pittsburgh,  Having  Success  With 
Department  in  Which  Are  Made  Record-Mes- 
sages Sent  to  Soldiers  Overseas 


Pittsburgh,  Pa.,  September  5. — Boggs  &  Buhl, 
the  large  Northside  department  store,  who  are 
agents  for  the  Victrola  and  Columbia  Grafonola, 
were  the  first  to  introduce  into  Pittsburgh  the 
plan  for  sending  a  vocal  letter  to  soldiers  over- 
seas. This  new  department  has  been  assigned 
to  .  the  talking  machine  section  of  the  store, 
which  is  under  the  management  of  H.  Wood. 
In  making  formal  announcement  of  the  new 
plan  the  firm  made  this  statement: 

"A  private  sound-proof  room  adjoining  the 
Victrola  department  is  at  your  disposal,  similar 
to  the  rooms-  in  which  records  are  played.  An 
attendant  explains  the  simple  method  of  oper- 
ating the  Dictaphone.  The  attendant  withdraws, 
the  door  is  shut,  and  as  though  the-  ears  of  your 
soldier  were  near  you  talk  to  him.  1 

"In  your  presence  ,  the  finished  cylinder  is 
sealed  in  an  addressed  container  and  the  "talkie" 
is  mailed.  He  gets  this  cylinder  with  his  mail — 
so  much  warmer,  so  much  more  human  than  a 
written  letter.  He  puts  the  cylinder  on  a  Dicta- 
phone (there  will  be  one  in  his  camp  at  Y.  M. 


sits  beside  you  and  hears  the  voice  he  loves.  He 
can  go  back  day  after  day  and  hear' the  voice 
over  and  over. 

"And  he  sends  you  a  'talkie'  in  return,  which 
you  may  bring  to  this  department  and  hear,  or 
which  you  may  hear  in  any  office  or  home  where 
there  is  a  Dictaphone.  The  cylinders  are  yours. 
You  may  keep  them  forever.  In  later  life  they 
will  be  the  voices  of  your  youth  calling  back 
across  the  years.  We  are  glad  and  proud  to  be 
the  first  to  offer  the  service  of  the  Vocal  Letter 
in  Pittsburgh.  Arrangements  have  been  made 
for  vocal  letter  service  in  all  American  camps." 


J.  D.  MOORE  WITH  WERLEIN  HOUSE 

J.  D.  Moore,  who  has  had  long  connection 
with  the  talking  machine  industry  and  who  for 
a  number  of  years  was  manager  of  the  talking 
machine  department  of  the  Lion  Dry  Goods 
Co.,  of  Toledo,  O.,  was  recently  appointed  man- 
ager of  the  talking  machine  department,  both 
wholesale  and  retail,  of  Philip  Werlein,  Ltd.,  of 
New  Orleans,  La.,  the  prominent  Victor  whole- 
salers. 


Louis  Bellaire  has  sold  his  talking  machine 
business  in  Le  Mars,  la.,  to  the  Kehrberg- 
Schneider  Co.,  but  Mrs.  Anna  Bellaire  will  still 


MACARONI  AND  DATES  AS  LUXURIES 

Musical  Instrument  Manufacturers  Should  Not 
Object  to  Having  Their  Products  Classed 
With  Food  in  National  City  Bank's  List 


If  the  foreign  trade  record  showing  imports 
of  principal  luxuries  into  this  country  during 
the  years  of  1918,  1917  and  1914  is  to  be  ac- 
cepted as  a  guide,  manufacturers  of  musical  in- 
struments might  have  little  cause  for  complaint 
about  having  their  products  classed  as  luxuries. 
Of  course,  the  bank's  list  contains  such  articles 
as  art  works,  beads,  feathers,  jewelry,  automo- 
biles, as  well  as  musical  instruments,  and  fur- 
ther ipcludes  macaroni,  dates,  figs,  cheese  and 
other  foods.  Personally,  we  should  not  cafe 
to  explain  to  an  Italian  that  macaroni  was  in 
the  luxury  class,  or  make  a  similar  explana- 
tion to  an  Arab  regarding  dates.  Perhaps 
bankers,  being  compelled  to  loan  money  at  short 
interest,  are  forced  to  regard  dates  and  macaroni 
as  luxuries.     It  is  indeed  unfortunate. 


MISS  DOROTHY  DOUGLASS  MARRIED 

Miss  Dorothy  Douglass,  daughter  of  Leon  F. 
Douglass,  a  director  of  the  Victor  Talking  Ma- 
chine Co.  and  also  inventor  of  color  motion 
picture  appliances,  was  married  late  last  month 
in  San  Rafael,  Cal.,  to  Eugene  Trabucco,  a  son 
of  Superior  Judge  J.  J.  Trabucco,  of  Mariposa 
County,  who  has  qualified  as  a  pilot  in  the  Naval 
Aviation  Camp  in  Ohio.  The  ceremony  took 
place  in  the  chapel  of  Dominican  Convent  at  San 
Rafael,  where  the  bride  attended  school.  The 
wedding  was  a  naval  one,  and  the  friends  of  the 
groom  in  the  aviation  service,  wearing  uniforms, 
were  in  attendance,  and  the  entire  affair  made 
a  very  beautiful  pageant.  Following  a  brief 
honeymoon  Mr.  and  Mrs.  Trabucco  left  for  New 
York,  where  the  aviator  rejoined  his  squadron. 


The  Talking  Machine  Co.,  of  Rockford,  has 
purchased  the  Victor  department  of  the  Dun- 
lap  store  at  Belvidere,  111. 


C.  A.  headquarters)  and  for  four  minutes  he     continue  to  handle  pianos  at  the  old  store. 


THE  REGINAPHONE 

A  phonograph  of  the  highest  grade 
with  many  exclusive  features.  The  new 
Regina  Sound-box  is  the  greatest  im- 
provement in  talking  machines  .  in 
years,  reproducing  all  hill  and  dale 
and  lateral  cut  records  equally  well, 
and  in  a  manner  unsurpassed. 

Territory  arrangements  with  active  dealers.   Send  for  particulars. 

THE  REGINA  CO. 


New  Reeina  Sound-Box 


47  West  34th  Street,  NEW  YORK 
209  S.  Wabash  Ave.,  CHICAGO,  ILL. 


Style  900 


Manufacturers  of  the  Regina  Music  Box  and  other  musical  instruments  for  over  25  years. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


7 


Victrola  IV-A,  $22.50 

Oan 


Victrola  VI-A,  $32.50 

Oak 


Victrola  VIII-A,  $50 

Oak 


Victrola  IX-A,  $60 

Mahogany  or  oak 


Victrola  X-A,  $90 
Mahogany  or  oak 


Victor 
Supremacy 

is  self-evident 


It  is  the  suprem- 
acy of  achievement 
— of  great  things 
actually  accom- 
plished. 

And  it  brings 
success  to  Victor 
retailers  every- 
where! 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  Gramophone  Co..  Montreal.  Canadian  Wholesalers 


Victrola  XI-A,  $115 

Mahogany  or  oak 


"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine 

Company  designating  the  products  of  this  Company  only. 
Warning :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or 
sale  of  any  other  Talking  Machine  or  Phonograph 
products  is  misleading  and  illegal 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scien- 
tifically co-ordinated  and  synchronized  in  the  processes  of  manu- 
facture, and  their  use.  one  with  the  other,  is  absolutely 
essential  to  a  perfect  reproduction. 


Victrola  XIV,  $175 

Mahogany  or  oak 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50, 
Mahogany  or  oak 


Victrola  XVII,  $275 
Victrola  XVII.  electric.  $332.50 

Mahogany  or  oak 


8 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  J.  Raymond  Bill, 
373  Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 

J.  B.  SPILLANE,  Editor 
J.  RAYMOND  BILL,  Associate  Editor 

Trade  Representatives:  B.  Brittain  Wilson,  L.  M.  Robinson,  Wilson  D.  Bush, 

C.  Chace,  V.  D.  Walsh,  E.  B.  Munch,  L.  E.  Bowers,  A.  J.  Nicklin 

Boston:        John  H.  Wilson,  324  Washington  Street 
Chicago  Office:      E.  P.  Van  Harlingen,  Republic  Building,  209  South   State  Street. 

Telephone,  Wabash  5774 
London,  Eng..  Office:       2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $2.25;  all  other  countries,  $3.75.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $4.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $125.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Tnc,  by  check  or 
Post  Office  Money  Order. 

I®"  NOTICE  TO  ADVERTISERS.-Advertising  copy  should 
reach  this  office  by  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "ElbiU,"  New  York. 


NEW  YORK,  SEPTEMBER  15,  1918 


THE  death  of  August  J.  Timpe,  treasurer  of  Edward  Lyman 
Bill,  Inc.,  publisher  of  The  Talking  Machine  A'Vorld,  which 
is  chronicled  elsewhere  in  this  issue,  has  brought  keen  sorrow 
to  those  who  have  been  associated  with  him  in  the  most  intimate 
and  closest  relations  for  more  than  a  de'eade,  and  who  learned 
daily  to  appreciate  his  sterling  character  and  well-balanced 
manhood. 

Mr.  Timpe  was  an  earnest,  unassuming  and  capable  execu- 
tive, who  had  made  a  close  study  of  the  music  trade  industry, 
and  through  his  co-operation  with  the  staff  of  The  Talking  Ma- 
chine World  assisted  in  winning  for  this  publication  a  measure 
of  the  success  which  it  has  attained.  His  passing  after  a  few 
days'  illness  was  shocking  in  its  suddenness,  and  a  host  of  people 
who  had  intercourse  with  the  business  department  of  The  Talk- 
ing Machine  World  have  written  eulogistically  of  his  very  fine 
character,  and  of  the  pleasant  relations  they  have  always  had 
with  him.  His  death  is  a  great  loss  to  his  family,  to  his  friends 
and  to  The  Talking  Machine  World. 

THE  value  of  organization  in  the  talking  machine  trade  has 
been  very  definitely  demonstrated  during  the  past  month 
through  the  successful  work  accomplished  by  the  War  Industries 
Committee  of  the  talking  machine  industry,  which,  in  the  person 
of  H.  L.  Willson,  vice-president  and  general  manager  of  the 
Columbia  Graphophone  Co.,  presented  facts  so  informatively 
and  comprehensively  before  a  sub-committee  of  the  Ways  and 
Means  Committee,  that  the  talking  machine  has  now  been  placed 
in  the  "necessity"  and  not  in  the  "luxury"  class  in  wartime. 
The  committee  was  so  impressed  with  the  information  fur- 
nished that  the  official  listing  of  this  instrument  as  a  "luxury" 
was  changed,  and  the  talking  machine  has  been  entered  on  the 
taxable  list  in  the  new  Revenue  Measure  at  10  per  cent.,  to  be 
paid  by  the  manufacturer,  the  same  as  pianos  and  other  musical 
instruments,  rather  than  in  the  20  per  cent,  "luxury"  class. 

This  means  much,  of  course,  for  the  industry,  but  it  em- 
phasizes more  particularly  what  was  pointed  out  in  these  col- 
umns last  month,  that  it  is  high  time  for  the  industry  to  get 
together  on  a  common  footing — in  a  strong  central  organiza- 
tion— so  that  the  many  problems  which  confront  it  in  these 
wartime  days  can  be  faced  successfully. 

The  authorities  in  Washington  do  not  care  to  deal  with 


individual  manufacturers  in  any  industry.  They  want  to  get  in 
contact  with  an  authoritative  representative  of  the  industry,  and 
through  him  learn  its  exact  needs  and  requirements,  so  that 
there  is  a  minimum  embarrassment  to  business  and  that  it  may 
continue  as  little  unchanged  as  possible,  conditional  upon  war 
requirements. 

Of  equal  importance  to  the  bearing  of  new  legislation  on  our 
industry  is  the  supply  of  steel  and  other  essentials  needed  in 
the  manufacture  of  talking  machines.  This  subject  has  now  been 
taken  up  by  the  War  Industries  Committee  of  the  industry,  and 
we  feel  confident  that  when  the  committee  presents  the  full  data 
to  Washington,  which  will  be  based  upon  the  information  re- 
turned on  the  questionnaires  sent  out  last  month  by  the  War 
Industries  Committee,  the  needs  of  the  industry  will  receive 
fair  consideration,  just  as  have' the  needs  of  allied  industries. 

We  do  not  believe  that  the  Government  is  desirous  of  har- 
assing or  destroying  business.  The  successful  conduct  of  the 
war  is  the  first  consideration,  but,  despite  the  tremendous  and 
necessary  demand  for  steel  for  important  war  purposes,  we  feel 
sure  the  Government  will  keep  in  mind  the  needs  of  the  various 
industries,  and  work  with  them  along  co-operative,  rather  than 
destructive,  lines,  to  the  end  that  business  of  all  kinds  is  per- 
petuated, for  no  country  can  keep  going  unless  industry  is 
maintained. 

Mr.  Willson  is  to  be  congratulated  on  the  success  achieved 
on  his  recent  Washington  visit,  and  his  enlightenment  of  the 
members  of  the  Ways  and  Means  Committee  proves  afresh  that 
it  will  be  wise  for  the  talking  machine  industry  to  have  con- 
tinually at  the  Capital  a  representative  who  knows  the  conditions 
in  this  industry,  and  who  will  be  able  to  present  its  claims  and 
and  needs  to  the  consideration  of  those  in  authority. 

Business  men  are  facing  serious  conditions  to-day,  and  it  is 
a  time  when  there  should  be  a  common  understanding  of  ways 
and  means.  They  can  accomplish  more  for  themselves  and  for 
the  industry  by  forgetting  petty  jealousies  and  getting  together, 
one  and  all,  for  the  good  of  the  trade.  In  every  industry  it  is 
time  for  closer  co-ordination  between  all  factors  to  the  end  that 
the  rights  and  interests  of  all  are  conserved.  The  time  to  act  in 
this  matter  is  now. 


ALTHOUGH  at  the  present  time  the  second-hand  business 
of  talking  machine  dealers  is  of  a  negligible  quantity,  there 
is  nevertheless  a  large  number  of  machines  taken  in  exchange  for 
new  and  more  elaborate  models,  or  repossessed  that  they  may 
be  disposed  of  to  more  satisfactory  customers  and  on  better 
terms.  It  would,  therefore,  be  well  for  members  of  the  trade 
to  keep  in  mind  the  ruling  of  the  Federal  Trade  Commission 
that  in  advertising  of  used  or  second-hand  machines  it  must  be 
made  plain  that  they  have  been  used  and  are  not  new.  In  other 
words,  the  careless  habit  of  offering  standard  machines  at  far 
less  than  list  prices  without  stating  that  they  had  seen  some 
wear  and  tear  is  not  permissible.  The  Music  Industries  Better 
Bvisiness  Bureau  of  Milwaukee  is  paying  particular  attention 
right  now  to  all  those  who  are  violating  the  Federal  Trade  Com- 
mission's injunction,  and  there  are  enough  problems  to  be  faced 
at  present  without  the  talking  machine  dealer  adding  one  more 
to  the  list.  It  must  be  said  frankly  that  the  legitimate  talking 
machine  dealers  have  not  been  offenders  to  any  extent  in  this 
particular,  but  a  word  of  caution  nevertheless  is  not  amiss. 


THE  subject  of  manufacturers  fixing  the  price  at  which  their 
products  should  be  sold  has  been  opened  up  afresh  by  a 
decision  handed  down  recently  in  the  New  Jersey  courts  by 
Vice-Chancellor  Lane,  who  held  that  the  fixing  of  a  standard 
price,  if  the  article  contained  a  notice  of  the  conditions  under 
which  it  might  be  sold  by  the  retailer,  was  not  a  violation  of  the 
Sherman  or  Clayton  acts.  In  this  ruling  he  conditionally  took 
issue  with  a  decision  of  ex-Justice  Hughes  on  price  fixing  and 
pointed  out  that  "if  the  learned  Justice  meant  that  all  restraints 
were  void  at  common  law,  I  think  he  was  mistaken,  but  be  that 
as  it  may,  it  is  now  well  settled  that  restraints  which  are  reason- 
able in  the  absence  of  the  suit  are  valid.  It  is  also  well  recog- 
nized that  a  person  has  a  property  interest  in  his  trade  name 
and  good  will,  and  will,  even  in  the  absence  of  a  suit,  be  pro- 
tected against  injury  to  that  trade  name  and  good  will.  This 
right  has  in  this  State  been,  as  above  indicated,  recognized  by 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


9 


statute."  This  suit  was  brought  by  R.  H.  Ingersoll  &  Bro.,  of  watch 
fame,  to  restrain  Hahne  &  Co.,  the  well-known  department  store 
owners  of  Newark,  N.  J.,  from  selling  Ingersoll  watches  at  less 
than  the  standard  price  without  removing  the  trade  name  and 
manufacturers'  guarantee. 


THE  big  surprise  of  the  month  in  trade  circles  is  the  an- 
nouncement of  the  resignation  of  Louis  F.  Geissler  as  general 
manager  of  the  Victor  Talking  Machine  Co.,  an  announcement 
that  will  be  received  with  considerable  regret  by  those  who  have 
been  acquainted  with  Mr.  Geissler's  work  on  behalf  of  the  in- 
dustry. Although  Mr.  Geissler  will  relinquish  his  duties  as  gen- 
eral manager  on  January  1,  1919,  it  is  gratifying  to  learn  that 
he  will  still  remain  a  member  of  the  Board  of  Directors,  and  that 
the  Victor  Co.  will,  through  that  connection,  be  able  to  take  ad- 
vantage of  his  experience  and  wise  judgment  in  matters  relating 
to  the  policy  of  the  company,  and  to  the  trade  in  general.  Dur- 
ing the  thirteen  years  that  Mr.  Geissler  has  been  connected  with 
the  Victor  Co.  he  has  seen  the  development  of  that  institution  to 
a  point  where  it  ranks  among  the  great  industries  of  the  country. 

Mr.  Geissler  was  among  the  first  to  realize  the  tremendous 
possibilities  of  the  talking  machine  as  a  leading  factor  in  the 
musical  world.  While  many  others  were  regarding  the  instru- 
ment as  a  toy,  or  novelty,  he  had  a  realization  of  what  it  could 
accomplish  in  educating  the  public  in  matters  musical  and  in 
bringing  to  them  the  voices  of  the  great  artists  of  the  day.  In 
other  words,  he  saw  in  the  talking  machine  a  medium  for  giving 
to  the  masses  music  that  ordinarily  was  reserved  for  the  few. 
The  result  of  this  belief  and  the  policy  that  developed  therefrom 
is  found  in  the  fact  that  there  is  hardly  an  artist  of  wide  reputa- 
tion whose  voice  and  playing  is  not  found  upon  one  or  another 
of  the  various  makes  of  records. 

It  is  due  to  Mr.  Geissler's  general  managership,  and  due  in 
no  small  measure  to  his  personal  efforts,  that  the  present  Victor 
organization  has  developed.  His  mind  was  keen  to  grasp  and 
his  judgment  was  seldom  faulty.  With  his  knowledge  of  gen- 
eral trade  conditions,  therefore,  one  can  accept  with  earnestness 
his  prophecy  made  at  the  time  of  his  resignation,  to  the  effect 
that  "after  peace  conditions  are  restored  we  shall  all  enjoy  a 
more  rapid  development  and  expansion  of  business  than  ever 
before  in  the  history  of  our  industry." 


THE  further  we  go  in  our  war  program  and  the  greater  the 
demands  made  upon  business  in  the  prosecution  of  the  war, 
the  more  it  becomes  evident  that  what  is  needed  is  a  far  better 
understanding  between  Governmental  and  business  interests 
than  exists  at  present,  or  has  existed  up  to  this  time.  This  can 
only  be  brought  about  by  an  intelligent  understanding  of  con- 
ditions. 

The  fact  that  a  committee  of  the  Chamber  of  Commerce  of 


the  United  States  suggested  a  heavy  tax  on  "Victrolas  and  vari- 
ous other  mechanical  musical  instruments"  as  cited  recently, 
shows  which  way  the  wind  blows.  It  is  not  that  Victrolas  were 
mentioned,  or  the  fact  that  they  were  selected  as  representative 
of  the  products  of  the  entire  industry — for  it  is  a  tribute  to  the 
Victor  Co.  advertising — but  the  phraseology  does  not  reflect  a 
definite  knowledge  on  the  part  of  those  making  the  recommenda- 
tion that  should  have  been  theirs  before  they  took  such  a  def- 
inite step.  It  is  this  habit  of  generalizing — this  lack  of  definite 
knowledge — that  has  been  in  a  way  responsible  for  many  of  the 
inequalities  in  the  existing  War  Revenue  Law, 

It  has  been  claimed  that  the  lawmakers  in  Washington  are 
suspicious  of  business  men,  as  a  result  of  the  efforts  of  the  latter 
to  receive  special  consideration  in  various  war  matters.  It  is 
not  improbable  that  certain  business  interests  have  gone  to  Wash- 
ington with  the  definite  object  of  gaining  special  consideration 
for  themselves  and  their  industries,  by  any  means  possible.  They 
have  made  exaggerated  claims,  presented  doctored  statements, 
and  have  created  a  very  undesirable  impression  upon  even  con- 
servative legislators,  while  giving  to  the  radicals  the  opportunity 
to  discredit  all  business  interests. 

Fortunately  the  great  majority  of  business  men  are  honest 
in  their  intentions,  and  have  gone  to  Washington  prepared  tO'  be 
fair  and  honest  with  the  Government  in  the  presentation  of  facts 
designed  to  bring  about  a  proper  consideration  for  their  inter- 
ests. It  is  now  the  duty  of  this  majority  to  weed  out  the  fakers 
and  work  to  develop  in  Washington  a  confidence  in  what  busi- 
ness men  say  and  in  the  claims  they  make.  With  this  con- 
fidence should  come  a  willingness  on  the  part  of  legislators  to 
consult  business  men  regarding  the  taxing  or  curtailment  of 
their  industry  and  base  their  findings  upon  the  accurate  and  de- 
tailed information  thus  obtained.  Even  the  most  conscientious 
and  fair-minded  Congressman  cannot  be  expected  to  be  thor- 
oughly familiar  with  every  line  of  business  in  the  country,  and 
must  depend  for  his  information  on  outside  sources. 

The  War  Industries  Board  is  working  along  the  proper 
lines  by  demanding  of  industries  that  they  appoint  competent 
representatives  to  consult  with  the  Board  in  Washington  and 
likewise  supply  accurate  statistics  covering  all  factors  of  their 
trade,  such  as  capital  invested,  and  the  labor  and  materials  used 
and  required.  The  result  is  that  the  War  Industries  Board  can 
base  its  decisions  upon  an  accurate  knowledge  of  conditions  in 
the  various  industries. 

When  the  framers  of  the  tax  bill  and  other  legislation  learn 
to  follow  the  same  course",  and  show  the  same  consideration  for 
the  opinions  of  men  who  have  actual  knowledge  of  the  indus- 
trial situation,  based  upon  experience,-  then  it  will  be  that  much 
easier  to  carry  on  the  burden  of  war.  The  burden  has  to  be 
borne,  we  all  know,  but  it  can  be  so  distributed  as  to  cause  a 
minimum  of  distress  to  industry  or  any  one  line  of  industry. 


RATIONS  of  Music"  help  to  Win 
the  War — both  in  the  home 
trenches  and  the  fighting  trenches. 

Go  up  in  the  woods  for  a  week  by  your- 
self and  you  won't  be  gone  a  day  before 
you'll  realize  that  MUSIC  IS  ESSEN- 
TIAL. Alone  in  the  woods  is  paradise 
compared  to  the  muddy  trenches. 

That's  why  we  should  do  all  we  can 
to  get  Records  for  the  boys;  why  we 
should  sell  better  music  to  the  folks  at 
home,  and  why  among  life's  necessities 
must  be  included  the  Victrola. 

Silas  E.  Pearsall  Co. 

Wholesale  Distributors  of  Victrolas  and  Records 

10  EAST  39th  STREET  NEW  YORK 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


SUPERIOR  STEEL 


NEEDLES 


For 


IMMEDIATE 
DELIVERY 


A  Limited  Supply  of 

BRILLI ANTON E 
STEEL  NEEDLES 


Orders  Will  Be  Filled 
Promptly  As  Received 

When  this  supply  is  exhausted,  it  will  be  im- 
possible to  tell  when  we  will  be  in  a  position 
to  again  make  Immediate  Deliveries. 

BRILLIANTONE  STEEL  NEEDLE  CO-  INCORPORATED 


Suite  655-657-659  Marbridge  Building,  Broadway  at  34th Street 


B.  R.  FORSTER,  President 


SUPERIOR  STEEL 

BRILLIANTONE 

NEEDLES 


NEW  YORK  CITY 


September  15,  1918 


THE    TALKING   MACHINE  WORLD 


11 


Artistic  Window  Displays  That  Arouse  Public 
Interest  in  Talking  Machines  and  Records 


The  value  of  the  well-displayed  talking  ma- 
chine window  is  becoming  more  fully  recog- 
nized than  ever  before  in  the  history  of  the 
trade.  It  has  taken  some  time  to  awaken  a 
great  many  dealers  to  the  fact  that  the  window 
is  a  factor  of  tremendous  moment — a  business 
developer,  and  a  character  indicator  that  makes 
a  potential  impress  on  the  customer,  prospective 
or  actual. 

It  will  be  noticed  that  the  successful  stores  in 
every  line  of  business 
are  those  that  give  at- 
tention to  the  displays 
in  their  windows,  con- 
centrating original 
thought  and  effort  in 
that  direction. 

While  the  leading 
talking  machine  com- 
panies supply  mate- 
rial and  ideas  for  win- 
dow displays,  yet  the 
dealer  with  a  limited 
display  space  need  not 
rely  alone  upon  help 
in  this  direction,  for 
a  simple  background, 
well  handled,  aids  in 
producing  artistic  and 
effective  showings  of 
records  and  talking 
machines  if  some  in- 
genuity and  taste  are 
displayed  in  handling 
the  material. 

Recognized  as  the  one  great  essential  in  win- 
dow display  advertising  is  tjie  use  of  good  judg- 
ment. The  display  man  when  in  search  of  ideas 
for  his  displays  must  realize  first,  last  and 
always  what  is  best  adapted  for  the  special  need 
of  his  particular  store. 

Oftentimes  a  setting  is  decided  upon  that  is 
quite  out  of  keeping  with  the  line  of  merchan- 
dise carried  by  that  store,  or  it  may  be  quite 
beyond  the  ability  of  the  display  man  to  repro- 
duce, so  let  us  repeat  that  great  care  should  be 
exercised  in  selecting  ideas. 


The  simple  background,  well  handled,  is  far 
better  than  a  more  elaborate  one  which  is 
spoiled  from  lack  of  proper  materials  or  poor 
workmanship.  But,  as  O.  Wallace  Davis  points 
out,  do  not  think  that  simplicity  in  window  dis- 
plays will  limit  your  artistic  taste  or  handicap 
your  designing  of  backgrounds.  Quite  the  con- 
trary will  be  your  experience  when  you  start 
to  design  an  attractive  display. 

It  takes  a  master  to  paint  a  canvas.    It  takes 


ground  than  not  enough.  Too  little  color  in  a 
display  is  bad,  but  too  much  will  prove  to  be 
infinitely  worse. 

Never  lose  sight  of  the  fact  that  you  are  show- 
ing the  public  merchandise  and  not  pretty  back- 
grounds, and  for  the  average  store  you  will  not 
go  far  astray  from  their  policy  of  doing  busi- 
ness. . 

Of  course,  there  are  exceptions  to  this,  but 
usually  they  are  of  such  a  class  that  they  em- 


Jol&s'iit-;  l  mm.  »  M 


Attractive  Window  Prepared  by  Cohen  &  Hughes,  Washington,  D. 

an  Alma  Gluck  to  sing  a  plain  plantation  song 
and  start  the  whole  world  singing  "Carry  Me 
Back  to  Old  Virginny." 

A  simple  scene,  a  simple  song — yet  in  the 
hands  of  an  artist  they  make  the  world  sit  up 
and  take  notice. 

So  with  the  window,  simple  effects  well 
handled,  rightly  used  settings,  and  careful  at- 
tention to  the  fitness  of  things,  will  give  results 
not  to  be  attained  by  trying  after  things  be- 
yond our  proper  sphere. 

More  displays  are  spoiled  by  too  much  back- 


C,  in  Which  Victor  Specialties  Are  featured 

ploy  artists  who  make  a  specialty  of  this  kind 
of  work. 

Never  lose  the  opportunity  in  showing  goods 
to  emphasize  any  special  features  that  may  be 
associated  with  the  article.  A  few.  articles  with 
some  special  feature  well  worked  out  are  worth 
more  than  a  window  full  of  the  same  article 
without  the  demonstration. 

Try  to  put  the  punch  in  a  display  that  is  al- 
ways to  be  found  in  a  well-illustrated  advertise- 
ment. Such  things  interest  the  public  far  more 
than  a  worded  argument  on  cardboard. 


ADVANCE  IN  EDISON  PRICES 


New  Prices,  Effective  September  1,  Are  Formal- 
ly Announced  to  the  Jobbing  Trade 


Thomas  A.  Edison,  Inc.,  in  a  bulletin  to  its 
jobbers  dated  August  15,  makes  formal  an- 
nouncement of  the  increase  in  Edison  prices 
which  the  dealers  last  June  at  the  annual  Edi- 
son dealers'  convention  were  told  would  be  put 
into  effect  on  or  before  September  1.  The  new 
list  prices  are  subject  to  the  same  discounts 
as  heretofore.  The  following  table  of  compari- 
sons shows  the  previous  list  prices  and  the  new 
prices: 

Edison  Amberola  Phonographs 

Old  Prices 

Amberola  30   $35.00 

AmbeYola  50    58.00 

Amberola  75   S2.50 

l>isc  Phonogrnphs 

Old  Prices 

A-100    $106.00 

C-150    :   160.00 

C-200    200.00 

C-250   265.00 

W-250   265.00 

B-275    290.00 

For  the  time  being  .at  least,  there  will  be 
no  change  in  the  list  prices  of  Blue  Amberol 
records  or  disc  re-creations.  However,  the 
discounts  are  being  changed  to  conform  with  the 
discounts  on  the  disc  instruments. 

The  bulletin  to  jobbers  concludes  with  the 
significant  statement  that  should  additional 
taxes  be  imposed,  further  changes  in  Edison 
prices  will  be  necessary.     It  is  believed  prob- 


New  Prices 
$  41.00 
68.00 
100.00 

New  Prices 
$120.00 
175.00 
220.00 
285.00 
285.00 
300.00 


able  by  the  trade  that  any  additional  tax  that 
may  be  levied  will  not  be  incorporated  in  the 
list  prices,  but  will  be  handled  as  a  separate  item 
to  be  charged  separately. 

The  Edison  Co.  did  not  advance  its  prices 
without  exhaustive  investigation  of  its  present 
cost  of  manufacture.  The  first  survey  of  costs 
was  not  satisfactory  and  a  resurvey  was  made. 
The  officials  of  the  company  have  taken  an  un- 
compromising stand  against  any  unnecessary 
increase  in  prices,  and  it  is  the  opinion  of  Will- 
iam Maxwell,  vice-president  of  the  company, 
that  the  new  prices  will  yield  a  smaller  per- 
centage of  profit  than  the  prices  in  effect  last 
year. 

"We  hear  on  all  sides,"  Mr.  Maxwell  remarked, 
"that  the  buying  public  is  reconciled  to  paying- 
high  prices  and  that  a  few  dollars  more  or  less 
will  make  no  difference.  That  may  be  true,  but 
we  don't  intend  to  ask  a  penny  more  for  our 
goods  than  we  have  to  ask  and  whatever  we  lose 
in  profits  that  we  might  have  gained  by  boost- 
ing our  prices  unduly  I  think  will  be  compen- 
sated by  the  confidence  of  our  trade." 


IOWA  DEALERS  POSTPONE  MEETING 


Des  Moines,  Ia.,  August  28. — The  annual 
convention  of  the  Iowa  Victor  Dealers'  Associa- 
tion scheduled  to  be  held  in  this  city  this  week 
has  been  postponed  until  later  in  the  year,  owing 
to  existing  conditions.  The  executive  commit- 
tee will  announce  new  dates  when  a  decision  is 
arrived  at. 


REMODEL  QUARTERS  IN  VANCOUVER 

Vancouver,  B.  C,  September  1. — The  Kent 
Piano  Co.,  Ltd.,  have  recently  redecorated  their 
Edison  Salon  and  show  windows.  The  scheme 
is  pale  gray  tapestry  and  panels.  The  ten  days' 
postal  strike  affected  wholesale  business,  this 
firm  being  Edison  jobbers,  but  the  firm  report 
retail  trade  quite  up  to  expectations. 


A  new  talking  machine  department  has  been 
installed  in  the  H.  Hertz  store,  Terre  Haute, 
Ind.,  where  the  Victor  line  is  handled  exclu- 
sively. 


Talking  Machine  Hardware 

We  manufacture  hardware  for  all  style*  of  cabinet* 

Lid  Supports  Door  Catches  Sockets 

Needle  Cups  Sliding  Casters  Tone  Rods 

Needle  Rests  Continuous  Hinges  Knobs,  etc. 

BEST  QUALITY  LOWEST  PRICES 

WEBER-KNAPP  COMPANY       -      Jamestown,  N.  Y. 


12 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Edison  Message  No.  26 


\V  7HEN  Thomas  A.  Edison  said 
VV  "The  Marseillaise  is  worth  a 
million  men  to  France"  he  paid  the 
highest  possible  tribute  to  the  value 
and  importance  of  music  in  wartime. 

This  picturesque  phrase  that  now  is  ringing 
over  the  country  carries  a  message  to  every 
Edison  dealer.  Music  is  necessary  to  the 
morale  of  our  armies,  but  it  is  equally  vital  to 
the  mental  welfare  of  those  at  home. 

The  Edison  dealer  who  helps  his  community 
obtain  the  music  it  desires  and  needs  is  doing 
the  country  a  service  as  well  as  himself. 


THOMAS  A.  EDISON,  Inc. 

Orange,  N.  J. 


t>N  EVERY 
D  I  S  O  N 
PHONOCRAPH 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


13 


A  word  to  the  wise  dealers  — make  a 
trade-in  proposition  on  Vacation  Model 
Grafonolas. 


Columbia  Graphophone  Co. 

NEW  YORK 


4 1ST  ANNIVERSARY  OF  THE  EDIPHONE 

Occasion  Marked  by  a  Sales  Convention  With 
Delegates  From  All  Parts  of  the  Country — 
Gold  Ediphone  Presented  to  Thos.  A.  Edison 


An  interesting  event  recently  at  the  plant  of 
Thomas  A.  Edison,  Inc.,  Orange,  N.  J.,  was  the 


"I  believe  that  my  work  is  growing  more  im- 
portant every  day,  and  that  it  is  my  duty  to 
do  everything  in  my  power  to  develop  myself 
physically,  mentally  and  spiritually  so  that  I 
may  become  a  Master  Salesman  and  thus  take 
my  place  among  the  Master  Servants  of  my 
times. 

"I  believe  that  this  organization,  in  convention 


assembled,  in  bringing  together  men  who  are 
giving  their  best  efforts  to  the  bettering  of 
American  business,  has  helped  me  to  see  more 
clearly  than  ever  before  my  duty  to  myself,  my 
employers,  my  company,  and  to  the  nation  of 
which  I  am  a  citizen,  and  I  want  to  dedicate 
myself  to  the  task  of  using  all  that  I  have 
learned  and  all  that  I  shall  learn  in  the  work  of 
placing  the  Ediphone  system  wherever  it  will 
best  serve  my  fellow  men. 

"I  believe  that  in  Thomas  A.  Edison,  the  head 
of  the  business  institution  I  represent,  whose 
long  life  has  been  a  life  of  service,  the  value  of 
which  no  man  of  his  own  times  can  correctly 
estimate,  I  have  before  me  an  example  that  will 
sustain  and  strengthen  me  as  I  face  obstacles, 
hardships  and  discouragements,  and  that  the 
thought  of  what  he  has  done  for  me  will  send 
me  forward  with  courage  in  my  heart  and  steel 
in  my  purpose  to  give,  as  he  has  always  given, 
the  best  that  is  in  me  to  make  the  world  a  better 
place  in  which  to  live  and  work. 

"With  this  determination,  I  am  returning  to 
my  home  city  and  with  this  purpose  dominating 
my  life  I  shall  work  faithfully  and  efficiently 
during  all  the  days  of  the  coming  year.  -This 
is  the  ideal  toward  which  I  am  working." 


VICTOR  TRAVELER  TRANSFERRED 


Gathering  at  Orange,  N.  J.,  That  Celebrated  the 

celebration  of  the  forty-first  anniversary  of  the 
invention  of  the  Ediphone,  which  was  made  the 
occasion  of  a  convention  of  the  sales  forces  of 
that  division  of  the  company.  Delegates  came 
from  practically  every  State  from  Maine  to 
California,  and  in  addition  to  discussing  various 
sales  problems,  they  presented  Thomas  A.  Edi- 
son with  a  gold  Ediphone  as  a  mark  of  their 
appreciation  of  his  work  in  developing  the  in- 
strument to  its  present  point  of  perfection. 

The  convention  opened  on  Monday,  and  in 
addition  to  the  business  sessions  the  delegates 
were  entertained  at  luncheon  at  the  Essex 
County  Country  Club,  were  conducted  on  a  tour 
of  the  factory,  were  guests  of  the  company  at 
a  performance  of  the  "Ziegfeld  Follies,"  and 
finally  were  given  an  elaborate  banquet  at  Mur- 
ray's on  the  final  evening  of  the  convention. 

About  100  Ediphone  representatives  attended 
the  convention,  and  during  the  business  sessions 
found  many  matters  worthy  of  earnest  discus- 
sion, particularly  regarding  selling  plans  for  the 
future.  In  the  course  of  the  convention  those 
assembled  adopted  unanimously  the  "Edison 
Salesman's  Creed,"  as  follows: 

"If  the  Government  does  not  need  me  Over 
There,  I  believe  that  in  selling  the  Ediphone 
I  am  rendering  a  service  to  my  country  because 
I  am  helping  the  nation  to  do  more  and  better 
work  at  the  cost  of  less  time,  money  and  energy; 
that  everything  that  saves  time,  money  and 
energy  helps  to  win  the  war,  and  that  to  win 
the  war  is  the  one  supreme  task  to  which  I 
must  dedicate  my  life. 


41st  Anniversary  of  the  Invention  of  the  Ediphone 


B.  M.  Walthall,  formerly  Victor  representa- 
tive in  the  Pacific  Coast  district,  has  been  trans- 
ferred to  the  East  and  is  now  traveling  for  the 
company  in  western  Massachusetts. 


In  September  The  Farmer  Reaps  His 
Harvest  —  the  reward  for  months  of 
honest  toil.     Dealers  who  handle  the 

Schubert 

Phonograph 

Reap  a  Harvest  all  the  year;  Fall  and  Winter 
months  are  particularly  good,  but  you  must  have 
a  Schubert  Machine  on  your  floor  with  which  to 
make  good.  It's  time  now  to  get  your  order  in. 
Let  a  Schubert  make  your  harvest  worth  reap- 
ing.   It  will  if  you  become  a  dealer  to-day. 

SIX  MODELS  $60.00  UP 

SCHUBERT  ^  investment  starts  you  with  complete,  up-to-date  list 
D  V  C  C\  D  C  °'  r>0Pu'ar>  Vocal  and  Intrumental  selections ;  20  to  30  new 
IxEi  \*  \J  KUij      selections  monthly;  10-Inch  Double  Disc.    Write  for  details. 

The  BELL  TALKING  MACHINE  CORPORATION 

Offices  and  Show  Rooms:  Factory: 
44  West  37th  Street,  New  York  85  Southern  Boulevard,  Bronx,  New  York 

Export  Department,  498-504  Broadway,  New  York,  N.  Y.,  E.  U.  A. 

Smith-Woodward  Piano  Co.,  1018  Capitol  Ave.,  Houston,  Tex.,  Local  Distributor 


14 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


A  New  Interest 

If  you  could  bring  about  a  situation 
that  would  actually  improve  the  tone 
of  your  talking  machine,  and  at  the 
same  time  eliminate  that  annoying 
scratch,  causing  you  to  settle  back 
in  your  easy  chair,  with  something 
like  "Oh,  how  fine"  or  "Oh,  what  a 
relief,"  wouldn't  you  hasten  to  do 
it?  The  "B  and  H"  Fibre  Needle 
will  produce  just  such  results.  We 
sell  them.    Try  them. 

(Name  of  firm) 


Come  In  and  Ask  Us 

To  reproduce  your  favorite  record, 
one  which  you  have  at  home,  with 
the  B  and  H  Fibre  Needle.  You  will 
note  a  distinct  difference — the  scratch 
will  be  prominently  noticeable,  be- 
cause of  its  absence,  and  an  im- 
proved clear  tone  because  of  its 
presence.  We  will  be  glad  to  point 
out  the  economy  in  their  use,  demon- 
strating the  use  of  the  same  needle 
for  several  records,  and  how  they 
may  be  repointed  and  used  again. 
(Name  of  firm) 


The  "Aye"  of  the  Needle 

There's  the  needle  of  the  compass, 
the  needle  of  the  pines,  the  needles 
of  commerce,  and  then  there's  that 
other  needle  through  the  eye  of 
which,  it  is  said,  it  would  be  a  dif- 
ficult matter  for  a  camel  to  pass. 
A  vote  on  the  question  of  talking 
machine  needles — as  to  the  clearest 
and  most  satisfactory  tone,  freedom 
from  unpleasant  noise,  non-injury  of 
records  and  economy  of  use — would 
undoubtedly  result  in  a  large  major- 
ity of  "ayes" '  in  favor  of  the  "B 
and  H"  Fibre  Needle.  Come  in  and 
hear  it. 

(Name  of  firm) 


Has  Made  Good 

The  "B  and  H"  Fibre  Needle  has 
made  good  in  every  way.  Artisti- 
cally, because  noiseless  and  because 
of  the  consequent  clear  and  natural 
tone. 

Economically,  because  of  the  posi- 
tive non-injury  to  the  record,  and 
because  each  needle  may  be  used 
several  times,  and  then,  by  using  a 
simple  inexpensive  little  device,  may 
be  repointed  several  times,  and  each 
time  with  an  improved  tone. 
You'll  be  pleased  with  it.  Drop  in 
and  hear  it. 

(Name  of  firm) 


Mr.  Dealer 

Here  Is  A  Suggestion 
To  You  From  Us 

Supplemented  by  Eight 
Suggestions  which  we 
recommend  you  to  sub- 
mit to  the  owners  of  Talk- 
ing Machines  in  your  baili- 
wick, through  the  medium 
of  your  home  newspapers. 


All  This 

in  a  well-directed  campaign  for 
increased  sales  of  records; 

For,  Be  It  Known 

that  the  pleasure  of  listening  to 
records  reproduced  with  the 

"B  and  H"  Fibre  Needle 

without  exasperating,  rasping 
noises,  and  in  beautifully  clear, 
natural  tones,  will  in  many  in- 
stances result  in  the  determina- 
tion to  increase  the  home 
repertoire  of  selections. 


The  panels  on  the  right  and 
left  contain  eight  reading 
notices  for  insertion  in  your 
home  paper,  one  in  each  issue, 
whether  daily  or  weekly,  the 
cost  of  which  will  be  merely 
nominal.  Persisted  in,  such  a 
campaign  of  publicity  should 
increase  your  record  profits 
and  benefit  your  customers  as 
well.    Try  it! 


"BandH"  Fibre 
Mfg.  Co. 

33-35  W.  Kinzie  Street 
CHICAGO 


us* 


Needles!  Needles!  Needles! 

It  is  needless  to  say  that  every  good 
housewife  knows  all  about  sewing 
machine  needles,  but  we  wonder  if 
she  knows  all  about  "B  and  H"  Fibre 
talking  machine  needles.  They  re^ 
produce  records  with  a  beautifully 
clear  tone,  eliminating  entirely  the 
irritating  scratching  sound,  can  be 
used  for  several  records,  then  re- 
pointed and  used  again  to  the  very 
best  advantage,  and  that  without  in- 
jury to  the  record.  Try  them  for 
satisfaction. 

(Name  of  firm) 


The  Connecting  Link 

The  modest  talking  machine  needle, 
while  the  smallest  individual  part  or 
accessory  used  in  the  instrument,  is, 
nevertheless,  a  most  essential  part. 
In  fact,  without  it  there  could  be 
no  melody,  no  harmony.  It  is,  there- 
fore, the  all-important  connecting 
link  between  the  inanimate  record 
and  the  living,  pulsing,  audible  reali- 
zation of  the  hieroglyphics  indented 
thereon.  That  the  realization  may  be 
the  most  pleasing  and  gratifying,  the 
"B  and  H"  Fibre  Needle  should  be 
used  as  the  connecting  link.  Give  it 
a  trial. 

(Name  of  firm) 


There'll  Come  a  Time 

Whether  you  are  the  happy  possessor 
of  a  good  talking  machine,  or  living 
in  anticipation  of  ownership,  there'll 
come  a  time  when  you  will  try  the 
"B  and  H"  Fibre  Needle.  You  will 
then  get  the  best  and  most  satis- 
factory results  from  the  reproduc- 
tion of  your  records. 
It  would  be  a  good  plan  to  adopt 
them  at  once,  thus  avoiding  wear  on 
the  records.  They  will  be  found 
economical,  as  the  possession  of  a 
simple  device  permits  of  repointing 
several  times,  to  the  best  advantage. 
Drop  in  and  hear  it. 

(Name  of  firm) 


When  a  Needle's  Needed 

When  you  next  need  needles  try  the 
"B  and  H"  Fibre  Needle  for  your 
talking  machine.  You  will  find  it 
just  the  needle  you  have  been  need- 
ing for  a  long  time.  You  need  it  for 
tone,  for  a  natural  reproduction  with- 
out that  scratching  noise,  for  non- 
injury to  the  record,  and  because  they 
may  be  used  over  and  over  again, 
then  repointed  and  used  a  number  of 
times  with  the  best  results.  Drop 
in  for  a  demonstration. 

(Name  of  firm) 


September  15,  '1918 


THE    TALKING    MACHINE  WORLD 


15 


AUGUST  J.  TIMPE  PASSES  AWAY  FOLLOWING  OPERATION 

Treasurer  and  Business  Manager  of  Edward  Lyman  Bill,  Inc.,  Dies  in  St.  Luke's  Hospital  After 
Operation  for  Appendicitis — Had  a  Brilliant  Record  in  Business  and  Political  Circles 


With  sincere  regret  we  announce  the  death 
of  August  J.  Timpe,  treasurer  and  business  man- 
ager of  Edward  Lyman  Bill,  Inc.,  publisher  of 
The  Music  Trade  Review  and  The  Talking  Ma- 
chine World,  who  died  in  St.  Luke's  Hospital, 
New  York,  at  2.30  Wednesday  morning,  August 
14,  following  an  operation  for  appendicitis. 

Mr.  Timpe,  who  was  only  thirty-five  years 
old,  was  apparently  in  the  best  of  health,  and 
planned  on  the  Friday  before  to  take  a  week- 
end trip  to  the  seashore.  He  complained  of 
some  stomach  trouble,  which  was  ascribed  to 


August  J.  Timpe 

the  effects  of  the  hot  weather,  and  was  finally 
compelled  to  return  home.  Physicians  tried  to 
give  him  relief,  but  he  grew  steadily  worse, 
and  on  Saturday  he  was  rushed  to  the  hospital 
and  was  operated  on  immediately.  Despite  all 
efforts,  however,  peritonitis  set  in,  and  the  pa- 
tient succumbed. 

Mr.  Timpe's  loss  is  severely  felt  by  this  or- 
ganization, both  in  a  business  and  personal 
sense.  Entering  the  service  of  the  late  Edward 
Lyman  Bill  over  ten  years  ago  as  bookkeeper 
and  cashier,  Mr.  Timpe,  through  conscientious 


effort  and  the  display  of  keen  executive  ability, 
advanced  rapidly,  until  upon  the  death  of  Mr. 
Bill  he  was  placed  in  charge  of  the  business 
end  of  the  organization,  which  he  handled  ca- 
pably and  well. 

Those  associated  with  Mr.  Timpe  held  him 
in  the  highest  esteem  for  his  many  sterling 
qualities,  and  feel  that  in  his  death  they  have 
suffered  the  loss  of  a  strong  personal  friend. 
He  was  a  quiet,  unassuming,  clean  living  man 
for  whom  the  future  apparently  held  much  both 
in  a  business  and  political  way. 

Mr.  Timpe  was  born  in  New  York  City,  his 
parents  and  family  moving  to  West  New  York, 
N.  J.,  when  he  was  quite  young.  In  that  town 
he  displayed  a  keen  interest  in  civic  and  political 
affairs,  and  was  elected  to  various  positions  of 
trust  in  its  local  government.  At  the  time  of 
his  death  he  was  councilman,  to  which  office 
he  was  elected  last  November,  his  great  per- 
sonal popularity  being  demonstrated  by  the  fact 
that  he  was  elected  on  the  Republican  ticket 
in  an  overwhelmingly  Democratic  ward.  He 
had  been  spoken  of  as  the  next  likely  Republican 
candidate  for  mayor.  He  was  identified  with  the 
Boy  Scout  movement  and  was  a  member  of  the 
Scout  Council. 

Mr.  Timpe  was  a  member  of  the  Junior  Order 
of  American  Mechanics  and  other  clubs  and 
fraternal  organizations,  and  the  tributes  paid 
his  character  by  the  New  Jersey  papers,  and  his 
friends  in  political  and  social  spheres,  afford 
eloquent  testimony  to  his  popularity  and  the 
esteem  in  which  he  was  held. 

Mr.  Timpe  is  survived  by  his  parents,  a 
brother,  George  Timpe,  now  at  Camp  Dix,  and 
three  sisters,  to  all  of  whom  The  World  staff 
tenders  its  sincerest  sympathy. 

The  funeral  was  held  from  the  late  resi- 
dence of  the  deceased,  164  Fifteenth  street.  West 
New  York,  N.  J.,  on  Saturday  afternoon,  August 
17,  and  was  most  impressive.  Owing  to  Mr. 
Timpe's  prominence  in  West  New  York  a 
great  crowd  attended  the  services  at  the  house, 
which  were  conducted  by  the  Rev.  George  Stein- 
ert,  of  West  Hoboken,  who  delivered  an  elo- 
quent tribute  to  the  character  and  standing  of 
the  deceased.  The  staffs  of  The  Music  Trade 
Review  and  The  Talking  Machine  World  at- 
tended the  services  in  a  body,  as  did  the  Mayor, 
Councilmen  and  other  city  officials  of  West  New 
York,  detachments  from  the  Police  and  Fire 
Departments,  delegations  from  the  Junior  Or- 
der of  American  Mechanics,  the  Republican 
Club  and  other  organizations. 

The  esteem  in  which  Air.  Timpe  was  held  was 
indicated  by  the  mass  of  floral  offerings  which 
filled  to  overflowing  the  room  in  which  the  body 
lay  in  state.  At  the  conclusion  of  the  services 
the  casket,  draped  in  an  American  flag,  was 
carried  to  the  hearse  by  six  pallbearers  through 
a  double  line  of  uniformed  police,  firemen  and 
city  officials,  who  accompanied  the  body  to  the 
limits  of  the  city,  while  thousands  in  the  streets 
bared  their  heads  in  a  last  silent  tribute.  The 
City-  Hall  was  draped  in  mourning  and  flags 
throughout  the  city  were  at  half  mast. 

The  interment  was  in  beautiful  Fairview 
Cemetery,  North  Bergen,  overlooking  the  broad 
expanse  of  the  valley  of  the  Hackensack. 


SALES  HELP  FOR  DEALERS 

Ansonia,  Conn.,  September  3. — The  Duo-Tone 
Co.  of  this  city  have  had  prepared  an  addi- 
tional sales  help  for  their  dealers  in  the  form  of 
an  exceptionally  attractive  counter  display 
stand.  This  "silent  salesman"  contains  twelve 
Duo-Tones  and  twenty-four  packages  of  De 
Luxe  needles.  It  is  attractively  cut  out  and  set 
up  on  an  easel  and  of  an  appearance  well  calcu- 
lated to  attract  the  casual  passer-by. 


Take  care  of  the  Thrift  Stamps  and  the  Lib- 
erty Bonds  will  take  care  of  themselves! 


UNCLE  SAM  KICKS 
KAISER  TO  MUSIC 

Canned  Chastisement  Amus- 
ing to  Sidewalk  Crowds. 

Uncle  Sam,  in  front  of  a  large  and  enthusiastic 
audience,  spent  most  of  yesterday  kicking  Kaiser 
Bill  where  such  kicks  belong.  The  kicking  kept 
time  with  martial  airs  played  on  a  phonograph. 

The  little  "Kaiser  kicking  toy"  is  for  attach- 
ing to  phonographs  so  that  when  songs  which 
have  as  their  theme  the  "canning"  of  the  Kaiser 
are  played  the  hearers  can  visualize  the  "can- 
ning." 

The  above  appeared  editorially  in  the  New 
York  Sun. 


UNCLE  SAM  AND  KAISER  BILL 

Uncle  Sam  Boots  Kaiser  Bill  in  Vigorous 
Yankee  Fashion  and  Boxes  his  ears  to  the 
music.  Kaiser  Bill  is  running  away  as  fast  as 
he  can  go  dragging  his  "U-Boat  Pretzel"  with 
him.  Uncle  Sam  attractively  painted  in  four 
colors.  A  great  novelty  and  attraction  at  this 
time.  Item  WOE  Retail  $1.50 


RAGTIME  RASTUS 

PATENTED  MARCH  16,  1915. 

One  of  the  Funniest  Dancing  Toys  ever  made. 
Rastus  is  the  Original  Ragtime  Coon — doing 
one  hundred  different  steps  to  music.  Attrac- 
tively painted  in  four  colors,  dances  well  with 
any  lively  record  and  amuses  children  and 
grown  people.  Item  100A  Retail  $1.25 


THE  BOXERS 

PATENTED  MARCH  16.  191S. 


These  little  fellows  box  merrily  and  heartily 
as  the  music  plays,  uppercuts  and  overhead 
swings,  fancy  footwork,  all  are  very  realistic 
and  funny.    "  Item  100B  Retail  $1.50 

COMBINATION  RASTUS  AND  BOXERS 

Dancing  Rastus  and  Boxing  Darkies,  the  two 
sets  of  figures  combined  with,  one  mechanism 
all  in  one  box — two  toys  in  one. 

Item  100 AB  Retail  $1.75 
(very  popular) 
Wholesale  and  Export  discount,  in  dozen  lots  of 
one  kind  or  assorted,  33  '3  per  cent.    In  three 
dozen  lots  of  one  kind  or  assorted,  40  per  cent. 

Note. — Owing  to  unusual  conditions,  shortage  of  labor, 
fuel,  possible  embargoes,  etc.,  we  urge  the  trade  to  place 
orders  for  early  shipment. 

NATIONAL  COMPANY 

Mechanical  Specialty  Manufacturers. 

281  Congress  St.,  Boston,  Mass.,  U.S.A. 


Increase  Your 
Record  Sales 

by  forcing  the  owner  to  maintain 
his  files 

DO  IT 

by  furnishing  him  a  file  index  which 
he  will  use 

Proper  Index  is  the  Secret 

The  Handy  Record  Index 


EASY  TO  MAKE 

EASY  TO  KEEP 

EASY  TO  USE 

In  Convenient  Form 

for  the  owner  to  hand  to  his  friends  in 
answer  to  their  question  of  "What  records 
have  you?" 

Its  Use  A  Pleasure 

inducing  the  proper  maintenance  of  files 
and  thus  the 

PURCHASE  OF  MORE  RECORDS 

HARRISBURG  BOOK  CO. 

Commonwealth  Trust  Bldg. 
HARRISBURG         -        -  PENN. 


16 


THE    TALKING    MACHINE  WORLD 


Columbia 


The  New  Cabinet  Designs 

Consider  the  sales  possibilities  of  the  new  model 
Grafonolas  as  examples  of  beautiful  furniture. 

Exquisite  in  craftsmanship,  constructed  according  to  the 
highest  standards  of  the  cabinet  maker's  art,  these  new 
Grafonolas  are  so  chaste,  so  simple,  so  conservative  in  design 
that  they  harmonize  perfectly  with  the  decorative  effects  of 
all  the  best  known  periods. 

Think  what  this  means  to  the  architect,  the  interior  dec- 
orator, the  American  home  owner  of  taste  and  refinement. 

Study  these  new  designs,  learn  their  wonderful  appeal 
as'furniture,  as  well  as  for  the  reproduction  of  music,  and 
you  will  have  added  to  your  selling  talk  a  point  of  inesti- 
mable value  in  the  sale  of  your  Grafonolas. 

Columbia  Graphophone  Co.,  New  York 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


17 


Grafonola 


102  West  38th  Street 


The  Non-Set  Stop 

Every  new  model  Grafonola  is  equipped  with  the 
Columbia  Non-Set  Automatic  Stop! 

Nothing  ever  introduced  to  the  phonograph  trade  means 
so  much  to  the  dealer  as  this  marvelous  piece  of  mechanism. 

It  is  the  only  non-set  stopping  device  on  the  market.  It 
is  simple,  sturdy,  fool-proof — infallible  in  action. 

It  is  protected  by  hundreds  of  patent  claims— you  are 
beyond  competition  when  you  feature  it. 

People  like  it.  They  are  instantly  interested  in  it. 
And  that  means  easier  sales — bigger  profits  for  you. 

A  timely  sales-hint — have  your  customers  trade  in  their 
vacation  models  for  Standard  New  Model  Grafonolas  with 
Non-Set  Stop. 

Columbia  Graphophone  Co. 


Sell  Foreign  Language  Records 
Full  information  from 

International  Record  Department 


New  York 


New  York 


Columbia 
Grafonola 
Type  K-2 
$175 
Retail 


18 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


NEW  EDISON  AIDS  SCENARIO  WRITER 


Monte  M.  Katterjohn  Pays  High  Tribute  to  the 
Inspiration  Producing  Qualities  of  the  New 
Edison  Phonograph — Suggests  Plots 


Monte  M.  Katterjohn,  staff  author  at  the  great 
Lasky  motion  picture  studios  in  Los  Angeles, 


that  the  phonograph  has  now  taken  its  place  as 
the  source  of  inspiration  for  many  of  the  suc- 
cessful motion  pictures  of  the  day. 

"The  question  of  'where  the  stories  come 
from',"  said  Mr.  Katterjohn,  "is  answered  to  a 
great  degree,  in  my  case  at  least,  in  the  various 
selections  which  I  have  played  on  my  Edison 
phonograph.    I  have  obtained  the  ideas  for  sev- 


supplies  only  a  basis  for  development,  the  germ 
of  the  story  is  there,  and  there  remains  only  the 
necessity  of  clothing  the  plot  with  incidents  and 
elaborating  upon  the  idea. 

"On  the  other  hand,  a  melody  may  inspire  a 
mental  picture,  and  result  in  a  story  that  will 
have  not  the  remotest  resemblance  to  the  theme 
of  the  song  itself.  It  is  simply  that  the  melody 
suggests  a  train  of  thought,  and  the  idea  per- 
sists in  spite  of  its  conflict  with  the  thought  of 
the  song  writer. 

"There  is  unlimited  inspiration  in  music,  and 
the  New  Edison  supplies  it  in  the  handiest  form 
in  which  it  is  available  to  the  writer." 


FRANK  J.  BAYLEY'S  GENEROUS  ACT 


Detroit  Piano  Man  Gives  Use  of  Grounds  for 
Patriotic  Carnival  of  Friendship  Lodge 


Detroit,  Mich.,  August  27. — Frank  J.  Bayley, 
dealer  in  pianos  and  "talkers,"  displayed  a  com- 
mendable patriotic  and  Masonic  spirit  of  gen- 
erosity by  turning  over  the  spacious  grounds 
of  his  residence  at  99  Chicago  boulevard  for  an 
elaborate  patriotic  lawn  carnival  to  be  con- 
ducted on  August  28  and  29  under  the  auspices 
of  Friendship  Lodge"  No.  417,  F.  &  A.  M.  The 
purpose  of  the  carnival  is  to  raise  a  war  fund 
for  the  lodge  to  take  care  of  the  needs  of  the 
200  members  in  the  service  of  the  country.  In 
addition  to  giving  over  his  lawn,  Mr.  Bayley 
is  also  acting  as  business  manager  for  the  car- 
nival. A  program  of  more  than  ordinary  inter- 
est has  been  prepared. 


Monte  M.  Katterjohn  Listening  to  the  Edison 


author  of  some  of  the  biggest  "movie  produc- 
tions" of  the  past  year,  recently  paid  high  trib- 
ute to  the  New  Edison  as  an  aid  to  writing 
motion  picture  plots.  Incidentally  he  shows  the 
universal  power  of  music  and  reveals  the  fact 


eral  of  my  most  successful  productions  through 
s:mply  listening  to  the  re-creations  that  I  have 
purchased  for  the  instrument  in  my  home. 

"Very  often  the  words  of  a  song  will  suggest 
the  basic  idea  for  a  story,  and  while  the  idea 


A  certificate  of  incorporation  has  been  issued 
to  the  Palace  Talking  Machine  Shops,  Inc.,  of 
Manhattan,  for  the  purpose  of  manufacturing 
and  dealing  in  talking  machines.  The  capital- 
ization of  the  concern  is  $25,000,  the  incor- 
porators being  S.  Birns,  A.  Bendersky  and  M. 
Glossom. 


No  quarter  for  the  foe,  but  many  quarters  for 
Thrift  Stamps.    Buy  some  to-day. 


GIVES  A  PURE  NA  TURAL  TONE  TO  YOUR  RECORDS 

THE  FLETCHER  REPRODUCER 


Others  CLAIM  it 


After  years  of  practical  experience 
and  experimenting,  we  are  pleased 
to  offer  a  Reproducer  constructed 
on  entirely  new  principles-.  In  its 
natural  reproduction  of  tone,  either 
vocal  or  instrumental,  it  astonishes 
and  pleases  beyond  expression,  and 
a  Caruso,  Galli  Curci  or  Heifetz 
sounds  as  if  the  artists  themselves 
were  before  you. 


EXACT  SIZE 


WE  PROVE  IT 


The  Fletcher  Reproducer  is  differ- 
ent from  the  ordinary  sound  box, 
not  only  in  construction,  but  in  re- 
sults. You  hear  no  metallic  noises, 
but  an  accurate  reproduction  of  the 
human  voice  or  musical  instrument 
as  it  is  recorded.  If  used  with  a 
fibre  needle  it  will  give  practically 
as  much  volume  as  with  a  steel 
needle  and  save  the  wear  on  the 
record.  The  Fletcher  Reproducer 
brings  out  detail  on  the  record  that 
cannot  be  heard  with  the  ordinary 
sound  box. 


The  Fletcher  Reproducer  is  different.    Hear  it  and  be  convinced.   A  sample  order  carries  with  it  a  guarantee  of 
satisfaction  or  money  refunded.    Samples  to  dealers  and  manufacturers  $4.00. 

Write  for  prices  and  terms  in  quantities. 

FLETCHER- WICKES  CO.  STR?LELT 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


19 


Persistent  and  Consistent  Advertising  the 
Greatest  Protector  of  Business  in  Wartime 


Advertising  has  well  been  termed  the  "police- 
man of  American  business,"  not  that  it  hunts 
criminals  and  makes  arrests  directly,  but  it  acts 
as  a  protector  of  the  business  interests  of  the 
present  and  future  through  keeping  those  inter- 
ests in  the  public  eye. 

For  manufacturers  in  any  line  to  stop  adver- 
tising during  the  period  of  the  war  just  because 
their  business  is  not  as  profitable  as  in  peace 
days,  or  because  they  cannot  meet  demands,  is 
equivalent  to  discharging  a  police  force  in  the 
time  of  riots. 

This  is  the  psychological  time  to  study  adver- 
tising as  never  before — to  study  it  not  for  im- 
mediate results,  but  for  the  effect  that  it  will 
have  in  the  maintenance  and  development  of 
business  after  the  war. 

Elimination  of  advertising  at  this  time  indi- 
cates that  the  manufacturer  does  not  expect  to 
stay  in  business  until  the  dawn  of  peace,  and  yet 
his  whole  thought  should  be  focused  on  keep- 
ing things  going  until  ,  that  welcome  hour. 

Advertising  does  two  things  primarily — it  cre- 
ates a  demand  for  a  certain  product,  and,  more 
important  still,  it  establishes  a  name  value  for 
that  product  among  the  public  at  large — a  name 
value  that  is  worth  thousands,  or  millions,  of 
dollars,  as  the  case  may  be,  because  it  cost  that 
much  to  create  it. 

Automobile,  talking  machine  and  other  manu- 
facturers who  have  built  up  their  prestige  on  the 
strength  of  a  name  and  the  quality  back  of  that 
name  are  now  unable,  and  will  not  be  able, 
probably  for  the  period  of  the  war,  to  supply 
the  current  demand's  for  their  products,  yet  they 
advertise  persistently  and  consistently  and  the 
advertising  is  not  designed  so  much  to  secure 
trade  as  it  is  to  keep  the  trade  mark  or  name 
constantly  fresh  in  the  public  mind,  so  that 
when  the  output  again  can  keep  pace  with  the 
demand  the  product  will  have  lost  none  of  its 
reputation  or  familiarity. 

The  Government  has  taken  over  the  entire 
output  of  a  number  of  manufacturers,  yet  most 
of  those  manufacturers  are  continuing  to  adver- 
tise just  as  much  as  before  without  being  able 
to  offer  a  dollar's  worth  of  their  product  to  the 
public. 

.  Why  do  they  advertise?  Simply  for  this  rea- 
son: the  war  is  not  going  to  last  forever,  and 
the  Government  is  not  going  to  require  tlieir 
entire  output  after  the  war.  When  peace  is 
declared  these  manufacturers  will  again  have  to 
come  to  the  civilian  market  and  they  do  not 
want  to  go  through  the  slow  process  of  build- 
ing up  popularity  and  reputation  all  over  again. 
In  other  words,  it  is  much  cheaper  to  continue 
advertising  at  a  normal  rate  than  it  is  to  stop 
altogether  for  the  period  of  the  war,  and  then 


carry  on  enormous  publicity  campaigns  after 
peace  comes  to  re-establish  prestige,  or  to  try 
and  wrest  that  prestige  from  some  competitor 
who  has  kept  right  on  telling  the  public  about 
his  product. 

The  manufacturer  who  stops  advertising  will 
not  only  have  to  spend  time,  money  and  effort 
to  get  his  market  started  again  after  the  war, 
but  will  also  have  to  face  the  competition  of 
those  who,  possibly  insignificant  in  his  eyes  now, 


Continuous  Advertis- 
ing The  Policeman 
That  Protects  Busi- 
ness Interests.  What 
Tom  Griffith  Says 


nevertheless  had  courage  to  plan,  work  and  ad- 
vertise for  the  future. 

The  necessity  for  advertising  consistently  and 
continuously  during  the  period1  of  the  war  is 
particularly  well  set  forth  by  Tom  Griffith,  sales 
manager  of  the  Udell  Works,  Indianapolis,  Ind., 
the  well-known  cabinet  manufacturers,  who,  in 
an  interview  with  The  World  summed  up  the 
situation  as  follows: 

"In  a  recent  dispatch  from  the  American  Ex- 
peditionary Force  in  France,  an  American  offi- 
cer is  quoted  as  saying  to  a  German  commander, 
who,  because  of  his  numerically  superior  force, 
had  asked  the  American  officer  if  he  wanted  to 
surrender,  'Hell,  no,  we  are  just  getting  ready 
to  attack.' 

"A  pretty  good  moral  here  for  some  of  us 
weak-kneed  manufacturers.    Eh,  what? 

"Because  they  are  busy  and  because  of  the 
labor  conditions  and  because  of  inadequate  raw 
materials,  some  manufacturers  are  letting  the 
fire  die  down  under  their  advertising  boiler, 
which  is  the  biggest  asset  they  possess. 

"Of  course,  things  are  upset,  and,  of  course, 
it's  hard  to  do  business  and  unquestionably  it's 
going  to  get  worse  before  it  gets  better,  but  that 
is  just  the  reason  why  you  should  everlastingly 
keep  dishing  up  to  your  trade  that  real  hot 
stuff,  'Hell,  no,  we  are  just  getting  ready  to 
attack,'  and  show  them  that  even  the  biggest 
war  of  all  times  is  not  going  to  cause  you  to 


lose  your  identity  that  it  has  taken  years  to 
build. 

"I  know  this  country  has  only  one  job  and 
that  is  to  win  the  war,  but  I  also  know  that  it 
isn't  going  to  be  won  if  the  manufacturing  inter- 
ests of  this  country  crawl  into  holes  and  pull 
the  holes  in  after  them. 

"That  is  just  what  it  means  to  lose  the  good 
will  that  you  possess  with  your  trade,  and  the 
wise  manufacturer  to-day  is  building  for  the 
post-war,  reconstruction  period. 

"Really  there  is  one  sane,  sensible,  down  to 
earth  policy  and  that  is  to  keep  on  keeping  your 
name  before  the  possible  buyers  of  your  product 
even  if  you  haven't  a  dollar's  worth  of  mer- 
chandise to  ship  them.  The  big  men  with  vision, 
the  successful  ones,  are  doing  it,  and  it  is  a 
pretty  good  bet  to  follow  the  lead  of  the  real 
successes. 

"Cut  out  advertising  now?  Such  a  procedure 
is  just  plain  criminal  and  there  ought  to  be  a 
city  ordinance  that  would  take  care  of  such  cul- 
prits." 


■   BETTER  BUSINESS  BUREAU  REPORTS 

No  Complaints  Regarding  Talking  Machine  Ad- 
vertising Handled  in  July — Attention  Called  to 
Federal  Trade  Commission  Ruling  on  Adver- 
tising of  Used  Instruments 


Milwaukee,  Wis.,  August  26. — The  Music  In- 
dustries Better  Business  Bureau,  with  headquar- 
ters in  this  city  under  the  direction  of  C.  L. 
Dennis,  has  issued  a  most  interesting  report 
regarding  its  activities  during  the  month  of 
July,  when  twenty-nine  cases  were  investigated, 
all  of  them  referring  to  the  advertising  of 
pianos.  For  the  first  time  in  some  months  the 
bureau  was  not  called  upon  to  take  action  upon 
the  advertising  of  talking  machines. 

In  perusing  the  report  it  is  interesting  to  note 
that  more  than  half  the  cases  taken  up  during 
July  involved  violations  of  the  recent  ruling  of 
the  Federal  Trade  Commission  forbidding  the 
advertising  of  used,  second-hand,  repaired  or 
rebuilt  musical  instruments,  in  which  it  was  not 
distinctly  and  definitely  stated  and  set  forth 
that  such  instruments  had  been  used  and  were 
second-hand,  repaired  or  rebuilt.  Such  adver- 
tising is  also  in  violation  of  the  advertising 
laws  in  many  States. 

Although  the  sale  of  used  instruments  does 
not  figure  very  largely  in  the  talking  machine 
trade  at  the  present  time,  it  might  be  well  for 
talking  machine  dealers  to  bear  in  mind  the 
Federal  Trade  Commission  ruling  in  the  event 
that  they  do  have  used  instruments  to  offer  to 
the  public. 


Dayton  Motors 


Sold  all  over  the  world 

Used  in  all  high  class 
Talking  Machines 


They  have  won  wonderful  and  enduring  popularity  and 
embody  the  silent  running,  reliable  and  durable  features 
that  delight  the  customer  and  satisfy  the  builder.  The 
Dayton  Motor  is  considered  by  manufacturers  and  users 
as  being 

The  Best  Built  Motor  in  the  World 

It  has  made  good  in  Thousands  of  machines.  Give  us 
an  opportunity  to  prove  it. 

Build  satisfaction  into  your  products  by  using  our 
Quality  Line  —  Dayton  Motors,  Dayton.  Tone  Arms, 
Dayton  Reproducers.  All  styles  and  sizes.  They  will 
bring  you  more  business  and  satisfy  your  customers. 
Write  for  full  particulars. 


THE  THOMAS  MFG.  CO.,  322  Bolt  Street,  DAYTON,  OHIO,  U.  S.  A. 


20 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Mr.  Dealer: 

Exclusive  Territory  is  waiting  for  live  merchants  for  ourTel-O-Tone 
instruments.  We  are  making  prompt  deliveries.  You  can  get  the  goods. 

(We  will  not  take  on  more  Customers  than  we  can  absolutely  supply  promptly) 


Entirely  New  to 
Phonographs 


are  the  exclusive  features  of  ''Tone- 
Separator,"  "Reducto"  and  "Tone- 
Resonator"  found  only  in  the  Tel-o- 
Tone — which,  is  claimed  to  be  the  only 
facsimile  reproducer  of  music.  Full 
particulars  and 

Our  18  Page  Catalog 

Fully  Illustrated 

are  at  your  service — including  booklet 
of  "Inside  Information  About  Phono- 
graphs and  Facts  About  the  Phono- 
graph Not  Generally  Known."  We  will 
supply  these  free  in  quantities — pre- 
paid— to  all  Tel-o-Tone  agents  for 
dealers'  imprint. 


Terms — Pleasing 
Discount — Attractive    Service — Satisfactory 
Advertising — Co-operative 


The  only  instrument  in  the  world  play- 
ing perfectly  and  equally  well  every  make 
of  disc  records  with  the  ordinary  steel 
needle  and  absolutely  no  change  of 
equipment.  Investigate. 


May  we  mail 
Full  particulars 
to  you  ? 


We  have  no  competition  in  tone.  To 
fully  appreciate  the  wonderful  tone  ef- 
fects from  the  Tel-o-Tone  tone  chamber 
it  must  be  heard.  Order  out  samples.  If 
they  do  not  prove  beyond  your  expecta- 
tion, instruments  may  be  returned  at  our 
expense. 

We  are  manufacturers  of  the  Tel-O-Toneand  we  guarantee  every  instrument — 'Nuff  Sed. 

The  Western  News  Company,  21-29  E.  Austin  Ave.,  Chicago,  111. 

RETAIL  DISPLAY  ROOM:  730  Republic  Building,  State  and  Adams  Streets,  Chicago,  U.  S.  A. 


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September  15,  1918 


THE    TALKING    MACHINE  WORLD 


21 


WHY  SECOND-HAND  MUSIC  FOR  A  NEW,  FIRST-CLASS  WAR? 

"Boys  in  France  Don't  Want  Records  of  Music  That  Was  Old  When  the  'Star  Spangled  Ban- 
ner' was  Written,"  Says  Smith,  the  Talking  Machine  Man,  and  He  Makes  His  Arguments  Pay 


Smith  was  in  a  pensive  mood.  He  sat  with 
his  dogs  on  the  counter  thinking  seriously  while 
he  wrecked  a  chiclet  beyond  repair  with  his 
jaws  and  hummed  softly,  "Why  Do  They  Call 
Them  Babies  When  They  Mean  Grown  Up 
Ladies."  His.  thoughts  were  divided  between 
his  Wednesday  night  date  with  his  patootie,  and 
whether  the  old  man  had  come  home  with  a 
grouch  and  the  probable  effect  of  the  new  Man 
Power  Law,  in  making  him  work  or  fight. 
Smith  was  a  peaceable  guy  and  hated  work,  so 
he  had  cause  to  ponder. 

Business  was  punk  with  Smith,  because  the 
new  records  and  the  popular  styles  of  machines 
were  as  scarce  as  dollar  bills  in  the  poorbox. 
He  had  tried  newspaper  advertising  on  a  piker 
basis,  but  the  result  was  a  flivver.  He  spieled 
his  head  off  to  the  customer,  but  couldn't  get 
action.  So  far  as  he  could  see  the  crepe  was 
getting  nearer  and  nearer  and  the  business 
undertaker  was  rubbing  his  hands. 

Finally  in  blows  a  big  blonde  with  a  nifty 
little  book  in  her  hand.  "Can't  come  across," 
says  Smith,  beating  her  to  it.  "The  rest  of  the 
gang  got  to  me  first."  "How  d'you  get  that 
way?"  quotes  the  frail,  "I  ain't  asking  you  for 
nothin',  all  I  want  is  a  favor."  "But  I  don't 
want  to  get  married,"  says  Smith.  "Haven't 
asked  you  about  your  personal  desires,"  was 
the  comeback  from  the  Jane.  "The  big  idea  is 
this.  We  are  collecting  musical  instruments 
for  the  boys  in  the  service.  We  want  anything 
from  a  jews-harp  to  a  grand  piano,  and  I  am 
trying  to  find  places  where  the  public  can  leave 
their  presents.  You  seem  to  have  plenty  of 
room  here,  but  not  much  to  do  with  it.  Why 
not  make  your  store  a  receiving  station?"  "But 
it  will  take  time  and  trouble  to  handle  the  stuff," 
says  Smith.  "Well,  it  takes  the  guys  in  the 
trenches  time  and  trouble  to  wallop  the  Huns," 
was  the  answer,  "but  they  ain't  complainin'." 


"All  right,"  says  Smith,  "to  save  argument,  put 
the  sign  up." 

He  gave  the  poster  the  up  and  down  and  gets 
a  hunch  he  can  go  it  one  better.  He  puts  his 
own  sign  in  the  other  side  of  the  window  read- 
ing: 


Send   some   records  to  your  soldier  friends. 
Send  them  new  records. 

Don't  give  them  the  junk  grandma  bought. 

Uncle  Sam  supplies  them  with  the  best  grub  he 
can  buy,  so  why  not  feed  them  with  the  best  music? 

If  I  haven't  what  you  want  here  I  can  get  it  for 
you. 


The  sign  was  there  all  right  and  got  many 
a  laugh,  but  it  also  got  the  gang  to  thinking 
and  also  buying.  An  old  lady  blew  in  with  the 
remark:  "I  got  two  boys  in  France  and  I  want 
some  records  for  them."  Smith  asked  how  old 
they  were  and  where  they  hung  out  before  they 
went  in  the  army.  He  doped  it  out  that  they 
were  cabaret  hounds  and  simply  fed  the  old 
lady  up  on  jazz.  When  those  boys  hear  the 
music  of  the  records  in  the  dugout  they  will 
feel  like  kissing  Smith. 

A  benevolent-looking  party  came  trotting  in 
one  day  with  a  bundle  under  his  arm,  which 
proved  to  be  a  bunch  of  the  first  records  that 
had  ever  been  put  on  the  market  and  which 
bore  music  that  was  old  when  "The  Star  Span- 
gled Banner"  was  written.  "What  are  you  go- 
ing to  do  with  that  junk?"  says  Smith.  "Send 
it  to  the  soldiers,"  says  the  visitor.  "You  ain't 
a  German,  are  you?"  says  Smith.  "Certainly 
not,"  yells  the  benevolent  party.  "Well,  what 
do  you  want  to  break  a  couple  of  good  soldiers' 
hearts  for?"  says  Smith.  "You  ain't  sending 
over  any  tobacco  that  you  smoked  or  chewed, 
are  you,  just  because  you're  through  with  it?" 
"Certainly    not,"    was    the    indignant  answer. 


"Then  why  send  a  bunch  of  moss-covered  tunes 
to  some  of  the  finest  boys  that  ever  hit  the 
pike?  This  is  no  second-hand  war,  but  a  brand- 
new,  first-class  proposition.  Maybe  you  figure 
out  you  won't  have  to  buy  so  many  War  Sav- 
ings Stamps  if  the  Government  uses  second- 
hand guns."  The  old  boy  rears  up  and  swears 
he  is  insulted.  Smith  goes  right  on  telling  him 
where  he  is  wrong,  until  the  old  gent  backs  up 
and  gets  out.  Next  day  he  blows  in  again,  hangs 
his  head,  and  buys  a  dozen  records  of  Smith's 
selection. 

A  sweet  young  thing  comes  in  struggling 
under  the  weight  of  a  ukulele.  "What  are  you 
going  to  do  with  that  thing?"  asks  Smith. 
"Send  it  to  a  camp,"  says  the  skirt.  "Well," 
says  Smith,  "buy  a  couple  of  records  and  send 
them  along  so  that  the  boys  can  have  some 
music  while  learning  to  play  the  uke.  What's 
a  couple  of  bucks  at  a  time  like  this?"  The 
chicken  falls  for  the  argument  and  pours  out 
some  of  her  pin  money. 

At  the  end  of  the  first  week  Smith  was  doing 
real  business.  "I  got  the  right  dope  on  the 
work  or  fight  stuff,"  he  says.  "I  got  to  work 
to  make  'em  see  the  idea  of  the  right  way,  and 
then  I  got  to  fight  'em  to  make  'em  come  across. 
Camps  are  not  dumping  grounds  for  a  lot  of 
records  that  owners  want  to  throw  out  of  the 
house.  If  they  don't  want  them  home,  what 
good  are  they  to  a  guy  who  is  seeing  things  and 
is  three  jumps  ahead  of  the  fellow  in  the  morris 
chair?  From  the  bunch  of  'Poor  Butterfly'  rec- 
ords that  have  been  offered  to  the  soldiers  there 
must  have  been  a  lot  of  moths  around  some- 
where, and  who  would  be  mean  enough  to  sic 
a  moth  on  a  boy  in  khaki?"  "Come  clean"  is 
Smith's  motto.  "Give  them  the  music  they  like 
to  hear,  and  so  make  the  giving  a  sacrifice  in- 
stead of  an  excuse  for  cleaning  house." 


Dictionaries  define  initiative  as  the  ability  to 
start  or  originate.  It  is  one  of  the  four  ingredi- 
ents in  the  prize  recipe  for  success — the  other 
three  being  imagination,  industry  and  in-thusi- 
asm ! 


LONG  CABINETS 


No.  83 

In  all  finishes.  Specially  adapted 
for  use  with  Columbia  50.  Front 
posts  made  to  follow  lines  of  posts 
on  Columbia  75. 


FIRST  and  FOREMOST 

In  the  cabinet  field. 

Why?    Because  we've  specialized  in 

CONSTRUCTION 
FINISH  and 
ADAPTABILITY 

Our  supremacy  in  these  essentials 
warrants  your  handling  the  perfect 
line. 

That's  why  you  should  anticipate  your 
wants  NOW. 


No.  79 

In  all  finishes.    Shown  with  top 

moulding  and  shelves. 
Specially    adapted    for   use  with 
Victrola  IX-A. 


Prompt  deliveries  on  all  orders.    Write  for  Illustrated  Catalogue  of  complete  line 

THE  GEO.  A.  LONG  CABINET  COMPANY 

HANOVER,  PA. 


22 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


PITTSBURGH  TRADE  WARNS  PROSPECTS  OF  PRICE  RAISES 

Urge  Early  Buying  of  Machines  and  Records  as  a  Money-Saving  Proposition — Indications  of  Brisk 
Trade  for  Fall — Buehn  Attends  Executive  Committee  Meeting — Other  News 


Pittsburgh,  Pa.,  September  5. — A.  R.  Meyer, 
manager  of  the  Victrola  department  of  the 
Joseph  Home  Co.,  has  sent  out  the  following 
notice  to  the  patrons  of  the  department.  It 
read  as  follows: 

"About  this  time  last  year  indications  led  us 
to  predict  an  advance  in  Victrola  prices.  This 
prediction  was  conveyed  to  our  customers  by  a 
special  letter,  similar  to  this  one.  A  few  weeks 
later  the  prediction  was  verified,  and  customers 
who  availed  themselves  of  the  advance  informa- 
tion were  enabled  to  make  a  substantial  saving 
on  the  prices  of  their  Victrolas. 

"Another  increase  in  prices  appears  imminent. 
With  the  decrease  in  social  activities  since  the 
beginning  of  the  war,  the  Victrola  has  developed 
into  a  chief  factor  in  home  entertainment.  It 
plays  the  martial  airs,  sings  the  cheering  war 
songs,  and  brings  the  comfort  and  solace  of 
music  into  homes  made  lonely  by  absent  ones. 

"If  you  are  considering  a  Victrola  for  the 
indoor  days  ahead,  it  is  advisable  to  place  your 
order  at  once,  to  enjoy  the  benefit  of  present 
prices.  Victrolas  are  priced  here  from  $22.50 
upward.  In  the  purchase  of  the  larger  machines, 
convenient  terms  of  payment  may  be  arranged 
with  the  department  of  accounts." 

Mr.  Meyer  has  under  his  supervision  a  well 
arranged  Victrola  department  on  the  mezzanine 
floor  of  the  Joseph  Home  Building.  The  dem- 
onstration rooms  are  well  lighted  and  especially 
well  adapted  for  the  purpose  of  securing  the 
best  results  in  demonstrating  Victrolas  and  Vic- 
tor records.  Mr.  Meyer  has  a  corps  of  capable 
and  efficient  young  women  as  his  assistants. 
The  past  month  was  noted  as  exceptionally  good 
and  the  trade  was  far  in  excess  of  that  trans- 
acted for  the  same  period  a  year  ago. 

A  visit  to  the  offices  and  showrooms  of  Gray 
&  .  Martin,  distributors  of  the  Sonora  Phono- 
graph, found  both  members  of  the  firm  very 
enthusiastic  over  the  outlook  that  the  coming 
fall  seemingly  indicates  a  brisk  trade.  It  was 
stated  that  there  had  been  a  number  of  inquiries 
by  prospective  customers  the  past  two  weeks 
concerning  the  Sonora  phonograph  and  it  was 
stated  that  sufficient  sales  had  already  been 
booked  that  would  make  the  month  of  August 
a  banner  period  for  the  summer.  Gray  &  Alar- 
tin  have  well-appointed  demonstration  rooms 
located  in  the  Jenkins  Arcade  Building.  The 
firm  also  specializes  in  the  Emerson  records, 


the  sales  of  which,  it  was  stated,  were  very 
large  and  showed  marked  signs  of  increasing  as 
their  popularity  became  larger. 

Edward  A.  Ferguson,  formerly  assistant  man- 
ager of  the  Cleveland  branch  of  the  Columbia 
Graphophone  Co.,  has  arrived  overseas  safely 
with  his  contingent,  the  Second  Provisional  Co. 
of  •  Engineers.  Mr.  Ferguson  is  a  native  of 
Pittsburgh  and  was  trained  at  Camp  Humph- 
reys, Va.,  before  being  assigned  to  France.  He 
was  called  into  service  May  26  last. 

Manager  S.  H.  Nichols,  of  the  Pittsburgh 
wholesale  branch  of  the  Columbia  Co.,  stated  to 
the  Talking  Machine  World  representative  that 
the  month  of  August  was  a  most  notable  period 
for  business  not  only  in  Grafonolas,  but  in 
Columbia  records  as  well.  He  said  that  the 
local  dealers  had  excellent  window  displays  and 
these  with  the  aid  of  judicious  newspaper  adver- 
tising and  other  mediums  of  publicity  proved 
to  be  drawing  cards  for  business.  He  antici- 
pates that  fall  trade  as  far  as  the  Columbia  Co. 
is  concerned  will  be  the  greatest  in  the  history 
of  the  Pittsburgh  branch.  A  feature  of  the 
month  was  the  special  sale  of  the  Pershing  and 
Gerard  records,  which  were  well  received  by 
record  buyers. 

Dauler  &  Close,  who  are  making  a  special 
campaign  for  the  sale  of  the  Cheney  phono- 
graph, report  sales  during  the  past  month  as 
rather  brisk.  The  firm,  which  is  one  of  the 
oldest  furniture  houses  in  western  Pennsylva^ 
nia,  have  a  well-arranged  demonstration  room 
on  the  sixth  floor  of  their  building,  where  vari- 
ous styles  of  the  Cheney  phonograph  are  dis- 
played. The  $150  and  $225  priced  styles,  it  was 
stated,  were  the  best  sellers. 

A.  A.  Buehn,  of  the  Buehn  Phonograph  Co., 
Ediison  distributors,  attended  the  meeting  of  the 
executive  committee  of  the  Edison  jobbers 
which  was  held  at  Chicago,  August  27,  at  the 
La  Salle  Hotel.  The  week  previous  Mr.  Buehn 
was  at  the  Edison  plant  at  Orange,  N.  J.,  in 
conference  with  the  sales  department.  He  then 
went4to  Atlantic  City  and  Ocean  City  for  a 
brief  outing,  returning  to  New  York  on  a  busi- 
ness errand  before  coming  back  to  Pittsburgh. 
Mr.  Buehn  predicts  an  excellent  fall  season  for 
the  Edison  phonographs  and  is  of  the  opinion 
that  the  Edison  Co.  will  make  every  effort  to 
supply  the  trade  as  far  as  is  cons'istent  with  their 
war-time  policy. 


Under  the  direction  of  the  Buehn  Phonograph 
Co.,  a  series  of  tone  tests  have  been  arranged 
at  which  Miss  Amy  Ellerman  will  be  the  soloist 
and  Prof.  Coxe  the  director.  The  dates  and 
places  arranged  follow:  September  9,  Johns- 
town, Pa.;  September  10,  Roaring  Springs,  Pa.; 
September  11,  Latrobe,  Pa.;  September  12,  Ir- 
win, Pa.;  September  13,  Uniontown,  Pa.;  Sep- 
tember 16,  Morgantown,  W.  Va.;  September  17, 
Fairmont,  W.  Va.;  September  18,  Grafton,  W. 
Va. ;  September  19,  Buckhannon,  W.  Va.;  Sep- 
tember 20,  Clarksburg,  W.  Va. 

One  of  the  specials  offered  by  Manager  H.  J. 
Brennan,  of  the  Pathe  Shop,  was  a  fine  Pathe- 
phone,  covered  model,  and  equipped  to  play  all 
records,  with  a  $13.75  record  cabinet  and  six 
double-faced  Pathe  records  for  $48.25.  The  sale 
proved  highly  successful  and  the  popularity  of 
the  Pathe  machine  is  increasing  in  this  section. 

The  W.  F.  Frederick  Piano  Co.  had  some  ex- 
cellent publicity  recently  out  of  the  action  of 
the  local  dealers  in  "interning"  German  records, 
including  records  of  German  music  and  records 
by  German  artists,  by  arranging  an  elaborate 
window  display  showing  the  German  records 
piled  in  a  prison  with  a  United  States  soldier 
on  guard  outside  the  bars.  The  display  at- 
tracted much  attention. 


SHORTENS  BUSINESS  DAY 

Wanamaker  Store  to  Be  Open  Only  From  10 
a.  m.  to  4.30  p.  m.  During  War 


In  line  with  the  general  movement  to  con- 
serve energy,  man  power  and  particularly  fuel 
during  these  trying  times,  the  great  store  of 
John  Wanamaker,  New  York,  announced  re- 
cently through  published  proclamations  in  the 
daily  papers  that  for  the  period  of  the  war  the 
store  would  be  open  only  six  and  a  half  hours 
each  day,  that  is,  from  10  o'clock  a.  m.  to  4.30 
p.  m.  These  hours  will  naturally  apply  to  the 
talking  machine  and  piano  departments,  which 
are  a  big  feature  of  this  house. 

Another  department  store,  Hearn's,  has  also 
announced  that  business  hours  would  be  limited 
from  10  a.  m.  to  6  p.  m.,  and  it  is  reported  that 
other  prominent  department  stores  and  com- 
mercial establishments  in  the  city,  and  for  that 
matter  in  other  sections  of  the  country,  will 
follow  the  same  example  and  shorten  their 
business  day.  It  is  felt  that  all  buying  can  be 
done  in  the  period  fixed,  and  that  if  shoppers 
will  arrive  and  leave  before  and  after  the  rush 
hours  on  the  transit  lines,  congestion  there  will 
be  relieved  materially.  The  movement  is  new, 
and  as  yet  no  exclusive  music  house  has  an- 
nounced the  change  of  hours. 


STRONG  VICTOR  ADVERTISEMENT 

Effective  Two-Page   Spread  Appeared  in  the 
Saturday  Evening  Post  of  August  17 


An  unusually  strong  and  attractive  double- 
page  advertisement  of  the  Victor  Talking  Ma- 
chine Co.  appeared  in  the  Saturday  Evening 
Post  of  August  17,  the  main  feature  being  a  pic- 
ture in  colors  spread  entirely  across  two  pages, 
and  more  than  half  the  depth  of  the  page,  show- 
ing Lieutenant  John  Philip  Sousa  at  the  head 
of  his  United  States  Naval  Reserve  Band,  call- 
ing forth  the  strains  of  "The  Stars  and  Stripes 
Forever."  The  caption  of  the  ad  read:  "The 
greatest  bands  of  all  the  world  parade  before 
you — on  the  Victrola."  The  advertisement  was 
particularly  timely  and  effective. 

EDISON  GOES  SOUTH  ON  AUTO  TRIP 

Orange,  N.  J.,  August  29. — Thomas  A.  Edison, 
John  Burroughs,  the  naturalist;  Henry  Ford, 
Harvey  Firestone,  Edward  N.  Hurley,  Director 
of  the  Shipping  Board,  and  Prof.  De  Loches,  of 
Chicago,  have  started  on  a  camping  trip  through 
the  South.  The  trip  is  being  made  by  auto- 
mobile, and  sufficient  supplies  have  been  taken 
to  last  for  several  weeks.  The  journey  south 
will  be  made  by  easy  stages,  traveling  through 
the  day  and  making  camp  at  dusk. 


Ward's  Khaki 


i Grade  "D"  Cover  with  No.  3  Straps. 


Moving  Covers 

PROTECT  YOUR  MACHINES  FROM  ALL 
KINDS  OF  WEATHER 

and  will  enable  you  to  deliver  them 
free  from  dust,  scratches,  bruises 
and  all  other  finish  destroyers 

Our  covers  are  faced  with  Standard  Khaki, 
lined  with  a  heavy  grade  flannel,  interlined 
with  an  exceptionally  good  grade  of  heavy 
cotton  or  felt,  diagonally  and  closely  quilted, 
and  manufactured  according  to  the  usual 
superior  "WARD  New  London  "  quality. 

Grade  "D",  medium  size,  $6.00 

Grade  "D",  large  size,  $6.50 

Grade  "K",  medium  size,  $8.00 

Grade  "K",  large  size,  $9.00 

Carrying  Straps:  No.  1  $1.00;  No.  2  $2.00;  No.  3 $3.50 
ORDER  SAMPLE  COVER  ON  APPROVAL 

With  Name  of  Machine  6ilk  embroidered  on  any  Cover;  extra, __30c. 

With  Dealer's  Name  and  Address,  first  Cover;  extra  $1.15 

Same  on  additional  Covers,  each  extra    60c. 

Write  for  booklet 

The  C.  E.  Ward  Co. 

(Well-known  Lodge  Regalia  House) 
101  William  St.,  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


jftoTiannioralton  $mrhs 


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One  o/7  the  Most  Important 
Announcements  Ever 
Made  in  the  Phonograph 

Field 


the  two  pages  following  is  reproduced  the 
announcement  by  The  Aeolian  Company  of  its 
latest  achievement— the  NEW  VOCALION 
RECORD.  The  third  page  carries  one  of  the 
impressive  newspaper  advertisements  which  is  part  of 
the  campaign  of  publicity  for  the  new  Record. 

The  importance  of  this  announcement  may  hardly 
be  overestimated.  To  the  music-loving  public  it  means 
the  opportunity  to  hear  and  in  fuller  measure  enjoy 
the  true  performances  of  artist  and  musician. 

To  the  music  trade  it  means  one  more  vital  sales- 
feature  added  to  the  many  already  possessed  by  the 
most  distinguished,  interesting  and  saleable  phono- 
graph upon  the  market  today — the  Aeolian-Vocalion. 

The  new  Vocalion  Record  is  a  super-record.  Its 
musical  quality  far  surpasses  that  of  any  records 
hitherto  produced. 

This  record  is  exclusivelv  available  to  the  owners 
of  the  Vocalion.  Moreover,  due  to  this  phonograph's 
Universal  Tone-Arm — the  simplest  and  most  satisfac- 
tory device  of  its  kind — all  other  records  are  also  avail- 
able to  the  Vocalion  owner.  This  is  a  sales-appeal 
which  no  prospective  purchaser  will  fail  to  grasp. 

Added  to  the  Vocation's  manifest  superiority  of 
tone,  its  exclusive  playing  device— the  Graduola — its 
unapproached  beauty  and  variety  of  case  designs, 
and  its  ability  to  play  all  records  (including  this 
new  and  greater  one),  put  the  Vocalion  in  a  class 
above  and  apart  from  all  competitors. 


jftolian^oralion  timrlis 


ffeoIiannJoralton  fficorfts": 


§ 
I 


3 


1 


«l 

1 

i 


!  VOCALION  KECORD 

Evolutionary  Thonograph  Record 
Troduced  by  The \Aeolian  Company  under  an 
Entirely  New  and  ^Advanced  System 


N  this  important  an- 
nouncement is  chron- 
icled the  second  great 
step  taken  by  The 
Aeolian  Company  in 
its  development  of  the 
higher  musical  values 
of  the  phonograph. 

First:  the  Aeolian- 
Vocalion — that  wonderful 
phonograph  which  three 
years  ago  startled  the 
musical  world  and  leapt 
almost  overnight  into  the 
premier  position  among 
all  such  instruments. 

Second:  The  Vocalion 


Record  —  giving  the 
Aeolian-Vocalion,  for  the 
first  time,  a  Record  fully 
worthy  of  its  extraordinary 
powers  of  reproduction. 

Product  of  the  JVorld^s 
Leading  Music  House 

T?OR  nearly  half  a  cen- 
tury,  the  Aeolian  Com- 
pany has  maintained  its 
position  as  the  foremost 
creative  influence  in  the 
music  industry.  As  a 
source  of  invention,  prog- 
ress and  improvement,  no 
other  house  has  even  re- 


jftoliannioralion  $mrbs 


k&^^M/mMHlmmcaMn  murks 


Jftolianniofalton  fimriis 


motely  approached  this  Company's  notable  record  of 
achievement.  Today,  The  Aeolian  Company  stands 
without  a  rival  in  its  comprehensive  understanding  of 
music  and  its  broad  and  scientific  knowledge  of  the 
various  instruments  for  producing  it. 

The  New  Musical  Values  of  the  Vocalion  Record 

'TPHE  phonograph  record  itself  is  a  marvelous  inven- 
tion.    To  hold  in  an  inert  and  inarticulate  disc 
the  melodious  notes  of  a  human  voice — the  vibrant 
tones  of  a  violin — almost  baffles  comprehension. 

If  these  notes  and  tones  have  hitherto  fallen  a  little 
short  of  nature — if  some  character,  some  richness, 
some  of  the  more  delicate  qualities  have  been  lost  in 
their  recording — it  is  no  wonder.  The  only  wonder  is 
the  marvelous  nature  of  the  results  accomplished. 

The  new  Vocalion  Record  comes  a  sympathetic 
step  nearer  to  reality. 

Where  with  the  old  system  only  the  broader, 

stronger  elements  in  any  tone  could  be  recorded,  the 

new  system  records  the  tone  in  its  entirety.    The  finer 

overtones  — those  subtle  partials  that  give  to  every 

instrument  and  voice  its  final  touch  of  individuality  and 

beauty  are,  for  the  first  time,  caught  and  imprisoned 

by  a  far  more  delicate  and  scientific  method. 

Those  who  hear  the  new  Vocalion  Record  are  conscious  of 
new  impressions.  To  sight  the  phonograph  remains — to  hearing 
it  is  gone.  The  tendency  to  stridency — the  lack  of  richness  and 
of  body — the  vagueness  of  individuality — all  the  effects  hitherto 
typical  of  even  the  best  phonograph  performances  are  replaced  by 
natural  varieties  of  sound. 

AN  INVITATION— At  Aeolian  Rail,  on  West  42nd  Street  and  at 
The  Aeolian  Company's  various  Branches  in  the  Metropolitan  district, 
the  new  Vocalion  Record  is  now  on  exhibition.  The  numerous  owners  of  the 
Aeolion -Vocalion,  the  owners  of  phonographs  of  other  make  and  all  persons 
to  whom  progress  in  music  is  of  interest,  are  cordially  invited  to  the  public 
informal  demonstration  of  these  Records,  which  for  the  present  will  be 
continuous  throughout  the  city. 

THE  AEOLIAN  COM.VANY.J6Q/JAlf  HALL 


NEW  YORK  LONDON 
SYDNEY 


PARIS  MELBOURNE 
MADRID 


i&olian -Vocation  flfrcorfrs 


of  rar?  rljarm 


rHIS  distinguished  so- 
prano has  made  an  indi- 
vidual place  for  herself  in 
European  operatic  circles, 
and  has  been  hailed  as  the 
most  valuable  acquisition 
the  Metropolitan  Opera 
Company   has  had  in  years. 

Florence  Easton's  charac- 
terizations during  the  past 
season  in  Cavalleria  Rusti- 
cana,"  " V Oracolo,"  Lo- 
ci oletta,"  and  in  the  title  role 
of  Liszt's  "St.  Elizabeth," 
have  established  her  as  a  gifted 
artist  of  rare  attainments. 


AEOLIAN-VOCALION 

Prices  are  $50  to  SjJO. 
Graduola  Models  from 
$115.  Prevailing  Period 
Styles  at  moderate  prices. 
Catalogues  sent  upon  request. 


"THREE   GREEN  BONNETS" 

Sung  by 
FLORENCE  E ASTON 

ONLY  a  wistful  little  musical  tale — but  sung  by  a  great  artist 
with  a  heart-stirring  appeal  that  will  make  this  Vocalion 
Record  a  cherished  possession. 

Three  tiny  maids  in  quaint  green  bonnets  who  have  spent  the 
carefree  days  of  childhood  together — blue-eyed  Daisy,  little  Dulcie 
of  the  clear  grey  orbs,  and  brown-eyed  Dorothy  May. 

With  what  exquisite  tenderness  of  tonal  beauty  does  Florence 
Easton,  the  famous  soprano  of  the  Metropolitan  Opera  Company, 
invest  the  name  of  Dorothy  May — fore-shadowing  in  the  very  sim- 
plicity of  her  artistry  the  song's  plaintive  finale — when  the  angels 
have  called  home  the  little  brown-eyed  maiden. 

Think  of  the  satisfaction  of  being  able  to  follow  every  word  of 
d'Hardelot's  charming  ballad  in  this  marvelous  Vocalion  Record. 

Through  the  impressive  tone-realism  of  The  Aeolian  Company's 
new  and  improved  system  of  recording,  not  only  is  the  individual 
quality  of  Florence  Easton's  beautiful  voice  given  amazing  repro- 
duction, but  each  clear-cut  detail  of  her  remarkable  enunciation — 
enabling  the  listener  to  enjoy  every  syllable  of  this  rare  little  mu- 
sical gem  to  its  close. 

VOCALION  RECORDS 

—representing  the  highest  modern  development  of  record-making 
and  interpreted  musically  through  the  master  phonograph,  the 
Aeolian-Vocalion,  reveal  the  limitless  possibilities  of  this  exclusive 
method  of  tone  reproduction. 

T  H  R 

AEOLIAN-VOCALION 

PLAYS  all  standard  makes  of  records  with  greater 
tonal  naturalness  than  any  other  phonograph  and  be- 
stows upon  owners  of  these  wonderful  instruments  the 
added  advantage  of  enjoying,  through  the  most  satisfying 
and  musicianly  medium — the  new  Vocalion  Records. 


THE     AEOLIAN  COMPANY 

NEW  YORK     LONDON     PARIS  MELBOURNE 
SYDNEY  MADRID 


mwm  m 


$  STYLE  "G" 
PRICE  $115 


Ask  to  hear  Florence  Easton's  delightful  records  of  "  Three 
Green  Bonnets"  at  the  demonstrations  of  Vocalion  Records 
held  daily  at  all  Aeolian  Stores. 
Vocalion  Record  No.  30002,  10-inch,  price  $1.25 

1987 


September  15,  1918  THE     TALKING     MACHINE     WORLD  23 

Keeping  a  Proper  Account  of  Record  Stock  a 
Great  Business  Essential  by  Arthur  h.  ashman 

Director  of  Sales,  Emerson  Co. 


One  of  the  most  important  details,  and  one 
that  has  a  direct  and  very  serious  influence  on 
the  profits  of  a  talking  machine  record  de- 
partment, is  the  system  used  for  keeping  an  ac- 
count of  the  stock  on  hand,  and  the  intelligence 
and  promptness  with  which  reorders  for  fill-in 
records  are  placed. 

Many  dealers  who  have  had  limited  experience 
in  the  merchandising  of  talking  machine  records 
are  inclined  to  neglect  these  most  necessary  de- 
tails. It  cannot  be  impressed  too  strongly  on 
the  mind  of  the  manager  of  your  record  de- 
partment that  it  should  be  his  policy  to  work 
for  minimum  stocks  on  hand,  maintained  at  a 
point,  however,  that  will  give  maximum  service 
to  the  consumer.  That  is  to  say,  it  is  most  im- 
portant that  a  phonograph  department  carry  as 
small  a  stock  as  possible,  and  yet  never  be  out 
of  live  selling  numbers.  We  believe  we  are  fair 
in  saying  that  many  record  departments  which 
would  otherwise  have  been  a  marked  success 
and  would  have  yielded  substantial  profits  have 
proved  unsatisfactory  because  of  the  lack  of  a 
carefully  devised  system,  or  failure  to  maintain 
the  system  effectively,  when  installed. 

It  is  not  our  intention,  at  this  time,  to  specify 
any  particular  system  for  keeping  account  of 
stock.  It  is  a  problem  that  every  live  store- 
keeper has  faced  in  other  lines  of  merchandise, 
and  all  competent  merchants  are  familiar  with 
systems  which  will  easily  take  care  of  this  fea- 
ture, and  produce  satisfactory  results,  provided, 
as  we  have  stated  before,  the  system  is  put  into 
careful  operation  and  maintained  at  its  highest 
point  of  efficiency. 

The  object  of  this  article  is  to  emphasize  at 
this  time  the  importance,  especially  at  this 
season  of  the  year,  of  not  allowing  the  account- 
ing of  records  to  become  lax,  nor  neglecting 
tc  reorder  numbers  which  are  needed  so  as  to 
keep  the  stock  at  its  proper  point.  Nothing 
harms  a  department  more  than  an  overstock, 
unless  it  be  a  lack  of  stock  of  numbers  which 
the  customers  want. 

There  is  not  an  element  in  the  merchandising 
of  records  that  so  effectively  turns  customers  to 
your  competitor's  store  as  to  come  into  your 
department  for  numbers  which  you  are  unable 
to  supply.  If  they  find  that  your  nearby  com- 
petitor can  give  them  these  records  and  the 
service  they  want  they  immediately  transf  :r 
their  trade  to  that  store.  Therefore,  it  is  the 
important  duty  of  every  dealer,  or  manager  of 
phonograph  departments,  to  assure  himself  that 
his  stock-keeping  system  is: 

1.  A  correct  one. 

2.  Is  well  maintained. 

3.  That  an  intelligent  placing  of  orders  will 
result  from  the  keeping  of  this  system. 

Failure  in  any  one  of  these  three  points  will 
have  a  very  serious  effect  both  on  your  volume 
of  business  and  the  size  of  the  profits  of  the 
department. 

Popular  and  patriotic  song  and  dance  hits 
comprise  by  far  the  greatest  part  of  the  volume 
of  business  done  on  records.  Unless  you  have 
these  hits  when  the  public  wants  them  your 
business  suffers  in  a  marked  degree;  and  if 
you  have  these  hits  in  your  stock  after  the 
public  has  stopped  buying  them  your  profits 
will  suffer  to  a  very  great  extent.  So  the  con- 
clusion is  definitely  set  forth  that  in  order  to 
get  a  volume  of  business  you  must  have  the 
records  in  stock,  and  in  order  to  make  a  profit 
it  is  necessary  that  you  do  not  have  an  over- 
stock when  the  sale  for  these  numbers  has 
ceased. 

Therefore  your  stock-keeping  and  reorder 
system  must  be  so  arranged  that  it  automatical- 
ly takes  care  of  stock  and  reorders  as  the  vol- 
ume of  business  on  a  number  slows  down. 

We  hope  if  any  Emerson  dealers  have  not 
been  giving   proper  care  and  thought  to  this 


phase  of  the  business,  they  will  immediately  in- 
sist that  the  managers  of  their  departments 
install  a  system  of  the  nature  of  the  one  here- 
with indicated  so  that  the  department  may,  at 

UPHOLDS  FIXING  OF  PRICE 

Jersey  Court  Says  Manufacturer  of  Standard 
Article  Has  Right  if  Article  Contains  Notice 

Fixing  by  the  manufacturer  of  standard  price 
for  an  article  is  legal.  Vice-Chancellor  Lane 
held  in  a  decision  in  Newark  recently  in  the 
suit  of  Robert  H.  Ingersoll  &  Bro.  to  restrain 
Hahne  &  Co.,  department  store  owners  of 
Newark,  from  selling  Ingersoll  watches  at  less 
than  the  standard  price  without  removing  the 
trade  name  and  manufacturer's  guarantee.  He 
held  that  the  fixing  of  a  standard  price,  if  the 
article  contained  a  notice  of  the  conditions  un- 
der which  it  might  be  sold  by  the  retailer,  was 
not  a  violation  of  the  Sherman  or  Clayton  Acts. 
He  said  the  United  States  Supreme  Court,  in 
his  opinion,  had  not  passed  on  the  "precise  sit- 
uation presented  here."  He  conditionally  took 
issue  with  a  decision  of  ex-Ju9tice  Hughes  on 
price-fixing. 

"If  the  learned  Justice  meant  that  all  re- 
straints were  void  at  common  law,  I  think  he 
was  mistaken,"  the  Vice-Chancellor  stated. 
"But,  be  that  as  it  may,  it  is  now  well  settled 
that  restraints  which  are  reasonable,  in  the 
absence  of  the  statute,  are  valid.  It  is  also  well 
recognized  that  a  person  has  a  property  inter- 
est in  his  trade  name  and  good-will,  and  will, 
even  in  the  absence  of  the  statute,  be  protected 
against  injury  to  that  trade  name  and  good- 
will. This  right  has  in  this  State  been,  as  above 
indicated,  recognized  by  statute." 


The  people  who  influence  you  are  people  who 
believe  in  you. — Drummond. 


all  times,  serve  your  customers  promptly  with 
the  records  they  want,  and  the  dying  out  of  the 
popularity  of  a  record  will  find  your  stock  at  a 
minimum  limit. 

HEAVY  FIRE  LOSS  IN  CANTON,  0. 

Department  Store  of  Klein  &  Heffelman  Co. 
Wiped  Out  in  $1,500,000  Fire  August  26 — 
Company's  Own  Loss  Fixed  at  $250,000 

Canton,  O.,  August  26. — Fire,  which  started 
shortly  before  6  o'clock  last  night  in  the  big 
store  of  the  Klein  &  Heffelman  Co.,  destroyed 
the  business  block  bounded  by  Tuscarawas,  East 
Second,  Walnut  and  Piedmont  streets,  causing 
a  loss  estimated  at  $1,500,000.  The  fire  burned 
for  nearly  four  hours  before  it  was  gotten  under 
control.  The  Klein  &  Heffelman  Co.'s  loss  is 
estimated  at  $250,000,  for  their  building  with 
its  contents  was  a  complete  loss.  The  company 
maintained  for  a  number  of  years  a  large  and 
successful  piano  and  talking  machine  depart- 
ment, which,  of  course,  was  wiped  out  by  the 
fire.  It  is  expected  that  the  company  will  se- 
cure temporary  quarters  until  the  former  home 
can  be  rebuilt. 


IDEAL  MUSIC  CO.  CHANGES  HANDS 

Poughkeepsie,  N.  Y.,  August  2. — The  Ideal 
Music  Co.,  located  on  Market  street,  was  pur- 
chased this  week  by  Luckey,  Piatt  &  Co.,  of 
this  city.  The  entire  stock  of  the  concern  will 
be  moved  to  the  Luckey,  Piatt  &  Co.  store,  a 
portion  of  which  is  being  remodeled  to  receive 
the  pianos  and  Victrolas  formerly  belonging  to 
the  Ideal  Co. 


Everett  B.  Koontz  will  shortly  open  a  talking 
machine  store  on  Jefferson  avenue,  Wheeling, 
VV.  Va. 


A  Word  as  to 
Trade  Conditions 

The  ever  increasing  demand  upon  man- 
ufacturing facilities,  and  the  supply  of 
metal,  due  to  the  war,  has  caused  an  acute 
shortage  both  in  production  and  stock. 

In  spite  of  this,  the  indications  are  that 
the  demands  of  the  trade  will  be  abnormal 
during  this  fall  and  winter.  In  order  that  you  may  meet  the 
requirements  of  your  trade  we  would  advise  that  you  place 
your  orders  at  once  for  early  delivery. 

Anticipating  these  conditions,  we  are  prepared  to  make  im- 
mediate shipments  on  all  of  our  specialties. 
The  "BLISS"  Reproducer,  with  its  treated  silk  diaphragm, 
is  the  Reproducer  De  Luxe — have  you  heard  it? 

Other  Phonograph  Specialties  that  we  are  featuring  are  the  "Disk-Lite,"  an 
electric  lighting  attachment  adaptable  to  any  phonograph,  and  the  "Phono- 
Lite,"  an  automatic  lighting  attachment  for  the  New  Edison,  also  Edison 
Diamond  Points,  Edison  and  Pathe  Sapphire  Points, Lakeside  Rotometers,  Johnson 
Electric  Motors.'B  &  H  Fibre  Needles,  and  B  &  H  Fibre  Needle  Repointers. 

Write  for  Our  Parcel  Post  Salesman  to  Call 

WILSON-LAIRD  PHONOGRAPH  CO.,  Inc. 

Factors  and  Distributors  of  the  BLISS  REPRODUCER 

29  West  34th  Street  NEW  YORK  CITY 


24 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


EE 


<The  Scotford  Qbnearm 

Jlnd 

Superior  Universal 
I  Reproducer 

Perfect  in  acoustics ^-affordinq  supreme  qualitu 
and  volume  of  tone  * 

Handsomest  and  most  distinctive  in 
design  and  finish 

<The  Reproducer  that  piuots  on  its  axis,  takinq 
the  correct  anqle  for  all  makes  of  Records^- 
and  retains  trie  same  center  in  both  positions— -uiKicli 
feature,  as  shown  belou>,  is  covered  bij  United  States  Letters  Patent,  Tlumber  1,251,828 


Sample  Prepaid 
Hickel  $5.25    Qold  $6.50 

If  not  rated— remit  until  order 
TTloneu  refunded  on  return  of  Sample  in 
good  condition  unthin  30  days 


Jlnd  this  is  but  one  of  the  Patented  features  u>hich  make  it  the  Superior  Universal 


Ttlills  &  Cooper 
manufacturers  of  TTlills  Qramophortes 

2725  Calumet  Avenue 
Chicacjo 

oarnhart  brothers  &  Spindler, 
Chicago. 

Sirs:    VJe  should  like  to  haue  you  share  with  us  the  enthusiasm 
that  comes  from  hearing  the  Superior  Reproducer  at  its  best. 
IDe  haue  completed  our  experimental  work  and  haue  placed 
the  ITlills  Qramophone  on  the  market.  As  you  know,  we  are  using 
the  Superior  Reproducer  and  we  consider  it  head  and 
shoulders  aboue  anything  made. 

IPe  haue  been  experimenting  for  more  than  a  year  and 
haue  tried  almost  euery  combination  under  the  sun.  IPe  like  the 
Superior  better  than  any  other  we  tested  and  with  it  haue  been 
able  to  get  probably  the  best  reproduction  euer  attained. 

It  is  only  proper  here  to  mention  the  intelligently  ren- 
dered seruice  which  goes  to  users  of  your  product,  your  ITlr. 
Louis  K.  Scotford  has  helped  us  immeasurably  by  his  interest  and 
suggestions.  IPe  haue  deueloped  an  amplifier  which  brings  out 
the  more  subtle  tones  and  gets  the  expression  of  the  original 
with  a  character  and  musical  ring  we  haue  neuer  heard  in 
another  machine. 

CThe  Ttlills  Qramophone  is  made  in  small  quantity  only  for 
the  higher  class  trade.  It  has  made  a  profound  impression  among 
the  music  louers  who  haue  heard  it,  and  especially  among  those 
who  do  not  care  for  the  usual  colorless  phonographic  results.  It 
is  absolutely  toneless — that  is  it  has  no  flauor  of  its  own  to  mar 
the  beauty  of  the  original  tones  in  the  records.  Our  idea  is  that 
a  phonograph  has  about  as  much  business  with  tone  as  a  cup 
has  with  flauor.  IDith  this  idea  in  mind  we  haue  worked  until  we 
now  haue  an  instrument  which  will  play  euery  make  of  record 
better  than  the  machines  of  the  record  manufacturers.  The 
improuement  is  so  marked  in  some  cases  as  to  be  almost  uncanny. 

Respectfully,       ITlills  &  Cooper, 
march  30,  1918  By  Q.K.  mills. 


Ob  Jobbers  and  Dealers  in  Edison,  Pathe 
and  Other  RiUnand-Dale  Records 

\\ou  can  greatly  increase  the  demand  for  your  Records  by 
selling  these  Reproducers  and  Attachments  applying  them 
to  uarious  standard  machines.  Q|  IDr-ite  for  quantity  prices 

Liberal  Arrangement  for  Jobbers 

CThe  Superior 
Universal  Reproducer 

Sample  Retail 
Prepaid  Price 
IDith  Attachment  jor  nickel  $4.10  $6.50 
UlCtOT  Qold       5.00  3.00 

IDith  Attachment  Jor  nickel     3.50  5.50 

*Ileu>  Uictor      Qold     4.25  6.75 

IDith  Attachment  for  Hickel     3.70  5.35 

Columbia       Qold     4.55  7.25 

UJith  Attachment  for  nickel     4.10  6.50 

Edison  Qold     5.00  s.oo 

IDith  Attachment  {or  Hickel    3.70  5.35 

Pathe  Qold     4.40  7.00 


<The  Scotford 
Ttlodel  I  Reproducer 

cThe  original  Scotford  Reproducer  —  plavjs 
onlu  rlill-and--Dale  Records,  but 
plaus  them  at  their  best 

Sample  Retail 
Prepaid  Price 
As  is— it  fits  the  nickel  $3.50  $5.50 

Uictor  Qold     4.10  6.50 

IDith  Attachment  for  Rickel 

Columbia  Qold 

IDith  Attachment  for  nickel 

Pathe  Qold 

Can  be  used  on  the 

Edison  with  the  Kent  Attachment 


3.75 

4.45 

4.05 
4.75 


5.35 
7.00 
6.35 
7.50 


*This  refers  to  the  latest 
type  having  the 
enlarged  Tonearm 


1 


Bamhart  Brothers 

makers  of     I  Chicaqo 

Superior  L  Specialties  for  Phonographs 


llii  ii  illjil  ni  in!iu  II m  il  ill  II  illlll  iiiIIiiHii  II  III  il  iiilli 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


25 


What  the  Selt-starter  is  to  the  Automobile— 
the  Columbia  Non-Set  Automatic  Stop  is  to 
the  Phonograph.  And  it's  exclusively 
Columbia ! 


Columbia  Graphophone  Co 

NEW  YORK 


FEATURING  GEN.  PERSHING  RECORDS     REPRESENTS  B.  &  H.  FIBRE  NEEDLE 


B.  Lowenstein  &  Bros.,  Memphis,  Get  Excellent 
Results  From  Special  Window  Display 


Memphis,  Tenn.,  September  3. — B.  Lowenstein 
&  Bros.,  Inc.,  who  maintain  a  large  Columbia 
Grafonola  department  in  their  store  here  under 
the  management  of  Jack  Hofheinz,  have  been 
featuring  the  General  Pershing  records  recently 
issued  by  the  Columbia  Co.  with  unusual  suc- 
cess. The  bulk  of  the  sales  of  records  is  attrib- 
uted to  the  elaborate  window  display  recently 
arranged  by  the  company,  and  which  is  illus- 


Lowenstein  &  Bros.'  Pershing  Window 

trated  herewith.  The  display  was  arranged  by 
the  store's  chief  window  decorator,  T.  J.  Twen- 
tymen,  with  the  assistance  of  Manager  Hofheinz. 
A  large  figure  of  General  Pershing  was  drawn 
and  painted  by  Mr.  Twentymen,  as  were  the  fig- 
ures of  the  soldiers  and  sailors.  The  display 
not  only  featured  the  Pershing  records,  but  also 
called  attention  to  other  hits  through  the  me- 
dium of  special  posters. 

Mr.  Hofheinz,  manager  of  the  department,  has 
met  with  considerable  success  here.  He  took 
charge  about  a  year  ago,  coming  from  the 
Maison  Blanche  store  in  New  Orleans.  He  is 
enthusiastic  over  fall  prospects,  and  his  chief 
worry  is  regarding  a  possible  shortage  of  stock. 


EDISON'S  VIEWS  ON  RECREATION 

Almost  every  member  of  the  great  Edison  or- 
ganization is  familiar  with  the  widely  quoted 
statements  made  by  Mr.  Edison  some  months 
ago,  which  appeared  in  "The  Etude,"  giving  his 
views  on  the  essentialness  of  music. 

During  the  Edison  dealers'  convention  in  New 
York  last  June  it  was  suggested  that  the  com- 
pany have  an  elocutionist  make  a  Re-Creation 
of  Mr.  Edison's  remarks.  Sidney  K.  Powell 
has  made  such  Re-Creation,  and  it  is  now  avail- 
able for  Edison  dealers  at  $1  each. 


There's  time  for  everything — except  the  re- 
tailing of  your  uninteresting  troubles. 


COTTON  FLOCKS 

.  .  FOR  .. 

Record  Manufacturing 
THE  PECKHAM  MFG.  CO.,  Uewauk  sn.c  j 


Wilson-Laird  Phonograph  Co.  Appointed  East- 
ern Jobber  for  the  B.  &  H.  Fibre  Needle  and 
Cutter — Also  to  Take  On  the  Lakeside 
Rotometer  and  Johnson  Electric  Motor 


H.  T.  Thornell,  general  manager  of  the 
Wilson-Laird  Phonograph  Co.,  New  York, 
manufacturer  of  the  "Bliss"  reproducer,  an- 
nounced this  week  that  the  company  has  been 
appointed  Eastern  jobber  for  the  B.  &  H.  fibre 
needle  cutter  and  the  B.  &  H.  fibre  needle. 
These  products  have  achieved  remarkable  suc- 
cess in  all  parts  of  the  country,  and  Mr.  Thornell 
is  planning  to  institute  an  aggressive  campaign 
that  will  give  the  dealers  in  the  East  an  ade- 
quate idea  of  the  unlimited  sales  possibilities  for 
the  cutter  and  the  fibre  needle. 

Mr.  Thornell  has  also  completed  arrangements 
whereby  his  company  will  act  as  jobber  for  the 
"Lakeside  Rotometer,"  manufactured  by  the 
Lakeside  Supply  Co.,  Chicago,  and  the  Johnson 
electric  motor,  manufactured  by  the  Johnson 


Electric  Motor  Co.  of  Chicago.  Both  of  these 
products  have  won  considerable  praise  from 
members  of  the  trade,  and  the  Wilson-Laird 
Phonograph  Co.  expects  to  feature  them  to  ex- 
cellent advantage  in  this  territory  this  fall  and 
winter. 

Referring  to  his  recent  Western  trip,  Mr. 
Thornell  stated  that  all  the  manufacturers  and 
dealers  whom  he  visited  are  enthusiastic  regard- 
ing business  possibilities,  but  are  a  little  uncer- 
tain as  to  the  likelihood  of  securing  sufficient 
merchandise  this  coming  fall  to  take  care  of  the 
demands  of  their  trade.  Mr.  Thornell  believes 
that  it  will  not  be  a  matter  of  securing  orders 
this  fall,  but  a  problem  of  securing  sufficient 
merchandise. 

Mr.  Thornell  states  that  the  demand  for  the 
Bliss  reproducer  is  far  and  beyond  all  expec- 
tations, and  that  the  dealers  are  thoroughly 
satisfied  with  the  service  rendered  by  this  repro- 
ducer. Many  new  accounts  were  opened  on  this 
trip,  and  there  is  every  reason  to  believe  that  the 
Bliss  reproducer  will  steadily  increase  in  popu- 
larity this  vear. 


THE  PARR  CENTRAL  UNIVERSAL  TONE-ARM 


(Patent  Applied  (or) 


This  is  the  position  for  playing 
Lateral  Cut  Records 

Both  positions  are  shown  on  page  88,  July 
of  The  Talking  Machine  World. 

The  Parr  Tone  Arm  is  adjustable  to  any 
length  required.  The  needle  always  rests 
at  the  same  point,  setting  in  the  direct  cen- 
ter in  playing  either  position.  This  has 
been  the  objective  of  all  past  tone  arm  pro- 
ductions. Means  are  incorporated  for  tak- 
ing up  the  wear,  thereby  overcoming  any 
tendency  for  loose  joints,  which  is  the  chief  cause  of  "chattering." 

The  design  of  the  tone  arm  permits  perfect  playing  of  either  type  of 
record  without  additional  attachments.  The  sound  box  can  be  turned, 
allowing  the  needle  to  be  changed  with  ease,  and  by  a  reverse  movement 
the  box  returns  to  its  normal  playing  position. 

Parr  Magnetic  Reproducer  fitted  with  the 
Vibratone  Patent  Diaphragm 

The  most  sensitive  of  reproducers.  The  permanent  magnetic  device,  an  integral 
part  of  the  reproducer,  acts  on  the  stylus  box.  Its  possibilities  in  giving  warmth  and 
delicacy  in  the  tonal  reproduction  of  quiet  passages  make  old-style  sound  boxes  seem 
obsolete.  And  in  fortissimo  passages  where  ordinary  reproducers  create  unpleasant, 
music  destroying  blasts,  caused  by  the  needle  jumping  and  losing  its  grip  the  Parr 
Magnetic  Reproducer,  with  its  marvelous  flexibility,  follows  every  wave  and  vibration 
in  the  record:  and  takes  everything  the  record  holds. 

Patented  Diaphragm 

Possessing  all  the  good  points  of  mica  diaphragms,  it  overcomes  all  mica's  bad 
features.  Guaranteed  uniform  in  quality,  free  from  bubbles,  blisters  and  waves,  the 
Vibratone  Patented  Diaphragm  is  non-porous,  non-absorbent. 

It  has  a  definite  function  and  it  performs  it.  It  improves  tone;  in  fact  it  creates 
new  tone  possibilities  for  every  reproducer  of  other  types. 

PARR  MANUFACTURING  CORP. 


ONE  UNION  SQUARE 


NEW  YORK 


26 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


The  Trade  In  Boston  And  New  England 

JOHN  H.  WILSON,  MANAGER,  324  WASHINGTON  STREET,  BOSTON,  MASS. 


Boston,  Mass.,  September  4.— Now  that  the 
vacation  season  is  practically  over  dealers  are 
looking  for  a  resumption  of  that  halting  activity 
that  always  obtains  during  the  summer,  always 
with  the  fact  before  them  that  there  is  a  tem- 
porary barrier  to  good  business  which  is  not 
so  much  the  fault  of  the  dealers  as  of  the  .manu- 
facturers who  are  unable  to  supply  the  goods, 
and  this  in  turn  is  not  the  fault  of  the  manufac- 
turers but  because  of  a  situation  that  all  alike 
must  face.  Despite  the  general  situation  the 
sale  in  Boston,  especially  of  records,  has  been 
good  and  everybody  owning  a  machine  seems 
bent  on  having  all  the  war  songs,  and  there 
are  cases  where  it  is  not  possible  to  fill  the 
orders.  Throughout  Greater  Boston  outfits, 
rather  expensive  ones,  too,  have  been  installed 
in  many  homes  in  the  past  few  weeks  and  these 
sales  in  most  cases  are  directly  traceable  to 
a  certain  war  prosperity.  These  sales  do  not 
come  hard  and  they  will  be  sought  for  with 
renewed  vigor  this  fall. 

T.  W.  Hindley  New  Vocalion  Manager 

Thomas  W.  Hindley,  who  was  mentioned  in 
this  department  last  month  as  having  joined  the 


Thomas  W.  Hindley 

Vocalion  forces  in  this  city,  is  now  occupying 
the  post  of  manager,  having  succeeded  R.  S. 
Hibshman,  who  has  been  Boston  manager  for 
several  years  and  who  has  now  severed  rela- 
tions with  the  Aeolian-Vocalion  Co.  Mr. 
Hindley,  of  whom  a  picture  is  herewith  given, 
comes  from  Providence  and  has  some  advanced 


ideas  as  to  the  conduct  of  business  in  general 
which  he  purposes  putting  into  operation  in  the 
interests  of  developing  the  Vocalion  business. 
He  is  a  man  destined  to  make  friends  fast,  and 
it  is  believed  there  is  a  new  era  ahead  for  the 
local  business  of  the  company  in  his  hands. 
Oscar  W.  Ray  Enters  New  Field 

There  will  be  general  regret  at  the  departure 
of  Oscar  W.  Ray,  for  some  time  manager  of  the 
Emerson  Co.  in  this  territory.  Because  of  his 
ability  in  the  field  of  efficiency  management  he 
has  been  invited  by  the  foreign  press  bureau 
for  manufacturing  concerns  to  occupy  a  re- 
sponsible post  and  he  begins  his  new  duties 
immediately.  It  is  possible  that  he  may  be 
called  upon  to  go  with  the  Russian  mission 
when  it  starts  upon  its  propaganda  campaig  i. 
Mr.  Ray  has  made  many  friends  in  Boston  and 
he  has  proved  a  valued  man  for  the  Emerson 
and  into  his  campaign  for  business  he  has  in- 
fused many  original  ideas,  which  dealers  have 
eagerly  subscribed  to.  H.  L.  Coombs,  men- 
tioned last  month,  succeeds  Mr.  Ray  in  the 
local  management  of  the  Emerson. 

Souvenirs  From  Over  There 

Walter  Gillis,  manager  of  the  Vocalion  busi- 
ness in  the  Henry  F.  Miller  Co.'s  Boylston 
street  warerooms,  has  been  vacationizing  at 
Cape  Cod.  A  recent  letter  from  his  son,  Walter 
Gillis,  Jr.,  contained  some  souvenirs  of  a  cap- 
tured German,  a  set  of  epaulets,  which,  with 
some  other  adornments  taken  by  another  Ameri- 
can, constituted  about  all  that  was  left  of  the 
German,  so  Gillis  wrote. 

Oliver  Ditson  Co.  Affairs 

Business  at  the  Victor  department  of  the 
Oliver  Ditson  Co.  moves  along  as  well  as  a 
scarcity  of  goods  will  permit.  Manager  Winkel- 
raan  with  his  limited  staff  is  finding  plenty  to 
do,  and  outside  of  going  back  and  forth  to  Acton 
he  is  not  taking  any  extended  vacation.  Otto 
A.  Piesendel,  Mr.  Winkelman's  assistant,  spent 
his  vacation  at  Onset  with  his  family  and  had 
fine  weather  all  of  the  time. 

Waiting  for  New  Brunswick  Models 

As  the  new  Brunswick  models  are  daily  looked 
for  Manager  F.  H.  Walter,  of  the  Brunswick- 
Balke-Collender  Co.,  has  been  unable  to  take  his 
anticipated  vacation,  but  later  in  the  season  he 
may  find  a  little  time  for  a  rest  from  business 
duties.  The  new  line  of  machines  include  those 
which  are  equipped  with  the  new  oval  wood 
horn,  which  dealers  say  are  going  to  be  good 


sellers.  By  way  of  making  ready  for  these  models 
Manager  Walter  has  had  the  phonograph  depart- 
ment considerably  renovated  so  that  it  now  is  in 
every  way  better  than  ever  before  arranged  to 
meet  the  demands  of  trade.  Gus  O'Connor, 
the  Brunswick  repair  man,  has  left  the  house, 
having  gone  into  service  in  the  Merchant  Ma- 
rine, and  in  his  place  E.  N.  Moore,  of  Provi- 
dence, has  been  engaged. 

Something  New  in  Apartment  Furnishings 
They  say  there  is  nothing  new  under  the  sun. 
This  is  possibly  true,  but  your  correspondent 
has  found  something  new  to  him.     It  is  the 
idea  of  building  a  phonographic  outfit  into  an 


Phonographic  Outfit  in  Apartment 

apartment,  making  it  a  special  feature  of  com- 
fortable apartment  house  life.  Herewith  is  a 
cut  taken  by  the  Boston  representative  of  Mu- 
sical America  of  a  corner  in  a  Brookline  apart- 
ment wherein  a  Columbia  outfit  has  been  in- 
stalled. One  inserts  the  record  in  the  upper 
closet  while  the  sound  emanates  from  the  upper 
part  of  the  under  closet.  While  this  is  the 
first  one  installed  it  is  planned  by  the  owner  of 
the  block  to  put  them  in  all  his  apartments. 
Robert  Steinert  Enjoying  Golf 
Robert  Steinert,  head  of  the  Arch  street  Vic- 
tor headquarters  of  the  M.  Steinert  &  Sons  Co., 


Behind  the  Co-operation 

we  are  now  extending  in  Eastern  Victor  Service 
lies  the  hope,  that  when  the  great  world  war  has 
come  to  a  victorious  close  we  may  look  back  on  a 
period  during  which  we  attained  a  reputation  among 
Victor  dealers  for  giving  practical  help  to  them  in 
the  solution  of  their  war-time  problems. 

EASTERN  TALKING  MACHINE  CO. 

177  TREMONT  STREET  BOSTON,  MASS. 


§  m  m  in  as  m  m  m  si  mm  m m m  m m t^^ts^^^ 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


27 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  26) 


Send  for  Descriptive  Circular 

Demonstration  Booths 
and  Record  Cases 

IN  STOCK  OR  TO  ORDER 


FRANK  B.  CURRY 
10  Wareham  St.  Boston.  Mass. 


is  spending  much  of  his  spare  time  these  fine 
summer  days  on  the  golf  links,  and  he  is  get- 
ting almost  as  proficient  at  the  game  as  his 
distinguished  father,  Alexander  Steinert.  The 
Tedesco  Club  at  Swampscott  are  the  favorite 
links  for  Robert,  who  has  a  chance  there  to 
meet  some  able  opponents.  Wholesale  Manager 
Kenneth  Reed,  of  this  house,  has  been  up  at 
Framingham  training  with  the  State  Guard  at 
Camp  Augustus  P.  Gardiner.  P.  B.  White,  one 
of  the  floor  salesmen,  has  returned  from  a  two 
weeks'  vacation  spent  at  Wescott,  Me.  Busi- 
ness at  this  Victor  headquarters  is  showing  up 
well,  but  the  dearth  of  machines  is  being  keenly 
felt. 

Wm.  Fitzgerald  Renews  Energy  Supply 

William  Fitzgerald,  wholesale  manager  for  the 
Eastern  Talking  Machine  Co.,  has  returned  from 
his  vacation  spent  at  Camp  'Tis^Ours  down  on 
the  coast  of  Maine  and  is  finding  enough  to 
keep  him  on  the  jump,  dividing  his  time  between 
the  Tremont  street  establishment  and  the  com- 
pany's storehouse.  Elton  C.  Taft,  son  of  Man- 
ager Taft,  who  went  into  service  some  time  ago 
and  has  been  at  Hingham,  is  now  at  the  radio 
school  in  Cambridge. 

N.  D.  Griffin  a  Visitor 

N.  D.  Griffin,  of  the  American  Phonograph 
Co.,  of  Albany,  N.  Y.,  was  able  for  a  part  of 
August  to  make  the  acquaintance  of  some  of 
the  local  talking  machine  men,  as  he  and  bis 
family  were  guests  at  the  Pemberton  Hi 
Hull.  As  Mr.  Griffin  was  not  in  the  best 
physical  condition  while  here  he  was  unable  to 
accept  much  hospitality. 

New  Agencies  for  the  Cheney 

Ever  since  it  was  announced  that  the  Cheney 
product  was  to  push  for  recognition  in  this  ter- 
ritory there  has  been  a  steady  demand  for  litera- 
ture from  Herbert  L.  Royer  besides  many  per- 
sonal calls  from  dealers  who  were  anxious  to 
look  into  the  merits  of  this  fine  machine.  The 
result  has  been  that  Mr.  Royer's  Cheney  head- 
quarters at  77  Summer  street  have  been  well 
filled  all  of  the  time  and  his  mail,  too,  has  grown 
considerably.  Within  the  past  few  weeks  Mr. 
Royer  has  been  successful  in  signing  up  a  num- 
ber of  well-known  concerns  which  will  handle 
the  Cheney  line.    Among  them  are  the  Timothy 


it 


CT5he 
HENEY 

PHONOGRAPH 

Plays  all  records  better" 

Dealers 

are  invited  to  inspect  this  instrument  which  is  so 
distinctly  different  from  all  others. 

Attractive  agency  proposition.     Liberal  advertising  plans. 
Write  for  catalog  and  full  particulars 

H.  L.  ROYER 

New  England  Representative 
77  SUMMER  STREET,  Room  59       -       -  BOSTON 


Smith  Co.  in  Roxbury,  the  C.  E.  Osgood  Co. 
at  the  South  End;  the  F.  H.  Thomas  Co.  in  the 
Back  Bay:  C.  C.  Moir  Co.  in  Cambridge;  the 
Cushman  Music  Shop,  Inc.,  of  Hartford,  Conn.; 
Knupfer  &  Dimmock,  of  Lawrence;  John  Z. 
Kelly,  of  Lynn;  H.  L.  Cobb,  of  Stoughton; 
Caldwell  Furniture  Co.,  of  Maiden;  Stoneham 
and  Wakefield  and  Thomas  Wardell,  of  Lowell. 
Gets  New  Stock  of  Sonoras 

Manager  Richard  Nelson,  of  the  Sonora,  has 
just  got  in  a  new  stock  of  machines  which  are 
being  eagerly  sought  by  dealers  in  this  product 
throughout  Mr.  Nelson's  territory.  It  has 
proved  a  wise  move  to  install  the  music  rolls 
mentioned  in  last  month's  issue  of  The  World, 
for  dealers  now  have  a  good  stock  at  a  con- 
venient headquarters  so  that  the  goods  may  be 
had  at  very  short  notice.  A  large  consignment 
of  these  rolls  has  just  been  installed  at  the  So- 
nora's  new  headquarters  in  Columbus  avenue. 
Developing  Pathe  Easiness 

R.  O.  Ainslie,  wholesale  manager  of  the  Pathe, 
has  returned  from  his  extended  three  weeks' 


trip  in  the  Middle  West,  during  which  he  vis- 
ited leading  places  in  the  States  of  Wisconsin, 
Illinois  and  Indiana.  On  his  return  he  made 
stops  at  Sandusky,  Cleveland  and  Syracuse,  and 
everywhere  he  found  the  demand  for  Pathe 
outfits  good.  W.  W.  Radcliffe,  who  some  time 
ago  was  with  the  Hallet  &  Davis  Co.,  has  re- 
newed his  association  with  this  house  and  will 
give  his  exclusive  time  to  the  development  of 
the  Pathe  business.  He  will  be  head  of  a  spe- 
cially created  promotion  department  and  will 
have  a  staff  of  women  under  him,  these  to  go 
from  town  to  town  on  a  canvassing  program 
By  the  new  system  developed  it  is  hoped  to  build 
the  Pathe  business,  especially  throughout  New 
England,  to  large  proportions.  Three  new 
Pathe  dealers  whom  Manager  Ainslie  has  lately 
signed  up  are  E.  B.  Fox,  of  Waltham;  A.  A. 
Vose,  of  Framingham,  and  the  Lenox  Jewelry 
Co.,  of  Boston  and  Brockton. 

Chickering  Manager  Resigns 
The  Edison  and  Victor  department  of  Chick- 
(Continued  on  page  28) 


 Oldest  and  Largest 

Manufacturers  of  Talking 
Machine  Needles  in  the 

World — There  are  several  reasons 


W.  H.  BAGSHAW  CO.,  Lowell,  Mass. 


28 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND  (Continued  from  page  27) 


TALKING  MACHINE  DEALERS 


■READ  THIS- 


"The  finest  and  most  delicate  pieces  of  mechanism  do  not  prove 
efficient  unless  properly  lubricated.  Skill,  Genius,  Invention 
and  Workmanship  must  have  the  proper  Oil.  Stop  and  con- 
sider this  when  yon  have  to  bay  an  Oil  for  household  use." 


IS  BEST 

FOR  ANY  TALKING  MACHINE 

Being  made  in  our  Watch  Oil 
Dep't,  the  same  care  given  in  re- 
fining as  in  our  "  Watch  Oil,"  as 
all  gums  and  impurities  are  ex- 
tracted, leaving  it  Colorless,  Odor- 
less and  Stainless. 

BEWARE  OF  SCENTED  OILS 

Machines  will  not  clog  if  oiled  with  NYOIL, 
NYOIL  is  used  by  the  U.  S.  Gov't  in  Army 
and  Navy.    A  trial  order  will  make  a  perma- 
nent customer  of  you. 

Ladies  use  NYOIL  for  Sewing  Machines, 
for  it  is  stainless. 

Sportsmen  rind  NYOIL  best  for  Guns,  for  it 
keeps  them  from  rusting. 
NYOIL  is  put  up  in  loz.,  3U  oz.  and 
8  oz.  Bottles,  and  in  Pint, 
Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.  S.  A. 


ering  &  Sons  has  lost  its  head  man,  as  Manager 
Mason  P.  Currier  has  severed  relations  with 
the  Chickering  house.  All  the  boys  are  now 
home  from  their  vacations,  and  they  are  look- 
ing for  a  good  fall  business. 

Fred  E.  Mann  as  a  Pianist 
When  the  Boston  Rotary  Club  met  at  the 
Boston  City  Club  a  short  time. ago  to  give  wel- 
come to  two  distinguished  British  Rotarians 
who  were  on  their  way  home  from  the  Kansas 
City  convention,  Fred  E.  Mann,  manager  of  the 
Columbia  Co.,  was  the  pianist  for  the  war  songs 
sung  at  the  beginning  and  through  the  luncheon; 
and  there  were  many  who  discovered  for  the 
first  time  how  good  a  pianist  this  modest  Mann 
is. 

C.  J.  Sylvester  Enjoys  Rest 

Chester  J.  Sylvester,  manager  of  the  talking 
machine  department  of  the  C.  E.  Osgood  Co., 
has  been  spending  his  fortnight's  vacation  in 
New  Hampshire.  His  brother,  Roy  C.  Syl- 
vester, who  for  some  time  was  with  the  Grafo- 
nola  Co.  of  New  England,  is  now  manager  for 
the  C.  C.  Harvey  Co.'s  Lynn  talking  machine 
department. 

George  W.  Hopkins  a  Visitor 

George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Co.,  paid  a  flying  visit  to  Boston 
a  few  weeks  ago,  and  was  here  just  long  enough 
to  say  "hello"  to  the  Columbia  boys.  N.  P. 
Smith,  of  the  general  sales  department,  also  was 
a  local  visitor,  and  R.  W.  Knox,  of  the  adver- 
tising department,  stopped  over  to  renew  ac- 
quaintances with  the  Columbia  staff  en  route  to 
his  New  York  home  from  New  Hampshire, 
where  he  had  been  spending  his  vacation. 
Silliman  Comments  on  Highways 

Evidently  Manager  Fred  Silliman,  of  Edison 
fame,  has  some  opinion  of  Boston's  highways, 
witness  the  following  which  was  in  a  recent 
issue  of  the  Boston  Post:  "Boston  people  do 
not  begin  to  appreciate  the  magnificent  high- 
ways for  motor  travel  that  exist  in  eastern 
Massachusetts,"  says  Fred  H.  Silliman,  of  Chest- 


nut Hill.  "By  taking  a  circular  course  or  a 
series  of  figure  eights  it  is  possible  to  travel 
for  from  eighty  to  one  hundred  miles  around 
Boston  through  delightful  suburban  country 
without  even  making  the  same  trip  a  second 
time.  In  most  big  cities  there  are  one  or  two 
good  drives  and  that  is  all  there  is  to  it,  but 
in  Bostpn  it  is  simply  an  endless  chain  of  the 
most  charming  trips  I  have  ever  seen  any- 
where." 

Mr.  Silliman  says  he  probably  will  not  be  able 
to  get  any  vacation  this  summer,  and  besides 
he  is  so  enjoying  his  new  home  that  it  is  de- 
lightfully restful  to  remain  right  in  Chestnut 
Hill. 

J.  F.  Carr  to  Visit  State  Fairs 

Manager  J.  F.  Carr,  of  .the  dealers'  service 
department  of  the  Columbia,  is  away  on  a  vaca- 
tion, and  with  its  conclusion  it  is  his  plan  to  go 
into  Vermont  and  attend  a  number  of  the  State 
fairs  where  the  Columbia  is  to  be  featured,  and 
develop  a  line  of  publicity  on  this  line.  Russ 
H.  Luscomb,  of  the  Columbia,  has  been  rusti- 
cating on  a  farm  in  New  Hampshire. 

A  Vacation  Auto  Trip 

Francis  T.  White,  Edison  and  Victor  manager 
at  the  C.  C.  Harvey  Co.,  spent  a  pleasant  vaca- 
tion at  New  Found  Lake,  N.  H.,  and  as  a  part 
of  his  respite  from  business  he  took  an  auto  trip 
among  the  White  Mountains.  Manager  White 
has  just  added  Miss  Huerling  to  his  staff  of 
salespeople. 

John  Alsen  in  Hospital  in  France 

Latest  reports  from  John  Alsen,  of  George 
Lincoln  Parker's  Victor  and  Edison  depart- 
ments, mentioned  last  month  as  having  been  in- 
jured at  the  front,  are  that  he  was  gassed  and 
has  been  in  a  hospital  at  Tours.  Alsen  is  with 
the  101st  Engineers,  which  has  a  large  Boston 
contingent  at  the  front. 

H.  R.  Skelton  Covers  Large  Field 
.  A  Boston  visitor,  whom  the  Edison  dealers 
were  glad  to  see,  has  been  H.  R.  Skelton,  of  the 
Edison  Co.,  who  now  has  the  large  traveling 


territory  of  New  England,  New  York  State  and 
a  part  of  New  Jersey.  He  has  just  concluded 
a  vacation  which  he  spent  with  his  family  at 
his  home  at  Nantasket.  Mr.  Skelton  is  not  so 
frequent  a  Boston  visitor  as  he  used  to  be.  He 
reports  Edison  business  in  his  field  as  extreme- 
ly good,  and  there  has  been  a  large  sale  of  goods 
in  anticipation  of  the  increase  of  prices  sched- 
uled for  September  1. 

Harry  C.  Browne  Enjoys  Own  Records 
Harry  C.  Browne,  of  the  "Oh,  Lady!  Lady!" 
Co.,  now  playing  at  the  Wilbur  Theatre  in  this 
city,  has  been  a  frequent  caller  at  the  Columbia 
wholesale  headquarters  and  he  has  enjoyed 
listening  to  some  of  his  inimitable  negro  dialect 
records. 

E.  W.  Keefe  Makes  a  Change 

The  local  trade  learns  that  Everett  W.  Keefe, 
who  was  formerly  with  W.  D.  Wilmot,  the  deal- 
er at  Fall  River,  has  gone  over  to  New  York, 
where  he  is  associated  with  the  Edison  Shop  in 
Fifth  avenue.  Mr.  Keefe  made  the  change  a 
couple  of  weeks  ago. 


EDISON  LINE  FOR  MEIKELJOHN 

Providence,  R.  I.,  September  4. — Meikeljohn 
Bros.,  of  this  city,  who  control  two  other  suc- 
cessful shops  at  Pawtucket  and  Woonsocket, 
have  just  taken  on  the  Edison  line  for  their 
Providence  and  Pawtucket  stores.  These  de- 
partments will  be  supervised  by  W.  Wilbur 
Longfellow,  who  is  well  known  in  the  trade  and 
who  for  the  past  three  years  or  more  has  been 
at  the  Pardee-Ellenberger  Co.'s  New  Haven 
establishment,  and  before  that  was  located  in 
Boston,  Mass. 


HEADS  ATHERTON  CO.  DEPARTMENT 

Brockton,  Mass.,  September  5. — The  Atherton 
Furniture  Co.  has  made  a  change  in  its  person- 
nel. Ralph  Eaton,  who  formerly  was  the  suc- 
cessful manager  of  the  company's  piano  depart- 
ment, has  turned  his  attention  to  the  phono- 
graph line  and  in  the  management  of  this  de- 
partment he  is  assisted  by  Mrs.  Eaton,  who 
has  proved  an  adept  at  this  line  of  business. 
A  large  stock  of  Edison  goods  has  been  in- 
stalled, and  William  McDermott,  who  is  fa- 
miliar with  the  phonograph  business,  having 
been  with  Davis  Brothers,  of  Plymouth,  will 
be  associated  with  Mr.  and  Mrs.  Eaton.  He 
has  been  provided  with  an  automobile  truck  and 
will  take  care  of  the  territory  on  the  South 
Shore. 

The  Victory  Phonograph  Co.,  Inc.,  are  pre- 
paring to  open  up  a  very  handsome  phonograph 
store  in  Atlanta,  Ga.,  and  have  secured  quarters 
in  the  Peachtree  Arcade,  a  splendidly  equipped 
building  in  that  city. 


Phonograph  Dealers 


Perfection  Universal  Tone  Arm  and  Reproducer 
No.  6  set  in  position  for  playing  "lateral"  cut 
records. 


Perfection  Universal  Tone  Arm  and  Reproducer 
No.  6  set  in  position  for  playing  "hill  and  dale" 
cut  records. 


One  Tone  Arm  Plays  All  Records 

THE  PERFECTION  UNIVERSAL  TONE  ARM  No.  6  with  new 
PUR-I-TONE  reproducer  attached  will  play  any  and  all  Makes  of 
disc  records,  on  EDISON  DISC  MACHINES.  All  records  are  re- 
produced without  blast  or  extraneous  sounds.  The  most  valuable 
phonograph  accessory  manufactured  in  the  world  today.  This  arm 
and  reproducer  make  the  EDISON  DISC  the  most  perfect  of  all  universal  musical  instru- 
ments. ORDER  at  once  from  your  jobber,  as  no  doubt  he  has  a  large  quantity  in  stock. 
If  he  has  not,  write  and  we  will  supply  you  direct.  We  also  have  our  new  No.  5 
arm  ready  for  delivery.  This  arm  plays  only  hill  and  dale  records  on  Edison  machines, 
and  can  be  sold  to  owners  of  Edison  machines  who  have  our  No.  4  tone  arms,  which 
play  lateral  cut  records  only.    We  also  supply  diamonds  and  sapphires  in  any  quantity. 

New  England  Talking  Machine  Co. 

The  Largest  Manufacturers  of  Phonograph  Accessories  in  the  World  • 


16-18  BEACH  STREET 


BOSTON,  MASS. 


New  reproducers  for  playing  ALL  MAKES  of  hill  and  dale  records  on  VICTOR,  COLUMBIA 
and  SONORA  machines  will  be  ready  soon.    Watch  this  space  for  announcement. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


29 


THE  VALUE  OF  COOPERATION 

How  Morrison  &  Putnam,  of  Amsterdam,  N.  Y., 
Are  Able  to  Continue  Business  Despite  Serious 
Damage  to  Stock  of  Victrolas  From  Water 


own  stocks  are  abnormally  short,  gladly  gave  a 
machine  or  two  to  help  a  brother  Victor  dealer 
out  of  a  serious  predicament  and  their  broad- 
minded  attitude  deserves  high  praise. 


IN  UNCLE  SAM'S  SERVICE 


Leon  Tobias,  Now  In  the  Navy,  Recently 
Greeted  His  Many  Friends  In  the  Metropoli- 
tan District — In  Training  in  Newport,  R.  I. 


Not  long  ago  Morrison  &  Putnam,  of  Am- 
sterdam, N.  Y.,  well-known  Victor  dealers,  suf- 
fered quite  a  loss  because  of  the  breaking  of  a 
water  pipe  in  their  basement.  As  a  direct  result 
of  this  accident,  practically  their  entire  Victor 
machine  stock  was  ruined. 

As  an  example  of  co-operation  and  service  to 
a  high  degree,  it  is  interesting  to  note  that  by 
the  following  day  Morrison  &  Putnam  were  in 


DEVELOPING  EXPORT  TRADE 

Otto  Heineman  Phonograph  Supply  Co.  Inau- 
gurate Active  Trade  Campaign 


View  of  Store  After  Water  Damage 

a  position  to  continue  their  Victor  business. 
This  was  occasioned  by  the  joint  work  of  the 
New  York  Talking  Machine  Co.,  Victor  whole- 
salers, and  several  Victor  dealers  in  metropoli- 
tan territory. 

A  few  hours  after  the  flood  started,  Morrison 
&  Putnam  called  up  the  New  York  Talking  Ma- 
chine Co.  by  telephone,  and  explained  the  situ- 
ation, expressing  the  hope  that  the  company 
could  let  them  have  a  few  machines  during  the 
next  few  days.  The  New  York  Talking  Machine 
Co.,  however,  immediately  started  the  "ball  roll- 
ing" all  along  the  line,  and  by  nightfall  of  the 
same  day  had  a  full  line  of  Victrolas  en  route 
to  Amsterdam,  N.  Y.  This  was  accomplished 
through  the  generosity  and  good-fellowship  of 
the  local  Victor  dealers,  who,  even  though  their 


In  response  to  the  encouraging  attitude  of  the 
Government  regarding  the  exporting  of  mer- 
chandise that  is  not  made  of  raw  materials 
which  are  classed  as  essential  to  the  winning 
of  the  war,  the  Otto  Heineman  Phonograph 
Supply  Co.  has  inaugurated  an  active  campaign 
in  behalf  of  its  export  trade.  This  campaign 
has  proved  remarkably  successful,  and  R.  C. 
Ackerman,  manager  of  this  department,  has  been 
working  day  and  night  in  order  to  render  effi- 
cient service  to  the  Heineman  export  clientele. 

In  addition  to  using  effective  means  of  sales 
stimulation,  the  Otto  Heineman  Co.  has  con- 
ducted an  educational  campaign  presenting  the 
possibilities  of  export  trade.  In  this  connection 
it  has  sent  out  many  letters  featuring  extracts 
from  the  New  York  Times  and  other  well- 
known  newspapers  referring  to  the  advisability 
of  booming  export  trade  during  wartimes,  par- 
ticularly where  the  articles  are  not  manufac- 
tured from  materials  considered  essential  for 
war  purposes. 

All  of  the  Heineman  products  have  been  in- 
cluded in  this  export  campaign,  and  Dean  needles 
in  particular  have  shared  in  this  fast  increasing 
trade.  Prior  to  the  war  Germany  exported  bil- 
lions of  phonograph  needles,  but  judging  from 
the  orders  already  received  by  the  Otto  Heine- 
man  Co.  for  Deen  needles,  practically  all  of  this 
business  has  beeh  diverted  into  American  trade 
channels,  and  will  remain  here  even  when  the 
war  is  over. 


We  take  pleasure  in  presenting  herewith  a 
photograph  of  Leon  Tobias,  formerly  traveling 
representative  for  Ar- 
thur L.  Van  Veen  & 
Co.,  New  York,  manu- 
facturers of  Van  Veen 
"Bed-Set"  booths.  Mr. 
Tobias  is  now  a  mem- 
ber of  Uncle  Sam's 
"Jackies"  in  training  at 
Newport,  R.  I.,  and 
judging  from  the  en- 
thusiastic spirit  of  the 
letters  he  has  sent  his 
friends  in  the  trade,  he 
is  applying  himself  to 
his  new  work  as  dili- 
gently as  he  developed 
business  for  the  Van 
Veen  booths. 

Mr.  Tobias  was  a  re- 
cent visitor  to  New 
York,  calling  upon 
some  of  the  dealers  and 
visiting  the  headquar- 
ters of  A.  L.  Van  Veen 
Leon  Tobias  &   Co.     He  expressed 

the  belief  that  the  boys  in  the  U.  S.  Navy  will 
be  important  factors  in  settling  the  disturbances 
abroad,  and  although  he  refused  to  state  the 
actual  date  for  his  return,  Mr.  Tobias  made  sev- 
eral appointments  with  well-known  dealers  for 
the  spring  months  in  1919. 


Be  sure  you  know  the  difference  between  a 
fetlock  and  a  forelock  when  you  take  time  by 
the  latter. 


.  No  more  graphite  will  be  allowed  to  come 
into  this  country  for  the  rest  of  the  year,  the 
War  Trade  Board  rules.  It  has  been  found 
that  stocks  of  graphite  in  this  country,  plus 
home  production,  will  be  sufficient  to  meet  all 
demands  until  1919. 


The  Leonard  Markels  BuTTeRfly  (VWJbj^ 


The 

Leonard  Markels 
Jewel  Bearing 
Butterfly  Motor 


Specifications 


Beveled  gear  noiseless  winding, 

New  ratchet  device  that  prevents  clicking. 

Bakelite  intermediate  gear — absolutely  silent. 

Plays  seven  10-inch  or  five  12-inch  records  at  one 

winding. 
Cast  iron  nickeled  frame. 
Powerful,  durable,  compact,  accessible. 
Built  especially  for  the  highest-grade  machines. 
Guaranteed  in  every  minutest  detail. 


has  revolutionized  the  motor  in- 
dustry. It  is  silent  running  and 
silent  winding  and  represents  the 
acme  of  perfection  in  motor  con- 
struction. 

This  motor  has  achieved  phenomenal  success, 
and  is  being  used  exclusively  by  leading  phono- 
graph manufacturers  in  all  parts  of  this  country 
and  Canada. 

Write  today  for  a  copy  of  our 
New  Butterfly  folder 


LEONARD  MARKELS   -   165  William  St.,  New  York 


30 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Tie  up  the  beautiful  new  model  Grafonolas 
with  the  Fall  Furniture  buying  season. 
Feature  them  as  perfect  examples  of  well 
designed  furniture! 


Columbia  Graphophone  Co. 

NEW  YORK 


OTTO  HEINEJVUN  DENIES  RUMORS 


Otto  Heineman  Co.  Has  No  Intention  of  Manu- 
facturing Complete  Machines — Will  Continue 
Policy  of  Making  Phonograph  Parts  Only 


our  output  in  order  to  conform  with  The  wishes 
of  the  Government,  and  I  can  state  emphatically 
that  the  Otto  Heineman  Phonograph  Supply 
Co.  has  absolutely  no  intention  of  placing  a 
complete  machine  on  the  market." 


In  an  interview  this  week  with  a  representa- 
tive of  The  World,  Otto  Heineman,  president  of 
the  Otto  Heineman 
Phonograph  Supply  Co., 
New  York,  said:  "I 
wish  to  deny  absolutely 
the  rumor  that  has  been 
circulated  in  different 
trade  centers,  to  the 
effect  that  this  com- 
pany will  manufacture 
complete  machines.  W.e 
have  never  contem- 
plated such  a  move, 
and  have  no  idea  of 
placing  a  complete  ma- 
chine on  the  market. 
"This  rumor  is  espe- 
cially annoying  at  the  present  time,  in  view  of 
the  fact  that  we  are  endeavoring  to  co-operate 
with  our  clientele  in  the  face  of  abnormal  and 
discouraging  conditions.'  We  have  left  nothing 
undone  to  furnish  our  patrons  with  a  necessary 
supply  of  motors,  tone  arms  and  sound  boxes, 
and  we  certainly  do  not  intend  to  compete  with 
the  manufacturers  who  have  been  so  loyal  to  us 
during  the  past  few  years.    We  have  restricted 


TRADE  MUST  HUSBAND  RESOURCES 


Dealers  Should  Get  Good  Terms  on  Their  Sales, 
Declares  Lambert  Friedl 


Otto  Heineman 


In  a  chat  this  week  with  The  World,  Lam- 
bert Friedl,  manager  of  the  New  York  branch  of 
the  Columbia  Graphophone  Co.,  stated  as  fol- 
lows: "I  have  a  message  for  the  Columbia  deal- 
ers in  this  territory,  which  is  becoming  more 
timely  day  by  day.  I  would  urge  them  that 
in  view  of  present  manufacturing  and  transpor- 
tation conditions,  they  husband  their  resources 
in  every  possible  way,  and  not  sell  goods  on 
ridiculous  terms.  There  is  no  doubt  but  that 
there  will  be  plenty  of  profitable  business  this 
fall  for  every  Columbia  dealer,  and  as  the  short- 
age "of  goods  is  certain  to  become  worse  month 
after  month  it  behooves  the  dealers  to  sell 
their  goods  at  a  profit  and  not  try  to  handle 
business  on  terms  that  are  unprofitable. 

"Our  own  business  the  past  month  has  been 
excellent  and  has  been  limited  only  by  the 
available  supply  of  merchandise.  The  demand 
for  Columbia  products  is  far  in  advance  of  the 
supply,  but  we  are  doing  our  utmost  to  give  our 
dealers  the  goods  that  they  require." 


Pathe  Model,  Price  $30 


Other  Models  to  $220. 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place  of  needles. 
It  need  not  be  changed. 

Long  Life  to  Records 
The  PathiS  Sapphire  Ball  cannot  possibly  cut.  grind, 
rip  or  mar  the  record's  surface. 

The  Pathe  Control.! 
With  the  PathiS  Controla  you  may  increase  or  de- 
crease the  tonal  volume  of  the  Pathe"  Phonograph 
at  will. 

Plays  All  Records 
Each  Pathe"  Phonograph  plays  not  only  Pathe"  Rec- 
ords,   but   all   other   makes   of   disc   records,  and 
plays  them  perfectly. 


Take  the  Three  of  Them 

Pathe  Phonographs 
Pathe  Records 
Fischer  24  Hour  Service 

And  you've  got  an  unbeatable 
combination  working  to  make 
money  for  you. 

THE  FISCHER  COMPANY 

Oldest  Pathe  Jobber 

940  to  1040  Chestnut  St.,  Cleveland,  Ohio 


Muratore — Exclusive  PathG  Artist 


INTERNATIONAL  RECORD  SECTION 


Opened  by  Emerson  Phonograph  Co.  of  New 
York — Will  Be  Under  the  Management  of 
Louis  D.  Rosenfield,  Well  Known  in  Trade 


The  Emerson  Phonograph  Co.,  New  York,  has 
advised  Emerson  dealers  of  the  formation  of  a 
new  department  to  be  known  as  the  international 
record  department.    This  department  is  under 


Louis  D.  Rosenfield 

the  management  of  Louis  D.  Rosenfield,  for- 
merly sales  manager  of  the  foreign-language 
record  division  of  the  Columbia  Graphophone 
Co.  Mr.  Rosenfield,  who  is  well  known  to  the 
general  talking  machine  trade,  will  be  in  com- 
plete charge  of  the  manufacturing  of  Emerson 
nine-inch  foreign  records. 

The  first  list  of  records  produced  by  this  de- 
partment, which  is  now  ready  for  distribution, 
presents  selections  which  will  doubtless  meet 
with  a  ready  sale  in  the  Polish  and  Italian  pop- 
ulation of  the  country.  Other  languages,  such 
as  Russian,  Ruthenian,  Hebrew,  Jewish,  etc.,  will 
be  announced  very  shortly;  one  nationality  at  a 
time. 

Under  the  auspices  of  the  new  Emerson  inter- 
national record  department  there  was  recently 
introduced  an  interesting  nine-inch  Emerson 
record  made  by  the  Royal  Serbian  Tambouritza 
Orchestra.  This  orchestra,  which  appeared  re- 
cently at  the  Waldorf-Astoria  Hotel  roof,  New 
York,  received  a  royal  welcome  from  music- 
lovers  and  the  tambouritza  was  the  subject  of 
many  expressions  of  praise.  This  new  Emerson 
record  was  recorded  by  the  orchestra  under  the 
direction  of  Zerbes,  a  well-known  conductor  and 
violinist,  who  is  very  enthusiastic  in  his  praises 
of  the  Emerson  record  made  by  his  orchestra. 


HAVE  AE0LIAN=V0CALI0N  LINE 


Lansbrough  &  Bro.,  the  well-known  depart- 
ment store  in  Washington,  D.  C,  is  now  han- 
dling the  Aeolian-Vocalion,  Geo.  C.  Maust,  for- 
merly in  charge  of  the  Grafonola  department  of 
Hecht  &  Co.,  being  in  charge,  and  reporting 
an  excellent  trade. 


Music  on  both  sides. 
Sapphire  or  steel  needle. 
Popular  and  standard  selections. 


10  inches 


in 


Diameter 


Full  particulars  regarding  the 
distribution  of  this  record  will 
be  given  to  any  dealer  or  jobber 
upon  application. 


Hill-and-Dale 
Cut 


The  first  good  Hill-and-Dale  cut  record,  without  a  machine  tied  to  it. 

Notice  how  clear  and   distinct,  how  well  rounded  and  true,  the  sound  re- 
production; yes,  and  the  absence  of  scratching  noises. 

QkeHPecordS  our  latest  product,  backed  with  our  reputation,  and  unparalled 

man u  Eacturing  faci  1  i lies. 

You  will  find  your  favorite  artists,  their  voices  ringing  truer,   and  their 
instruments  seeming  more  real.    Write  today  for  samples  and  prices. 

Faithfully  yours, 

OTTO  HEINEMAN  PHONOGRAPH  SUPPLY  CO.,  Inc. 


President 


Jobbers 


O'kI'H  Rkor^  are  0f  special  interest  to  you. 

A  remarkable  proposition.  Get  in  touch 
with  us  today. 


OTTO  HEINEMAN  PHONOGRAPH  SUPPLY  CO.,  Inc. 
25  West  45th  Street, 
New  York. 

Gentlemen:- 

I  am  interested  in  your  record.    Please  put  me 
on  your  mailing  list. 


Name 


Street 


City. 


State. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


31 


UNUSUAL  VOCALION  PUBLICITY 


Plan  of  Featuring  the  Individual  Artist  and  a 
Single  Record  Proves  a  Decided  Success 


Continuing  its  distinctive  campaign  featuring 
individual   artists    recording   for    the  Vocalion 


May  Peterson 

record  library,  the  Aeolian  Co.  has  been  using  in 
the  local  newspapers  an  artistic  advertisement 
presenting  a  Vocalion  record  sung  by  Miss  May 


BUT  WAR  SAV1HGS  STAMPS 
REGULARLY 


n  ^  r 

sung  by 


summer 


9^rima  fDonna  Soprano 
of  the 
iltk 


M.»  Priori  -tidJi  her  dtfcu.  in 
"LAmt"  as  frrimd  iloiiFij  luprdno  of  rli< 

Paru  Opera  Comujue.    At  ihr  b'?.  l ■  1 1: 

of  the  nar,  (hit  diiunjjuiifid  young  iiitm 

ccti  lour  and  u  ai  proeni  unpin,;  i,„j>o,, 
<mi  rolei  at  the  M<.ropoiiu.i  Ofcr.i  Hirai!. 


One  oj^  the  Ngw 


VOCALION  RECORD S 1 


Advertising  the  Peterson  Record 

Peterson.  As  mentioned  in  last  month's  World, 
this  advertising  campaign  is  unusual  in  many 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


tcr\ir>$  the  Music  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  Southern  Wholesale  Branch 

711    MILWAUKEE   AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


respects  in  the  use  of  advertising  concentrated 
on  a  single  record  and  the  individual  artist. 
The  results  of  this  campaign  to  date  indicate 
that  this  departure  from  the  stereotyped  form 
of  advertising  is  a  signal  success. 

Miss  May  Peterson,  who  will  record  exclu- 
sively for  the  Vocalion  record  library,  is  a  young 
American  soprano  who  has  risen  rapidly  to 
fame  in  the  operatic  and  concert  field  during  her 
short  but  brilliant  career.  Miss  Peterson  made 
her  debut  in  "Lakme"  as  prima  donna  soprano 
of  the  Par's  Opera  Comique.  At  the  beginning 
of  the  war  she  returned  to  America  for  an 
extended  concert  tour  and  is,  at  the  present 
time,  singing  important  roles  at  the  Metro- 
politan Opera  House. 

Miss  Peterson's  Vocalion  record  of  "The 
Last  Rose  of  Summer"  has  been  praised  by 
musical  critics  and  experts  as  one  of  the  finest 
renditions  of  this  famous  selection  that  has 
ever  been  presented  to  the  music-loving  public. 
The  record  has  met  with  a  ready  sale  through- 
out the  country,  and  this  advertising  campaign 
is  contributing  materially  to  its  success. 


SERIES  OF  PROSPECT  LETTERS 


New  York  Talking  Machine  Co.  Congratulated 
on  Production  of  Trade-Stimulating  Letters 
for  Use  of  Their  Retail  Victor  Dealers 


The  New  York  Talking  Machine  Co.,  Victor 
wholesaler,  has  received  many  letters  from  its 
dealers  congratulating  the  company  upon  the 
production  of  its  recent  series  of  prospect  let- 
ters. This  series  comprises  six  original  and 
decidedly  artistic  letters  that  can  be  used  to 
splendid  advantage  by  the  company's  Victor 
dealers. 

The  letters  are  enclosed  in  a  strikingly  dis- 
tinctive folder  that  features  on  its  front  cover 
the  words  "Plant  a  Stamp,  and  Raise  a  Cus- 
tomer." The  illustration  on  the  cover  carries 
out  this  idea,  and  the  use  of  a  genuine  stamp  en- 
hances the  originality  of  the  thought. 

These  six  letters  are  entitled  as  follows: 
"Why  music  to-day  more  than  ever?"  "Half 
the  people  you  know  own  a  Victrola,"  "Not 
only  for  your  pleasure,  but  for  the  children's 
good — you  need  a  Victrola,"  "When  you  appre- 
ciate the  Victrola  most,"  "Why  your  choice 
should  be  the  Victrola,"  "In  your  own  home — 
without  cost  or  without  obligation." 

The  text  of  these  letters  carries  out  the  ap- 
peal of  the  heading,  and  a  distinctive  illustration 
on  each  letter  emphasizes  the  salient  feature 
of  each  sales  talk.  At  the  bottom  of  each  let- 
ter there  is  room  for  the  dealer's  imprint,  and 
a  remarkably  striking  border  effect  makes  this 
letter  100  per  cent,  efficient  from  an  art  stand- 
point. The  letters  are  offered  to  the  dealers 
at  nominal  prices;  100  sets  (six  letters  to  each 
set)  costing  only  $6.75;  300  sets,  $15,  and  500 
sets  $22.50.  This  group  of  letters  is  the  re- 
sult of  extended  effort  and  expense  to  provide 
Victor  dealers  with  effective  selling  arguments 
at  this  time  of  the  year,  and  there  is  no  doubt 
that  the  judicious  use  of  this  series  of  letters 
will  enable  the  dealer  to  stimulate  the  demand 
for  Victor  products  in  his  territory. 


TWO  NEW  BRUNO  WINDOW  CARDS 


C.  Bruno  &  Son,  Inc.,  New  York,  Victor 
wholesalers,  have  received  a  number  of  com- 
mendatory letters  from  Victor  dealers  in  this 
territory,  referring  to  the  artistic  conception  of 
two  new  window  cards  recently  issued  by  this 
house.  These  cards  feature  the  popular  hit  from 
"Yip,  Yip,  Yaphank"  entitled  "Oh,  How  I  Hate 
to  Get  Up  in  the  Morning,"  and  the  successful 
ballad,  "Dear  Old  Pal  of  Mine."  The  former  is 
sung  by  Arthur  Fields  and  the  latter  by  John 
McCormack.  The  cards  presenting  these  rec- 
ords are  unusually  attractive  and  can  be  used  to 
excellent  advantage  by  Victor  dealers. 


M.  C.  Conlin  &  Son,  Victor  dealers  of  Chi- 
cago, 111.,  have  occupied  a  handsome  new  store 
at  2322  West  Madison  street,  that  city,  to  be 
known  as  "Conlin's  Talking  Machine  Shop." 


No.  1410    Rim  Table  for  Victrola 
IX  or  IXA  Mahogany 

Holds  5  Victor  Albums 


Take  the 

Buyer's  Viewpoint 

As  a  buyer  you  realize  what  a  name 
means  in  inspiring  confidence — in 
closing  the  sale. 

Handle    your    Cabinet  Customers 
from  the  Bux>ei 's  Viewpoint. 

The  UDELL  Record  and  Music 
Roll  Cabi  nets  enjoy  a  nation-wide 
reputation  for  Supreme  Quality  and 
Dependability  —  backed  by  years 
of  proof. 

UDELL  reputation  will  mean  dol- 
lars of  extra  profit  to  you  when 
you  offer  cabinets  bearing  that 
name  to  your  trade. 

And  the  designs  are  the  work  of 
artists — the  sort  that  are  bound  to 
please. 

Cabinets  are  going  to  figure  promi- 
nently in  this  Fall's  business. 

Think  it  over  Now. 

A  Catalog  for  the  asking. 

Watch  for  this  Trade  Mark. 


TRADE  MARK 

1205  W. 28th  St.,  INDIANAPOLIS,  IND. 


September  15,  1918 


The  most  wonderful  Talking  Machine  of  the  present  age  at  the  price 
An  Instrument  of  Supreme  Value,  Tone  and  Quality 


SPEAKS  FOR  ITSELF 


The  Cleartone  has  become  very  popular  because  of 
quality,  splendid   value  and  the  advertising  and 
ales  campaign  that  now  stands  in  back  of  it.  Dealers. 

for   our  agency  and  grow 


its 


Watch 
with 


us   grow  —  write 


us. 


SUNDRY  DEPARTMENT 


MOTORS — No.  01.  8-in.  turntable  single  spring.  $1.4,. 
same  motor  with  10-in.  turntable.  $1.6o  No  1,  10  in. 
turntable,  double  spring,  plays  two  10-in  records  $-.95. 
No.  6,  10-in.  turntable,  double  spring,  plays  three  10  m. 
records  $3.50;  same  motor  with  12-in.  turntable.  $3.85. 
No  8  12-in.  turntable,  cast-iron  frame,  double  sprmg. 
plays  three  10-in.  records.  $4.85.  No.  9.  12-in.  urntable 
cast-iron  frame,  bevel  gear  wind,  double  spring,  plays  three 
io  ta,  records.  $5.85.  No.  10,  12-in.  turntable :  cas  -iron 
frame,  bevel  gear  wind,  double  springs,  plays  four  10-in. 
ro-  ids  $0  85  No.  11,  12-in.  turntable,  cast-iron  frame, 
bevel  gear  wind,  double  spring,  plays  seven  10-in.  records. 

$STONE    ARMS    AND    REPRODUCERS-No.    1.  $1.10: 

No  2,  plays  all  records,  $1.35;  No.  4,  $2  95;  No  6. 
$2  75;  No.  7,  $2.75;  No.  8,  $2.75;  No,  9.  $2.63.  (Play 
all  records.) 

MAIN  SPRINGS— No.  00—  %-in..  23  gauge,  9-6  ft., 
29c.  each.  100  lots,  25c.  each;  No.  01.  1-in..  23  gauge 
7  ft  25c.  each,  100  lots,  20c.  each;  No.  0,  %-m.,  20 
gauge  8-6  ft.,  25c.  each,  rOO  lots,  21c.  each;  No.  1. 
%-in  25  gauge,  9-6  ft.,  39c.  each,  100  lots,  35c.  each; 
No  2  13-16-in.,  25  gauge,  9-6  ft,  43c.  each,  100  lots, 
39c.  each;  No.  3,  %-in.,  25  gauge,  11  ft.,  49c.  each,  100 
lots  45c.  each;  No.  4,  1-in.,  23  gauge,  10  ft,  49c. 
each,  100  lots,  45c.  each;  No.  5,  1-in.,  27  gauge,  11  ft. 
65c.  each,  100  lots,  59c.  each;  No.  6,  VA-in.,  27  gauge, 
11  ft,  90c.  each,  100  lots.  85c.  each. 

RECORDS — POPULAR  and  GRAMMAVOX  Brand,  10- 


In  double  face,  lateral  cut,  all  instrumental— 32c.  in  lots 
of  100;  30c.  in  lots  of  1.000;  29c.  in  lots  of  5.000. 

GOVERNOR  SPRINGS— $1.00  per  hundred;  $6.00  per 
thousand.  Special  price  in  large  quantities  for  Motor 
Manufacturers. 

GENUINE  DIAMOND  POINTS  for  playing  Ellison 
Records,  $1.45  each,  100  lot,  $1.35  each;  Sapphire  Points 
for  playing  Edison  Records,  18c.  each,  100  lots,  lie.,  each; 
Sapphire  Balls  for  playing  Pathe  Records,  18c.  each,  100 
lot  15e.  each.  Needles— Steel,  63c.  per  thousand  in  10,000 
lots,  59c.  in  100,000  lots. 

NEEDLE  CUPS — $17.50  per  M.  $16.00  per  M  in  5,000 
lots.     Covers,  $7.50  per  M. 

COVER  STAYS— No.  1,  for  Table  Cabinets,  6  in.  long, 
9c  each  100  lot,  7y2c.  each;  No.  2,  for  Floor  Cabinets, 
9  'in  long,  17c.  each,  100  lot,  13c.  each;  No.  3,  heavy 
for  Floor  Cabinets,  10  in.  long,  20c.  each,  100  lot,  16c. 

"continuous  Piano  Hinges,  28c.  per  foot;  100  feet,  24c. 
per  foot. 

We  also  manufacture  special  machine  parts,  such  as 
worm  gears,  stampings,  or  any  screw  machine  parts  for 
motor;  reproducer  and  part  manufacturers. 

Special  Quotations  given  to  quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84-page  catalog,  the  only  one  of  its  kind 
In  America,  Illustrating  33  different  styles  of  talking  ma- 
chines and  over  500  different  phonographic  parts,  also 
gives  description  of  our  efficient  Repair  Department 


No.  65— $65 


Lucky  13  Phonograph  Co.,  3  East  12th  St.,  New  York 


September  15,  1918 


33 


6i 


A  perfect  voice ! "  exclaimed  the  veteran 
Head  of  the  Reproducing  Rooms,  hearing 
Barbara  Maurel— newest  Columbia  Star. 


Columbia  Graphophone  Co 

NEW  YORK 


KANSAS  CITY  REPORTS  BEST  MONTH  IN  TRADE  HISTORY 

One  House  Reports  Business  50  Per  Cent.  Ahead  of  August  of  Last  Year — Dealers  Optimistic, 
But  Complain  of  Shortage  of  Machines  and  Records — Fall  and  Winter  Outlook  Gratifying 


■  Kansas  City,  Mo.,  September  4. — The  month 
of  August  closes  what  has  been  an  unusually 
good  summer  season  in  the  talking  machine 
business,  according  to  local  dealers.  "This  is 
the  best  August  in  the  talking  machine  busi- 
ness we  have  ever  experienced  in  the  history  of 
the  store,"  said  D.  B.  Parsill,  credit  manager 
for  the  Wunderlich  Piano  Co.,  "and  is  fifty  per 
cent,  ahead  of  August,  1917.  It  is  not  a  question 
of  selling  machines  but  of  getting  enough  to 
supply  the  demand.  We-  are  anticipating  an 
even  more  acute  shortage  as  the  fall  and  winter 
seasons  come  on." 

D.  M.  Guthrie,  retail  manager  of  the  Colum- 
bia Grafonola  Shop,  has  just  returned  from  a 
fortnight's  motor  trip  through  western  Kansas 
and  Colorado. 

Business  has  been  exceptionally  good  accord- 
ing to  Mr.  Guthrie,  the  only  difficulty  being  the 
lack  of  merchandise.  This  shortage,  however, 
has  added  materially  to  the  cash  business.  The 
Pershing  records  continue  to  be  exceptionally 
popular. 

M.  M.  Blackmail,  manager  of  Edison  whole- 
sale, has  left  on  a  short  business  trip  to  Chi- 
cago. The  firm  reports  that  August  has  been 
one  of  the  best  months  in  a  wholesale  way  that 
has  been  experienced  since  it  went  into  busi- 
ness. 

C.  L.  Smith,  southeastern  Kansas  and  eastern 
Oklahoma  traveler  tor  the  Edison  Co.,  out  of 
the  Kansas  City  office,  has  sailed  for  France. 
Harold  Masters,  formerly  in  the  service  depart- 
ment, is  a  member  of  the  Signal  Corps  over- 
seas. 

The  Architects  and  Engineers'  Supply  Co.  is 
preparing  for  its  fall  season  and  has  secured  a 
number  of  shipments  of  talking  machines  and 
records,  according  to  Manager  Clenny,  of  that 
department.  E.  B.  Segerstrom,  who  has  been 
associated  with  the  piano  business  for  a  num- 
ber of  years  in  various  capacities,  is  now  with 
the  talking  machine  department  of  the  Archi- 
tects and  Engineers'  Supply  Co. 

A.  A.  Trostler,  manager  of  the  Victrola  de- 
partment of  the  Schmelzer  Arms  Co.,  leaves 
shortly  on  a  trip  to  the  factory  at  Camden, 
N.  J.,  where  he  will  attend  a  meeting  of  the 
executive  board  of  the  National  Association  of 
Talking  Machine  Jobbers,  of  which  he  is  treas- 
urer. From  Camden  Mr.  Trostler  will  go  to 
New  York,  Philadelphia  and  Washington,  re- 
turning to  Kansas  City  in  about  two  weeks' 
time. 

Mr.  Trostler  states  that  business  has  been 
excellent,  the  only  drawback  being  a  scarcity 
of  Victrolas.  The  shortage  is  expected  to  be 
more  noticeable  as  the  season  advances. 

Miss  Brilling,  who  is  in  the  wholesale  Vic- 
trola department  of  Sanger  Bros.,  Dallas,  Tex., 
was  in  Kansas  City  for  a  short  visit  recently. 

The  Victrola  department  of  the  J.  W.  Jen- 
kins' Sons  Music  Co.  is  undergoing  some  in- 


terior changes,  made  with  the  idea  of  increas- 
ing the  efficiency  of  the  service  rendered.  A 
new  counter  for  accessories  has  been  installed 
on  the  main  floor  and  to  take  care  of  the  record 
business  in  cases  where  the  customer  does  not 
wish  the  record  played.  B.  J.  Pierce,  manager, 
and  his  son,  Willard,  have  recently  returned 
from  a  short  vacation  and  fishing  trip  spent  near 
Pleasant  Hill,  Mo. 

Mrs.  Paul  Oviatt,  manager  of  the  phonograph 
department  of  the  Brunswick-Balke-Collender 
Co.,  wholesale,  will  leave  shortly  for  a  several 
weeks'  visit  with  her  husband  at  Camp  Funston, 
Kans. 

A.  J.  Kendricks,  general  manager  of  the  pho- 
nograph department  of  the  Brunswick-Balke- 
Collender  Co.,  Chicago,  111.,  was  in  Kansas  City 
recently  on  a  tour  of  all  the  branches  and  deal- 
ers. Mr.  Kendricks  will  leave  shortly  on  a  trip 
through  Kansas. 

W.  P.  Fishback,  Brunswick  dealer  at  Oak 
Grove,  Mo.,  gave  a  concert  with  the  machine  at 
church  services  recently.  This  is  a  suggestion 
which  should  be  valuable  to  many  talking  ma- 
chine dealers  in  the  smaller  towns,  for  it  is  a 
delightful  way  of  filling  in  the  musical  services 
at  church  Sunday  evenings  and  bring  about  ex- 
cellent results. 

Glenn  Ellison,  Scotch  baritone,  is  here  giving 


tone  tests  among  the  Edison  dealers  throughout 
the  territory. 

As  proof  of  the  assertion  that  August  has 
been  a  record  month  in  the  wholesale  Edison 
business,  the  following  are  a  number  of  music 
dealers  who  have  recently  become  representa- 
tives of  the  Edison  Co.:  C.  L.  Dosch,  Mays- 
ville,  Mo.;  Bader's  Pharmacy,  Canadian,  Tex.; 
C.  W.  Williams,  Pattonsburg,  Mo.;  the  Corbin 
Drug  Co.,  which  has  bought  out  I.  E.  Henry  of 
Summerfield,  Kans.;  the  Phillips  Piano  Co.,  El- 
dorado, Kans.;  L.  S.  Grimur,  Jewel  City,  Kans.; 
and  the  Music  Emporium,  Booneville,  Mo.,  U. 
G.  Smith,  manager. 

John  Schaeffer,  furniture  dealer  and  Edison 
representative  at  Caldwell,  Kans.,  is  opening 
an  Edison  Shop  at  Anthony,  Kans. 

Fred  Gennett,  secretary  of  the  Starr  Piano 
Co.,  Richmond,  Ind.,  was  in  Kansas  City  for  a 
short  visit  to  the  local  house.  Word  has  just 
reached  the  Starr  Piano  Co.  that  C.  V.  Bissell, 
former  manager,  has  arrived  safely  overseas. 

Miss  Surendorf,  manager  of  the  Starr  Piano 
Co.,  reports  that  business  has  been  holding  up 
well  in  the  talking  machine  business  and  show- 
ing heavy  sales  in  the  record  department. 
"Everything  is  patriotic,"  said  Miss  Surendorf, 
"and  people  will  hardly  listen  to  anything  else. 
Our  shipments  have  been  coming  through 
promptly  and  we  find  it  a  big  item  just  now." 

P.  R.  Chapman,  of  the  Phonograph  Shop, 
Tulsa,  Okla.,  spent  his  vacation- this  month  in 
Chicago  and  Kansas  City.  -  Mr.  Chapman  was 
formerly  with  the  Edison  Shop  here. 


THIS  ALBUM  MADE  US  FAMOUS 

by  selling  it.    Why  don't  you  try? 


Pat.  Dec.  15.  1914. 


Buy  Your  Albums  Direct  From  the  Manufacturer 


43-51  W.FourthSt. 
New  York,  N.  Y. 


THE  BOSTON  BOOK  CO.,  Inc. 

The  only  exclusive  Record  Album  Factory  in  the  world. 


Chicago  Office: 
1470  So. Michigan  Ave. 


34 


THE    TALKING    MACHINE  WORLD 


September  IS,  1918 


STILL  COMPLAIN  OF  STOCK  SHORTAGE  IN  SAN  FRANCISCO 

Absence  of  Sufficient  Stock  to  Meet  Demands  a  Serious  Setback  to  Business  Growth — Dealers 
Hopeful  That  Requirements  Will  Be  Met  Later — Interesting  Budget  of  News 


San  Francisco,  September  3. — According  to 
reports  from  different  talking  machine  distrib- 
utors and  dealers  here,  the  situation  in  regard 
to  stock  shows  no  signs  of  improvement,  and 
the  outlook  for  the  holiday  season  is  far  from 
bright,  although  there  is  still  some  hope  that 
heavy  shipments  may  be  made  to  the  Pacific 
Coast  in  the  next  few  months,  thus  relieving 
the  present  shortage  of  machines  to  a  consider- 
able extent.  The  inability  of  the  older  manu- 
facturers to  meet  the  requirements  of  the  trade 
is  being  taken  full  advantage  of  in  this  territory 
by  some  of  the  newer  companies  in  placing  their 
lines.  By  filling  in  with  various  makes  the 
retailers  in  position  to  do  so  are  making  out 
somewhat  better  than  the  departments  where 
one  of  the  leading  lines  is  handled  exclusively. 
Andrew  G.  McCarthy  Reviews  Situation 

Andrew  G.  McCarthy,  treasurer  of  Sherman, 
Clay  &  Co.,  who  gives  his  personal  attention  to 
their  Victor  talking  machine  business,  says  they 
have  no  stock  to  sell  wholesale,  and  don't  know 
when  they  will  be  able  to  get  more.  Much  the 
same  condition  prevails  as  far  as  their  retail 
business  is  concerned.  In  fact,  Mr.  McCarthy 
says  the  stock  situation  is  the  worst  it  has  ever 
been  since  they  engaged  in  the  talking  machine 
business.  Meanwhile  Federal  jury  duty  de- 
mands a  good  portion  of  Mr.  McCarthy's  time. 
He  gets  an  hour  or  so,  or  half  a  day,  off  occa- 
sionally, but  for  several  weeks  he  has  been 
obliged  to  sit  in  court  a  good  part  of  each  week. 
Columbia  Demand  On  Increase 

At  the  local  warerooms  of  the  Columbia 
Graphophone  Co.,  Manager  F.  A.  Denison  says 
the  amount  of  business  done  is  controlled  by  the 
amount  of  stock  received  each  week,  the  de- 
mand being  greater  than  ever  before  for  Colum- 
bia products  in  this  territory,  and  the  supply 
shorter.  A  number  of  dealers  in  this  vicinity 
have  stocked  the  company's  foreign  records  re- 


cently and  from  Mr.  Denison's  observations  are 
doing  very  well  with  them.  Wm.  Pickering  has 
been  added  to  the  Columbia  sales  force,  cover- 
ing northern  California. 

James  J.  Black  Joins  the  Navy 

James  J.  Black,  treasurer  of  the  Wiley  B. 
Allen  Co.  and  president  of  the  San  Francisco 
and  Oakland  Talking  Machine  Dealers'  Associ- 
ation, has  joined  the  colors.  He  donned  the 
navy  uniform  and  took  up  his  new  tasks  on 
August  20.  Being  stationed  in  the  Bay  district, 
he  still  spends  an  hour  at  the  store  each  eve- 
ning. During  the  absence  of  Mr.  Black,  F.  P. 
Corcoran,  his  able  assistant  for  a  number  of 
years,  has  charge  of  the  talking  machine  end  of 
the  Allen  business. 

Association  Members  Enjoy  Outing 

A  very  enjoyable  outing  was  held  early  in 
August  under  the  auspices  of  the  San  Francisco 
and  Oakland  Talking  Machine  Dealers'  Associa- 
tion and  the  direct  supervision  of  Wm.  Norton, 
of  Sherman,  Clay  &  Co.  The  party,  consisting 
of  a  hundred  or  more  identified  with  the  trade 
in  the  Bay  section,  their  families-  and  friends, 
assembled  at  Howard  street  wharf  at  8:30  in  the 
morning  to  board  a  large  launch  which  had  been 
chartered  for  the  day.  After  cruising  around 
the  bay  for  three  or  four  hours,  with  music  and 
other  forms  of  entertainment  on  board,  a  stop 
was  made  at  Paradise  Cove  for  lunch,  including 
clam  chowder,  coffee,  etc.,  made  on  the  picnic 
grounds.  When  ravenous  appetites  were  ap- 
peased, dancing  ensued,  and  the  afternoon  was 
well  along  before  the  start  was  made  on  the 
homeward  journey. 

Talking  Machine  Man  From  India 

Valabhdas  Runchordas,  head  of  the  Talking 
Machine  &  Record  Co.  of  Bombay,  Calcutta, 
and  Madras,  India,  and  also  of  the  general  im- 
porting and  distributing  concern  of  Bombay, 
known  as  Valabhdas  Runchordas  &  Co.,  has 


IT  FV'Q  GRAPHITE  PHONO 

iujuli  1    j  SPRING  LUBRICANT 

llsiey's  Lubricant  makes  the  Motor  make  good 

Is  prepared  in  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.   Remains  in  its  original  form  indefinitely. 
Write  for  special  proposition  to  Jobbers. 
MANUFACTURED  BY 

ILSLEY-DOUBLEDAY  &  CO.,  229  231  Front  St..  New  York 

Established  1853 


CABINETS  that  ARE 

DISTINCTIVE 

The  first  impression  that  is  obtained 
of  a  talking  machine  is  that  part  which 
is  seen  —  the  cabinet.  If  the  cabinet 
appeals  the  sale  is  half  made. 

We  have  built  into  our  cabinets  our 
years  of  experience  in  fine  furniture 
building.  They  have  the  distinction 
and  pleasing  lines  of  perfectly  built 
furniture. 


We  have  an  interesting  proposition 
for  YOU  whether  you  are  a  manu- 
facturer, jobber  or  dealer.  We  will 
supply  you  with  cabinets  unequipped 
or  equipped  with  the  most  modern 
accessories  on  the  market.  Write 
for  detailed  information. 


Harponola 


Guaranteed  and  Manufactured  by 

THE  CELINA  FURNITURE  CO. 

CELINA,  OHIO 


been  spending  some  little  time  in  San  Francisco, 
after  which  he  will  proceed  to  New  York  and 
other  Eastern  cities  for  a  stay  of  several  months. 
The  principal  object  of  his  trip  to  this  country 
is  to  make  connections  with  American  manu- 
facturers and  distributors  of  various  lines  for 
handling  their  goods  in  India,  replacing  prod- 
ucts received  from  Germany  before  the  war. 
Walter  S.  Gray  Engages  More  Travelers 
Walter  S.  Gray,  jobber  of  talking  machine 
needles  and  other  trade  accessories,  recently 
put  on  two  travelers  in  order  to  cover  the  West- 
ern territory  more  thoroughly.  They  are  Mr. 
Sittenfeld,  who  will  look  after  the  southern  part 
of  California  with  headquarters  in  Los  Angeles, 
and  Mr.  Altschuler,  who  will  travel  out  of  Se- 
attle, Wash.  Mr.  Gray  reports  business  well 
up  to  expectations,  the  demand  for  needles  be- 
ing unusually  brisk.  Shipments  of  Brilliantone 
needles  are  coming  through  very  satisfactorily, 
he  says. 

C.  T.  Compton  Back  in  the  Fold 

C.  T.  Compton,  who  left  the  Phonograph  Shop 
a  few  weeks  ago  to  engage  in  another  line  of 
business,  has  returned  to  his  "first  love,"  and 
claims  to  be  glad  to  get  back'to  selling  talking 
machines  and  records. 

Omer  N.  Kruschke,  of  the  Western  Phono- 
graph Co.,  which  distributes  Pathe  machines 
and  records  in  California,  Arizona  and  Nevada, 
says  the  principal  difficulty  nowadays  is  to  get 
stock.  At  present  his  warerooms  are  practically 
cleaned  out  and  future  deliveries  are  uncertain. 
Miss  Dorothy  Douglass  a  Bride 

Miss  Dorothy  Douglass,  daughter  of  Leon  F. 
Douglass,  of  the  Victor  Talking  Machine  Co., 
became  the  bride  of  Joseph  Trabucco,  of  San 
Francisco,  who  is  now  serving  the  United  States 
as  a  naval  aviator,  in  San  Rafael,  Cal.,  recently, 
the  wedding  being  one  of  the  most  elaborate  of 
the  season.  The  ceremony  was  performed  in 
the  chapel  of  the  Dominican  Convent,  where 
the  bride  was  a  former  student.  Earl  Douglass, 
brother  of  the  bride,  was  best  man.  Contrary 
to  the  regular  order  of  things  the  groom's  outfit 
attracted  much  attention.  He  was  in  full  uni- 
form, even  to  the  wings,  which  symbol  of  the 
flying  cadet  he  had  just  received.  From  the 
convent  the  guests  were  taken  to  the  beautiful 
home  of  the  Douglass  family.  Immediately  after 
the  wedding  dinner  and  reception  the  young 
couple  left  for  Akron,  O.,  where  Mr.  Trabucco 
is  stationed. 

Mrs.  Howard  Features  Pershing  Record 

Mrs.  Helen  Plummer  Howard,  manager  of  the 
talking  machine  department  of  the  Hauschildt 
Music  Co.  in  Oakland,  Cal.,  announces  that  the 
company  has  added  a  stock  of  Columbia  records 
to  its  line.  She  continues  to  extend  her  public- 
ity work  in  new  channels.  Four  times  daily  she 
has  been  giving  an  interesting  talk  at  the  Ki- 
nema  Theatre,  illustrating  the  Columbia  record 
recorded  by  General  Pershing  on  the  battlefield 
of  France.  During  the  recent  production  of 
"Pershing's  Crusaders"  at  one  of  the  local  pic- 
ture theatres  she  co-operated  not  only  with  the 
Pershing  record,  but  by  sending  a  truck  to  the 
Bethlehem  Shipbuilding  Company's  works, 
equipped  with  a  talking  machine  playing  patri- 
otic airs,  etc.    It  made  a  big  hit. 


JAZZ  RECORDING  BY  FULLER'S  BAND 

The  Emerson  Phonograph  Co.  has  called  the 
attention  of  its  dealers  to  the  fact  that  its  latest 
list  features  recordings  by  Earl  Fuller's  famous 
jazz  band.  This  organization  has  achieved  great 
success,  and  is  generally  recognized  as  the  lead- 
ing exponent  of  this  popular  class  of  music.  The 
jazz  numbers  presented  on  the  Emerson  list  are 
original  compositions  by  Earl  Fuller,  and  his 
band  does  ample  justice  to  these  interesting  se- 
lections. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


35 


UNICO 


Designs  and  Construction 
Patented 


SYSTEM 


Unico  Demonstrating  Rooms 
Excel  from  Every 
Standpoint 


THE  SALES  BUILDER 


DESIGN  .  .  .  . 
CONSTRUCTION 

FINISH  • 
EFFICIENCY  . 

ECONOMY .  .  . 
DELIVERY   .    .  . 


Six  standard  styles 
Special  period  styles 

Patented,  Interlocking 
Portable  Units 
Sound  Insulated 

All  standard  Oak, 
Mahogany  .and  Enam; 

Increased  sales  at  lower 
cost  per  sale 

Moderate  first  cost 
Always  an  Asset 
Adaptable  any  location 

Prompt  shipments  from 
stock  ready  for  imme- 
diate use 


The  Unico  System  has 
Increased  Sales  and  Profits 
for  almost  1000  dealers 


| 

1 


1 
1 


Send  to-day  dimensions  of  your  available  space.  Plans  and 
estimates  for  a  complete  department  will  reach  you  promptly 

THE  UNIT  CONSTRUCTION  COMPANY 

RAYBURN  CLARK  SMITH,  President 
Fifty-eighth  Street  and  Grays  Avenue,  PHILADELPHIA,  U.  S.  A. 


1 


36 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Happenings  in  Dominion  of  Canada 


MANY  CHANGES  IN  TALKING  MACHINE  TRADE  IN  TORONTO 

Music  Supply  Co.  Lease  New  Quarters — New  Columbia  Models  Displayed — Phonola-Pollock  Deal 
— New  Post  for  R.  C.  Willis — E.  S.  Crawford  Opens  Up — New  Home  for  "His  Master's  Voice,"  Ltd. 


Toronto,  Ont.,  September  1. — Columbia  dealers 
visiting  Toronto  during  the  exhibition  will 
notice  some  very  pleasing  changes. 

The  Columbia  Co.  is  now  installed  in  the  new 
factory  building,  with  a  capacity  four  times  that 
of  the  old  premises. 

The  Music  Supply  Co.  (exclusive  Columbia 
distributors)  have  leased  the  building  next  to 
their  old  location  so  that  their  new  address  is 
now  36  and  38  Wellington  street  East.  They 
have  fitted  up  very  complete  showrooms,  with 
a  display  window  to  assist  dealers  in  dressing 
windows;  also  demonstration  booths,  and  all 
kinds  of  valuable  sales-helps.  The  Columbia 
period  Grafonolas  and  other  new  models  are 
on  display  at  36  and  38  Wellington  street  East; 
also  ;at  the  exhibition:  grounds.  . 

Both  John  A.  Sabine  and  Charles  R.  Leake, 
proprietors  of  the  Music  Supply  Co.,  will  be 
in  town  during  the  Fair,  and  expect  to  meet 
many  of  their  dealers. 

These  new  models  will  be  also  on  display  in 
the  Columbia  tent  at  the  exhibition  grounds, 
where  visiting  dealers  are  invited  to  call.  A 
limited  quantity  of  the  new  models  will  be 
available  during  the  next  six  weeks,  but  enough 
to  let  jthe  various  dealers  get  acquainted  with 
the  new  motor,  over  which  the  Columbia  people 
are  very  enthusiastic. 

Alt  details  of  the  transaction  have  been  com- 
pleted whereby  the  phonograph  business  of  the 
Pollock  Mfg.  Co.,  Ltd.,  is  transferred  to  the 
Phonola  Co.  of  Canada,  Ltd.  The  latter  firm 
is  putting  into  immediate  effect  an  aggressive 
business  policy  and  proposes  to  materially  en- 
large the  output  of  the  Phondla  Phonograph 
and  the  Phohola  record. 

At  an  early  date  the  Pollock  Mfg.  Co.,  Ltd., 
anticipate  announcing  to  the  talking  machine 
manufacturing  industry  of  Canada  their  line 
of  ;  motors,  tone  arms,  reproducers  and  other 
parts. 

At  the  Flax  Festival  on  the  Ontario  Govern- 
ment's farm,  near  Toronto,  which  was  an  im- 
portant social  function,  a  Sonora  phonograph 
provided  the  music  in  the  "five  o'clock  tea" 
booth. 

R.  C.  Willis  has  resigned  his  position  as  man- 
ager of  the  Percival  Piano  Co.  of  Ottawa,  and 
has  connected  himself  with  the  Phonola  Co.  of 
Canada,  Kitchener,  for  whom  he  will  be  whole- 
sale representative  of  Phonolas  and  Phonola 
records. 

R.  L.  Teeple,  of  the  George  McLagan  Furni- 
ture Co.'s  phonograph  division,  has  returned 
from  a  successful  trip  through  Western  Canada. 
Mr.  Teeple  went  through  to  British  Columbia 
and  was  accorded  a  good  reception  for  the 
McLagan  phonograph. 

Cecilian  output,  which  was  seriously  interfered 
with  by  removing  to  the  new  factory,  continues 
to  improve,  and  J.  E.  Hoare,  president  of  the 
Cecilian  Co.,  Ltd.,  Toronto,  is  getting  matters 
in  more  satisfactory  shape'  to  give  customers 
better  deliveries.  .'Like  all  jDther  manufacturers, 
Mr.  Hoare  is  feeling  the  labor  scarcity,  which 
makes  it  impossible  to  get  stock  ahead  in  antici- 
pation of  fall. 

Otis  C.  Dorian,  general  manager  Pathe  Freres 
Phonograph  Co.,  has  returned  to  Toronto  from 
a  business  trip  through  Western  Canada.  Mr. 
Dorian  visited  Pathe  dealers  in  the  leading  cen- 
ters from  Winnipeg  to  Vancouver.  "  This  was 
his  initial  tour  of  Western  Canada,  which  in 
size,  wealth  of  resources  and  enterprise  of  the 
people  he  found  to  be  all  that  he  had  heard  of 
it  from  other  visitors. 

t  The  Pathe  is  handled  by  the  Hudson's  Bay 
Co.  in  Edmonton,  Calgary,  Lethridge,  McLeod 


and  Vancouver,  being  the  exclusive  phono- 
graphic li.ie  in  that  corporation's  Edmonton, 
Lethridge  and  McLeod  stores. 

As  the  result  of  his  trip  Mr.  Dorian  is  more 
enthusiastic  than  ever  over  the  business  possi- 
bilities and  opportunities  that  this  country  offers 
for  the  present  generation  as  well  as  for  future 
generations. 

After  many  years'  service  with  the  firm  of 
Heintzman  &  Co.,  six  years  as  manager  of  the 
London  branch,  E.  S.  Crawford  has  tendered 
his  resignation  to  enter  into  business  for  him- 
self. Upon  the  occasion  of  his  retiring  the  staff 
gathered  around  their  popular  manager  and  pre- 
sented him  with  a  beautiful  Masonic  ring,  ac- 
companied by  an  address.  The  entire  staff  have 
to  part  with  a  good  friend,  and  the  expressions 
of  deep  regret  and  also  good  will  were  sincerely 
evident.    Mr.  Crawford  replied  in  feeling  terms. 

Mr.  Crawford  is  entering  the  piano  business 
with  his  father  and  brother.  They  will  handle 
the  Cecilian,  Karn-Morris  and  Evans  Bros, 
pianos,  also  Brunswick  phonographs  and  rec- 
ords. 

For  many  months  the  management  of'  His 
Master's  Voice,  Ltd.,  have  been  anxiously  await- 
ing the  removal  of  the  occupants  of  the  build- 
ing adjoining  them  and  which  they  had  leased. 
They  have  now  secured  possession  and  have 
moved  in.  This  gives  double  the  space  occupied 
at  208  Adelaide  street  West,  where  the  prem- 
ises have  been  seriously  cramped,  to  such  di- 
mensions has  the  business  grown.  The  addi- 
tional premises  will  permit  the  carrying  of  still  . 
a  larger  stock  of  Victor  records  needed  to  main- 
tain the  management's  policy  of  one  hundred 
per  cent,  deliveries  of  all  orders. 

The  Grinyer  Co.,  Ltd.,  Guelph,  Ont.,  have 
taken  on  the  Edison  representation. 

The  McLaren  Co.,  Ltd.,  St.  Catherines,  have 
broken  into  the  phonograph  business  with  a 
representative  Edison  department. 

S.  J.  Pott,  Canadian  sales  manager  of  the  Otto 
Heineman  Phonograph  Supply  &  Music  Co., 
Inc.,  paid  a  brief  visit  to  his  firm's  head  office 
in  New  York. 

W.  H.  Alfring,  manager  of  the  wholesale  Vo- 
calion  department  of  the  Aeolian  Co.,  New 
York,  spent  a  day  with  the  Nordheimer  Piano 


&  Music  Co.,  the  Canadian  distributors  of  the 
Vocalion. 

H.  Kautzman,  road  man  with  I.  Montagnes 
&  Co.,  distributors  of  the  Sonora  in  Canada,  has 
returned  from  a  tour  of  Western  Canada. 

H.  W.  Wade,  Columbia  dealer,  935  Queen 
street  East,  proprietor  of  the  River  Dale  Music 
Store,  has  retired  from  business  and  is  spend- 
ing the  rest  of  the  summer  at  his  home  at 
Frenchman's  Bay.  The  Columbia  agency  for 
the  Riverdale  district  has  been  taken  over  by 
Nelles  Music  Store,  late  of  Danforth  avenue, 
who  have  bought  the  property  at  935  Queen 
street  East. 

Minerva  Mfg.  Co.,  Ltd.,  of  Toronto,  a  newly 
incorporated  firm,  has  been  organized  for  the 
purpose  of  manufacturing  the  Sonora  line  of 
phonographs,  of  which  I.  Montagnes  &  Co.  are 
the  distributors  in  Canada.  Of  the  new  firm, 
E.  H.  van  Gelder  is  president  and  I.  Montagnes 
secretary-treasurer.  The  company's  offices  are 
in  the  new  Ryrie  Building,  Yonge  and  Shuter 
streets. 

-  A  new  style  is  being  added  to  the  Sonora 
range.  This  will  be  known  as  the  "Harmony" 
model,  and  is  a  special  design  for  the  Canadian 
trade  and  manufactured  in  Canada.  It  has  been 
decided  that  all  Sonora  models  shall  be  made  in 
this  country. 

In  sending  out  a  circular  letter  to  the  trade 
about  period  style  Grafonolas,  and  describing 
them  as  the  ultimate  in  musical  instruments, 
James  P.  Bradt,  general  manager,  said: 

"While  considering  that  magnificent  display 
of  Grafonolas,  ranging  in  price  from  $250  to 
$2,100,  let  your  mind  wander  back  to  the  best 
that  the  talking  machine  industry  could  offer 
25  "years  ago  when  all  the  business  was  in 
cylinder  product  and  sales  outfits  averaged 
less  than  $40.  There  was  a  near-sensation  when 
a  customer  was  landed  for  more  than  $50.  Get 
those  pictures  in  your  mind  and  your  hand  will 
start  to  lift  your  hat  in  recognition  of  the  won- 
derful development  of  our  enterprise." 

The  Columbia  Co.  has  inaugurated  new  price 
designations  for  all  types  of  Grafonolas.  Types 
"A,"  "B,"  "C,"  and  "D"  are  the  table  instruments 
listed  at  $27  to  $80.  Types  "E"  to  "X"  are  full 
cabinet  instruments  and  all  of  them  will  be 
equipped  with  the  new  motor  and  non-set  auto- 
matic stop. 

The  company  has  begun  to  distribute  samples 
of  six  new  models  of  Grafonolas — all  full  cab- 
ineted  instruments. 


MONTREAL  TRADE  APPRECIATE  VALUE  OF  WINDOW  DISPLAY 

Dealers  Evidently  in  Competition  With  Each  Other  to  Secure  the  Most  Artistic  Effects — Wins 
Favorable  Notice  of  Public — Employes  of  Berliner  Phonograph  Co.  Enjoy  Outing — News  of  Month 


Montreal,  Can.,  September  1. — One  of  the 
outstanding  features  in  connection  with  local 
talking  machine  business  is  the  development  of 
the  window  display.  There  appears  to  be  a 
competition  amongst  dealers,  so  noticeably  im- 
proved are  the  windows  of  the  various  stores. 
The  effects  are  so  attractive  that  public  com- 
ment is  frequently  heard  and  this  is  an  asset  to 
the  trade  at  large.    Now  that  the  dealers  realize 


what  an  asset  the  window  is  in  attracting  public 
attention  and  approval,  may  the  competition  in 
window  displays  continue. 

Wilder-'s  Music  Supply  Co.,  Ltd.,  have  en- 
larged their  show  window  space  in  order  to 
enable  them  to  give  more  prominence  to  the 
display  of  their  lines. 

C.  W.  Lindsay,  Ltd.,  recently  sold  a  Sonora 
{Continued  on  page  38) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


37 


All  Dealers  May  Now  Sell 

Fmereon  Records1 

T3  Y  a  decision  of  the  United  States  Supreme  Court,  all 
dealers  in  zig-zag  or  lateral  type  records  are  per- 
mitted to  handle  other  records  of  a  similar  nature. 

This  good  news,  already  understood  by  an  increasing 
number  of  progressive  dealers,  enables  you  to  take  on 
the  very  profitable  line  of  the  new  large  size  Emerson 
records,  including  the  patriotic  popular  song  and  dance 
hits  released  in  advance  of  all  other  records. 

They  created  the  big  new  opportunity  for  supplying  the 
increasing  demand  for  a  superior  but  lower  priced  record. 


Just  a  Few  of  the  Big  Hits  Now 
on  Sale  by  Emerson  Dealers: — 


The  New  Large 
Size  Records  Are 

65c 

EACH 


956 


On  the  Level  You're  A  Little  Devil 

Eddie  Nelson 

Where  Have  You  Been  Hiding  All 
These  Years    .    .    .  Eddie  Nelson 


960 
970 
973 


Smiles — Fox  Trot  Emerson  Military  Band 

Since  I  Met  Wonderful  You— One  Step,  Emerson  Military  Band 

Oh!  How  I  Hate  to  Get  Up  in  the  Morning  .  Eddie  Nelson 
Our  Country's  In  It  Now,  We've  Got  to  Win  It  Now,  Greek  Evans 

|  Everything  Is  Peaches  Down  in  Georgia  .  .  Sterling  Trio 
i  The  Sister  of  Rosie  O'Grady     ......  Frank  Woods 


And  we  can  send  you  all  the  other  big  hits 
that  you  may  want;  tremendous  sellers  like: 

940    If  He  Can  Fight  Like  He  Can  Love 

927  K-K-K-Katy 

930    I'm  Sorry  I  Made  You  Cry 

FIRST  OUT  WITH  THE  BIG  HITS 

Emereon  Phonograph  Company^ 

3  West  35th  Street        -        -         New  York  City 


The  Emerson  Phonograph  Company 

3  West  35th  Street,  New  York 

Gentlemen  — 

Kindly  send  me  full  details  and  par- 
ticulars about  your  new  large  size 
Records  at  65c  each. 


Name  . 


Address. 


City 


38 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Sell  Foreign  Language  Records, 
Small  Investment— Big  Turn-Over. 
Nationally  Advertised— Service  Guaranteed. 


For  Information,  write  to 
International  Record  Dept., 
Columbia  Graphophone  Co. 
102  West  38th  St.,  New  York 


Columbia  Graphophone  Co. 

NEW  YORK 


TRADE  CONDITIONS  IN  THE  DOMINION  OF  CANADA— (Continued  from  page  36) 


portable  machine  to  a  Young  Men's  Club  at 
Riviere  des  Prairie,  Que.,  along  with  a  well-se- 
lected library  of  records. 

The  Edison  line  is  being  given  able  repre- 
sentation by  A.  C.  Skinner,  of  Sherbrooke,  Que., 
who  has  just  taken  on  these  goods.  He  has  to 
date  sold  a  number  of  machines  and  records  and 
is  going  after  this  business  in  the  same  manner 
which  has  characterized  the  success  of  his  jew- 
elry clientele. 

Letters  patent  have  been  granted  the  Auditone 
Co.,  Ltd.,  who  have  incorporated  at  Montreal 
to  deal  in  and  manufacture  talking  machine  rec- 
ords, etc.,  with  a  capital  stock  of  $20,000. 

Layton  Bros,  report  a  heavy  demand  for  Edi- 
son Creatore  Band  records  during  the  two 
weeks'  visit  of  this  band  to  Dominion  Park. 

The  importance  of  music  during  wartime  to 
help  keep  up  spirits  and  morale  has  again  been 
emphasized  by  the  filling  of  an  order  for  twenty- 
eight  Columbia  Grafonolas,  Type  A,  by  C.  W. 
Lindsay,  Ltd.,  for  use  aboard  the  Canadian  pa- 
trol boats. 

Employes  and  friends  of  the  Berliner  Gramo- 
phone Co.,  to  the  number  of  1,140,  were  the 
guests  of  the  company  at  a  picnic  on  the  steamer 
"Trois  Rivieres"  to  LavaRrie  on  a  recent  Sat- 
urday. The  picnic  marked  the  beginning  of  the 
annual  fortnight  of  holidays  given  to  the  em- 
ployes, with  salary,  the  factory  at  St.  Henry 
being  closed  down  for  the  purpose. 

Herbert  S.  Berliner,  vice-president  of  the 
company,  accompanied  the  picnickers,  and  dur- 
ing the  afternoon  festivities  were  marked  by  his 
presenting  two  gold  watches,  one  to  Leo  Meti- 
vier,  a  seventeen-year-old  lad  who  made  1,017 
good  10-inch,  double-sided  records  in  ten  hours, 
creating  an  average  of  101.7  per  hour.  This  rec- 
ord, which  was  made  on  March  13,  1918,  was 
broken  a  week  later  by  Marianna  Rossi,  who 
made  1,049  of  the  same  sort  of  records  in  ten 
hours,  an  average  of  104  per  hour.  Rossi  was 
said  to  have  broken  the  world's  record. 

Games  and  contests  of  various  sorts  served  to 
enliven  things  during  the  afternoon,  a  great 
variety  of  prizes  being  offered  to  the  winners 
of  the  events. 

Among  those  present  were  R.  L.  Chilvers, 
general  sales  manager;  S.  Sanders,  factory  su- 
perintendent; George  White,  W.  G.  Davies,  ad- 


vertising manager;  Fritz  Hahn  (Toronto),  H. 
E.  Wimperly  (Toronto),  E.  Avery,  S.  H.  Brown, 
J.  McWilliam,  purchasing  agent  (Toronto),  and 
T.  Nash. 

Before  reaching  Montreal  three  hearty  cheers 
were  given  for  H.  S.  Berliner,  and  the  Berliner 
Gramophone  Co.,  through  whose  generosity 
such  a  large  picnic  had  been  successfully  carried 
out. 

The  Phonograph  Shop,  Reg.,  of  Montreal  are 


getting  their  full  share  of  business  and  are  mak- 
ing preparations  for  handling  a  large  fall  busi- 
ness in  Pathe,  Aeolian-Vocalion  and  Lyric  ma- 
chines. They  report  August  trade  as  good  with 
the  demand  confined  principally  to  the  better 
grade  machines  and  sold  to  the  better  class  of 
customers. 

The  Edwards  Co.,  of  Sherbrooke,  Que.,  is 
meeting  with  good  success  with  the  Gerhard 
Heintzman  phonograph. 


PROSPERITY  RULES  IN  NEW  ENGLAND 


Great  Activity  in  Manufacturing  Lines  Means 
Big  Business  for  Merchants,  Says  Pardee 


W.  O.  Pardee,  of  the  Pardee-Ellenberger  Co., 
large  Edison  jobber  of  New  Haven,  Conn., 
visited  the  Edison  laboratories  last  week.  He 
reports  an  unusually  good  summer  among  deal- 
ers in  his  territory. 

Mr.  Pardee  gave  a  logical  explanation  of  this 
condition.  ""Southern  New  England,"  he  said, 
"is  now  enjoying  unprecedented  prosperity. 
This  region  is  the  center  of  huge  manufacturing 
interests  engaged  in  munitions  work  and  other 
war  orders.  The  laboring  classes,  particularly 
mechanics,  have  had  an  increase  of  salary  fre- 
quently ranging  from  100  to  200  per  cent,  above 
the  normal  amount  these  men  have  earned  in 
former  years." 

The  Pardee-Ellenberger  Co.  has  arranged  for 
ail  elaborate  exhibit  at  the  coming  annual  fair 
at  Danbury,  Conn.,  where  it  will  have  a  tent 
seating  300  people  and  conduct  a  series  of  elab- 
orate tone  tests. 


MAKE  NICKEL=IN=SLOT  PHONOGRAPH 

The  Electric  Phonograph  Co.,  of  Kalamazoo, 
Mich.,  who  recently  rearranged  the  equipment  of 
their  new  plant  in  that  city,  are  now  turning  out 
a  nickel-in-the-slot  phonograph  designed  for 
public  places.  The  machine  is  driven  by  electric 
motor  and  designed  to  play  twenty-four  tunes 
without  change  of  records.  John  W.  Adams  is 
president  and  general  manager  of  the  business. 


Truth  in  advertising  is  just  as  essential  as 
truth  in  the  news  columns. 


MAGNET  DECALCOMANIE  NAMEPLATES 


SOLD  BY 

HURTEAU.WILLIAMS&CO^ 

MONTREAL    OTTAWA. 


j 


FOR  TALKING  MACH|Nc 
CABINETS  Etc 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 

126  Liberty  Street  New  York  City 


'  THE  PHONOGRAPH  ©A 

1240  HURON  ROAD  ([tnxrinahooi) 
'Onti- p/tesrecr mo-  cini :i404 

SOFA,®  BY 


^3 


ssm  arc . 


INCREASING  DEMAND  FOR  MICA 


Great  Quantity  of  This  Material  Used  in  This 
Country  During  the  War 


Sheet  mica,  which  is  used  for  diaphragms  in 
the  talking  machine  trade,  has  come  to  be  an 
important  war  material  through  its  use  in  elec- 
tric apparatus,  as  well  as  for  windows  of  armored 
cars  and  in  the  conning  towers  of  war  ships  and 
submarines,  and  automobile  goggles.  The 
quantity  of  sheet  mica  produced  and  sold  in  the 
United  States  in  1917,  according  to  experts  of 
the  United  States  Geological  Survey,  showed  an 
increase  of  41  per  cent,  over  that  sold  in  1916, 
being  1,216,816  pounds,  as  compared  with  865,863 
pounds  in  1916.  No  information  is  available  to 
show  what  quantity  of  the  domestic  sheet  mica 
produced  would  be  suitable  for  any  specific  pur- 
pose, for  the  statistics  include  without  distinc- 
tion cut  and  uncut,  clear,  slightly  spotted  and 
stained,  and  heavily  spotted  and  stained,  as  well 
as  punch  and  washer  mica.  Sheet  mica  was  pro- 
duced in  1917  in  eight  States,  which,  grouped  in 
the  order  of  quantity  produced,  are  North  Caro- 
lina, New  Hampshire,  Virginia,  South  Dakota, 
Georgia,  Alabama,  Idaho  and  Colorado.  North 
Carolina  produced  48  per  cent,  of  the  total  quan- 
tity; New  Hampshire  ranked  second,  with  39  per 
cent.  It  is  said  by  the  experts  that  the  large 
producing  States  have  done  little  more  than 
hold  their  general  average. 

The  prices  paid  for  mica  in  1917  continued 
with  minor  fluctuations  to  increase  throughout 
the  year.  The  prices  paid  for  domestic  mica  in 
the  South  in  1917  were  from  10  to  20  per  cent, 
higher  than  the  prices  for  similar  mica  in  1916. 
The  greatest  increase  was  in  the  price  of  smaller 
sizes.  The  largest  sizes  showed  no  increase  in 
price. — Washington  Star. 


VICTOR  SEPTEMBER  SUPPLEMENT 

The  Victor  record  supplement  for  Septem- 
ber, which  has  on  the  title  page  a  bit  of  the 
garden  scene  from  "Faust,"  also  has  as  a  feature, 
in  addition  to  the  interesting  matter  regarding 
the  new  records  and  the  artists  who  make  them, 
a  special  interview  with  Alma  Gluck,  handled 
in  a  most  sprightly  manner,  and  which  should 
prove  a  strong  attraction  to  the  thousands  of 
admirers  of  Mine.  Gluck  and  her  records. 


The  Empire  Phono  Parts  Co.,  of  Cleveland, 
O.,  has  increased  its  capitalization  from  $5,000 
to  $10,000. 


The  Talking  Machine  World,  Nezv  York,  September  15,  1918 


9 


THE  SUBTLE 
™    BEAUTIES  OV AIL 
RECORDS  ARl  BROUGHT  TO  LIFE 
ONLY  WHEN  PLAYED  ON  THE 

VttSTKADWARA 


in 


ill 


ft 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


39 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us  ? 

BADGER  TALKING-MACHINE  CO.  !&SSi*5£ 

VICTOR  DISTRIBUTORS 


THE  TRADE  OUTLOOK  IN 
MILWAUKEE  TERRITORY 


Business  Good  Despite  Stock  Shortage — Talk- 
ing Machine  Jobbers  and  Dealers  Discuss  Sit- 
uation— Month's  News  Tells  Story  of  Progress 


Milwaukee,  Wis.,  September  7. — The  spirit 
displayed  by  Milwaukee  talking  machine  dealers 
in  the  face  of  difficulties  that  seem  to  grow  in 
number  and  in  the  degree  of  restriction  every 
day  is  a  notable  example  of  the  splendid  man- 
ner in  which  American  business  men  are  accept- 
ing every  opportunity  to  serve  the  Government 
during  its  hour  of  greatest  need.  Every  request 
which  is  promulgated  because  of  a  necessity 
growing  out  of  the  gigantic  effort  to  win  the 
war,  and  to  win  the  war  as  quickly  as  possible, 
is  meeting  a  quick  and  willing  response  from 
the  talking  machine  trade,  no  matter  what  the 
cost  may  be. 

Business  during  the  last  few  weeks  has  been 
good,  despite  the  fact  that  August  is  the  real 
vacation  month  in  this  part  of  the  country. 
Some  dealers  have  been  less  fortunate  than 
others  in  obtaining  machines,  records  and  sup- 
plies. Yet  there  is  not  a  dealer  who  makes 
complaint,  for  everything  that  has  been  avail- 
able has  found  a  quick  market.  Cash  sales 
have  been  the  rule  rather  than  the  exception, 
and  initial  payments  on  deferred  payment  con- 
tracts have  been  larger  than  usual.  At  the 
same  time,  purchasers  are  more  prompt  in  mak- 
ing time  payments.  Virtually  the  only  draw- 
back that  can  be  generally  noted  is  the  inade- 
quacy of  stocks.  This  likewise  causes  some 
apprehension  when  the  future  is  considered. 

Although  the  shortage  of  machines  and  rec- 
ords has  been  the  greatest  concern  of  the 
Badger  Talking  Machine  Co.,  Victor  wholesaler, 
for  several  months  past,  its  inability  to  get  suf- 
ficient goods  to  supply  the  demands  of  its  deal- 
ers has  been  accentuated  during  the  last  month. 
Harry  A.  Goldsmith,  secretary  of  the  company, 
sees  little  or  no  hope  that  production  will 
broaden  for  some  time  to  come;  however,  he 
reports  that  conditions  in  the  trade  are  sound 
and  doubtless  will  continue  so. 

Charles  J.  Orth,  distributor  of  the  Puritan 
phonograph  and  Paramount  records  in  Wiscon- 
sin and  Upper  Michigan,  is  spending  several 
weeks  in  the  selection  of  a  cottage  on  Crystal 
Lake,  near  Elkhart  Lake,  Wis.,  on  the  advice 
of  physicians  to  get  much-needed  rest.  Mr. 
Orth  expects  to  return  within  a  few  days  with 
his  work  for  the  remaining  three  and  a  half 
months  of  1918  completely  mapped  out.  This 
work  embraces  an  extensive  advertising  cam- 
paign in  behalf  of  the  Puritan  line,  both  from 
the  jobber  and  retailer  standpoint.  Mr.  Orth's 
publicity  ideas  are  unique  in  the  field  and  be- 
sides doing  much  of  his  own  advertising,  writ- 
ing and  planning,  he  constantly  is  urged  by 
dealers  to  inject  his  personality  into  their  own 
"copy,"  with  the  result  that  he  never  lacks  for 
something  to  do.  As  the  Puritan  is  made  in 
Wisconsin,  not  far  from  Milwaukee,  Mr.  Orth 
has  a  sort  of  advantage  over  most  jobbers  in 


being  able  to  make  quick  deliveries  of  goods. 

The  Brunswick  continues  to  increase  its  pres- 
tige throughout  Wisconsin,  judging  from  the 
splendid  volume  of  orders  that  are  being  re- 
ceived by  Thomas  I.  Kidd,  manager  of  the  local 
branch  of  the  Brunswick-Balke-Collender  Co., 
275-279  West  Water  street.  Probably  the  great- 
est drawback  at  this  time  is  the  shortage  of 
records,  which  is  being  experienced  by  all  job- 
bers and  retailers.  Goods  have  been  coming 
forward  in  good  time,  but  the  supply  is  by  no 
means  adequate,  due  to  the  constantly  growing 
demand. 

The  Edison  Shop,  Edison  jobber,  finds  the 
requirements  of  the  trade  larger  than  ever,  in 
face  of  a  supply  that  is  dwindling  rather  than 
growing  commensurately. 

A.  G.  Kunde,  a  Columbia  jobber  and  retailer, 
is  one  of  the  busiest  talking  machine  men  in 
Milwaukee,  due  to  the  enormous  demand  for 
Columbia  records  and  machines  as  well.  Co- 
lumbia dealers  some  time  ago  heeded  Mr. 
Kunde's  warning  to  "get  under  cover"  without 
delay  and  anticipate  their  wants  for  the  fall 
and  holiday  season,  but  business  has  been  so 
good  that  it  has  been  almost  impossible  to  ac- 
cumulate stocks  for  future  requirements. 

The  growing  popularity  of  the  Sonora.  under 
the  vigorous  campaigning  done  by  the  Yahr  & 
Lange  Drug  Co.,  is  a  feature  of  the  trade.  The 
Milwaukee  house  has  been  a  distinct  influence 
for  improvement  in  the  talking  machine  busi- 
ness by  its  strict  adherence  to  the  policy 
adopted  some  time  ago,  whereby  practically  all 
of  the  business  is  done  on  a  cash  basis  and 
deferred  or  time  payment  business  is  discour- 
aged. 

The  new  Aeolian-Vocalion  records  have  taken 
Wisconsin  by  storm  and  available  supplies  are 
far  too  small  to  meet  the  large  demand  which 
followed  the  announcement  that  the  Aeolian 
Co.,  already  famous  for  its  instruments,  would 
now  furnish  its  own  records.  Miss  Julia  Wolf, 
manager  of  the  Aeolian-Vocalion  department  of 
the  Edmund  Gram  Music  House,  has  been  fairly 
swamped  with  orders  for  records. 

Pathephone  machine  and  record  business  con- 
tinues to  grow  by  leaps  and  bounds  and  Mil- 
waukee retailers  meet  much  difficulty  in  obtain- 
ing adequate  stocks.  Pathe  records  have  a 
splendid  vogue  in  this  territory,  with  a  result 
that  retailers  are  unable  to  keep  their  stocks 
in  anywhere  near  the  state  of  completeness  de- 
manded by  their  orders. 

A  notable  contribution  to  the  progress  of 
community  music  has  been  made  during  the 


last  few  months  by  Miss  Helen  Gunnis,  man- 
ager of  the  Music  Shop,  retailing  the  Starr  and 
Columbia.  Miss  Gunnis,  as  is  well  known,  is  a 
soprano  of  national  reputation,  and  at  the  urgent 
request  of  the  Milwaukee  Board  of  Park  Com- 
missioners has  given  much  of  her  time  to  sing- 
ing at  the  free  open-air  park  concerts  during 
the  nine  weeks'  season  which  ended  August  31. 
In  this  period  sixty-three  concerts  were  given 
in  seven  of  the  largest  parks,  and  the  estimated 
aggregate  attendance  was  1,150,000.  Com- 
munity singing  was  introduced  during  the  final 
months  of  the  season  and  brought  out  crowds 
estimated  as  high  as  30,000  at  a  single  concert. 
Miss  Gunnis  has  done  much  recording  for  Co- 
lumbia and  Aeolian-Vocalion  records,  and  those 
who  have  heard  these  will  realize  why  she  has 
been  in  such  great  demand  for  public  work. 

"Jack"  Stapleton,  Watertown,  Wis.,  formerly 
a  well-known  Edison  traveler  in  Wisconsin, 
must  now  be  addressed  as  "Lieutenant  Staple- 
ton."  He  won  his  shoulder  straps  in  the  avia- 
tion service  at  Kelly  Field,  Tex.,  and  is  now  in- 
structor at  Camp  Dix,  N.  J.,  but  hopes  soon  to 
gratify  his  wish  to  go  "over  there." 

The  establishment  of  a  permanent  branch  on 
the  South  Side  of  Milwaukee  by  the  J.  B. 
Bradford  Piano  Co.  has  given  the  Sonora  an  ex- 
ceptionally high-class  representation  in  this 
large  and  growing  section  of  the  city.  This 
branch  is  located  at  596  Mitchell  street. 

At  the  request  of  the  State  Fuel  Administra- 
tor talking  machine  dealers  have  joined  with 
other  retail  merchants  throughout  the  city,  num- 
bering more  than  2,900,  in  conserving  fuel  by 
closing  at  6  p.  m.  on  Monday,  Tuesday,  Wednes- 
day and  Thursday  evenings.  Inasmuch  as  all 
stores  are  closing,  and  none  has  any  advantage 
over  another,  the  request  has  met  a  general  re- 
sponse, in  spite  of  the  fact  that  the  volume  of 
business  doubtless  is  thereby  restricted. 

The  Milwaukee  Association  of  Music  Indus- 
tries is  making  good  progress  in  its  plan  to 
organize  a  State  association  of  talking  machine, 
piano  and  other  music  merchants.  Edmund 
Gram  is  chairman  of  the  special  committee  and 
hopes  to  arrange  a  convention  of  dealers  in  Mil- 
waukee some  time  in  October,  at  which  a  State- 
wide organization  is  to  be  effected. 

Meetings  of  the  Milwaukee  Association  here- 
after will  not  be  strictly  "stag"  affairs,  as  they 
have  been  up  to  this  time.  Mrs.  George  H. 
Eichholz,  widow  of  the  Edison  and  Victor  deal- 
er who  passed  away  recently,  established  a 
pleasing  precedent  by  attending  the  regular 
monthly  meeting  in  August  as  the  guest  .of 
Frank  Preuss,  who  is  associated  with  her  in 
the  management  of  the  Geo.  H.  Eichholz  Co. 
Mrs.  Eichholz  was  so  pleased  at  the  reception 
she  received  that  she  promised  to  bring  other 
women  members  of  the  trade  to  the  next  meet- 
ing. Among  these  are  Miss  Helen  Gunnis, 
manager  of  the  Music  Shop,  and  Mrs.  Peter  F. 
Piasecki,  who  is  conducting  the  business  while 
her  husband,  Colonel  Piasecki,  is  serving  with 
the  Thirty-second  Division  in  France. 

P.  RAY  HAWLEY  A  BUSY  MAN 

Albant,  N.  Y.,  September  5. — P.  Ray  Hawley, 
familiarly  referred  to  as  "Inevitable  Pete,"  is 
making  an  extensive  tour  in  the  interest  of  the 
Edison  product  for  which  he  is  a  traveling 
manager.  He  is  "Amberolizing"  through  the 
Adirondacks  and  the  Catskills  and  also  dating 
up  tone  tests  on  the  side.  Lately  Hawley  en- 
joyed a  vacation  at  Little  Meadows,  Pa.,  where 
his  mother  resides. 


w 

AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Automatic 

Stop  on  the  market.    They  give  excellent 

service,  are  easily  installed  and  are  absolutely 

guaranteed. 

Send  50  cents  for  Sample  Stop 

KIRKNAN  ENGINEERING  CORPORATION,  237  Lafayette  St.,  New  York 

40 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


The  Trade  In  Philadelphia  And  Locality 


TALKING  MACHINE  DEALERS 

can  greatly  increase  their  profits  without  additional 
overhead   expense,  by  selling  the  world-famous 

Weymann  "KEYSTONE  STATE" 
Musical  Instruments 

a  combination  that  has  proved  to  be  an  instantaneous  success. 

Write  for  catalogue 

H.  A.  WEYMANN  &  SON 

Manufacturers 

Victor  1 108  Chestnut  St. 

Wholesalers  Philadelphia,  Pa. 

Established  1864 


Philadelphia,  Pa.,  September  4. — August  was 
a  very  satisfactory  month  for  the  talking  ma- 
chine dealers  of  Philadelphia — that  is,  satisfac- 
tory in  view  of  existing  conditions.  Dealers  in 
most  lines  of  instruments  and  records  report 
very  little  improvement  in  the  matter  of  de- 
livery of  stocks  and  naturally  view  the  pros- 
pects for  the  fall  and  winter  in  this  particular 
with  no  little  concern.  It  is  well  known  that 
several  plants  have  been  called  upon  by  the 
Government  to  engage  in  war  work  to  a  greater 
or  less  extent,  and  although  the  manufacturers 
will  endeavor  to  enlarge  their  working  forces 
in  order  to  keep  up  production  in  their  regular 
lines,  there  are  still  prospects  of  a  continued 
and  more  serious  shortage. 

More  War  Contracts  for  Victor  Co. 

It  has  just  been  announced  that  the  Victor 
Co.  has  taken  on  a  big  Government  contract 
for  the  making  of  rifle  parts,  and  that  3,000  ad- 
ditional men  will  be  employed  in  .the  Victor 
factory  in  connection  with  this  work.  It  was 
rumored  that  the  rifle  contract  amounted  to 
$18,000,000,  but  a  Victor  official  states  that,  al- 
though the  contract  is  for  a  big  amount,  it  will 
not  reach  this  figure.  Plans  are  now  under  way 
to  enlarge  the  Victor  plant  to  care  for  this  war 
work.  For  the  past  eight  months  the  Victor 
Co.  has  been  engaged  in  filling  contracts  for 
certain  airplane  parts,  and  an  officer  of  the  Vic- 
tor Co.  is  quoted  as  saying:  "Continuation  of 
the  work  of  manufacturing  Victrolas  and  rec- 
ords is,  of  course,  planned  with  the  thought  of 
caring  for  that  business  after  the  war,  but  just 
now  the  Victor  Co.'s  business  is  to  help  win  the 
war." 

Activity  at  Columbia  Headquarters 

A.  J.  Heath,  the  local  manager  for  the  Co- 
lumbia Co.,  has  just  returned  from  a  vacation 
of  two  weeks  spent  at  the  seashore.  He  en- 
joyed the  much-needed  rest  after  a  very  stren- 
uous year.  He  states:  "I  find,  in  looking  over 
results,  that  business  was  exceptionally  good  last 
month,  especially  our  record  sales,  but  our  busi- 
ness would  have  been  far  greater  if  we  had 
been  able  to  secure  a  needed  and  sufficient  sup- 
ply of  Grafonolas." 

H.  E.  Gardiner  has  been  made  assistant  man- 
ager of  the   Philadelphia  Columbia  headquar- 


ters. Mr.  Gardiner  was,  for  a  time,  connected 
with  the  general  sales  department  of  the  Co- 
lumbia in  New  York.  With  his  broad  expe- 
rience, both  in  this  line  and  other  lines,  it  will 
mean  an  additional  improvement  to  the  Colum- 
bia retailers  in  the  service  during  the  coming 
months. 

Charles  R.  Lamm,  who  was  in  charge  of  the 
trade  and  promotion  department  of  the  Co- 
lumbia, has  been  called  to  the  colors.  He  is 
now  in  one  of  the  camps  in  Georgia.  A. 
Rogers,  who  recently  enlisted,  is  now  in  France. 
W.  A.  Quinnt,  also  a  former  Columbia  man,  is 
now  on  one  of  the  cruising  patrol  boats  in  the 
waters  off  the  coast  of  France. 


Good  August  for  Buehn  Co. 

Louis  Buehn,  of  the  Louis  Buehn  Co.,  reports 
that  his  business  was  satisfactory  in  August, 
considering  conditions  generally.  He  will 
bring  his  family  home  from  their  Ocean  City 
cottage  at  the  end  of  the  week.  Mr.  Buehn 
has  been  elected  Rear  Commodore  of  the  Ocean 
City  Yacht  Club,  and  he  is  generally  saluted  on 
the  boardwalk  as  "Commodore." 

A.  L.  Henricks,  3548  North  Seventeenth 
street,  has  sold  his  business  to  H.  B.  Dunlevy, 
Fifty-eighth  street  and  Willows  avenue,  who 
will  continue  it. 

Weymann  Men  in  the  Service 

H.  W.  Weymann  notes  that  the  Victor  busi- 
ness of  his  firm  has  been  satisfactory,  but  they 
have  been  seriously  handicapped  in  the  loss  of 
valuable  men  who  have  gone  into  the  Govern- 
ment service.  William  Wendt  and  A.  Hyde, 
both  from  the  wholesale  Victor  department, 
have  recently  been  called  and  were  sent  to  the 
camp.  Julius  Zendell,  from  the  Victor  repair 
department,  has  also  gone  with  the  draft,  as 
has  J.  De  Angelo,  of  the  office  force. 

Thomas  Cummings  in  France 

Thomas  Cummings,  of  the  Victor  department 
of  Strawbridge  &  Clothier,  has  been  heard 
from  as  having  arrived  safely  in  France,  as  well 
as  Paul  Henninger,  and  William  Freeman,  who 
has  been  abroad  for  some  time,  writes  that  he 
has  met  with  an  accident  but  is  recovering. 
Lytle  Graham,  of  the  same  department,  has  just 
paid  the  store  his  last  visit,  and  is  now  on  his 
way  to  France. 

A.  W.  Loser,  of  the  Miller  Music  Co.,  of  Leb- 
anon, Pa.,  has  been  in  Philadelphia  and  an- 
nounces that  he  is  having  eight  new  booths  in- 
stalled in  his  store. 

Test  Victor-Built  Airplane 

Employes  of  the  Victor  Talking  Machine 
Co.  factory  last  week  saw  a  highly  successful 
demonstration  of  one  of  the  new  airplanes  built 
by  that  concern  for  the  Government.  Officials 
of  the  company  viewed  the  flight  from  the  roof 
of  the  executive  offices  and  were  delighted  with 
the  complete  success  of  the  exhibition. 

With  Lieutenant  H.  A.  Pumpelly  at  the  wheel, 
the  plane  came  up  from  League  Island,  fol- 
lowed the  course  of  the  river  and  flew  over  the 
buildings  of  the  Victor  Co.     It  then  encircled 


The  Latch  String 
Hangs  Out 

WE  ARE  NOW  at  home  in  our  New 
Quarters  at  913  Arch  Street,  where  we 
will  be  glad  to  welcome  visiting  dealers. 
Come  and  see  us. 

Increased  facilities  make  possible  more 
efficient   Penn  Service. 

Penn  Phonograph  Co., Inc. 

913  ARCH  STREET  PHILADELPHIA 

Wholesale  Only 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


41 


BUEHN  Service 

on  Victor  Records 

PHILADELPHIA 

CUNNINGHAM  sells  twice  as  many  Victrolas  and  Victor  Records 
as  Holmes — both  the  same  age  and  equivalent  years  of  experience. 
Why  is  this?  Simply  because  Cunningham  would  rather  sell 
than  eat;  selling  goods  is  sport  to  him,  for  a  sportsmanship  spirit 
enters  into  every  sale.  He  likes  to  meet  "arguments";  he  delights  in  proving 
that  in  this  age  music  is  the  chief  recreation  and  a  most  necessary  part  of  the 
home's  happiness.    Enthusiasm  carries  the  sale  over. 

For  September,  call  on  two  more  people  a  day  than  your  regular  number. 
Work  with  Cunningham's  enthusiasm,  and  you'll  get  a  big  increase. 
Specialize  on  the  higher-priced,  better-music  Records. 

THE  LOUIS  BUEHN  CO., 
PHILADELPHIA 


Petty's  Island  and  speeded  back  to  the  Navy 
Yard.  The  craft  was  fitted  with  a  Liberty 
motor,  which  was  the  only  part  of  the  machine 
not  constructed  at  the  Victor  plant,  which  has 
a  $15,000,000  contract  for  the  construction  of 
airplanes. 

Meeting  of  Edison  Dealers 

The  regular  monthly  meeting  of  the  Edison 
dealers  in  Philadelphia  was  held  at  the  Blake  & 
Burkart  warerooms  on  Tuesday  of  this  week. 
They  all  told  of  wonderful  figures  for  the  month 
of  August.  Some  of  the  results  for  the  month 
would  almost  seem  incredible.  Next  month  the 
association  will  have  its  annual  banquet. 

Mr.  Blake  states  that  he  was  able  to  get  all 
the  goods  he  needed,  and  that  he  had  the  biggest 
August  he  has  ever  had,  the  biggest  month  he 
has  ever  had  outside  of  December,  and  much 
bigger  than  any  November  in  the  past.  He 
says  that  if  they  will  be  able  to  get  the  goods 
the  Edison  dealers  are  going  to  have  a  very 
profitable  fail. 

H.  C.  Trader,  a  Blake  &  Burkart  representa- 
tive, is  spending  several  days  this  week  in  New 
York  seeing  what  he  can  pick  up  for  the  ad- 
vantage of  the  firm. 

Report  Good  August  Business 

G.  M.  Austin,  the  Philadelphia  representative 
of  the  Ediphone,  was  in  New  York  for  a  few 
days  and  then  spent  the  rest  of  his  vacation  in 
southern  Maryland.  He  reports  that  business 
in  August  was  very  good — in  fact,  it  has  been 
very  good  all  through  the  year.  His  firm  has 
been  supplying  large  quantities  of  machines  to 
the  Government  plants  here,  and  is  anticipating 


"NICHOLSON" 

New  Catalog  Showing  New  Styles 

RECORD  CABINETS 

slrictly  high-grade  construction  at  prices 

BELOW  COMPETITION 

Write  for  a  copy  of  the  catalog  and  our 
special  free  advertising  help  for  dealers. 

K.  NICHOLSON  FURNITURE  CO./^ST 

Sectional  Bookcases  and  Record  Cabinet* 


a  very  active  fall,  both  in  these  works  and 
among  the  firms  in  other  lines. 

Mr.  Dexheimer,  a  representative  of  the  Edi- 
son Co.,  has  been  here  for  a  couple  of  days. 
Announce  Price  Increase 

H.  A.  Weymann  &  Son,  Victor  wholesalers, 
Philadelphia,  Pa.,  are  sending  an  announcement 
to  their  dealers  of  the  necessary  price  increase 
of  the  "Keystone  State"  line  of  musical  instru- 
ments which  they  produce.  This  advance  is 
caused  by  the  increased  cost  of  raw  materials 
together  with  the  increased  labor  cost.  All  or- 
ders arc  being  impartially  filled  in  the  order 
they  are  received,  and  dealers  are  asked  in  the 
letter  to  anticipate  their  requirements  as  far  in 
advance  as  possible  for  their  own  protection. 
Penn  Phonograph  Co.  in  New  Home 

The  Penn  Phonograph  Co.  are  now  settled 
in  their  new  home  at  913  Arch  street,  details 
of  which  will  be  found  in  another  section  of 
The  World.     Stock  shortage  represents  one  of 

AN  INTERESTING  ISSUE 

Latest  "Columbia  Record"  Contains  Many  Arti- 
cles of  Interest  to  the  Trade 


The  September  issue  of  the  "Columbia  Rec- 
ord," the  house  organ  published  by  the  Colum- 
bia Graphophone  Co.,  was  mailed  to  Colum'iia 
dealers  this  week,  and  this  issue  contains  ma  ly 
timely  items  that  will  undoubtedly  be  read  with 
keen  interest  by  Columbia  representatives. 

One  article  calls  attention  to  an  unusual  stunt 
evolved  by  S.  Hamilton  &  Co.,  Pittsburgh,  to 
stimulate  the  demand  for  a  comic  record.  This 
stunt  was  a  signal  success,  and  produced  many 
sales  of  the  record  featured.  Another  article 
presents  an  illustration  of  a  scene  from  a  recent 
photoplay,  "The  Rescue,"  in  which  a  Grafonola 
plays  a  prominent  part.  There  are  other  inter- 
esting photographs  in  this  issue  of  the  "Colum- 
bia Record,"  indicating  the  popularity  of 
Columbia  products  throughout  the  country. 

Two  columns  are  devoted  to  an  article  on 
"Musical  Menus,"  a  booklet  published  some  time 


the  problems  of  the  Penn  Co.,  and  the  company 
also  finds  its  organization  seriously  impaired  by 
the  working  of  the  "work  or  fight"  order  of  the 
new  draft.  They  have  already  lost  six  men, 
and  contemplate  withdrawing  all  traveling  men 
from  the  various  territories,  soliciting  business 
entirely  by  correspondence.  The  travelers  will 
call  on  dealers  to  handle  matters  requiring  spe- 
cial attention. 

H.  F.  Miller,  of  the  Penn  Co.,  has  just  re- 
turned from  a  two  weeks'  vacation  trip.  He 
went  from  here  to  Niagara  Falls  in  his  car,  and 
then  by  way  of  the  Thousand  Islands  to  the 
Champlain  and  George  Lake  section,  and  home. 
T.  W.  Barnhill  also  recently  made  a  vacation 
trip  to  Lake  George  and  by  way  of  the  Berk- 
shires  and  the  Water  Gap  home. 

Moving  to  Latrobe,  Pa. 

The  offices  and  factory  of  the  Domestic  Talk- 
ing Machine  Co.  are  being  moved  from  Philadel- 
phia to  Latrobe,  Pa. 

ago  by  the  Columbia  Graphophone  Co.,  which 
is  meeting  with  considerable  favor  in  the  trade. 
This  article  emphasizes  the  value  of  this  booklet 
to  the  dealer,  calling  attention  to  the  different 
uses  to  which  it  can  be  adapted.  There  are  the 
usual  suggestions  regarding  Columbia  publicity, 
and  the  reproduction  of  a  splendid  advertise- 
ment featuring  the  coming  Fourth  Liberty  Loan. 

The  Muehlhauser  Bros.  Co.,  the  prominent  ' 
music  house  of  Cleveland,  O.,  is  the  latest  con- 
cern in  that  city  to  take  on  the  Pathe  line-  of 
machines  and  records. 


SHELTON  ELECTRIC 
PHONOGRAPH  MOTOR 

We  have  increased  our  factory  facili- 
ties to  handle  the  demand  for  the 
Shelton  Electric  Motor,  and  are 
now  ready  to  make  prompt  deliveries. 
Write  for  our  Special  Agency  Proposition 

SHELTON  ELECTRIC  CO. 

30  East  42nd  Street,  NEW  YORK 


42 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Three  Big  Values -Three  Big  Sellers 


Model  No.  3 

$125.00 


Model  No.  6 

$90.00 


Model  No.  5. 

$65.00 


MANDEL  PHONOGRAPHS— made  by  one  maker — backed  to 
the  limit  by  the  manufacturer,  means  a  service  that  guarantees  your  success. 

The  MANDEL  embodies  massiveness  in  cabinet  design,  efficiency  in 
mechanical  construction  and  richness  in  tonal  quality.  These  three  factors 
are  the  making  of  a  good  talking  machine.  And  the  MANDEL  is  a 
good  machine. 

The  three  models  here  illustrated  are  producing  big  results  for 
MANDEL  dealers.  Three  popular-priced  phonographs  —  each  model 
giving  the  consumer  greater  value  for  his  money  than  he  could  ordinarily 
obtain. 

And  to  the  dealer  we  offer  a  wonderfully  attractive  proposition — a  co- 
operative plan  that  makes  it  pay  him  to  sell  MANDEL  Phonographs. 

Write  for  full  details — today 


A  Letter  from  Missouri — Name  and  Address  on  Request 

MANDEL  MFG.  CO., 

Chicago,  111, 
Gentlemen: 

Please  book  my  order  for  immediate  shipment  by  freight,  the  following: 
Two  Style  No.  3  MANDEL  Phonographs,  Oak  finish. 
Two  Style  No.  3  MANDEL  Phonographs,  Mahogany  finish. 
Each  purchaser  of  the  MANDEL  is  delighted  with  the  rich  tone  value  and  each 
sale  draws  more  sales.     I  sold  the  last  MANDEL  today,  so-  please  rush  out  this  ship- 
ment.    I  want  to  keep  the  MANDEL  on  my  floor.  MANDEL  DEALER) 


MANDEL 
MANUFACTURING  CO. 

501-511  So.  Laflin  Street,  Chicago,  Illinois 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


43 


INCREASED  PURCHASING  POWER  EVIDENT  IN  ST.  LOUIS 

Prosperity  of  the  Working  Classes  Big  Factor  in  Sales  of  Talking  Machines — Revenue  Tax  and 
Selling  Cost — Silverstone  Tone  Test  Demonstrations — Big  Vocalion  Demand — News  of  Month 


St.  Louis,  Mo.,  September  9.— Ask  any  St.  Louis 
talking  machine  dealer  about  business  and  he 
will  answer  by  telling  you  of  his  supply  of 
machines.  The  inference  is,  and  by  question- 
ing you  will  find  that  this  is  what  he  means, 
that  he  is  selling  practically  all  of  the  machines 
he  can  get.  Of  course,  he  has  on  hand  some 
machines,  but  these  represent  the  unexpended 
selling  energy  that  he  is  keeping  in  reserve. 

It  is  a  fact  that  the  talking  machine  business 
is  going  forward  just  now  with  less  expense 
and  push  than  ever  before,  and  that  under  pres- 
ent conditions  a  great  many  dealers  are  taking 
in  more  money  than  ever  before.  Of  course, 
their  main  lines  of  machines  are  short  of  the 
orders  they  have  on  file  and  of  the  possibilities 
in  selling.  But  usually  a  dealer  has  as  a  side- 
line a  lesser  known  machine  that  he  is  receiv- 
ing in  fair  quantities  and  he  is  selling  these  in 
larger  quantity  than  ever  before. 

The  World  correspondent  has  not  yet  talked 
with  any  dealer  who  believed  that  he  had  in 
sight  a  Christmas  stock.  All  are  living  in  hope 
that  some  of  the  orders  they  have  on  file  will 
be  filled,  but  at  the  same  time  they  are  in  doubt 
that  such  will  be  the  case.  The  trade  generally 
has  arrived  at  the  conclusion  that  further  re- 
strictions on  supply  are  to  be  expected  and 
must  be  accepted  in  as  cheerful  spirit  as  pos- 
sible. As  a  rule  the  dealers  do  not  seriously 
object  to  an  increased  selling  price,  due  to  new 
revenue  tax.  They  look  upon  this  as  a  part  of 
war  conditions  and  they  do  not  believe  that 
such  a  tax  will  work  a  great  hardship  on  selling, 
but  that  the  condition  will  be  that  most  buyers 
will  buy  anyhow  but  will  take  a  machine  per- 
haps a  size  less  than  they  would  have  bought 
without  the  tax.  The  customers,  most  of  them, 
are  receiving  increased  wages  because  of  the 
war,  so  they  are  not  objecting  to  taxes.  In 
fact,  a  great  many  of  the  present-day  cus- 
tomers practically  admit  that  they  are  buying 
solely  because  of  conditions  brought  to  them 
because  of  the  war  and,  whatever  the  cost  may 
be,  they  are  that  much  above  former  conditions. 

Manager  Guttenberg,  of  the  Vocalion  depart- 
ment at  Aeolian  Hall,  reports  a  unique  condi- 
tion as  regards  the  local  situation.  He  says 
that  in  the  two  months  since  the  end  of  the 
fiscal  year  of  the  local  branch  the  talking  ma- 
chine department  has  showed  an  increase  of 
more  than  200  and  300  per  cent.  His  supply 
of  machines  has  never  been  quite  up  to  selling 
capacity,  but  it  has  been  ample  to  meet  the  de- 
mands from  day  to  day. 

During  August  Mr.  Guttenberg  made  a  vaca- 
tion trip  to  the  Gulf  Coast,  and  while  there  made 
a  few  side  trips  to  inquire  into  the  talking  ma- 
chine business  in  the  various  centers.  He 
found  that  in  the  cities  most  favored  by  war  in- 
dustries the  business  was  running  away  from  all 
expectations.  These  towns  include  Mobile, 
where  the  shipyards  are  sending  the  population 
figures  up  by  jumps,  and  in  Birmingham,  where 
the  iron  industry  is  expanding  to  meet  the  war 
demands.  In  New  Orleans,  where  there  is  lit- 
tle special  industry,  he  found  that  trade  is 
good,  but  the  population  is  depleted  because  of 
wage  attractions  of  nearby  cities. 

The  jobbing  business,  Mr.  Guttenberg  says, 
is  all  that  could  be  asked.  He  does  not  find  it 
necessary  to  push  the  Vocalion  on  any  one,  but 
a  town  is  carefully  sized  up  and  then  the  local 
representation  is  offered  to  the  desirable  store 
and  it  is  quickly  snapped  up.  No  experiments 
are  being  made. 

Acting  Manager  Roos,  of  the  Columbia  Co., 
who  was  transferred  here  from  Cleveland  about 
the  first  of  August,  is  now  settled  in  his  new 
place  and  is  getting  acquainted  with  his  trade. 
He  returned  from  a  trip  to  Cleveland  the  first 
of  September,  having  completed  his  business 
there  and  moving  his  family  to  St.  Louis.  Dur- 
ing August  he  spent  most  of  his  time  getting 
things  to  running  his  way  and  in  seeing  just 
how  the  branch  stood.     He  had  received  sev- 


eral very  good  shipments  and  the  distribution 
of  these  placed  his  territory  in  better  condition 
to  meet  the  extraordinary  demands  for  ma- 
chines. The  record  business,  it  was  said  at  the 
Columbia  branch,  is  running  beyond  all  expecta- 
tions, but  that  deliveries  were  being  made  in 
very  fair  proportion  and  on  a  basis  that  is  much 
more  encouraging  to  dealers  than  that  which 
prevailed  earlier  in  the  season. 

The  Silverstone  Music  Co.  has  completed  ar- 
rangements for  a  long  series  of  tone  test  dem- 
onstrations in  St.  Louis  and  their  trade  district. 
Victor  Dalhart  will  be  in  St.  Louis  and  will 
spend  considerable  time  in  this  section.  Mark 
Silverstone,  president  of  the  company,  returned 
the  first  of  the  month  from  a  trip  to  the  Pa- 
cific Coast  that  began  with  the  World  Adver- 
tising convention  in  San  Francisco  two  months 
ago.  He  has  since  been  visiting  the  noted  spots 
and  enjoying  himself. 

General  Manager  Goldberg,  of  the  Silver- 
stone Co.,  announced  the  arrival  of  a  son  dur- 
ing August. 

Gus  Hanschen,  manager  of  the  talking  ma- 
chine department  of  the  Vandervoort  Music 
Salon,  enlisted  in  the  engineering  department 
of  the  army  recently.  Mr.  Hanschen  is  a  grad- 
uate engineer,  but  had  never  followed  that  busi- 


ness. After  he  left  school  he  continued  his. 
music  studies,  and  before  he  entered  the  talking 
machine  business  he  was  locally  famous  as  an 
exponent  of  ragtime  music  and  he  managed  and 
led  an  orchestra  that  was  extremely  popular 
during  the  dancing  revival.  For  the  last  two 
years  his  orchestra  supplied  music  for  the  open 
air  dances  given  by  the  city  in  the  parks. 

J.  B.  Sabbath,  manager  of  the  talking  machine 
department  of  the  Kieselhorst  Music  Co.,  left 
late  in  August  for  a  motor  trip  to  Sandusky, 
O.,  and  other  points  of  interest  in  that  section. 

Manager  Stafnebach,  of  the  Hellrung  & 
Grimm  Pathe  department,  has  been  making  a 
series  of  trips  into  his  jobbing  territory  to  see 
that  the  dealers  understood  the  present  busi- 
ness conditions.  He  says  that  it  is  not  a  ques- 
tion of  selling  machines  or  of  obtaining  dealers, 
for  both  can  be  accomplished  beyond  capacity 
of  stock  available,  but  rather  he  is  seeking  to 
put  his  territory  on  the  most  dependable  basis 
for  the  period  of  the  war  so  that  he  may  be 
ready  to  go  ahead  with  confidence  and  little 
need  of  driving  when  restrictions  are  lifted. 


KEEP  TAB  ON  YOUR  COMPETITORS 


"In  business  watch  your  competitors.  No  one 
man  or  concern  has  a  monopoly  of  all  the  best 
brains  and  methods.  Let  competition  be  an 
incentive  to  your  energy  and  ambition.  Give 
the  other  fellow  a  fair,  square  deal  arid  beat  him 
out  on  your  merits." — Walter  H.  Cottingham. 


William 

and 

Mary 

Period 

Model 


^  A  truly  unusual  in- 
strument for  those  not 
content  with  the  ordinary 


Incomparable 


THE  DELPHEON  COMPANY 


BAY  CITY 


MICHIGAN 


Or  Write  to  Distributors 


44 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


NEW  WINDOW  DISPLAYS 

FOR  EDISON  DEALERS 


Four  Elaborate  Window  Displays  Designed  by 
Ellis  Hansen  Now  Ready  for  Distribution — 
New  Displays  Each  Month  at  Nominal  Cost 


Thomas  A.  Edison,  Inc.,  announce  that  they 
are  now  prepared  to  furnish  to  their  dealers  four 
elaborate  window  displays  prepared  by  Ellis 
Hansen,  the  well-known  expert  in  that  line,  and 
which  were  shown  for  the  first  time  at  the  Edi- 
son dealers'  convention  held  in  New  York  last 
June.  The  Edison  interests  have  always  con- 
sidered artistic  window  displays  as  most  im- 
portant adjuncts  to  the  national  advertising 
campaign  and  have  encouraged  both  jobbers 
and  dealers  to  give  this  matter  their  attention. 
In  securing  the  services  of  Mr.  Hansen  for  de- 
signing and  arranging  special  window  displays, 
the  company  are  able  to  place  at  the  service 
of  the  dealer,  at  nominal  cost,  window  displays 
that  would  prove  beyond  his  means  were  he  to 
have  them  designed  and  arranged  for  his  exclu- 
sive use. 

Ellis  Hansen  has  a  national  reputation  as  one 
of  the  leading  window  display  men  of  the  coun- 
try, with  a  special  ability  for  handling  phono- 
graph displays.  Not  only  has  his  work  been 
commented  on  in  all  of  the  prominent  music 


Cut  No.  1 — Ellis  Hansen  Display, 


Cut  No.  2 — Attractive  Ellis  Hansen  Display,  Showing  Dance  Figure 

trade  papers,  but  also  in  such  advertising  jour- 
nals as  "Printers'  Ink,"  "The  Merchant  Record 
and  Show  Window"  and  others.  His  work  is 
also  described  at  length  in  the  "Library  of  Ad- 
vertising," by  A.  P.  Johnson,  a  standard  work 
on  advertising.  The  editor  of  this  volume, 
Thomas  A.  Bird,  who  is  a  recognized  authority 
on  the  subject  of  window  displays,  refers  to 
Mr.  Hansen  as  the  "best  man  in  America"  in 
displaying  musical  instruments. 

The  Hansen  displays  (see  cuts  1  and  2)  are 
made  in  three  sizes:  large  size,  11  feet  8  inches 
wide  by  8  feet  4  inches  high;  medium  size,  7 
feet  8  inches  wide  by  7  feet  6  inches  high,  and 
the  third  to  fit  in  smaller  windows.  In  most 
of  the  displays  life-size  figures  are  to  be  used 
for  center  pieces.  Such  figures  are  sold  sep- 
arately to  dealers  with  windows  too  small  to 
accommodate  the  regular  size  displays.  In  this 
way  all  Edison  dealers  with  display  windows, 
no  matter  how  small,  are  able  to  take  advantage 
of  the  Hansen  service. 

The  permanent  frame  work  for  the  largest  size 
display  consists  of  three  well-made  wood  frames, 
enameled  in  ivory  tint  and  with  openings  for 
seven  panels  that  can  easily  and  quickly  be  re- 
placed by  other  panels,  thereby  changing  the 
entire  appearance  of  the  window.  The  cost  of 
the  fixtures,  to  be  bought  only  once,  is: 
For  large  size  windows,  11  feet  8  inches 

wide   $15.00 


Showing  Figure  of  Frieda  Hempel 

For  medium  size  windows,  7  feet  8  inches 

wide    14.00 

For  smaller  windows,  no  fixtures  required. 
The  cost  of  panels  and  figures  is: 

For  large  size  windows,  11  feet  8  inches 
wide       ,  .$16.00 

For  medium  size  windows,  7  feet  8  inches 
wide    9.50 

For  small  windows   8.85 

Record  display  stands,  85  cents  each,  ,or  $10 

per  dozen. 

In  its  bulletin  to  jobbers  and  dealers  concern- 
ing these  displays  the  Edison  Co.  emphasize 
that  such  a  display  as  this  if  designed  and  pur- 
chased by  a  dealer  individually  would  cost  some- 
thing over  $100. 

Under  the  service  plan  as  it  is  now  operated 
these  displays  are  manufactured  each  month 
and  an  entirely  different  design  is  sent  out. 
Each  display  is  so  designed  that  it  will  fit  into 
the  original  stock  fixtures  purchased  by  the 
dealers  subscribing  to  the  service. 

The  second  series  is  for  dealers  who  desire 
a  less  pretentious  and  more  inexpensive  form 
of  display.  This  offers  a  complete  window  dis- 
play service,  changed  monthly,  at  $1.50  per 
month.     (See  cuts  3  and  4.)  ■ 

The  plan  of  distribution  of  this  series  is  as 
follows: 

Each  month  a  complete  window  display  out- 


Cut  No.  3 — A  Less  Elaborate  Form  of  Display  Designed  by  Ellis  Hansen 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


45 


fit  is  designed  and  prepared,  and  jobbers  are 
shipped  as  many  sets  as  they  have  on  order. 
Each  display  is  packed  separately,  ready  for 
reshipment  to  the  dealer,  and  in  shape  to  be  set 
up  as  soon  as  it  is  received.  There  is  in  each 
monthly  display  one  dominating  display  card, 
supplemented  by  several  smaller  cards,  as  shown 
in  the  accompanying  illustration,  ten  pieces  in 
all  each  month,  lithographed  in  poster  colors, 
on  coated  cardboard,  die  cut  and  easeled  ready 


The  first  monthly  display  of  this  series  con- 
sists of  (a)  a  two-part  cut-out  of  Giovanni  Zena- 
tello  as  a  centerpiece,  22  inches  wide  by  28  inches 
high.  By  means  of  an  electric  light  placed  be- 
tween the  two  sections  of  this  cut-out  a  striking 
footlight  effect  is  produced;  (b)  a  cut-out  of 
Mr.  Edison  treated  in  novel,  artistic  effect,  22 
inches  wide  by  14  inches  high;  (c)  four  novel 
cut-outs  each  14  inches  wide  by  18  inches  high, 
and  each  holding  an  actual  Re-Creation,  dis- 


Cut  No.  4 — A  Different  Arrangement  of  Same  Display  Material  as  Shown  in  No.  3 


for  placing  in  the  window.  Each  display  is  so 
designed  as  to  permit  of  several  different  ar- 
rangements. How  widely  different  and  yet 
equally  attractive  these  may  be  made  is  shown 
by  two  of  the  illustrations  herewith,  which  show 
different  arrangements  of  the  same  display. 


playing  a  picture  of  the  artist,  and  also  the  num- 
ber and  title  of  the  selection. 

In  addition  to  the  window  displays  Thomas 
A.  Edison.  Inc.,  have  also  arranged  to  supply 
their  dealers  with  a  new  electric  indoor  display 
sign  constructed  of  metal  with  frosted  glass 


^e  perfectTone 


foMB/ery  Ho*e 

This  Company  in  order  to  improve  its  models  at 
minimum  cost  has  decided  to  concentrate  its  efforts  of 
production  upon  the  making  of  two  models  retailing 
at  $70  and  $90. 


Convince  Yourself  of  Operollo  Supremacy 
and  Service  by  Ordering  a  Sample — NOW. 


Write  immediately  for  descriptive  literature, 
terms  and  territory. 


Distributors 

LYRIC  RECORDS        WALL  KANE  STEEL  NEEDLES 

Operollo  Phonograph  Company 

54  West  Lafayette  Blvd.  Detroit,  Mich. 


slides  in  front  to  carry  any  desired  messages  to 
the  public.  The  sign  is  equipped  with  a  re- 
volving cylinder  surrounding  the  electric  light, 
and  which  flashes  different  colors  on  the  sign 
at  regular  intervals,  giving  the  effect  of  ex- 
treme and  delicate  tints  constantly  flowing 
across  the  sign.  The  sign  complete  with  one 
advertising  plate  is  offered  the  dealer  at  $6.50, 
while  additional  glass  plates,  and  bearing  differ- 
ent copy,  are  obtainable  at  $1.25  each.  The 
company  have  also  arranged  to  supply  the  deal- 
ers with  life-size  cut-outs  of  Edison  artists,  the 
first  being  that  of  Anna  Case. 


SURPRISE  FOR  GEORGE  W.  HOPKINS 


Portfolio  Containing  Photographs  of  Managers, 
Assistant  Managers  and  Salesmen  of  Colum- 
bia Branches  to  Be  Presented  to  General  Sales 
Manager  on  His  Return  From  the  West 


During  the  recent  absence  from  New  York  of 
George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Co.,  who  spent  the  month  of  July 
on  the  Pacific  Coast,  Frank  K.  Pennington,  as- 
sistant general  sales  manager  of  the  company, 
prepared  a  surprise  for  Mr.  Hopkins  that  is 
now  materializing. 

In  a  letter  to  the  Columbia  branch  managers 
Mr.  Pennington  outlined  his  "surprise,"  the 
letter  reading  in  part  as  follows:  "You  and 
your  organization  expect  to  and  will  put  July 
'over  the  top'  in  a  big  way  in  face  of  and  de- 
spite every  obstacle.  This  is  a  task  we  have 
set  for  ourselves  as  a  splendid  surprise  for  Mr. 
Hopkins.  In  order  to  make  the  surprise  com- 
plete, convincing  and  leave  a  permanent  record 
of  your  accomplishment  in  the  office  of  the 
general  sales  manager,  I  desire  you  to  send  me 
at  as  early  a  date  as  possible  an  autographed 
cabinet-sized  photograph  of  yourself,  your  as- 
sistant manager  and  each  one  of  your  salesmen. 
We  are  having  prepared  group  frames,  in  which 
the  pictures  of  the  managers  will  be  displayed 
on  the  walls  of  Mr.  Hopkins'  office.  Photo- 
graphs of  the  assistant  managers  and  salesmen 
will  be  displayed  in  a  handsome  album,  so  that 
Mr.  Hopkins  can  have  it  in  easy  reach  at  all 
times. 

"It  is  our  purpose  to  attach  to  each  manager's 
and  assistant  manager's  photograph  a  state- 
ment of  the  percentage  of  increase  the  branch 
shows  in  July,  1918,  over  July,  1917,  and  a  sim- 
ilar statement  to  the  photograph  of  each  sales- 
man. This  will  give  our  chief  a  complete, 
graphic  visualization  of  both  the  personnel  of 
the  sales  force  and  the  accomplishment  of  each 
man  in  July. 

"Now,  let's  enter  heartily  into  the  spirit  and 
purpose  of  this  Jul3r  campaign,  backed  with  Co- 
lumbia determination  and  filled  with  Columbia 
enthusiasm,  to  put  July  'over  the  top.'" 

It  is  gratifying  to  note  that  in  response  to 
Mr.  Pennington's  letter  the  members  of  the 
Columbia  sales  staff  entered  heartily  into  his 
plan,  and  July  sales  went  well  "over  the  top." 
In  addition  to  showing  a  substantial  increase 
over  last  July,  the  totals  for  the  month  were 
ahead  of  June  of  this  year,  maintaining  the 
splendid  record  achieved  by  the  Columbia  or- 
ganization in  1918,  wherein  each  month  this  year 
has  shown  a  gain  over  its  predecessor. 

Photographs  of  the  managers,  assistant  man- 
agers and  salesmen  have  been  received  by  Mr. 
Pennington  from  Columbia  branches  in  all  parts 
of  the  country,  and  the  framed  group  and  album 
will  soon  be  ready  for  formal  presentation  to 
Mr.  Hopkins. 


Record  Delivery 
Envelopes 

Safe  -  Swift  -  Secure 


The  heavy  paper 
means  protection ; 
the  button  and  cord 
mean  speed  —  you 
can  wait  on  more 
customers. 

Bring  out  YOUR 
OWN  NAME. 
Every  time  an 
envelope  leaves  your 
/  store,  let  the  adver- 
tisement on  it  take 
your  name  to  the 
homes  and  bring  new 
trade.  The  advertising 
more  than  pays  for  the  envelope. 
Write  for  samples  and  prices. 

Lewis  C.  Frank,  694  Book  Bldg.,  Detroit 


46 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


CLEVELAND  TRADE  IN 

AN  OPTIMISTIC  MOOD 


Dealers  in  Northern  Ohio  Hold  Annual  Outing 
— Goodman  Co.  Affairs  Arouse  Interest — 
Watching  Effect  of  New  Draft  on  Trade 


MICA 


BEAUTIFUL  EDGE 

DIAPHRAGMS  OF  BEAUTY 

THE  INTERNATIONAL  MICA  COMPANY 

Factory.  37th  and  Brandywine  Streets  Office  and  Sales  Department,  1228  Filbert  Street 

PHILADELPHIA 


Cleveland,  O.,  September  5. — The  annual  out- 
ing and  picnic  of  the  members  of  the  Talking 
Machine  Dealers'  Association  of  Northern  Ohio, 
held  on  August  28,  was  the  biggest  affair  of  the 
kind  they  have  held  since  the  custom  was 
adopted.  The  affair  was  primarily  a  social 
stunt,  yet  members  came  together  on  abusiness 
basis  and  several  phases  of  the  trade  and  pros- 
pects for  better  conditions  were  looked  into 
critically.  The  picnic  side  of  the  outing  con- 
sisted of  various  athletic  and  similar  exhibi- 
tions. 

The  association  continues  to  adhere  to  its 
patriotic  ideas  regarding  the  internment  of  Ger- 
man records.  Dealers  admitted  they  had  lost 
some  business  because  of  the  absolute  with- 
drawal of  all  talking  machine  records  which 
have  a  German  tinge. 

The  coming  of  the  Columbia  record  repro- 
ducing General  Pershing's  plea  for  aid  in  win- 
ning the  world  war  is  looked  forward  to  here 
with  much  interest.  Dealers  predict  this  record, 
made  in  France,  will  have  the  greatest  sale  of 
any  record  ever  manufactured. 

Just  what  disposition  will  be  made  of  the  large 
stock  of  the  Goodman  Piano  Co.,  which  went 
into  receivership  two  weeks  ago,  with  $235,000 
debts  and  assets  consisting  of  $31,000  in  stock, 
$100,000  in  a  realty  lease  and  $225,000  commer- 
cial paper  taken  in  payment  for  musical  instru- 
ments, has  not  been  stated.  The  company  car- 
ried a  large  line  of  talking  machines,  records, 
music  rolls,  pianos,  player-pianos  and  acces- 
sories. Many  of  the  talking  machines  are  used 
instruments.  Default  on  interest  on  $50,000 
bonds  issued  May  1,  1917,  brought  about  the 
receivership,  which  was  a  friendly  move  to  pro- 
tect the  bondholders. 

The  Brunswick-Balke-Collender  Co.'s  Cleve- 
land office  reports  an  unusual  business  for 
August  in  talking  machines  and  the  sale  of  the 
firm's  new  sound  producer.  Despite  the  dul- 
ness  generally  prevailing,  the  branch  office  man- 
ager, W.  F.  Young,  regards  business  conditions 
as  good,  all  things  considered. 

The  Collister  &  Sayle  Co.,  retailer  of  Victor 
machines,  is  featuring  the  Victor  dogs  in  an 
attractive  line  of  advertising  in  the  firm's  show 
windows.  The  dogs  are  uniquely  displayed 
among  machines  and  records. 

The  University  Music  Co.  is  making  a  run  on 
Cheney  talking  machines,  which  are  becoming 


quite  popular  in  this  vicinity.  Purchasers  praise 
the  tone  of  these  instruments. 

"We  are  going  to  put  over  a  big  September 
business  in  talking  machines  despite  the  gloomy 
prospects  caused  by  the  war,"  said  Dan  J.  No- 
lan, manager  of  the  talking  machine  department 
of  the  May  Co.  "The  sweeping  effects  of  the 
new  draft  law  will  probably  eat  into  our  sales 
force,  but  we  are  going  to  try  and  keep  going." 

Talking  machine  dealers  in  general  admit  that 
the  new  draft  will  "clean  out"  some  of  them, 
or  almost  so,  if  calls  for  more  soldiers  are  as 
fast  as  General  Crowder  indicates.  The  per- 
centage of  salesmen  and  office  employes  from 
piano  and  talking  machine  stores  in  Cleveland 
is  already  quite  heavy.  Service  emblems  with 
several  stars  are  displayed  by  some  of  the  deal- 
ers and  no  one  of  them  is  without  at  least  one 
star  in  a  flag. 

Friends  of  James  H.  Rogers,  widely  known 
Cleveland  composer  and  music  critic,  are  con- 
soling him  over  the  tragic  death  of  his  son, 
Henry,  an  army  lieutenant  who  killed  himself 
at  the  grave  of  his  sweetheart,  in  a  cemetery 
of  a  Cincinnati  suburb,  last  week.  The  young 
man  was  highly  esteemed  and  popular  among 
music  and  musical  dealers  in  this  city. 

Trade  acceptances  are  gaining  a  good  foot- 
hold among  talking  machine  dealers,  who  admit 
that  this  form  of  commercial  paper  is  about  the 
best  and  most;  desirable  ever  offered.  D.  C. 
Wills,  chairman  of  the  Cleveland  Federal  Re- 
serve Bank,  and  other  leading  bankers,  have 
been  campaigning  in  favor  of  acceptances,  and 
piano  and  talking  machine  dealers  are  urged 
to  use  acceptances  when  they  can  consistently 
do  so.  Mr.  Wills  points  out  that  this  class  of 
paper  is  desired  by  his  bank  and  others  because 
of  its  acceptable  nature  in  negotiating  loans. 

Talking  machines  played  an  important  part 
in  entertaining  delegates  to  the  meeting  of  the 
American  Bar  Association  and  that  of  the  Re- 
tail Dealers'  National  Association,  in  Cleveland, 
recently.  Machines  provided  patriotic  and  other 
music  for  delegates  in  the  convention  hall  and 
at  Luna  Park,  where  outings  were  held.  Some 
of  the  visiting  delegates  declared  that  music, 
next  to  the  Red  Cross  and  Y.  M.  C.  A.,  is  the 
biggest  element  in  making  soldiers  in  camps  and 
overseas  contented  while  away  from  home  and 
friends. 

The  woman  manager  in  the  talking  machine 


field  no  longer  is  a  possibility,  but  a  fact.  Mrs. 
Loretta  Flading  is  now  in  charge  of  the  Eclipse 
Musical  Co.'s  retail  talking  machine  department, 
and,  according  to  General  Manager  C.  K.  Ben- 
nett, she  is  doing  good  work  for  the  house. 
For  some  time  past  Mrs.  Flading  has  had  her 
staff  concentrate  on  patriotic  records  with  the 
result  that  sales  have  mounted  big — in  fact,  they 
have  only  been  limited  by  the  amount  of  Victor 
records  procurable.  In  this  connection  she  is 
using  to  very  good  advantage  a  book  of  sol- 
diers' songs,  which  is  presented  to  customers, 
and  the  words  of  the  song  are  followed  as  the 
record  is  played,  with  the  result  that  the  cus- 
tomers seem  to  appreciate  more  keenly  than 
ever  the  exact  value  of  the  record.  The  idea 
is  one  well  worth  emulation.  Mrs.  Flading  plans 
in  September  to  inaugurate  a  series  of  patriotic 
windows,  which  will  do  their  share  in  stimu- 
lating interest  in  music  as  a  factor  of  impor- 
tance in  wartime. 

The  talking  machine  department  of  the  Bailey 
Co.  has  been  represented  in  an  advertising  way 
three  times  a  week  in  the  daily  papers,  thanks  to 
the  far-sighted  and  progressive  policy  of  E.  A. 
Friedlander,  the  manager.  The  Bailey  Co.  have 
been  featuring  the  Edison  to  good  purpose,  and 
have  recently  taken  on  the  Widdicomb  phono- 
graph— a  very  artistically  designed  instrument 
which  is  admirably  displayed  by  this  house.  It 
is  intended  to  enlarge  the  talking  machine  de- 
partment this  fall,  and  alterations  to  the  end 
will  soon  be  started  so  that  the  entire  work  will 
be  finished  ere  the  fall  trade  really  opens  up. 

The  Wolfe  Music  Co.  has  added  a  big  line 
of  new  talking  machines  to  its  stock. 


SOJOURNING  IN  THE  ADIRONDACKS 

Otto  Heineman,  president  the  Otto  Heineman 
Phonograph  Supply  Co.,  this  city,  accompanied 
by  Mrs.  Heineman,  left  last  week  for  a  well- 
deserved  rest  in  the  Adirondacks.  Although  Mr. 
Heineman  has  made  no  specific  promises  to  his 
associates,  he  has  taken  along  a  considerable 
quantity  of  Meisselbach  fishing  paraphernalia, 
including  "Tak-a-part"  fishing  reels  and  other  in- 
cidental necessities.  Mr.  Heineman's  skill  as  a 
fisherman  is  admitted  by  those  who  know  him 
well,  and  he  confidently  expects  to  prove  a 
worthy  disciple  of  Sir  Izaak  Walton  during  his 
stay  in  the  Adirondacks. 


r 


SERVICE  THAT  BUILDS 
CONFIDENCE 


We  work  for  and  with  the  Victor  Dealer 
both  in  supplying  him  with  Victrolas  and 
records  and  in  helping  him  sell  them  to 
best  advantage.  Our  interest  in  a  machine 
or  record  ends  only  when  it  is  in  the  home 
of  the  customer,  and  we  try  to  help  the 
dealer  place  it  there.  Our  dealers'  con- 
fidence in  us  makes  this  possible.  We're 
partners  to  that  extent. 


ICLIPSE 

L  J 


ECLIPSE  MUSICAL 

CLEVELAND  - 


CO. 

OHIO 


The  Talking  Machine  World,  Nezv  York,  September  15,  1918 


CHICAGO 


Otto  Heineman  Phonograph  Supply  Co. 

INCORPORATED 

25  WEST  45th  STREET,  NEW  YORK 
FACTORIES,  ELYRIA,  O.— NEWARK,  N.  J. 
PUTNAM,  CONN.        SPRINGFIELD,  MASS. 

ATLANTA  SEATTLE  CINCINNATI 


TORONTO 


MOTOR 
PERFECTION 

The  achievements  and  progress  in  phono- 
graph motor  manufacturing  in  recent  years 
are  emphasized  in  the  latest  designs  of 

HEINEMAN  and  MEISSELBACH  MOTORS 


Heineman  Motor  No.  77  Meisselbach  Motor  No.  16 


|]T    HEINEMAN  and  MEISSELBACH  Motors  are  recognized  the  world 
JJ     over  as  the  best  horizontal  and  vertical  spring  motors  that  are  produced. 


They  are  offered  to  the  trade  with  an  iron-clad  guarantee  from 
the  world's  largest  manufacturers  of  phonograph  motors. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


47 


L.  F.  GEISSLER  RESIGNS  AS  GENERAL  MANAGER  OF  VICTOR  CO.    lends  aid  IN  converting  plants 


Directors  of  the  Company  Accept  His  Resignation,  Which  Becomes  Effective  January  1,  With 
Sincere  Regret — Has  Long  Been  a  Figure  of  National  Importance  in  Talking  Machine  Industry 


The  talking  machine  trade  in  general  will 
learn  with  regret  of  the  resignation  of  Louis  F. 
Geissler  as  general  manager  of  the  Victor  Talk- 
ing Machine  Co.,  which  has  been  accepted  with 
great  reluctance  by  the  directors  of  the  com- 
pany, and  which  becomes  effective  on  January 
1,  1919. 

The  resignation  of  Mr.  Geissler  was  made 
known  in  an  official  announcement  sent  out  to 
the  trade  by  the  Victor  Co.  under  date  of  Sep- 
tember 1,  which  read  as  follows: 

"In  the  early  part  of  the  current  year  Mr. 
Louis  F.  Geissler,  feeling  that  almost  forty  years 
of  strenuous  business  service  entitled  him  to 
look  forward  to  an  opportunity  for  rest  and 
recuperation,  advised  our  Board  of  his  desire 
to  relinquish  the  arduous  duties  of  general  man- 
ager at  the  company's  convenience. 

"Realizing  the  importance  and  value  of  Mr. 
Geissler's  work  it  was  with  great  reluctance 
that  the  Board  acceded  to  his  request  and  ac- 
cepted his  resignation  to  be  effective  at  the  end 
of  the  year. 

"As  stated  in  the  Board's  official  minute 
acknowledging  his  colleagues'  appreciation  of 
Mr.  Geissler's  services  to  the  company,  it  is  a 
source  of  gratification  to  the  directors  to  be  able 
to  announce  that  he  will  continue  as  a  director 
after  retiring  as  general  manager  and  thus  en- 
able the  company  and  its  esteemed  customers 
to  enjoy  the  benefit  of  his  ripe  judgment  and 
large  experience. 

"The  office  of  general  manager  will  not  be 
immediately  filled,  but  the  functions  of  that  office 
will  be  assumed  by  the  executive  committee. 
Mr.  Ralph  L.  Freeman,  a  director  and  secretary 
of  our  company,  who  has  been  with  the  com- 
pany in  various  capacities  for  about  twelve 
years,  will  devote  particular  attention  to  and 
act  for  the  executive  committee  in  matters  af- 
fecting the  mutual  interests  of  the  trade  and  the 
company,  assisted  by  Mr.  Henry  C.  Brown  as 
sales  manager,  and  the  selling  department  staff. 

"The  continued  co-operation  of  the  trade,  so 
essential  to  a  realization  of  our  ideals  of  busi- 
ness relations  and  business  success,  is  earnestly 
solicited." 

The  company's  announcement  was  accompa- 
nied by  the  following  statement  from  Mr.  Geiss- 
ler: 

"Referring  to  the  company's  announcement  of 
even  date,  which  is  issued  now  at  my  request,  I 
desire  to  express  my  heartiest  appreciation  of 
your  courtesy  and  co-operation  during  the  thir- 
teen years  of  my  incumbency  as  general  man- 
ager and  to  assure  the  trade  of  my  continued 
active  interest  as  a  director  in  the  affairs  of  the 
company,  and  particularly  in  the  progress  of  all 
matters  of  special  interest  to  our  wholesalers 
and  retailers. 

"My  prediction  is  that  after  peace  conditions 
are  restored  we  shall  all  enjoy  a  more  rapid 


development  and  expansion  of  business  than 
ever  before  in  the  history  of  our  industry." 

Mr.  Geissler,  who,  for  the  past  decade  or  more, 
has  been  one  of  the  most  popular  figures  in  the 
talking  machine  industry,  became  connected 
with  the  Victor  Talking  Machine  Co.  on  Octo- 
ber 1,  1915,  after  having  been  connected  with 
Sherman,  Clay  &  Co.,  the  prominent  music 
house  of  San  Francisco,  Victor  jobbers  for  that 
territory,  for  twenty  years  as  managing  direc- 
tor. He  brought  with  him  into  the  company  a 
broad  viewpoint  regarding  the  possibilities  of 
the  talking  machine  as  an  influence  in  the  musi- 


Louis  F.  Geissler 

cal  world,  and  it  was  through  his  efforts  and 
through  his  influence  as  exerted  upon  those 
associated  with  him  that  the  talking  machine 
developed  from  what  was  considered  a  novelty 
and  a  toy  to  its  present  position  in  the  front 
rank  of  musical  instruments.  Mr.  Geissler  has 
always  been  a  firm  believer  in  the  artistic  side 
of  the  instrument,  and  has  been  largely  instru- 
mental in  lining  up  artists  of  world-wide  re- 
nown in  support  of  the  talking  machine. 

Mr.  Geissler's  executive  ability  has  always 
been  of  a  high  order,  and  under  his  management 
the  Victor  Co.  developed  an  organization  that 
is  considered  a  model  of  its  kind.  Those  who 
will  assume  the  duties  to  be  relinquished  by  Mr. 
Geissler  are  men  who  have  long  been  imbued 
with  the  Victor  Co.  ideals,  and  who  are  thor- 
oughly familiar  and  in  accord  with  its  policies. 


The  Reynolds  News  &  Stationery  Co.,  Tor- 
rington,  Conn.,  has  enlarged  considerably  its 
Columbia  Grafonola  department. 


War  Finance  Corporation  Extending  Help  to 
Industries  Being  Transformed  for  War  Pro- 
duction, to  Assure  Firm  Financial  Footing 


Washington,  D.  C,  August  31. — Government 
financial  aid  was  available  under  certain  condi- 
tions to  industries  in  the  process  of  conversion 
from  less  essential  production  to  manufacture  of 
materials  contributing  to  prosecution  of  the  war, 
officials  of  the  War  Finance  Corporation  to-day 
explained.  This  was  prompted  by  reports  that 
many  manufacturing  concerns  were  threatened 
with  bankruptcy  or  entire  suspension  during  the 
war  because  they  had  insufficient  funds  to  per- 
mit changes  in  their  plants  or  processes  neces- 
sary to  transform  them  into  essential  industries. 

The  principal  conditions  for  obtaining  aid 
from  the  Government's  half  billion  dollar  fund 
established  to  tide  war  industries  over  critical 
periods  are  that  the  concern  must  be  engaged 
in  industry  or  business  essential  during  the  war 
period  and  that  its  credit  must  be  of  a  nature 
to  provide  adequate  collateral  for  the  loan. 

Bernard  M.  Baruch,  chairman  of  the  War  In- 
dustries Board,  announced  to-day  that  curtail- 
ments of  less-essential  industries  would  become 
increasingly  stringent  as  the  war  progressed, 
and  that  consequently  the  question  of  Govern- 
ment financial  aid  for  industries  under  conver- 
sion promised  to  take  on  added  importance.  He 
indicated  he  was  anxious,  however,  to  minimize 
the  difficulty  for  these  industries  and  to  pre- 
vent their  wrecking  or  suspension  for  the  war, 
and  for  this  reason  he  has  taken  the  question 
to  the  War  Finance  Corporation. 


IT  IS  NOW  SERGEANT  MacKINNON 

Emerson  dealers  in  metropolitan  territory  and 
in  New  York  State  will  be  glad  to  know  that 
C.  D.  MacKinnon,  formerly  traveling  representa- 
tive for  the  Emerson  Phonograph  Co.,  has  re- 
cently been  advanced  to  the  rank  of  sergeant 
in  the  Aviation  Corps  of  the  U.  S.  Army.  Mr. 
MacKin  non  volunteered  for  service  with  Uncle 
Sam's  forces,  even  though  he  had  dependents, 
and  as  a  member  of  the  aviation  corps  was  sent 
to  Kelly  Field  in  San  Antonio,  Texas.  After  a 
short  while,  he  was  promoted  to  the  post  of 
corporal,  and  now  he  has  been  appointed  ser- 
geant 

It  is  a  coincidence  that  Mr.  MacKinnon  was 
succeeded  in  his  Emerson  work  by  another 
"Mac,"  who  has  the  same  sterling  qualities  as 
his  predecessor.  Bob  MacMacken,  who  visited 
the  local  Emerson  dealers  before  joining  the 
U.  S.  Army,  is  now  at  Camp  Wadsworth,  S.  C, 
and  his  letters  are  filled  with  enthusiasm  and 
optimism. 


Assistant  General  Sales  Manager  A.  P.  Burns 
represented  the  Edison  laboratories  at  the  sec- 
ond annual  convention  of  Edison  dealers  held 
by  the  Diamond  Music  Co.,  Edison  jobbers 
in  New  Orleans,  in  that  city  on  August  28. 


The  Duo-Tone 

EQUIPPED  WITH  TUNGSTEN  NEEDLES 


Soft 

without 


Thousands  of  talk- 
ing  machine 
owners  are  using 
the  Duo-Tone  and 
De  Luxe  Needles. 


Loud 


changing 


The  De  Luxe  Stylus 

SEMI-PERMANENT 
Plays  lOO  to  300  Records 


No  Scratch  or  Hiss 


Perfect  Points 


Mr  Dealer:  Are  you  interested  in  increasing  your  profits  and  satisfy- 
ing your  customers?  Would  you  invest  $11.75  to  make  a  quick  profit 
of  $7.45?  If  so,  order  at  once  our  attractive  Counter  Display  Stand  or 
Silent  Salesman,  containing  12  Duo-Tones  and  24  packages  De  Luxe 

Needles.         Descriptive  circulars  furnished. 


The  Duo-Tone  Company,  Ansonia,  Conn. 


48 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


{ 


There  Is  A 


CO 


Wilsonian 
Phonograph 


For  Every  Home 

Wilsonian  Phonographs  are  made  in  seven 
new  and  wonderfully   improved  models 

Retailing  at  $40.00  to  $190.00 

Each  instrument,  regardless  of  its  price,  is  of  the  highest 
quality  in  every  detail  of  appearance,  construction  and  tone 
refinements. 

Each  instrument,  regardless  of  its  price,  is  absolutely  guaranteed  by  both  this 
company  and  our  parent  concern — Wilson  &  Co.— the  great  Chicago  packers. 

You  Do  Not  Have  to  Turn  Customers  Away 
If  You  Handle  the  Wilsonian  Line 

In  the  complete  line  of^Wilsonian  Phonographs  there  is  a  special  instrument  to 
suit  every  home  and  to  fit  every  purse.  Every  prospect  who  enters  your  store  can  be 
satisfied  in  every  particular  if  you  have  the  complete  assortment  of  Wilsonian 
machines  ready  for  his  inspection. 

Exclusive  Wilsonian  Selling  Features 
Will  Sell  Your  Customers  and  Keep  Them  Sold 

The  Wilsonian  has  many  refinements  and  individualities  of  style  and  construc- 
tion that  will  appeal  instantly  to  the  most  critical  buyer. 


The  Wilsonian  renders  the  most  difficult  and  intricate 
musical  and  vocal  selections  with  wonderful  clearness  and 
beauty  of  tone. 

The  Wilsonian  is  shown  in  six  different  models,  all  in 
conventional  designs;  famous  for  their  simplicity,  elegance 
and  real  piano  finish. 


The  Wilsonian  plays  all  makes  of  disc  records  without 
it  being  necessary  to  make  annoying  changes. 

The  Wilsonian  is  absolutely  guaranteed.  Both  this 
firm  and  our  parent  organization- — Wilson  &  Co. — vouch 
for  the  dependability  of 
the  Wilsonian. 


Dealers  who  desire  to  participate  in  the  profits  that  will  be  made  on 
The  Wilsonian  this  year  are  invited  to  write  today  for  full  information 


Main  Plant 
70L  North 
Sangamon 
Street 
Chicago 


w  /a  a 


Thos. E.Wilson  &  Co. 


V7 — V7 

U.  S.  A. 


Eastern 
Office 
25  West 
45th  Street 
New  York 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


49 


SOME  HINTS  ON  THE  REFINISHING  OF  DAMAGED  CABINETS 

Cabinets  That  Are  Scratched  or  Bruised  Can  Be  Put  in  First-Class  Shape  Right  in  the  Store  and 
By  the  Dealer  If  the  Proper  Methods  Are  Pursued — Means  Salable  Stock 


A  NEW  SERIES  OF  WINDOW  DISPLAYS 

What  the  Usoskin  Window  Display  Service 
Offers  to  the  Dealer — Monthly  Service  Begins 
With  the  Hallowe'en  Display  in  October 


The  Usoskin  series  of  window  displays  which 
a  number  of  talking  machine  jobbers  have  en- 
thusiastically taken  hold  of  is  expected  to  make 
its  initial  appearance  in  the  show  window  of  the 
retailer  at  the  first  of  October,  the  theme  of  the 
designs  being  "Hallowe'en  and  Harvest. 

The  set  that  is  furnished  each  month  consists 
of  twenty-three  separate  pieces  for  the  window 
display,  including  card  signs,  price  cards  and 
record  easel  signs,  all  in  colors.  It  is  planned 
to  have  the  designs  and  colors  completely 
changed  each  month,  in  keeping  with  the  sea- 
sons and  happenings  of  the  day. 

This  new  service  is  owned  and  published  by 
Ed.  Usoskin,  Inc.,  of  New  York  City,  a  large 
lithographing  house.  They  have  been  estab- 
lished for  over  fifteen  years  and  have  specialized 
entirely  in  the  production  of  window  and  counter 
display  cards  and  cutouts.  The  display  cards  of 
many  of  the  large  chain  stores  are  furnished  by 
this  company. 

The  "men  behind  the  guns"  in  the  organiza- 
tion are  Edward  and  Joseph  Usoskin,  both 
young  men  who  are  enthusiastic  over  the  great 
undeveloped  possibilities  in  window  display. 
They  have  also  just  produced  the  new  "Cardo" 
representations  of  records  for  all  display  pur- 
poses. The  effect  of  the  imitation  is  very  good 
and  their  value  in  conserving  the  actual  record 
is  very  strong  in  these  times. 

This  new  monthly  service  is  a  forerunner  of 
other  display  services  they  have  in  mind  for 
the  dealer  and  jobber,  and  particularly  solicit 
their  co-operation  as  they  enter  the  field. 

They  have  reported  that  Ernest  John,  adver- 
tising manager  of  the  Victor  Co.,  said  when  he 
saw  their  service,  "It  looks  pretty  good  to  me." 
Many  of  the  talking  machine  jobbers  who  have 
taken  over  the  service  have  written  their  enthu- 
siastic approval  of  it  and  have  confirmed  the 
approval  of  the  retailers  by  the  volume  of  orders 
that  they  have  sent  in. 


NEW  PATHE  RECORDS  WIN  PRAISE 

Prominent  Houses  Throughout  the  Country 
Write  Pathe  Freres  Phonograph  Co.  Regard- 
ing the  Splendid  Qualities  of  Their  Latest 
Records — Have  Made  Quite  a  Hit 


The  Pathe  Freres  Phonograph  Co.  of  Brook- 
lyn, N.  Y.,  received  recently  several  interesting 
letters  from  Pathe  jobbers  in  different  sections 
of  the  country,  referring  to  the  splendid  tone 
quality  of  the  lists  of  new  Pathe  records.  These 
jobbers  have  substantiated  the  tenor  of  their 
letters  by  ordering  the  new  records  in  large 
quantities  and  instilling  their  spirit  of  enthu- 
siasm into  the  dealers  in  their  territory. 

An  extract  from  the  letter  received  from 
Wright  &  Wilhelmy,  Omaha,  Neb.,  reads  as 
follows:  "I  have  heard  some  of  your  new  rec- 
ords and  I  certainly  agree  with  you  that  they  are 
absolutely  the  finest  that  I  have  ever  heard  and 
believe  that  if  we  continue  to  get  records  of  such 
quality  it  will  be  only  a  matter  of  time  when 
our  record  orders  will  be  larger  than  I  ever 
expected." 

The  W.  W.  Kimball  Co.,  Chicago,  111.,  wrote 
as  follows:  "Kindly  enter  our  order  for  three 
hundred  of  No.  20428  for  immediate  shipment. 
We  are  advertising  this  number  in  the  Chicago 
papers,  and  getting  a  special  letter  out  to  the 
trade.  It  is  a  very  fine  record,  and  you  should 
be  complimented  on  it." 

The  National  Piano  Co.,  Baltimore,  Md.,  wrote 
as  follows:  "We  have  just  received  the  October 
samples,  and  after  trying  them  over  we  consider 
them  the  best  ever.  The  way  the  records  have 
been  coming  down  has  indeed  been  a  revelation 
and  we  can  not  say  too  much  for  them.  You 
can  readily  see  by  our  order  what  we  think  of 
the  October  list,  as  this  is  the  largest  single 
order  for  one  month  we  have  ever  placed." 


Keeping  the  stock  in  perfect  and  salable  con- 
dition is  recognized  generally  as  one  of  the 
greatest  essentials  in  any  properly  conducted 
store,  including  one  devoted  to  the  sale  of  talk- 
ing machines.  Talking  machines  of  the  better 
grade  are  highly  finished  and,  therefore,  the 
cases  are  particularly  liable  to  be  scratched  by 
dust,  or  marred  in  other  ways,  and  a  small  dent, 
or  scratch,  unless  promptly  remedied,  will  go 
a  long  way  towards  killing  the  sale  of  that  par- 
ticular machine,  or  at  least  causing  the  pur- 
chaser to  select  another  and  perfect  instrument 
of  the  same  type. 

With  machines  as  scarce  as  they  are  at  the 
present  time,  the  average  dealer,  unless  he  is 
particularly  fortunate,  or  careless,  cannot  afford 
to  have  a  damaged  machine  taking  up  space  in 
his  store  and  representing  tied  up  capital.  Of 
course  the  dealer,  or  salesman,  sees  to  it  that 
the  cabinets  are  kept  dusted  and  the  metal  parts 
kept  clean,  but  dents,  or  scratches,  inflicted  dur- 
ing shipment,  or  through  handling  in  the  store, 
are  often  unattended  to  because  no  member  of 
the  sales  staff  has  the  time,  or  knows  how  to 
fix  it,  and  the  dealer  hesitates  to  spend  the 
money  for  an  outside  repair  man. 

As  an  aid  to  the  retailer  in  keeping  his  cabi- 
nets in  presentable  shape  and  in  repairing  in 
the  store  at  a  small  expense  any  ordinary  dam- 
age that  may  occur,  the  following  excellent 
advice  on  the  finishing  of  damaged  cabinets  has 
been  published  in  "The  Voice  of  the  Victor": 

After  carefully  unpacking  the  Victrola,  w!pe. 
it  off  with  a  piece  of  fine  cheesecloth  to  remove 
all  dirt  and  marks  of  packing.  Then  with  a 
clean  piece  of  cheesecloth  rub  the  cabinet  with 
a  small  portion  of  cleaner.  Never  use  ready- 
made  liquid  polishes  which  are  so  extensively 
advertised  as  wonder  workers.  They  will  make 
the  surface  sticky,  spotted  and  clouded,  and  de- 
stroy the  finish. 

By  mixing  three  parts  benzine  to  one  part 
paraffin  rubbing  oil  you  will  have  the  best  pos- 
sible cleaner  and  polisher  for  a  Victrola  cabinet. 
Rub  briskly,  always  lengthwise  of  the  grain, 
cleaning  on  all  surplus  polish.  Brush  out  all 
the  corners  with  a  brush,  preferably  a  soft 
round  3°  bristle  varnish  brush. 

If  paper  has  become  stuck  to  the  cabinet  it 
can  easily  be  removed  with  a  cloth  and  water. 
The  cabinet  should  then  be  carefully  dried  and 
the  surface  rubbed  with  a  3°  pumice  stone,  a 


soft  felt  and  paraffin  oil.  Care  should  always 
be  taken  to  rub  lengthwise  of  the  grain. 

Never  sponge  a  cabinet  and  then  expose  it 
to  the  sun  in  the  show  window.  The  glass  in- 
tensifies the  heat  which  will  blister  the  varnish, 
fade  the  color  and  ruin  the  whole  finish.  When 
this  happens  the  whole  finish  must  be  removed 
by  an  expert  mechanic,  refinished  and  French 
polished. 

Bruises  or  scratches  should  be  rubbed  out  with 
a  piece  of  soft  felt,  a  3-F  pumice  stone  and  par- 
affin rubbing  oil.  Go  only  so  far  as  the  body 
varnish  will  permit  and  rub  only  lengthwise. 

If  the  bruise  or  scratch  is  too  deep  to  rub  out, 
it  will  have  to  be  burned  in  with  shellac  cement, 
the  spot  leveled  up  with  fine  sandpaper  and 
touched  up  to  the  required  color.  It  will  then 
be  necessary  to  French  polish  it  with  a  solution 
of  shellac,  alcohol  and  raw  linseed  oil,  using 
a  piece  of  cotton  covered  with  a  piece  of  fine 
linen  cloth.  This  requires  skill  and  experience 
and  should  never  be  attempted  on  a  large  flat 
surface  by  a  novice. 

Rubbed  spots  and  white  corners  on  a  red  ma- 
hogany cabinet  can  be  touched  up  with  spirit 
stain  made  from  Bismarck  brown,  dissolved  in 
alcohol  to  which  a  little  shellac  is  added.  For 
English  brown  finished  cabinets  add  a  little 
nigrosine  to  the  above-mentioned  solution.  Spe- 
cial finishes  and  oak  require  the  color  adapted 
to  the  finish. 

If  after  treating  the  cabinet  in  any  or  all  of 
these  ways  scratches  and  marks  still  show  it 
will  be  necessary  to  employ  a  skilled  polisher 
to  French  polish  the  whole  cabinet  to  the  de- 
sired finish,  which  must  then  be  dulled  off  with 
a  soft  brush  dipped  in  3-F  pumice  stone  and 
cleaned  up  as  before  mentioned. 

If  the  finish  has  turned  gray  or  become  spot- 
ted by  being  exposed  to  dampness  or  some  other 
unusual  condition,  the  whole  finish  will  have  to 
be  removed  by  an  experienced  wood  finisher 
and  refinished  as  mentioned  in  detail  in  the 
above  article. 


INCORPORATED 

Bairn  Bros.  &  Friedberg  Phonograph  Co., 
Inc.,  has  been  incorporated  with  a  capital  stock 
of  $60,000.  The  concern  is  a  Brooklyn,  N.  Y., 
house,  and  the  incorporators  are  N.  Friedberg 
and  L.  and  B.  Bairn. 


Retailers: 

Victor  Records  This 
Fall  Will  Be  Scarce 


We  have  a  fairly  good  supply  of  good 
standard  numbers. 

Better  mail  us  your  order  NOW. 


Cabinets  to  match  all  type 
Victrolas.  Write  for  quota- 
tions. 


Write  for  information  about  the 
New  Usoskin  Window  Display- 
Series. 


I.  DAVEGA,  Jr.,  Inc. 


VICTOR  FACTORY  DISTRIBUTORS 

125  West  125th  Street 


NEW  YORK 


50 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Pathe  Model  No.  3.    Price  $40 


How  many  of 
take  nothing 


IF  you  are  a  bit  tired  of  more  "showing" 
than  "selling"  you  are  right  where  you 
should  inquire  about  the 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place 
of  needles.    It  need  never  be  changed. 

Long  Life  to  Records 

The  Pathe  Sapphire  Ball  cannot  possibly 
cut,  grind,  rip  or  mar  the  record's  sur- 
face. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  in- 
crease or  decrease  the  tonal  volume  of  the 
Pathe  Phonograph  at  will. 

Plays  All  Records 

Each  Pathe  Phonograph  plays  not  only 
Pathe  Records,  but  all  other  makes  of 
records,  and  plays  them  perfectly. 


Other  Models  to  $225 


The  Quality  Phonograph 

Whenever  there  is  the  slightest  chance  of  a 
sale,  you  can  count  on  the  Pathe's  exclusive  feature 
to  put  that  sale  across.  For  example,  the  Pathe 
Sapphire  Ball  that  takes  the  place  of  needles.  The 
beautiful,  perfect  Pathe  Tone.  And  the  fact  that 
the  Pathe  will  play  all  makes  of  records.  Aiain 
and  again,  these  Pathe  features  get  the  customer's 
money  when  nothing  else  would  or  could. 

Yes,  the  Pathe  line  is  complete— different  models 
to  meet  every  demand  and  a  most  liberal  profit  for 
the  dealer. 


Pathe  Freres   Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


51 


your  customers 
but  your  time? 


Read — Then  Write! 

Read  the  list  here  of  some  of  the 
new  Pathe  Records. 


Records 


List  of  Records 

Oh.  How  I  Hate  to  Get  Up  in  the  Morning 

Arthur  Fields 

When  You  Come  Back,  and  You  Will  Come  Back 

Louis  Wlnsch 


A  Soldier's  Dream 
Good-bye,  Mother  Machree 


Lois  Falrman  J 
I nvinclble  Four  f 


[Everything  Is  Peaches  Down  in  Georgia 

The  Farber  Girls 
Collins  and  Harlan 


1  Good-bye,  Alexander 


When  I  Get  Back  to  My  American  Blighty 

Arthur  Fields 

I'm  Going  to  Spend  My  Vacation  Louis  Winsch 


Djer  Kiss— Waltz 
Howdy! — One-step 

Sand  Dunes — One -step 


American  Republic  Band 
American  Republic  Band  I 

American  Republic  Band 


ii.  m. 
.75 


10-ln. 
.75 


10-ln. 
.75 


10-in. 
.75 


10-in. 

.75 


■\  Watermelon  Whispers — Fox-trot 

f  American  Republic  Band 

f  Beale  Street  Blues— Fox-trot 

Wadsworth's  Novelty  Dance  Orchestra  { 
"l  The  Weary  Blues — Fox-trot 

Wadsworth's  Novelty  Dance  Orchestra  J 


12-in. 
$1.00 


10-ln. 

-75 


The  Jazz  Dance 
Jazzin'  Around 


Blake's  Jazzone  Orchestra  | 
The  Morse  Trio  \ 


10-in. 
.75 


See  how  far  ahead  Pathe  Records 
are  with  the  latest  popular  and  patriotic 
hits. 

And  then  don't  stop  with  just  reading — 
Write  for  Pathe  Dealer  proposition. 


MURATORE 


Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


Sings  for  Pathe  Records  Only 


I 


52 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


The  only  phonograph  made  with  a  sell- 
stopping  device  that  positively  requires  no 
attention  whatever  is  the  New  Model 
Grafonola! 


Columbia  Graphophone  Co. 

NEW  YORK 


THE  ART  CRAFT  CO.  LINE 


Six  Artistic  Models  Which  Contain  Many  Indi- 
vidual Constructive  Features  Being  Intro- 
duced to  the  Trade — Win  Much  Praise 

Grand  Rapids,  Mich.,  September  3. — The  Art 
Craft  Co.  of  this  city  is  placing  on  the  market 
a  new  line  of  phonographs  that  embodies  many 
distinctive  features,  and  which  are  already  meet- 
ing with  a  considerable  measure  of  success. 
These  instruments  are  designed  to  appeal  to  the 
better  class  of  trade,  and  out-of-town  dealers 
who  have  visited  the  company's  offices  in  the 
Monument  Building  are  enthusiastic  regarding 
the  sales  possibilities  of  this  phonograph. 

An  unsual  feature  in  the  Art  Craft  phono- 
graph is  the  introduction  of  an  indirect  lighting 
system.  Wires  buried  between  layers  of  ma- 
hogany, lead  to  bulbs  placed  under  the  hood. 
When  the  hood  is  raised,  the  lights  reflect  upon 
the  turn  table,  reproducer,  needle  pockets,  etc., 
and,  in  addition  to  adding  to  the  practicability 
of  the  instrument,  give  it  distinctiveness.  The 
indirect  lighting  system  is  also  used  in  the  filing 
compartment,  enabling  the  owner  of  the  instru- 
ment to  obtain  maximum  convenience  when 
locating  a  record.  A  hinged  cover  balance  is 
one  of  the  many  features  of  the  Art  Craft  line, 
this  balanced  top  permitting  the  raising  of  the 
hood  to  any  desired  height. 

All  parts  on  the  Art  Craft  phonograph  are 
finished  in  14  karat  gold,  and  a  tone  modulator 
permits  the  changing  of  the  tone  volume  at  will. 


The  company  states  that  it  is  using  the  best 
motor,  sound  box  and  tone  arm  on  the  market, 
and  thirteen  records  may  be  played  with  the 
motor  without  rewinding. 

Six  models  constitute  the  Art  Craft  line  at 
the  present  time  and  the  company  is  making 
arrangements  whereby  representative  dealers 
throughout  the  country  will  handle  the  line. 
The  cabinets  are  being  manufactured  by  one  of 
the  largest  cabinet  concerns  in  the  country,  and 
a  house  which  is  well  known  in  the  high-grade 
furniture  trade. 


THE  NEW  EDISON  IN  THE  NAVY 

Commanders  of  Four  of  Uncle  Sam's  Ships 
Write  Letters  Appreciative  of  What  the  New 
Edison  Is  Doing  to  Cheer  Their  Crews 


Satisfying  proof  of  the  way  the  New  Edison 
is  doing  its  bit,  through  the  medium  of  Army 
and  Navy  models  placed  on  American  war- 
ships, is  indicated  by  the  receipt  of  several  let- 
ters recently  from  the  officers  of  different  ships 
expressing  their  appreciation  to  the  company  for 
the  machines  and  records  accompanying  them. 
Among  the  ships  upon  which  New  Edisons  are 
found,  the  commanding  officers  of. which  have 
written  letters  of  thanks  are  U.  S.  S.  "Mallory," 
U.  S.  S.  "Manchuria,"  U.  S.  S.  "Rijndam"  and 
the  U.  S.  S.  "Calamares."  Each  of  the  vessels 
in  question  has  two  machines  on  board. 


If  you  can't  see  the  silver  lining  to  your 
cloud  take  off  your  gloom-smoked  glasses. 


MELOPHONE  MOTOR 


No.l 


No.l 


COMPLETE  WITH  10-INCH  TURN  TABLE 

Simple  in  construction,  the  most  satisfactory  and  durable  of  all  small  motors. 

Will  play  tx»o  ten-inch  records  xviih  one  winding. 
Three  years'  successful  record  as  the  best  single  spring  motor  manufactured. 

Immediate  Deliveries  Sample  $2.00 

Write  for  Quantity  Prices 

Melophone  Talking  Machine  Co. 

380  Lafayette  Street,  New  York 


OUTING  OF  MEISSELBACH  FORCES 


Employes  of  This  Division  of  the  Otto  Heine- 
man  Phonograph  Supply  Co.  Have  Most  En- 
joyable Time  at  Staten  Island  Outing 


The  employes  of  the  Meisselbach  division  of 
the  Otto  Heineman  Phonograph  Supply  Co., 
whose  factory  is  located  in  Newark,  N.  J.,  held 
their  seventh  annual  outing  a  fortnight  ago,  and 
this  outing  was  a  signal  success  from  start  to 
finish.  Ten  large  motor  trucks  were  utilized 
to  convey  the  five  hundred  employes  and  friends 
to  Fritz  Grove,  Staten  Island;  the  trucks  leaving 
the  factory  at  8  o'clock  in  the  morning  and 
reaching  the  picnic  grounds  at  11  a.  m. 

At  12:30  an  excellent  lunch  was  served  and  a 


Some  of  the  Picnickers — Supt.  Vasselli  in  Center 

program  of  athletic  games  was  announced.  Spe- 
cial prizes  for  these  events  were  donated  by  A. 
F.  Meisselbach,  W.  C.  Strong,  A.  Vasselli  and 
W.  B.  Waltzinger.  The  races  and  games  were 
keenly  contested,  some  of  the  most  interesting 
being  the  fat  men's  race,  shoe  race,  mile  run, 
ladies'  100-yard  dash,  foot  potato  race  and  the 
three-legged  race.  Those  members  of  the  party 
who  were  not  participating  in  the  games  found 
keen  enjoyment  in  dancing  and  swimming.  The 
music  for  the  occasion  was  furnished  by  the 
Meisselbach  band,  conducted  by  A.  Vasselli. 

The  pleasing  success  of  the  outing  may  be 
attributed  in  a  considerable  measure  to  the  un- 
tiring efforts  of  Mr.  Vasselli,  superintendent  of 
the  Meisselbach  factory,  who  worked  out  all  of 
the  details  which  made  the  day  so  enjoyable. 
Mr.  Vasselli  was  ably  assisted  by  the  arrange- 
ments committee,  who  consisted  of  Messrs. 
Sharkey,  Ferrari,  Cataldo,  Greene  and  Staub. 


S0NA=T0NEO).  ACTIVITY 

The  Sona-Tone  Phonograph  Co.,  Inc.,  3421 
Broadway,  New  York,  reports  the  closing  of  a 
very  satisfactory  business  the  past  few  months. 
The  company  has  consummated  arrangements 
whereby  the  Sona-Tone  line  will  be  handled  by 
progressive  dealers  in  different  parts  of  the 
country,  and  according  to  present  plans  an  ex- 
tensive publicity  campaign  will  be  inaugurated 
in  the  near  future  in  behalf  of  the  Sona-Tone 
phonograph.  The  company  has  found  it  ad- 
visable to  make  preparations  for  an  active  fall 
trade,  and  it  has  every  reason  to  believe  that  the 
factory  will  be  oversold  during  the  holiday 
season. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


53 


NORTHWESTERN  TRADE  HAS  DOUBLED  WITHIN  THE  YEAR 

Further  Expansion  Prevented  by  Shortage  of  Stock — Record  Broken  by  Some  Concerns — Prom- 
ise of  Higher  Prices  Stirs  Both  Dealers  and  the  Public  to  Buying  Activity 


Minneapolis  and  St.  Paul,  Minn.,  September  4. 
— Talking-  machine  business  in  the  Northwest 
has  about  doubled  within  the  year  and  prob- 
ably could  be  trebled  if  the  machines  could  be 
obtained  in  the  quantities  demanded  by  dealers. 
The  outlook  is  the  most  promising  that  any 
fall  has  revealed  and  every  month  undoubtedly 
will  break  an  old  and  make  a  new  record. 

With  the  exception  of  a  few  spots  in  North 
Dakota,  the  entire  Northwest  has  been  blessed 
with  unprecedented  crops,  both  as  to  quality 
and  quantity.  No  crop  has  fallen  down  in  any 
manner,  and  it  is  quite  impossible  to  expatiate 
too  lavishly  on  the  agricultural  wealth  bestowed 
on  the  territory  tributary  to  St.  Paul  and  Minne- 
apolis. 

August  broke  all  previous  monthly  records  for 
the  Edison  Co.  in  the  Northwest,  according  to 
Laurence  H.  Lucker,  president  of  the  Minne- 
sota Phonograph  Co.,  general  distributors  for 
the  Edison  goods.  President  Lucker  went  to 
Orange,  N.  J.,  a  fortnight  ago  and  got  every- 
thing that  he  could  clap  eyes  or  hands  on — 
bought  absolutely  everything.  He  had  to  do  it, 
as  the  orders  from  the  rural  dealers  had  been 
pouring  in  like  a  flood.  The  shipments  for  the 
month  were  in  excess  of  twenty  carloads,  and 
yet  the  demand  is  unabated.  Apparently  the 
dealers  are  mortally  afraid  that  they  will  be 
caught  very  short  just  before  the  holidays  and 
they  arc  ordering  much  more  heavily  than 
usual.  Undoubtedly  the  advertised  advance  in 
phonograph  prices  has  caused  the  outside  deal- 
ers to  bestir  themselves  and  lay  in  stocks  while 
the  prices  were  still  low. 

George  Compton,  of  the  famous  house  of 
Stone,  Fargo,  has  joined  the  traveling  staff  of 
the  Minnesota  Phonograph  Co.,  dividing  the 
Minnesota  territory  with  H.  E.  Stinchfield.  Both 
men  report  the  liveliest  interest  in  the  goods 
they  purvey. 

The  Beckwith-O'Neill  Co.  find  it  difficult  to 
accumulate  a  stock  for  the  big  fall  rush  for 
Victrolas  and  Victor  goods,  but  are  hopeful 
that  stock  conditions  will  mend  before  long. 

Sewell  D.  Andrews,  head  of  the  Sonora  depart- 
ment of  the  Minneapolis  Drug  Co.,  finds  the 
outlook  for  his  line  highly  promising  through- 
out the  Northwest.  Several  excellent  accounts 
have  been  opened  in  South  Dakota.  The  Will- 
iams Piano  Co.,  Sioux  Falls,  S.  D.,  has  in- 
stalled a  complete  Sonora  line  and  will  make 
it  one  of  the  features  of  its  big  business.  Mr. 
Andrews  states  that  the  new  Sonora  at  $120, 
known  as  Fantasie,  is  making  a  decided  impres- 
sion with  the  dealers  for  its  salable  qualities. 

Manager  Sprague,  of  the  Northwestern  head- 
quarters of  the  Columbia  Graphophone  Co., 
complains  of  the  shortage  of  supplies.  To-day 
he  has  orders  aggregating  $60,000  which  remain 
unfilled.  Every  effort  is  made  to  meet  the  im- 
mense call  for  instruments  and  records,  but  the 
work  is  still  far  behind.  It  would  be  possible 
to  treble  last  year's  trade  if  the  shipments  from 
the  factory  could  be  assured  of  sufficient  quan- 
tity to  warrant  an  aggressive  sales  campaign. 

G.  Sommers  Co.,  distributors  of  the  Pathe 
machines  and  records,  appear  to  be  in  a  com- 
manding position  for  a  big  fall  campaign. 
Manager  Jay  H.  Wheeler  spent  a  considerable 
period  at  the  home  office  and  factory  and  over- 


looked no  point  whatever  that  would  help  fill 
his  wareroom  and  record  cases.  The  latter  are 
well  filled  and  Mr.  Wheeler  states  that  he  is 
looking  forward  for  the  biggest  Pathe  season 
of  all  in  the  Northwest. 

The  Brunswick  drive  inaugurated  by  E.  L. 
Kern,  director  of  Brunswick-Balke-Collender 
Co.,  is  meeting  with  success.  Boutell  Brothers 
have  conducted  an  extensive  and  consistent  pub- 
licity campaign  in  behalf  of  their  Brunswick 
department.  The  exclusive  Brunswick  shop,  712 
Marquette  avenue,  one  of  the  daintiest  and  most 
artistic  phonograph  shops  in  the  Northwest,  is 
handling  its  share  of  the  local  business  with 
much  success. 


Two  popular  young  talking  machine  men  left 
Minneapolis  the  last  week  in  August  for  the 
Ensign  school  near  Chicago.  They  are  Paul 
Lundgren,  manager  of  the  Dayton  Co.'s  Vic- 
trola  department,  and  John  J.  Roden,  with  the 
Powers  Mercantile  Co.  These  young  men  have 
been  fast  friends  for  years  and  even  the  war 
will  not  separate  them.  That  they  will  earn 
their  commissions  in  Uncle  Sam's  service  goes 
without  saying. 

Mr.  and  Mrs.  Archie  Matheis  are  back  from 
their  annual  summer  automobile  tour.  They 
drove  to  Yellowstone  Park  in  their  new  Frank- 
lin, toured  the  park,  and  then  sped  for  Minne- 
apolis and  their  numerous  patrons. 

Arthur  Magoon,  a  former  Minneapolis  boy, 
for  some  years  manager  of  the  phonograph  de- 
partment of  the  Kieselhorst  Piano  Co.,  St.  Louis, 
is  now  manager  at  Dayton's  Co.'s  phonograph 
department. 


SHEPARD  CO.'S  BIG  COLUMBIA  TRADE     BUSY  TIMES  WITH  DELPHEON  CO. 


Providence  Concern  Making  Progress  Under 
Management  of  J.  D.  Elliot 


Providence,  R.  I.,  August  30. — The  Shepard 
Co.,  of  this  city,  which  conducts  a  very  suc- 
cessful talking  machine  department,  has  closed 
a  remarkably  fine  Columbia  business  the  past 
few  months.  The  company  has  sponsored  a 
consistent  sales  and  publicity  campaign  in  be- 
half of  the  Columbia  line  and  this  campaign  has 
produced  splendid  sales  totals. 

J.  D.  Elliot,  manager  of  the  Shepard  Co.'s 
talking  machine  department,  is  a  firm  believer 


Partial  View  of  Shepard  Warerooms 

in  the  value  of  rendering  efficient  service  to  his 
patrons,  and  every  member  of  the  sales  force 
is  imbued  with  a  spirit  of  co-operation  that  is 
reflected  in  the  many  expressions  of  approval 
received  from  the  department's  clientele  regard- 
ing this  service.  Mr.  Elliot  is  making  plans  for 
an  active  fall  trade  with  the  new  models  of 
Columbia  Grafonolas. 


HANDLING  THE  PH0N0=GRAND 

The  J.  P.  Seeburg  Piano  Co.  of  Chicago  have 
placed  the  Eastern  representation  of  their 
Phono-Grand  with  W.  B.  Williams,  who  has 
taken  increased  quarters  on  the  twenty-fifth 
floor  of  the  new  Bush  Terminal  Sales  Building, 
New  York  City.  This  instrument  is  growing 
in  favor  throughout  the  country. 


Misstatements  in  advertising  often  turn  to  be 
the  worst  kind  of  boomerangs. 


This  Trade-Mark 
on  a  Record  Album 
Stands  for  Quality 

A  complete  line  of  albums — from  the  lowest-priced 
good  album  to  the  finest  metal  back  album  made. 

Write  for  sample  of  our  3  grades 

New  York  Album  &  Card  Co.,  23-25  Lispenard  St.,  New  York 


Bay  City,  Mich.,  Manufacturers    Working  to 
Capacity  to  Keep  Pace  With  Orders 


Bay  City,  Mich.,  September  9. — The  Delpheon 
Co.  in  this  city  reports  the  closing  of  a  splendid 
summer  business,  and  the  factory  is  working  to 
capacity  at  the  present  time  endeavoring  to 
keep  pace  with  the  orders  received  from  Del- 
pheon dealers  throughout  the  country.  The 
sales  during  the  summer  months  were  very 
gratifying,  and  the  demand  for  Delpheon  prod- 
ucts for  the  first  two  weeks  of  fall  indicates 
that  these  instruments  are  meeting  with  a  ready 
sale  in  all  sections. 

Walter  Verhalen,  Delpheon  distributor  at  Dal- 
las, Tex.,  spent  a  few  days  at  the  factory  re- 
cently, and  before  leaving  for  the  West  handed 
Sales  Manager  Gresser  a  good-sized  order  for 
immediate  delivery.  Mr.  Verhalen  spoke  opti- 
mistically of  the  business  situation  in  the  South- 
west and  his  order  substantiated  his  optimism. 


TEST  offered  to  dealers  to 
prove  the  superiority  of 

Wall-Kane  Steel  Needles 

Take  two  standard  disc  records  of  the 
same  selection,  play  one  ten  times  with 
the  same  WALL-KANE  loud  needle; 
play  the  other  record,  the  same  selection, 
ten  times,  but  with  ten  new,  full  tone 
steel  needles. 

You  will  find  that  the  record  played 
ten  times  with  the  same  WALL-KANE 
needle  will  sound  clearer,  will  have  less 
surface  noise,  and  that  under  the  mag- 
nifying glass  the  grooves  of  the  record 
played  ten  times  with  the  ten  steel 
needles  will  seem  to  be  more  disturbed. 


This  handsome  metal  enameled  display  stand  holds  60 
packages,  2  doz.  extra  loud,  1  doz.  medium  and  2  doz. 
loud,  each  package  containing  50  WALL-KANE  needles, 
retailing  for  15c.  costs  the  Dealer  $5.80. 

BEWARE  OF  IMITATIONS 

Package  of  50  WALL-KANE  needles. 
Loud,  Extra  Loud  and  Medium,  greater 
value  than  500  ordinary  steel  needles,  re- 
tails for  15c,  cost  the  dealer  9y2c. 

JOBBING  TERRITORIES  OPEN 

Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York 


54 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


HEINEMAN  FORCE  AT  POLICE  GAMES 


Entire  Staff  of  Otto  Heineman  Enjoy  Most 
Delightful  Outing  at  Sheepshead  Bay  on 
August  24 — Heineman  Officials  Also  Attend 


As  a  mark  of  his  appreciation  of  the  untiring 
efforts  of  his  staff  during  the  summer  months, 
Otto  Heineman,  president  of  the  Otto  Heine- 
man  Phonograph  Supply  Co.,  extended  an  invi- 
tation to  the  members  of  his  office  force  to  be 
his  guests  at  the  police  field  games  held  at 
Sheepshead  Bay  on  August  24.  A  week  prior 
to  the  games  Mr.  Heineman,  realizing  the  splen- 
did purpose  for  which  these  games  were  being 
held,  purchased  several  hundred  tickets  and  used 
about  seventy-five  of  these  tickets  for  Satur- 
day's outing. 

The  offices  of  the  company  were  closed  at 
11:30  and  all  of  the  employes  assembled  at  the 
executive    headquarters,    25    West  Forty-fifth 


WALTER  S.  GRAY 

San  Francisco 
Chronicle  Bldg. 


NEEDLES 


Pacific  Coast  Jobber 
for  the  Best  ijn  Talking 
Machine  Trade  Accessories 


enjoyed  immensely,  especially  the  thrilling 
match  race  between  Ralph  De  Palma  and  Dario 
Resta.  In  this  race  De  Palma  broke  the  world's 
record,  covering  ten  miles  in  five  minutes  and 
seven  and  two-fifths  seconds. 

After  the  games  were  over  the  return  to  the 


gathering,  including  Otto  Heineman,  president 
and  general  manager  of  the  company,  accompa- 
nied by  Mrs.  Heineman;  Adolf  Heineman,  as- 
sistant general  manager;  W.  H.  Pilgrim,  assist- 
ant general  manager;  John  Cromelin,  general 
sales  manager;  M.  E.  Schechter,  Eastern  sales 
manager,  and  Joseph  F.  Higgins,  purchasing 
agent. 


INTRODUCES  THE  LIBERTY  STYLUS 


Heineman  Force  on  W 

street,  New  York,  where  a  specially  chartered 
Fifth  Avenue  bus  was  placed  at  their  disposal. 
An  interesting  feature  of  the  preliminary  festivi- 
ties was  the  appearance  of  an  official  photogra- 
pher, who  took  the  photograph  that  is  shown 
herewith. 

En  route  to  Sheepshead  Bay  the  bevy  of  fair 
young  ladies  from  the  Heineman  offices  acted 
as  hostesses  to  several  aviators  from  Mineola, 
who  accepted  an  invitation  to  join  the  Heineman 
party.  Track  boxes  had  been  reserved,  and  dur- 
ing the  course  of  the  games  refreshments  were 
served  at  timely  intervals.     The  games  were 


ay  to  Sheepshead  Bay 

city  was  the  occasion  for  unusual  speed  records 
for  an  automobile  bus,  and,  in  the  absence  of 
"OkeH"  records,  several  fair  members  of  the 
party  proved  to  the  satisfaction  of  all  present 
that  they  possessed  voices  of  exceptional  prom- 
ise. The  aviators  joined  in  the  choruses,  and 
also  sang  their  famous  number,  "Let's  Go."  The 
day  was  voted  a  signal  success,  and  all  mem- 
bers of  the  party  expressed  their  appreciation  of 
Mr.  Heineman's  kindness  and  consideration  in 
arranging  for  this  enjoyable  outing. 

In  addition  to  the  members  of  the  office  force 
the    company's    executives   also    attended  this 


Nelson  C.  Ovaitt,  formerly  president  and  gen- 
eral manager  of  the  Duo-Tone  Co.  of  Ansonia, 
Conn.,  resigned  his  position  with  this  company 
recently,  in  order  to  devote  his  entire  time 
to  the  manufacture  and  sale  of  a  new  stylus, 
which  he  invented.  Inasmuch  as  the  manufac- 
turing profits  are  to  be  invested  in  Liberty 
Bonds,  the  new  stylus  has  been  given  the  name 
"Liberty."  It  is  being  marketed  by  the  Liberty 
Stylus  Co.  of  Detroit,  Mich. 

The  Liberty  Stylus  has  won  considerable 
praise  from  members  of  the  trade,  who  state 
that  it  has  a  very  sweet  tone,  is  exceptionally 
free  of  surface  scratch  and  has  several  distinc- 
tive features.  One  of  the  most  important  sales 
arguments  in  behalf  of  the  Liberty  stylus  is 
the  fact  that  it  is  replaceable  and  the  user  may 
remove  the  stylus  and  replace  it  at  will,  thereby 
enhancing  its  value  considerably. 

The  Liberty  stylus  is  semi-permanent,  playing 
from  one  hundred  to  three  hundred  records,  and 
in  some  instances  as  many  as  five  hundred  rec- 
ords have  been  played  with  a  single  stylus.  It 
is  manufactured  in  full,  medium  and  soft  tone, 
and  is  marketed  in  packages  of  three  needles  to 
a  package. 


VISITING  EDISON  LABORATORIES 

H.  B.  Stone,  mechanical  supervisor  of  the  Edi- 
son Canadian  jobber,  W.  H.  Thorne  &  Co.,  Ltd., 
of  St.  John,  N.  B.,  is  spending  ten  days  at  the 
Edison  laboratories  in  West  Orange,  N.  J.,  tak- 
ing a  "post  graduate"  course  in  motor  construc- 
tion and  cabinet  finishing. 


AMERICAN 


No.  13 


No.  22 


American 
Phonograph  Co. 

39  Fountain  Street,  N.  W. 
GRAND  RAPIDS  MICH. 


Dealers  are  sometimes  judged  by  the  merchandise 
they  sell,  therefore,  the  name,  grade  and  design  of 
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September  15,  1918 


THE   TALKING   MACHINE  WORLD 


55 


Featuring  the  Musical  Possibilities  of  the 
Talking  Machine 


[Note. — This  is  the  nineteenth  in  a  series  of  articles  on 
the  general  subject  of  the  musical  possibilities  of  the  talk- 
ing machine.  The  aim  of  the  series  is  to  develop  these  pos- 
sibilities from  all  angles,  thus  opening  up  fields  for  sales 
expansion  oftentimes  neglected  wholly  or  in  part. — Editor.] 

THE  QUESTION  OF  GERMAN  MUSIC 

When  thousands  and  thousands  of  automo- 
biles enjoyed  an  unwonted  respite  from  then- 
toil  on  the  last  Sunday  in  August  at  a  simple 
request  from  the  Fuel  Administrator  of  the 
United  States,  more  than  one  practical  thinker 
heaved  the  proverbial  sigh  of  relief  and  ex- 
claimed, "Thank  heaven,  the  country  is  at  war 
at  last."  The  implied  gibe  was  not  without 
an  appositeness  of  its  own.  In  very  truth,  so 
much  is  being  uncovered  day  by  day  that  one 
finds  it  easier  and  easier  to  bring  forward  for 
discussion,  and  even  to  secure  the  adoption  of, 
ideas  which  even  a  few  months  ago  would 
have  been  considered  altogether  beyond  debate. 
We  are  at  war;  and  thank  the  Lord  we  really 
know  it  now! 

Music  of  Enemy  Origin 

All  of  which  is  a  preliminary,  more  or  less 
apt,  to  certain  remarks  we  are  desirous  of  mak- 
ing about  the  question  of  German  music,  in 
reference  to  the  talking  machine  especially.  Up 
till  now  there  has  been  very  little  talk,  apt  or 
inept,  about  the  matter,  probably  because  it  has 
not  as  yet  been  presented  to  the  minds  of  the 
trade  definitely  enough.  But  the  time  is  surely 
coming  when  the  patriotic  public,  as  repre- 
sented in  the  national,  State  and  local  Councils 
of  Defense,  and  in  similar  organizations,  will 
begin  to  cry  for  some  sort  of  a  ban  on  the 
music  of  the  Hun.  What  follows  is  written  for 
the  special  purpose  of  preparing  the  talking  ma- 
chine dealer  for  an  agitation  regarding  music 
of  enemy  origin,  which  is  sure  to  come. 

In  the  first  place,  it  is  evident  that  the  events 
of  the  past  year  have  had  an  influence  enormous- 
ly powerful  upon  the  sentiments  and  feelings  of 
the  people  towards  all  matters  of  patriotic  im- 
port, whether  of  intimate  or  remote  interest. 
The  American  people  are  at  war,  and  are  thor- 
oughly conscious  of  the  fact.  The  enemy  mes- 
merism seems  to  be  dissipated,  and  it  is  more 
and  more  evident  that  nothing  is  to  be  allowed 
to  interfere  with  the  ruthless  and  successful 
prosecution  of  the  war  to  the  utmost  of  Ameri- 
can power.  Now,  it  is  becoming  well  known — 
and  indeed  the  progress  of  the  discovery  meas- 
ures the  progress  of  American  determination  in 
the  war— that  the  enemy  of  mankind  has  not 
scrupled  in  the  least  to  utilize  for  his  purposes 
every  possible  weapon  of  education  and  sugges- 
tion. He  has  worked  very  largely  in  past 
years  through  the  medium  of  the  arts;  and  in 
none  of  these  so  successfully  or  thoroughly  as 
in  the  art  of  music.  For  many  years  the  peo- 
ple of  the  United  States  have  been  patiently 
educated  into  the  belief  that  German  music  is 
not  only  the  best,  but  the  only  genuine  music; 
that  German  musicians  are  the  only  thorough 
musicians,  German  editions  the  only  good  edi- 
tions, German  teachers  the  only  good  teachers. 
Idiotic  as  it  may  seem  in  the  light  of  what  we 
now  know,  the  fact  remains  that  the  names 
German  and  Music  had  become  almost  synony- 
mous in  the  American  mind.  We  had  become 
quite  completely  hypnotized  and  most  of  us 
were  even  boastful  of  our  mental  slavery. 
Reaction 

Now,  any  one  who  knows  the  workings  of 
mass-suggestion  knows  that,  when  a  wrong 
thought  is  exposed  and  the  current  of  mental 
action  is  reversed,  the  reaction  is  always  equal 
to  the  previous  action.  The  pendulum  swings 
in  one  direction  just  as  far  as  it  swung  in  the 
opposite  direction  previously.  The  reaction 
against  German  thought  will  certainly  take  the 
form  of  a  reaction  against  German  music;  and 


that  will  include  and  affect  all  music  of  German 
origin  reproduced  for  the  talking  machine. 
Modern  Frightfulness 

Now,  it  would  be  a  calamity  if  the  music  of 
Mozart  and  of  his  immediate  predecessors  and 
successors  were  altogether  cut  out;  but  it  would 
not  in  the  least  be  a  calamity  if  every  single 
bit  of  modern  German  composition,  everything 
written  since  Mendelssohn  and  Schumann,  in 
fact,  were  dropped  entirely.  Modern  German 
music  is  mostly  bad  and  often  pathologic.  The 
ravings  of  Strauss,  Schoenberg  and  Reger  are 
often  unspeakably  unintelligible,  and  it  is  safe 
,  to  say  that  they  have  done  the  world  simply  no 
good  at  all.  On  the  other  hand,  by  removing 
from  our  shelves  all  stocks  of  such  stuff,  we 
should  simply  be  making  way  for  an  immense 
quantity  of  really  first-rate  "Allied  music"  as 
it  might  be  called;  music  which  we  have  never 
known  and  which  we  ought  to  begin  to  know 
from  now  on. 

The  New  Demand 

Talking  machine  dealers  might,  I  think,  be- 
gin to  take  action  at  this  juncture,  action  that 
will  ensure  them  the  profit  of  the  changes  im- 
pending in  public  demand,  while  at  the  same 
time  freeing  their  own  mentalities  of  the  cloud 
of  mesmeric  worship  of  the  Hun  and  his  music, 
which  has  for  so  long  concealed  the  truth.  In 
the  first  place,  it  is  decidedly  desirable  that  we 
should  have  some  clear  understanding  of  the 
position  of  the  German  in  music  and  of  the  re- 
lation of  other  national  schools  to  the  German. 
We  shall  find  our  appreciation  of  our  Allies,  and 
of  ourselves,  too,  growing  greatly  as  a  result, 
and  we  shall  be  able  in  consequence  to  adopt  a 
policy  for  the  future  sale  of  records  of  artistic 
music,  which  will  in  every  way  coincide  with 
the  condition  of  public  opinion  and  likewise  pre- 
pare for  the  permanent  development  of  a  free 
and  untrammeled  American  musical  culture  after 
the  war. 

To  put  it  most  briefly,  it  is  worth  our  while, 
both  as  men  and  women  deeply  interested  in 
the  music  business  and  as  American  citizens 
deeply  interested  in  the  total  extinction  of  the 
Hun's  power  to'  harm,  to  learn  something  of 
the  truth  about  the  music  of  our  Allies,  and  to 
gain  enough  knowledge  to  give  us  at  least  a 


By  William  Braid  White 


desire  to  acquire  more  knowledge  of  the  same 
sort.  The  more  we  know  of  the  music  of 
France,  Britain,  Italy,  Belgium  and  Russia,  the 
better  it  will  be  for  us. 

"Scrap  'Em!" 
There  is  another  point  worth  our  considera- 
tion before  we  turn  to  the  actual  facts  of  Al- 
lied music  history.  Records  in  the  German 
language  are  really,  as  it  happens,  not  so  very 
many,  and  most  of  them  are  either  German 
folk-songs  or  selections  from  the  Wagnerian 
dramas.  It  is  unfortunate  that  the  good  should 
suffer  with  the  bad,  the  innocent  with  the  guilty, 
but  one  may  say  without  much  regret  that  if 
every  talking  machine  dealer  were  at  once  to 
discontinue  the  sale  of  German-language  rec- 
ords, he  would  lose  little  or  nothing  by  the  act, 
while  he  would  certainly  gain  much  in  the  way 
of  prestige. 

Italy 

Let  us  first  consider  very  shortly  the  case  of 
Italian  music.  Italy  is  our  Ally  and  has  borne 
with  much  patience  and  colossal  energy  a  bur- 
den scarcely  appreciated  outside  her  borders. 
Her  aid  has  been  invaluable.  There  was  a 
happy  time  during  our  earlier  and  more  inno- 
cent days  when  we  in  this  land  loved  Italian 
music  and  especially  Italian  opera.  It  speaks 
volumes  for  the  good  common-sense  that  un- 
derlies all  our  American  thought  after  all  the 
mesmerism  of  German  suggestion,  that  we  have 
never  entirely  lost  our  love  for  Italian  music. 
And  why  should  we  not  love  it?  Italy  has  al- 
ways been  the  home  par  excellence  of  music. 
Italian  is  the  accepted  musical  language,  in 
which  all  musical  expression  is  indicated.  Ital- 
ian technical  terms  are  understood  by  musicians 
and  music-lovers  the  world  over  and  need  no 
translation.  The  greatest  German  composers, 
Bach,  Haydn,  Mozart  and  Beethoven  (dead 
and  gone  a  hundred  or  more  years  since),  all 
used  Italian  terms,  signed  their  names  in  the 
Italian  style  and  wrote  the  music  for  Italian 
libretti.  As  it  fortunately  happens,  Americans 
have  always  liked  Italian  singers,  mainly  be- 
cause they  are  the  best  singers  in  the  world. 
Hence,  Italian  records  by  Italian  singers  of 
Italian  music  are  the  most  popular  records  in 
(Continued  on  page  56) 


7ih  Floor 


229  Fulton  Street 


I  Clifford  A.  Wolf  I 
MANUFACTURER  OF 

|       Diamond  and  Sapphire 

I         Phonograph  Points  1 


I 

New  York  City 


Phone.  1678  Cortland! 


5b 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


IRAȣ 


The  New  Non-Set  Record  Stop  is  a  Self- 
Starter  for  Sales.  Found  only  on  the  New 
Model  Graf onolas ! 


Columbia  Graphophone  Co. 

NEW  YORK 


THE  MUSICAL  POSSIBILITIES  OF  THE 

(Continued  from  page  55) 


TALKING  MACHINE       CHANGES  IN  CINCINNATI  TRADE 


the  catalogs.  So  you  are  safe  and  more  than 
safe  in  boosting  them  now  more  than  ever  and 
in  saying  over  and  over  again  that  Italy  is 
the  home  of  music,  Italian  song  the  mother 
of  song,  and  Italians  the  inventors  of  the  fiddle, 
the  piano,  the  organ  and  the  musical  scale. 
What  more  can  you  ask  than  that?  So  much  for 
the  first  of  our  Allies. 

Belgium 

Now,  poor  Belgium,  outraged,  ravaged,  forced 
to  endure  four  years  of  slow  death  attended  by 
unnamable  horrors,  Belgium  is  also  entitled  to 
be  known  as  a  mother-land  of  music.  For  it 
was  in  Belgium  that  during  the  middle  ages 
church  music  reached  its  greatest  heights  of 
beauty.  Counterpoint,  the  basis  and  corner- 
stone of  all  music,  was  taught  to  the  German 
Bach  by  the  Belgian"  pioneers,  such  as  Ockeg- 
hem  and  his  school.  The  great  school  of  or- 
gan playing  from  which  all  our  modern  work 
takes  its  root,  and  whose  latest  genius  was 
Bustehude,  from  whom  Bach  himself  and 
Handel  learned  their  first  lessons  of  true  art, 
was  Belgian  in  conception  and  development. 
To-day  the  greatest  living  violinist,  Ysaye,  is  a 


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Belgian.  The  greatest  of  recent  composers, 
Cesar  Franck,  king  and  father  of  the  modern 
Gallic  school,  died  in  1894.  The  finest  collec- 
tion of  wind  instruments  in  the  world  is  in 
Brussels  and  the  curator  of  the  museum  of  the 
Brussels  Conservatory,  where  these  instruments 
are  found,  is  the  greatest  authority  on  wind  in- 
struments in  the  world.  Belgium  has  turned 
out  great  musicians,  great  executants,  great 
composers;  she  has  above  all  maintained  the 
beauty  and  glory  of  her  wonderful  carillons, 
those  lovely  bells  which,  from  the  cathedral  of 
Malines,  from  Ghent,  from  Antwerp,  from  poor 
Liege,  from  murdered  Ypres,  have  for  centuries 
played  for  the  people  their  daily  and  nightly 
hymns,  floating  in  heavenly  tones  through  the 
peaceful  air.  The  fine  art  of  carillon  playing 
is  peculiarly  Belgian  and  nowhere  else  has  its 
ethereal  beauty  been  maintained  with  such  fidel- 
ity. Boost  Belgian  music  all  you  can.  It  is 
good,  yes,  great;  and  supremely  beautiful. 
La  Belle  France 

What  need  to  enlarge  on  lovely  France, 
France  who  taught  Mary  Garden  to  sing,  France 
of  Pol  Plancon,  of  Marcel  Journet,  France 
where  the  Pole,  Jean  deReszke,  found  his  most 
gracious  welcome,  France  which  sheltered  that 
other  Pole,  Chopin,  the  poet  of  the  piano, 
France  of  Charpentier's  lovely  Louise,  of  Gou- 
nod's Faust,  of  Bizet's  Carmen,  France  of 
Lully,  who  made  opera  great,  of  Rameau,  who 
made  modern  harmony  clear,  France  whose 
players  of  oboe,  clarinet  and  horn  are  the 
world's  masters;  what  shall  we  say  of  her? 
Who  can  hear  that  lovely  voice  of  Garden  tell- 
ing the  love  and  woe  of  lovely  Louise,  or  the 
mystic  beauty  of  Melisande,  without  wanting  to 
love  France,  her  language  and  her  genius. 
Boost  France,  dear  sir,  and  French  music.  It 
is  good  and  great. 

This  has  all  been  very  sketchy  and  has 
omitted  mention  of  Britain,  or  of  the  other  na- 
tions struggling  for  freedom,  such  as  Poland 
and  Bohemia.  But  enough  has  been  said  to 
clear  up  the  main  point;  and  I  shall  return  to 
the  subject  later.  Remember  this  anyway;  that 
Allied  music  is  to  be  boosted  from  now  on,  for 
both  patriotic  and  practical  reasons. 


B.  M.  ALTER  NOW  IN  SERVICE 

B.  M.  Alter,  a  former  member  of  the  staff  of 
the  Boston  Book  Co.,  and  a  brother  of  the 
president  of  the  concern,  was  a  recent  visitor 
at  the  company's  New  York  offices.  He  is 
now  a  member  of  Uncle  Sam's  forces  and  made 
the  trip  prior  to  his  new  assignment. 


H.  J.  SMITH— Jewel  Manufacturer 

MANUFACTURER  OF -Phonograph  Diamond  andSap- 
phire  Reproducing  Points— Recording  Laboratory  Jewels 
— Jewel  Bearings  for  Electrical  Instruments — Rough 
Diamond — Diamond  Powder— Experimental  Work. 

Telephone  2896  Market 

833  BROAD  STREET       NEWARK,  N.  J. 


Fritzsch  Talking  Machine  Co.  Removes  Retail 
Salesrooms — Otto  Heineman  Phonograph 
Supply  Co.  Discontinues  Local  Branch 


Cincinnati,  O.,  September  10. — A  decided  short- 
age in  talking  machines  of  all  kinds  is  the  pros- 
pect for  the  trade  in  the  Middle  West  for  the 
remainder  of  the  year.  This,  at  least,  is  the 
prospect  for  the  Cincinnati  district. 

The  condition  at  this  writing  appears  to  be 
due  to  the  lack  of  shipping  facilities  and  the 
buying  public  gobbling  up  what  was  in  sight. 
Take  the  Starr  Piano  Co.'s  Cincinnati  branch, 
which  closed  the  month  of  August  without  a 
talking  machine  on  the  floor,  the  entire  stock 
having  been  cleaned  up.  The  prospect  of  get- 
ting more  from  the  Richmond  factory  is  not 
very  good  for  the  time  being. 

The  Fritzsch  Talking  Machine  Co.  has  de- 
cided to  close  its  Fourth  street  salesroom.  This 
will  be  consolidated  with  the  factory  on  West 
Seventh  street,  east  of  Plum,  which  is  well  lo- 
cated for  retail  trade. 

The  Cincinnati  branch  of  the  Otto  Heine- 
man  Phonograph  Supply  Co.  has  been  closed, 
and  C.  W.  Neumeister,  who  was  in  charge  of 
the  Middle  West  district,  will  return  to  New 
York  City.  Just  now  he  is  confined  to  his 
home,  suffering  from  the  after-effects  of  an 
operation  on  the  tonsils. 


WhatMoreCanYouAsk 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


Wa.tch'i\J  the  Music  Corr\e  Out 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 

MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 


MILWAUKEE  AVENUE 
CHICAGO 


1530  CANDLER  BLDG. 
ATLANTA.  GA. 


THE    TALKING    MACHINE  WORLD 


57 


Not  Merely  a  Phonograph  or  Talking  Machine 

Bat 

The  Final  Word  in  Reproduction 
of  Tone  and  Craftsmanship 


Something  New  and  Entirely  Different 

The  Talking  Machine  Industry  has  always  been  thor- 
oughly awake  to  the  importance  and  necessity  of  ad- 
vancement, the  sanitary  flush  top,  the  balanced  cover 
support,  universal  tone  arm,  tone  modifier,  automatic 
stop  and  design  of  cabinets  all  have  contributed  their 
share  toward  making  the  Talking  Machine  an  attractive 
piece  of  furniture. 

We  have  all  these  improvements  and  have  added  a 
lighting  system  which  lights  the  entire  cabinet,  being  in- 
direct in  the  cover  and  the  filing  compartment  completely 
lighted,  YOU  CAN  READ  THE  RECORD  IN  THE 
CABINET. 


A  D 


ream 


c 


ome 


T 


rue 


Even  in  this  day  of  artificiality  the  restless  spirit  of 
progress,  with  enthusiastic  endeavor  and  love  of  achieve- 
ment, has  accomplished  things  heretofore  dreamed  of, 
that  the  reproduction  of  tone  which  would  fully  exem- 
plify the  artistic  requirement  of  musical  art  be  resonated 
from  an  exquisitely  built  and  perfectly  designed  instru- 
ment. 


Unless  you  are 
handling  the  Art 
Craft  Line  you  are 
not  offering  your 
customers  all  that 
a  given  sum  of 
money  can  buy. 


Attractive  Proposition 
for 

Dealers  and  Jobbers 


WRITE  TODAY 


Quality  vs.  Price 

It  being  our  object  to  build  an  instrument  of  quality, 
price  has  been  a  second  consideration,  yet  we  have  been 
able  to  build  a  popular  priced  line  due  to  the  fact  that 
Grand  Rapids  is  the  furniture  city  of  the  world,  placing 
at  our  command  the  best  of  furniture  workers  and  ma- 
terials necessary  in  the  proper  construction  of  high  grade 
furniture. 


.  Are  You 
' PREPARED " 
for  the 
Holiday 
Business 
with  an 
Instrument 
that  will 
sell  by 
Comparison  ? 


Six 

ART  MODELS 
$115  to  $350 


Exclusive  Designs  for  Discriminating  People 

The  Art  Craft  is  the  product  of  an  inspiration  to  meet 
the  demands  of  artistic  refinement  for  the  cultured  music- 
loving  ear,  and  for  those  who  desire  the  harmonies  which 
belong  to  "The  House  Beautiful" — the  things  that  grace 
the  surroundings  in  well  appointed  music  and  drawing 
rooms,  the  latest  and  most  complete  innovation  presented 
to  the  musfc  world. 


MANUFACTURERS  OF 


Phonographs 

GRAND  RAPIDS,  MICHIGAN 


58 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


ENORMOUS  TRADE  LOOKED  FOR  AT  ALL  SOUTHERN  POINTS 

With  Cotton  Above  Thirty  Cents  People  of  Atlanta  and  South  Have  Money  to  Spend  and  No 
Small  Share  of  It  Will  Find  Its  Way  for  Talking  Machines  and  Records 


Atlanta,  Ga.,  September  8. — Conditions  in 
this  city  continue  very  satisfactory,  and  from 
the  reports  following  it  can  be  seen  that  busi- 
ness is  progressing  nicely. 

The  Haverty  Furniture  Co.,  Columbia  and 
Pathe  dealers,  possibly  the  largest  retailers  of 
phonographs  south  of  New  York,  having  a  chain 
of  stores  in  Georgia,  South  Carolina,  Alabama, 
Tennessee  and  Texas,  say  that  their  business  for 
August  was  only  slightly  less  than  in  July, 
which  was  the  largest  month  with  them  this 
year.  They  expect  a  continued  active  business 
during  the  rest  of  1918. 

I.  M.  &  R.  D.  Bame,  Victor  and  Sonora  deal- 
ers, report  that  their  August  sales  were  very 
fine,  and  that  they  have  never  seen  as  much 
cash  in  evidence  as  at  the  present  time.  They 
are  buying  all  the  stock  that  the  factories  will 
supply  them  with  and  look  for  a  record  autumn 
business. 

Phillips  &  Crew  Piano  Co.  are  understood  to 
be  doing  an  excellent  business.  They  are  Vic- 
tor jobbers,  and  have  a  retail  store  in  connec- 
tion with  their  warehouses,  but  so  active  is  the 
demand  for  Victrolas  and  Victor  records  that 
they  are  using  practically  their  entire  wholesale 
stock  to  supply  their  retail  demand. 

This  concern  continues  to  put  forth  the  very 
highest  class  of  advertising  in  the  daily  press, 
and  no  doubt  a  considerable  measure  of  their 
success  can  be  traced  to  this. 

The  Atlanta  Talking  Machine  Co.,  which  is 
the  original  Columbia  store  in  Atlanta,  having 
succeeded  to  the  original  retail  store  of  the  Co- 
lumbia Graphophone  Co.,  under  the  efficient 
management  of  W.  G.  Sunderland,  whom  they 
have  recently  employed,  is  doing  the  largest 
business  of  any  period  in-  recent  months.  Im- 
mediately upon  Mr.  Sunderland  connecting  with 
them,  their  sales  took  a  spurt,  and  they  are 
more  than  ever  an  active  figure  in  the  talking 
machine  world.  They,  in  common  with  other 
dealers,  expect  a  continuance  of  the  present  era 
of  prosperity  for  an  indefinite  period. 

The  Cable  Piano  Co.,  Victor  retailers,  and  the 
largest  in  this  section,  are  enjoying  a  large  vol- 
ume of  business,  with  no  apparent  decrease  in 
sight.  They  are  selling  all  they  can  get,  and 
about  as  fast  as  they  can  get  the  Victrolas  in 
and  place  them  on  the  display  floor  they  are 
Sold,  in  fact,  frequently  they  are  simply  re- 
marked and  expressed  to  some  neighboring 
town,  or  at  once  placed  on  a  truck  and  de- 
livered locally.  With  the  very  large  buying 
power  of  the  Cable  Company,  and  the  unusual 
efforts  they  make  to  get  and  keep  a  supply  of 
Victrolas  on  hand,  this  certainly  indicates 
"some"  business. 

Mr.  Purdy,  manager  of  the  Diamond  Disc 
Shop,  states  that  his  August  business  was 
quadruple  the  volume  in  August,  1917.  He 
reports  that  he  received  recently  twenty-five  of 


the  better  grade  Edisons,  and  sold  them  all  in 
a  few  days.  His  cash  business,  cash  on  first 
payments  and  record  business  is  far  ahead  of 
anything  prior  to  this  time.  Frieda  Hempel's 
records  are  selling  excellently. 

Chamberlin-Johnson-DuBose  Co.,  Victor  and 
Sonora  dealers,  are  continuing  a  most  satisfac- 
tory business.  They  have  in  the  past  ninety 
days  sold  as  much  as  they  did  in  the  first  five 
months  of  the  year,  and  their  sales  volume  is 
constantly  increasing.    Mr.  Edward  Brotherton, 


manager  of  the  talking  machine  department, 
expresses  the  opinion  that  things  have  just  be- 
gun to  "open  up." 

The  Dictaphone,  Mr.  Brown,  manager,  report 
that  August  was  the  largest  month  they  have 
ever  known  in  the  history  of  their  business,  the 
•increase  over  last  year  being  about  300  per  cent., 
and  they  have  in  sight  a  large  volume  for  Sep- 
tember. 

With  the  price  of  cotton  far  above  30  cents 
and  still  advancing,  and  the  fact  that  every  big 
shell  or  rifle  cartridge  fired  in  the  Allied  armies, 
uses  up  cotton,  and  every  truck  that  moves  re- 
quires cotton  on  the  tires,  there  is  no  question 
but  that  the  South  is  "in  the  saddle"  in  a  busi- 
ness way  as  it  has  never  been  before. 


TAX  DISCUSSION  HURTS  RETAIL  TRADE  IN  LOS  ANGELES 

Business  Astonishing  for  Month  Despite  Vacations — New  Revenue  Bill  Created  Uneasiness  for  a 
Time — Important  Meeting  of  Retail  Talking  Machine  Dealers'  Association — News  of  Month 


Los  Angeles,  Cal.,  September  5. — Business 
was  certainly  astonishing  during  August  and  this 
was  especially  pleasing  to  the  music  houses  in- 
asmuch as  it  has  always  been  considered  one 
of  the  slowest  months  in  the  year,  so  many  peo- 
ple being  away  on  vacations  and  not  returning 
until  in  September.  Every  house  in  Los  An- 
geles, without  exception,  had  a  banner  month 
and  the  only  worry  now  is  the  shortage  of  stock. 
From  present  indications  this  will  be  a  serious 
factor  in  the  amount  of  fall  business  of  the 
local  merchants.  A  good  many  persons  got  in 
on,  the  old  Edison  price's  and  secured  their  ma- 
chines before  the  raise  on  September  1. 

Many  owners  of  talking  machines  at  the  pres- 
ent time  have  been  worrying  about  the  proposed 
Government  revenue  war  tax,  which  has  been 
reported  as  high  as  25  per  cent.  These  reports 
have,  of  course,  hurt  business  to  a  certain  ex- 
tent, a  great  many  persons  hesitating  about 
purchasing  an  instrument  for  fear  that  it  will 
be  heavily  taxed  after  they  get  it  home.  The 
local  Talking  Machine  Dealers'  Association 
sent  telegrams  to  the  three  largest  factories, 
Victor,  Edison  and  Columbia,  asking  for  infor- 
mation on  the  subject  and  the  answer  from  all 
three  was  practically  the  same — namely,  that 
the  tax  would  not  exceed  10  per  cent,  in  all  and 
would  be  a  gross  tax  at  the  factory  which  the 
consumer .  would  ultimately  have  to  pay,  also 
that  this  tax  does  not  apply  to  machines  pur- 
chased prior  to  the  passing  of  the  Revenue  bill. 

The  local  Red  Cross  has  been  doing  some  ex- 
cellent work  during  the  last  two  or  three  months 
in  supplying  the  soldiers  and  sailors  with  ma- 
chines, records  and  all  kinds  of  musical  instru- 
ments. These  are  much  appreciated  by  the 
boys  in  the  service  and  bring  them  much  enjoy- 
ment at  the  various  camps. 

Captain  Frank  Hanford,  of  the  United  States 
Medical  Corps,  who  has  just  been  called  into 
service,  purchased  an  Army  and  Navy  Model 
Edison  Diamond  Disc  from  the  Southern  Cali- 
fornia Music  Co.  to  be  sent  to  whichever  can- 
tonment he  is  assigned  to. 


Earl  S.  Dible,  for  many  years  connected  with 
the  talking  machine  line  in  southern  California,, 
has  accepted  a  position  with  Sherman,  Clay  & 
Co.,  of  San  Francisco.  Mr.  Dible  will  be  either 
at  the  main  store  or  in  Oakland. 

The  Retail  Talking  Machine  Dealers'  Asso- 
ciation of  Southern  California  held  their  reg- 
ular monthly  meeting  August  20  at  the  Starr 
Piano  Co.  on  South  Hill  street,  there  being 
about  fifteen  houses  represented.  Samples  of 
their  new  stationery  were  passed  around  to  the 
members  and  the  design  was  much  admired  by 
all  present.  Several  important  matters  of  busi- 
ness were  discussed  and  the  following  schedule 
for  trade  allowances  on  talking  machines  was 
adopted:  1,  cylinder  horn  machines,  $5  maxi- 
mum; 2,  table  machines,  33^3  per  cent.;  3,  disc 
horn  machines,  15  per  cent.;  4,  cylinder  Am- 
berola  covered,  25  per  cent.;  5,  disc,  hornless, 
uncovered,  33j^  per  cent.;  5,  disc,  covered,  obso- 
lete style,  three  years,  or  older,  50  per  cent. 

One  of  the  dealers,  a  member  of  the  associa- 
tion, having  a  grievance  against  one  of  the  well- 
known  talking  machine  manufacturers  in  the 
East,  the  matter  was  taken  up  by  the  associa- 
tion and  referred  to  a  committee  for  adjustment. 
George  S.  Marygold,  vice-president  and  general 
manager  of  the  Southern  California  Music  Co., 
made  an  interesting  talk  about  the  forming  of  a 
similar  association  in  San  Diego.  Mr.  Mary- 
gold  was  present  when  these  dealers  had  their 
first  meeting  and  said  they  were  all  very  en- 
thusiastic and  immediately  passed  a  rule  to  limit 
talking  machine  contracts  to  twelve  months. 

Irving  Andrews,  of  the  Andrews  Music  Co., 
has  just  returned  from  Catalina  Island,  where 
he  and  his  family  spent  an  enjoyable  vacation. 

Herman  Beck,  manager  of  the  talking  ma- 
chine department  for  the  George  J.  Birkel  Music 
Co.,  reports  business  fine,  and  recently  on  a 
Saturday  sold  six  machines,  all  Victrola  X's. 

Mr.  Boothe,  of  Barker  Brothers,  is  more  than 
pleased  with  their  summer  business  and  says 
his  only  worry  at  present  is  where  to  get  enough 
goods  to  run  them  over  the  holidays. 


The  <<VANOPHONE"=RETAILS  AT  $15 

Cfl  In  design,  tone  quality  and  construction,  the  Model  "B" 
Vanophone  compares  very  favorably  with  the  standard  high 
priced  machines. 

€]J  The  Vanophone  is  noteworthy  for  the  excellence  of  its 
reproducer — the  "Artois,"  the  durability  of  its  motor  and 
the  artistic  design  of  its  cabinet. 

Write  today  for  trade  prices.    Immediate  deliveries  assured 

The  Garford  Mfg.  Co.,  Elyria,  Ohio 


VANOPHONE  MODEL  B 


Guaranteed  in  every  detail  by 
a    company   of  country-wide 
prominence 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


WAR  REVENUE  BILL  GOES  TO  HOUSE  OF  REPRESENTATIVES 

Talking  Machines  and  Records  Subjected  to  10  Per  Cent.  Excise  Tax  on  Manufacturers'  Price- 
Removed  From  Luxury  Class,  Thanks  to  Efforts  of  Trade  Committee 


Washington,  D.  C,  September  4.— Shortly 
after  noon  yesterday  the  Ways  and  Means  Com- 
mittee reported  to  the  House  the  new  eight 
billion  War  Revenue  bill,  the  largest  revenue 
bill  ever  presented  to  any  legislative  body  in 
the  world,  and  it  was  announced  by  the  House 
that  consideration  and  debate  of  the  bill  will 
begin  on  Friday.  It  is  hoped  that  the  bill  will 
be  passed  by  the  House  before  the  end  of  next 
week,  when  it  will  go  to  the  Senate  for  consid- 
eration. 

On  Friday  the  Senate  Finance  Committee  will 
open  hearings  on  the  measure.  The  hearings 
will  be  limited  to  one  week  and  will  not  be 
extended  for  more  than  ten  days.  At  the  pres- 
ent time  no  announcement  has  been  made  as  to 
whether  the  talking  machine  interests  will  be 
represented  at  the  Senate  hearings,  although  it 
has  been  reported  that  little  organized  effort 
will  be  made  to  have  changed  the  present  para- 
graphs, as  they  relate  to  the  excise  tax  on  talk- 
ing machines. 

Due  to  the  efforts  of  H.  L.  Willson,  of  the 
Columbia  Co.,  representing  the  trade  at  large, 
attempts  to  include  talking  machines  and  rec- 
ords among  luxuries  and  liable  for  a  special 

FOUND  TRADE  OPTIMISTIC 

J.  F.  Collins,  General  Sales  Manager  of  the 
Pathe  Co.,  Tells  of  Successful  Trip 


Joseph  F.  Collins,  general  sales  manager  of 
the  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  returned  recently  from  an  extensive  trip, 
which  included  a  visit  to  the  Pathe  jobbers  and 
dealers  in  Michigan,  Ohio,  New  York,  Pennsyl- 
vania, Georgia  and  Florida.  In  a  chat  with 
The  World  Mr.  Collins  spoke  enthusiastically 
of  the  business  situation  in  this  territory,  stat- 
ing that  during  his  twenty-two  years'  associa- 
tion with  the  talking  machine  industry  he  has 
never  found  the  trade  so  optimistic  and  en- 
couraging in  their  predictions  for  the  future. 

Mr.  Collins  states  that  the  dealers  and  job- 
bers are  viewing  the  situation  from  the  correct 
viewpoint,  and  are  stocking  up  now  in  order  to 
handle  fall  and  holiday  trade  properly.  The 
public  as  well  as  the  dealers  as  a  whole  realize 
that  phonographs  and  records  must  retail  for 
higher  prices  than  last  year,  and  the  dealers, 
recognizing  the  tremendous  increases  in  the  cost 
of  labor,  raw  material,  transportation,  etc.,  are 
working  in  close  co-operation  with  the  manu- 
facturers and  jobbers. 

JEWEL  LABORATORIES  ENLARGED 

H.  J.  Smith,  the  well-known  jewel  manufac- 
turer of  Newark,  N.  J.,  recently  enlarged  the 
laboratories  of  his  company.  Several  new  em- 
ployes were  also  added  to  the  experimental  de- 
partment. Mr.  Smith  will  shortly  make  a  trip 
to  a  Western  recording  plant  where  his  services 
are  desired  in  the  reproduction  department.  He 
has  had  many  calls  from  large  record  com- 
panies during  the  past  few  months,  and  recent- 
ly returned  from  a  Canadian  record  factory, 
after  spending  several  weeks  in  their  recording 
rooms. 


MULTUM  IN  PARVO 

C.  A.  Hanson,  factory  manager  of  the  Colum- 
bia Graphophone  Co.,  Bridgeport;  Conn.,  is 
credited  with  the  remark,  "No  one's  responsi- 
bility ceases  this  side  of  a  satisfied  customer." 
There  is  a  book  full  of  truth  in  these  few  words, 
and  they  should  be  read  and  re-read  by  every 
business  man  who  desires  to  succeed,  for  a  satis- 
fied customer  means  inevitably  and  necessarily 
a  large  and  profitable  business. 

DAVENPORT  CABINET  WORKS 

Davenport,  Iowa 
MANUFACTURERS  OF  PHONOGRAPH  CABINETS 


tax  on  the  retail  selling  price  were  frustrated, 
and  the  bill  as  presented  to  the  House  pro- 
vides a  10  per  cent,  tax  on  the  manufacturer's 
price.  In  other  words,  a  7  per  cent,  increase 
over  the  present  war  excise  tax.  Talking  ma- 
chine men  also  declared  themselves  pleased  with 
the  fact  that  there  has  been  no  discrimination 
in  the  tax  on  musical  instruments  in  the  new 
bill,  and  that  pianos  were  also  included  with 
talking  machines  and  other  instruments,  as  be- 
ing subjected  to  its  provisions. 

Section  900  of  the  bill  relating  to  excise  taxes 
and  covering  musical  instruments  reads  in  part 
as  follows: 

Section  900.  That  there  shall  be  levied,  as- 
sessed, collected,  and  paid,  in  lieu  of  the  taxes 
imposed  by  section  600  of  the  Revenue  Act  of 
1917,  upon  the  following  articles  sold  or  leased 
by  the  manufacturer,  producer,  or  importer,  a 
tax  equivalent  to  the  following  percentages  of 
the  price  for  which  so  sold  or  leased. 

(4)  Pianos,  pipe  organs,  piano  players, 
graphophones,  phonographs,  talking  machines 
and  records  used  in  connection  with  any  mu- 
sical instrument,  piano  player,  graphophone, 
phonograph,  or  talking  machine,  10  per  centum. 

REPORT  LARGE  SALES  TOTALS 

C.  L.   Byars,  of  the  Aeolian  Co.  Branch  in 
Cincinnati,  Tells  of  Progress 


Cincinnati,  O.,  September  5.— C.  L.  Byars,  of 
the  Aeolian  Co.'s  branch  in  this  city,  states 
that  August  sales  totals  showed  a  substantial 
gain  over  last  year,  and  that  September  is  prov- 
ing equally  as  satisfactory.  Owing  to  abnormal 
conditions,  however,  it  is  very  difficult  to  or- 
ganize an  efficient  sales  force  for  the  fall 
work,  and  this  problem  is  one  of  the  most 
important  confronting  the  executives  at  the 
present  time.  There  are  plenty  of  prospects  for 
instruments  and  the  company  has  every  reason 
to  expect  a  splendid  fall  trade,  if  it  can  secure 
the  salesmen  to  take  care  of  it.  Mr.  Byars  spent 
a  few  weeks  recently  visiting  St.  Louis,  where 
he  has  many  friends  and  relatives. 


The  Jones  Drug  Co.,  Oregon  City,  Ore.,  is 
remodeling  and  improving  its  quarters  and  ar- 
ranging for  the  installation  of  a  large  talking 
machine  department. 


59 


W.  A.  WILLSQN'S  NEW  POST 

Appointed  Manager  of  the   Columbia  Co.'s 
Educational  Department 

George  W.  Hopkins,  general  sales  manager 
of  the  Columbia  Graphophone  Co.,  New  York, 
announced  this  week  the  appointment  of  W.  A. 
Willson  as  manager  of  the  Columbia  Co.'s  edu- 
cational department.  Mr.  Willson  succeeds 
Frederic  Goodwin,  who  resigned  from  this  posi- 
tion the  first  of  the  month. 

W.  A.  Willson  has  been  business  manager 
of  the  Columbia  Co.'s  educational  department 
for  the  past  few  years,  and  in  this  capacity  has 
won  the  esteem  and  friendship  of  Columbia 
dealers  throughout  the  country.  He  is  thor- 
oughly conversant  with  every  phase  of  educa- 
tional work  in  the  talking  machine  field,  and 
his  intimate  knowledge  of  the  vast  possibil- 
ities of  this  branch  of  the  business  has  en- 
abled him  to  render  efficient  and  valuable  co- 
operation to  the  Columbia  clientele.  He  is 
planning  to  introduce  many  sales  ideas  and  helps 
the  coming  fall  that  can  be  utilized  to  excellent 
advantage  by  Columbia  dealers,  and  he  will  be 
ably  assisted  in  this  work  by  W.  H.  Gould, 
sales  manager  of  the  department,  who  has  been 
a  member  of  the  Columbia  educational  staff 
for  several  years. 

DEPARTMENT  REPORTS  HEAVY  GAIN 

Business  in  Phonograph  Department  of  Kauf- 
man-Straus Co.  During  August  Practically 
Double  the  Volume  Handled  During  August, 
1917— To  Put  on  Tone  Test  October  9 

Louisville,  Ky.,  September  5. — The  phono- 
graph department  of  the  Kaufman-Straus  Co., 
big  department  store  of  this  city,  under  the 
management  of  H.  V.  Boswell,  is  reaping  great 
business  with  the  new  Edison  and  Columbia 
machines  and  records.  The  department  on 
August  1  moved  into  new  and  larger  quarters 
on  the  second  floor  of  the  building,  and  de- 
spite the  slight  confusion  of  getting  settled, 
recorded  a  volume  of  business  amounting  to 
200  per  cent,  of  their  business  in  the  depart- 
ment for  the  month  of  August,  1917.  The  de- 
partment is  equipped  in  an  elaborate  manner 
and  a  substantial  stock  of  both  machines  and 
records  is  carried.  Considerable  business  is  be- 
ing done  with  the  soldiers  in  Camp  Taylor. 
The  Kaufman-Straus  Co.  is  contemplating  put- 
ting on  an  Edison  tone  test  on  October  9  and 
is  at  present  arranging  the  details  for  a  most 
elaborate  affair. 


THE  ORIGINAL  PRODUCERS  OF  A  COMPLETE  ELECTRIC  DRIVE 
FOR  TALKING  MACHINE  MANUFACTURERS'  USE 


OVERCOME  THE  STEEL  SPRING  SHORTAGE 

BY  USING 

VEECO  MOTORS 

THE  ELECTRIC  WAY 

The  improved  VEECO  electric  motor  is  designed  primarily  and 
exclusively  for  Talking  Machines.  It  is  smooth  and  noiseless  in 
action  and  practically  fool-proof.  Standard  models  run  on  any 
voltage  from  100-125,  A.  C.  or  D.  C,  without  adjustment.  Other 
models  for  any  voltage  from  6-250.  Furnished  mounted  on  12 
or  1  23^2  inch  mahogany  board  ready  to  install,  or  without  board, 
all  ready  to  mount  on  such  board  as  used  by  the  manufacturer. 

With  the  VITRALOID  turntable,  supplied  with  the  motor,  it 
makes  a  complete  motor  unit  for  high  class  machines. 

Send  for  a  sample  NOW  and  place  your  order  at  once  for  early 
fall  delivery. 

THE  VEECO  COMPANY 

248  Boylston  St.  Boston,  Mass. 


60 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


line  of  Console  types  and  Uprights  illustrated  therein  is  ready  to  meet  all  com- 
petition. Send  for  catalog,  make  selection  of  sample  line  and  he  ready  to  take 
care  of  the  business  which  is  sure  to  come  to  you  with  a  showing  of  the 
incomparable  Widdicomb. 


■I  Phonograph  Division  m 

I  The  Widdicomb  Furniture  Co.  j 

|  GRAND  RAPIDS,  MICHIGAN  j 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


61 


GAINS  POINT  FOR  TALKING  MACHINES  IN  WAR  TAX  BILL   big  caruso  concert  in  ST.  Louis 


H.  L.  Willson  Appears  Before  Ways  and  Means  Committee  for  Industry  and  Convinces  Members 
That  Machines  and  Records  Are  Not  Luxuries — Combats  Chamber  of  Commerce  Views 


As  the  result  of  a  recent  visit  to  Washington 
made  by  H.  L.  Willson,  vice-president  and  gen- 
eral manager  of  the  Columbia  Graphophone  Co., 
acting  as  chairman  of  the  War  Committee  of 
the  Talking  Machine  Industry,  it  is  pleasing  to 
note  that  the  new  War  Revenue  bill,  when  it  was 
introduced  in  the  House  September  3,  showed 
talking  machines  and  records  freed  from  the 
luxury  tax  proposed  earlier  in  the  session,  and 
simply  subjected  to  an  increase  in  the  present 
excise  tax  on  the  manufacturer's  selling  price. 

Mr.  Willson  stated  to  The  World  that  he  had 
taken  up  with  Elliott  Goodwin,  secretary  of  the 
Chamber  of  Commerce  of  the  United  States, 
the  referendum  of  the  War  Finance  Committee 
of  the  Chamber  of  Commerce  to  the  effect  that 
a  gross  sales  tax  of  20  per  cent,  be  levied  upon 
"victrolas  and  various  other  mechanical  mu- 
sical instruments"  as  luxuries,  and  filed  a  strong 
protest  against  the  evident  discrimination  shown 
in  selecting  a  trade-marked  term  as  descriptive 
of  the  products  of  the  entire  industry.  Inci- 
dentally, it  might  be  said  that  the  discrimina- 
tion was  evidently  due  to  ignorance  rather  than 
to  intent. 

Mr.  Willson  next  appeared  before  a  special 
committee  of  the  Ways  and  Means  Committee 
of  the  House  and  spent  considerable  time  in 
bringing  before  that  committee  facts  regarding 
the  talking  machine  industry  as  gathered  by 
its  war  committee. 

He  called  attention  to  the  number  of  manu- 
facturers, dealers  and  their  employes  who  were 
dependent  upon  the  industry,  the  amount  of 
capital  invested,  and  the  important  part  talking 


machines  and  phonographs  were  playing  in  the 
camps  and  in  the  trenches.  He  declared  that  to 
enforce  a  20  per  cent,  gross  sales  tax  would 
mean  practically  the  killing  of  the  industry. 

The  members  of  the  committee  appeared  much 
impressed  with  Mr.  Willson's  arguments,  and  as- 
sured him  that  not  only  would  talking  machines 
and  records  be  removed  from  the  special  luxury 
class  in  the  new  bill,  but  that  there  would  be 
no  discrimination  shown  against  them  as  com- 
pared with  other  musical  instruments  includ- 
ing pianos,  in  the  levying  of  tax  assessments. 

Although  Mr.  Willson  spent  only  a  brief  time 
in  Washington,  his  work  was  so  carefully  ar- 
ranged that  he  succeeded  in  accomplishing  un- 
expected results  in  the  interests  of  the  industry 
as  a  whole. 

Regarding  the  question  of  steel  supplies  for 
the  industry,  Mr.  Willson  stated  this  week  that 
the  war  committee  of  the  talking  machine  in- 
dustry was  awaiting  confirmation  by  the  United 
.States  Chamber  of  Commerce,  and  that  as  soon 
as  this  recognition  was  secured  the  steel  ques- 
tion would  be  taken  up  with  the  War  Industries 
Board.  Unofficial  advices  received  by  The 
World  indicate  that  the  favorable  confirmation 
of  the  committee  will  be  announced  in  a  very 
short  while. 

The  questionnaire  sent  out  by  the  commit- 
tee to  the  manufacturers  of  talking  machines 
and  parts  has  brought  in  a  vast  amount  of  in- 
formation regarding  the  industry  to-be  pre- 
sented in  Washington  in  support  of  its  argu- 
ments for  consideration,  in  the  matter  of  steel 
and  fuel  allotments. 


Tri-State  Victor  Dealers'  Association  to  Hold 
Banner  Session  When  Tenor  Appears  on  Oc- 
tober 22— Clever  Work  Saves  $1,100  in  Ob- 
taining Services  of  Orchestra — A  Big  Event 


WORK  OR  FIGHT  LAW  HITS  ST.  LOUIS 


Talking  Machine  Salesmen  Required  by  Draft 
Boards  to  Find  Positions  in  War  Plants — 
Local  Fuel  Board  Issues  Ultimatum 


Some  talking  machine  men  believe  that  only 
executives  will  be  left  in  the  warerooms,  but 
that  these  men  can  sell  all  of  the  machines  that 
they  will  be  able  to  get. 


St.  Louis,  Mo.,  September  8. — The  question  of 
selling  staffs  is  beginning  to  interest  the  local 
talking  machine  dealers.  Several  local  sales- 
men have  been  called  before  draft  boards  re- 
cently to  discuss  the  "work  or  fight"  phase  of 
the  draft  regulations.  The  first  case  reported 
was  that  the  salesman  was  finally  classed  as  a 
traveling  salesman,  although  he  does  not  leave 
the  city  and  was  permitted  to  stay  on  his  job, 
"for  the  present  at  least." 

Last  week  another  case  came  up  for  decision 
and  the  man  was  ordered  to  seek  other  work  at 
once.  This  man,  a  salesman  for  a  piano  house, 
has  tried  to  enlist  and  cannot  because  of  phys- 
ical requirements.  He  was  informed  that  the 
board  could  find  limited  service  for  him,  which 
he  concluded  would  be  a  clerkship  at  $30  a 
month,  so  he  sought  a  job  in  a  shipyard  and  left 
for  the  East  September  1. 

Most  talking  machine  men  believe  that  as 
rapidly  as  their  men  come  before  the  draft 
boards  now  they  will  be  ordered  into  more  es- 
sential work.  So  far  the  departure  of  members 
of  the  staffs  has  not  been  serious.  Most  of 
the  men  under  thirty-one  enlisted  or  took  up 
more  active  pursuits  without  urging.  But  the 
men  who  will  be  affected  by  the  new  draft  are 
more  settled  and  most  of  them  expect  to  make 
pianos  or  talking  machines  their  lifework  and 
are  loathe  to  quit.  The  local  draft  boards  have 
been  somewhat  slow  in  getting  to  this  end  of 
the  work  or  fight  business  because  of  the  many 
calls  on  them  for  men,  but  they  have  now 
realized  the  great  big  task  they  have  before 
them  and  are  organizing  for  more  and  better 
work.  It  is  believed  that  this  will  include  a 
rapid  survey  of  the  questionnaires  and  quick 
action  against  the  non-essentials. 

Already  the  local  Fuel  Board  has  notified 
piano  and  talking  machine  warerooms  that  they 
are  listed  as  non-essentials,  and  that  if  there 
is  any  pinch  on  coal  next  winter  they  will  be 
refused  deliveries.  Most  of  the  warerooms  are 
now  provided  with  coal  for  the  season. 


W.  L.  Schutz,  proprietor  of  the  El  Paso  Co., 
El  Paso,  Tex.,  is  of  the  opinion  that  talking 
machines  and  records  are  not  to  be  considered  as 
side  lines  in  the  piano  business,  but  instead 
constitute  in  themselves  an  important  leading 
part  of  the  music  business.  This,  by  the  way,  is 
in  line  with  the  views  of  a  great  many  other 
piano  dealers  who  have  been  able  to  finance  their 
business  through  the  sale  of  talking  machines 
and  records  in  times  when  the  piano  trade  is 
unusually  dull. 


St.  Louis,  Mo.,  September  5. — The  visit  of 
Caruso  here  to  give  a  concert  on  October  22  is 
going  to  be  made  a  great  event  for  the  Victor 
dealers  and  the  Victor  owners.  Already  an 
unusual  demand  for  Caruso  records  is  reported. 

The  date  of  the  concert  is  to  be  the  signal  for 
the  gathering  of  the  members  of  the  Tri-State 
Victor  Dealers'  Association  for  their  first  an- 
nual meeting.  This  association  was  organized 
about  a  year  ago  and  has  never  held  a  general 
meeting  to  which  out-of-town  members  have 
been  urged  to  attend.  Several  from  a  distance 
have  attended  some  of  the  monthly  meetings 
and  more  were  present  at  the  Koerber-Brenner 
Music  Co.  formal  opening,  when  the  associa- 
tion idea  was  explained  to  them,  but  that  was  a 
social  occasion,  not  a  business  session.  It  is 
believed  that  the  Caruso  concert  will  prove  a 
great  attraction  for  the  Victor  dealers,  who  look 
upon  the  great  singer  as  their  best  advertising 
card. 

Rather  an  amusing  story  is  being  told  of  the 
Caruso  concert  plans.  It  was  desired  to  em- 
ploy the  St.  Louis  Symphony  Orchestra  for  the 
occasion,  but  the  orchestra  management  asked 
$2,300  for  the  concert  and  rehearsals,  and  so 
the  Caruso  managers  employed  the  eighty  mem- 
bers of  the  orchestra  separately  at  $11.50  each 
for  the  concert  and  one  rehearsal.  The  orches- 
tra management  had  asked  $500  for  Leader  Max 
Zach,  who  is  spending  the  summer  in  Boston 
and  would  not  be  back  until  November  1,  but 
the  Caruso  managers  obtained  the  services  of 
Leader  Maronzoni,  of  the  Metropolitan  Orches- 
tra in  New  York,  for  his  expenses,  or  about 
$250,  which  altogether  effected  a  saving  of 
about  $1,100  and  leaves  the  local  managers  with 
a  lot  of  explaining  to  do. 

The  Caruso  concert  here  is  one  of  two  that 
the  great  singer  will  give.  The  other  will  be 
in  Ann  Arbqr,  Mich.  He  is  giving  these  con- 
certs on  his  own  risk  and  gives  80  per  cent,  of 
the  receipts  to  war  funds — 20  per  cent,  to  Italy 
and  60  per  cent,  to  the  U.  S. 


Let  us  not  be  so  engrossed  in  our  little  indi- 
vidual business  establishments  that  we  cannot 
give  some  time  and  thought  to  aiding  in  the 
big  business  of  1918,  the  feeding,  clothing  and 
freeing  of  the  world. 


THE  "LIBERTY"  STYLUS 

Semi-Permanent  Needle 

Plays  from  100  to  300  Records 

The  only  Stylus  or  semi-permanent  needle  on  the 
market  that  can  be  used,  removed  at  any  time  and 
replaced  in  the  needle  holder  without  lessening  the 
tone  quality  or  damaging  the  record. 

The  Liberty  Stylus  is  manufactured  in  full,  medium  and  soft 
tone,  and  is  marketed  in  packages  of  three  needles  to  a  package; 
50  packages  in  a  box. 

The  Liberty  Semi-Permanent  Needle  is  guaranteed  to  reduce 
surface  noises  to  a  minimum,  and  give  a  thoroughly  satisfactory  tone 
quality. 


Every  dollar  of 
our  profits 
goes  into 
Liberty  Bonds. 


Samples  to  the  trade  free  upon  request 

LIBERTY  STYLUS  COMPANY 
Detroit,  Michigan 


62 


THE    TALKING    MACHINE  WORLD 


September  IS,  1918 


Imagine  the  joy  of  the 
when  you  show  him 
Columbia  Non-Set  Stop, 
—and  it's  exclusive! 


phonograph  fan 
the  marvelous 


Columbia  Graphophone  Co. 

NEW  YORK 


DETROIT  REPORTS  GREATEST  TRADE  OF  ANY  MONTH 

Dealers  Express  Pleasure  at  Showing  for  August,  Which  Was  a  Profitable  One — Shortage  of  Stock 
Continues  to  Be  the  Great  Complaint — Association  to  Meet  in  October — Exhibitors  at  Fair 


Detroit,  Mich.,  September  10. — The  local  talk- 
ing machine  dealers,  based  on  their  experience 
of  previous  years,  did  not  look  for  anything  but 
fair  business,  during  August,  but  it  is  an  actual 
fact  that  of  the  two  dozen  or  more  retailers  seen 
by  The  World  representative,  100  per  cent,  of 
them  stated  that  August  was  not  only  the  best 
of  the  summer  months  this  year,  but  that  it 
was'  even  better  than  any  August  of  the  past 
and  that  it  went  far  beyond  expectations.  One 
dealer  went  so  far  as  to  say  "it's  the  first  month 
in  at  least  four  that  we  made  a  profit."  Any- 
way, it  shows  that  the  unexpected  may  happen 
at  any  time  and  that  no  one  can  really  predict 
what  the  future  will  bring.  In  telling  of  the  big 
August  business  several  dealers  said  "it  is  be- 
yond understanding — we  can't  account  for  it — 
don't  know  why  it  happened  to  be  so  good." 
One  dealer  who  always  does  a  lot  of  advertis- 
ing completely  eliminated  his  appropriation  for 
August,  figuring  that  it  would  not  do  him  any 
good,  and  despite  his  no-advertising  policy  in 
August  it  proved  one  of  his  best  months  this 
year. 

Indications  are  that  the  coming  fall  and  win- 
ter months  will  be  very  brisk  for  the  talking 
machine  dealers,  only  one  factor  counteracting 
this  prediction  and  expectation — shortage  of 
merchandise.  Already  this  has  been  noticed 
and  dealers  are  wondering  what  will  happen 
during  November  and  December  when  they  will 
need  the  merchandise  the  most.  The  manufac- 
turers and  jobbers  are  surely  doing  their  very 
best  to  take  care  of  the  retailers,  so  that  if 
there  are  any  disappointments  no  one  in  par- 
ticular will  be  to  blame — it  will  simply  be  a 
condition  due  entirely  to  the  war. 

The  Edison  Shop,  on  Woodward  avenue,  had 
a  fine  August  business,  according  to  A.  B. 
Ailing.     All  of  the  salesmen  who  have  been 


with  the  company  since  its  inception  are  at 
war,  so  that  it  has  been  necessary  for  Mr. 
Ailing  to  completely  reorganize  his  staff. 

Speaking  for  the  Phonograph  Co.,  of  Detroit, 
who  are  the  Edison  jobbers  in  this  section,  Mr. 
Ailing,  general  manager,  reports  that  August 
was  a  very  good  month,  and  that  from  reports 
of  his  dealers  it  was  a  brisk  month  throughout 
the  territory. 

Frank*  Bayley,  of  the  Bayley  Music  House, 
Edison  retailer  on  Broadway,  is  anticipating  the 
biggest  fall  business  in  his  history.  His  talk- 
ing machine  business  has  grown  to  such  pro- 
portions that  the  piano  end  of  his  business  is 
now  looked  upon  as  a  side  issue — comparison 
by  figures. 

The  Pathe  Shop,  which  moved  from  218  Gris- 
wold  street  to  73  Broadway,  is  still  keeping  a 
partial  stock  and  several  sales  people  at  the  for- 
mer address  until  the  new  store  is  completely 
settled  and  all  of  the  customers  know  where 
the  new  location  is  at.  This  concern,  by  the 
way,  is  among  those  who  exhibited  at  the  Mich- 
igan State  Fair  the  ten  days  ending  September  6. 

In  connection  with  the  Michigan  State  Fair 
at  Detroit,  which  is  always  one  of  the  big 
events  in  the  motor  city,  there  were  four  ex- 
hibitors, Grinnell  Bros.,  showing  Victrolas  and 
Victor  records;  the  Starr  Piano  Co.,  showing 
Starr  phonographs  and  Starr  records;  Bush  & 
Lane  Co.,  showing  the  Bush  &  Lane  "Cecila- 
phone"  talking  machine,  and  the  Pathe  Shop, 
displaying  Pathe  machines  and  Pathe  records. 
From  reports  of  the  men  in  charge  of  the  dis- 
plays the  actual  business  done  far  exceeded  last 
year  and  other  seasons. 

Wallace  Brown,  of  the  Wallace  Brown 
Brunswick  Shop,  says  that  this  has  been  a  big 
year  with  him  thus  far,  and  that  if  he  can  se- 
cure the  merchandise  he  expects  the  fall  and 


winter  seasons  to  result  in  astonishing  large 
sales.  He  reports  that  machine  business  is 
better  than  the  record  end,  the  demand  far  ex- 
ceeding the  supply. 

Ed  Andrew,  of  the  J.  L.  Hudson  talking  ma- 
chine department,  says  that  he  has  a  good  stock 
of  merchandise  on  hand,  but  that  he  could  use 
considerably  more.  The  Victrola  and  Sonora 
machines  are  carried  in  large  quantities,  but 
Mr.  Andrew  is  finding  it  rather  difficult  to  keep 
a'head  on  the  popular  selling  models.  It  is  re- 
ported that  the  Hudson  talking  machine  depart- 
ment may  shortly  add  another  make  of  machine 
to  its  stock. 

The  Detroit  Talking  Machine  Association  will 
resume  its  regular  meetings  in  October  and 
they  will  continue  regularly  throughout  the 
fall,  winter  and  spring  seasons.  The  coming 
year  promises  to  see  a  number  of  big  changes 
in  methods  and  policies,  and  it  will  be  the  aim 
of  the  association  Jo  work  along  more  uniform 
lines  than  ever  before.  Pending  the  newly- 
elected  officers  Charles  Smith,  of  the  Detroit 
Music  Co.,  will  act  as  chairman  of  the  meetings. 

The  Reliable  Furniture  Co.  on  Washington 
boulevard  recently  added  the  Pathe  line  of 
phonographs  and  records,  and  is  now  featuring 
them  very  strong. 

All  of  the  jobbers  report  that  they  have  more 
orders  than  they  can  fill,  and  that  they  are  con- 
stantly after  the  manufacturers  to  ship  them 
more  merchandise,  and  feel  certain  that  they 
will  be  able  to  take  pretty  good  care  of  their 
customers  for  the  holiday  trade.  So  far  they 
are  very  optimistic. 


LEO  HENNESSEY  AT  CAMP  MEADE 


Leo  Hennessey,  repairman  in  the  phonograph 
department  of  the  Tilden-Thurber  Corp.,  has 
entered  the  army  and  is  now  at  Camp  Meade. 
He  is  a  brother  of  Miss  Hennessey,  who  is  man- 
ager of  the  department. 


Make  your  quarters  grow.    Buy  Thrift  Stamps. 


$35,  $70,  $100,  $150,  $200,  $250 


SONA-XONE 

A  Phonograph  of  Distinction  with  the  Tone  You  Can't  Forget 

SONA-TONE  Quality  means  a  resonant,  full,  liquid  tone  that  comes  from  an  especially 
designed,  all-wood  sound  chamber — and  superior  workmanship  in  material,  finish  and 
equipment. 

SONA-TONE  Reliability  means  simplicity  of  mechanical  construction — ease  of  operation — 
and  convenience  and  solidity  of  working  parts. 

SONA-TONE  Service  means  the  immediate  ability  of  the  purchaser  to  play  all  makes 
of  records — without  attachment  of  any  sort — and  to  play  a  library  of  from  250  to  1000 
assorted  records  without  further  expenditure. 

We  believe  that  a  Sona-Tone  eliminates — to  a  greater  extent  than  any  other  phono- 
graph— the  surface  noises  of  the  record. 

We  believe  that  it  has  the  same  quality  of  resonance  as  exists  in  the  Stradivarius 
violin. 

From  our  sales  record — previous  to  advertising —  we  believe  that  a  SONA-TONE  is  a 
superior  phonograph  for  retail  "merchandising. 

SONA-TONE   PHONOGRAPH,  Inc. 

3421  Broadway,  New  York  City 

**  The  music  is  on  the  record—the  tone  is  in  the  phonograph.  " 


The  Talking  Machine  World,  Nezv  York,  September  15,  1918 


NEEDLES 

Manufactured  by  the 

DEAN  DIVISION 

of  the 

OTTO  HE1NEMAN  PHONOGRAPH  SUPPLY  CO. 

INCORPORATED 

25  WEST  45th  STREET,  NEW  YORK 

FACTORIES:  Elyria,  Ohio  Newark,  N.  J.  Putnam,  Conn.  Springfield,  Mass. 
BRANCH  OFFICES  :    Chicago,  111.     Cincinnati,  O.      Seattle,  Wash.      Toronto,  Ont. 

STEEL  NEEDLES 


111 

hi 

III 

5 


No.  I 


No.2 


No.3 


No. 6 


h  1 

1  1 

o 

£  1 

Op 

1  1 

No7 


No.8 


No.9 


No. 10 


No. II 


PERMANENT  NEEDLES 

TO  PLAY  PATHE  RECORDS 

Half  Tone  Points  Full  Tone  Points 

TO  PLAY  EDISON  RECORDS 

Sapphire  Points  Genuine  Diamond  Points 


III 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


63 


THE  STOCK  SITUATION  SHOWS  IMPROVEMENT  IN  BALTIMORE 

Shipments  Might  Be  Larger,  But  Dealers  Are  Thankful  for  What  They  Receive— Business  Active 
With  the  Leading  Concerns— Fall  Outlook  Is  Bright  Provided  Stock  Can  Be  Secured 


Baltimore,  Md.,  September  4.— August  proved 
to  be  a  good  month  for  business  with  the  talk- 
ing machine  jobbers  and  distributors  in  this  city 
and  vicinity.  One  of  the  gratifying  points  that 
has  come  to  the  dealers  is  the  better  shipment 
of  goods,  which,  while  not  as  large  as  the  de- 
mand, still  proved  to  be  a  real  blessing  and  en- 
abled dealers  and  jobbers  to  do  a  better  business 
than  they  had  expected. 

There  has  been  liberal  advertising  during  the 
month  and  this  has  helped  business.  Dealers 
have  also'  begun  to  pay  more  attention  to  their 
show  windows,  which  has  a  tendency  to  attract 
customers  and  to  keep  business  alive. 

Cash  sales  of  instruments  have  been  reported 
in  abundance  and  there  is  a  big  demand  for 
machines  over  $100.  This  demand  shows  the 
buying  taste  and  also  proves  that  there  is  money 
in  circulation  for  musical  instruments  or  any- 
thing musical  that  will  bring  cheer  into  the 
homes.  ' 

Patriotic  and  dance  music  appears  to  be  in 
the  biggest  demand  during  the  month,  while 
there  were  some  good  selling  vocal  numbers. 
On  the  whole,  dealers  are  looking  forward  to 
one  of  the  greatest  fall  businesses  in  their  expe- 
rience if  they  are  able  to  get  the  machines  and 
records  to  do  it  with. 

The  Baltimore  branch  of  the  Columbia  Graph- 
ophone  Co.  reports  a  big  month's  business, 
showing  an  increase  over  August  of  1917.  The 
increase  was  not  quite  as  large  as  some  of  the 
months  of  the  present  year,  but  owing  to  the 
fact  that  shipments  did  not  arrive  promptly  the 
month  did  not  go  ahead  as  much  as  W.  S.  Parks, 
the  local  manager,  would  like  to  have  had  it. 
During  the  month  Mr.  Parks  made  a  trip  to 
New  York  and  also  visited  Washington.  He 
managed  to  get  goods  shipped  while  at  the 
New  York  headquarters  of  the  company  and 
this  was  the  real  reason  for  his  going  there. 

P.  W.  Peck,  who  looks  after  North  Carolina 
for  the  Columbia,  closed  a  good  account  in  J. 
B.  Ivey,  the  department  store,  one  of  the  most 
exclusive  stores  in  Charlotte,  N.  C.  Mr.  Peck, 
A.  B.  Creel,  W.  T.  Sibbett  and  Lyman  Bryan, 
of  the  sales  force,  attended  a  sales  meeting  this 
week. 

Two  marriages  take  place  this  month,  thus 
removing  two  members  of  the  office  force  of 
Columbia.  Miss  Katherine  Marie  Carey,  daugh- 
ter of  Mrs.  Harry  W.  Neepier,  of  Govans,  and 
who  has  been  in  charge  of  the  information  de- 
partment, weds  Ernest  B.  Kerns,  of  Charlotte, 
N.  C,  on  September  25.    The  couple  have  al- 


ready furnished  their  new  home  at  Rockrose 
avenue,  where  the  ceremony  will  take  place. 
Miss  Lettie  E.  Bird,  one  of  the  stenographers 
and  the  daughter  of  E.  C.  Jordan  Bird,  of  2206 
Lynnbrook  avenue,  will  be  married  on  Satur- 
day to  Joseph  P.  Towson,  son  of  John  J.  Tow- 
son,  of  1731  West  North  avenue. 

George  Welzl,  who  is  proprietor  of  the  High- 
land Music  Shop,  the  east  end  Columbia  dealer, 
and  William  Heinekamp,  the  West  Baltimore 
Columbia  dealer,  spent  a  ten-day  vacation  right 
on  the  Chesapeake  Bay  and  indulged  in  fishing, 
crabbing  and  bathing.  Jesse  Nace,  who  looks 
after  the  troubles  and  straightens  out  the  kicks 
at  Columbia  headquarters,  is  back  after  his  two 
weeks'  vacation. 

Among  the  visitors  to  Columbia  headquarters 
during  the  month  were  :  H.  L.  Kitt,  Arthur 
Jordan  Piano  Co.,  Washington;  M.  Phillips, 
Washington;  Mr.  Spencer,  of  Ivey  Department 
Store,  Charlotte,  N.  C;  H.  W.  Hall,  Emporia, 
Va.;  Sol.  Friedberg,  Grafonola  Shop,  Norfolk; 
Aaron  London  and  M.  A.  Freeman,  of  the  Hope- 
well Furniture  Co.,  Hopewell,  Va.;  Mr.  Shipley, 
of  Storm  &  Shipley,  Frederick,  Md.;  J.  W.  Dar- 
den,  of  J.  W.  Darden  &  Bro.,  Kenly,  N.  C; 
Frank  LeSeuer,  of  Lightfoot-LeSeuer  Music  Co., 
Norfolk;  P.  Meyers,  of  Meyer  &  Tabakin,  Nor- 
folk; Emmett  Thompson,  Warsaw,  Va.;  W.  A. 
Bullock,  of  the  Bullock  Furniture  Co.,  Rocky 
Mount,  N.  C;  J.  J.  Amerson,  Wilson  Furniture 
Co.,  Wilson,  N.  C;  W.  F.  Chears,  Daville;  Mr. 
Worley,  of  the  Worley  Furniture  Co.,  Selma-, 
N.  C;  and  Mr.  McDowell,  H.  C.  Groce,  Inc., 
Washington,  D.  C. 

Evan  Davis,  one  of  the  Columbia  stars  on  the 
records,  spent  several  days  in  Baltimore  during 
the  month  and  together  with  Daniel  DeFoldes, 
visited  many  of  the  Baltimore  dealers.  Mr.  De- 
Foldes is  in  charge  of  the  Columbia  Service  De- 
partment. 

W.  C.  Roberts,  of  E.  F.  Droop  &  Sons  Co., 
Inc.,  Victor  distributors,  reports  a  splendid 
month's  business  for  August.  "It  certainly  was 
fine,"  said  Mr.  Roberts.  "The  business  done 
during  the  month  exceeded  expectations.  The 
shipments  are  coming  in  better  and  while  not 
as  large  as  we  would  like  to  have  them  in  ma- 
chines they  are  nevertheless  satisfactory  under 
the  conditions.  Record  shipments  are  getting 
close  to  normal." 

Mr.  Roberts  has  just  returned  from  his  motor- 
ing trip  and  is  already  preparing  plans  for  his 
fall  and  winter  business.  He  finds  the  machines 
selling  over  $100  having  the  big  call  at  this  time 


and  the  record  sales  of  "Missouri  Waltz,"  "Sorry 
I  Made  You  Cry"  and  "Smiles,"  are  selling 
faster  than  it  is  possible  to  get  records. 

Business  with  the  Brunswick-Balke-Collender 
Co..  is  fine.  Shipments  of  machines  are  starting 
to  come  in  better  and  Mr.  Petit,  the  local  man- 
ager, who  is  just  now  in  the  South,  expects  to 
have  some  important  announcements  of  new 
accounts  to  make  very  shortly. 

W.  A.  Eisenbrandt,  of  H.  R.  Eisenbrandt  & 
Son  Co.,  Inc.,  Victor  distributors,  says  business 
was  better  than  they  expected  and  there  were 
some  shipments  of  goods  during  the  month. 
Records  are  coming  in  better,  but  do  not  equal 
the  demand.  Mr.  Eisenbrandt  also  reports  fine 
business  in  small  goods,  the  trading  in  the  latter 
being  phenomenal  and  in  a  large  measure  due 
to  the  fitting  out  of  many  bands  and  orchestras 
for  the  big  industrial  companies  about  the  city. 

Jesse  Rosenstein,  for  the  National  Piano  Co., 
Pathe  distributors,  reports  good  business,  with 
shipments  coming  in  fairly  liberally  in  both  ma- 
chines and  records. 

H.  D.  French,  of  the  H.  D.  French  Piano  Co., 
who  handle  the  Kimball  line,  reports  good  busi- 
ness with  the  new  line  and,  while  he  has  only 
been  able  to  push  it  a  little,  he  hopes  to  be  able 
to  get  a  better  supply  and  says  he  has  no  trou- 
ble selling  all  the  machines  he  gets  hold  of. 

The  various  department  stores  and  furniture 
houses  with  music  departments  all  report  good 
business  and  are  getting  ready  for  a  busy  fall. 


H.  W.  HESS  WITH  G.  SCHIRMER,  INC. 


Takes  Charge  as  Manager  of  the  Victor  De- 
partment of  This  Noted  New  York  House 


H.  W.  Hess,  formerly  manager  of  the  piano 
and  talking  machine  departments  of  the  Tilden- 
Thurber  Co.,  Providence,  R.  I.,  has  been  ap- 
pointed manager  of  the  Victor  department  of 
G.  Schirmer,  Inc.,  5  East  Forty-third  street, 
New  York,  the  well-known  music  publishers 
whose  Victor  department  is  considered  one'  of 
the  finest  in  the  metropolitan  district.  Mr.  Hess 
succeeds  Henry  Broad,  who  resigned  as  man- 
ager the  first  of  the  month. 

H.  W.  Hess  is  well  known  in  piano  and  talk- 
ing machine  circles  throughout  the  East,  and 
his  thorough  knowledge  of  musical  instrument 
retail  merchandising  will  undoubtedly  enable 
him  to  develop  a  splendid  Victor  business  for 
G.  Schirmer,  Inc.  He  has  a  number  of  plans 
in  view  for  the  stimulation  of  interest  in  the 
Schirmer  Victor  department  during  the  fall 
months,  and  he  is  enthusiastic  regarding  the 
splendid  opportunities  afforded  for  the  building 
up  of  a  profitable  Victor  department  in  the 
Schirmer  institution. 


The  New  Phonograph 

tphon  armour 


The  New  Wonder 


Reproducer  Our  patented  diaphragm  and  reproducer  give  that 
clean,  clear,  snappy,  mellow  tone.  There  is  no 
mushiness,  no  sharp  or  tinny  sound.  Our  reproducer  is  suited  for 
every  purpose.  It  is  adapted  for  brass  band,  popular  song  work, 
for  violin  and  piano  solos  and  for  operatic  sopranos,  taking  the  high 
notes  with  such  clearness  and  distinctness  that  it  is  the  marvel  of 
musicians  and  singers  of  renown. 


Copyright,  1917,  by 
The  Fritzsch  Phonograph  Co. 
Trade  Mark 


THE  FRITZSCH  PHONOGRAPH  COMPANY 


228-230  West  7th  Street 


CINCINNATI,  OHIO 


64 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


VIVITONE 

A  Magic  Little  Controller  That  Will  Add  100  Per  Cent 
to  the  Tone  Value  of  Any  Phonograph 

Dealers  everywhere  will  find  that  the  demand  for  this  wonderful  device  will  become  universal.  Why? 
Because  no  matter  how  little  or  how  much  a  talking  machine  costs,  this  vibrant  tube  will  sweeten 
the  tonal  qualities. 

To  Demonstrate  the  Vivitone  is  to  Change  a  Prospect  Into  a  Buyer 

Every  inquirer  for  new  records  may  be  easily  won  over  to  the  Vivitone  by  showing  them  the  difference  in  tone 
when  the  record  asked  for  is  played  with  and  without  the  aid  of  the  contrivance. 

The  Vivitone  not  only  sells  itself,  but  will  add  to  the  demand  for  records. 

®*  VIVITONE 

(Patent  Pending) 

A  Controller  That  Fits  All  Phonographs  Using  Either  Ordinary  Steel 

or  Tungsten  Needles 

Favorite  Records  take  on  New  Richness  of  Tone  with  the  use  of  the  Vivitone. 
Selections  on  the  Violin,  Cello,  Harp,  Organ,  Piano  and  all  musical  instruments 

are  given  added  tone  value 


The  Vivitone  Controller  produces  a  vivid,  pure 
and  vibrant  tone.  The  tube  is  inserted  into 
the  needle-post  of  the  sound  box.  Then  the 
steel  needles  are  inserted  and  may  be  withdrawn 
in  the  usual  manner. 

The  Controller  eliminates  all  blasting,  harsh 
and  strident  effects  of  the  steel  needles.  A  heavy 
or  loud  needle  is  preferably  used,  as  this  repro- 
duces the  true  value  and  color  of  tone  of  in- 
strument or  voice. 

The  tone  is  graded  by  the  set-screw  in  the 
sound  post.  Set  the  screw  tightly  for  loud  and 
slightly  relax  it  for  the  softer  and  mellow  tones. 


The  Vivitone  is  unlike  any  other  tone  controller. 
It  takes  out  all  the  "mechanics"  of  a  record  and 
leaves  only  the  natural  tone. 

You  may  be  sure  of  making  new  friends  among 
your  phonograph  customers  simply  by  telling 
them  of  the  Vivitone.  Better  still,  show  them 
how  it  works.  Remember,  there  are  ten  mil- 
lion phonograph  owners  who  are  prospective 
buyers  of  the  Vivitone. 

Each  package  contains  four  tubes  which  will 
play  thousands  of  records,  and  retails  for  50c. 
Very  liberal  discount  to  dealers. 


Sample  FREE  to  Any  Dealer 

Hundreds  of  dealers  who  seek  to  sell  goods  that  surely  create  Good  Will  have  taken  advantage 
of  this  offer.  You,  too,  will  find  an  eager  response  from  the  buying  public.  Write  on  your 
letterhead  for  Dealer's  Proposition  and  we  will  send  free  sample  at  once.  You'll  be  glad  to 
add  this  easy  seller  to  your  stock  of  musical  staples. 

Vivitone  Controller  Company 


400,  401,  402  Bell  Block 


Cincinnati,  Ohio 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


65 


NO  SAD  RITES  FOR  ARTHUR  COLLINS     COAL  OUTLOOK  BETTER  THAN  1917 


Prominent  Recording  Artist  Snapped  in  Char- 
acteristic Mood  While  Bidding  Farewell  to 
His  Son  Bound  for  the  Front  in  France 


The  accompanying  photograph  of  Arthur 
Collins,  the  prominent  talking  machine  artist, 
saying  "good-bye"  to  his  son,  Sergeant  Arthur 
Perry  Collins,  of  the  Medical  Corps,  Aviation 
Section,  U.  S.  A.,  before  leaving  for  France 


Arthur  Collins  Saying  Good-bye  to  Son 

recently,  indicates  very  strongly  that  partings 
in  wartime  are  not  always  an  occasion  for  deep 
grief.  Mr.  Collins  is  proud  of  his  only  son,  and 
the  smile  on  the  faces  of  both  in  the  picture 
indicates  that  the  young  man  went  into  the 
"great  adventure"  with  a  cheerful  memory  of 
his  father  at  home.  Arthur  Collins  incident- 
ally, through  his  records,  has  served  to  cheer 
up  many  a  war-tired  hero  before  now. 

Sergeant  Collins,  who  is  not  yet  twenty-one 
years  old,  felt  the  call  of  duty  some  months 
ago  and  immediately  entered  the  service,  where 
he  won  quick  promotion. 


The  Windsor  Music  Co.,  of  Tarentum,  Pa., 
which  recently  purchased  for  $40,000  the  build- 
ing in  which  its  store  is  located,  reports  a  very 
excellent  business  in  sales  of  Victrolas,  Edison 
Discs  and  Grafonolas.  Their  record  depart- 
ment is  also  a  busy  spot. 


"Globe"  TRANSFER 
*  NAME  "PLATES  " 


Can  be  easily  and  quick- 
ly  applied  on 

TALKING  MACHINES, 
PIANOS. 
TYPEWRITERS. 
SEWING  MACHINES. 
FURNITURE.  ETC. 

You  can  order  any  of 
the  designs  Illustrated. 
Style  I  to  7,  with  your 
copy,  as  follows: 

250— $16.00 

500— $20.00 
1000— $27.50 
2000— $40.00 
3000— $50.00 
5000— $65.00 

Complete  transferring  out- 
fit Included  with  every 
order. 

Write  for  folder  "You 
Need  Decalcomanle  In 
Your  Business." 


STYLE  S 

liH  /yfanLUH  & 

STYLE  6 


STYLE  7 
CUTS  ARE  HALF  SIZE 


Globe 
Decalcomanie 
Co. 

74    MONTGOMERY  ST. 

JERSEY  CITY,  N.  J. 


Plenty  of  Fuel  and  More  Cars  for  Shipping  the 
Same,  Says  State  Chief 


If  the  weather  next  winter  is  not  as  extreme 
as  that  of  last  winter  and  if  there  is  reasonable 
care  taken  to  prevent  waste  and  extravagance, 
there  will  be  no  -coal  shortage  this  coming  cold 
season.  At  least  so  asserts  D.  W.  Cooke,  Fuel 
administrator  for  New  York  State,  in  a  state- 
ment issued  to-day. 

In  response  to  an  inquiry  Mr.  Cooke  re- 
viewed the  various  conditions  existing  in  the 
coal  situation  from  the  mine  to  the  consumer. 
He  reported  that  men  are  being  supplied  to  the 
mines,  that  there  is  plenty  of  coal  in  the  mines, 
that  more  cars  are  being  diverted  to  transport 
coal,  that  there  are  enough  barges  and  tow- 
boats,  that  there  is  a  dock  director,  that  the 
railroad  terminals  are  adequate  and  that  there 
are  additional  coal  chutes  as  well  as  steaming 
plants  for  handling  coal  in  cold  weather. 

The  retail  dealers  are  properly  equipped  to 
do  their  share  and  there  will  be  no  excuse  for 
earlaps  in  the  parlor  next  winter.  And  if  the 
Hudson  should  freeze,  why,  there  will  be  plenty 
of  boats  to  break  it  up  again,  concludes  Mr. 
Cooke's  statement. 


SOME  COLUMBIA  GLEANINGS 


M.  E.  Lyle  Resigns— J.  P.  Bradt  a  Visitor- 
Recent  Visitors  to  Headquarters 


Mervin  E.  Lyle,  who  has  been  associated  with 
the  Columbia  Graphophone  Co.  for  many  years, 
and  who  has  been  connected  with  the  com- 
pany's Canadian  division  for  the  past  year, 
resigned  from  the  company's  service  this  week. 
Mr.  Lyle  has  accepted  a  splendid  proposition 
in  Baltimore,  Md.,  where  he  will  act  as  assistant 
to  the  president  of  one  of  the  leading  industrial 
concerns  in  that  city. 

James  P.  Bradt,  general  manager  of  the 
Columbia  Co.'s  Canadian  business,  was  a  visitor 
to  New  York  this  week,  bringing  with  him 
optimistic  reports  of  the  business  situation  in 
Canada.  The  Canadian  branch  of  the  Columbia 
Co.  is  closing  a  phenomenal  business,  the  volume 
of  which  is  limited  only  by  the  available  supply 
of  merchandise. 

J.  G.  Widener,  who  is  interested  in  several 
Columbia  retail  establishments  in  the  East,  was 
a  caller  at  the  Columbia  Co.'s  offices  on  Friday. 
Mr.  Widener  is  an  enthusiastic  believer  in 
Columbia  products,  and  the  success  that  he 
has  achieved  with  this  line  in  his  various  stores 
is  the  result  of  this  enthusiasm. 

O.  M.  Kiess,  manager  of  the  Columbia  Co.'s 
branch  in  Buffalo,  called  at  the  executive  offices 
this  week  to  plead  for  the  delivery  of  Grafonolas 
and  records  to  his  territory.  Mr.  Kiess  was  op- 
timistic when  he  spoke  about  business  possi- 
bilities in  Buffalo,  but  stated  frankly  that  his 
visit  to  New  York  must  result  in  the  shipment 
of  additional  merchandise  in  order  to  make 
him  perfectly  happy. 


J.  N.  BLACKMAN'S  LATEST  VENTURE 


J.  Newcomb  Blackman,  the  prominent  Victor 
wholesaler,  who  has  a  handsome  summer  home 
at  Brightwaters,  L.  I.,  where  he  is  one  of  the 
prominent  citizens,  has  been  instrumental  in 
organizing  the  Brightwaters  Holding  Corp., 
with  capital  stock  of  $100,000,  and  designed  to 
control  and  protect  the  casino  and  the  bathing 
facilities  at  Brightwaters  for  the  mutual  bene- 
fit of  the  inhabitants  of  that  suburban  resort. 


TELLS  ST0RY_0F  PROSPERITY 

Geo.  C.  Hively,  of  the  talking  machine  de- 
partment of  the  Eastern  Outfitting  Co.,  San 
Francisco,  Cal.,  reports  a  very  substantial  in- 
crease in  business  over  last  year,  some  months 
running  over  50  per  cent.  This  company  is 
looking  forward  to  an  exceptionally  fine  holi- 
day business  and  is  planning  accordingly  to  this 
end. 


You  Can  Make 
Good  Profits 

in  a  legitimate  manner  and 
give  the  customer 

Magnificent  Value 


in 


the 


Phono-Grand 

It  is  a  splendid  reproducing 
electric- controlled  player 
piano  and  a  superior 

Edition  DeLuxe 
Phonograph 

All  in  One 

We  know  it's  to  your  best  in- 
terests to  get  full  particulars  and 
to  inquire  about  exclusive  terri- 
tory—NOW! 

Full  descriptive  literature  on 
application. 

The 

J.  P.  Seeberg 
Piano  Company 

209  South  State  Street 
CHICAGO,  ILL. 


66 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


WORLD  PHONOGRAPH  CO. 


OFFICERS 
FRANK  BAACKES.  President 
C.  K.  ANDERSON.  Vice-Pres. 
ERNEST  C.  COOK.  Sec.-Treas. 


MANUFACTURERS 
The  Instrument  of  Quality 

GENERAL  OFFICES  AND  FACTORY 
736-738  TILDEN  STREET 

CHICAGO,  ILL. 


DIRECTORS 
FRANK  BAACKES 

Vice-President  American 
Steel  &  Wire  Co. 

C.  K.  ANDERSON 

President  American  Wire 
Fabrics  Co. 

J.  P.  SHERLOCK 

President  Illinois  Nail  Co. 

F.  E.  MORTON 

Manager  Acoustic  Department 
American  Steel  &  Wire  Co. 

ERNEST  C.  COOK 
Secretary  and  Treasurer 


Send  for  our  new 
design  catalogue 


TRADE  CONDITIONS  IN  SEPTEMBER 


Volume  of  Business  Will  Be  Gauged  Largely  by 
Amount  of  Machines  to  Be  Obtained 


Indianapolis,  Ind.,  September  9. — The  outlook 
for  business  this  fall  in  the  Hoosier  capital  is 
regarded  as  very  encouraging  by  talking  ma- 
chine dealers  here.  The  only  cloud  on  the 
horizon  seems  to  be  the  fact  that  a  suffitient 
number  of  machines  and  records  will  not  be 
allotted  to  this  territory. 

"The  amount  of  business  that  will  be  done," 
said  one  dealer,  "will  be  gauged  largely  by  the 
amount  of  machines  we  can  obtain." 

As  the  stalwart  youths  are  going  one  by  one 
to  the  defense  of  th'eir  country,  the  salesgirl 
and  saleswoman  are  edging  their  way  into  the 
talking  machine  stores  where  there  are  few 
young  men  salesmen  now. 

A.  H.  Snyder,  manager  of  the  Edison  Shop, 
has  put  on  several  saleswomen  to  take  the 
places  of  young  men  who  have  gone  into  the 
service.  He  said  the  Edison  Shop  is  antici- 
pating one  of  the  best  seasons  this  fall  as  far 
as  business  is  concerned. 

The  selective  draft  continues  to  step  in  and 
take  a  man  here  and  there.  Harry  Diehl,  ad- 
vertising and   publicity   man   for  the  Stewart 


Talking  Machine  Co.,  wholesale  distributors  of 
the  Victor  line,  has  gone  to  Camp  Taylor,  Ky. 
Fred  Fisher,  of  the  order  department  of  the 
same  company,  also  has  gone  to  camp. 

Ben  L.  Brown,  manager  of  the  wholesale  de- 
partment of  the  Columbia  Co.,  was  pleased  at 
the  recent  visit  of  Frank  K.  Pennington,  assist- 
ant general  sales  manager.  Cupid  stepped  into 
the  Columbia  and  Brunswick  organizations  in 
the  last  few  weeks.  Robert  D.  Duffy,  assist- 
ant manager  of  the  Columbia,  was  married  to 
Miss  Ruth  Stickler,  of  Louisville,  Ky.  On  con- 
dition that  she  still  contiune  her  work  as  book- 
keeper for  the  Brunswick  Shop,  George  F. 
Standke,  manager,  gave  his  consent  to  Miss 
Rhoda  Porterfield  to  marry  H. 
C.  Barnes,  in  the  advertising  de-  ^m»^A 
partment  <>!"  the  Indianapulis  "^feb 
News.  The  marriage  of  Mr 
and  Mrs.  Barnes  follows  a  ro-  j 
mance  which  had  its  inception 
in  Mr.  Barnes  calling  on  Mr. 
Standke  for  advertising  ac- 
counts. 

W.  E.  Kipp,  of  the  Kipp  Pho- 
nograph Co.,  wholesale  dealers 
in  the  Edison  line,  has  returned 
from  a  trip  to  the  Edison  factory  at  Orange, 
N.  J. 


Frederick  Aylesworth,  manager  of  the  Vo- 
calion  department  of  the  Aeolian  Co.,  com- 
bined a  business  and  baseball  trip  to  Chicago 
to  see  the  opening  game  of  the  world's'  series. 

J.  L.  Peters,  manager  of  the  retail  branch  of 
the  Columbia  Co.,  said  he  expected  a  good  fall 
business — if  he  could  get  the  machines. 


INTRODUCE  CIRCUS  ORGAN  RECORD 


A  Novelty  Record  Introduced  In  the  October 
Supplement  Issued  By  the  International  Rec- 
ord Department  of  the  Columbia  Co. 


The  international  record  department  of  the 


CRYSTAL  EDGE  MICA  DIAPHRAGMS 


M 
I 

C 
A 


Let  us  send  you  samples  today  of  our  dia- 
phragms and  you  will  readily  understand  why 
the  best  talking  machines  are  equipped  with 
Crystal  Edge  Mica  diaphragms  exclusively. 

We  use  only  the  very  finest  selected  mica, 
the  best  diaphragm  material  in  the  world. 


Illustration  of  Circus  Organ  Record 

Columbia  Graphophone  Co.  announces  in  the 
regular  October  supplement  of  new  records  a 
novelty  record  featuring  two  selections  recorded 
by  a  circus  organ.  This  is'  the  second  record 
introduced  by  this  department  in  the  regular 
monthly  supplement,  and,  judging  from  the  ad- 
vance orders,  this  innovation  is  a  success. 

This  circus  organ  record  was  made  abroad, 
although  the  music  is  the  same  well-known 
variety  which  "accompanies"  our  own  American 
circuses  and  our  popular  merry-go-rounds.  This 
record  will  not  only  attract  the  attention  of  the 
young  folks,  but  also  bring  back  pleasant  mem- 
ories to  the  young  "grown-ups." 


PHONOGRAPH  APPLIANCE  CO.,  109  West  Broadway,  NEW  YORK 


Reputation  is  a  desirable  thing,  but  character 
is  the  real  thing  to  seek  for,  and  a  man's  inner 
consciousness  should  serve  as  a  guide  to  the 
distinction  between  the  two. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


67 


HANDSOME  NEW  HOME  OF  THEPENN  PHONOGRAPH  CO.,  INC. 

Now  Occupying  Well-Equipped  Quarters  at  913  Arch  Street,  Philadelphia — Four  Floors  Efficiently 
Laid  Out  for  Various  Departments — A  Great  Organization  for  Wholesaling  Victors 


Philadelphia,  Pa.,  September  5. — After  twenty 
years  of  uninterrupted  business  at  their  former 
address,  17  South  Ninth  street,  the  Penn  Pho- 
nograph Co.,  Inc.,  have  moved  to  their  new  lo- 
cation at  913  Arch  street,  this  city,  but  a  short 
distance  away.  The  growth  of  this  firm  has 
been  continuous  and  increased  space  for  in- 
creased business  has  been  an  absolute  necessity 
in  order  that  "Penn  Service,"  which  has  been 
made  to  mean  so  much,  might  be  kept  to  its 
high  standard. 

The  Penn  Phonograph  Co.,  Inc.,  occupy  four 
floors  in  this  modern  fireproof  building  on  this 
busy  thoroughfare.  Previous  to  their  occu- 
pancy each  floor  had  been  efficiently  laid  out 
with  the  idea  in  mind  of  handling  a  maximum 
volume  of  work  with  unnecessary  labor  elim- 
inated. The  basement  of  the  new  Penn  Build- 
ing is  devoted  to  storage  purposes  entirely. 
The  shipping  department  occupies  the  first 
floor,  which  allows  the  utmost  convenience  in 
receiving  and  shipping  goods  and  does  away 
with  the  elevator  hauls  to  upper  floors.  As 
the  Penn  Phonograph  Co.,  Inc.,  cater  to  the 
wholesale  trade  exclusively,  they  have  no  retail 
warerooms  and  are  thus  able  to  give  the  first 
floor  over  to  shipping.  It  is  also  planned  to 
devote  the  rear  of  this  floor  to  the  storage  of 
cabinets. 

On  the  third  floor  the  offices  of  the  company 
have  been  attractively  fitted  up.  The  execu- 
tive offices  at  the  front  to  be  occupied  by  T.  W. 
Barnhill,  president  and  manager  of  the  company, 
and  Henry  F.  Miller,  secretary,  together  with 
their  assistants.  The  traveling  sales  staff  will 
also  have  their  headquarters  on  this  floor,  E.  E. 
Hippie,  L.  P.  Brown  and  L.  Worrell  constitut- 
ing this  staff.  To  the  rear  of  these  offices  is 
the  monthly  record  rack  followed  by  the  surplus 
racks  to  accommodate  100,000  records.  At  the 
extreme  rear  is  the  repair  department. 

The  entire  fourth  floor  is  given  over  to  rec- 
ords and  is  in  charge  of  T.  Ralph  Clark,  as- 
sisted by  Victor  Moore,  specialist  on  Victor 
record  order  systems.  The  racks  on  this  floor 
have  accommodations  for  some  450,000  records. 
They  are  constructed  and  laid  out  with  ef- 
ficiency paramount  and  have,  according  to  Mr. 
Barnhill,  "the  strength  of  Gibraltar."  Several 
hand  trucks  have  been  put  in  service  in  this 
department  to  facilitate  the  gathering  records 
to  fill  orders  in  hand.  The  building  is  modern 
in  every  respect,  fireproof,  and  is  equipped  with 
an  outside  staircase  for  further  protection. 
Elevator  service  is  provided  for  the  upper 
floors.  When  daylight  wanes  the  building  is 
attractively  lighted  by  the  indirect  system. 


In  a  removal  announcement  sent  to  the  trade 
there  is  printed  their  business  creed,  which  un- 
doubtedly is  the  secret  of  their  singular  suc- 
cess and  which  we  quote  herewith: 

"Our  Creed — We  believe  that  a  strict  adher- 
ence  to   the   equitable   distribution   of  Victor 


New  Home  of  Penn  Phonograph  Co.,  Inc. 

product  will  enable  us  to  continue  to  satis- 
factorily serve  our  dealers,  many  of  whom  we 
have  served  without  interruption  for  twenty 
years.  Their  confidence  in  us  intensifies  our 
obligations  to  them,  makes  us  more  determined 
to  increase  our  efficiency  and  to  further  cement 
the  existing  bond  of  friendship  and  satisfaction, 
by  constructive  business  methods.  Courtesy, 
efficiency,  integrity  and  ability  are  the  powers 
behind  our  service,  which  we  believe  will  justify 
a  continuance  of  your  confidence  and  dignify 
our  relations." 

Facing  this  creed  is  "The  American's  Creed," 


which  patriotic  utterance  is  familiar  to  many. 

Mr.  Barnhill  and  Mr.  Miller  state:  "We  have 
a  strong  affection  for  our  former  location,  where 
we  spent  twenty  years  in-  pleasant  intercourse 
with  our  Victor  dealers.  We  will  endeavor  to 
make  them  feel  at  home  in  our  new  building 
and  want  them  to  enjoy  with  us  the  pleasures 
and  advantages  which  these  quarters  provide." 


"FAIR  SEX"  IN  RECORD  DEPARTMENT 

New  York  Talking  Machine  Co.  Utilizing 
Women  to  Take  Place  of  Men  Who  Are  in 
the  Service — Roy  J.  Keith's  Chicago  Visit 


Roy  J.  Keith,  vice-president  and  general  man- 
ager of  the  New  York  Talking  Machine  Co., 
Victor  wholesalers,  spent  a  few  days  in  Chicago 
recently,  attending  the  regular  quarterly  meeting 
of  the  Board  of  Directors  of  the  Chicago  Talk- 
ing Machine  Co.  and  the  New  York  Talking 
Machine  Co.  While  in  Chicago  Mr.  Keith  was 
glad  to  have  an  opportunity  of  welcoming  one 
of  his  former  associates,  W.  C.  Griffith,  who  was 
formerly  assistant  sales  manager  of  the  Chicago 
Talking  Machine  Co.  Mr.  Griffith  is  now  a  cor- 
poral in  a  machine  gun  corps  of  the  U.  S. 
Army  and  visited  Chicago  on  his  last  furlough 
before  leaving  for  an  Eastern  port  and  embark- 
ing for  France. 

In  order  to  partially  meet  the  unprecedented 
demands  made  upon  its  sales  and  clerical  staffs 
by  the  departure  of  thirty-eight  men  for  Uncle 
Sam's  service,  the  New  York  Talking  Machine 
Co.  has  engaged  a  number  of  young  ladies,  who 
act  as  clerks  in  the  record  stock  department. 
The  members  of  the  "fair  sex"  have  entered 
upon  their  new  duties  with  vim  and  enthusiasm 
and  are  working  indefatigably  to  give  efficient 
service  to  the  company's  dealers. 

\Y.  H.  Nolan,  of  the  Louis  Buehn  Co.,  Phila- 
delphia, Pa.,  Victor  wholesalers,  was  a  visitor  to 
the  offices  of  the  New  York  Talking  Machine 
Co.  last  week,  bringing  with  him  pleasing  re- 
ports of  the  general  business  activities  in  the 
Quaker  City. 


NEW  BAD  CHECK  LAW  IN  NEW  YORK 

New  Statute  Defines  Negotiation  of  "Not  Good" 
Checks  as  Larceny 


Under  the  new  statute  designed  to  increase 
protection  against  bad  bank  drafts  and  checks 
which  became  effective  in  New  York  State  re- 
cently, the  negotiation  of  "not  good"  checks, 
with  intent  to  defraud,  is  defined  as  larceny  and 
punishable  accordingly.  Under  this  law  it  will 
not  be  necessary  to  prove  that  money  or  prop- 
erty was  obtained  in  order  to  establish  the 
commission  of  a  crime.  Acts  similar  to  the 
New  York  law  are  now  on  the  statute  books 
of  several  other  States. 


™e  RESURRECTONE 


Read  the  Trade  Mark  carefully, 
hear  the  machine,  and  you'll  agrree 
that  It  Is  truly 

The  World's  Musical  Instrument 

Improves  All  Records 


"A  music  lover  will  never 
hesitate  to  pay  $10  for  a 
reproducer  that  trebles  the 
musical  value  of  his  records." 


(Trade  Mark  Registered ) 

Is  the  only  reproducer  giving  sounds  proper  intonation  and  rhythm,  combined 
with  such  naturalness  and  "warmth"  of  color  as  to  make  them  a  true  resurrection 
of  the  original. 

Using  loud  tone  needle  it  gives  greater  clearness  and  volume  of  sound  and 
fully  50%  less  surface  scratch  than  any  other  reproducer ;  with  a  soft  tone  needle 
or  fibre  needle' the  beauty  of  the  reproduction  will  satisfy  a  musical  critic. 

Prominent  dealers,  upon  testing  this  supreme  reproducer,  state  that  they  had 
not  heard  their  records  before.  Superb  in  voices — colossal  in  instrumental,  orches- 
tras and  bands.    The  "Resurrectone"  makes  your  records  more  saleable. 

One  model  fits  Victor  Yictrolas,  Sonoras,  and  attachment  for  Edison's.  Other 
model  fits  Columbia  machines  exclusively.  Send  for  samples.  Unless  our  claims 
are  justified,  return  at  once.  Fully  guaranteed.  Net  dealers'  prices,  $5.40  nickel 
plated;  $6.75  gold  plated.    Retail  prices,  $10  and  $12.50,  respectively. 


$125 


Write  for  exclusive  territory  proposition. 


HOFFAY  TALKING  MACHINE  CO., 


3  WEST  29th  ST. 
NEW  YORK  CITY 


Other  Models 
$175,  $225,  $275 


68 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


NINETY  PER  GENT 

of 

New  Edison 
Diamond  Amberolas 

placed  on  trial  are  sold 

An  instrument  on  trial  in  the  home  gen- 
erally has  to  stand  comparison  with  at  least 
one  of  its  competitors.  The  best  satisfied 
Amberola  owners  are  those  who  purchased 
after  such  a  test. 

A  thoroughly  and  permanently  pleased 
instrument  owner  is  a  good  record  buyer. 

Record  sales  mean  profits  for  you. 

THOMAS  A.  EDISON,  Inc. 

Amberola  Department 
ORANGE,  N.  J. 


THE  NEW  EDISON  DIAMOND  AMBEROLA 
MODEL  50 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


69 


You  can  make  a  clean  sweep  with  the 
New  Columbia  Non-Set  Stop.  Nothing  like 
it  ever  seen  on  a  phonograph. 


Columbia  Graphophone  Co 

NEW  YORK 


A  LIVE  PUBLICITY  CAMPAIGN 


The  Lair  Co.,  Charleston,  Mo.,  Adopts  Clever 
Idea  in  Advertising  the  New  Edison,  Pianos 
and  Other  Lines  Carried  by  That  Concern — 
Gets  Inspiration  from  Talking  Machine  World 


The  Lair  Co.,  piano,  phonograph  and  house- 
furnishing  dealer,  of  Charleston,  Mo.,  has 
built  up  a  most  substantial  business  through  the 
adoption  of  original  sales  and  publicity  methods, 
a  recent  instance  of  which  is  the  presence  in 
local  newspapers  of  a  full  page  headed:  "Lair's 
Store  News,"  five  columns  of  the  page  are  given 
over  to  straight  advertising,  with  the  Apollo 
player-piano  featured  strongly.  The  interest- 
ing feature  of  the  ad,  however,  is  one  column 
headed  "Editorial  Comment,"  in  which  appear 
small  paragraphs  regarding  the  visitors  to  the 
store,  thus  making  purchasers  of  special  note 
and  news  items  about  the  various  lines  handled 
by  the  house.  One  paragraph  in  a  recent  ad, 
for  instance,  listed  several  purchases  of  Apollo 
player-pianos,  while  another  paragraph  advised 
the  early  purchase  of  New  Edison  phonographs 
in  order  to  take  advantage  of  present  prices, 
bound  to  advance. 

"Lair's  Store  News"  appears  once  each  week, 
and  is  sufficiently  interesting  to  make  a  ready 
appeal  to  readers.  The  Lair  Co.  has  ascribed 
much  of  its  success  in  the  creation  of  new 
and  original  publicity  plans  to  The  Talking 
Machine  World,  and  took  occasion  to  say: 

"This  letter  is  to  give  you  a  'pat  on  the  back' 
by  saying  that  you  are  getting  out  a  splendid 
paper  and  the  furniture  dealer  who  does  not 
get  enthusiasm  and  information  from  its  pages 
that  will  make  him  a  better  merchant  must  be 
a  fellow  who  does  not  read  it. 


/TONE  ARMS  &  SOUND  BOXES 

Dealers 

If  you  want  the  best, 
be  sure  that  the  ma- 
chines you  handle 
are  equipped  with 

MUTUAL 

TONE  ARMS  AND 
SOUND-BOXES 


Mutual  Talking  Machine  Co.,  Inc. 

145  West  45th  Street,  New  York 


"We  try  to  gather  the  cream  from  the  plans 
you  publish  that  have  been  successfully  used 
by  firms  in  various  parts  of  the  country  and 
have  tried  a  number  of  them  with  success." 


LOUISIANA  A  LIVE  TRADE  CENTER 

W.  H.  Booth,  of  Booth  Furniture  &  Carpet  Co., 
Shreveport,  Doing  Well  With  New  Edison 


AN  ATTRACTIVE  WINDOW  DISPLAY 

Dealers  Service  Department  of  the  Columbia 
Co.  Arrange  Display  of  October  Records 


The  dealer  service  department  of  the  Columbia 
Graphophone  Co.,  New  York,  has  prepared  for 


Attractive  Columbia  Window  Display  for  October 

the  use  of  Columbia  dealers  a  very  attractive 
window  display  featuring  the  October  records. 
This  display  is  somewhat  different  from  the  se- 
ries heretofore  presented,  as  instead  of  using 
a  combination  of  fine  art  work  and  effective 
poster  design,  the  October  display  presents  a 
series  of  outlined  multi-colored  figures  on  each 
card,  constituting  an  idea  with  an  effective  sales 
punch.  The  outstanding  feature  of  the  display 
is  the  unusually  large  number  and  varied  assort- 
ment of  cards  which  are  so  designed  and  ar- 
ranged as  to  contain  the  names,  numbers  and 
prices  of  nearly  the  entire  October  list.  While 
in  some  of  the  windows  that  are  available  for 
use  by  the  dealer  in  the  small  town  the  display 
may  be  too  large  as  shown  complete,  it  retains 
its  effectiveness  even  when  reduced  by  two  or 
three  units,-  which  may  be  held  and  used  to 
replace  other  cards  of  the  display. 

The  display  is  lithographed  on  eight-ply  coated 
cardboard  in  nine  brilliant  colors,  and  is  com- 
plete in  all  details,  including  easels,  etc.  The 
large  figure  is  particularly  impressive,  as  it  bears 
in  the  heading  the  pertinent  suggestion  that 
"Everyone  Needs  a  Grafonola  in  the  House."  A 
balancing  window  poster  lists  the  latest,  dance 
hits  and  other  cards  and  cutouts  serve  to  draw 
particular  attention  to  individual  records  and 
individual  artists  represented  in  the  October  list. 


A  recent  visitor  to  New  York  was  W.  H. 
Booth,  of  the  Booth  Furniture  &  Carpet  Co., 
Shreveport,  La.,  a  prominent  Edison  dealer,  who 
is  now  touring  the  Eastern  States  by  automobile, 
accompanied  by  his  wife  and  son. 

Mr.  Booth  spoke  most  enthusiastically  re- 
garding business  in  his  section  of  the  country 
and  declared  that 
although  a  carload 
of  new  Edisons  had 
been  delivered  to 
him  recently  by  his 
jobber,  the  Diamond 
Music  Co.,  of  New 
Orleans,  he  had  al- 
ready wired  for  an- 
other carload,  as  he 
needs  well  over  one 
hundred  new  Edi- 
sons for  delivery 
early  this  month. 

The  Booth  Fur- 
niture Co.,  although 
located  in  Shreve- 
port, with  only  40,- 
000  population,  is 
said  to  possess  the 
largest  and  finest 
store  of  its  kind  in 
the  State  of  Loui- 
siana, even  includ- 
ing New  Orleans, 
which  is  ten  times 
Shreveport's  size. 


The  BEST  TALKING 
MACHINE  NEEDLE 

On  the  Market — Packed  in  Counter  Salesman 


^R  PACK*1* 


PHONOGRAPH  NEEDLES 

EACH  NEEDLE  WILL  PLAY  10  RECORDS 


qhjSjss®  liSs&m  IflBSSi J 


Mcs^a  l  dnkflKal  Sans?? 


flHEBEOJ  jijggSEEgD  MgdSfi!) 

"Jgll1 


50  Needles  to  a  box  and  they  retail  at  10c.  per  Box. 
60  Boxes  to  a  package  $6.00. 
This  package  costs  you  $3.90  net. 
Your  profit  is  $2.10  and  your  customer  gets  a  needle  that 
will  give  satisfaction. 

60  Broadway 
Brooklyn,  N.Y. 
Manufacturers  of  Musical  Instruments 

Canadian  Wholesale  Agent,  H.  A.  BEMISTER 

10  Victoria  St.,  Montreal,  Can. 


The  Fred.  Gretsch  Mfg.  Co. 


70 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


WAR  WORKERS  BUYERS  OF  TALKING  MACHINES  IN  BUFFALO 

Dealers  Report  Increased  Demand  From  This  Source — August  Business  of  Satisfactory  Volume — 
New  War  Tax  Discussed — Machine  Shortage  Still  Evident — Women  Added  to  Sales  Forces 


Buffalo,  N.  Y.,  September  3. — Buffalo  dealers 
are  sounding  the  warning  that  the  Government 
war  tax  will  become  effective  shortly  and  that 
to  buy  talking  machines  now  at  the  present 
prices  means  a  substantial  saving.  This  warn- 
ing is  being  heeded  by  many  prospective  cus- 
tomers and  has  a. stimulating  effect  on  the  trade. 
The  dealers  are  emphasizing  the  fact  that  be- 
sides an  advance  in  prices  there  will  be  a  posi- 
tive shortage  of  machines.  Reports  of  August 
trade  are  favorable,  a  dominating  feature  being 
a  heavy  demand  for  models  at  $75  and  upward. 

The  trade  of  munition  workers  flows  without 
interruption  to  the  stores.  The  business  of  these 
customers  is  regarded  as  more  profitable  than 
that  of  the  aristocratic  or  so-called  "carriage 
trade."  Many  laborers  are  earning  two  and 
three  times  more  than  store  or  factor}'  workers 
and  are  proving  prodigal  spenders.  Unlike  con- 
ditions in  the  old  days,  a  customer  handicapped 
with  a  foreign  accent,  especially  if  he  bears 
evidences  of  toil,  is  sure  to  receive  courteous, 
snappy  service  from  talking  machine  salesmen. 

The  Utley  Piano  Corp.  announced  an  advance 
in  the  price  of  New  Edisons  on  September  1. 
The  company  emphasized  the  advantage  of  buy- 
ing before  that  date.  Neal,  Clark  &  Neal  have 
sent  broadcast  the  word  that  "genuine  Victro- 
las  will  advance  in  the  very  near  future." 

Buffalo  dealers  are  not  regarding  with  smug 
contentment  their  chances  of  getting  a  sufficient 
supply  of  talking  machines  for  their  holiday 
trade.  They  are  consoled  with  the  belief  that, 
if  there  is  a  great  shortage  of  instruments  all 
the  stores  will  be  "in  the  same  boat." 

The  office  of  the  Hoffman  Piano  Co.  has  been 
removed  from  the  front  to  the  rear  of  the  store. 
At  the  front  phonograph  demonstration  and 
record  rooms  have  been  built.  This  concern 
handles  the  Sonora  and  Brunswick  machines. 

"Our  August  business  was  curtailed  consid- 
erably because  of  the  machine  shortage,  in  par- 
ticular," was  the  report  of  the  Buffalo  branch 
of  the  Columbia  Graphophone  Co.  "Last  month 
produced  lots  of  orders  but  we  weren't  able  to 
take  care  of  them.  We  have  notice  of  shipment 
of  several  carloads  of  new  model  machines. 
These  will  be  disposed  of  to  fill  back  orders  in 
the  trade.  Our'  record  business  was  unusually 
good,  showing  a  healthy  increase  over  August 
of  last  year.  Our  Pershing  record  continues 
to  sell  exceedingly  well." 


Several  young  women  have  joined  the  sales 
forces  of  talking  machine  stores  in  this  city. 
It  is  expected  the  number  of  saleswomen  will 
increase  after  the  men  register  under  the  new 
eighteen-to-forty-five-year  rule  of  the  Govern- 
ment and  are  called  to  do  war  work. 

O.  M.  Kiess,  Buffalo  manager  of  the  Colum- 
bia, has  returned  from  a  fishing  trip.  On  ac- 
count of  a  rush  of  trade  he  has  refrained  so 
far  from  relating  to  his  co-workers  at  the 
branch  one  of  his  promised  "fish  stories."  With 
all  the  necessary  embellishments  these  will  come 
later. 

John  Schuler,  Sonora  dealer,  is  planning  to 
exhibit  some  of  his  "prize  vegetables"  at  the 
fall  fair  at  Hamburg,  N.  Y.  They  were  grown 
on  his  farm  on  Ellicott  Creek,  near  this  city. 

Private  Harold  Verbeck,  secretary  and  treas- 
urer of  the  Verbeck  Musical  Sales  Co.  of  this 
city,  is  with  the  Motor  Mechanics  at  Gerstner 
Field,  Lake  Charles,  La.  In  a  recent  letter 
he  says  he  is  in  excellent  health  and  hopes  to  be 
overseas  shortly.  The  Verbeck  Co.  handles  the 
Columbia  and  Delpheon  talking  machines. 
George  H.  Verbeck,  president,  and  G.  F.  Pinzel, 
vice-president  of  this  firm,  have  returned  from 
their  vacations. 

It  is  said  that  the  Buffalo  office  of  the  State 
employment  bureau  must  be  consulted  by  a 
young  man  before  he  applies  for  a  position  in 
a  local  talking  machine  store.  At  the  bureau 
he  is  likely  to  be  advised  to  do  war  work  of 
some  kind. 

Manager  Gardner,  of  J.  N.  Adam  &  Co.'s  talk- 
ing machine  department,  has  closed  his  fiscal 
year  with  a  considerable  increase  over  the  pre- 
ceding year's  trade.  Ray  Ottinger,  head  repair 
man  for  this  concern,  is  at  Cambridge,  Mass. 
He  is  a  member  of  Co.  31,  U.  S.  Navy  Radio 
School. 

M.  Truda  has  permanently  closed  •his  retail 
piano  store  at  238  West  Ferry  street. 

Many  talking  machine  records  and  other  mer- 
chandise have  been  stolen  from  freight  cars  in 
the  local  railroad  yards.  The  thieves  are  being 
rounded  up  and  punished  by  the  Federal  authori- 
ties. 

George  Goold,  of  Goold  Bros.,  has  returned 
from  a  vacation  trip.  This  firm  has  plenty  of 
Sonoras  to  supplement  its  Victrola  stock.  In- 
stead of  seeking  long-term  business  Goold  Bros, 
are  going  after  cash  contracts. 


As  a  believer  in  early  buying  Charles  Hereth 
has  received  a  heavy  shipment  of  New  Edisons 
for  fall  business. 

To  conserve  labor  several  of  the  talking  ma- 
chine stores  are  making  only  one  delivery  a 
day.  This  is  at  the  request  of  the  War  Indus- 
tries Board  at  Washington,  D.  C. 

Effective  window  displays  for  "food  conserva- 
tion week"  were  featured  by  Victor  &  Co.,  and 
Adam,  Meldrum  &  Anderson  Co.,  who  handle 
the  Pathephone,  and  the  William  Hengerer  Co. 
and  J.  N.  Adam  &  Co.,  Victor  dealers. 

There  is  plenty  of  good  business  in  sight  for 
Niagara  Falls  talking  machine  dealers  because 
the  Government  will  spend  $1,250,000  there  in 
building  hundreds  of  new  homes  for  war 
workers. 

Fraudulent  advertising  to  attract  trade  is  be- 
coming as  scarce  in  the  talking  machine  busi- 
ness as  admirers  of  the  Kaiser.  In  the  past  the 
public  has  paid  dearly  for  its  knowledge  that 
despite  the  alluring  baits  ojffered  by  "get-the- 
money-quick"  dealers,  it  is  really  impossible  "to 
buy  something  for  nothing." 


H.  W.  FILDES  SUCCEEDS  H.  W.  HESS 

Becomes  Manager  of  the  Piano  and  Talking 
Machine  Departments  of  the  Tilden-Thurber 
Co.,  Providence,  R.  I. — Capable  Executive 


Providence,  R.  I.,  September  5. — Herbert  W. 
Fildes  has  been  appointed  manager  of  the  piano 
and  talking  machine  departments  of  the  Tilden- 
Thurber  Co.  of  this  city.  Mr.  Fildes  succeeds 
H.  W.  Hess,  who  has  left  for  New  York  to 
assume  a  managerial  position  in  that  city.  The 
Victor  and  Aeolian-Vocalion  lines  are  handled 
in  the  Tilden-Thurber  department,  and  Mr.  Fil- 
des, who  is  well  known  in  talking  machine 
circles  in  the  East,  expects  to  institute  an 
aggressive  campaign  in  behalf  of  these  two  lines. 
Before  joining  the  Tilden-Thurber  staff  Mr. 
Fildes  was  associated  with  the  Vocalion  Co.  in 
this  city,  and  is  therefore  thoroughly  familiar 
with  the  retail  situation  in  Providence. 


"KNIGHTS"  APPRECIATE  GIFT 

W.  J.  Mulligan,  Chairman  of  K.  of  C.  Committee 
on  War  Activities,  Writes  Otto  Heineman 

Otto  Heineman,  president  of  the  Otto  Heine- 
man  Phonograph  Supply  Co.,  New  York,  re- 
ceived recently  an  interesting  letter  of  thanks 
from  Win.  J.  Mulligan,  chairman  of  the  Com- 
mittee on  War  Activities  of  the  Knights  of 
Columbus.  Mr.  Heineman  recently  presented 
this  committee  with  fifteen  Vanophones,  to- 
gether with  a  supply  of  "OkeH"  records,  needles 
and  sapphires,  and  Mr.  Mulligan,  in  behalf  of 
the  committee,  wrote  as  follows: 

"This  will  acknowledge  receipt  of  the  fifteen 
Vanophones,  records  and  sapphires  for  which, 
on  behalf  of  the  committee,  I  want  to  express 
sincere  thanks.  Respectfully  yours,  (Signed) 
Wm.  J.  Mulligan,  Chairman." 

Mr.  Heineman  has  quite  a  number  of  letters 
on  file  from  military,  fraternal  and  social  or- 
ganizations throughout  the  country,  expressing 
their  appreciation  of  the  generosity  of  the  Otto 
Heineman  Phonograph  Supply  Co.  in  providing 
them  with  machines,  "OkeH"  records  and  sup- 
plies. At  the  present  time,  the  gifts  presented 
by  Mr.  Heineman  are  in  use  in  many  points  in 
Cuba,  where  the  U.  S.  Marines  are  located,  and 
also  at  different  aviation  fields  in  this  country, 
as  only  a  short  while  ago  Mr.  Heineman  gave 
machines  and  a  supply  of  records  to  several  of 
the  regiments  in  training  in  the  aviation  camps. 


EASY  TO  MAGNIFY  TRIFLES 

It  is  easy  to  magnify  trifles — >to  worry  about 
the  possibility  of  unkind  criticism  from  others. 
It  is  easy  to  find  little  flaws  in  the  amber  and 
from  a  focusing  of  attention  on  these  to  take 
such  a  distorted  view  of  the  amber  that  its  clear 
yellow  light  will  be  no  longer  beautiful.  To  be 
happy,  be  glad  of  the  chance  life  offers  you  for 
work  and  achievement. 


Hire  the  Man  Who  Can  Do  It  Better 

—  Thai's  horv  Carnegie  saps  he  got  there 

CABINETS  BUILT  FROM 
YOUR  BLUE  PRINTS 

Or  will  submit  designs  if  desired 

—  LET  BROWN  DO  IT  RIGHT  — 

— and  it'll  be  done  right  for  you  to  turn  over 
the  most  profit  at  the  least  expenditure  of 
time,  trouble  and  producing  effort. 

Prices  fitted  to  your  selling  proposition. 

Building  cabinets  is  my  specialty — I've  put  all 
my  time  into  it  for  years.  I've  accumulated'  a 
valuable  experience  that's  at  your  command,  j 

Why  Worry  Along  on  a  Hunch — 
My  Knowledge  is  a  Sure  Thing 
Get  in  Touch  With  Me  Today 

CHAS.  C.  BROWN 

350  E.  Water  Street        Milwaukee,  Wis. 


The  Talking  Machine  World,  Nezv  York,  September  15,  1918 

I  PROMPT  SHIPMENTS  I 


No.  3 — Cast  Frame,  Ball  Bearing,  Double  Spring  Motor  Playing  about  four  10"  Records 


No.  2 — Universal  Ball  Bearing  Tone  Arm  with  Extra  Large  Reproducer 


CHARLES  H.  ELTING  &  COMPANY 

1516  South  Wabash  Avenue 
CHICAGO 

Canadian  Distributors:  Canadian  Symphonola  Co.,  Ltd.,  31  to  37  Brock  Ave.,  Toronto,  Ont. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


71 


HOW  MICKEL  BROS.  CO.  ENTERTAINED 

Victor  Jobbers  Have  a  Number  of  Dealers  as 
Their  Guests  at  Luncheon  in  Des  Moines — 
Also  Visited  Iowa  State  Fair 


Des  Moines,  1a.,  September  8—  The  regular 
annual  Iowa  Victor  Dealers'  convention  of 
August  27  and  28  was  postponed,  owing  to  the 
opinion  of  the  executive  committee,  due  no- 
tice of  which  was  sent  to  each  member  of  the 
association  by  the  secretary. 

The  executive  committee  expect  to  call  a  con- 
vention some  time  later  in  the  fall,  at  which 
time  the  necessary  information  sought  from  the 
Victor  Co.  will  be  forthcoming  as  to  the  fu- 
ture output  and  possibility  of  greater  deliveries 
of  Victrolas  and  records,  and  at  which  time  the 
original  program  instituted  by  the  membership 
committee  can  be  safely  carried  out.  Further- 
more the  co-operation  of  the  Victor  Co.  will  be 
better  assured  later  on. 

Notwithstanding  the  fact  of  the  postpone- 
ment of  this  convention,  Mickel  Bros.  Co.,  of 
this  city,  through  the  general  manager,  Geo. 
E.  Mickel,  extended  an  open  invitation  to  each 
and  every  member  of  the  association,  as  well  as 
other  dealers  not  members,  to  visit  Des  Moines 
during  the  Iowa  State  Fair  week,  Mickel 
Bros.  Co.  offering  their  office  as  headquarters 
for  any  of  these  dealers.  Also  an  invitation  was 
extended  to  each  dealer  and  member  of  the  as- 
sociation to  lunch  with  the  management  of 
Mickel  Bros.  Co.  Several  members  took  ad- 
vantage of  this  invitation,  they  being  Chas. 
Bawden,  Lake  City,  la.;  P.  K.  McKee,  Indianola, 
la.;  Miss  Laing,  of  John  Mesing  Co.,  Algona, 
la.;  E.  E.  Hobbs,  Peacock  &  Baxter,  Atlantic, 
la.;  Walter  Bussler  and  assistant  of  the  James 
Black  Dry  Goods  Co.,  Waterloo,  la.;  Mr. 
Schultz,  of  the  Schultz  Drug  Co.,  Belmond,  la.; 
Mr.  Strombeck,  of  the  Strombeck  Drug  Co., 
Maxwell,  la.;  E.  M.  Lilves  and  wife,  Grand 
Junction,  la.;  Melvin  H.  Porter  and  family, 
Jewell,  la.;  R.  A.  Nietzel,  manager  of  Lohr  & 
Bristol,  of  Muscatine,  la.;  Miss  Fannie  A. 
Nichol,  Mt.  Ayr,  la.;  Mr.  Osborn,  of  Osborn 
Pharmacy,  Knoxville,  la.,  and  the  Audubon 
Music  Co.-,  of  Audubon,  la. 

Quite  a  number  of  other  dealers  answered  the 
invitation  and  stated  they  regretted  that,  owing 
to  the  shortage  of  labor  and  their  inability  to 
get  away,  they  were  not  able  to  take  advantage 
of  the  courtesy  extended  by  Mickel  Bros.  Co. 


HYATT  CO.  IN  NEW  QUARTERS 


Portland,  Ore.,  September  6. — Twelve  demon- 
strating and  machine  rooms  will  be  ready  for 
customers  in  the  fine  new  store  which  the  Hyatt 
Talking  Machine  Co.  has  secured  at  350  Alder 
street,  where  the  firm  is  now  engaged  in  mov- 
ing. Every  comfort  and  facility  will  be  pro- 
vided. Well-lighted  rooms  and  a  system  of  ven- 
tilation which  will  change  the  air  in  each  room 
every  ten  minutes  will  be  part  of  the  modern 
equipment  of  the  new  store.  The  firm  will 
continue  to  handle  the  three  standard  lines — 
Victrola,  Edison  and  Columbia.  A  complete 
and  comprehensive  stock  of  records  will  be  car- 
ried by  the  store.  Much  interest  is  being 
evinced  by  the  many  customers  who  deal  exclu- 
sively at  Hyatt's  and  all  the  talking  machine 
dealers,  who  have  the  highest  regard  and  re- 
spect for  E.  B.  Hyatt,  the  manager,  wish  him 
success  in  his  fine  establishment. 


THE  ECHO  OF  AN  ATTRIBUTE 

"A  tribute  is  usually  the  echo  of  an  attri- 
bute," says  Edward  Earle  Puriton,  who  has 
written  a  great  deal  on  salesmanship,  and  when 
you  think  it  over,  isn't  there  a  great  deal  of 
meat  in  this  aphorism? 


"Big  enough  to  serve  you;  not  too  big  to 
appreciate  you."  With  this  slogan  a  bank  in 
Spokane  assures  its  customers  of  its  adequate 
facilities  for  handling  their  business  in  a  per- 
sonal way. 


GUTTENBERGER  GOES  TO  MOBILE 

Will  Have  the  Management  of  the  Talking  Ma- 
chine Department  of  the  Reynalds  Music 
House  in  That  City — Popular  in  the  Trade 


St.  Louis,  Mo.,  September  8. — Emmett  W.  Gut- 
tenberger,  manager  of  the  Vocalion  department 
at  Aeolian  Hall,  will  sever  his  connection  with 
that  company  September  15  to  take  the  manage- 
ment of  the  talking  machine  department  for  the 
Reynalds  Music  House  at  Mobile.  Mr.  Gutten- 
berger  came  here  from  Mobile  twenty-six 
months  ago  to  take  the  management  of  the  de- 
partment here,  succeeding  Harry  Levy,  now 
wholesale  manager  of  the  Chicago  Vocalion  de- 
partment. Mr.  Guttenberger  began  his  talking 
machine  career  here  with  the  Columbia  Co. 
about  fourteen  years  ago  and  later  served  the 
Columbia  Co.  at  many  points,  leaving  that  serv- 
ice in  1912  to  go  with  O.  K.  Houck  at  Memphis. 
From  there  he  went  to  Mobile.  He  is  attracted 
back  to  the  Gulf  town  by  the  war  industries 
prosperity  there.     At  Mobile  he  will  sell  Vic- 


tor machines.    His  successor  has  not  been  named. 

Harry  Levy  was  here  from  Chicago  the  first 
week  of  the  month. 


HEMPEL  SINGS  FOR  THE  RED  CROSS 

Frieda  Hempel's  concert  for  the  Red  Cross 
brought  more  than  $2,200  to  the  Lake  Placid 
Chapter  and  the  Lake  Placid  Club  Auxiliary, 
under  whose  auspices  it  was  given.  Not  only 
the  famous  Edison  artist  herself,  but  her  photo- 
graphs and  the  re-creations  of  her  exquisite 
"voice  of  gold  and  magic,"  shared  in  the  suc- 
cess of  the  concert  at  the  club  September  1. 

An  autographed  photograph  of  the  Metro- 
politan soprano,  as  "Marta,"  holding  "The  Last 
Rose  of  Summer,"  brought  $500,  and  one  of 
her  signed  records  of  the  immortal  melody 
started  the  $250  receipts  from  that  source.  A 
small  post  card  photograph  of  the  singer  as 
Marie  in  "The  Daughter  of  the  Regiment," 
brought  $25  and  other  copies  sent  the  sale  up 
to  $139.  Miss  Hempel  was  assisted  by  the 
Boston  Symphony  Septet. 


Perfect  construction  and 
inviting  in  appearance — 
FAULTLESS  Casters 
are  still  more  pleasing  in 
actual  use,  in  moving 
phonographs. 

Their  gentle,  easy  mov- 
ing qualities  are  most 
essential  and  agreeable. 


Send  for  Samples 


"Move 
the 

FAULTLESS 
Way" 


Full  Size 
C-65 


FAULTLESS 
CASTERS 


FAU  LTLE  S  S 

CASTER  COMPANY 

Evans  ville,  Indiana 


72 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


WHOLESALING 

EXCLUSIVELY 


the  2  Largest  Wholesalers 

I  IN 

/jfc?2  Largest  Cities 


CHICAGO 

Talking  Machine  Co. 
12N2  Michigan  Ave. 

CHICAGO 


N  EW  YORK 

Talking  MachineCa 
U9W40*fc  Street 

NEW  YORK 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


73 


FROM  OUR 

E.  P.  VAN  HARLINGEN, 
Manager 


CHICAGO 


HEADQUARTERS 

World  Office 
Republic  Bldg.,  209  South  State  St.,  Chicago 
Telephone:  Wabash  5774 


Chicago,  III.,  September  10. — With  the  open- 
ing of  the  big  War  Exposition  here  this  week 
the  people  of  this  city  as  well  as  those  visiting 
from  adjacent  towns  are  for  the  first  time  be- 
ing given  actual  demonstration  of  just  what  is 
meant  when  "Music  in  the  War"  is  spoken  of. 
'Due  to  an  idea  suggested  by  a  representative 
of  The  Talking  Machine  World  to  Mrs.  Anne 
Shaw  Falkner  Oberndorfer,  manager  of  the 
Western  branch  of  the  National  Bureau  for  the 
Advancement  of  Music,  the  visitors  to  the  big 
Exposition  were  given  an  opportunity  to  see 
just  where  the  player-pianos  and  player  rolls, 
talking  machines,  records  and  other  musical 
instruments  that  they  were  donating  to  the  cause 
of  "Music  in  the  War"  were  being  sent  and  how 
they  were  received  by  the  boys  at  the  front  as 
well  as  in  the  various  camps.  The  idea  as  origi- 
nally set  forth  by  a  representative  of  The  World 
was  to  construct  and  equip  with  musical  instru- 
ments a  replica  of  the  dugouts  in  actual  use 
on  the  battle  fronts.  This  idea  was  not  carried 
.  out  according  to  original  plans  for  a  trench  dug 
out,  but  the  plan  was  so  favorably  received  by 
the  men  in  charge  of  the  Exposition  that  they 
issued  orders  for  the  establishment  of  ten  music 
booths  throughout  the  showgrounds.  Due  to  the 
good  work  of  Mrs.  Oberndorfer,  booths  were 
established  in  the  Y.  M.  C.  A.,  K.  of  C.  and 
Salvation  Army  concessions  as  well  as  several 
other  places,  and  as  a  result  of  this  actual 
demonstration  more  music  and  musical  instru- 
ments have  been  pouring  into  Mrs.  Obern- 
dorfer's  office  in  room  819  Fine  Arts  Building 
than  ever  before. 

The  Trade  Situation  Reviewed 

As  for  the  trade  situation  here  there  is  not 
much  to  speak  of  other  than  what  has  been 
said  in  previous  issues  of  The  World.  Both 
the  machine  and  record  situation  occupy  the 
same  position  as  last  month,  that  is,  the  records, 
while  coming  in  a  little  steadier  than  hereto- 
fore, are  not  being  received  in  quantities  large 
enough  to  fill  the  demand. 

Locally  there  is  much  activity  with  the  whole- 
sale trade.  Many  new  concerns  are  springing 
into  existence  here  and  as  a  natural  result  many 
new  machines  are  appearing  on  the  market. 
Some  of  the  instruments  are  decidedly  original 
and  give  every  evidence  of  being  favorably  re- 
ceived by  the  public. 


Griffith  P.  Ellis  Promoted 

At  the  annual  election  of  officers  of  both  the 
Chicago  Talking  Machine  Co.  and  the  New  York 
Talking  Machine  Co.,  Griffith  P.  Ellis,  who  is 
sales  manager  of  the  Chicago  concern,  was 
elected  secretary  of  both  establishments.  The 
following  re-elections  took  place  also:  A.  D. 
Geissler,  president;  Roy  J.  Keith  and  D.  A. 
Creed,  vice-presidents.  Due  to  his  promotion 
Mr.  Ellis  has  been  receiving  the  congratula- 
tions of  his  many  friends  in  the  trade  who 
regard  him  as  one  of  the  hardest  workers  and 
best  fellows  who  ever  entered  the  talking  ma- 
chine game.  Six  years  ago  Mr.  Ellis  began 
with  the  sales  department  of  the  Musical  Instru- 
ment Sales  Co.,  of  New  York,  and  after  a  while 
was  transferred  to  the  Victor  department  of  the 
Scruggs-Vandervoort  &  Barney  Co.,  of  St. 
Louis,  as  manager.  From  there  he  went  to 
Louisville,  Ky.,  to  open  the  Victor  department 
of  the  Stewart  Dry  Goods  Co.  of  that  city.  In 
the  meantime  his  work  attracted  the  attention 
of  A.  D.  Geissler,  president  of  both  the  Chicago 
Talking  Machine  Co.  and  the  New  York  Talk- 
ing Machine  Co.,  who  offered  him  the  position 
as  sales  manager  of  the  Chicago  concern.  Mr. 
Ellis  accepted  the  position  offered  by  Mr.  Geis- 
sler and  was  so  successful  in  his  new  under- 
taking that  two  years  ago  he  was  elected  a 
director  of  both  companies.  His  present  office, 
that  of  secretary,  will  in  no  way  interfere  with 
his  former  duties  as  sales  manager  and  di- 
rector, as  he  will  continue  to  discharge  the  duties 
of  these  positions. 

New  Cheney  Shop 

A  new  talking  machine  shop  which  is  known 
under  the  title  of  the  Cheney  Shop  was  formally 
opened  to  the  trade  of  Minneapolis  on  Saturday, 
September  7.  These  new  warerooms  are  said 
to  rank  among  the  most  beautiful  of  any  in 
the  city  and  will  be  under  the  personal  super- 
vision of  L.  L.  Lawson,  as  manager.  Mr.  Law- 
son,  while  recently  paying  a  visit  to  the  Chicago 
headquarters  of  the  Cheney  Talking  Machine 
Co.,  stated  that  the  sales  of  Cheney  talking  ma- 
chines had  grown  to  such  proportions  in  Min- 
neapolis that  it  was  decided  by  the  company  to 
open  this  new  branch,  wherein  the  Cheney 
phonograph  would  have  exclusive  representation 
in  a  retail  way.  The  new  store  is  located  near 
the  corner  of  Fifth  street  and  Market  avenue. 


Another  well-known  Cheney  man  who  visited 
Chicago  recently  was  G.  G.  Robinson,  the 
Cheney  wholesale  representative  who  covers  the 
territory  in  western  Illinois  and  Missouri.  Mr. 
Rob  inson,  while  a  young  man,  is  old  in  ex- 
perience and  knows  the  talking  machine  game 
thoroughly.  At  one  time  in  his  career  he 
traveled  the  northern  Ohio  territory  for  the 
Columbia  Graphophone  Co.  as  wholesale  trav- 
eler. He  stated  that  the  business  in  his  ter- 
ritory was  going  on  in  a  very  satisfactory 
manner  and  that  the  trade  outlook,  as  judged 
from  the  opinions  of  the  various  retail  dealers 
throughout  his  section,  is  very  promising. 
Corporal  W.  C.  Griffith  Visits 

Corporal  W.  C.  Griffith,  U.  S.  A.,  who  was 
formerly  assistant  sales  manager  of  the  Chi- 
cago Talking  Machine  Co.,  while  in  Chicago  on 
a  short  furlough  recently,  paid  his  respects  to 
his  many  friends  in  the  trade  here.  Since 
enlisting  in  the  army  Corp.  Griffith  has  been 
stationed  at  Camp  Wheeler,  Macomb,  Ga.  After 
spending  several  days  here  he  paid  his  mother 
and  family  a  visit  at  the  family  home  in  Indian- 
apolis. He  stated  that  he  expects  to  be  actively 
engaged  in  overseas  duty  within  a  few  weeks. 
"Good-bye,  Boys" 

H.  E.  Whitman,  formerly  floor  salesman  for 
the  Chicago  Talking  Machine  Co.,  but  now  man- 
ager of  the  Victor  department  of  the  Pierson 
Piano  Co.,  Indianapolis,  was  a  Chicago  visitor 
this  week.  Mr.  Whitman  surprised  his  friends 
of  the  Chicago  trade  by  introducing  a  beauti- 
ful, blushing  young  lady,  who  became  his  bride 
on  August  3.  The  cigars  were  on  him,  of 
course,  but  the  congratulations  were  on  the 
crowd.    Bless  you,  my  children. 

Establishes  Headquarters  Here 

L.  R.  Yeager,  Victor  Co.'s  representative  for 
Illinois  and  Wisconsin,  has  established  a  tem- 
porary headquarters  in  Chicago  and  will  prob- 
ably remain  here  for  the  next  four  or  five 
months.  This  is  the  first  time  in  the  history 
of  the  Victor  Co.  that  one  of  their  representa- 
tives has  established  headquarters  in  Chicago 
for  such  a  length  of  time. 

L.  C.  Wiswell  Attends  Meeting 

L.  C.  Wiswell,  manager  of  the  Victor  de- 
partment of  Lyon  &  Healy,  left  on  Monday  of 
this  week  for  Philadelphia,  where  he  went  to  at- 
(Continued  on  page  75) 


8 10 


THE  "WAD 

EEDLE  CUTTE 


assures  "20  or  more"  Original  New  Points  to  each  Fibre  Needle 


The  WADE  Fibre  Needle  Cutter 

"She  ORIGINAL  "Sepo/nter 


BEFORE       The  20  (or  more)  AFTER 

OriginalRepoints 


■ — and  therefore  is  the  most  economical  Fibre  Needle  Cutter  on  the 
market.  You  know  the  many  advantages  of  using  Fibre  Needles — 
more  natural  reproduction;  more  tunes  for  one  cent;  no  wear  and 
tear  on  records,  etc.,  etc.,  but,  do  not  make  the  mistake  of  buying 
anything  but  the  best  Fibre  Needle  Cutter. 


TheWade 


;ist 
sel 
nei 
is 


is  the  oldest  Fibre  Needle  Cutter  on  theVnarket- 

on  demonstration — 
never  fails  to  give  satisfaction — 

made  in  two  styles — $1.50  and  $2.00. 


Usual  trade  discounts — Write  for  samples 
or  Order  from  your  regular  Distributor 


The  Wade 


Needle 

Cutter  No.  Z 

Price  $2.00 


WADE   &  WADE,   3807  Lake  Park  Ave.,    CHicagO,  III 


74 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


SERVICE 

That  Sells! 

Healy  offer  the  Victrola  dealer  selling  co-operation  which 
move  the  goods  and  at  the  same  time  makes  yours  the 


Lyon  & 
helps  to 

best  advertised  name  in  your  community. 


An  exclusive  news- 
paper advertising  cut 
service  of  52  cuts  per 
year,  $8.3  3  per 
month. 

An  exclusive  service, 
half  of  the  above, 
26  cuts  per  year, 
$4.17   per  month. 


An  exclusive  art 
cover  service  which 
is  used  instead  of  an 
envelope  to  mail  the 
monthly  supplement, 
A  service  which  can- 
not be  duplicated. 
Prices  on  application. 


Big  24  sheet  bill 
posters,  10x25  feet 
in  size,  lithographed 
in  colors.  Complete 
with  name  strips. 
Cheap  and  effective 
publicity. 


5. 


"  Soldier  Songs,"  a  booklet  3x6 
inches.  Everybody  wants  them, 
each  2c. 


SOLDIER 
SONGS 


C*la*il4''. 


DMi-OUBd^MiBe 


Art  Window  Posters, 
featuring  the  new  rec- 
ords. Four  illustrated 
cards,    two  14x22 


in- 


ches in  size,  and  two 
14x11  inches,  printed 
in  colors,  $1.25  per 
month. 


S*eeiBve...<Bve 


Small  instruments 
newspaper  adver- 
tising, 36  cuts  per 
year,  per  month, 
$4.17. 


Piano  newspaper 
advertising  service, 
consisting  of  48  live 
illustrations  and 
copy — FREE  to 
our  dealers,  write 
for  our  proposition. 


LYON  &  HEALY 

Victrola  Distributors 

CHICAGO 


Samples  of  our  services  sent  without  charge 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


75 


ARCHIMEDES  (B.  C.  287?  -  212) 

Who  discovered  the  working  principles  of  the  fulcrum  and  lever,  astonished  his  country- 
men by  saying,  "Give  me  a  lever  long  enough  and  a  place  to  stand  upon,  and  I  will  lift 
the  world." 

After  two  thousand  years  we  applied  the  Archimedes  principle  to 

The  Chicago  Cover  Balance  Number  1 

And  we  also  astonished  our  countrymen  by  saying,  "Give  us  a  place  to  put  it  on  (your 
talking  machine)  and  we  will  lift  a  world  of  trouble  off  your  shoulders." 
We  have  proved  it  time  and  again. 

The  Chicago  Cover  Balance  No.  1  is  scientifically  correct  in  every  detail  and  will  give 
perfect  balance  to  any  talking  machine  cover  regardless  of  weight  by  means  of  its  simple 
adjustment. 

EQUIPMENT  COUNTS 

The  cover  is  "PUT"  and  "STAYS  PUT" 

WE  ALSO  MANUFACTURE  CONTINUOUS  AND  EMPIRE  TOP  HINGES 

Chicago  Hinged  Cover  Support  and  Balance  Co.  fmcA^6,69iLLiNois 


U'at.  Applied  For)       COVER   BALANCE   No.  I 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  73) 


tend  the  meeting  of  the  executive  board  of  the 
National  Association  of  Talking  Machine  Job- 
bers. If  business  matters  did  not  interfere,  Mr. 
Wiswell  contemplated  a  visit  to  the  Victor  fac- 
tories at  Camden. 

Takes  Up  Training  in  New  York 

George  Wiswell,  who  was  connected  with 
the  Victor  department  of  the  West  Music  Co., 
Joliet,  111.,  and  brother  of  the  well  known  L.  C, 
of  Lyon  &  Healy  fame,  left  Chicago  on  Sun- 
day, August  4,  for  New  York,  where  he  went 
to  enter  Columbia  University  to  take  up  final 
training  as  a  Y.  M.  C.  A.  secretary  before  leav- 
ing for  the  front. 

Fred  A.  Aylesworth  Visits 

Fred  A.  Aylesworth,  manager  of  the  Vocalion 
department  of  the  Aeolian  Company's  branch  at 
Indianapolis,  is  spending  a  few  days'  vacation  in 
Chicago  calling  on  his  many  friends  in  the  trade. 
Mr.  Aylesworth,  prior  to  his  appointment  as 
manager  of  the  Vocalion  department  at  Indian- 
apolis, was  manager  of  both  the  Sonora  and 
Vocalion  departments  of  the  Julius  Bauer  Piano 
Co.,  Chicago.  Manager  Aylesworth  stated  that 
he  was  very  pleased  with  the  business  condi- 
tions now  prevailing  in  Indianapolis  and  that 
the  "Music  in  the  Home"  propaganda  is  broad- 
ening the  field  for  talking  machine  men  of  the 
country  to  a  great  extent. 

Liberty  Loan  Chairman 

L.  C.  Wiswell,  manager  of  the  Victor  de- 
partment of  Lyon  &  Healy,  has  been  appointed 
chairman  of  the  talking  machine  division  of  the 
County  of  Cook  for  the  coming  Liberty  Loan 
campaign.  Mr.  Wiswell  is  at  present  mapping 
out  his  plans  for  the  campaign  and  expects  to 
appoint  a  committee  of  several  men  ip  the  trade, 
each  man  to  look  after  his  individual  company 
and  its  clientele. 

W.  C.  Fuhri  Optimistic 

W.  C.  Fuhri,  manager  of  the  Chicago  branch 
of  the  Columbia  Graphophone  Co.,  has  just  re- 


turned  to  his  desk  after  spending  a  few  weeks' 
vacation  in  Michigan  accompanied  by  his  family. 
After  looking  over  the  trade  situation  upon  re- 
suming his  duties,  Mr.  Fuhri  became  very  op- 
timistic regarding  the  business  outlook  for  the 
coming  season. 

Columbia  Girl  Enlists 

Miss  Florence  Bell,  secretary  to  W.  C.  Fuhri, 
manager  cjf  the  Chicago  branch  of  the  Columbia 
Graphophone  Co.,  has  enlisted  as  a  stenog- 
rapher in  the  Red  Cross  overseas  unit  which 
leaves  for  duty  in  France  and  England  within 
a  few  days.  Miss  Bell  is  an  exceptionally  bril- 
liant business  woman  and  has  been  in  the  em- 
ploy of  the  Columbia  Co.  for  the  past  eight 
years.  Her  fellow  employes  of  the  company 
presented  her  with  a  handsome  traveling  bag 
before  she  left  Chicago. 

Another  old-time  employe  of  the  Columbia 
Co.,  who  left  this  week  to  take  up  war  activities, 
was  Scott  Smith,  the  colored  porter,  who  had 
been  a  Columbia  employe  for  the  past  sixteen 
years.  Mr.  Smith  is  now  employed  in  an  am- 
munition factory  near  Chicago. 

"Good  Pickin's" 

V.  K.  Tremblett,  who  represents  the  Chicago 
Talking  Machine  Co.  in  Indiana  and  Illinois, 
while  aboard  a  train  bound  for  Indianapolis 
recently,  had  the  misfortune  of  being  thoroughly 
"frisked"  by  a  member  of  the  light-fingered 
gentry  who  happened  to  be  traveling  in  the 
same  direction.  Mr.  Tremblett  was  comfort- 
ably ensconced  in  an  upper  Pullman  berth,  hav- 
ing visions  of  lots  of  orders  and  plenty  of  goods 
to  supply  the  demand,  numerous  singing  birdies, 
flowers  and — -but,  when  he  awoke  he  discovered 
that  he  had  been  "touched"  for  his  wallet  con- 
taining $150,  Government  identification  card, 
baggage  checks  and  other  trinkets.  No  one 
aboard  the  train  seemed  to  know  just  who  the 
gentleman  was  who  had  such  taking  ways,  but 
the  railroad  detectives  as  well  as  the  Indian- 


apolis police  department  have  hopes  of  making 
his  acquaintance  at  an  early  date. 

Was  a  Busy  Man 

L.  E.  Noble,  manager  of  the  wholesale  Vic- 
tor department  of  the  Rudolph  Wurlitzer  Co., 
is  spending  the  remainder  of  his  vacation  in 
visiting  his  home  town  at  Edgerton,  Wis.,  this 
week.  Mr.  Noble  was  unable  to  spend  his 
regular  two  weeks  of  vacation  visiting  his  folks, 
owing  to  the  shortage  of  help  and  other  busi- 
ness reasons,  and  this  necessitated  his  splitting 
his  vacation  time  in  two  periods.  He  spent  one 
week  around  the  latter  part  of  July  vacationing 
and  returned  to  his  desk,  awaiting  a  favorable 
opportunity  when  he  could  return  and  complete 
the  "respite." 

Empire  Phono  Parts  New  York  Agency 

C.  L.  Stevenson,  whose  headquarters  are  at  1 133 
Broadway,  New  York,  has  been  appointed  East- 
ern representative  for  the  Empire  Phono  Parts 
Co.  for  New  York  and  vicinity.  Mr.  Steven- 
son has  already  been  successful  in  interesting' 
a  great  number  of  Eastern  manufacturers  with 
the  Empire  tone  arms,  sound  boxes  and  repair 
parts,  and  at  present  states  that  he  has  quite  a 
number  of  new  firms  considering  the  adoption 
of  Empire  Phono  Parts  equipment  as  their 
standard.  Mr.  Stevenson  is  a  man  of  much  ex- 
perience in  the  talking  machine  field  and  is> 
well  known  not  only  to  the  Eastern  trade 
but  to  the  Central  West  as  well.  He  is  in  a 
position  to  render  valuable  assistance  to  his 
clientele,  owing  to  his  vast  fund  of  knowledge 
gained  by  long  experience,  and  is  now  in  a 
position  to  take  care  of  all  inquiries  received 
from  the  manufacturers  relative  to  the  Empire 
Phono  Parts  products. 

The  Empire  Phono  Parts  factory  at  Cleveland 
has  been  turning  out  their  products  in  large 
quantities,  and  is  at  present  in  good  position 
to  take  care  of  additional  new  business.  Every 
(Continued  on  page  77) 


TRANSFER  NAME-PLATES 

We  make  the  Transfer  Name -Plates  and  Trade-Marks  for 
the  largest  talking  machine  manufacturers  in  this  country  and 
for  dealers  in  every  state. 

YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner 
back  to  you  for  records  and  his  friends  to  you  for  a  machine. 
Samples,  Suggestions  and  Sketches  Furnished  Free 

THE  MEYERCORD  COMPANY,  CHICAGO 


Largest  Manufacturers  of 


DECALCOMANIA 


Transfer  Name-Plates 


76 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Telling  the  Public  the  Truth 

About  Phonograph  Values 


XT  is  a  conceded  fact  in  the  phono- 
graph world  that  the  coming 
of  The  Brunswick  brought  about 
a  new  era  

both  in  reproduction  and  in  selling. 

Previously,  the  main  stress  had  been 
placed  on  records,  on  exclusive  artists. 
The  record  business  appeared  primary, 
the  phonograph  secondary. 

Each  make  of  phonograph  had  its 
own  make  of  records. 


A  dealer  and  his  customer  had  to 
make  a  choice,  and  then  forego  all 
other  records. 


The  Brunswick  Method  of  Reproduc- 
tion created  its  first  sensation  by  includ- 
ing an  all-record  player  of  unusual 
simplicity,  and  we  called  it  The  Ultona. 

Our  announcement  of  this  advanced 
idea,  and  the  subsequent  advertising 
was  on  a  large  scale.  Prospective  buyers 
everywhere  gained  new 
standards  by  which  to  judge. 

In  all  Brunswick  Advertis- 
ing we  state  compelling  facts 
— and  no  thinking  prospect 
can  afford  to  ignore  them.  We 
call  attention  to  the  handicaps 
of  the  old  methods,  how  one 
must  be  content  with  a  limited 
selection  of  artists. 


We  sh  ow  how  The  Ultona  is  adjust- 
able at  a  turn  of  the  hand  to  play 
any  record,  exactly  as  it  should  be 
played,  with  the  proper  diaphragm 
and  needle. 

All  this  creates  confidence  and 
curiosity.  We  have  sent  thousands  of 
people  to  Brunswick  Dealers  this  way. 

We  also  spotlight  another  feature  of 
The  Brunswick  Method  of  Reproduction: 
The  Brunswick  Tone  Amplifier.  We 
tell  how  this  advanced  designing  in  an 
all-wood  chamber  brings  better  tone. 

Such  frank  arguments  as  these,  gentle- 
men, are  the  very  same  arguments  which 
thousands  of  Brunswick  Dealers  and 
their  sales  people  use  in  their  talks 
to  customers.  And  so  their  force  is 
doubly  strong. 

We  intend  to  keep  on  with  this 
successful  way  of  helping  our  dealers. 

Forthcoming  advertisements 
will  reiterate  these  argu- 
ments, and  we  are  reaching 
millions. 

If  you  are  interested  in 
joining  our  group  of  money- 
making  dealers,  and  if  there 
is  an  opening  in  your  town, 
let  us  hear  from  you.  You'll  be 
interested  in  our  proposition 


THE 

Brunswick-Balke-Collender  Co. 

General  Offices:  CHICAGO  and  NEW  YORK 

Branch  Houses  in  Principal  Cities  of 
United  States,  Mexico  and  Canada 

Canadian  Distributors:  MUSICAL  MERCHANDISE  SALES  CO. 
Excelsior  Life  Building,  Toronto 


§ 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


77 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  75) 


department  of  this  factory  is  under  the  personal 
supervision  of  W.  J.  McNamara,  president  of 
the  company,  and  this  insures  not  only  an 
analytical  inspection  before  being  shipped  but 
insures  that  only  the  highest  qualities  of  sup- 
plies will  be  permitted  to  be  shipped. 

Empire  Talking  Machine  Co.  News 

John  A.  Steinmetz,  president  of  the  Empire 
Talking  Machine  Co.,  has  been  receiving  many 
interesting  letters  recently  from  Empire  dealers, 
telling  of  their  experiences  in  selling  Empire 
talking  machines.  A  letter  received  this  week 
tells  how  one  Empire  dealer  sold  his  customer. 

The  latter  called  late  on  Saturday  night  and 
stated  that,  after  seeing  a  great  number  of  the 
other  machines  that  made  their  appeal  by  means 
of  prices  only,  he  was  impressed  by  the  un- 
usual tonal  qualities  and  workmanship  as  well 


Cut  of  Empire  Style  for  Use  of  Dealers 

as  materials  used  in  the  Empire  and  that  he 
could  see  no  reason  why  he  should  purchase  a 
machine  the  only  merits  of  which  were  counted 
by  the  cheapness  of  dollars  and  cents. 

The  Empire  Co.  have  just  had  produced  for 
them  a  number  of  new  electrotypes,  which  they 
supply  to  Empire  dealers  for  local  newspaper 
service.  The  Empire  Co.  have  been  carrying  out 
this  plan  of  supplying  new  cuts  to  their  dealers 
at  regular  intervals,  and  the  results  reported 
by  these  dealers  show  a  very  marked  increase 
in  their  business.  The  new  electros  are  very 
effective,  as  may  be  seen  by  the  accompanying 
illustration,  and  the  Empire  Co.  are  advising 
their  dealers  to  avail  themselves  of  these  cuts  as 
soon  as  possible.  The  Empire  advertising  de- 
partment is  also  getting  out  some  very  ef- 
fective copy  to  be  used  in  conjunction  with 
these  cuts  and  is  also  preparing  at  present  to 


furnish  this  copy  to  their  dealers  on  request. 

The  new  Empire  records,  as  announced  else- 
where in  this  issue  of  The  World,  mark  a  new 
epoch  in  Empire  achievements.  These  records 
are  vertical  cut  and  are  played  by  either  the 
steel  or  fibre  needle.  The  composition  of  the 
material  used  has  been  perfected  to  such  a 
degree  that  it  practically  eliminates  the  surface 
noise. 

The  company  have  also  had  designed  for  them 
a  new  label  for  these  records,  the  label  being 
a  black  background,  printed  in  gold,  and  the 
records  will  be  known  as  the  Empire  "Black" 
label.  The  first  release  contains  forty  numbers, 
embracing  a  wide  range  of  subjects,  such  as 
popular  and  late  war  songs,  the  latter  pre- 
dominating. In  addition  some  of  the  latest  jazz 
band  numbers  and  unusual  selection  of  marimba 
pieces  are  also  included  in  the  list.  The  October 
numbers  are  now  ready  for  shipment,  and  in 
connection  with  these  records  the  Empire  Co. 
have  had  prepared  for  them  an  exceptionally 
handsome  wall  hanger  heralding  the  latest  re- 
leases. This  supplement  is  a  very  artistic  ex- 
ample of  the  highest  grade  of  printcraft,  and  a 
liberal  quantity  is  supplied  with  all  orders. 
Open  New  Department 

Barnhart  Bros.  &  Spindler  are  rapidly  com- 
pleting the  reorganization  of  their  plant  and 
from  present  indications  expect  to  have  their 
talking  machine  department  in  full  operation 
by  the  fifteenth  of  September.  This  depart- 
ment has  been  equipped  with  entirely  new  ma- 
chinery and  arrangements  have  been  made  for 
a  larger  output  of  die  castings  which  will  permit 
of  increased  production.  It  is  expected  that 
the  new  plant  will  be  able  to  clean  up  accu- 
mulated orders  on  hand  by  at  least  the  first 
of  October,  and  they  will  then  be  ready  for 
new  business. 

In  designing  the  new  department  the  archi- 
tects took  into  consideration  the  demand  for 
the  Barnhart  Bros.  &  Spindler  talking  machine 
motor  and  have  provided  for  ample  space  for 
this  department  to  handle  this  part  of  their 
product. 

R.  N.  McArthur,  sales  manager,  stated  that 
orders  were  coming  in  in  large  numbers  and 
all  the  manufacturers  seem  to  be  willing  to  wait 
for  a  few  weeks  until  the  October  delivery  as 
they  have  been  made  aware  of  the  reorganiza- 
tion of  the  entire  plant,  which  makes  for  con- 
servation of  man  power  as  well  as  space.  The 
engineers  of  this  company  are  rapidly  complet- 
ing the  new  set  of  multiple  dies  for  die  casting, 
which  have  a  capacity  six  times  greater  than 
the  old  method  and  allows  an  additional  num- 
ber of  castings  to  be  made  at  once,  where  there 
was  formerly  one.  The  main  elbow  of  the  new 
cast  is  spherical  in  shape  and  extra  weight  is 
added  to  the  lower  end,  which  tends  to  give 
more  balance  to  the  tone  arm  and  thereby 
eliminates  any  possibility  of  rattling.  A  new 
heavy  base  ring,  which  is  practically  nonde- 
structible  and  makes  a  more  substantial  and 


foolproof  anchorage,  is  also  a  part  of  the  new 
die  castings  being  turned  out. 

Campaigning  for  War  Exposition 
On  Thursday  of  last  week  a  number  of  the 
cast  of  the  "Oh,  Look"  company,  which  is  now 
playing  at  the  LaSalle  Theatre  in  Chicago, 
toured  the  streets  of  the  loop  in  a  ticket-selling 
campaign  for  the  benefit  of  the  War  Exposition 
now  in  progress.  The  members  of  the  com- 
pany who  composed  the  party  boarded  a  large 
auto  truck  on  which  was  placed  an  upright 
piano  and  a  Columbia  graphophone.  The  tour- 
ists began  at  the  LaSalle  Theatre  and  made  nu- 
merous stops  at  various  of  the  busy  loop  corners 
and  whenever  a  stop  was  made,  Harry  Fox, 
who  is  having  such  phenomenal  success  sing- 
ing, "I'm  Always  Chasing  Rainbows,"  sang  in 
accompaniment  to  his  record,  which  is  just  be- 
ing issued  by  the  Columbia  Co.    The  Dolly 


"Oh  Look"  Co.  Selling  War  Expos.  Tickets.  Richard  Car- 
roll, Author  at  Piano — Dolly  Sisters  in  Truck — Ex- 
treme Right,  Harry  Fox  Dancing. 

sisters  helped  attract  the  large  crowds  by  danc- 
ing on  the  sidewalks.  Richard  Carroll,  author 
of  "Oh,  Look"  was  kept  busy  a  great  deal  of 
the  time  in  supplying  music  for  the  dancing. 
The  event  proved  such  a  success  that  the  idea 
was  carried  out  on  Friday,  Saturday  and  Sun- 
day. 

The  Brunswick  Dealer  Service  Portfolio 

The  Brunswick-Balke-Collender  Co.,  manu- 
facturers of  the  Brunswick  phonograph,  are  not 
surpassed  by  any  rival  in  the  thoroughness  of 
their  preparation  for  assisting  the  retailer  in 
carrying  out  successful  selling  campaigns.  Un- 
der the  direction  of  S.  J.  Turnes,  their  well- 
known  advertising  manager,  this  company  has 
just  put  forth  a  new  and  entirely  unique  pub- 
lication, which  cannot  fail  to  provide  a  weapon 
of  high  potency  to  all  Brunswick  retailers  every- 
where. 

"The  Brunswick  Dealer  Service  Portfolio"  is 
a  handsome  and  sumptuously  gotten-up  collec- 
tion of  illustrations,  specimen  ads,  sales  argu- 
ments, descriptions  and  general  ginger-produc- 
ing matter,  intended  to  show  the  Brunswick 
dealer  in  how  many  and  how  effective  ways  he 
may  co-operate  with  the  company  in  working 
up  a  demand  for  the  Brunswick  line. 

Mr.  Turnes'  work  in  the  preparation  of  ad- 
vertisements for  general  dealer  use  is  always 
(Continued  on  page  79) 


UNIVERSAL   TONE  ARM 


NO  SPRINGS 
NOR  WEIGHTS 
TO  ADJUST 

MADE  IN 

FOUR 
LENGTHS 


Talking  machine  manufacturers  should  an- 
ticipate their  tone  arm  needs  early  to  insure 
prompt  delivery.  The  demand  for  phono- 
graphs this  Fall  will  be  very  large,  and  it 
is  the  manufacturer  who  places  his  order 
early  that  will  be  given  the  benefit  of 
Empire  service.  Get  in  touch  with  us  at 
once  and  secure  our  quantity  prices  on  this 
splendid  equipment. 

Address  all  inquiries  to  Chicago  Office 


THE  EMPIRE  PHONO  PARTS  COMPANY 


PLAYS  ALL 
MAKES 
OF  RECORDS 
PERFECTLY 

WRITE 
US  FOR 
PRICES 


Sales  Office :  425  SO.  WABASH  AVE.,  CHICAGO.  ILL. 
Factory:  1100-1108  W.  9th  STREET,  CLEVELAND,  OHIO 


78 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


PHONOGRAPH  DEALERS  ENDORSE 

HIAWATHA  QUALITY 


Hiawatha  Phonographs  Repeat 

Any  phonograph  you  sell  that  will  bring  you  repeat  business 
is  honest  merchandise. 

Dealers  endorse  the  Hiawatha  by 
their  repeat  business,  service  and 
satisfaction. 

They  can  sell  Hiawatha  Phonographs 
with  every  confidence  that  they  will 
be  satisfactory  in  tone,  finish  and 
equipment. 

FIVE  HIAWATHA  MODELS 
$50,  $75,  $95,  $125  and  $175 

IMMEDIATE  DELIVERY 

Hiawatha  Phonograph  Company 

209  South  State  Street 
CHICAGO,  ILL. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


79 


FROM  OUR  CHICAGO  HEADQUARTERS  (Continued  from  page  77) 


clean  and  telling.  His  copy  has  the  knack  of 
saying  something  pointed  always;  and  of  say- 
ing it  in  a  way  that  produces  results.  Among 
the  various  specimen  pieces  of  copy  offered  to 
the  Brunswick  dealers  in  this  portfolio  is  a 
series  of  small  newspaper  ads,  each  one  featur- 
ing a  single  point  in  the  Brunswick  equipment 
or  in  the  tonal  and  architectural  advantages  of 
the  machine.  The  series  is  intended  for  suc- 
cessive publication  at  regular  intervals  in  news- 
papers, and  is  in  every  sense  telling  and  sharp- 
pointed. 

The  Brunswick  machine  possesses  many 
highly  interesting  features,  as  everybody  knows. 
Probably  the  one  most  interesting  of  all,  to  the 
dealer,  is  the  remarkable  Ultona  sound  box, 
which  permits  the  use  of  records  which  take 
any  one  of  the  three  accepted  styles  of  repro- 
ducing stylus,  diamond-point,  sapphire-ball  or 
steel  needle,  without  detaching  parts  or  remov- 
ing needle  points  (save,  of  course,  the  regular 
Victor  type  steel  needles,  replaceable  after  play- 
ing one  record).  By  means  of  the  duplicate 
diaphragms  the  sapphire  and  the  diamond  point 
reproducers  may  remain  in  place  permanently, 
each  having  its  own  proper  separate  socket, 
which  is  therefore  always  pitched  at  exactly'  the 
right  angle.  This  feature  of  providing  not  a 
mere  changeable  attachment  but  an  actual  sep- 
arate permanently  installed  reproducing  equip- 
ment for  each  and  every  requirement  is  one  of 
the  principal  Brunswick  sales  weapons,  and  nat- 
urally receives  the  greatest  amount  of  attention 
in  the  very  ably  written  advertisements  built 
specially  for  the  dealer  and  exhibited  in  the 
Dealer  Service  Portfolio. 

At  the  present  time,  when  so  many  talking 
machines  of  varied  type,  price  and  style  are  on 
the  market,  it  becomes  each  day  more  necessary 
for  dealers  to  become  thoroughly  acquainted 
with  the  exact  meaning  and  the  relative  sales- 
promoting  strength  of  each  and  every  mechan- 
ical, acoustic  or  architectural  feature  of  the  ma- 
chines they  are  pushing.  When  this  education 
has  been  gained  by  the  dealer  it  must  be  brought 
before  the  public  and  driven  home.  It  is  the 
mission  of  the  remarkable  series  of  advertise- 
ments contained  in  the  Dealer  Service  Port- 
folio to  put  the  Brunswick  message  across  to 
the  retailer  first,  and  then  to  the  consumer. 

The  Brunswick-Balke-Collender  Co.'s  adver- 
tising department  has  prepared  and  stocked 
matrices  and  cuts  covering  the  various  adver- 
tisements contained  in  the  portfolio,  in  con- 
venient sizes  to  suit  all  requirements. 
Endeavoring  to  Supply  Needs  of  Customers 

The  only  complaint  that  has  been  made  for 
some  time  past  by  W.  G.  Fricke,  of  the  Lake- 
side Supply  Co.,  manufacturers  and  jobbers  of 
talking  machine  supplies,  has  been  regarding 
inability  to  obtain  sufficient  stock  of  their  vari- 
ous parts  to  supply  the  demands  of  their  cus- 
tomers. Within  the  last  few  days,  however, 
they  have  received  a  further  shipment  of  one 
thousand  of  a  very  popular  type  of  two-spring 
motor  with  which  they  have  had  much  success, 
and  this  came  in  time  to  enable  them  to  satisfy 
some  specially  insistent  demands.  The  com- 
pany reports  being  one  thousand  orders  behind 
in  tone  arms  and  has  been  experiencing  much 
difficulty  in  getting  sufficiently  large  shipments 
on  these  items. 

The  questionnaire  which  was  sent  out  re- 
cently by  the  Music  Industries  Chamber  of 
Commerce,  which  manufacturers  were  invited 
to  fill  in,  in  order  to  bring  out  clearly  before 
the  Government  the  actual  needs  of  the  mu- 
sical industries  in  the  way  of  raw  material  for 
the  winter,  occupied  the  attention  of  all  con- 
cerned at  the  Lakeside  offices  last  week  for 
more  than  a  day.  Mr.  Fricke  made  a  special 
point  of  turning  in  a  model  statement,  hoping 
to  give  a  good  example  to  other  manufacturers 
who  have  been,  unfortunately,  negligent. 
Big  Repair  Part  Stock 

The  Consolidated  Talking  Machine  Co.,  227 
West  Lake  street,  this  city,  who  market  several 
popular  makes  of  talking  machines  of  their  own 
production,  also  carry  in  stock  a  very  complete 


line  of  repair  parts  for  all  makes  of  talking 
machines,  new  and  old,  current  and  obsolete. 
Mr.  Fern,  the  genial  president  of  the  company, 
says  that  their  facilities  are  such  that  if  they 
cannot  obtain  a  repair  part  for  a  certain  ma- 
chine they  can  make  it,  and  make  it  quickly 
and  well.  The  company  also  do  repair  work, 
and  a  visit  to  their  shop  convinces  the  caller 
that  they  are  equipped  for  the  best  of  service. 
They  make  a  specialty  of  doing  expert  repair 
work  for  dealers. 

New  Wilson  Manager 
A.  L.  Spring  assumed  the  responsible  po- 
sition of  manager  of  the  talking  machine  depart- 
ment of  Thos.  E.  Wilson  &  Co.  early  last  month. 
Mr.  Spring  is  to  be  congratulated  on  his  ap- 
pointment, especially  in  view  of  the  fact  that 
Thos.  E.  Wilson  &  Co.  is  a  direct  subsidiary  of 
Wilson  &  Co.,  the  many-time-millionaire  pack- 
ing concern.  The  Thos.  E.  Wilson  &  Co.  cor- 
poration devotes  itself  exclusively  to  sporting 
goods,  gut  strings  and  musical  merchandise, 
such  as  ukuleles  and  talking  machines.  The 


talking  machine  business  has  grown  to  very, 
large  proportions  in  a  comparatively  short  time 
since  the  inception  of  this  house. 

Mr.  Spring  is  a  very  experienced  man.  He 
has  been  for  a  number  of  years  with  the  Aeolian 
Co.,  first  on  the  pianos  and  players  and  for  the 
last  few  years  on  the  talking  machines  in  the 
Vocalion  division.  He  has  had  extensive  experi- 
ence both  in  the  wholesale  and  retail  end  of 
this  branch  of  the  business  and  is  therefore  emi- 
nently fitted  for  the  important  position  he  now 
fills.  The  present  Wilson  line  of  talking  ma- 
chines is  a  very  complete  one  and  well  worthy 
of  investigation  by  energetic  dealers. 

The  Fulton  Alden  Reproducer 

The  new  Blood  reproducer,  the  latest  product 
of  the  Fulton  Alden  Co.,  Inc.,  of  Waukegan, 
111.,  which  is  now  being  exhibited  on  the  second 
floor  warerooms  of  that  company  in  the  Athe- 
naeum Building,  Chicago,  is  receiving  much  fa- 
vorable comment  from  members  of  the  trade 
who  have  investigated.  The  new  reproducer, 
(Continued  on  page  80) 


An  Old  Story  About  a 


ITANODA 


LaFayette,  Ind. 

Vitanola  Talking  Machine  Co., 
Chicago,  111. 

Gentlemen  : — It  may  be  an  old  story  with  you, 
but  I  want  to  tell  you  we  came  into  competition 

with  a  $200.00    machine  with  a  Style  100 

Vitanola  last  Monday,  in  the  home  of  one  of  our 
prominent  citizens  here  and  the  Vitanola  was  pur- 
chased BECAUSE  IT  HAD  A  RICHER,  MORE 
MELLOW  TONE  than  the    machine. 

We  are  frank  to  say  we  expected  to  lose  when 
we  found  the  competitor  had  placed  such  a  large 
machine  in  the  home  alongside  of  ours. 

The  fact  remains,  however,  that  eight  mem- 
bers of  the  family,  all  adults,  agreed  verbatim 
that  the  Vitanola  was  richer  and  more  mellow 
than  the  competitor's  gold  plated  product. 

We  are  playing  this  up  for  all  we  can  and  we 
venture  the  assertion  that  we  are  going  to  do  a 
big  business  with  you. 

Yours  very  truly,  (Signed) 


Trade  Mark  Registered 


The  Vitanola  has  met  with 
this  very  same  experience  time 
and  again. 

Get  in  touch  with  us  at 
once  and  get  this  valuable 
agency  while  there  is  oppor- 
tunity. 

It  will  make  you  some  good 
money. 


VITANOLA  TALKING  MACHINE  CO. 

501-509  W.  35th  Street      ....       CHICAGO,  ILL. 


80 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


CONTINUOUS  HINGES 
ROTOMETERS  (SPEED  TESTERS) 
MAIN  SPRINGS  FOR  No.  3  AND  No.  7 
MOTORS,  HANDLES,  1 2"  TURN  TABLES 
GOVERNOR  SPRINGS  AND  BALLS 

MICA  DIAPHRAGMS,  Best  Grade,  All  Sizes 

PHONOGRAPH  HARDWARE 
SAPPHIRE  POINTS 

LAKESIDE  SUPPLY  CO.,  Inc. 

202  So.  Clark  Street,   CHICAGO,  ILL.  Tel.  Harrison  3840 


RETAIL  PRICE  $7.50  EACH 
Prices  to  Bona  Fide  Dealers 

Sample   $4.00  eanh 

Lots  of  6  to    11   3.75  each 

Lots  of  12  to    49   3.50  each 

Lots  of  50  to  100   3.25  each 

A  further  slight  reduction  on  yearly  contracts 
in  100  minimum  lot  shipments 
PATENTS  APPLIED  FOR 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  79) 


which,,  by  the  way,  is  the  invention  of  B.  B. 
Blood,  is  in  size  larger  than  the  ordinary  type, 
but  at  the  same  time  the  design  is  such  that 
there  is  no  appearance  of  clumsiness.  The  in- 
ventor lays  his  claims  as  to  priority  of  patent 
rights  upon  the  stylus  bar.  This  part  consists 
of  a  special  mounting  of  the  bar  which  con- 
tains a  hollow  space  fitted  with  a  small  spring, 
against  which  plays  a  minute  plunger  held  in 
place  by  a  small  screw.  This  arrangement  al- 
lows for  plenty  of  freedom  and  self-adjustment 
of  the  stylus  bar,  resulting  in  an  unusually  large 
range  of  governing  tone  from  the  high  soprano 
voice  to  the  deep  bass.  A  tapered  condition  of 
the  inner  back  plate,  together  with  oversized 
diaphragm,  materially  helps  in  producing  vol- 
ume containing  the  slightest  graduations  of 
tone. 

A  Remarkable  Instrument 

Wm.  Tures,  head  of  the  Combination  Attach- 
ment Co.,  manufacturers  of  the  well-known  Oro- 


tund products,  has  just  completed  a  new  model 
laboratory  talking  machine  which  has  set  those 
members  of  the  Chicago  trade  who  have  seen 
it  to  talking  as  to  just  what  the  possibilities  of 
a  talking  machine  are.  The  design  of  the  new 
instrument  is  along  the  lines  of  a  high  long- 
legged  table  whereon  is  placed  the  motor,  tone 
arm,  etc.  The  throat  of  the  sound  chamber,  to- 
gether with  the  tone  amplifier,  is  of  special 
design,  made  in  such  a  way  so  as  to  produce  an 
unusually  large  volume  of  tone,  at  the  same  time 
embracing  all  the  modulations  of  the  voice  or 
musical  instrument.  The  tone  emitted  is  full, 
mellow  and  of  a  richness  that  is  said  to  be  truly 
remarkable.  Mr.  Tures  stated  that  the  instru- 
ment was  built  for  demonstration  purposes  only 
and  the  present  design  is  not  practical  for  com- 
mercial purposes  at  present. 

B.  &  H.  Fibre  Needle  Service 
The  advertisement  of  the  B.  &  H.  Fibre  Mfg. 
Co.  in  this  issue  of  The  World  is  especially  in- 


A  Tonal  Wonder 


The  Morenus  Phonograph  has  won  wide- 
spread recognition  because  of  its  unusual  tonal 
quality.  The  novel  all-wood  horn  which  enters 
at  the  bottom  (not  the  top)  of  the  scientifically 
constructed  tone  chamber  has  proven  itself 
astonishingly  efficient  in  securing  a  most  pleasing 
tone  and  a  remarkably  faithful  reproduction  of 
the  record. 

The  Equipment  is  high  grade  in  every  respect, 
plays  both  types  of  records,  has  cover  support 
setting  top  at  any  desired  angle,  original  tone 
moderator,  etc. 

The  Morenus  cases  are  superb  productions  in 
every  respect. 

The  MORENUS  is  in  3  STYLES 

A.  OAK,    -    -    48  inches  high.    Retail  price,  $110 

B.  MAHOGANY,  48   "  125 

C.  OAK  and  MAHOGANY,  50  inches  high, 

Retail  price,     -----  150 

V crj  liberal  discounts  to  the  trade 
Send  for  our  new  descriptive  catalog 


The  MORENUS  PIANO  CO. 


342  West  Huron  St. 


CHICAGO,  ILL. 


teresting.  It  outlines  a  campaign  for  the  deal- 
ers and  the  ad  itself  furnishes  some  good  am- 
munition for  carrying  on  a  profitable  talking  ma- 
chine business  these  war  days. 

Hold  Enjoyable  Picnic 

The  entire  advertising  department  of  the 
Brunswick-Balke-Collender  Co.  held  a  fine  pic- 
nic the  other  afternoon  and  evening  at  Lincoln 
Park.  It  was  a  basket  picnic  and  there  were 
plenty  of  good  eats  and  lots  of  fun.  Sam 
Turnes,  who  is  advertising  manager,  said  he  had 
the  time  of  his  life  with  his  capital  young 
women  assistants,  who  were  very  enthusiastic. 
Mr.  Turnes  has  a  most  efficient  force  and  is  do- 
ing some  excellent  work  for  the  B.  B.  C.  phono- 
graph and  other  departments. 

Enter  the  Brownie  Grand 

"The  talking  machine  with  a  silvery  voice"  is 
the  effective  slogan  adopted  by  the  Garvin- 
Brown  Co.,  2501  to  2503  North  Western  ave- 
nue, in  a  description  of  the  Brownie  grand,  a 
very  meritorious  talking  machine,  which  they 
are  now  placing  on  the  market.  The  Garvin- 
Brown  Co.  have  the  distinction  of  being  one  of 
the  two  factories  which  make  their  own  cases. 
Their  building  is  a  new  two-story  brick  struc- 
ture, well  lighted  and  well  equipped  through- 
out. The  first  floor  is  devoted  to  the  mill  room 
and  to  the  offices,  while  the  second  floor  is 
given  up  to  the  varnishing,  the  finishing  and  as- 
sembling departments. 

The  company  at  the  present  time  are  concen- 
trating on  a  single  model.  Mr.  Garvin  has  had 
some  seven  years'  experience  in  the  talking 
machine  trade,  first  as  a  dealer  and  later  as  a 
manufacturer.  Mr.  Brown  and  the  president  of 
the  company,  P.  T.  Ward,  are  business  men  of 
long  experience.  The  trio  constitute  a  fine, 
well-balanced  team  and  are  destined  to  be  of 
much  importance  in  this  trade. 


THE  MOTOR  TRUCK  AS  BUSINESS  AID 


Timely  and  Interesting  Volume  on  This  Subject 
Just  Issued  by  the  A.  W.  Shaw  Co. 


"The  Motor  Truck  as  an  Aid  to  Business 
Profits"  is  the  title  of  a  timely,  carefully  com- 
piled and  interesting  volume  just  issued  by  the 
A.  W.  Shaw  Co.,  Chicago.  The  book,  which 
contains  540  pages,  is  replete  with  photographs, 
drawings,  charts,  etc.,  and  the  information  con- 
tained therein  has  been  supplied  by  men  who 
have  had  extensive  and  practical  experience  in 
the  handling  of  motor  truck  service.  The  book 
handles  in  detail  systems  of  installation,  the  rela- 
tive efficiency  of  different  types  of  trucks,  costs 
of  installation,  maintenance  and  service,  and 
traffic  and  loading  information  that  should  serve 
to  prevent  costly  mistakes.  S.  V.  Norton,  the 
author,  has  been  associated  with  the  motor  truck 
industry  from  its  inception  and  has  as  his  col- 
laborators several  men  who  have  been  and  are 
prominent  in  that  field.  The  price  of  the  vol- 
ume is  $7.50. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


81 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  80) 


TIME  TO  CULTIVATE  TRADE  OF  THE  FARMING  ELEMENT 

Agricultural  Districts  Offer  the  Real  Field  for  Talking  Machine  Sales  at  the  Present  Time,  De- 
clares Arthur  E.  Lewis,  of  Salt  Lake  City — Bringing  Music  to  the  Farm 


Chicago,  III.,  September  10. — The  Mandel  Mfg. 
Co.,  makers  of  the  Mandel  talking  machine, 
have  a  very  aggressive  and  hustling  representa- 
tive out  in  Salt  Lake  City  by  the  name  of  Arthur 
E.  Lewis.  M.  B.  Silverman,  of  the  Mandel 
Mfg.  Co.,  had  occasion  some  time  ago  to  ask 
Mr.  Lewis  to  tell  him  something  about  the 
sales  methods  which  the  latter  has  so  success- 
fully carried  out  within  his  territory,  and  the 
reply  is  of  so  great  interest,  as  well  as  so  com- 
prehensive and  '  instructive,  that  The  Talking 
Machine  World  presents  it  herewith  in  extenso. 
It  should  be  mentioned  that  Mr.  Silverman  has 
made  it  his  policy  to  seek  out  at  all  times  any 
unusual  sales  methods  utilized  in  the  handling 


of  Mandel  machines.  These  he  values  highly, 
and  attempts  to  make  them  available  to  all 
Mandel  salesmen.  Mr.  Lewis'  letter  is  as  fol- 
lows: 

"As  per  your  request  I  am  going  to  give  you 
my  opinion  of  the  possibilities  of  the  talking 
machine  business  and  where  I  think  the  best 
field  is,  and  the  best  way  to  reach  it.  I  believe 
to  date  nine-tenths  of  the  machines  have  been 
sold  in  the  cities,  the  reason  for  which,  in  my 
opinion,  is  that  the  city  man  has  been  educated 
to  it.  He  does  not  have  any  more  money,  in 
fact,  at  the  present  time  not  as  much.  It  is 
only  a  few  years  ago  that  the  automobile  was 
owned  by  the  city  man:  the  farmer  had  not  been 


educated  up  to  it;  in  other  words,  he  had  not 
been  educated  up  to  turning  loose  real  hard- 
earned  money  for  what  he  termed  a  luxury, 
although  he  had  ten  times  the  use  for  an  auto- 
mobile that  the  city  man  had  for  electric  street 
cars,  cabs  and  good  bicycle  roads.  In  any  way 
you  take  it  the  automobile  has  been  the  greatest 
benefactor  to  the  farmer.  The  condition  was 
the  same  ten  years  ago,  but  the  farmer  had  not 
been  convinced  of  the  fact.  To-day  I  believe  the 
majority  of  automobiles  are  owned  by  the  coun- 
try gentleman;  in  fact,  he  would  not  be  with- 
out it. 

"The  phonograph,  to  my  judgment,  is  iden- 
tically the  same  proposition,  only  more  so.  Mu- 
sic is  absolutely  essential  to  mankind,  as  it 
brings  cheer  where  gloom  predominates,  just 
the  same  as  the  sunbeams  dispel  darkness.  Now 
then,  our  agencies  for  this  inspiration  naturally 
{Continued  on  page  83) 


The  Wonderful  New 

Records  Are  Ready 


The  October  release  consists  of  40  splendid 
numbers,  the  selections  being  divided  among  the 
latest  popular  war  songs,  jazz  band,  instrumental 
and  several  favorite  ballads.  For  the  complete  new 
list  refer  to  another  page  in  this  issue. 

Ten- Inch  Double  Face  Records  Retail  at  85c 


We  pride  ourselves  in  having  produced  an  excellent  vertical  cut  record 
which  can  be  played  with  a  steel  needle.  Each  and  every  one  of  the  new 
numbers  will  meet  with  instant  favor.  Dealers  have  an  opportunity  to 
secure  a  high  class  line  of  records  without  the  necessity  of  investing  a 
large  amount  of  money  in  order  to  secure  our  agency. 

Dealers:  Write  Us  At  Once  For  Our  New 

Record  Supplement  and  Agency  Proposition 


Price 

PORTABLE  $35™ 


That  this  little  machine  quickly  proved  a  big  seller  is 
shown  by  the  fact  that  dealers  all  over  the  country  have 
ordered  them  and  the  demand  is  becoming  larger  every 
day.  If  you  do  not  handle  the  Empire  portable  as  yet, 
write  us  immediately  for  dealers'  prices  and  our  proposi- 
tion on  same.  Plays  all  makes  of  disc  records.  Weighs 
17y2  pounds,  and  when  closed  is  7  inches  high,  14  inches 
wide  and  15  inches  deep. 

11  Other  Models  Retailing  from  $32.50  to  $500 


Showing  the  Empire  Portable  set 
up  ready  for  operation 


[MP1RETA1KINGMACHINEC0. 

John  H.  Steinmetz,  President 

429  South  Wabash  Avenue,  Chicago,  111. 


82 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Holding  Fast  to  the  Nightingale 

It  is  our  ambition  to  build  the  one  phonograph 
whose  dealers  do  not  change. 

That  ambition  concentrates  our  thought  on  quality 
rather  than  the  sale.  We  have  figured  that  if  we  can 
build  Nightingale  Phonographs  so  that  they  stand  up 
and  stay  sold,  dealers  surely  will  find  it  out. 

If  they  find  it  out — and  those  who  find  it  out  do  not 
change — sales  will,  of  course,  increase  enormously  in 
volume.  The  past  year  in  particular  has  proved  that  we 
figured  wisely,  for  Nightingale  Sales  have  more  than 
doubled.  It  took  time  to  prove  that  the  genuine  solid 
wood  in  our  cabinet,  combined  with  the  Stephenson  Pre- 
cision-Made Motor,  Scot  ford  Tone  Arm  and  Reproducer, 
gives  to  the  dealer  prestigeand  profit,  satisfaction  to  the  user. 

Two  years  ago,  the  soundness  of  this  position  we  had 
taken  could  already  be  seen. 

Now  the  harvest  is  at  hand! 

Dealers  have  discovered  the  truth!  They  are  increasing 
in  numbers  steadily! 

AND  THEY  ARE  STICKING— CLOSE!!! 

Write  to  me  to-day  and  let  me  cite  you  facts!!! 

Resident 

Nightingale  Manufacturing  Co. 

422-26  Armour  Street,  CHICAGO 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


83 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  81) 


are  from  those  sources  that  have  the  greatest 
education  and  talents  along  these  lines,  namely, 
from  our  great  artists  who  have  given  up  a 
lifetime  to  the  development  of  this  great  God's 
gift.  This  we  find  in  the  city  for  the  benefit 
of  the  city  man,  the  city  man  gets  this  privilege, 
he  gets  all  the  new  music  through  vaudeville 
musical  sketches,  operas,  concerts,  chautauquas 
and  various  and  numerous  other  sources.  The 
country  man  does  not  have  these  advantages:  he 
gets  a  little  taste  of  the  old-time  church  hymn 
played  on  the  church  organ  once  a  week,  occa- 
sionally a  melody  from  an  ill-tuned  automatic 
piano  in  the  small  nearby  village  picture  show, 
and  possibly  once  a  year  a  rough  imitation  of 
Sousa's  Band  at  the  circus. 

"Now  then,  asking  ourselves  how  can  'Mr. 
Farmer'  get  real  music?  How  can  he  get  a  taste 
of  the  real  artists,  either  vocal  or  instrumental? 
Elocutionists  or  light  enjoyable  vaudeville 
sketches  from  artists  in  that  line?  The  answer 
is,  from  the  phonograph.  He  can  bring  through 
this  avenue  the  great  artists  and  their  develop- 
ments of  the  musical  arts  right  into  his  home, 
where  he,  his  wife,  children  and  friends  can  en- 
joy them  and  make  them  and  their  art  a  part  of 
their  daily  life  and  satisfy  that  natural  craving 
that  every  normal  man  has  for  music. 

"In  my  judgment,  all  we  have  to  do  is  to  get 
directly  in  touch  with  this  fellow  and  convince 
him  that  the  phonograph  will  do  this  very  thing 
and  not  only  tell  them  so,  but  put  the  machine 
right  into  his  home  and  give  him  a  real  example. 
Put  on  a  live  vaudeville  sketch  for  the  small 
children,  a  little  new  popular  music,  one  or  two' 
dance  selections  for  the  young  ladies  of  the 
family  and  then  drop  in  on  some  of  the  old-time 
melodies,  with  which  the  average  farmer  is  fa- 
miliar, and  then  give  a  selection  or  two  of 
Hawaiian  music,  and  advance  to  a  little  semi- 
classical  operatic  music,  and  the  demonstration 
has  been  made.  While  you  are  going  through 
this,  lay  aside  the  selections  that  please  him  the 
most  and  give  him  a  little  repetition,  because 
music,  pleasing  to  the  ear,  will  always  sound 
better  the  second  time. 


The  OROTUND 
and  SUPERIOR 

Attachments,  Tone  Arms  and 
Velvet  Running  Jewel  Points 
Are  Strictly  High  Grade 

There  is  only  one  attachment  on  the 
market  that  will  do  exactly  as  represented, 
viz. :  play  all  makes  of  records  safely  and 
with  perfect  tone  on  machines  which  are 
not  made  to  play  all  makes  of  records  and 
that  is  the  Orotund  and  Superior  complete 
attachment. 

When  we  make  the  above  statement  we 
have  said  something,  because  most  other 
attachments  are  too  heavy,  or  the  position 
on  the  record  is  not  correct,  which  means 
destruction  to  a  record. 

You  must  hear  the  Orotund  and  Superior 
attachment  play  a  few  of  the  high-grade 
Edison,  Columbia,  Victor  or  Pathe  records 
to  appreciate  that  which  we  are  trying  to 
tell  you. 

Play  your  favorite  record  on  your  ma- 
chine, regardless  of  the  make,  and  play  it 
musically,  not  with  all  that  surface,  me- 
chanical, nasal  tone. 

You  have  missed  a  rare  musical  treat  if 
you  have  not  heard  some  of  the  records 
of  all  makes  which  we  could  name,  played 
with  the  Orotund  and  Superior  outfits. 

Write  for  prices  and  descriptive  cir- 
culars. 

Combination  Attachment  Co. 

20  Jackson  Boulevard,  East,  Chicago,  III. 


"By  these  means  a  desire  to  have  music  in 
the  home  is  created.  The  task  is  then  to  con- 
vince him  not  to  look  on  every  investment  from 
a  dollars-and-cents  standpoint,  that  there  is 
something  more  in  life  than  the  silver  dollar. 
He  must  be  shown  that  music  in  the  home  is 
one  of  the  things  that  really  make  life  worth 
while,  that  it  makes  a  better  farmer,  sheepman 
or  cattleman  out  of  him.  It  is  one  of  the  things 
that  makes  a  home  out  of  a  house,  brings  cheer, 
keeps  your  children  home,  brings  friends  and 
happiness.  Reference  should  not  be  made  to 
him  or  his  home,  but  you  should  call  his  at- 
tention to  the  practical,  or  rather  the  man  with 
the  'Dollar  God,'  who  has  not  had  musical  ad- 
vantages and  has  not  permitted  music  or  any 
other  of  the  better  things  to  come  into  his  life, 
excepting  that  which  shows  profit.  Point  out 
that  some  men  would  ridicule  the  idea  of  Uncle 
Sam  sending  strong,  healthy  men  out  with  every 
regiment  of  soldiers  with  musical  instruments 
in  place  of  guns,  thereby,  in  his  way  of  think- 
ing, risking  their  lives  and  using  up  some  of  the 
good  Government  Liberty  Bond  money  in  buy- 
ing musical  instruments  in  place  of  bullets  and 
powder,  and  that  such  men  do  not  realize  that 
music  is  power,  and  one  of  the  elements  of  good 
which  inspires  a  man  to  do  a  man's  work  in  the 
right  direction. 

"With  a  little  of  this  line  of  reasoning  you  are 
gradually  convincing  your  prospect  that  he  is 
really  justified  in  his  own  mind  to  turn  loose 
the  price  of  a  cow  for  music  in  his  home." 


WALTER  ROGERSWITH  PARAMOUNT 

Prominent  Musical  Director  Will  Assume  Im- 
portant Position  in  Paramount  Laboratories 


Chicago,  III.,  September  7. — Walter  Rogers,  who 
for  very  many  years  was  the  musical  director  of 


Walter  Rogers 

one  of  the  largest  Eastern  talking  machine 
companies,  has  been  appointed  to  assume  this 
position  with  the  New  York  Recording  Labo- 
ratories, makers  of  the  Paramount  records,  with 
recording  laboratories  in  New  York,  general 
offices  at  Pt.  Washington,  Wis.,  and  pressing 
plant  at  Grafton,  Wis.  The  Paramount  com- 
pany have  gained  a  great  deal  of  prestige  on  ac- 
count of  the  excellent  records  they  are  pro- 
ducing, although  they  have  only  been  in  this 
field  a  comparatively  short  time.  They  are 
backed  by  the  enormous  capital  which  is  behind 
the  great  Wisconsin  Chair  Co.,  of  Port  Wash- 
ington. They  are  going  about  the  manufac- 
turing and  marketing  of  Paramount  records  in 
a  big,  broad  manner.  Their  acquisition  of  Mr. 
Rogers  furnishes  new  evidence  of  this  fact, 


The  "Brownie  Grand 


The  Talking  Machine  with 
a  Silvery  Voice" 


91 


Retail  Price,  $150.00 

Specifications 

Unusually  large,  massive 
and  handsome  Cabinet 
made  from  the  finest  select- 
ed foreign  and  domestic 
hardwoods;  size,  50  inches 
high,  23  inches  wide  and 
24  inches  deep;  finished  in 
a  genuine  piano  polish, 
mahogany  only.  Has  finest 
double  spring  motor;  uni- 
versal tone  arm;  playing 
perfectly  any  disc  record 
made.  Equipped  with  the 
latest  style  tone  amplifier 
and  modifier.  Special  res- 
onant sound  chamber 
scientifically  constructed  on 
acoustic  principles.  Un- 
usually large  record  filing 
space. 

Unusually  liberal  discounts 
to  dealers,  thereby  insuring 
unusually  good  profits. 

Write  us  for  full  particulars 
— also  about  our  exclusive 
agency  in  your  territory. 

Jobbers  Attention 

We  make  special  machines  under 
your  own  name,  on  contracts  of 
sufficient  size,  when  desired. 

GARVIN-BROWN  CO. 

2501-2503  N.  Western  Avenue 
CHICAGO,  ILL. 


84 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


FROM  OUR  CHICAGO  HEADQUARTERS—  ( Continued  from  page  83) 

A  MAN  OF  EXPERIENCE  AND  ABILITY      lutionary  stages  and  makes  a  legitimate  proph- 

  ecy  as  to   the   future.     It  is  written  by  an 

Is  Ernest  C.  Cook,  Secretary  and  General  Man-     acoustic  expert,  and  not  only  an  acoustic  expert, 
ager  of  the  World  Phonograph  Co.  but  one  skilled  in  the  practical  application  of 

acoustical  principles  to  the  talking  machine  in- 
dustry. This  really  remarkable  brochure  is  of 
genuine  interest  to  the  dealer  and  to  the  public 
with  which  the  dealer  comes  in  contact.  That 
the  book  contains,  in  addition  to  its  general 
acoustical  and  phonographic  information,  illus- 
trated descriptive  matter  of  the  new  aspirant  for 
phonograph  honors,  the  Tel-O-Tone,  does  not 
in  the  least  detract  from  its  value. 

Another  rather  startling  thing  about  it  is  that 
it  is  free.  The  Western  News  Co.  advises  every- 
one legitimately  connected  with  the  talking  ma- 
chine industry  to  write  for  a  copy. 


Chicago,  III.,  September  9. — As  announced  in 
last  month's  World,  Ernest  C.  Cook  is  now  sec- 
retary and  general  manager  of  the  World  Phono- 
graph Co.,  of  this  city.  Mr.  Cook  is  a  man  of 
long  selling  experience,  the  result  of  which  is 
shown  in  the  number  of  big  houses  he  has  landed 


ATTRACTIVE  STRADIVARA  POSTER 

Compton-Price  Co.  Issues  Three-Color  Display 
Advertisement  for  Window  Use  or  Bill  Post- 
ing— Catalog  Another  Aid  to  Dealers — Other 
Advertising  Aids  Coming  Out  Soon 


Ernest  C.  Cook 

as  distributors  for  World  phonographs.  These 
concerns  range  in  capital  from  $500,000  to  sev- 
eral millions.  Houses  of  this  character  naturally 
would  not  take  up  the  World  phonograph  un- 
less they  thought  it  worthy  of  their  steel.  The 
company  has  just  issued  a  new  catalog  showing 
designs  of  very  beautiful  new  cabinet  phono- 
graphs. 


AN  UNUSUAL  BOOK 


New  History  and  Treatise  on  the  Talking  Ma- 
chine Issued  by  the  Western  News  Co. 


Chicago,  III.,  September  9. — The  Western  News 
Co.,  of  Chicago,  experts  of  good  literature  of 
every  kind,  have  issued  a  remarkable  book  re- 
garding the  talking  machine.  It  gives  the  his- 
tory from  the  gestative  period  to  the  present 
time,  traces  its  development  through  all  its  evo- 


The  Compton-Price  Co.,  of  Coshocton,  Ohio, 
in  exploiting  the  Stradivara  talking  machine,  has 
published  a  very  attractive  poster  which  may  be 
used  for  either  window  display  or  bill  posting 
purposes.  The  poster  shows  one  of  the  popular 
models  of  the  Stradivara  attractively  displayed, 
the  printing  being  in  three  colors;  the  back- 
ground in  blue  and  the  machine  and  outlines  in 
buff.  The  Stradivara  note  border,  a  distinctive 
characteristic  of  the  Stradivara  advertising,  is 
also  used  in  this  design,  while  the  text  states 
"The  Subtle  Beauties  of  All  Records  Are 
Brought  to  Life  Only  When  Played  on  the 
Stradivara."  A  reduced  reproduction  of  this 
poster  appears  in  The  World  this  month.  The 
size  of  the  original  for  window  display  and  other 
purposes  is  seventeen  inches  by  twenty-three 
inches.  The  contrast  of  colors  is  of  that  nature 
to  attract  the  immediate  attention  of  the  passer- 
by and  the  poster  constitutes  one  of  the  force- 
ful advertising  aids  to  dealers  which  the  Comp- 
ton-Price Co.  is  now  perfecting. 

The  new  Stradivara  catalog  is  also  another 
piece  of  publicity  which  may  be  used  to  good 
advantage  by  Stradivara  dealers.  It  has  been 
prepared  with  great  care  and  each  style  of  the 
machine  is  clearly  reproduced,  while  the  details 
of  construction  as  well  as  the  various  individual 
features  incorporated  in  the  machines  are  simply 
but  clearly  explained  in  the  text.    The  cover 


NEW  and  OLD 

Repair  parts  for  EVERY  make  of  machine — 
EVERY  make  of  motor — new  or  obsolete. 

We  are  the  only  concern  in  the  United  States 
that  specializes  on  this  line  of  work. 

If  we  haven't  the  repair  part  in  stock,  we  will 
make  it  QUICK — and  good. 

We  do  expert  repair  work  for  the  trade. 


SUCCESSORS     TO'.  *.* 
Standard  Talking  Machine  Co. 
United  Talhin,  Machine  Co. 
Harmony  Talhin,  Machine  Co. 
O'Neitl-Jotnee  Co. 
Aretino  Co. 


High  Grade  TalfemQ  Machines,  Disc  Records, 
Talking  Machine  Supplies,  Etc. 

227  W.  Lake  Street,  CHICAGO,  ILL. 


TRADE  MARK 

■CONSOLA" 


Equip  Your  Phonographs  With 

r  eriect  Automatic 

Brakes 

1 

Samples     @.              /  j 

Also  made 

$1.00  Each  Nt.  /LJ 

with  long 

Cash  with  order  ^V^>JBRh9 

brake  shoe 

State  make          aaSk.  ^F^S^^^jt. 

for  1  inch 

of  tone  arm  used          JX  .  „ 

offset 

Patented  Au£.  28,  '17 

Simple  construction  and  easily  attached. 

Made  in  four  styles  to  fit  any  make 

of  tone  arm. 

Write  for  attractive  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  Ave.,  Chicago 

shows  the  Stradivara  name  in  its  usual  style  in 
gold-embossed  lettering  under  which  is  the 
slogan  "Known  for  Tone."  The  volume  is  in 
truth  a  gem  of  art. 

The  company  is  working  on  other  advertising 
aids  for  the  dealer  which  will  be  announced 
within  the  near  future. 


The  Rudolph  Wurlitzer  Co.,  of  Chicago,  on 
September  3  discontinued  the  practice  of  send- 
ing out  talking  machine  records  on  approval,  ex- 
plaining as  one  of  the  reasons  for  the  action 
the  fact  that  the  delivery  of  the  records  utilized 
the  services  of  men  who  could  be  engaged  in 
more  essential  work,  and  likewise  proved  very 
expensive. 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  ' 'Built  by  Tone  Specialists" 


t\J  the  Music  Come  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
model  ate  price? 

Send  your  name  and  let  lis  tell  you  more! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 


General  Offices 
MILWAUKEE  AVENUE 
CHICAGO 


Southern  Wholesale  Branch 
1530  CANDLER  BLDG. 
ATLANTA,  GA. 


We  Make  Stamped  Steel 

SOUND-BOXES 

in  View  of  Shortage  in  Die- 
Casting  Market 


Chicago  Recording  Scale  Co. 

WAUKEGAN  ILLINOIS 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


85 


CANADIAN  EDISON  DEALERS  MEET     GENERAL  MANAGER  OF  LYRAPHONE 


Large  Attendance  at  Third  Annual  Convention 
in  Toronto  This  Month  Where  a  Number  of 
Special  Features  Were  Presented 


Maurice  C.  Rumsey  Appointed  to  Important 
New  Post  With  Lyraphone  Co.  of  America 


Toronto,  Can.,  September  7. — Edison  dealers 
from  all  sections  of  Canada  were  drawn  to  the 
King  Edward  Hotel  here  on  Thursday  and  Fri- 
day of  this  week  to  attend  the  third  annual  con- 
vention of  the  Canadian  Edison  phonograph 
dealers.  The  convention  was  under  the  immedi- 
ate auspices  of  the  R.  S.  Williams  &  Sons  Co., 
Ltd.,  Canadian  Edison  jobbers,  and  the  company 
was  most  enthusiastic  over  the  response  of  the 
dealers  to  the  convention  call,  particularly  in 
view  of  existing  national  and  trade  conditions. 

A  most  interesting  program  had  been  pre- 
pared and  was  carried  out  to  the  letter.  After 
the  visiting  dealers  had  been  welcomed  on 
Thursday  morning,  W.  A.  Mclntyre,  of  St. 
Mary's,  Ont.,  read  his  chairman's  address,  after 
which  T.  J.  Leonard,  general  sales-  manager  of 
Thomas  A.  Edison,  Inc.,  delivered  the  greetings 
from  the  Edison  Co.  Particular  interest  was 
displayed  in  the  demonstration  of  the  new  Vel- 
vet Surface  Re-Creation,  the  latest  Edison 
product  which  aroused  so  much  enthusiasm 
among  the  dealers  at  the  recent  general  conven- 
tion in  New  York. 

Among  those  who  read  papers  were:  Glenn 
B.  Fetch,  whose  subject  was  "Improvement  in 
Supply  and  Distribution  of  Re-Creations";  J.  D. 
Ford,  "The  New  Prices  and  Their  Effects";  H. 
G.  Stanton,  of  R.  S.  Williams  &  Sons  Co.,  "Mu- 
sic and  the  War";  Gordon  H.  Gray,  of  the  same 
company,  "Mechanical  Inspection";  James  H. 
Imrie,  advertising  department  of  Williams  & 
Sons  Co.  on  "Advertising";  T.  J.  Leonard, 
Thomas  A.  Edison,  Inc.,  "Records  and  Record 
Production";  D.  S.  Cullen,  Kitchener,  Ont.,  "An 
Attractive  Store  as  an  Asset  to  Your  lousi- 
ness"; S.  C.  Thornton,  Dundas,  Ont.,  "How  I 
Get  Prospects";  Miss  Laura  Scribner,  Thomas 
A.  Edison,  Inc.,  "Tone  Tests,"  and  a  number  of 
others.  Practically  all  the  papers  had  direct 
reference  to  selling  and  advertising  problems  of 
Edison  dealers,  and  were,  therefore,  most  perti- 
nent and  helpful,  a  particularly  interesting  paper 
being  that  on  "Finance,"  by  Harrison  Durant,  of 
the  Commercial  Trust  and  Investment  Co.,  New 
York.  John  A.  Fullerton,  of  Toronto,  secretary 
of  the  "Music  In  the  Home"  propaganda,  was 
asked  to  explain  and  outline  what  progress  had 
been  made  in  the  campaign,  which  he  did  in  his 
usual  able  manner. 

On  Friday  there  was  a  cornet  tone  test  by 
E.  E.  Farringer,  a  motion  picture  theatre  nov- 
elfy  violin  act  by  Percy  Sky,  of  Toronto,  and 
the  presentation  of  William  Maxwell's  latest 
sales  comedy,  "The  D'otted  Line,"  which  proved 
the  feature  at  the  New  York  convention  earlier 
this  year. 

Philip  E.  Layton,  of  Layton  Bros.,  played  the 
accompaniment  for  Mr.  McKay,  one  of  the  Will- 
iams road  men,  who  played  Mr.  Layton's  latest 
composition,  "Soon  You'll  Be  Coming  Home, 
Lad,"  which  made  quite  a  hit. 

The  balance  of  the  sessions  were  given  over 
to  general  discussions  between  the  dealers  on 
general  business  matters. 


Maurice  C.  Rumsey,  formerly  assistant  gen- 
eral manager  of  the  Lyraphone  Co.  of  America, 
has  been  appointed  general  manager  of  the 
concern.  The  Lyraphone  Co.  have  commenced 
a  big  fall  campaign  featuring  the  records  in  the 
fall  catalog  as  well  as  those  from  the  standard 
lists.  This  includes  advertising,  new  colored 
cut-out  holders  for  the  monthly  lists  and 
monthly  supplements  with  the  imprints  of  the 
dealer  and  jobber.  J.  M.  Kohner,  sales  man- 
ager of  the  company,  is  now  making  a  Western 
trip,  visiting  the  trade  in  all  the  larger  centers 
of  the  Middle  West  and  Pacific  Coast.  He  re- 
ports the  fall  sales  to  be  very  large  and  that 
the  Lyraphone  Co.  expect  to  have  one  of  the 
biggest  seasons  in  their  history.  One  of  the 
records  from  the  standard  list  which  the  com- 
pany is  now  making  popular  is  the  "William 
Tell"  overture,  complete  on  a  double-faced  rec- 
ord. This  record  has  been  created  with  great 
care  and  the  Lyraphone  laboratories  are  very 
proud  of  its  production. 


HOFFAY  DISTRIBUTOR  IN  UTAH 

George  A.  Lowe,  of  Ogden,  to  Feature  Hoffay 
Products  in  That  Territory  in  Big  Way 


The  Hoffay  Talking  Machine  Co.,  Inc.,  have 
appointed  the  Geo.  A.  Lowe  Co.,  of  Ogden, 
Utah,  distributor  of  the  Hoffay  products  in 
that  territory.  The  Geo.  A.  Lowe  Co.  is  one 
of  the  biggest  firms  in  the  State  of  Utah  and  is 
well  known  throughout  the  West.  Large  ship- 
ments of  both  Hoffay  talking  machines  as  well 
as  "Resurrectones,"  the  patented  sound  box  pro- 
duced by  the  Hoffay  Co.,  have  been  forwarded 
to  their  new  agents.  A  special  campaign  will 
immediately  be  put  forth  in  the  local  papers  of 
Ogden  and  adjacent  territory  and  the  Hoffay 
products  are  to  be  featured  in  a  series  of  ad- 
vertisements over  a  period  of  many  weeks. 
Much  of  this  publicity  will  be  given  through 
the  Ogden  Examiner,  one  of  the  largest  papers 
in  that  part  of  the  country.  Joseph  Hoffay, 
president  of  the  Hoffay  Talking  Machine  Co., 
Inc.,  is  well  pleased  with  the  acquisition  of  the 
Lowe  Co.  to  the  growing  list  of  his  company's 
agents. 


IMPORTANT JCORTINA  MOVE 

Four  New  Courses  to  Instruct  Italians,  Slovaks, 
Poles  and  Hebrews  in  English 


Have  you  bought  a  Thrift  Stamp  to-day? 


The  Cortina  Academy,  12  East  Forty-sixth 
street,  New  York,  whose  method  of  language 
instruction  through  sets  of  phonograph  rec- 
ords is  being  successfully  marketed  by  many 
talking  machine  dealers,  is  planning  to  issue 
shortly  four  new  courses. 

These  new  courses  will  follow  the  popular 
plan  to  Americanize  the  foreigner  within  our 
gates  and  will  enable  him  to  more  easily  break 
away  from  his  mother  tongue  and  to  use  the 
language  of  his  adopted  country.  The  various 
courses  will  instruct  Italians,  Slovaks,  Poles  and 
the  Yiddish-speaking  race  how  to  speak  the 
English  language. 


Cabinets-Cabinets-Cabinets 

For  dealers,  wholesalers  and  jobbers  or  those  who  desire 
to  sell  their  own  brand,  style  and  make  of  talking  machines. 
Let  us  figure  on  what  you  desire.  We  are  not  too  busy  to 
build  your  cabinets. 

Chas.  Passow  &  Sons 


2121  to  2141  ALLPORT  STREET 


CHICAGO,  ILL. 


Mr.  Manufacturer: 

We  are  prepared 
to  furnish  a  limited 
number  of  reproduc- 
ers for  immediate  de- 
livery. 

Write  us  what  tone 
arm  you  use  and  we 
shall  be  pleased  to 
submit  a  sample  ready 
for  attaching:  if,  after 
trial,  you  do  not  pro- 
nounce our  reproducer 

THE  VERY  BEST 
IN  QUALITY  AND 
VOLUME  YOU 
EVER  LISTENED 
TO,  we  ask  you  to  re- 
turn the  sample  at  our 
expense,  and  we 
thank  you  for  the 
granting  of  this  hear- 
ing. 

Yours  very  truly, 

FULTON- ALDEN  CO. 

Waukegan,  111. 


P.  S—  Ready  in  30 
days:  our  new  bal- 
anced cover-lift.  Will 
not  warp  cover.  Easiest 
to  attach. 

Ask  for  sample 

FULTON-ALDEN  CO 


INC. 


WAUKEGAN,  ILLINOIS 


86 


THE    TALKING    MACHINE  WORLD 


September  IS,  1918 


AEOLIAN=VOCALION  IN  CANADA 


NEW  PERIOD  MODEL  OF  NEW  EDISON    COMBINES  BUSINESS  WITH  PLEASURE 


Dealers  Visiting  Toronto  Exhibition  Entertained 
by  the  Nordheimer  Piano  &  Music  Co. 


Eighteenth  Century  English  Model  Just  An- 
nounced Is  Genuine  Work  of  Art 


Toronto,  Can.,  September  9. — Assuming  that 
many  Aeolian-Vocalion  dealers  would  be  visit- 
ing the  Toronto  Exhibition,  the  Nordheimer 
Piano  &  Music  Co.,  Ltd.,  Canadian  representa- 
tives, tendered  an  informal  luncheon  at  the  Na- 
tional Club  to  all  dealers  and  which  was  taken 
advantage  of  by  all  who  were  in  the  city  at 
the  time.  The  guests  were  received  by  E.  C. 
Scythes,  general  manager,  and  Thos.  C.  Wright, 
wholesale  manager  of  the  Aeolian-Vocalion  de- 
partment. 

The  gathering  was  looking  forward  to  a  visit 
from  W.  H.  Alfring,  general  manager  of  the 
Vocalion  division  of  the  Aeolian  Co.,  but  un- 
fortunately owing  to  business  reasons  he  was 
unable  to  be  present.  A.  C.  Barg,  of  the  Vocalion 
wholesale  department,  New  York,  who  was  on 
hand,  was  immensely  pleased  with  the  enthu- 
siasm and  spirit  shown  by  Canadian  dealers. 
During  the  luncheon  the'  guests  were  treated 
to  new  Vocalion  records  played  on  the  Aeolian- 
Vocalion  and  listened  to  by  all  with  unusual 
interest. 


THE  WISDOM  OF  BENNIE 


"My  boy  Bennie  is  lazy,  but  I  must  say  he 
is  smart,"  said  the  musician. 

"Is  he  going  to  follow  in  your  footsteps?" 

"No,  I  learned  to  play  the  trombone  and  I've 
got  to  march  about  eight  miles  every  time  there 
is  a  parade.  Bennie  is  learning  the  harp  so 
they  will  have  to  let  him  sit  down." 


A  new  art  model  of  the  New  Edison  phono 
graph  has  been  announced  by  Thomas  A.  Edi 
son,  Inc.  It  is  known  as  the 
Eighteenth  Century  Eng- 
lish Model,  is  designated  as 
C-450,  and' lists  at  $450. 
The  finish  of  the  instrument 
in  every  particular  is  most 
artistic,  and  the  beauty  of 
its  design  cannot  be  shown 
in  a  black  and  white  cut. 
The  Wedgwood  decora- 
tions are  the  work  of  ca- 
pable artists  in  the  Edison 
laboratories,  and  are  dis- 
tinctly rich  in  their  effect. 
The  new  C-450  has  two 
compartments,  the  one  at 
the  right  containing  the 
mechanism,  and  that  at  the 
left  being  fitted  with  a  filing 
device  with  a  capacity  for 
sixty-eight  Re-Creations. 
The  motor  is  the  official 
laboratory  model — the 
C-250  type. 

Dealers  who  have  seen 
this  new  Edison  period 
style  are  enthusiastic  over 
its  sales  possibilities  and 
expect  to  book  large  or- 
ders for  it  during  this  fall  and  the  coming  win- 
ter. 


B.  R.  Forster,  president,  and  H.  W.  Acton, 
secretary  of  the  Brilliantone  Steel  Needle  Co., 
combined  business  with  pleasure  in  a  motor  trip 
taken  through  New  England.  The  route  lay 
through  some  of  the  prettiest  parts  of  Massa- 


Operaphone 
Records 


Eighteenth  Century  English  Model  New  Edison 

chusetts  and  New  Hampshire  and  the  country 
seemed  at  its  best.  Many  calls  were  made  en 
route  and  a  large  volume  of  orders  were  accumu- 
lated. B.  R.  Forster  has  closed  his  summer 
home  at  Atlantic  City. 


Ten  Inch 


Retail  75  cents 


The  popular  standard  American  cat- 
alog dealers  have  been  waiting  for. 

We  know  you  must  have  records. 

Operaphone  Records  follow  the  line  of 
least  resistance,  they  play  with  steel 
needle  on  all  universal  tone  arm  ma- 
chines with  sound  box  facing  front. 

Order  direct  from  Long  Island  City 
or  from  your  machine  jobber. 

Send  for  our  trial  package  assort- 
ment including  window  display  and 
regulation  catalog  book. 

Operaphone  Co.,  Inc. 

LONG  ISLAND  CITY,  NEW  YORK 


NEW  LANGUAGE  PHONE  AGENTS 

Many  Dealers  Now  Featuring  the  Language 
Phone  Method  in  Energetic  Manner 


P.  J.  Doherty,  sales  manager  of  the  Language 
Phone  Method,  the  makers  of  disc  language  rec- 
ords, states  his  firm  is  constantly  adding  well- 


f 


\ 


LEARN  A  LANGUAGE 


WITH  THE 


Language  Phone  Method 

DISC  LANGUAGE  RECORDS 


Language  Phone  Display  Card 

known  dealers  to  the  list  of  agents  for  their 
products.  During  the  fall  some  of  the  leading 
houses  are  giving  window  displays  featuring  the 
language  courses  put  out  by  the  company. 
Many  of  these  displays  have  recently  been 
placed  in  stores  in  well-located  parts  of  the  city 
and  have  attracted  much  attention.  In  most  of 
the  displays  a  large  cut-out  figure,  in  many  col- 
ors, a  reproduction  of  the  company's  trade- 
mark, has  been  shown.  This  trade-mark  'has 
recently  been  changed  to  represent  an  officer 
of  the  United  States  Army,  who  is  presumably 
studying  the  "French  Military  Course"  now  be- 
ing featured  by  the  company  especially  for  our 
forces  about  to  go  overseas.  It  has  a  great 
attention-arettins  force. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


87 


W.  H.  ALFRINXTS  NEW  POST 

Appointed  Manager  of  All  the  Aeolian  Co.'s  Do- 
mestic  Wholesale  Departments 


The  Aeolian  Co.  announced  this  week  the  ap- 
pointment of  W.  H.  Alfring  as  manager  of  all 
the  company's  domestic  wholesale  departments. 
Mr.  Alfring  has  been  manager  of  the  wholesale 
Vocalion  department  for  the  past  two  years, 
and  in  his  new  position  will  be  in  charge  of  all 
the  company's  domestic  wholesale  activities,  in- 
cluding Pianolas,  Duo-Art  Pianolas,  pianos, 
music  rolls,  etc. 

W.  H.  Alfring  has  been  associated  with  the 
Aeolian  Co.  for  many  years,  having  occupied 
several  important  posts  prior  to  his  appoint- 
ment as  manager  of  the  wholesale  Vocalion  di- 
vision. He  has  been  in  charge  of  the  Aeolian 
branches  at  Indianapolis  and  St.  Louis,  and  is 
generally  recognized  throughout  the  country  as 
one  of  the  best-posted  piano  and  talking  ma- 
chine men  in  the  trade.  He  is  admired  and  es- 
teemed by  the  dealers  and  his  co-workers,  and 
friends  and  from  coast  to  coast  have  congrat- 
ulated him  upon  his  well-deserved  promotion  to 
the  important  position  that  he  now  occupies. 

As  manager  of  the  wholesale  Aeolian-Vo- 
calion  department  Mr.  Alfring  has  been  an  im- 
portant factor  in  the  splendid  success  achieved 
by  the  Aeolian-Vocalion  phonograph.  He  has 
organized  a  capable  and  efficient  sales  staff,  and 
has  left  nothing  undone  to  co-operate  with  the 
dealers  throughout  the  country  in  profitably 
merchandising  the  Aeolian-Vocalion.  He  has 
worked  indefatigably  to  further  the  interests 
of  Vocalion  representatives,  and  in  his  new  post 
will  have  an  opportunity  to  co-operate  with 
Pianola  dealers  along  the  same  intensive  lines. 


ME1KLEJ0HN  CO.  OPENING 

New  Phonograph  Department  One  of  the  Hand- 
somest— W.  W.  Longfellow  Is  Manager 

Providence,  R.  I.,  September  S. — The  Meikle- 
john  Co.,  of  this  city,  will  have  a  formal  opening 
of  their  new  phonograph  department  some  time 
this  month.  1'his  department,  which  is  under 
the  management  of  W.  W.  Longfellow,  formerly 
of  the  Pardee-Ellenberger  store  in  New  Haven, 
Conn.,  is  very  handsomely  arranged  with  spe- 
cial display  rooms  for  Edison  and  Starr  ma- 
chines. There  are  attractive  demonstration 
booths  and  the  entire  furnishings  are  conducive 
to  interest  and  hold  visitors.  Mr.  Longfellow 
will  have  a  capable  staff  in  his  department 
with  Allen  D.  Waite  as  outside  representative. 
Special  window  displays  will  be  a  feature  of  the 
opening,  and  nothing  will  be  left  undone  to 
let  the  people  of  Providence  know  that  a 
live  up-to-date  store  is  in  "their  midst." 


TALKING  MACHINE  EXPORTS  GROW 

Exports,  Including  Records,  for  Twelve  Months 
Ending  June  30,  Totaled  $4,684,329 


Washington,  D.  C,  September  10. — In  the  sum- 
mary of  exports  and  imports  of  the  commerce 
of  the  United  States  for  the  month  of  June, 
1918  (the  latest  period  for  which  it  has  been 
compiled),  which  has  just  been  issued,  the  fol- 
lowing figures  on  talking  machines  and  records 
appear: 

The  dutiable  imports  of  talking  machines  and 
parts  during  June,  1918,  amounted  in  value  to 
$45,028,  as  compared  with  $49,669  worth,  which 
were  imported  during  the  same  month  of  1917. 
The  twelve  months'  total  ending  June.  1918, 
showed  importations  valued  at  $355,785,  as  com- 


pared with  $485,417  worth  of  talking  machines 
and  parts  imported  during  the  same  period  of 
1917. 

Talking  machines  to  the  number  of  2,978, 
valued  at  $104,249,  were  exported  in  June,  1918, 
as  compared  with  9,448  talking  machines,  valued 
at  $190,850,  sent  abroad  in  the  same  period  of 

1917.  The  twelve  months'  total  showed  that  we 
exported  91,297  talking  machines,  valued  at  $2,- 
610,866,  as  against  78,669  talking  machines, 
valued  at  $1,987,878,  in  1917,  and  42,261  talking 
machines,  valued  at  $1,198,647,  in  1916.  The 
total  exports  of  records  and  supplies  for  June, 

1918,  were  -valued  at  $216,584,  as  compared  with 
$210,461  in  June.  1917.  For  the  twelve  months 
ending  June,  1918,  records  and  accessories  were 
exported,  valued  at  $2,073,463,  as  compared  with 
$1,660,439  in  1917,  and  $939,790  in  1916. 


DEALERS 

Make  Big  Money 

On  Our  Language  Records 

French 
Spanish 
Italian 

ALSO 
F.M.C  FRENCH 

MILITARY 
CONVERSATION 
Cash  id  now  on  the 

Language  Phone  Method 

and  Rosenthal's  Practical  Linguistry 

II  requires  no  scientific  salesmanship  to  sell  our  records. 
The  courses  are  so  simply  arranged  that  the  demon- 
stration satisfies  the  prospect.  The  French  Military 
Course,  5  Double  Discs,  and  Military  Manual  (Retail 
$10.00)  is  ideal  for  Army,  Navy,  Red  Cross 

Excellent  Line  for  Dealers  Near  War  Camps 
Send  for  Particulars 

THE  LANGUAGE  PHONE  METHOD 

992  Putnam    •    2  West  45th  Street,   -   New  York 


The  Time  for  the 
Holidays  is  Now! 

Last  season  carload  orders  for  Converto  Cabinets  that  came  late  had 
to  be  turned  down.  Dealers  who  ordered  a  stock  early  got  the  cabinets 
and  sold  them  at  a  good  profit  before  Christmas.  Orders  for  Holiday 
business  should  be  placed  now! 


t-atented  December  11.  1917 

TALKING  MACHINE  CABINET 

This  is  a  clearly  demonstrated  success.  Every  single  Victor  dealer 
will  make  money  with  it ;  in  these  days  he  can't  afford  not  to  handle 
it.  It  is  our  sincere  advice,  first  to  decide  to  try  it,  second  to  order 
early.    Write  or  wire  for  prices  and  particulars. 

The  C.  J.  Lundstrom  Mfg.  Co.,  Little  Fails,  n.  y. 

Branch  Office,  Flatiron  Bldg.,  New  York  City 

Lundstrom  Converto  Cabinets  are  broadly  covered 
Infringement   will  be    promptly  prosecuted. 

The  Lundstrom  "Converto"  Cabinet  converts  the 
small  "Victrola"  into  a  handsome  cabinet  type, 
completely  enclosing  the  machine.    It  takes  the 
place  of  a  stand  and  -provides  a  dustproof  record 
rack  for  60  records.    It  re- 
vives interest  in  records.  It 
helps   you  meet  low-price 
competition  in  cabinet  ma- 
chines and  gives  you  a  good 
profit.   It  costs  the  customer 
no  more  than  a  good  stand ! 


NOTICE: 
by  patents. 


Setting  Victrola  into  Cabinet 


oujnd  Doors.  Playing 


88 


THE    TALKING    MACHINE  WORLD 


September  IS,  1918 


FOR  YOUR  OWN  SAKE  as  well  as  FOR  OURS 

Get  Acquainted  With 

The 

Bush  &  Lane 

Phonograph 

"Built  by  men  who  have  made  a  life  study  of  tone  production'' 


The  Case  Designs 

are  worthy  products  of  the  ar- 
tistic originality  which  has 
marked  BUSH  &  LANE  work 
at  all  times. 

The  Tone  Modifier 

is  an  original  and  efficient  means 
for  controlling  tone  volume. 

The  Motor 

is  extra  well  built  and  extra 
long-running. 

The  Workmanship 

is  as  nearly  perfect  as  such 
work  can  be. 


The  Principle  of  the  Piano 
Sound-board 

has  been  utilized  in  the  con- 
struction of  the  marvelous 
BUSH  &  LANE  Tone  Chamber, 
which  neither  cracks,  nor 
swells,  which  is  designed  on 
correct  acoustic  principles,  and 
which  is  one  of  the  great  features 
of  a  great  machine. 

The  Tone-Arm 

is  delicately  balanced  and 
rightly  shaped. 

The  Reproducer 

plays  all  makes  of  records, 
without  special  attachments. 


Send  for  our  handsome  illustrated  catalog.    It  describes  the  goods  and 
gives  a  topping  sales  argument  besides 


BUSH  &  LANE  PIANO  COMPANY 

HOLLAND,  MICHIGAN 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


89 


Get  out  after  those  Vacation  Models  you 
sold  last  Summer.  Every  one  should  be 
traded  in  for  a  New  Model  Grafonola  with 
the  Non-Set  Stop. 


Columbia  Graphophone  Co 

NEW  YORK 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is  de- 
signed for  the  service  of  all  classes  of  our  readers,  includ- 
ing those  who  make,  and  those  who  sell,  talking  machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has  a 
wide  and  enviable  reputation  as  a  repairer  of  talking  ma- 
chines and  conducts  an  exclusive  talking  machine  repair 
shop  at  176  Sixth  avenue,  New  York.  Tell  him  your  trou- 
bles through  The  World  and  he  will  help  you  if  possible. 
The  service  is  free. — Editor.] 

SOME  QUERIES  AND  ANSWERS 

Adjustment  of  the  Mica 

Sheboygan,  Wis.,  August  27. 

Editor,  Talking  Machine  World:  Can  you 
advise  us  as  to  the  relation  or  the  effect  the  dis- 
tance of  the  mica  from  the  back  of  the  sound 
box  has  on  the  sound  which  the  same  produces? 
If  there  is  any  marked  difference,  will  you 
kindly  refer  us  to  some  book  or  table  showing 
what  distances  the  various  sizes  of  mica  should 
be  from  the  back  of  the  sound  box? — U.  P.  C. 

Answer — Do  not  know  of  any  book  or  table 
giving  this  information.  The  distance  of  the 
mica  from  back  of  sound  box  should  be  deter- 
mined by  experiments.  The  size  of  the  hole  in 
the  back  through  which  the  sound  passes,  the 
width  and  thickness  of  the  mica  and  the  method 
of  tensioning  the  needle  bar  are  all  factors  to 
be  considered. 

In  "The  Phonograph  Book,"  by  Lloyd  Mac- 
farlane,  page  83,  is  the  following:  "The  distance 
between  the  inner  side  of  the  metal  casing  or 
cup  and  the  inner  side  of  the  diaphragm  is  of 
the  utmost  importance,  as  it  is  in  the  construc- 
tion of  a  recording  sound  box.  About  one- 
sixteenth  of  an  inch  is  the  usual  practice,  al- 
though the  distance  between  the  mica  and  metal 
face  of  the  cup  varies  according  to  the  size  of 
the  sound  box,  the  record  it  is  adapted  to  be 
played  with  and  other  considerations,  so  that 
there  is  no  particular  rule  governing  the  so- 
called  'air  space.'  " 

A  Polishing  Formula 

Somerville,  Mass.,  August  26. 

The  Talking  Machine  World:  Kindly  send 
formula  for  a  first-class  all-around  polish  for 
piano  and  phonograph  cases,  with  such  sugges- 
tions as  you  may  have  to  offer  for  its  use. 
There  are  numberless  preparations  on  the  mar- 
ket, also  formulas,  very  few  of  which  are  worth 
while.  I  want  something  which  will  do  the  work 
well  and  quickly,  as  I  handle  quite  a  few  trade- 
ins  and  it  is  not  always  profitable  to  spend  a 
great  deal  of  time  on  them. — G.  H.  D. 

Answer — The  polish  preparations  on  the  market 
to-day  are  all  of  about  the  same  formula  with 
an  added  coloring  matter  or  perfume  to  make 
them  appear  different  from  one  another.  Crude 
oil  as  the  base,  with  benzine,  rottenstone  and 
lemon  oil  in  varying  proportions,  a  coloring 
matter  and  a  perfume  is  a  sample  combination. 
However,  these  preparations  only  wash  the  dirt 


off  and  put  a  temporary  polish  on  the  var- 
nished surface.  The  only  reliable  method  of 
cleaning  and  polishing  the  cabinet  is  by  the 
usual  hand-rub  with  pumice-oil,  rottenstone,  etc. 
Cause  of  Noisy  Motors 

Somerville,  Mass.,  August  26. 

Talking  Machine  World:  What  is  the  most 
common  cause  of  a  noisy  phonograph  motor? 
I  understand,  of  course,  that  an  old  worn  motor 
would  naturally  be  noisy,  but  I  find  this  trouble 
in  motors  which  have  been  in  use  a  year  or  two. 
Any  information  you  can  give  me  on  these  mat- 
ters will  be  greatly  appreciated. — G.  H.  D. 

Answer — The  most  common  cause  of  noisy  mo- 
tors is  the  lack  of  graphite  on  the  springs.  The 


main  springs  should  be  taken  out  of  the  cages, 
cleaned  with  gasoline,  replaced,  and  fine  flake 
graphite  mixed  with  heavy  oil  to  the  consistency 
of  molasses  placed  in  the  leaves  of  the  springs, 
using  about  two  tablespoonfuls  to  each  spring. 
A  worn  governor  drive  gear  and  governor  spin- 
dle is  another  cause  for  noise  in  a  motor  used 
for  a  year  or  so. 

The  Stephenson  Motor 

New  Britain,  Conn.,  August  26. 
The  Talking  Machine  World:  Can  you  inform 
me  where  I  can  obtain  one  Stephenson  motor? 
—J.  A.  L. 

Answer — Stephenson,  Inc.,  1  West  Thirty-fourth 
street,  New  York. 


RECORD  RECRUITING  CORPS  FORMED 


People  Prominent  in  Musical  World  Back  of 
Movement  to  Collect  Machines  and  Records 
for  Distribution  to  Units  in  Service 


rosch,  Mrs.  Carrie  Jacobs-Bond,  Daniel  Froh- 
man,  Mme.  Galli-Curci,  Victor  Herbert,  John 
McCormack,  Lieut.  John  Philip  Sousa  and 
others.  The  corps  is  arranging  for  a  recruiting 
week  for  records  from  October  26  to  Novem- 
ber 2.  .  i 


The  National  Phonograph-Records  Recruiting 
Corps  has  been  organized  in  New  York  for  the 
purpose  of  collecting  talking  machines  and  rec- 
ords for  the  men  in  service,  and  to  see  that  they 
are  distributed  among  the  various  camps,  can- 
tonments and  ships.  Major-General  J.  Franklin 
Bell,  Commander  of  the  Department  of  the  East, 
is  honorary  president  of  the  corps,  and  Vivian 
Burnett  is  chairman  of  the  national  committee, 
the  membership  of  which  consists  of  men  and 
women  of  much  prominence  in  the  musical 
world,  including  Enrico   Caruso,  Frank  Dam- 


On  the  back  covers  of  the  September  maga- 
zines appears  a  most  striking  advertisement  of 
the  Victor  Talking  Machine  Co.  emphasizing 
in  no  uncertain  manner  the  part  played  by  the 
Victrola  in  cheering  the  lives  of  our  fighting 
men  on  the  high  seas.  The  caption  of  the  ad- 
vertisement is  "Carrying  the  Song  of  Victory 
Across  the  Seas,"  and  the  attention-command- 
ing illustration  shows  a  battleship  in  action.  An 
insert  offers  a  view  of  a  group  of  naval  officers 
enjoying  a  Victrola  concert  in  the  wardroom. 


IMMEDIATE  DELIVERIES 

Specials 


FOR 


Victrola  IX 


\Y7E  have  in  stock 
W  other  cabinets 
to  fit  all  styles  of 
machines  and  will  be 
glad  to  send  our  cata- 
log for  the  asking. 


Mahogany,  Golden  Oak,  Fumed  Oak. 
Weathered  Oak.  Nickel-plated  trim- 
mings. Lock  and  key.  Height.  3."i 
inches.  Top,  22%xl9H  inches.  Holds 
192  twelve- inch  records.  Matches  new 
Victrola  IX.  Highest  type  of  cabinet, 
both  in  construction  and  finish.  Average 
weight  crated,  80  lbs. 


SchlossBros. 

635-37  West  55th  St. 
NEW  YORK 


Phone 
Columbus  7947 


Mahogany,  Golden  Oak,  Fumed  Oak,  Weathered 
Oak.  Nickel-plated  trimmings.  Lock  and  key. 
Rubber-tired  wheels.  Height,  30  inches.  Top, 
17x20^.  Matches  New  Victrola  IX.  Top  has 
countersunk  holes  to  accommodate  rubber  bumpers 
on  machine.  Moulding  on  top  securely  fits  base 
of  machine.    Average  weight,  crated,  75  lbs. 


90 


THE    TALKING    MACHINE  WORLD 


September  15,  191.8 


Our  Bigger  Partnership 


|T  MATTERS  little,  today,  what  our  indi- 
vidual business  is,  yours  and  mine.  That 
business  may  seem  to  us,  as  individuals,  to 
be  most  important,  but  its  true  worth  is  determined 
by  its  relation  to  the  greatest  business  of  all — the 
business  of  winning  this  war. 

We  are  proud  of  the  fact  that,  in  this  great  busi- 
ness, we  are  active  partners  with  Uncle  Sam  .... 
active,  because  in  yonder  room,  where  yesterday 
skilled  craftsmen  were  working  on  Stephenson  Pre- 
cision-made motors,  today  only  munition  parts  are 
made. 

And  this  influence  makes  itself  felt  in  many  ways 
on  our  product  ....  in  reduced  production,  in  in- 
creased difficulty  in  obtaining  raw  materials  ....  in 
many  ways. 

But  we  are  partners,  active  partners,  with  Uncle 
Sam.  And  we  are  proud,  and  content  to  slack  our 
own  business  until  our  bigger  partnership  is  dis- 
solved ....  until  all  is  over,  over  there. 


Cordially  yours, 


Vice-President 


Stephenson,  Inc.,  One  West  34th  Street,  New  York 

Manufacturers  of  the  Stephenson  Precision-Made  Motor 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


91 


PLANNING  BIG  TRADE  DRTVE^FOR  FOURTH  LIBERTY  LOAN 

J.  Newcomb  Blackman,  Chairman  of  Talking  Machine  Division  of  Allied  Music  Committee,  With 
H.  L.  Willson,  Roy  J.  Keith,  E.  N.  Boykin  and  C.  G.  Child  as  Sub-Chairmen 


The  local  talking  machine  trade  is  preparing 
to  participate  actively  with  the  other  branches 
of  the  allied  music  trades  in  putting  the  coming 
Fourth  Liberty  Loan  "over  the  top"  in  a  man- 
ner to  surpass  all  previous  records  along  this 
line.  It  will  be  remembered  that  members  of 
the  talking  machine  trade  during  the  Third  Loan 
drive  rounded  up  subscriptions  that  came  close 
to  eclipsing  those  of  any  other  branch  of  the 
industry,  tying  the  piano  men,  through  courtesy, 
it  is  said,  for  first  place.  The  drive  on  the 
Fourth  Liberty  Loan  begins  on  Septeinber  28. 

Benjamin  Strong,  director  of  the  Federal  Re- 
serve Bank,  has  appointed  Mark  P.  Campbell, 
president  of  the  Brambach  Piano  Co.,  chairman 
of  the  Allied  Music  Committee,  Industrial  and 
Professional,  with  J.  Newcomb  Blackman,  presi- 
dent of  the  Blackman  Talking  Machine  Co.,  as 
vice-chairman;  Charles'  Jacob,  of  Jacob  Bros. 


Co.,  treasurer,  and  Albert  Behning,  secretary. 
The  headquarters-of  the  committee  will  be  at 
105  West  Fortieth  street,  New  York. 

Mr.  Blackman,  in  addition  to  being  vice-chair- 
man of  the  general  committee,  will  also  be  in 
direct  charge  of  the  campaign  in  the  talking 
machine  trade,  a  tribute  to  his  efforts  during  the 
last  drive.  Under  his  direction  will  be  sub- 
chairmen  to  take  care  of  each  division  of  the 
trade,  and  under  them  in  turn  will  be  captains 
and  lieutenants  to  solicit  subscriptions.  The 
entire  trade  has  been  carefully  card-indexed  in 
order  to  make  the  work  most  systematic  and 
effective. 

In  the  talking  machine  trade  the  sub-chairmen 
will  be  H.  L.  Willson,  general  manager  of  the 
Columbia  Graphophone  Co.,  in  charge  of  the 
manufacturers'  division;  E.  N.  Boykin,  Thomas 
A.  Edison,  Inc.,  sub-chairman  in  charge  of  the 


talking  machine  dealers'  division;  C.  G.  Child, 
Victor  Talking  Machine  Co.,  in  charge  of  the 
talking  machine  musical  artists'  division,  and 
Roy  J.  Keith,  of  the  New  York  Talking  Ma- 
chine Co.,  in  charge  of  the  wholesalers'  divi- 
sion. The  appointments  of  captains  in  the  dif- 
ferent divisions  are  now  being  made,  and  the 
organization  arrangements  will  be  completed  at 
a  meeting  of  the  general  committee  to  be  held 
shortly.  It  is  very  probable  that  some  sort  of 
rally  similar  to  the  wonderfully  successful  affair 
held  in  Carnegie  Hall  during  the  last  drive  will 
be  staged  in  connection  with  the  work  on  the 
Fourth  Loan,  but  nothing  definite  along  this 
line  has  yet  been  announced. 

The  subscriptions  of  the  talking  machine  in- 
terests will  go  in  with  those  of  piano  manufac- 
turers, merchants,  musical  merchandise  houses, 
music  roll  manufacturers,  music  publishers  and 
the  professional  music  interests,  including  teach- 
ers, band  and  orchestra  men,  etc. 


IMPORTANT  COLUMBIA  CHANGES 

Dictaphone  Sales  Division  Placed  Under  the  Di- 
rection of  General  Sales  Manager  Geo.  W. 
Hopkins,  Who  Announces  a  Number  of  Im- 
portant Appointments — Gifts  for  Milnor 


H.  L.  Willson,  general-  manager  of  the  Co- 
lumbia Graphophone  Co.,  of  New  York,  an- 
nounced this  week  that  beginning  September  1 
the  activities  of  the  Dictaphone  sales  division 
are  placed  under  the  direction  and  supervision 
of  General  Sales  Manager  Geo.  W.  Hopkins. 

Mr.  Hopkins  has  announced  the  appointment 
of  N.  F.  Milnor,  formerly  sales  manager  of  the 
Dictaphone  division,  as  manager  of  the  Colum- 
bia Co.'s  San  Francisco  branch.  Mr.  Milnor 
is  now  en  route  to  the  Coast.  C.  K.  Wood- 
bridge,  formerly  connected  with  the  Kellogg 
Food  Products  Co.,  BufTalo,  N.  Y.,  has  been  ap- 
pointed Dictaphone  sales  manager.  Mr.  Wood- 
bridge  will  assume  his  new  duties  September  16. 
F.  A.  Denison,  formerly  manager  at  San  Fran- 
cisco, is  expected  at  the  executive  offices  in  New 
York  very  shortly,  when  he  will  be  assigned  to 
a  managerial  position  which  will  be  announced 
at  that  time. 

Before  leaving  for  the  Coast  Mr.  Milnor  was 
presented  with  a  handsome  solid  gold  watch  by 
the  New  York  Sales  Managers'  Club,  of  which 
he  was  one  of  the  founders.  His  former  asso- 
ciates in  the  Columbia  Co.  gave  him  a  beautiful 
brass  desk  set,  and  some  of  his  intimate  friends 
in  the  Columbia  executive  offices  presented  him 
with  a  solid  gold  chain.  Mr.  Milnor  was  one 
of  the  most  popular  members  of  the  Columbia 
Co.'s  forces,  and  he  leaves  for  the  Coast  with 
the  good  wishes  of  every  one  of  his  former  as- 
sociates and  his  many  friends  in  the  trade. 

EDISON  TONE  TESTS  IN  ST.  LOUIS 

Vernon  Dalhart  Gives  First  of  Series  in  Silver- 
stone  Music  Co.'s  Studios  and  His  Perform- 
ance Arouses  Much  Enthusiasm 

St.  Louis,  Mo.,  September  10. — Vernon  Dalhart, 
the  well-known  artist,  began  a  tone  test  in  this 
Edison  trade  district  at  the  studios  of  the  Silver- 
stone  Music  Co.,  Edison  jobbers,  on  last  Satur- 
day night,  and  his  performance  proved  a  distinct 
success,  winning  high  praise  from  various  news- 
paper representatives,  as  well  as  from  members 
of  the  audience  in  general.  In  telling  the  story 
of  the  tone  test  the  St.  Louis  Republic  said  in 
part:  "Only  by  watching  the  lips  of  Dalhart 
could  one  be  sure  when  he  sang  and  when  he 
did  not.  There  was  a  slight  difference  in  vol- 
ume when  he  stopped  singing,  but  was  not  no- 
ticeable, for  the  voice  which  came  from  the  cabi- 
net was  round  and  sweet  with  all  the  vibrant, 
pulsating  quality  of  that  which  came  directly 
from  Dalhart's  throat." 

Several  other  tone  tests  will  be  given  in  the 
St.  Louis  district  by  Mr.  .Dalhart  in  the  near 
future. 


Talking  machine  men  get  in  line  for  the 
Fourth  Liberty  drive — everyone  together. 


Western  Made  for  Western  Trade 

THE 

HAWTHORNE 

Phonograph 


Plays  any 
Kind  of 
Record — 

Unexcelled 
Cabinet 
Work- 
High 
Standard 
Mechanical 
Equipment 


Send  for 
Catalogue 

Showing 
Other 
Styles  and 
Descrip- 
tion— 

Liberal 
Discounts 
to  Dealers 


$65  MODEL 


SOUTHERN  CALIFORNIA 
HARDWOOD  &  MFG.  CO. 

1430  So.  Alameda  Street         Los  Angeles,  Gal. 


92 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Mr.  Talking  Machine  Dealer 

ARE  YOU  OVERLOOKING  THE  ONE  BEST  BET  FOR  MAKING  ADDITIONAL  MONEY 
THIS  FALL?    YOU  CERTAINLY  ARE — UNLESS  YOU 
HAVE  BOUGHT  YOUR  STOCK  OF 


LYRIC 
RECORDS 


LYRIC  RECORDS  appeal  because  of  their  wonderful  natural 
tone  and  musical  quality — and  because  there  is  no  surface  scratch. 

LYRIC  RECORDS  can  be  played  without  an  attachment  on 
all  machines  equipped  with  the  universal  tone  arm;  and  on  old- 
style  machines,  by  using  a  standard  attachment. 

THE  LYRIC  CATALOGUE  includes  all  that  is  best  in  the 
world's  literature  of  standard  songs,  operatic  arias,  instrumental  solos, 
band  and  orchestra  records,  etc. 

NEW  BULLETINS  issued  monthly,  giving  the  best  of  the  new 
song  hits  and  dances. 


^^VER  SCRATCH"^ 

INQUIRE  OF  YOUR  JOBBER 

OR  WRITE  TO 

Lyraphone  Company  of  America 

Manufacturers 

12-14  WEST  37th  STREET  NEW  YORK,  N.  Y. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


93 


You've  wanted  it  lor  years- 
Here  it  is— 

The  Columbia  Non-Set  Stop! 


Columbia  Graphophone  Co. 

NEW  YORK 


EXECUTIVES  OF  JOBBERS'  ASSOCIATION  HOLD  SESSIONS 

Over  Two  Score  Members  of  National  Association  of  Talking  Machine  Jobbers  Attend  Meeting 
in  Philadelphia  on  September  9-10 — Discuss  Many  Matters  of  Vital  Importance,  Including 
Questions  of  Supply  and  Increase  in  Prices — Hold  Conference  With  Victor  Co.  Officials 


Philadelphia,  Pa.,  September  10. — The  meeting 
of  the  executive  committee  of  the  National  As- 
sociation of  Talking  Machine  Jobbers,  which  for 
a  time  threatened  to  reach  proportions  of  a  gen- 
eral convention,  owing  to  the  fact  that  the  mem- 
bers in  general  had  been  invited  to  attend  and 
had  accepted,  was  held  at  the  Hotel  Adelphia, 
this  city,  yesterday  and  to-day. 

It  was  a  genuine  wartime  convention.  There 
were  serious  problems  to  be  considered  and 
solved,  and  serious  questions  to  be  answered, 
but  the  wholesalers  were  apparently  an  opti- 
mistic lot,  and  felt  that  the  trade  situation 
could  be  trusted  to  work  out  all  right  in  the  end. 

Yesterday  morning  the  session  was  open  to 
all  members,  and  the  executive  committee  took 
occasion  to  report  to  those  present  regarding 
the  many  developments  in  the  trade  since  the 
last  general  convention,  what  action  had  been 
taken  by  the  executive  committee  in  the  vari- 
ous cases,  and  what  problems  were  confronting 
the  talking  machine  men  at  the  present  time. 
Discuss  War  Conditions 

The  members  at  large  discussed  the  general 
situation  and  how  the  industry  has  been  af- 
fected, owing  to  the  war  conditions  and  the  cur- 
tailment of  output  occasioned  thereby.  They 
also  talked  over  the  best  means  for  adjusting 
their  respective  businesses  to  meet  the  situation, 
how  to  overcome  the  problem  of  reduced  pro- 
duction and  the  other  developments  that  have 
already  occurred  or  promise  to  occur  in  the  near 
future.  It  was,  of  course,  realized  that  the 
wholesalers  would  be  obliged  to  act  singly, 
and  without  regard  to  each  other's  actions,  al- 
though it  was  felt  that  each  one  could  profit 
through  a  general  interchange  of  ideas. 

It  was  the  consensus  of  opinion  of  the  whole- 
salers that  an  early  increase  in  the  list  prices  of 
Victrolas  and  records  was  not  only  desirable, 
but  would  prove  necessary  in  order  to  cover 
coming  increases  in  the  war  excise  taxes  and 
production  costs.  It  was  also  emphasized  that 
higher  list  prices  were  necessary  to  provide  a 
sufficient  margin  between  the  wholesale  and  list 
prices  to  enable  both  wholesalers  and  retailers 
to  finance  their  business  successfully  on  a  great- 
ly decreased  turnover.  It  was  pointed  out  that, 
although  the  trade  was  going  along  right  now, 
even  in  the  face  of  loss  of  income,  there  was  a 
danger  point  beyond  which  it  was  not  safe  to 
venture,  and  this  danger  point  could  be  avoided 
only  by  increasing  the  income  of  those  in  the 
trade  to  offset  decreased  output. 

Some  Light  on  Legal  Situation 

At  an  open  session  in  the  afternoon  the  feature 
was  the  appearance  of  Gilbert  H.  Montague,  at- 
torney for  the  association,  and  counsel  for  the 
co-defendants  in  the  suit  brought  against  vari- 
ous Victor  distributors  in  New  York  and  vicin- 
ity by  the  Macy  interests.  Mr.  Montague  ex- 
plained   simply   and    unaffectedly   the  various 


phases  of  the  legal  situation  as  it  affects  the 
talking  machine  trade,  interpreted  briefly  the 
sense  and  scope  of  various  recent  important 
court  decisions  covering  price  maintenance  and 
other  matters,  and  cautioned  the  jobbers  to  so 
conduct  their  businesses  so  that  they  should  not 
offer  even  circumstantial  evidence  of  seeking  to 
evade  existing  statutes  and  court  rulings.  The 
counselor  explained  at  considerable  length  the 
rights  that  exist  in  the  selection  of  customers 
by  the  individual,  and  then  spent  some  time  in 
answering  legal  questions  of  all  sorts  put  to 
him  by  various  members  present. 

At  a  subsequent  session  of  the  executive  com- 
mittee Mr.  Montague  was  retained  as  associa- 
tion counsel,  and  the  secretary  was  instructed  to 
notify  the  membership  that  his  services  were 
available  to  the  individual  jobbers  along  the 
same  lines  in  which  his  exhaustive  experience 
had  so  well  qualified  him  to  act. 

Following  the  open  session  the  executive  com- 
mittee held  a  meeting  for  the  consideration  of 
matters  to  be  brought  up  and  discussed  with 
the  factory  officials  to-day,  the  meeting  finally 
being  adjourned  until  this  morning. 

At  1  p.  m.  to-day  the  visiting  jobbers  were 
entertained  at  luncheon  at  the  Victor  factory 
in  Camden  by  the  company  officials,  following 
which  there  was  held  a  lengthy  conference  be- 
tween the  association  officers  and  the  officials 
and  department  heads  of  the  Victor  factory  re- 
garding questions  of  production,  record  ex- 
changes and  other  matters  of  trade  interest. 
Victor  Co.  Officials  Talk 

LoUis  F.  Geissler,  general  manager  of  the  Vic- 
tor Co.,  addressed  the  jobbers  at  some  length 
regarding  current  conditions  in  the  field,  and 
explained  particularly  the  effects  of  the  war 
program  in  curtailing  the  output  of  Victrolas 
and  records,  as  well  as  what  might  be  expected 
along  that  line  in  the  near  future. 

Ralph  L.  Freeman,  secretary  of  the  company 
and  one  of  the  organizers  of  the  war  committee 
of  the  talking  machine  industry,  also  addressed 
the  jobbers  regarding  the  situation  in  Wash- 
ington and  the  attitude  of  the  Government 
toward  the  trade.  Mr.  Freeman  held  a  most 
optimistic  viewpoint  and  declared  that  the  offer 
of  the  talking  machine  men  to  co-operate  with 
the  Government  in  every  particular  had  made 
an  excellent  impression  on  Government  officials. 
He  declared  that  there  was  apparently  no  de- 
sire to  cripple  the  manufacture  of  talking  ma- 
chines and  records,  but  that  the  trade  was  only 
subjected  to  curtailments  and  regulations  in 
the  matter  of  labor,  materials  and  fuel  to  an 
extent  found  necessary  in  the  case  of  all  non- 
war  industries. 

Mr.  Freeman  stated  that  in  the  case  of  the" 
Victor  Co.  the  wishes  of  the  Government  had 
been  anticipated  and  the  curtailment  of  pro- 
duction was   considerably  beyond   the  official 


minimum  fixed,  while  at  the  same  time  the 
company  was  actually  assisting  the  Government 
in  filling  contracts  for  war  materials.  During 
the  course  of  the  meeting  it  was  brought  out 
that  there  would  probably  come  occasional  re- 
adjustments of  prices  of  Victrolas  and  records, 
to  cover  increased  taxation  and  other  higher 
costs  of  production  and  distribution. 

Those  Who  Attended  Meeting 
Those  present  at  the  meeting  included:  Presi- 
dent, J.  Newcomb  Blackmail,  Blackman  Talk- 
ing Machine  Co.,  New  York;  vice-president,  I. 
Son  Cohen,  Cohen  &  Hughes,  Baltimore,  Md.; 
treasurer,  Arthur  A.  Trostler,  Schmelzer  Arms 
Co.,  Kansas  City;  secretary,  J.  C.  Roush,  Stand- 
ard Talking  Machine  Co.,  Pittsburgh;  E.  C. 
Rauth,  Koerber-Brenner  Co.,  Kansas  City; 
George  E.  Mickel,  Mickel  Bros.  Co.,  Omaha, 
Neb.;  James  F.  Bowers  and  L.  C.  Wiswell, 
Lyon  &  Healy,  Chicago;  W.  H.  Reynalds,  Rey- 
nalds  Music  House,  Mobile,  Ala.;  R.  H.  Morris, 
American  Talking  Machine  Co.,  Brooklyn,  N. 
Y.;  C.  N.  Andrews,  Syracuse,  N.  Y.;  Louis 
Buehn,  Louis  Buehn  Co.,  Inc.,  Philadelphia; 
Emanuel  Blout,  New  York;  W.  H.  Buescher, 
W.  H.  Buescher  &  Sons  Co.,  Cleveland;  Harry 
Goldsmith  and  S.  E.  Ruez,  Badger  Talking  Ma- 
chine Co.,  Milwaukee;  C.  F.  Bruno,  C.  Bruno  & 
Son,  Inc.,  New  York;  Fred  P.  Oliver,  Blackman 
Talking  Machine  Co.,  New  York;  J.  G.  Corley 
and  Fred  Kesnick,  the  Corley  Co.,  Richmond, 
Va.;  H.  A;  Winkelman,  Oliver  Ditson  Co.,  Bos- 
ton; T.  H.  Towell  and  C.  K.  Bennett,  Eclipse 
Musical  Co.,  Cleveland;  A.  A.  Grinnell,  Grinnell 
Bros.,  Detroit;  J.  F.  Houck  and  W.  S.  Christian, 
O.  K.  Houck  Piano  Co.,  Memphis;  Max  Landay, 
Landay  Bros.,  New  York;  E.  Paul  Hamilton, 
Frederick  Loeser  &  Co.,  Brooklyn,  N.  Y.;  C. 
Alfred  Wagner,  Musical  Instrument  Sales  Co., 
New  York;  Jack  Fisher,  C.  C.  Mellor  Co.,  Pitts- 
burgh; A.  D.  Geissler,  New  York  Talking  Ma- 
chine Co.,  New  York;  C.  L.  Price,  Ormes,  Inc., 
New  York;  T.  W.  Barnhill  and  H.  F.  Miller, 
Penn  Phonograph  Co.,  Philadelphia;  Fred  H. 
Putnam,  Putnam-Page,  Inc.,  Peoria,  111.;  Ernest 
Urchs,  Phillips  &  Crew  Co.,  Atlanta,  Ga.; 
Thomas  F.  Green,  Silas  E.  Pearsall  Co.,  New 
York;  Lester  Burchfield,  Sanger  Bros.,  Dallas, 
Tex.;  L.  J.  Gerson,  John  Wanamaker,  New 
York;  Perry  B.  Whitsit,  Perry  B.  Whitsit  Co., 
Columbus,  O.;  Rudolph  Wurlitzer,  Rudolph 
Wurlitzer  Co.,  Cincinnati;  Robert  C.  Rogers, 
Robert  C.  Rogers  Co.,  Washington,  D.  C;  and. 
A.  Steinberger,  Lit  Bros.,  Philadelphia. 


SCHUBERT 

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with  complete,  up-to-date  list  of  Popu- 
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We  guarantee  you  against  loss  of 

Record  Investment. 
Liberal  Discounts  Send  for  Details 

BELL  TALKING  MACHINE  CORPORATION 

(Record  Department) 
44  WEST  37th  STREET,  NEW  YORK,  N.  Y. 


94 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Machines  Will  be  Mighty  Scarce  This  Fall 

Build  up  your  record  business;  train  your  sales 
force  to  understand  the  tremendous  value  of  a 
profitable  record  business  and  be  prepared  to 
give  your  patrons  efficient  service  and  maximum 
convenience. 

Van  Veen  Bed  Set  Booths 

Will  help  you  develop  record  business  and  en- 
able you  to  give  your  customers  100%  service. 

Let  us  show  you  how  our  booths  can  aid  you. 
Send  for  a  copy  of  our  catalog. 

Be  a  trade  booster  during  war  times;  plan  now 
for  the  future  and  your  business  will  be  in  the 
front  ranks  when  conditions  become  normal. 

Arthur  L.  Van  Veen  &  Co.  £^~*E34th  Str**>?JZ^h 


GREELEY  4749 


INCREASE  IN  HOFFAY  PRICES 


HEARING  ON  STEEL  FOR 
TALKING  MACHINE  TRADE 


War  Service  Committee  of  the  Talking  Machine 
Industry  Attend  Hearing  Before  Priorities 
Committee  of  War  Industries  Board  on  Sat- 
urday Last  to  Discuss  Steel  Allotment 


H.  L.  Willson,  general  manager  of  the  Co- 
lumbia Graphophone  Co.,  and  chairman  of  the 
War  Service  Committee  of  the  Talking  Machine 


AUTOMATIC 


BROOKS  REPEATING 

PHONOGRAPH 


THE  WONDER  INSTRUMENT 

Plays  and  repeats  any  kind  or  size  record — any  desired 
number  of  times — then  stops  automatically  with  the  tone 
arm  suspended  off  to  the  right  in  the  air.    Any  child  can 

operate  it. 

WONDERFUL   TONE  WONDERFUL  FINISH 

WONDERFUL  IN  ITS  SIMPLICITY 

The  Machine  Creates  Interest  and  Discussion. 
It  is  Self-Advertising 
WONDERFUL  SELLER 
DEALERS — Send  for  Particulars,  Prices,  Terms. 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 


Industry,  returned  from  Washington  on  Thurs- 
day morning  of  last  week  and  reported  that  a 
hearing  would  be  held  before  Judge  Parker,  of 
the  Priorities  Committee  of  the  War  Industries 
Board,  on  Saturday,  September  14,  to  determine 
the  basis  upon  which  an  allotment  of  steel  and 
iron  will  be  made  to  the  industry  for  the  coming 
six  months'  period.  The  procedure  will  probably 
be  the  same  as  that  taken  by  the  Priorities  Com- 
mittee in  the  case  of  other  industries,  including 
that  of  piano  manufacturing,  where  a  33l/3  per 
cent,  allowance  was  made. 

The  members  of  the  War  Service  Committee 
of  the  Talking  Machine  Industry  who  will  at- 
tend the  hearing  on  Saturday  will  include:  H. 
L.  Willson,  chairman;  Ralph  L.  Freeman,  Victor 
Talking  Machine  Co.;  E.  A.  Widmann,  Pathe 
Freres  Phonograph  Co.;  Charles  A.  Edison, 
Thomas  A.  Edison,  Inc.;  Arthur  L.  Cushman, 
Emerson  Phonograph  Co.,  and  Joseph  Schech- 
ter,  secretary  of  the  committee.  Prospects 
for  a  fair  allowance  of  steel  and  iron  to  meet 
the  requirements  of  the  industry  are  looked 
upon  as  being  very  favorable. 


NEW  YORK  TIMES  REVIEWS  TRADE 


Declares  That  There  Is  a  Growing  Demand  for 
Machines  of  the  Table  Style 


The  New  York  Times  of  September  7  pub- 
lished the  following  review  of  conditions  in  the 
local  phonograph  trade,  the  interesting  fea- 
ture of  which  is  a  reference  to  the  growing  de- 
mand for  table  models  of  machines.  The  para- 
graph reads: 

"Business  in  phonographs  is  becoming  more 
active  as  the  season  develops.  There  has  been 
during  the  last  few  weeks  quite  an  increase  of 
interest  in  the  better  quality  machines.  Some 
very  expensive  table  cabinets  in  period  styles 
have  been  sold.  It  is  said  that  this  type  of 
cabinet,  whether  in  period  styles  or  in  simple 
but  artistic  modern  designs,  is  coming  more  and 
more  into  general  favor.  Though  it  is  not  an- 
ticipated that  this  table  variety  will  displace 
the  upright  type  of  cabinet,  there  is  every  indi- 
cation that  it  will  figure  prominently  in  the  sea- 
son's business." 


Make  your  show  windows  pay  your  rent 

Record  Display  Stands,  Hold  any  Size  Record 
Golden  Oak  or  Mahogany  Finish — 5  Si7es 

•No.  341.  1  Record  $1.00  ea. 
No.  342.  2  Records  $1.25  ea. 
No.  343.  3  Recgrds  $1.50  ea.  .<£,., 
No.  344.  4  Records  $1.75  ea.  (®)    (@  )  (©J 

No.  345.  5  Records  $2.00  ea. 

THE  OSCAR  ONKEN  CO.  W  (@)  (©)  (®)  (©) 
No. 6651  4th  St. .Cincinnati,  O.  ^ 


Hoffay  Talking  Machine  Co.,  Inc.,  Announces 
New  Price  Schedule  on  Machines,  etc. 


The  Hoffay  Talking  Machine  Co.,  Inc.,  an- 
nounce the  retail  prices  of  the  four  types  of 
Hoffay  machines  which  they  manufacture  have 
been  raised  to  $125,  $175,  $225  and  $275  respec- 
tively. The  wholesale  discounts  will  remain  the 
same  as  heretofore,  but  the  Hoffay  Co.  will  pay 
the  war  tax. 

The  retail  prices  of  the  $10  nickel-plated  and 
$12.50  gold-plated  "Resurrectones"  remain  the 
same,  but  in  view  of  the  advantages  brought 
about  by  several  improvements  made  in  the  new 
models,  which  means  a  reduction  in  assembling 
costs,  the  wholesale  prices  to  dealers  have  been 
reduced,  thus  increasing  the  dealers'  profits  on 
this  patented  reproducer. 


WANT  MUSIC  FOR  SAILORS 


Business  Men  Appeal  for  Instruments,  Includ- 
ing Jews-harps 


Many  amusements  which  were  formerly  en- 
joyed by  American  sailors  in  the  war  zone  are 
denied  them  now.  For  diversion  at  sea  the 
men  in  the  navy  want  mandolins,  harmonicas, 
violins,  banjos,  talking  machines  and  records, 
or  even  jews-harps. 

An  appeal  is  made  to  the  public  for  such  in- 
struments by  the  Lower  Wall  Street  Business 
Men's  Association,  124  Front  street,  which  will 
give  them  to  sailors  who  are  able  to  play  them. 
Pianos,  organs  and  melodeons  will  be  received 
by  special  arrangement  and  through  the  Y.  M. 
C.  A.  will  be  sent  to  a  naval  cantonment  or 
ships  in  the  war  zone 


WANTS  HIS  EDISON  STOCK  AT  ONCE 

B.  W.  Smith,  of  The  Phonograph  Co.,  Cleveland 
and  Cincinnati,  Visits  Edison  Factory 


B.  W.  Smith,  of  The  Phonograph  Co.,  of 
Cleveland  and  Cincinnati,  large  Edison  jobber, 
made  a  special  trip  recently  from  Cleveland  to 
the  Edison  factory  in  West  Orange,  N.  J.,  to 
get  earliest  possible  shipment  of  the  Edison 
phonographs  that  he  has  on  order. 

Mr.  Smith's  dealers  have  made  so  heavy  a 
demand  upon  him  this  summer  that  he  was  im- 
pelled to  visit  personally  the  Edison  officials, 
hoping  against  his  better  judgment  that  he  might 
obtain  a  much  larger  immediate  shipment  than 
he  had  been  promised. 


The  Indoor  Season 

will  be  used  by  many  for  the  study  of 
languages.  This  spells  opportunity  for 
you,  Mr.  Dealer,  through  the 

CORTINA 

Phone-Method 

Sell  them  the  records,  the  talking  machine  and 
the  text  books.  The  Cortina  Military  French- 
English  course  is  especially  adapted  for  those 
going  "over  there." 

Send  for  full  information.  Advertising  mat- 
ter and  window  displays  free. 

The  Cortina  Academy 

12  East  46th  Street    ::     New  York 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


95 


DOEHLER  DIE-CASTINGS 

for  tone  arms,  sound  boxes  and  talking  machine  attachments 
are  STANDARD  throughout  the  industry. 

Of  the  many  instruments  produced  to-day  from  the  most 
prominent  makes  down,  the  greater  number,  by  far,  are  equipped 
with  Doehler  die-cast  tone  arm  and  sound  box. 

The  enormous  output  of  our  three  large  plants  permits  of 
advantages  to  the  users  of  die-castings,  as  regards  prices  and 
deliveries,  not  otherwise  possible. 


WESTERN  PLANT 

TOLEDO.OHIO. 


MAIN  OFFICE  AND  EASTERN  PLANT 

BROOKLYN.  N.Y. 

NEW  JERSEY  PLANT 

NEWARK.  N.J. 


DEVELOPING  SALES  ENERGY 


A  Timely  Essay  on  a  Timely  Topic  That  Con- 
veys a  Timely  Moral 


There  is  a  lot  of  meat  in  the  following  little 
essay  upon  developing  sales  energy  which  is 
well  worth  reading  and  then  reading  again,  be- 
cause it  points  out  that  to  achieve  we  must  work, 
and  intelligent  work  means  results.  The  article 
under  the  caption,  "Don't  be  a  Garabedian,"  ap- 
peared in  the  Peptimist  and  ran  as  follows: 

"Garabed,  you  know,  is  the  gentleman  who 
thought — ii i 1 1 - 1  an  unkind  and  practical  Congres- 
sional investigation  dashed  his  hopes  to  bits 
against  our  ever  present  wall  of  hard  facts — 
that  he  had  discovered  a  method  of  summoning 
'free  energy'  from  the  atmosphere. 

"He  hadn't.    No  one  can. 

"The  energy  which  does  things  in  this  life 
isn't  pulled  out  of  air.  It  doesn't  grow  on  trees. 
It  is  made  out  of  sweat,  muscle  and  hard  work 
— years  of  them — and  nothing  else.  Man  has 
created  energy  from  the  powers  around  him — 
steam,  electricity,  fire,  water — but  the  power  was 
already  there. 

"Get  the  idea.  You  will  never  develop  your 
sales  energy  out  of  nothing.  You  won't  find  it. 
It  will  not  come  like  a  rich  uncle's  will.  You 
must  create  your  own  energy  by  seizing  on  all 
the  powers  around  you  and  putting  them  to 
work.    Here  are  a  few: 

"Books — read  the  good  ones.  Study  biogra- 
phy. Learn  from  the  records  and  achievements 
of  others. 

"People — associate  with  the  successful  ones. 
Study  the  methods  of  winners.  Learn  from  men 
who  know. 

"Work — the  one  absolutely  essential  basis  in 
every  formula  producing  energy. 

"And  in  all  your  generating  of  energy  don't 
be  a  Garabed.  Don't  rely  on  luck,  faith,  chance 
'or  the  gods.  They  may  exist  all  around  you  but 
they  are  not  the  powers  which  create  energy. 
You  are  the  only  power  which  can  do  that. 

"YOU  are  your  own  energy  maker. 

"YOU  are  POWER." 


PLAN  BIG  PROGRAM  FOR  MEETING 


St.  Louis,  Mo.,  September  8. — After  a  meeting 
of  the  directors  of  the  Tri-State  Victor  Dealers' 
Association  it  was  announced  that  several  mem- 
bers of  the  home  office  force  of  the  Victor  Co. 
would  attend  the  annual  convention  of  the  as- 
sociation in  this  city  October  23.  Also  that  a 
Victor  exclusive  artist  would  be  here  to  sup- 
ply music  for  the  convention.  Caruso  will 
sing  at  a  concert  given  under  his  own  auspices 
October  22. 

It  was  stated  by  the  directors  that  several 
members  of  the  Victor  home  office  staff  had 
expressed  a  desire  to  meet  the  dealers  when 
they  gathered  here  and  because  so  many  wished 
to  come,  it  would  be  necessary  to  decide  who 
could  be  spared. 


THE  VIVITONE  IN  GREAT  DEMAND 


The  New  Tone  Controller  Introduced  by  the 
Vivitone  Co.,  of  Cincinnati,  Wins  Favor 


Cincinnati,  O.,  September  6. — Talking  machine 
dealers  throughout  the  country  are  showing  con- 
siderable interest  in  the  invention  of  a  well- 
known  resident  of  this  city,  who  has  perfected 
a  tone  controller  called  the  "Vivitone."  This 
device  has  many  distinctive  features,  and  judg- 
ing from  the  inquiries  already  received  from 
the  dealers,  it  will  meet  with  signal  success. 

The  Vivitone  Controller  Co.,  400  Bell  Block, 
is  manufacturing  this  device,  and  in  a  recent 
letter  to  the  trade  it  stated  as  follows:  "There 
is  not  the  slightest  tendency  to  deaden  or  muffle 
the  tone.  All  the  harshness  and  mechanical 
stridency  which  so  often  mar  fine  records  in 
their  reproduction  are  taken  away,  while  the 
richness  of  the  natural  voices  and  the  true  tones 
of  the  instruments  are  insured  by  the  Vivitone. 
This  much  desired  improvement  in  tonal  quality 
is  as  marked  in  the  machines  that  are  costly  as 
in  the  less  expensive  phonographs.  Dealers 
are  urged  to  give  a  practical  demonstration  of 
the  device,  not  alone  because  the  demonstration 
means  a  quick  sale  for  the  Vivitone,  but  for 
the  added  reason  that  records  themselves  take 
on  unusual  tone  qualities,  and  therefore  a 
greater  desire  for  them  is  created." 

The  "Vivitone"  is  easily  placed  in  the  needle 


post  of  any  phonograph.  It  is  not  made  of 
rubber,  but  is  a  tiny  contrivance  of  fibre,  spe- 
cially treated  for  the  purpose  of  bringing  out 
phonograph  tone  quality.  The  Vivitone  Con- 
troller Co.  has  been  sending  samples  of  its  tone 
controller  to  established  dealers  in  all  sec- 
tions of  the  country,  and  in  return  has  received 
good-sized  orders,  together  with  many  expres- 
sions of  approval. 


WILL  REPRESENT  VAN  VEEN  &  CO. 

Arthur  L.  Van  Veen,  president  of  Arthur  L. 
Van  Veen  &  Co.,  New  York,  manufacturers  of 
"Bed-Set"  booths,  announced  this  week  the  ap- 
pointment of  Martin  Katz  as  traveling  repre- 
sentative for  this  company.  Mr.  Katz  succeeds 
Leon  F.  Tobias,  who  is  now  a  member  of  Uncle 
Sam's  navy  at  Newport,  R.  I. 

During  the  past  month  Mr.  Katz  has  been  vis- 
iting the  dealers  in  metropolitan  territory,  and 
has  assured  them  that  he  will  co-operate  with 
them  in  every  way  and  endeavor  to  give  them 
the  same  high  degree  of  service  extended  by 
Mr.  Tobias  during  his  successful  stay  with  the 
company.  Mr.  Katz  is  familiar  with  the  dealer's 
problems  anent  store  equipment,  and  he  spent 
some  time  with  Mr.  Tobias  visiting  the  trade 
before  the  latter  joined  the  navy.  Van  Veen 
"Bed-Set"  booths  have  been  installed  by  dealers 
throughout  the  East,  and  numerous  repeat  or- 
ders testify  to  the  satisfaction  they  are  giving. 


Bee 


CROFT 


Thirty  desirable  record*.  You  may  not  have  all  of  these  ^elections 
We  will  gladly  play  any  record  for  you. 


Record  Cabinets 

Made  i>p 
Nanes  Art  Furniture  Co. 
New  York  City 

Record  Envelopes 
PIANO  CREAM 

is  wonderful  for  restoring  the  lustre 
to  Talking  Machines 


"READY  FILES"  FOR  RECORDS 


CLEMENT  BEECROFT  ^ft?3&/ft 


96 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 

19  CITY  ROAD  -  -  -  LONDON,  E.  C.  ENGLAND 

Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors 


Manufactured 
By 


Mermod  Freres 


St.  Groix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  is 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  enquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  GO. 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


97 


How  Best  to  Keep  the  Prospect  Interested  in 

Your  Selling  Argument  By  Henry  Jenkins 


The  local  agent  for  a  high-grade  talking  ma- 
chine in  a  small  town  had  a  prospect  with  whom 
he  had  no  success.  The  man  was  a  weather- 
beaten  old  farmer  who  admitted  that  he  was 
planning  to  buy  a  good  talking  machine  for  his 
daughter,  but  it  was  impossible  to  get  him  down 
to  a  definite  selection.  Perhaps  he  could  not 
make  up  his  mind  to  part  with  so  much  money. 
The  general  agent  of  the  manufacturer  hap- 
pened into  that  territory  and  the  local  man 
brought  him  and  the  farmer  together.  The 
general  agent  was  a  super-salesman  in  his  field. 

Agent  and  farmer  sat  down  in  the  local  man's 
office  and  the  high-priced  salesman  began  on 
the  rugged  prospect.  As  a  demonstration  in 
scientific  salesmanship,  the  selling  talk  was  a 
wonder.  The  old  farmer  sat  there,  looking 
now  at  the  salesman,  now  at  the  local  agent 

SOME  NEW  RULES  FOR  EXPORTERS 

Conditions  Under  Which  Pianos  and  Phono- 
graphs May  Be  Shipped  to  Denmark  and 
HoHand  Announced  by  War  Trade  Board 


Following  the  announcement  of  the  War 
Trade  Board  to  the  effect  that  certain  specified 
articles,  including  phonographs,  pianos  and  rec- 
ords, could  be  exported  to  European  Holland 
and  Denmark,  the  following  regulations  have 
been  issued  covering  the  exportation  of  goods 
to  those  respective  countries: 

Prospective  importers  in  European  Holland 
should  obtain  from  the  Netherlands  Overseas 
Trust  Co.  an  import  certificate.  Upon  receipt 
of  the  certificate,  the  importer  should  notify 
the  prospective  exporters  that  such  a  certificate 
has  been  obtained  and  advise  him  of  the  serial 
number  thereof.  The  exporter  should  there- 
upon apply  to  the  War  Trade  Board,  Bureau 
of  Exports,  Washington,  D.  C,  for  an  export 
license,  using  Application  Form  X  and  such  sup- 
plemental information  sheets  concerning  the 
commodity  as  are  required,  and,  in  addition, 
furnish  on  Supplemental  Sheet  X-102  the  gross 
weight  of  the  proposed  shipment  and  the  serial 
number  of  the  Import  Certificate  of  the  Nether- 
lands Overseas  Trust  Co. 

All  shipments  to  European  Holland,  except 
those  consigned  to  the  Government  of  the 
Netherlands,  must  be  consigned  directly  to  and 
only  to  the  Netherlands  Overseas  Trust  Co. 
(W.  T.  B.  R.  77,  March  IS,  1918). 

In  the  case  of  proposed  shipments  to  Den- 
mark, the  prospective  importer  abroad  first 
should  obtain  an  import  certificate  from  the 
Merchants'  Guild  of  Copenhagen  or  the  Danish 
Chamber  of  Manufacturers.  When  this  cer- 
tificate is  received,  the  prospective  importer 
should  advise  the  exporter  in  the  United  States 
of  the  serial  number.  Application  for  export 
licenses  should  be  made  on  Application  Form 
X,  and  the  applicant  should  attach  thereto  the 
appropriate  supplemental  information  sheets, 
and  also  Supplemental  Information  Sheet  X-105, 
upon  which  should  be  noted  the  Merchants' 
Guild  of  Copenhagen,  or  the  Danish  Chamber 
of  Manufacturers'  Import  Certificate  Serial 
Number.  Such  shipments  need  not  be  con- 
signed to  the  Merchants'  Guild  of  Copenhagen 
or  the  Danish  Chamber  of  Manufacturers,  but 
may  be  consigned  to  an  individual  or  company 
in  that  country. 

Licenses  will  be  valid  only  for  shipment  on 
vessels  flying  the  flag  of  the  country  to  which 
commodities  are  destined. 


ALBERT  NEWBAUER'S  NEW  POST 

Albert  Newbauer  has  been  appointed  man- 
ager of  the  dealer  service  department  of  the 
local  wholesale  branch  of  the  Columbia  Grapho- 
phone  Co.,  55  Warren  street.    Mr.  Newbauer 


and  now  at  the  gnarled  and  knotty  hands  he 
was  somewhat  nervously  twisting. 

The  salesman  approached  the  culminating 
point  in  his  talk.  He  began  to  unfold  his  or- 
der blank.  The  local  agent  got  out  his  foun- 
tain pen  and  removed  the  cap,  placing  it  on 
the  other  end.  At  the  right  psychological  mo- 
ment the  general  agent  paused  in  his  talk, 
reached  out  with  the  order  blank  and  the  old 
farmer  spoke  for  the  first  time.  "Say,"  said  he, 
"d'you  know  of  anything  that'd  take  that  wart 
off  my  thumb?" 

Every  salesman  knows  what  it  is  to  be  put- 
ting forth  his  best  efforts  to  interest  the  pros- 
pect, only  to  have  that  prospect's  attention 
wander  and  his  gaze  turn  to  the  window  or 
elsewhere.  That  is  the  end  of  many  a  selling 
talk. 


succeeds  Wm.  A.  Schreiner,  who  resigned  from 
this  position  the  first  of  the  month. 

The  Columbia  dealer  service  department  in 
New  York  has  been  meeting  with  considerable 
success,  and  as  Mr.  Newbauer  has  been  asso- 
ciated with  the  local  branch  for  some  time  he 


When  the  prospect's  mind  begins  to  wander 
it  is  the  time  for  emphatic  and  immediate  in- 
itiative on  your  part.  You  must  start  some- 
thing interesting  to  him  and  important  in  its 
bearing  on  his  interests,  and  you  must  do  it 
right  away  or  give  up.  If  you  have  nothing 
up  your  sleeve  you  are  not  a  resourceful  sales- 
man and  you  will  not  land  the  difficult  pros- 
pect, no  matter  how  hard  you  try. 

If  you  have  anything  else  to  offer,  that  is  the 
time  to  offer  it  and  to  bring  back  the  wander- 
ing interest  of  the  customer.  There  is  no  sale 
to  be  made  to  the  man  whose  attention  you 
are  not  keeping  and  it  requires  high  tension 
brain  work  on  your  part  to  hold  attention  when 
there  is  a  tendency  for  it  to  drift  to  other 
things.  You  cannot  let  up  on  your  own  in- 
terest and  retain  the  prospect's  interest. 

has  an  intimate  knowledge  of  the  dealer's  re- 
quirements. This  department  has  introduced 
many  practical  ideas  during  the  past  year,  which 
have  served  to  stimulate  the  demand  for  Grafo- 
nolas  and  Columbia  records  throughout  local 
territory. 


THE 
IMPROVED 
No.  10 


a 


RFrORD  BRUSH  . 


RECORD 
BRUSH 


Patented  Sept.  26  and  Oct.  2.  1906 
Sept.  10.  1907,  and  Nov.  27.  1917 
Cthera  Pending 


NICKEL 
PLATED 
35  CENTS 


For  Victor  Victrolas 


GOLD 
PLATED 
75  CENTS 


DOES  THE  WORK 

Automatically  Removes  Every  Particle  of 
Dust  and  Grit  from  the  Record  Grooves 


BRUSH  IN  OPERATION 


Your  Customers  Need  Them 
You  Should  Have  Them 

Order  From  Your  Distributer 
Manufactured  by 


Talking  Machine  Co. 
97  Chambers  St.   nea*  church  st  New  York 

Victor  Distributers 


98 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


INVISIBLE  HINGES 

Preserve  Beauty 

In  many  beautifully  designed,  finely  finished  Talking  Machines,  Pianos,  Music  Cabinets, 
Piano  Players  and  Benches,  the  elimination  of  the  unsightly  protruding  Hinge  is  essential 
to  preserve  the  beauty  of  the  design. 
No.  103 

Design  and  Construction 

The  fine  cabinet  work  which  is  required  in  many  instances  to  preserve  the  disguise  of  the  instrument  requires  that  the 
hinges  be  as  inconspicuous  as  possible.    SOSS  Hinges  are  invisible. 

WRITE  FOR  CATALOGUE  "T" 

SOSS  MANUFACTURING  COMPANY,      435  Atlantic  Avenue,  BROOKLYN,  N.  Y. 


DETROIT— 922  David  Whitney  BIdg. 
SAN  FRANCISCO-164  Hansford  BIdg. 


LOS  ANGELES— 600  Metropolitan  BIdg. 

CHICAGO— John  C.  Bold  &  Co.,  Clark  and  Washington  Sis.,  Conway  BIdg. 


THREE  NEW  BEAUTIFUL  MODELS  OF  PERIOD  GRAF0N0LAS 


New  Styles  Are  Most  Distinctive  and  Embody  Many  New  Constructive  Features  Apart  From 
Their  Handsome  Casings  Which  Will  Merit  the  Approval  of  the  Purchasing  Public 


The  Columbia  Graphophone  Co.,  New  York, 
has  added  to  its  extensive  period  cabinet  line 
the  three  new  models  shown  in  the  accompany- 
ing illustrations.    These  new  designs  have  vari- 


Columbia  Console  Model,  Decorative  Italian 

ous  distinctive  features,  and  Columbia  dealers 
have  evidenced  their  approval  of  these  instru- 
ments by  placing  large-sized  orders  for  imme- 
diate delivery.  The  company  expects  to  have 
these  models  in  the  hands  of  the  dealers  Oc- 
tober 1. 

For  several  months 
past  the  Columbia 
Co.  had  received 
requests  from  its 
dealers  to  include  in 
i  t  s  period  cabinet 
line  console  table 
designs,  and  the 
company  decided  re- 
cently that  these  de- 
signs would  be  wel- 
c  o  m  e  additions  to 
the  series  of  Colum- 
bia art  models, 
which  have  already 
achieved  reanarkable 
success  throughout 
the  country.  In  or- 
der that  the  new 
models  be  absolute- 
ly true  in  their  de- 
sign, arrangements 
Were  made  to  pur- 
chase  three  artistic 


console  tables  from  a  manufacturer  of  the  most 
expensive  high-grade  furniture.  These  tables 
"were  sent  to  the  Columbia  Co.'s  period  model 
factory,  where  they  were  faithfully  reproduced 
in  every  detail. 

After  the  models 
had  been  completed 
the  installation  of  the 
Grafonola  mechanical 
equipment  received 
the  attention  of  the 
Columbia  experts. 
The  tone  passes 
through  two  horns 
and  these  horns  are 
covered  by  panels  on 
each  end.  The  center 
panel  in  each  model 
is  stationary.  The 
construction  of  these 
horns  was  an  interest- 
ing and  difficult  feat, 
as  they  were  built  ex- 
actly like  a  pair  of 
animal  horns.  The 
experiment  was  a  de- 
cided success,  and  the 
tone  quality  in  the 
console  table  models 
has  won  the  approval 
of  hundreds  of  vis- 
itors to  the  company's  showrooms. 

These  console  table  designs  have  been  on  dis- 
play in  the  Columbia  Co.'s  Fifth  Avenue  Shop 
for  the  past  two  weeks,  and  Manager  Speare, 
of  this  establishment,  has  booked  numerous  or- 


ders for  these  instruments  for  well-known 
music-lovers.  In  fact,  the  entire  Columbia 
period  model  line  is  meeting  with  a  ready  sale, 


Columbia  Console  Model,  in  Mahogany 

and  the  company  has  been  congratulated  by 
its  dealers  upon  the  artistic  qualities  and  sales 
possibilities-  of  these  instruments. 


ADVERTISING  AND  PROSPERITY 

The  Influence  of  Advertising  Most  Potential,  as 
Pointed  Out  Recently  by  J.  H.  Neal 


Advertising  is  not  a  luxury  in  which  pride- 
puffed  manufacturers  indulge  themselves,  but  is 
a  force  which  has  been  responsible  for  Ameri- 
can prosperity,  declared  Jesse  H.  Neal,  of  New 
York,  executive  secretary  of  the  Associated 
Business  Papers,  Inc.,  in  addressing  the  Ways 
and  Means  Committee  of  the  House  of  Repre- 
sentatives recently  on  the  postal  zone  rate  law. 

"More  than  any  other  one  force,"  he  said, 
"modern  advertising  is  responsible  for  the  pros- 
perity of  United  States  industry.  The  great 
majority  of  our  improved  manufacturing,  selling 
and  distribution  methods  have  been  the  out- 
growth of  advertising;  advertising  which  has 
scrapped  obsolete  machinery;  advertising  which 
has  standardized  production  operations;  adver- 
tising which  has  made  better  merchants  and  dis- 
tributors; advertising  which  has  provided  con- 
sumer markets  at  a  minimum  of  cost. 

"All  of  this  has  enabled  quality  production, 
by  economical  processes,  and  has  enabled  us  to 
pay  higher  wages  than  any  other  country  and 
yet  to  be  able  to  compete  in  the  markets  of  the 
world,  with  the  low-paid  and  oppressed  work- 
men of  less  progressive  countries." 


Columbia  Console  Model,  in  Oak 


ARTHUR  E.  NEALY  GOING  OVERSEAS 

Arthur  E.  Nealy,  formerly  connected  with  the 
Chicago  office  of  The  Talking  Machine  World, 
and  who  entered  the  military  service  last  Sep- 
tember, visited  The  World  office  this  week  while 
on  the  last  leg  of  his  journey  "over  there." 
Private  Nealy  is  a  member  of  the  Signal  Corps, 
and  since  entering  the  army  has  heen  in  train- 
ing near  Rockford,  111. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


99 


SONORA  DEALERS  IN  CANADA  MEET    GREAT  MANUFACTURING  PLANT  IN  SOUTHERN  CALIFORNIA 


First  Annual  Convention  of  Canadian  Dealers 
Held  Under  the  Auspices  of  I.  Montagnes  & 
Co.,  Sonora  Jobbers  for  the  Dominion 


Toronto,  Ont.,  September  7. — The  Sonora  deal- 
ers in  Canada  were  the  guests  of  I.  Montagnes 
&  Co.,  of  this  city,  this  week  to  attend  the  first 
annual  convention  of  Sonora  dealers  in  this 
territory.  I.  Montagnes  &  Co.  are  Sonora  dis- 
tributors in  Canada  and  number  among  their 
clientele  some  of  the  largest  music  dealers  in  the 
Dominion. 

About  seventy-five  dealers  accepted  the  com- 
pany's invitation  to  attend  this  convention,  and 
assembled  at  the  King  Edward  Hotel  on  Tues- 
day, September  3.  At  luncheon  an  address  of 
welcome  was  extended  by  I.  Montagnes,  and  the 
opening  session  was  marked  by  the  reading  of 
several  interesting  papers  prepared  by  George 
E  Brightson,  president,  and  Joseph  Wolff,  treas- 
urer of  the  Sonora  Phonograph  Sales  Co.,  New 
York.  Frank  J.  Coupe,  advertising  and  sales 
director  of  the  Sonora  Phonograph  Sales  Co., 
attended  the  convention  personally,  and  gave  a 
splendid  address  entitled  "Special  Sales  Helps 
for  Dealers."  John  Fullerton,  publisher  of  the 
Canadian  Music  Trade  Journal,  also  favored  the 
dealers  with  an  excellent  talk  under  the  head- 
ing of  "Music  in  the  Home."  The  opening  day 
came  to  a  close  after  the  party  had  visited  the 
Toronto  Industrial  Exposition. 

On  Wednesday  afternoon  the  dealers  heard 
several  practical  talks,  among  which  were  the 
following:  "Romance  of  Advertising,"  by  Mr. 
Solomon  and  Miss  Hansler,  of  the  Advertising 
Service  Co.,  Toronto;  "Repairing  and  Adjust- 
ing," by  Mr.  Farb,  superintendent,  Sonora  Pho- 
nograph Sales  Co.'s  factory;  "Retail  Merchan- 
dising of  Yesterday  and  To-day,"  H.  V.  Kautz- 
mann,  wholesale  representative,  I.  Montagnes  & 
Co.;  "Methods  of  Securing  and  Following  Up 
Prospects,"  H.  R.  Braid,  manager  Sonora  Retail 
Studios,  Toronto;  "How  Orders  Should  Be 
Placed,"  E.  H.  Van  Gelder,  I.  Montagnes  &  Co. 


Los  Angeles,  Cal.,  September  4. — The  Southern 
California  Hardwood  &  Mfg.  Co.,  of  this  city, 
has  been  achieving  splendid  success  with  its 
line  of  Hawthorne  phonographs.     The  company 


The  Southern  California  Hardwood  &  Mfg. 
Co.  occupies  the  largest  and  oldest  woodwork- 
ing plant  in  the  West;  this  plant  covering  eleven 
acres.      The   company  has  won  country-wide 


View  of  the  Plant  of  the  Southern  California  Hardwood  &  Mfg.  Co. 

has  placed  this  line  with  some  of  the  most  sue-  prominence  in  the  woodworking  field,  and  the 
cessful  dealers  on  the  Coast,  and  judging  from  success  of  the  Hawthorne  phonograph  is  a  trib- 
the  orders  on  hand  the  factory  will  be  obliged  ute  to  the  prestige  of  this  company  in  manufac- 
to  work  to  capacity  this  fall  to  fill  orders  booked.      turing  circles. 


On  Wednesday  evening  a  banquet  at  the 
King  Edward  Hotel  was  one  of  the  most  en- 
joyable events  of  the  convention,  and  every  deal- 
er present  expressed  his  appreciation  of  the 
splendid  program  which  had  been  prepared  for 
the  convention  and  evinced  keen  interest  in  the 
informal  addresses  at  the  banquet. 

On  Thursday  morning  the  dealers  attended 
demonstrations  of  the  Sonora  products  in  the 


warerooms  of  I.  Montagnes  &  Co.,  and  in  the 
afternoon  were  the  guests  of  the  company  at 
various  forms  of  entertainment.  The  conven- 
tion was  a  decided  success,  serving  to  indicate 
the  tremendous  popularity  of  the  Sonora  phono- 
graph in  Canada,  and  reflecting  the  spirit  of  co- 
operation which  exists  between  I.  Montagnes  & 
Co.  and  the  Sonora  dealers  throughout  the 
Dominion. 


TRIBUTE  TO  BRUNSWICK  PUBLICITY 


The  life-size  cardboard  cut-out  figure  of  the 
Brunswick  girl  has  attracted  attention  wherever 
shown.  In  Danielson,  Conn.,  it  has  attracted 
the  attention  of  the  daily  press.  The  Transcript, 
published  in  that  city,  comments  as  follows: 
"Chicago  has  become  famous  for  many  things, 


and  among  them  is  the  large  number  of  beauti- 
ful women  who  live  there.  One  of  these  West- 
ern beauties  is  on  a  visit  to  Danielson  and  all 
who  admire  real  perfection  of  face  and  figure 
should  see  her.  Her  name  is  Iona  Brunswick, 
and  she  is  visiting  at  99  Main  street,  where  she 
will  be  pleased  to  greet  and  entertain  all  who 
wish  to  make  her  acquaintance." 


ADD  TO  YOUR  FALL  PROFITS 


Style  70— Retail  $10.00 


Figure  the  profits  on  your  machines  and  then 
figure  how  much  more  could  be  added  if  an 
Eject-O-File  was  sold  at  the  same  time. 

Eject-O-Files  are  built  to  fit: 

COLUMBIA  Style  75 

VOCALION  Styles  F,  G,  H,  I,  J,  K,  and 

EDISON  Styles  C150  and  100. 

A  highly  efficient  record  filing  device  that 
produces  the  record  wanted  at  the  touch  of  a 
finger.    It  appeals  and  very  often  sells  itself. 


Retails  at  $10.  In  beautiful  oak  or  mahogany  finish.  Polished,  wax  or  dull  finish. 
Write  for  descriptive  circular  and  details  so  that  you  may  see  the  opportunities  this 

line  holds  for  you. 

EJECT-O-FILE  SALES  CO. 

216  W.  SARATOGA  STREET         -:-         -:-         BALTIMORE,  MD. 


100 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


Competition  can't  touch  the  Columbia  Dealer 
on  the  Non-Set  Stop!  It's  protected  by 
hundreds  of  claims— 


Columbia  Graphophone  Co. 

NEW  YORK 


PORTLAND'S  EXPANDING  POPULATION  STIMULATES  SALES 

Talking  Machine  Men  Enjoy  Full  Share  of  Increased  Buying  Power  During  Summer  Months — 
Delays  in  Shipments  Cause  Losses — New  Makes  of  Machines  Appear  in  the  Field 


Portland,  Ore.,  September  4. — Rarely  has  Port- 
land experienced  such  a  summer  as  that  just 
closing.  Business  in  all  lines  has  been  big  and 
the  talking  machine  departments  of  the  big 
music  stores  have  been  fairly  swamped  with 
orders  which  have  made  great  inroads  on  the 
stocks  of  machines  and  records.  Dealers  are 
all  wondering  where  they  will  possibly  get 
enough  stock  to  supply  the  fall  trade,  which  is 
starting  off  with  a  whoop,  and  there  is  hardly 
a  music  house  in  town  which  isn't  planning 
enlargements  of  space,  employed  force  and  stock 
to  get  ready  for  what  promises  to  be  the  big- 
gest fall  and  holiday  trade  the  Pacific  North- 
west has  ever  experienced. 

Recent  estimates  of  population  in  Portland 
are  350,000,  or  75  per  cent,  greater  than  the 
population  of  two  years  ago.  The  added  popu- 
lation has  been  brought  by  40,000-odd  ship- 
builders and  their  families,  who  are  spending 
freely  of  the  big  wages,  and  thousands  of  lum- 
ber and  mill  workers  who  are  in  the  same  con- 
dition of  financial  ease  as  are  the  shipbuilders. 
This  big  added  population  has  come  to  Port- 
land without  appreciably  increasing  the  num- 
ber of  business  houses,  and  as  a  result  the  talk- 
ing machine  dealers,  who  last  year  were  supply- 
ing 200,000  people,  are  now  being  called  on  to 
supply  a  much  greater  number  of  far  better 
paid  workers.  The  answer  is  business  beyond 
the  dreams  of  the  dealers,  who  find  only  two 
causes  for  worry — shortage  of  stock  and  scar- 
city of  competent  experienced  help. 

Business  has  been  exceptionally  good  in  the 
talking  machine  department  of  the  Wiley  B. 
Allen  Co.  Sales  in  August  ran  large  with  many 
C-250  Edisons  being  disposed  of  as  well  as  a 


large  number  of  Brunswicks  of  the  larger  pat- 
terns. A  shipment  of  Victrolas  was  received 
this  week  at  this  house  and  did  something  to 
ameliorate  a  severe  stock  shortage,  but  the 
house  still  falls  far  short  of  having  enough  Vic- 
trolas to  meet  the  demand,  in  spite  of  recent  big 
shipments.  Paul  B.  Norris,  manager  of  the 
Victrola  department,  sold  fourteen  machines  in 
one  day  right  off  the  floor,  and  he  says  the  call 
for  Victrolas  is  far  in  excess  of  the  supply. 
Sales  of  Brunswicks  have  been  a  big  feature  of 
this  house's  business,  the  recently  added  line 
supplementing  the  Victrolas,  Edisons  and 
Cowan  Classique,  in  all  of  which  lines  Wiley  B. 
Allen's  Portland  house  is  now  doing  a  splendid 
business.  Splendid  window  displays  have  been 
the  rule  at  this  house  for  the  last  month,  and 
Mr.  Norris  says  the  results  have  been  appre- 
ciable. 

Louis  T.  Older,  assistant  manager  of  the  Co- 
lumbia Graphophone  Co.,  says  his  house  could 
sell  ten  carloads  of  Columbia  machines  between 
now  and  Christmas  if  the  machines  could  only 
be  obtained  from  the  factory.  About  all  the 
records  obtainable,  too,  could  be  disposed  of, 
Mr.  Older  says.  So  insistent  has  been  the  call 
for  records  that  all  shipments  are  now  coming 
by  express.  "The  Columbia  has  increased  its 
business  100  per  cent,  over  that  of  a  year  ago," 
said  Mr.  Older.  "We  have  interested  dealers 
in  the  new  non-set  stop  machine  and  the  result 
has  been  a  lot  of  business." 

Sales  of  records  dropped  off  a  trifle  in  August, 
not  quite  reaching  the  July  mark  at  the  Colum- 
bia house,  owing  to  stocking  up  by  the  public 
in  July  in  preparation  for  the  advance  in  price 
which  had  been  advertised  for  August  1.  Sales 


/  Bring  Th  ose  Jobs  Out  of  Hiding  X 

The  value  of  your  "job  lots"  will  not  be  increased  by 
keeping  them  on  your  shelves. 

Bring  them  out  into  the  daylight.  Let  us  sell  them 
for  you. 

Wc  arc  in  the  market  to  buy  for  cash  every- 
thing in  Phonograph  parts,  accessories,  etc. 


Get  in  touch  with  us  at  once 


THE  PHONOGRAPH  CLEARING  HOUSE,  Inc 

51  EAST  42d  STREET,  NEW  YORK  CITY 


toward  the  end  of  August,  however,  picked  up 
remarkably  and  September  business  has  started 
off  in  such  fashion  that  the  previous  high-rec- 
ord month  of  July  will  probably  be  eclipsed. 

The  Columbia  house  received  a  carload  of  ma- 
chines the  first  week  in  September,  this  being 
the  first  substantial  shipment  in  six  months. 
Nearly  all  these  machines  have  already  been  dis- 
posed of.  He  reports  unfilled  orders  in  Port- 
land of  $15,000.  Stock  is  absolutely  exhausted 
in  many  types  of  machines. 

The  C.  F.  Johnson  Music  House  has  been 
having  a  big  run  of  business  in  its  talking  ma- 
chine department,  but  has  been  experiencing 
trouble  in  obtaining  Victor  machines.  The 
Cheney  phonograph  has  been  added  to  the  line 
carried  by  the  Johnson  house  and  the  Cowan 
Classique  has  also  been  put  in.  As  a  result  the 
Johnson  Music  House  has  been  able  to  meet 
c-alls  for  talking  machines,  but  has  been  forced 
to  turn  down  countless  orders  for  certain  makes 
and  switch  customers  to  other  models.  Robert 
Callahan,  manager  of  the  Victrola  department, 
with  the  assistance  of  Miss  Le.da  Hayes,  in 
charge  of  the  rec'ord  department,  has  been  busy 
taking  an  invoice  of  records  and  machines.  The 
G.  F.  Johnson  house  has  branched  out  and  now 
has  in  operation  a  store  at  Vancouver,  Wash., 
where  pianos  and  Victrolas  are  sold.  Without 
doubt  the  new  store  will  share  in  the  general 
prosperity  of  Vancouver,  where  6,000  troops  are 
stationed,  2,000  in  the  big  Government  cut-up 
plant,  and  where  thousands  of  workers  are  en- 
gaged in  the  shipyards. 

Bush  &  Lane  has  been  having  a  good  sale  of 
the  Sonora  portable  machine  and  the  demand 
for  this  instrument  is  constantly  increasing. 
An  attractive  display  of  these  nifty  little  instru- 
ments in  their  leather  cases  in  the  Bush  &  Lane 
windows  has  attracted  a  great  deal  of  atten- 
tion. James  Loder,  manager  of  the  Bush  & 
Lane  phonograph  department,  says  many  camp- 
ers and  automobile  parties  have  been  buying  the 
portable  Sonora  since  its  appearance  in  Port- 
land. A  number  of  dancing  clubs  have  also 
bought  them  and  they  are  carried  from  house 
to  house  of  different  club  members,  who  are 
well  satisfied  with  the  tone  of  the  small  but  per- 
fect phonograph.  Bush  &  Lane  has  been  feel- 
ing seriously  the  shortage  of  Victor  machines. 
Sales  during  August  have  been  large  in  the  rec- 
ord department,  Mr.  Loder  attributing  much  of 
the  success  of  this  department  to  the  addition 
of  Miss  Beatrice  Finzer  to  the  sales  and  office 
force. 

Business  in  the  talking  machine  department 
of  the  Meier  &  Frank  store  has  continued  very 
good.  W.  J.  Matney,  head  of  the  department, 
sold  $840  worth  of  instruments  in  one  day  and 
says  that  every  day  is  good  with  business  on 
the  whole  much  better  than  it  was  at  this  time 
last  year  and  collections  far  ahead  of  what 
they  have  ever  been. 

The  Stradivara  talking  machine  was  not  well 
known  to  the  public  of  Portland  until  the  recent 
opening  of  the  Sahlstrom  Corp.  L.  E.  Gilham, 
manager  of  the  company,  says  the  prospects  for 
business  in  September  are  better  than  any  month 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


101 


since  the  corporation  has  been  in  business — 
April.  Many  Stradivaras  are  being  sold,  and 
they  are  becoming  more  popular  as  the  Port- 
land public  is  becoming  acquainted  with  them. 

Graves  music  store  reports  an  excellent  talk- 
ing machine  business.  C.  A.  Norman,  of  the 
talking  machine  department,  reports  trouble  in 
obtaining  enough  popular  records  to  meet  the 
demand. 

C.  Guy  Wakefield,  of  the  Wakefield  Music 
House,  reports  the  sale  of  fifteen  Brunswick 
phonographs  in  the  last  month.  This  is  a  small 
store  whose  business  steadily  grows. 

Brunswicks  also  have  been  selling  well  at  the 
Soule  Bros.  Music  House,  where  there  is  a  fine 
stock  of  machines  on  hand. 

The  talking  machine  trade  has  had  quite  a 
number  of  changes  in  Portland  in  the  last 
month.  .Recent  additions  to  the  talking  machine 
department  of  the  G.  F.  Johnson  Music  House 
are  Miss  Gladys  Bozlie  and  Mrs.  J.  C.  Myers. 
Both  supplanted  men  who  had  been  taken  in 
the  draft  and  both  are  showing  the  value  of 
women  in  carrying  out  the  work  formerly  done 
by  men. 

L.  S.  Geer,  formerly  with  Calef  Bros,  branch 
store  at  Salem,  Ore.,  is  now  with  the  main 
store  in  Portland  and  is  very  much  interested  in 
the  sale  of  Pathe  phonographs  which  the  firm 
carries. 

J.  R.  Haight,  of  the  Columbia  Graphophone 
Co.,  is  now  managing  the  Dictaphone  depart- 
ment during  the  absence  of  L.  C.  Callahan,  who 
is  at  the  officers'  training  camp  at  the  Univer- 
sity of  Oregon  at  Eugene,  Ore. 

A  marriage  of  interest  to  the  trade  is  that 
of  Miss  Alma  Hardman,  formerly  with  the  pho- 
nograph department  of  the  G.  F.  Johnson  Music 
Co.,  of  Portland,  and  Howard  Van  Sweringen, 
of  Chicago,  who  was  formerly  with  the  Cable 
Company,  in  that  city. 

Another  woman  who  has  taken  a  position 
in  the  talking  machine  field  supplanting  a  man 
who  has  gone  to  the  war  is  Miss  Averil  Temple, 
who  has  joined  the  forces  of  the  Hyatt  Talking 
Machine  Co. 

L.  D.  Heater,  manager  of  the  Columbia 
Graphophone  Co.  branch,  is  on  a  vacation.  Mr. 
Heater  is  a  great  fisherman  and  can  catch  fish 
where  no  one  else  can  hook  any. 

The  assistant  auditor  of  the  Columbia  Grapho- 
phone Co.,  T.  A.  Laurie,  is  spending  two  weeks 
in  Portland  looking  after  the  business  interests 
of  his  firm. 

John  Monroe,  seventy-two  years  old,  who, 
when  a  resident  of  Portland  several  years  ago, 
made  records  that  went  to  all  parts  of  the 
United  States  and  to  foreign  countries,  was  a 
visitor  in  this  city  at  the  National  G.  A.  R.  en- 
campment. Mr.  Monroe's  home  is  at  Port- 
land, Me.  Back  in  1898  on  September  1  Mr. 
Monroe  gave  a  concert  in  the  Portland  Opera 
House  with  an  old  style  phonograph,  using  the 
records  he  himself  made,  taking  in  $400  in  one 
hour  and  forty  minutes. 

The  talking  machine  business  was  well  rep- 
resented in  the  B.  P.  O.  Elks  parade  in  Port- 
land August  28,  many  of  .the  talking  machine 
men  being  Elks. 

MAESTROLA  MAHOGANY  CABINET 
MACHINES,  SIZE  1Sx15x7^ 

Motor  worm  gear  plays  V/2 to3  teninch  records,  one  wind- 
ing.   Prices  $4.50  in   100  lots,  in  dozen  lots  $5.00  each, 
sample  machine  $5.50.    Cash  with  order. 


Steel  needles  and  phonograph  parts  selling  at  the  old 
prices  during  September  regardless  of  the  scarcity  of 
these  supplies.  Now  is  the  time  to  place  your  order.  Be 
wise  and  save  money. 


FULTON  TALKING  MACHINE  COMPANY 
640  Broadway  New  York  City,  N.  Y. 


LETTERS  "FROM  THE  FRONT" 

Roy  J.  Keith  Receives  a  Number  of  Interesting 
Letters  From  Former  Members  of  the  New 
York  Talking  Machine  Co.'s  Sales  Staff 

Roy  J.  Keith,  vice-president  and  general  man- 
ager of  the  New  York  Talking  Machine  Co., 
received  during  the  past  few  weeks  several  in- 
teresting letters  from  abroad,  written  by  the 
former  members  of  the  New  York  Talking  Ma- 
chine Co.'s  sales  staff.  These  boys  are  in  active 
service  on  the  Western  front,  and  their  letters 
reflect  the  spirit  of  enthusiasm  and  valor  which 
is  playing  such  an  important  part  in  the  mag- 
nificent offensive  of  the  Allies. 

One  of  the  most  interesting  letters  received 
by  Mr.  Keith  was  sent  by  W.  G.  Porter,  who 
was  recently  awarded  the  Croix  de  Guerre  for 
signal  bravery  under  fire.  In  addition,  Mr. 
Porter  has  just  been  made  a  top  sergeant,  and 
the  following  paragraph  from  his  letter  to  Mr. 
Keith  tells  how  this  happens: 

"We  had  a  bit  of  hard  work  and  luck  before 
entering  this  sector.  For  four  days  and  three 
nights  in  the  early  part  of  June  we  were  in 
the  lines  with  our  division  behind  Soissons  and 
it's  a  cinch  that  they  have  been  the  hardest  days 
of  my  young  life.  At  the  time  our  division  oc- 
cupied the  sector  the  fighting  was  fierce  and  the 
bombardments  more  intense  and  terrific  than 
I  had  ever  imagined.  Every  minute  of  the  time 
in  the  sector  every  man  of  us  was  on  the  job, 
with  no  sleep  and  very  little  to  eat.  To  work 
under  these  conditions  along  roads  that  old 
Fritz  peppered  with  his  big  boys  was  a  bit  hard 
on  the  nerves.  We  all  had  our  narrow  escapes 
but  everything  was  rosy  until  our  very  last 
morning  in  the  sector,  when  Fritz  came  over 
and  advanced  some  eight  kilometers.  There 
were  nine  of  us  covering  the  outposts  at  the 
time  and  four  of  us  got  through  and  the  other 
five  didn't;  two  of  the  boys  were  killed  and 
two  more  captured,  from  the  fifth  we  have  heard 
nothing,  but  we're  all  hoping  he,  too,  is  a 
prisoner.  One  of  the  captured  boys'  ill  fortune 
proved  to  be  my  good  fortune,  for  our  chief 
hopped  me  into  his  place  as  top  sergeant  of 
the  tribe,  which  pleased  me  no  little." 

Charles  Mason,  who  is  a  member  of  the  Am- 
bulance Corps,  also  somewhere  in  France,  left 
Camp  Green  in  this  country  some  five  weeks 
ago,  and  describing  his  trip  across  the  ocean, 
says  as  follows: 

"The  first  half  of  our  journey  across  the  big 
puddle  was  very  pleasant  and  in  fact  the  whole 
trip  was  pretty  good  with  the  exception  of  a 
few  times  when  the  boat  rolled  around  a  bit. 
It  was  decidedly  inconvenient  to  be  seasick,  so 
nearly  everyone  refrained.  Toward  the  end  of 
the  trip  the  monotony  was  relieved  by  a  little 
argument  with  a  submarine.  I  was  fortunate 
enough  to  see  the  whole  party,  which,  by  the 
way,  was  over  in  less  than  a  minute.  The  sub- 
marine will  be  very  peaceful  from  now  on." 

Corporal  Wm.  C.  Griffith,  formerly  assistant 
sales  manager  of  the  Chicago  Talking  Machine 
Co.,  who  is  now  at  Camp  Wheeler,  Ga.,  gives 
Mr.  Keith  an  interesting  account  of  conditions 
down  South,  and  a  paragraph  from  his  letter 
read  as  follows: 

"Thanks  a  lot  for  your  letter  and  particularly 
for  the  wonderful  sentiment  expressed  in  it. 
You  certainly  have  the  right  dope  on  this  war. 
Geo.  Ade  sums  up  the  whole  situation  when  he 
says  that  'Anyone  who  has  more  money  at  the 
close  of  the  war  than  before  it  started  auto- 
matically is  put  in  a  class  of  porchclimbers.'" 

Max  Gottlieb  left  New  York  four  months 
ago  and  is  now  at  La  Courtine,  France.  He 
writes  optimistically  and  seems  generally  pleased 
with  conditions  abroad.-  Some  of  his  comments 
are  as  follows: 

"I  have  received  just  one  Voice  of  the  Victor 
for  May  since  I  have  been  over  here  but  no 
World.  I  found  this  very  interesting  and  hope 
the  Victor  Co.  will  continue  sending  it. 

"We  expect  to  leave  this  place  shortlyi.and 
I  hope  it  is  to  give  us  a  chance  at  the  enemy. 
I  don't  think  it  would  be  very  healthy  for  them, 
as  our  boys  sure  did  hit  the  target.    Our  battery 


is  an  8-inch  howitzer  battery,  and  she  sure  does 
tear  some  'holes." 

Wilbur  Fox,  one  of  the  company's  packers, 
went  to  Camp  Upton  in  November,  1917,  as  a 
private,  being  appointed  a  corporal  one  month 
later.  Two  months  later  he  was  promoted  to 
the  post  of  sergeant,  which  position  he  held 
when  the  troops  left  for  France.  Word  has  just 
been  received  from  abroad  that  in  a  recent  en- 
gagement four  toes  were  shot  off  Mr.  Fox's 
right  foot,  and  he  distinguished  himself  for 
valor  and  leadership.  He  has  in  consequence 
been  appointed  a  second  lieutenant,  and  is  being 
sent  back  to  this  country  to  act  as  an  instructor. 

BECOMES  MANAGER  OF  DEPARTMENT 

E.  G.  Bryson,  who  .  was  formerly  connected 
with  the  New  York  offices  of  the  Brunswick- 
Balke-Collender  Co.,  has  joined  the  forces  of 
Koch  &  Co.,  New  York  department  store,  where 
he  has  been  made  manager  of  the  phonograph 
department  which  carries  the  Brunswick  line. 


Where  Dealers  May  Secure 

COLUMBIA 

Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Ga.,  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Graphophone  Co.,  16 

South  Howard  St. 
Boston,  Columbia  Graphophone  Co.,  137  Federal 

St. 

Buffalo,  N.  Y.,  Columbia  Graphophone  Co.,  737 
Main  St. 

Chicago,  111.,  Columbia  Graphophone  Co.,  14  N. 

Michigan  Are. 
Cincinnati,  O.,  Columbia  Graphophone  Co.,  427- 

429  W.  Fourth  Ave. 

Cleveland,  O.,  Columbia  Graphophone  Co.,  1378 
Euclid  Ave. 

Dallas,  Tex.,  Columbia  Graphophone  Co.,  1011 
Elm  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Place. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  401 

Woodward  Ave. 
Indianapolis.  Ind.,  Columbia  Graphophone  Co.. 

207-217  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

1027  McGee  St. 
Los  Angeles,  Cal.,  Columbia  Graphophone  Co., 

745  S.  Broadway. 
Minneapolis,  Minn.,  Columbia  Graphophone  Co., 

412-414  Nicollet  Ave. 
New  Haven,  Conn.,  Columbia  Graphophone  Co., 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphophone  Co., 

517-525  Canal  St.  • 
New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 

Omaha,  Neb.,  Schmoller  &  Mueller  Piano  Co. 
Philadelphia,  Pa.,  Columbia  Graphophone  Co., 

210  N.  Broad  St. 
Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Portland,  Me.,  Columbia  Graphophone  Co.,  43 

Exchange  St. 
Portland.  Ore.,  Columbia  Graphophone  Co.,  428- 

431  Washington  St. 
Salt    Lake   City,   Utah,   Columbia   Stores  Co., 

221  South  West  Temple. 
San  Francisco,  Cal.,  Columbia  Graphophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 
Spokane,    Wash.,    Columbia    Stores    Co.,  818 

Sprague  Ave. 
St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 

Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada ; 
Columbia   Graphophone    Co.,   64-56  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


102 


THE    TALKING    MACHINE  WORLD 


September  IS,  1918 


EXECUTIVE,  accountant  and  office  manager 
with  wide  experience  in  offices  of  manufactur- 
ers of  machines  and  records,  is  looking  for  suit- 
able connection.  (Draft  exempt.)  Highest  ref- 
erences. Address  "Box  No.  552,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

PURCHASING  AGENT,  thoroughly  experi- 
enced in  talking  machine  field  will  consider 
proposition  September  15.  Capable  and  efficient 
and  can  also  take  charge  of  phonograph  fac- 
tory or  assembling  plant.  Draft  exempt.  First- 
class  references.  Address  "Box  M,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

POSITION  WANTED — Assistant  manager  of  branch  of 
America's  largest  phonograph  supply  factory,  is  open  for 
executive  position.  Address  "Box  548,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York. 

REPAIRMAN  WANTED— Experienced  repairman  de- 
sired for  permanent  employment.  State  age  and  past  ex- 
perience. Brunswick-Balke-Collender  Co.,  94  Washington 
St.,  Boston,  Mass. 

POSITION  WANTED— City  salesman  or  department 
manager — by  man  of  twelve  years'  experience.  Best  refer- 
ences. State  particulars.  Address  "Box  549,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line. 

SALES  EXECUTIVE  of  high  caliber  with  a 
past  record  of  things  accomplished  and  who  has 
recently  placed  on  the  market  with  signal  suc- 
cess one  of  the  representative  talking  machine 
lines  in  the  trade  will  consider  new  connection. 
My  highly  specialized  services  will  be  of  par- 
ticular value  to  some  big  live  concern  ambitious 
to  become  or  continue  real  factors  in  the  talk- 
ing machine  field.  Address  "Box  554,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

CAN  PLACE  SALES  PERSONS— We  can 
place  a  number  of  local  phonograph  sales  per- 
sons in  towns  of  from  5,000  to  15,000.  Experi- 
enced in  phonograph  or  piano  sales  work,  com- 
pensated by  salary  and  commission.  Address 
"Box  545,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York. 

WANTED — Man  between  twenty-five  and 
forty  years  of  age  with  $5,000  to  invest  in  a 
corporation  operating  a  chain  of  Columbia 
Talking  Machine  stores.  Party  must  be  capable 
of  managing  a  branch  store.  Liberal  salary 
with  chance  for  advancement  to  right  party. 
Address  "Box  541,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

SALESMEN  WANTED— If  you  cover  the 
phonograph  trade  in  any  section  of  the  United 
States  and  are  interested  in  a  live  proposition, 
either  as  a  side  line  or  as  your  main  line,  we 
have  an  interesting  offer.  In  answering  state 
territory  now  covered.  Address  "Box  522," 
care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

WANTED — Several  wood  wall  cabinets  for 
Edison  cylinder  records,  horizontal  styles  pre- 
ferred, to  hold  from  750  to  5,000  records.  We 
can  use  several  sound-proof  booths,  must  be  in 
A-l  shape  and  reasonable  in  price.  Give  size  as 
well  as  finish  in  either  case.  Also  disc  record 
cabinets  for  Edison  stock  records.  Address 
"Box  546,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York. 

WANTED — Saleswoman,  records  and  phono- 
graphs, desires  position  as  department  head  or 
as  manager  of  branch  shop.  High  reference. 
Address  "Effective,"  care  The  Talking  Machine 
World,  Republic  Building,  Chicago,  111. 

WANTED — Knuckle  joints  used  to  convert 
Rex  tone  arms  for  playing  Victor  records.  State 
price.    Address  "Box  363,"  Salamanca,  N.  Y. 

SITUATION  WANTED— Record  expert  with 
twenty  years'  experience  wants  position  as  re- 
corder lateral  or  vertical.  Would  like  to  be- 
come associated  with  concern  desiring  to  manu- 
facture records.  Address  "Box  547,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

EXCEPTIONAL  TERRITORY  for  men 
handling  pianos  and  have  established  territory 
to  sell  our  line  of  phonographs  on  commission. 
American  Phonograph  Co.,  39  Fountain  Street, 
Grand  Rapids,  Mich. 

REPAIRS 


We  have  an  opening  for  one  or  two  good  salesmen. 
Salesmen  that  are  willing  to  work,  hustle  and  bring  re- 
sults. Prefer  man  who  will  work  on  commission.  Must 
come  well  recommended,  send  information  and  references 
in  first  letter.  Address  "Box  550,"  care  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York. 

FOR  SALE. — Thriving  business,  Columbia  Agency,  with 
full  line  of  records,  also  a  few  pianos.  Store  is  equipped 
with  demonstration  booths.  Ideal  location.  Will  sell  to 
purchaser  at  inventory.  Address  "Box  551,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

REPRESENTATIVE  exceptionally  well  known  on 
Pacific  Coast,  already  carrying  several  representative  lines, 
offers  representation  to  one  or  two  more  non-conflicting 
lines  in  that  territory.  Will  be  glad  to  consider  your  prop- 
osition. Address  "Box  553,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

SITUATION  WANTED— By  expert  with  eleven  years' 
experience  in  all  branches  phonograph  line,  making,  assem- 
bling.and  repairing.  Can  take  complete  charge  of  mechani- 
cal end.  Had  charge  of  some  of  large  concerns  in  the 
manufacturing  and  assembling  from  motor  to  complete 
machine.  Am  a  good  systematizer  and  organizer.  Address 
"A.  U.  1,"  care  The  Talking  Machine  World,  209  South 
State  St.,  Chicago,  111. 

SITUATION  WANTED— Who  can  use  a  high-class  man- 
ager, either  wholesale  or  retail,  capable  of  taking  exclusive, 
charge  and  producing  results?  Have  had  over  ten  years' 
experience,  willing  to  locate  anywhere.  Address  "Box  540," 
care  The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York.  

SITUATION  WANTED— Salesman  (35)  acquainted 
with  every  angle  of  the  business.  Phonographs,  records  and 
sundries.  Vigorous  result  getter  on  road.  Drawing  account 
against  commission.  Address  "Phonographs,"  22  East  125th 
St.,  New  York. 

POSITION  WANTED — Talking  machine  salesman,  five 
years'  experience.  Inside  position  large  city  preferred. 
Familiar  with  all  well  known  machines.  References.  Ad- 
dress "A.  P.  2,"  Talking  Machine  World,  209  So.  State  St., 
Chicago,  111. 

WANTED — Thoroughly  experienced,  aggressive  Edison, 
Victor  and  Columbia  manager  is  open  to  manage  depart- 
ment. Any  location.  Success  guaranteed.  Address  "J. 
L.  8,"  care  The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 

POSITION  WANTED — By  wholesale  phonograph  and 
piano  salesman.  Open  for  position  to  travel  east  of  Chi- 
cago. Held  last  position  2l/2  years.  Phonograph  position 
preferred.  Best  of  references.  Address  "Box  536,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Salesman  or  tuner.  Highest 
references.  Capable  branch  house  management  or  piano, 
talking  machine  or  musical  instrument  department.  Age  42. 
Salary  and  commission.  Address  "Box  537,"  care  The 
Talking  Machine  World,  373  Fourth  Avenue,  New  York. 

SITUATION  WANTED— By  an  experienced  talking  ma- 
chine man,  experience  of  ten  years,  Europe  and  United 
States.  Has  been  doing  work  for  some  large  manufactur- 
ing concern — live  salesman;  mechanic.  Address  Universal 
Talking  Machine  Co.,  5021  Baltimore  Ave.,  Philadelphia,  Pa. 


INCORPORATED 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 

TALKING  MACHINE  REPAIR 
AND  SALES  CORPORATION 

ANDREW  H.  DODIN,  President 

176  Sixth  Avenue  New  York 

TELEPHONE,  CHELSEA  8437 


The  Palace  Talking  Machine  Shop,  Inc.,  New 
York,  has  been  chartered  with  capital  stock 
of  $25,000  by  S.  Birns,  A.  Bendersky  and  M. 
Glossman. 


MAIN  SPRINGS 

AND  PHONOGRAPH  PARXS 

Steel  Needles  (100  in  envelope),  per  1,000  needles  0.65 

Sapphires,  for  Pathe  or  Edison,  each   0.25 

Genuine  Diamonds  for  Edison  Disc,  each   1.75 

MAIN  SPRINGS 

For  Edison  Motors,  size  llA",  each    $1.75 

For  Columbia  Motors,  size  I"x0.28xl0',  each   0.60 

For  Columbia  Motors,  size  %"x0.23x9^4',  each.  0.30 

For  Columbia  Motors,  size  ?4"x0.22x8J4',  each..  0.24 

For  Mermod  Motors,  size  %"x0.22x8',  each   0.35 

GOVERNOR  SPRINGS 

For  Columbia  Motors,  bent,  per  100   1.50 

For  Victor  Motors,  per  100   1.50 

THUMB   SCREWS    FOR   STYLUS  BARS 

For  Victor  Soundboxes,  per  100   1.50 

For  Columbia  Soundboxes,  per  100   1.50 

MICA  DIAPHRAGMS 

For  Victor  Soundboxes,  each   0.15 

For  Columbia  Soundboxes,  each.....   0.25 

For  all  standard  Soundboxes,  each   0.22 

NEEDLE  CUPS 

Needle  Cups,  nickel  plated,  per  100   2.00 

Covers  to  nickel  cups  for  used  needles,  per  100.  .  1.25 

Green  Felt  for  10"  turn-tables,  each   0.10 

Green  Felt  for  12"  turn-tables,  each   0.15 

FAVORITE  PHONOGRAPH  ACCESSORY  CO. 

1491  DeKalb  Avenue  Brooklyn.  N.  Y. 


FOR  SALE 

50,000  double  face  10  in.  and  12  in. 
records,  well  assorted. 

300  table  phonographs  with  covers,  15  x 
17x20  universal  soundbox. 

Suitable  for  special  sale  or  regular  line. 

For  particulars  address  P.  E.  Haessler, 
56  Bigelow  St.,  Newark,  N.  J. 


FOR  SALE 

A  balance  of  a  large  stock  5,000  Victor, 
Columbia  and  Emerson  records;  500  one- 
inch  main  springs  at  28c;  500  micas  for 
Columbia  sound  boxes  at  20c;  10  and  12 
inch  turn  tables,  10c  and  20c.  Complete 
large  covered  machines  18x20  at  $6.50,  14 
inches  high. 

A  large  assortment  of  motors,  parts, 
etc.,  for  Victor  and  Columbia  machines  to 
be  disposed  of  at  any  price  at 

144  LUDLOW  STREET,  NEW  YORK 

Tel.  6668  Orchard        Near  Rivington  St. 


WANTED 

Records  in  all  Languages,  Talking  Machines 
and  Accessories.    Spot  Cash  Paid 

Victoria  Record  Exchange,  2104  Third  Ave. 


Phone  7848  Harlem 


NEW  YORK  CITY 


UNICO  BOOTHS  WANTED 

WANTED  —  To  purchase  four  Unico 
booths  6x9.  What  have  you?  Price  must 
be  low — good  condition.  F.  O.  B.  your 
depot. 

BOX  605  MERIDIAN,  MISS. 


FOR  SALE 

Phonograph  Records,  lateral  cut,  10  and 
12  inch,  standard  make,  a  fine  assortment 
of  vocal  and  instrumental  selections. 

I.  DECKINGER 
3064  Albany-Crescent  Ave.       New  York 


SITUATION  WANTED— Salesman,  live  wire,  special  ex- 
perience in  foreign  records.  Knows  the  business  from  A 
to  Z.  Address.  Universal  Talking  Machine  Co.,  5021  Balti- 
more Ave.,  Philadelphia,  Pa. 

DEPARTMENT  MANAGER— Eight  years'  experience 
Victor,  Columbia  and  Vocalion.  Now  employed.  Will  be 
open  for  change  September  1.  Address  A.  U.  7,"  care 
The  Talking  Machine  World,  209  South  State  St.,  Chi- 
cago, III. 


The  Lorophone  talking  machine,  made  by  the 
Lorimer-Hicks  Mfg.  Co.,  of  Troy,  O.,  is  rep- 
resented in  Washington,  D.  C,  by  the  Helbig 
Piano  Co.,  Inc.  . 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  505  5th  Ave.,  N.  Y. 


September  15,  1918 


THE    TALKING    MACHINE  WORLD 


103 


2  GRESHAM  BUILDING,  BASINGHALL  STREET  E.  C,  LONDON,  W.  LIONEL  STURDY,  MANAGER. 


Business  Prospects  Despite  War  Conditions 
Are  Quite  Fair — Retailers,  of  Course,  Are 
Suffering  From  Stock  Shortage — The  Gramo- 
phone Association  Is  Doing  Good  Work — 
The  Bearing  of  the  Luxury  Tax  on  Gramo- 
phones— The  Influence  of  Music  on  the  War 
— Pathe  Freres  Issue  Interesting  Bulletin — 
Other  Record  Companies  Issue  Some  Striking 
Numbers — Introducing  the  "Academy"  Gramo- 
phone— News  Budget  of  the  Month  in  Detail 


London,  E.  C,  Eng.,  September  1. — With  the  ad- 
vent of  September,  traders  rightly  begin  to  look 
forward  to  what  is  regarded  as  the  commence- 
ment of  the  season.  During  the  war  period,  the 
line  of  demarcation  between  the  busy  season 
and  the  slack  time,  as  measured  in  pre-war  com- 
mercial periods,  is  somewhat  less  apparent, 
owing  perhaps  to  the  consistently  large  trade 
throughout  the  whole  year  with  the  military  and 
naval  forces.  Our  soldiers  and  sailors  recognize 
no  particular  period  as  the  gramophone  season, 
for  to  them  music  is  a  recreation  necessity  all 
the  time.  Inland  dealers  feel  the  beneficent  re- 
flex of  this  by  continuous  all-the-year-round  sales 
of  gramophones  and  records.  A  great  number 
of  parcels  are  dispatched  to  the  Front  every 
day  by  relatives  of  soldiers  and  sailors.  In  the 
coast  towns  live  dealers  naturally  experience 
an  excellent  trade,  especially  from  ports  of  de- 
parture where  last-minute  sales  are  the  rule.  It 
may  not  be  generally  known  that  whenever  an 
officer  gets  a  pass  for  Blighty,  it  is  a  breach  of 
an  unwritten  law  of  etiquette  to  return  without 
half-a-dozen  or  more  records  of  the  latest  songs 
or  items  from  leading  London  plays.  That  ac- 
counts for  quite  a  nice  trade,  and  it  is  a  byword 
that  the  fortunate  West  End  London  dealers 


enjoy  many  sales  of  a  substantial  nature  from 
this  source.  Be  that  as  it  may,  there  is  never- 
theless a  speeding  up  of  sales  among  the  general 
public.  The  clock  goes  back  at  the  end  of  Sep- 
tember, summer  time  is  o'er,  and  the  long,  dark 
evenings  then  set  in  with  a  suddenness  of  com- 
plete change.  The  average  gramophonist  turns 
to  his  instrument  with  a  reawakened  interest, 
looks  up  the  dealer  for  a  few  new  records,  and 
gradually  resumes  the  pleasurable  habit  of  reg- 
ular purchases.  Whatever  the  delight  of  open- 
air  music,  a  very  small  per  cent,  indulge  them- 
selves during  the  summer  months.  Very  seldom 
is  the  gramophone  taken  out  in  the  garden,  and 
as  during  the  fine  weather  the  user  is  very  sel- 
dom indoors,  it  is  certain  the  instrument  in  too 
many  instances  is  purely  a  winter  feature  of 
entertainment.  Hence,  the  sales  season,  as  we 
know  it,  is  for  the  masses  mainly  when  the  long 
dark  evenings  prevail. 

Of  the  business  prospect  much  could  be  writ- 
ten. The  times  are  peculiar;  there  are  many 
precedents  to  build  upon,  and  after  a  careful 
survey  of  all  the  circumstances  in  relation  to 
past  and  present  conditions,  I  am  assured  that 
there  is  no  prospect  of  undue  depression  for  the 
coming  season's  trade.  Owing  to  war  difficul- 
ties, too  apparent  to  mention,  but  which  may 
be  regarded  particularly  in  relation  to  the  scar- 
city of  labor,  I  am  personally  of  opinion  that  we 
shall  not  experience  anything  in  the  nature  of  a 
boom.  I  do  not  know  that  it  is,  or  could  be, 
expected.  There  can  be  no  doubt,  however,  that 
the  manufacturers  will  have  all  their  work  cut 
out  to  keep  pace  with  the  almost  certain  big 
demand  for  records.  The  supply  will  be  solely 
measured  by  the  labor  situation,  and  the  factory 
that  can  run  a  night  shift  must  regard  itself 


as  very  fortunate.  That  it  may  be  done  is  con- 
ceivably possible  for  short  periods,  but  the  cost 
must  be  out  of  all  proportion  to  the  sales-price. 
There  are  in  fact  so  many  things  to  consider 
that  it  would  be  futile  to  embark  upon  any  very 
definite  forecast  of  the  likely  action  of  manu- 
facturers. If  the}-  can  supply  the  goods,  the 
demand  can  be  left  to  the  dealers'  activity. 

On  the  instrument  side,  matters  are  not  so 
bright.  Outside  an  insignificant  quantity  of 
British-made  motors,  all  the  mechanism  is  im- 
ported. There  are  more  restrictions  on  imports 
this  year  than  last,  so  that  this  season  sales  must 
suffer  proportionately.  The  production  of 
gramophones  at  the  present  time  is,  one  might 
truly  say,  entirely  governed  by  the  motor  situ- 
ation, as  all  other  parts  are  by  no  means  so 
difficult  to  obtain.  If  there  be  an  impression 
that  the  machine  situation  is  fairly  easy,  it  must 
be  due  to  the  fact  that  during  the  past  few 
weeks  quantities  of  motors  have  been  held  in 
reserve  for  the  season's  trade.  The  best  pos- 
sible use  will  be  made  of  them  during  the  busy 
time  when  they  will  certainly  go  a  long  way  to 
ease  the  situation. 

Matters  are  somewhat  difficult  among  the  re- 
tailers. What  with  the  loss  of  valuable  em- 
ployes and  always  the  prospect  of  being 
"called,"  the  average  dealer  of  military  age  is  in 
a  quandary.  Not  feeling  free  to  put  ideas  and 
business  plans  into  effect,  his  interest  slackens, 
and  the  business  suffers  accordingly.  Whether 
or  not  this  state  of  things  will  seriously  affect 
the  trade  time  alone  will  determine,  though  in 
any  case  it  cannot  make  for  stability. 

The  Gramophone  Association  at  Work 

To  follow  all  the  activities  of  our  new  associa- 
(Continucd  on  page  104) 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world   as  the 

HALL-MARK  OF  QUALITY 


Branches 


Agencies 


'Hts  Master's  Voice" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK :  Skandinavlsk  Grammopboo-Aktl- 
eselskab,  Frlhavnen,  Copenhagen. 

FRANCE:  Cle.  Francalse  du  Gramophone.  115 
Boulevard  Richard  Lenoir,  Place  de  la  Repub- 
llque,  Paris. 

SPAIN:  CompaSla  del  Gramofono,  56-58  Balmes, 
Barcelona. 

SWEDEN:  Skandlnavlaka  Grammophon-Aktle- 
bolaget,  Drottulng  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg);  No.  1 
Solyanka,  Solyanol  Dror,  Moscow;  9,  GolOTinsky 
Prospect,  Tlflls;  Nowy-Swlat  80,  Warsaw;  83, 
Alexandrowskaya  Dlltsa,  Riga;  11  Mlchallorskaya 
Dlltsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd.,  139,  Bal- 
Uaghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain  : 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophonlum,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sods,  Post  Box  174, 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Mackay  Bros.  &  McMahon,  Post  Box  419, 
Durban;  Ivan  H.  Haarbnrger,  Post  Box  105, 
Bloemfonteln;  Franz  Moeller,  Post  Box  108,  Bast 
London;  B.  J.  Ewlns  &  Co.,  Post  Box  86,  Queena- 
town;  Handel  Honse,  Klmberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bay  ley  &  Co.,  Lourenzo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:  A.  Bossl  &  Co.,  Via  OreHcl  2,  Milan. 

EGYPT  (Also  for  the  Soudan,  Greece  and  the 
Ottoman  Empire):  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company.  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


104 


THE    TALKING   MACHINE  WORLD 


September  15,  ,1918 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  103) 


tion  is  a  real  pleasure  and  a  matter  of  valuable 
interest  to  all  members,  of  whom  the  total  is 
now, -well  over  a  hundred.  The  firms  enrolled 
comprise  the  cream  of  the  trade,  each  in  its  way 
out  to  exert  a  powerful  influence  for  the  com- 
mon good.  Much  useful  work  has  already  been 
done,  and  in  connection  therewith  we  are  con- 
vinced that  the  right  men  are  at  the  helm  to 
carry  through  successfully  that  to  which  they 
commit  themselves  after  a  full  and  very  thor- 
ough discussion  in  committee.  One  instance  of  • 
the  vigor  with  which  the  association  is  being 
conducted  is  the  preparation  of  a  petition  to  the 
Prime  Minister  urging  "the  absolute  prohibition 
of  import  from  enemy  countries  for  a  period  of 
five  years  after  the  war  of  any  musical  instru- 
ment goods  and  component  parts  thereof,  in- 
cluding gramophones,  mouth  organs  and  acces- 
sories." 

The  question  of  economic  treatment  will  un- 
doubtedly be  a  matter  for  the  peace  conference, 
and  will  necessarily  represent  an  important  sub- 
ject over  which  our  present  enemies  will  at- 
tempt to  bargain.  In  this  regard,  therefore,  and 
as  a  mirror  of  public  opinion,  the  petition  makes 
a  timely  appearance.  The  pledge  of  the  trade 
must  carry  a  big  influence  in  official  quarters, 
and  it  should  be  made  known  without  delay  that 
we  will  brook  never  again  the  underhanded  com- 
mercial methods  of  our  present  enemies.  In 
Russia  to-day  the  Germans  are  selling  British 
goods  under  well-known  British  names,  copied 
and  of  course  "made  in  Germany."  They  dare 
not  attempt  a  market  for  goods  in  their  own 
name,  so,  from  pre-war  British  samples,  the 
trickery  of  spurious  manufacture  is  adopted. 

The  first  Trade  Bulletin  issued  by  the  associ- 
ation has  made  its  appearance.  It  is  decidedly 
interesting  throughout,  the  following  notes 
being  typical  examples  of  its  valuable  contents: 

British  Music  Trades'  Industry  Committee. — 
A  concession  of  transatlantic  tonnage  was  re- 
ceived from  the  Board  of  Trade  Department  of 
Import  Restrictions,  and  this  is  allotted  by  the 
committee  to  the  trade,  allocation  being  made 
on  a  percentage  of  1915  imports.  The  commit- 
tee also  hold  a  grant  up  to  July  11,  1919,  of 
Swiss  tonnage  for  distribution  under  specified 
terms  of  reference. 

Gramophone  needles. — A  special  monthly 
grant  of  metal  has  been  received  from  the  Min- 
istry of  Munitions  for  needle  wire. 

Main  springs. — The  committee  has  also  ob- 
tained a  monthly  allowance  of  steel  for  the 
replacement  of  these  parts. 

Metals.- — After  negotiations  extending  over 
many  months  the  committee  received  from  the 
Ministry  of  Munitions  a  grant  of  metals  for  the 
industry.  This  grant  is  distributed  through  an 
independent  rationing  authority. 

French  Ministerial  Decision. — June  4,  1918, 
Article  11.  By  remission  of  the  regulations  of 
the  decree  of  December  21,  1914,  and  subsequent 
decrees,  products  and  articles  hereinafter  men- 
tioned may  be  exported  or  re-exported  without 


special  authorization  when  destined  to  be  for- 
warded to  England,  Belgium,  Italy,  or  to  extra- 
European  countries:  Cylinders,  discs,  and  rolls 
for  gramophones  and  phonographs. 

The  Luxury  Tax  and  Gramophones 

It  is  understood  that  the  Luxury  Tax  Com- 
mittee has  reached  an  agreement  as  to  its  final 
report  for  presentation  to  the  Cabinet.  The 
proposed  schedule  of  articles  which  it  is  recom- 
mended should  be  taxed  has  been  carefully  com- 
piled under  two  catagories,  i.  e.,  articles  subject 
to  taxation  whatever  the  price,  and  articles 
which  are  considered  luxuries  only  when  they 
exceed  a  given  figure.  Musical  instruments 
come  within  the  first  named  class,  the  duty  rate 
suggested  being  2d.  in  the  shilling.  Of  the  sec- 
ond list  it  has  been  left  to  the  government  to 
decide  whether  the  tax  shall  operate  on  the 
whole  price  of  the  article  or  begin  only  when 
the  luxury  limit  is  reached.  A  majority  of  the 
committee  favor  the  former  plan,  though  a  very 
substantial  minority  consider  the  tax  should 
only  be  imposed  on  the  luxury  margin. 

The  whole  case  will  be  thoroughly  threshed 
out  in  Parliament  when  it  reopens  in  October. 
There  is  very  strong  opposition  to  the  principle 
of  the  proposed  bill;  it  is  a  kind  of  legislation 
which  is  unfavorably  regarded  by  the  people, 
and  in  more  than  one  quarter  an  impression  pre- 
vails that  the  proposals  will  have  to  be  so  dras- 
tically amended  that  the  cabinet  may  even  deem 
it  advisable  to  drop  the  measure  altogether. 
Whatever  be  the  outcome,  the  bill  cannot  pass 
through  all  its  parliamentary  stages  and  be- 
come law  much  before  the  end  of  November, 
and  should  it  pass,  may  not  in  the  circum- 
stances become  operative  until  the  New  Year. 

There  is  no  suggestion  that  it  is  legislation 
designed  purely  for  the  suppression  of  trades 
which  happen  to  manufacture  articles  known  as 
luxuries.  This  is  certainly  not  the  Government's 
intention.  It  is  simply  a  war  measure  to  assist 
in  meeting  the  cost  of  national  expenditure. 
The  committee  has  decided  that  musical  instru- 
ments bought  by  the  people  are  luxuries,  so  that 
further  argument  on  that  ground  is  more  or  less 
useless,  even  were  one  so  inclined  to  indulge 
therein.  Accepting  the  fact,  it  just  means  that 
two  shilling  records  will  probably  cost  the 
buyer  sixpence  extra.  It  may  or  may  not  affect 
sales — personally,  I  do  not  think  it  will  beyond 
a  very  short  period,  but  given  that  it  does,  a 
little  propaganda  work  would  go  a  long  way  to 
minimize  the  first  effects  of  the  tax.  Put  in 
the  light  that  a  buyer  is  indulging  in  something 
that  he  can  reasonably  do  without;  tell  him  the 
extra  sixpence  is  for  buying  aeroplanes,  tanks, 
or  guns,  in  order  to  keep  inviolate  his  country; 
to  protect  his  home,  his  wife  and  little  ones 
from  the  horrors  suffered  by  thousands  of  Bel- 
gian, French,  and  other  nationalities — sure  that 
it  with  many  others  would  pass  like  a  flash  of 
lightning. 

The  proposal  has  been  made  in  these  columns 
that  the  Government  should  see  fit  to  exempt 


REX  GRAMOPHONE  CO. 

are  making  a  Specialty  of 

EXPORT 

in 

Horn,  Hornless  &  Portable  Disc  Machines 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2 

Cable  Address  "Lyrecodisc,  London"  Enquiries  Solicited 


from  taxation  records  and  gramophones  where 
it  can  be  clearly  shown  that  they  are  for  the 
sole  use  of  H.  M.  forces. 

The  Luxury  Tax  Committee's  Report 

Since  writing  the  foregoing  the  report  of  the 
Select  Committee,  appointed  to  consider  what 
articles  ought  to  be  classed  as  luxuries,  has  been 
published.  I  am  precluded  from  making  a  de- 
tailed examination  of  the  committee's  findings, 
owing  to  the  need  for  almost  immediate 
despatch  to  catch  the  next  mail,  but  in  my  next 
report  the  matter  can  be  more  fully  dealt  with. 
The  chief  points  of  interest  are  set  out  in  the 
following  paragraphs: 

The  schedule  of  the  proposed  taxable  articles 
has  been  based  upon  the  French  lists  which 
classify  articles  of  absolute  luxury  under  twenty- 
six  heads,  and  articles  with  a  price  limit  under 
seventy-seven  heads. 

Pianos,  other  than  upright,  player-pianos, 
gramophones,  phonographs  and  records,  musical 
boxes,  and  perforated  music  rolls,  it  is  suggested, 
should  be  taxed  whatever  their  price,  with  the 
exception  of  upright  pianos  below  a  £40  limit, 
harmoniums  below  £20,  violins  below  £7,  and 
all  other  musical  instruments  and  accessories 
not  specified  (as  above)  below  £1.  Whether 
the  tax  will  be  levied  upon  the  whole  cost  of 
the  latter  schedule,  or  only  upon  such  amounts 
above  the  price-limit  given,  has  yet  to  be  settled 
when  the  Bill  is  dealt  with  in  Parliament. 

Exemption  from  the  tax  is  suggested  for  mu- 
sical instruments  and  accessories  purchased  by, 
and  for,  the  use  of  students  of  music  at  any 
recognized  college  of  music,  or  similar  institu- 
tion. The  committee  are  of  opinion  that  in 
such  cases  exemption  should  be  confined  to 
those  who  are  studying  music  systematically, 
and  not  merely  as  amateurs,  for  amusement 
sake. 

It  is  a  matter  for  congratulation  that  the  com- 
mittee has  accepted  the  suggestion  put  forth  in 
these  columns,  and  submitted  also  by  the  offi- 
cials of  The  New  Gramophone  Association,  that 
all  musical  instruments  and  accessories  pur- 
chased by  properly  authorized  bodies  solely  for 
the  entertainment  of,  or  use  by,  the  forces  of 
the  Crown,  shall  be  totally  exempt  from  the  tax. 

As  to  the  method  of  its  collection  considerable 
diversity  of  opinion  exists,  some  favoring  the 
use  of  stamps  when  the  actual  sale  is  made; 
while  others  put  forward  the  alternative  sug- 
gestion of  opening  an  account  with  the  treas- 
ury, under  bond  to  make  periodical  settlements. 
All  such  proposals  emanating  from' outside  trade 


EDISON  BELL 


i CABLE 
"PHONOKINO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


September  15,  1918 


THE   TALKING   MACHINE  WORLD 


105 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  104) 


committees  have  been  embodied  in  the  report 
in  the  form  of  an  appendix. 

A  Fine  Budget  of  "Popular"  Records 

The  Sound  Recording  Co.,  makers  of  the 
"Popular"  record,  report  the  satisfactory  news 
of  an  early  opening  of  the  home  season's  trade, 
retail  and  wholesale  orders  having  already 
necessitated  a  considerable  speeding-up  of  out- 
put. The  company  have  been  busily  engaged 
during  the  past  week  or  so  in  recording  a  repre- 
sentative number  of  the  leading  song  hits,  many 
of  which  by  their  present  popularity  will  doubt- 
less reach  the  standard  required  for  presenta- 
tion at  the  Pantomimes. 

To  oversea  buyers  the  opportunity  presents 
itself  of  being  right  up-to-date  by  the  inclusion 
in  their  stock  of  these  forthcoming  Pantomime 
favorites,  and  to  this  end  the  time  to  investi- 
gate is  now.  Lists  and  trading  terms  may  be 
obtained  upon  direct  application  to  the  com- 
pany. 

The  Pathe  Freres  Bulletin 

The  American  custom  of  issuing  what  is  de- 
scribed here  as  a  house  organ  has  not  been  very 
much  developed  among  British  firms.  The  idea 
was  certainly  very  much  on  the  move  before  the 
war,  but  since,  owing  largely  to  the  scarcity  of 
paper  and  labor,  it  has  fallen  off  very  consider- 
ably. Nevertheless,  Messrs.  Pathe  Freres  have 
just  embarked  upon  the  issue  of  a  chatty  little 
sheet  which  goes  under  the  title  of  The  Pathe 
Freres  Bulletin.  Unlike  most  house  organs  that 
appeal  directly  to  the  firm's  dealers,  this  one 
is  more  of  a  private  character,  particular  to  the 
Pathe  staff.  It  contains  many  humorous  notes, 
is  brightly  conceived,  and  will  doubtless  be 
much  appreciated.  We  wish  it  all  the  success 
it  so  well  merits. 

Whilst  on  the  subject,  it  is  interesting  to  note 
that  this  firm  has  recently  issued  some  splen- 
didly recorded  band  and  orchestral  records  of 
the  leading  plays,  as,  for  instance,  "Bubbly," 
"Arlette,"  "The  Boy,"  "Yes,  Uncle,"  "Pamela," 
"The  Lilac  Domino,"  "The  Maid  of  the  Moun- 
tains," and  others.  These  records  mark  a  dis- 
tinct advance  upon  previous  instrumental  re- 
cordings; indeed,  they  may  be  characterized  as 
at  least  the  equal  to  any  similar  output,  being 
in  every  way  as  perfect  in  balance  or  ensemble, 
and  tonal  quality,  with  the  right  degree  of  vol- 
ume, as  the  most  captious  critic  could  wish  for. 

By  the  way,  I  am  glad  to  learn  that  Mr. 
Beckett,  the  genial  manager  of  the  company, 
who  has  been  very  seriously  ill  with  double 
pneumonia  and  its  attendant  complications,  is 
now  well  on  the  road  to  convalescence.  By  the 
time  these  lines  appear  it  is  hoped  he  will  again 
be  in  harness. 

The  "Academy"  Gramophone  Announced 

Described  as  a  new  type  of  musical  instru- 
ment, the  "Academy"  gramophone  makes  its 
bow  to  the  Irish  public  through  the  columns  of 
the  Belfast  and  other  newspapers.  Its  sponsor 
is  Thomas  Edens  Osborne,  who  usually  has 
something  new  to  put  before  the  great  Irish 


music-loving  public.  Put  up  in  oak  and  mahog- 
any cabinets,  the  Academy  is  of  the  hornless 
type,  is  equipped  with  cover  to  conceal  the 
motor,  which  is  of  double-spring  power,  silent 
and  true-running.  The  prices  are  based  upon  a 
competitive  standard,  and  the  Academy  is  a 
good  selling  line.  Belfast  trade  is  fairly  brisk, 
there  being  a  notable  increase  in  sales  as  the 
season  draws  nigh. 

Foreign  Patent  "Payments"  Disallowed 
It  is  announced  that  the  Board  of  Trade  have 
revoked  the  general  licenses  of  December  7, 
1915,  and  September  5,  1917,  under  which,  sub- 
ject to  certain  conditions,  the  payment  was  per- 
mitted of  fees,  etc.,  due  in  enemy  countries  in 
respect  of  the  grant,  registration,  or  renewal 
of  patents,  designs,  and  trade  marks,  and  also 
the  payment  in  the  Dominions  and  Allied  terri- 
tory on  behalf  of  enemies  of  similar  fees,  etc. 
All  such  payments  are  consequently  prohibited 
in  future. 

"His  Master's  Voice"  New  Instrument  List 

This  company's  dealers  are  in  receipt  of  a 
handy  little  folder  containing  a  complete  de- 
scription of  the  season's  "His  Master's  Voice" 
models,  comprising  horn,  hornless,  table  and 
cabinet  grand  instruments. 

All  in  the  Family! 

An  amusing  recording  experience  is  given  cur- 
rency in  "The  Voice,"  published  by  the  Gramo- 
phone Co.,  Ltd.:  "A  short  while  ago  the  record- 
ing department  had  an  appointment  to  try  the 
voice  of  an  Italian  artist.  The  day  of  the  ap- 
pointment arrived,  and  an  artist  came  at  the 
time  arranged.  His  attempt  at  singing,  how- 
ever, was  so  mediocre,  and  even  absurd — when 
we  were  expecting  a  fairly  good  Italian  singer — ■ 
that  the  artist  was  questioned  as  to  why  he  had 
come.  He  replied  that  the  appointment  was  not 
really  for  himself,  but  for  his  brother;  his 
brother  was  unfortunately  unable  to  come  and 
therefore  had  sent  him  instead!  The  artist  for 
whom  the  appointment  was  originally  intended 
again  wrote  for  an  audition,  but  we  decided  not 
to  grant  him  this  request,  as  we  feared  that  this 
time  he  might  send  his  father." 

The  Zonophone  No.  3  List 

In  connection  with  the  issue  of  the  latest  pro- 
gram of  records,  this  company  aptly  reminds 
dealers  that  there  is  no  necessity  to  ration  cus- 
tomers for  Zonophone  records  providing  a  suffi- 
cient quantity  of  each  title  is  ordered.  Cer- 
tainly there  is  no  lack  of  new  issues  from  which 
to  choose,  as  the  list  under  mention  itemizes 
no  less  than  sixteen  double-sided  ten-inch  rec- 
ords— thirty-two  titles,  all  up  to  date,  and  for 
which  the  cream  of  vocal  and  instrumental  tal- 
ent has  been  commandeered.  It  is  really  a  won- 
derful program,  both  in  choice  of  selections, 
which  are  of  a  varied  nature,  and  artists. 
How  It  Will  Be  Done— a  Warning! 

A  Milan  newspaper  has  gleaned  information 
of  a  confidential  German  circular  which  has  been 
prepared  in  the  interests  of  post-war  business. 
The  following  extract  is  tantamount  to  a  clear 


Soundboxes 

IF  you  are  after  a  genuine  offer  of 
soundboxes,  you'll  do  well  to 
communicate  with  us  immediately. 
We  have  tens  of  thousands  of  perfect 
soundboxes,  fitted  with  the  best 
quality  mica.  Confidently  recom- 
mended for  cheaper  machines,  ab- 
solutely reliable  and  give  excellent 
reproduction.  Price  to  clear 
$50  per  gross,  F.  O.  B.  London. 

Orders  for  less  than  gross  lots  not  accepted 


Wirt  "Knotaslepe,  London". 

W.H.Repolds  (1915)  Ltd. 

45,  City  Road,  London,  E.  C. 


Write  for  new  illustrated 
Complete  Catalogue 


recognition  on  the  part  of  our  present  enemies 
that  they  will  be  up  against  a  big  proposition 
when,  after  the  war,  they  hope  to  re-establish 
commercial  relationship  in  Allied  aad  neutral 
markets.  Forewarned  is  forearmed,  and  we  shall 
surely  be  fully  alive  to  the  methods  they  propose 
to  adopt.  How  they  proposed  to  resume  export 
trade  is  disclosed  by  the  extract  in  question: 
"It  would  be  wise  for  all  German  houses  having 
large  interests  abroad  to  employ  in  foreign 
countries  representatives  or  travelers  who  may 
be  able  to  successfully  pass  themselves  off  as 
French,  or  British,  or  American.  We  must  un- 
doubtedly be  prepared  to  face  a  considerable 
amount  of  personal  prejudice." 

Entertaining  Items  on  the  Winner  List 

A  varied  and  carefully  chosen  program  of 
titles  has  been  issued  for  July-August  by  the 
Winner  Record  Company.  Vocal  numbers  pre- 
dominate, but  a  representative  sprinkling  of 
band,  orchestral,  and  other  instrumental  selec- 
tions are  contributed  by  such  eminent  talent  as 
H.  M.  Irish  Guard  Band,  the  Royal  Court  Or- 
chestra, and  the  not  unattractive  Hawaiian  mel- 
odies by  Lady  Chetwynd  and  Lavaun.  The  great 
Revue  "star,"  Lee  White,  tops  the  vocal  bill  with 
record  3232,  "I've  Got  the  Sweetest  Girl  in 
Maryland"  and  "The  Island  of  By-and-By,"  two 
catchy  and  tuneful  ditties  which  are  very  popu- 
lar this  side. 

Two  good  songs  are  contributed  by  Norman 
Griffin,  a  leading  comedian  in  the  popular  "Yes, 
Uncle"  production.  Ernest  Rutterford,  exclu- 
sive to  Winners,  presents  some  wonderfully  fine 
concertina  solos,  and  "hits"  of  the  day  are  down 
to  the  credit  of  the  Elliotts  and  the  Two  Bobs; 
{Continued  on  page  106) 


GUARDSMAN  RECORDS 


REGISTERED 


TRADE  MARK 


10  inch  and  12  inch  Lateral  Cut 

We  can  ship  you  immediately,  any  quantity  of  Records : 

BANDS  ORCHESTRAS  INSTRUMENTAL  SOLOS  VOCAL 

WIDE  SELECTION  OF  CLASSICAL  AND  POPULAR  TITLES 

The  Latest  American  and  British  works  are  promptly  recorded  by  the  best 
artists  of  the  day. 

Get  a  trial  lot  at  once  (your  regular  orders  will  follow)  and  secure  yourself 
for  the  coming  season's  trade. 

Apply  for  Lists  and  Prices  to  INVICTA  RECORD  COMPANY,  Ltd. 

Cables:  Duarrab,  London  1  New  Inn  Yard,  London,  E.  C.,  England 


106 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


V' 


"POPULAR"  RECORDS 

LONDON'S  LEADING  VALUE!!! 


Double-Sided 
Superb  Needle  Cut 
"Lateral" 

"OUR  POINTS") 

SET  OUT  BELOW  ) 


Have  Attracted  Keen  Overseas  Houses 


from  SCANDINAVIA  to  PATAGONIA 
AND  THE  PRINCIPAL 
EAST  and  WEST  MARKETS  of  the  WORLD 


REMEMBER  You  Can  Have  CLOSE  QUOTATIONS 

For  5,000  Lots  and  up  Your  Selection  or  a  Sample 
1,000,  75%  "Bands  and  Orchestrals." 


Address:  SOUND  RECORDING  CO.,  Ltd. 

EXPORT  DEPT.,  18-19  Swallow  Street 

Piccadilly,  London,  England 


CABLES  "Grammavox" 
London 
QUOTATIONS  CABLED  FREE 


POINTS 

■»->-  Repertoire  Apprux  2,000  Titles 
m-*-  Superb  Selection,  Bands  and  Orchestrals 
m-*-  Lightning  Shipments  under  Government  Ex- 
port License 
*»->-  Packing  by  Experts 

Rock  Quotations  "Always" 
*»— >-  F.  O.  B.  London 

We  attend  to  all  Insurances  "if  Requested" 
to  Buyers  A/c 
m-*-  Our  Shipping  Services,  this  Side  FREE 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  105) 


also  Winner  exclusives.  The  cream  of  the  songs 
and  musical  items  from  two  recent  London  pro- 
ductions, "Yes,  Uncle"  and  "Bubbly,"  are  splen- 
didly recorded  by  the  Royal  Court  Orchestra  on 
records  3234  and  3238.  The  list  enumerates 
many  other  first-class  records  of  high  merit. 
Oversea  traders  are  invited  to  communicate  with 
the  Winner  Record  Co.,  London,  for  particulars 
of  trading,  etc. 

"The  Lilac  Domino"  Boom 

The  success  of  the  Columbia  series  of  "Lilac 
Domino"  records  by  the  original  artists  has  been 
so  phenomenal  that  one  is  tempted  to  wonder 
what  might  have  been  the  result  if  some  enter- 
prising company  had  recorded  the  original  per- 
formance of  the  Gilbert  and  Sullivan  Savoy  op- 
eras with  the  same  lavish  care  and  enterprise  as 
the  Columbia  Co.  have  shown  in  "The  Lilac 
Domino."  But  in  those  days  the  gramophone 
was  unknown.  The  analogy,  however,  is-a  very 
fair  one,  for  very  few  such  genuinely  musical 
works  as  "The  Lilac  Domino"  have  been  heard 
since  the  tuneful  days  of  the  Savoy  operas. 
Provincial  Workers'  Preference  for  Band  Music 

Few  people  in  the  South  of  England  are  aware 
of  the  hold  exercised  by  brass  band  music  upon 
the  people  in  the  north,  where  almost  every  fac- 
tory, mill  or  colliery  maintains  a  brass  band 
recruited  from  among  the  employes  themselves. 


Genuine  Period  Styles 

Authentic  adaptations  of  Adam,  Louis  XVI,  Sheraton 
and  Queen  Anne  periods,  harmonizing  perfectly  with 
the  styles  whose  names  they  bear,  are  a  feature  of  the 
case  work  on  the  Marvelous 

MAGNOLA  "Built  by  Tone  Specialists" 


\J  tKe  Music  Come  Out 


Give  us  the  Opportunity  to  tell  you  more  about  this 
and  other  sales-making  features  of  MAGNOLA  con- 
struction, by  sending  us  your  name  and  address. 

We  have  a  handsome  catalog,  illustrated  in  colors, 
that  tells  Magnola's  story — and  is  yours  for  the 
asking. 


MAGNOLA  TALKING  MACHINE  COMPANY 

0TT0  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


In  pre-war  times  large  sums  of  money  were 
spent  in  providing  prizes  and  trophies  for  con- 
tests, and  the  keenest  competition  was  rife  year 
by  year  to  decide  which  of  the  many  bands 
could  claim  pre-eminence.  A  unique  achieve- 
ment was  that  of  the  Wingates  Band,  the  mem- 
bers carrying  off  in  two  successive  years  the 
Crystal  Palace  Thousand  Guineas  National  Tro- 
phy and  the  Belle  Vue  Champion  Challenge  Cup. 
There  are  some  thirty  selections  by  Wingates 
Band  now  available  on  Regal  records  and  they 
are  generally  conceded  to  be  most  successful 
and  faithful  examples  of  brass  band  recording. 
"His  Master's  Voice"  Notes 

It  is  reported  in  "The  Voice"  that  on  one  day 
alone  during  the  recent  epidemic  of  influenza 
over  a  thousand  of  the  company's  employes 
were  absent  from  work. 

A  new  idea  for  local  publicity  is  disclosed  by 
the  announcement  that  a  very  effective  set  of 
colored  lantern  slides  has  been  prepared  by  the 
company  and  will  be  sent  upon  application  to 
their  dealers.  A  profitable  means  of  advertising 
in  local  music  halls  and  picture  palaces! 

Much  interest  and  pleasure  has  been  caused 
by  the  news  that  Miss  Olga  Haley,  whose  bril- 
liant career  since  her  debut  two  seasons  ago  has 
brought  her  into  the  front  rank,  is  now  under 
a  long  and  exclusive  contract  to  record  her 
golden  voice  only  on  "His  Master's  Voice"  rec- 
ords. The  company  will  publish  her  first  rec- 
ords this  month,  September. 

Steel  Plate  for  Parts  of  Gramophones 

A  provincial  firm  has  submitted  samples  of 
steel  plates  it  is  in  a  position  to  supply  without 
an  official  permit  certificate,  it  not  being  re- 
quired for  war  munitions  work.  It  can  be  rolled 
to  any  desired  gauge,  and  can  be\  supplied  in 
sizes  from  3  to  18  inches  in  width;  4  to  6  feet 
in  length.  This  plate  would  be  useful  for  turn- 
tables, gear  wheels,  motor  plates,  spring  box 
plates,  and  other  light  pressings.    Those  inter- 


ested should  write  the  London  office  of  this 
journal,  when  their  letters  will  be  forwarded  to 
the  right  quarter. 

Columbia  Descriptive  Records  of  Military  Life 

A  new  lease  of  life  has  been  given  to  a  very 
excellent  series  of  Columbia  records  through  the 
new  Military  Service  Act.  We  refer  to  those 
three  records  "On  Active  Service"  which  in  six 
sketches  takes  the  hearer  in  company  with  two 
typical  soldiers  through  scenes  of  army  life.  In 
light  vein  they  deal  respectively  with  incidents 
of  Leaving  for  the  Front,  In  the  Trenches,  The 
Night  Attack,  The  Big  Push,  "For  Valour,"  and 
Back  Home  in  Blighty.  Their  drama  and  com- 
edy are  so  well  blended  as  to  give  a  very  accu- 
rate series  of  snapshots,  as  it  were,  of  the  life 
of  a  man  with  the  colors,  and  have  been  abun- 
dantly popular  in  presenting  active  service 
scenes  to  those  at  home.  As  a  serial  story  on 
records,  the  set  is  a  complete  success,  and  it  is 
winning  wide  favor. 

Rationing  of  Timber 

By  the  Timber  Order  dated  July  16,  the  Board 
of  Trade  have  prepared  for  the  introduction  of 
a  rationing  scheme  of  imported  soft  wood  tim- 
ber which  will  commence  on  July  22.  A  schedule 
of  maximum  prices  for  imported  timber  will  be 
issued,  but  will  not  apply  to  existing  stocks, 
which  will  still  be  subject  to'  the  previous  regu- 
lations as  to  price.  Stocks  which  under  previous 
regulations  may  not  be  sold  at  prices  above 
those  ruling  at  January  31,  1917,  are  to  be  noti- 
fied to  the  Controller  of  Timber  Supplies  for  his 
decision  as  to  the  price  at  which  they  may  be 
sold.  The  permit  system  is  extended  to  home- 
grown converted  timber  on  lines  somewhat  sim- 
ilar to  those  which  have  for  over  a  year  applied 
to  imported  soft  wood.  Forms  of  application 
for  permits  and  full  particulars  may  be  had  on 
application  to  the  Controller  of  Timber  Sup- 
plies, Branch  2,  at  80  Newman  street,  Oxford 
.street,  London,  W.  I. 


TO  URGE  WORLD  TRADE  LAW 

Beaumont  Alexander  Will  Confer  With  Manu- 
facturers Abroad 


Dutch  capital  and  25  per  cent.  German  capital." 

Mr.  Alexander  has  considered  the  need  of 
some  such  law  for  a  long  time. 


Beaumont  Alexander,  president  of  the  Allied 
Industries  Corporation,  will  visit  European 
countries  soon  to  discuss  with  British  and 
French  manufacturers  and  merchants  the  possi- 
bility and  feasibility  of  enacting  in  all  allied  and 
neutral  countries  what  may  be  called  a  "Country 
of  Origin  Law."  Such  a  law  would  require  that 
all  goods  imported  into  the  countries  having  it 
in  force  be  stamped  with  the  land  of  their  origin, 
as,  for  instance,  "made  in  the  United  States  of 
America."  If  the  goods  are  made  in  one  country 
with  capital  coming  from  another,  Mr.  Alexan- 
der would  have  the  goods  stamped  in  this  fash- 
ion: "Made  in  Sweden  with  U.  S.  A.  capital,"  or 
"made  in  Switzerland  with  German  capital."  Or, 
to  cover  another  case,  he  would  have  the  goods 
stamped:  "Made  in  Holland  with  75  per  cent. 


SOME  INTERESTING  TESTIMONY 

The  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  recently  sent  out  a  letter  to  Pathe  dealers 
stating  as  follows: 

"In  a  recent  suit  of  the  American  Grapho- 
phone  Co.  (Columbia  Graphophone  Co.)  against 
the  Emerson  Phonograph  Co.,  an  interesting 
piece  of  testimony  relative  to  the  superiority 
of  Pathe  records  was  given  by  Professor  Frank 
L.  O.  Wadsworth,  appearing  as  expert  for  the 
Columbia  Co.,  as  follows:  'Pathe  records  were 
the  best  samples  of  recording  and  music  on  the 
market,  and  in  his  opinion  excelled  everything 
else  in  quality  and  that  he  could  not  testify 
conscientiously  otherwise,  although  he  could 
not  expect  in  any  way  to  profit  by  this  testi- 
mony.' " 


September  15,  1918  THE     TALKING     MACHINE  WORLD 


LATEST  PATENTS  RELATING  TO  TALKING 
MACHINES  AND  RECORDS 


Washington,  D.  C,  September  8.— Tone  Arm. 
— Zena  Ecklebarger,  Goshen,  Ind.  Patent  No. 
1,269,266. 

The  present  invention  pertains  to  reproducers 
for  use  in  sound-reproducing  machines  and  more 
particularly  to  the  tone  arm  of  reproducers  and 
means  for  moving  the  same. 

In  the  accompanying  drawings: 

Figure  1  is  a  side  elevation  of  a  tone  arm  em- 
bodying the  present  invention.  Fig.  2  is  a  de- 
tail vertical  section  of  the  same.  Fig.  3  is  a 
cross-section  on  line  3 — 3  of  Figs.  1  and  2.  Fig. 


4  is  a  detail  view  of  the  arm  section  5.  Fig.  5 
shows  the  arm  and  means  for  moving  the  same. 
Fig.  6  is  a  section  on  line  6 — 6  of  Fig.  5. 


Talking  Machine. — Harry  T.  Kingsbury  and 
Edward  J.  Kingsbury,  Keene,  N.  H.  Patent 
No.  1,269,089. 

This  invention  relates  to  improvements  in 
talking  machines.  One  object  is  to  provide  a 
miniature  talking  machine  in  which  the  horn  is 
supported  by  the  sound  box  and  in  which  the 
needle  holder  and  stylus  can  be  readily  re- 
moved and  also  providing  the  pivot  of  the  re- 
producer arm  as  the  stem  for  winding  the  spring 
motor. 

Figure  1  is  a  perspective  view  of  the  improved 
talking  machines;  Fig.  2  is  a  vertical  transverse 
sectional  view  of  Fig.  1;  Fig.  3  is  a  top  plan 
view  of  Fig.  1  showing  the  motor  and  other 
interior  working  parts  in  dotted  lines.  Fig.  4 
is  an  enlarged  side  elevation  of  the  attaching 
means  for  the  needle  holder  and  stylus;  Fig.  5 
is  an  enlarged  sectional  view  of  the  securing 
means  between  the  base  and  the  motor  housing; 
Fig.  6  is  a  perspective  view  of  the  governor  con- 
trol lever;  Fig.  7  is  a  perspective  view  of  the 


stop  mechanism  for  the  rotatable  record  sup- 
porting disc  or  table;  Fig.  8  is  a  vertical  sec- 
tional view  of  the  governor;  and  Fig.  9  is  a 
perspective  view  of  the  governor  showing  the 
several  parts  in  their  disassembled  relation. 


Sound  Record. — John  Fletcher,  Douglaston,  N. 
Y.,  assignor  to  Operaphone  Mfg.  Corp.,  New 
York.    Patent  No.  1,269,696. 

It  is  well  known  that  the  sound  records,  or 
talking  machine  records,  now  in  general  use, 
are  divided  into  two  types  or  classes  which  are 
known  respectively  as  the  "hill  and  dale"  or 
vertically  undulatory  type  and  the  "zig  zag" 
or  laterally  undulatory  type.  Records  of  the 
"hill  and  dale"  type  are  usually  provided  in  each 
case  with  an  undulatory  spiral  groove  of  un- 
even depth  forming  "hill  and  dale"  undulations 
corresponding  to  sound  waves,  and  records  of 
the  "zig.  zag"  type  are  usually  provided  in  each 
case  with  an  undulatory  spiral  groove  of  sub- 
stantially uniform  depth  forming  "zig  zag"  or 
lateral  undulations  corresponding  to  sound 
waves. 

In  the  usual  process  of  producing  commer- 
cial records  of  either  the  "hill  and  dale"  or  the 


"zig  zag"  type,  it  is  customary  to  first  form  a 
master  record  by  cutting  in  a  record  blank  of 
wax  or  other  comparatively  soft  wax-like  ma- 
terial a  suitable  spiral  groove  by  means  of  a 
suitable  cutting  tool  or  stylus  vibrated  by  and 
in  accordance  with  sound  waves.  A  matrix  or 
negative  is  then  made  from  the  master  record 
by  an  electrotyping  process  and  the  commer- 
cial records  are  then  formed  by  subjecting  nor- 
mally comparatively  hard  record  material,  ren- 
dered temporarily  plastic  by  heat,  to  the  action 
of  the  matrix  under  great  pressure,  and  then 
cooling  the  record  material  while  under  pres- 
sure. 

It  has  been  suggested  that  in  recording  "hill 
and  dale"  undulations  in  a  record  the  actual  re- 
sistance to  the  action  of  the  recording  stylus 
varies  with  the  depth  of  the  groove  being  cut 
whereas  in  recording  "zig  zag"  undulations 
there  is  no  variation  in  resistance  due  to  varia- 
tion in  depth  of  cut  as  the  depth  of  cut  is 
constant. 

It  has  also  been  suggested  that  in  reproduc- 
ing sound  from  a  "hill  and  dale"  record  the 
bottom  wall  of  the  record  groove  has  to  per- 
form not  only  the  function  of  supporting  the 
weight  of  the  sound  box  but  also  the  function 
of  vibrating  the  stylus  and  diaphragm  and  con- 
sequently is  subjected  to  greater  wear  and  must 
be  considerably  broader  than  the  bottom  of  a 
"zig  zag"  record  which  is  smooth  and  even 
and  has  to  perform  only  the  function  of  sup- 
porting the  sound  box. 

Moreover,  it  has  been  suggested  that  the  use 


of  a  wide  sound  groove  in  forming  a  record  is 
considered  to  be  objectionable  in  that  it  re- 
quires the  removal  or  displacement  of  a  rela- 
tively large  amount  of  material  from  the  wax 
master  record,  and  consequently  causes  a  con- 
siderable resistance  to  the  normal  action  of  the 
recording  stylus  during  the  recording  process; 
and  that  it  is  also  objectionable  in  that  it 
diminishes  the  number  of  words  or  the  amount 
of  sound  measured  in  time  which  may  be  re- 
corded upon  a  given  area  of  record. 

Prior  to  this  invention,  to  avoid  a  rapid  wear- 
ing away  of  undulatory  walls  of  "hill  and  dale" 
records  it  has  been  customary  to  provide  such 
records  with  much  broader  spiral  grooves  than 
are  usually  provided  in  records  of  the  "zig 
zag"  type  and  in  an  obvious  effort  to  economize 
space  as  much  as  possible  the  spiral  grooves 
of  such  "hill  and  dale"  records  have  been  so 
formed  that  the  successive  convolutions  of  the 
groove  "overlap"  or  meet  in  sharp  edges. 

This  invention  provides  a  "hill  and  dale" 
record,  having  an  extremely  narrow  undulatory 
groove,  which  may  be  used  successfully  in  co- 
operation with  an  ordinary  conically  pointed 
steel  needle  in  reproducing  sound,  and  which 
has  been  found  to  be  extremely  durable  in  use 
and  to  have  practically  all  of  the  advantages 
of  a  "zig  zag"  record. 

In  the  accompanying  drawings,  Figure  1  is 
a  greatly  enlarged  fragmentary  top  plan  view 
of  a  disc  sound  record  constructed  in  accord- 
ance with  this  invention;  Fig.  2  a  transverse  sec- 
tion of  the  same  on  line  2 — 2  of  Fig.  1;  Fig. 
3  a  longitudinal  section  of  the  same  on  line  3 — 3 
of  Fig.  1;  Fig.  4  a  fragmentary  top  plan  view 
of  an  old  form  of  "hill  and  dale"  sound  record, 
drawn  to  substantially  the  same  scale  as  Fig. 
1;  Fig.  5  a  transverse  section  on  line  5 — 5  of 
Fig.  5;  and  Fig.  6  a  longitudinal  section  on 
line  6 — 6  of  Fig.  4. 


107 


Sound  Box  for  Phonographs. — Charles  P. 
Trundy,  Boston,  Mass.    Patent  No.  1,269,659. 

The  present  invention  relates  to  an  improve- 
ment in  sound  boxes  for  phonographs. 

The  object  of  the  present  invention  is  to  re- 
organize and  improve  the  construction  of  sound 
boxes  for  phonographs  in  general  and  especial- 
ly in  the  direction  of  preventing  undesirable 
vibrations  from  being  transmitted  from  the 
needle  to  the  tone  arm.  To  the  above  ends  the 
present  invention  consists  of  the  sound  box. 

In  the  accompanying  drawings  -illustrating 
the  preferred  form  of  the  invention,  Figure  1 
is  a  front  elevation  of  the  sound  box;  Fig.  2 


Ftp.  J 


is  a  sectional  elevation,  taken  at  right  angles 
to  Fig.  1;  Fig.  3  is  a  plan  view  of  the  rubber 
disc,  and  Fig.  4  is  an  elevation  of  the  same. 

Sound  Box. — Charles  H.  Shaw,  Babylon,  N.  Y., 
assignor  to  the  Aeolian  Co.,  New  York.  Patent 
No.  1,269,965. 

The  present  invention  relates  to  improve- 
ments in  sound  boxes,  especially  to  means  for 
employing  a  wire  stylus  in  connection  there- 
with and  for  quickly  adjusting  it  at  will  to  play 
the  phonograph  record  with  any  desired  degree 
of  loudness  or  softness.  The  object  and  ad- 
vantages of  the  invention  will  be  apparent  to 
those  skilled  in  the  art  from  an  understanding 
of  the  following  description  in  connection  with 
the  drawings.  In  these,  Fig.  1  is  a  face  view 
of  a  sound  box  embod3ring  the  invention;  Fig. 
2  is  an  enlarged  detail  view  of  the  lower  por- 
tion of  Fig.  1,  shown  partly  in  vertical  section 


and  partly  in  elevation;  Fig.  3  is  a  sectional 
view  on  the  line  3 — 3  in  Fig.  2  looking  in  the  di- 
rection of  the  arrows;  Fig.  4  is  an  enlarged 
fragment  of  Fig.  2;  and  Fig.  5  is  a  horizontal 
section  on  the  line  5 — 5  in  Fig.  3  looking  in  the 
direction  of  the  arrows. 

Recording  and  Reproducing  Phonograph. — 
Ernest  A.  Ivatts,  Paris,  France,  assignor  to 
Compagnie  Generale  des  Etablissements  Pathe 
Freres,  same  place.    Patent  No.  1,269,607. 

This  invention  has  for  its  object  a  phono- 
graphic apparatus  more  particularly  intended 
for  postal  correspondence,  ordinary  letters  be- 
ing replaced  by  phonographic  discs  which  are 
recorded  and  sent  through  the  post  to  the  cor- 
respondent who  hears  upon  his  apparatus  the 
phonic  reproduction  of  the  correspondence  re- 
corded on  the  disc. 

In  view  of  the  special  purpose  for  which  it  is 
more  particularly  intended,  the  novel  apparatus 
is  constructed  in  such  a  manner  that  it  is  at 
once  possible  by  very  simple  means,  either  to 
record  for  dictating  a  letter,  or  to  reproduce 
the  sounds  recorded  for  the  purpose  of  reading 
over  that  which  has  been  dictated,  or  to  "read" 
the  letter-disc  received  through  the  post.  This 
result  is  obtained  without  the  employment  of 


108 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  107) 


any  complicated  mechanism  owing  to  the  fact 
that  no  nut  and  screw  mechanism  is  employed 
for  driving  the  recording  and  reproducing  dia- 
phragms, a  method  of  driving  already  known 
per  se  being  employed;  this  consists  in  provid- 
ing the  sound  arm  carrying  the  diaphragm  with 
a  guiding  point  which  moves  in  a  spiral  groove 
formed  upon  a  guide  plate  concentric  with  the 
disc  over  which  the  usual  stylus  of  the  record- 
ing or  reproducing  diaphragm  is  displaced. 

According  to  the  invention  the  apparatus 
comprises  two  independent  sound  arms  which 
respectively  carry  the  recording  sound  box  and 
the  reproducing  sound  box,  these  two  sound 
arms  being  guided  by  the  spiral  groove  of  one 


and  the  same  guide  plate.  This  combination 
of  two  sound  boxes,  one  for  recording  and  the 
other  for  reproducing,  with  a  single  guide  plate 
capable  of  displacing  both  of  them  with  their 
sound  arms  in  accordance  with  an  angular 
translatory  movement  for  producing  the  record 
and  the  reproduction,  has  great  advantages  as 
will  be  readily  understood,  because  it  allows  of 
obtaining  a  recording  and  reproducing  apparatus 
which  is  of  exceedingly  simple  construction  and 
is  very  compact  and  in  which  the  number  of 
elements  is  reduced  to  the  strict  minimum. 

The  novel  apparatus  is  also  characterized  by 
the  combination  with  the  two  sound  arms  car- 
rying the  recording  and  reproducing  sound 
boxes  and  the  single  guide  plate  the  spiral 
groove  of  which  controls  the  two  sound  arms 
of  a  special  phonic  disc  constituted  by  a  core 
of  cardboard,  paper  or  analogous  material  cov- 
ered on  its  two  faces  with  a  layer  of  wax  or 
suitable  composition  for  receiving  the  record. 
For  the  purposes  of  correspondence,  this  phonic 
disc  has  the  advantage  that  it  can  be  transmitted 
through  the  post  without  taking  special  precau- 
tions and  without  risk  of  damage  so  that  its 
employment  in  combination  with  the  device  de- 
scribed above  renders  it  possible  to  utilize  the 
apparatus  under  the  best  conditions  for  the 
special  object  in  view,  that  is  to  say  for  corre- 
spondence. 

Figure  1  is  a  plan  of  the  apparatus  showing 
the  position  of  the  parts  during  recording.  Fig. 


In  the  drawings  Figure  1  is  a  top  plan  view 
of  a  talking  machine  cabinet  partly  in  section, 
the  section  being  on  the  line  1 — 1  of  Fig.  2,  em- 
bodying the  invention;  Fig.  2  is  a  side  elevation 
partly  in  section,  the  section  being  taken  on 


2  shows  the  position  of  the  parts  during  repro- 
duction. Fig.  3  is  a  vertical  section  on  the  line 
A— A  in  Fig.  1.  Fig.  4  is  an  elevation  of  a 
sound  arm.  Fig.  S  is  a  vertical  section  thereof. 
Fig.  6  is  a  horizontal  section  thereof.  Fig.  7 
is  a  partial  vertical  section  on  the  line  B — B  in 
Fig.  9.  Fig.  8  is  a  perspective  view  of  the  case, 
containing  the  complete  apparatus  in  the  con- 
structional form  illustrated  by  way  of  example. 
Fig.  9  is  a  plan  view  with  the  lid  of  the  ap- 
paratus raised. 

Sound  Modifier  for  Talking  Machines. — Pin- 
cus  Farb,  Newark,  N.  J.,  assignor  to  the  Sonora 
Phonograph  Corp.,  New  York.  Patent  No. 
1,270,278. 

This  invention  relates  to  sound  modifiers  for 
talking  machines,  for  modifying  the  sound  be- 
tween the  tone  arm  and  the  horn  to  any  desired 
extent. 

The  object  of  the  invention  is  to  provide  a 
device  which  will  be  simple  and  effective  in 
operation,  not  likely  to  get  out  of  order,  and 
will  be  locked  in  the  desired  position. 


the  line  2 — 2  of  Fig.  1;  and  Fig.  3  is  a  detail 
sectional  view  on  the  line  3 — 3  of  Fig.  2. 

Phonograph  Neeedle. — Lewis  C.  Keen  and  John 
M.  Klevan,  Philadelphia,  Pa.  Patent  No.  1,- 
270,526. 

This  invention  relates  to  an  improved  phono- 
graph needle,  and  has  for  its  primary  object 
to  provide  a  double  pointed  needle,  which  is  of 
such  construction  that  the  harsh,  discordant 
scratching  noise  or  sound  incident  to  the  opera- 
tion of  the  phonograph  with  the  ordinary  com- 
mercial needle  now  in  general  use  will  be  elim- 
inated. 

And  it  is  another  object  of  the  invention  to 
provide  a  double  pointed  needle  of  great  wear 
resisting  quality,  having  a  central  cylindrical 
enlargement  constituting  a  stop  to  limit  the 
movement  of  either  end  of  the  needle  into  the 
holder  on  the  sound  box,  and  thus  prevent  pos- 
sible blunting  or  other  injury  to  the  needle 
point. 

It  is  a  further  general  object  of  the  invention 
to  provide  an  article  of  the  above  character 
which  will  be  very  serviceable  and  efficient  in 
practical  use,  requires  no  alterations  in  the  con- 


struction of  the  ordinary  needle  holder,  and  can 
be  manufactured  in  large  quantities  at  relatively 
small  cost. 

Figure  1  is  a  sectional  view  through  the 
needle  holder  of  a  sound  box  having  one  of  the 
improved  needles  secured  therein;  and  Fig.  2 
is  a  perspective  view  of  the  needle. 

Phonograph. — George  W.  Lorimer,  Piqua,  O. 
Patent  No.  1,270,534. 

This  invention  relates  to  improvements  in 
sound  conducting  horns  and  more  particularly 
to  phonograph  horns. 

The  object  of  the  invention  is  to  provide  a 
phonograph  horn,  the  walls  of  which  are  under 
stress  of  such  a  character  that  the  tone  of  the 
instrument  is  much  improved. 

A  more  specific  object  is  to  provide  a  phono- 
graph horn  of  non-collapsible  material,  the  wall 
at  one  end  of  which  is  maintained  under  con- 
stant tension. 

In  the  accompanying  drawings  is  illustrated 
one  embodiment  of  the  invention.  Other  em- 
bodiments, however,  may  be  devised. 

Figure  1  is  an  elevation  partly  in  section  of  a 


one  table  with  its  record  is  automatically 
brought  into  operation  at  the  time  that  another 
table  and  its  record  is  thrown  out  of  operation. 
The  present  invention  contemplates  a  plurality 
of  carrying  tables  coupled  one  with  the  other 
so  that  as  one  record  is  exhausted  its  table  is 
brought  to  a  state  of  rest  and  simultaneously 
another  record-carrying  table  is  automatically 
brought  into  action  so  that  its  record  may  be 
used  for  reproducing  purposes  and  while  be- 
ing so  used  a  new  record  may  be  placed  on  the 
other  table,  and  so  on  in  alternation,  and  thus 
making  it  possible  to  have  practically  a  con- 
tinuous reproduction  from  records  without  the 
annoyances  incident  to  temporary  cessation  of 
sound  reproduction.  The  present  invention  in 
its  practical  embodiment  comprises  a  plurality 
of  record  carrying  turntables,  each  constructed 
like  the  other,  and  one  coupled  to  the  other  so 
that  automatically  one  will  be  brought  to  a 
state  of  rest  while  the  other  is  put  in  motion, 
each  having  associated  with  it  a  grooved  drum 
calibrated  to  correspond  with  the  grooves  of 
the  records  and  having  a  trigger  co-operating 
with  the  drum  so  that  when  the  record  has 
reached  its  limit  of  reproduction  the  trigger  will 
set  parts  in  operation  to  stop  the  table  whose 
record  has  become  exhausted  and  simultaneous- 
ly set  in  motion  the  other  record  carrying  table 
whose  trigger  has  been  placed  in  position  on  its 
drum  for  action  in  manner  similar  to  the  trigger 
and  drum  of  the  other  table,  and  so  on  in  alter- 
nation from  one  table  to  the  other.  The  in- 
vention furthermore  contemplates  the  provision 
of  a  cushioning  device  which  will  absorb  the 
shocks  that  otherwise  might  tend  to  disengage 
or  shift  the  position  of  the  reproducing  needle 
in  relation  to  the  record  or  the  position  of  en- 
gagement of  the  trigger  with  the  calibrated 
drum.  It  furthermore  contemplates  a  variable 
coupling  between  the  record  reproducing  mecha- 
nism and  the  projector  of  a  motion  picture  de- 
vice so  that  the  travel  of  the  film  of  the  mo- 
tion picture  device  may  be  regulated  or  con- 
trolled to  bring  it  into  synchronism  with  the 
sound  reproducing  mechanism  should  the  syn- 
chronism between  the  two  devices  be  tempo- 
rarily disturbed. 

In  the'  accompanying  drawings  Figure  1  is  a 
plan  view  of  the  apparatus,  with  parts  in  hori- 
zontal section;  Fig.  2  is  a  side  elevation,  with 


phonograph  which  will  serve  to  illustrate  the 
improvement.  Fig.  2  is  a  side  elevation  thereof 
partly  in  section. 

Automatically-Acting  Multiple-Record  Sup- 
porting Table. — Lewis  R.  Gilbert,  New  York,  as- 
signor to  George  R.  Webb,  Baltimore,  Md.  Pat- 
ent No.  1,269,175. 

This  invention  relates  to  tables  for  support- 
ing sound  reproducing  records,  and  more  par- 
ticularly to  that  type  of  such  tables  in  which 


parts  in  vertical  section;  Fig.  3  is  a  cross  sec- 
tion through  the  drum  shaft  with  its  worm  gear 
in  full  lines;  Fig.  4  a  side  view,  and  Fig.  5  a 
plan  view  of  the  arm  carrying  the  sectional  nut 
for  the  screw  of  the  drum  shaft;  Fig.  6  a  front 
view  of  the  rock  shaft  arm;  Fig.  7  a  side  view, 
and  Fig.  8  a  plan  view  of  one  of  the  quill  lift- 
ing links;  Fig.  9  a  plan  view,  and  Fig.  10  a 
side  view  of  the  yoke  which  connects  the  two 
links;  Fig.  11a  side  view  of  the  cam-plate  that 
raises  and  lowers  the  sectional  nut  carrying 
arm;  Fig.  12  a  side  view  of  the  handle  for 
manipulating  the  cam-plate;  Fig.  13  a  side  view 
of  the  cover  for  the  cam-plate;  Fig.  14  a  plan 
view,  and  Fig.  15  a  side  view  of  the  trigger; 
Fig.  16  an  edge  view  and  Fig.  17  a  view  at 
right  angles  thereto,  of  the  trigger  needle;  Fig. 
18  a  perspective  of  a  portion  of  the  casing  of 
one  table  with  the  cam  sleeve  coupling  two  sec- 
tions of  the  projector  shaft  with  means  for 
shifting  the  sleeve  to  accelerate  or  retard  the 
film  of  the  projector. 


September  IS,  1918 


THE    TALKING    MACHINE  WORLD 


109 


RECORD  BULLETINS  FOR  OCTOBER,  1918 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 

18492  Good-bye  Alexander,  Good-bye  Honey  Boy, 

Marion  Harris 
When  Uncle  Joe  Steps  Into  France, 

Collins  and  Harlan 

18493  When  You  Sang  "Husb-a-bye  Baby"  to  Me, 

Sterling  Trio 

Mammy's  Chocolate  Soldier  Marion  Harris 

18494  For  Your  Boy  and  My  Boy  Peerless  Quartet 

When  You  Come  Back, 

Raymond  Dixon  and  Orpheus  Quartet 

18495  The  Yanks  Are  At  It  Again. .  .American  Quartet 
When  I  Get  Back  to  My  American  Blighty, 

Arthur  Fields 

18496  I'm  Always  Chasing  Rainbows.  .Charles  Harrison 
I  Miss  That  Mississippi  Miss  That  Misses  Me, 

Sterling  Trio 

DANCE  RECORDS 
18476  When  Aunt  Dinah's  Daughter  Hannah  Bangs  on 

That  Piano — One-step  Six  Brown  Brothers 

Chasing  the  Chickens — Fox-trot, 

Six  Brown  Brothers 
35676  Oriental — Fox-trot.  Joseph  C.  Smith's  Orchestra 

Dodola — Waltz  Joseph  C.  Smith's  Orchestra 

VOCAL  AND  INSTRUMENTAL  RECORDS 

45154  A  Khaki  Lad  Reinald  Werrenrath 

I  Want  to  Go  Back  to  "Blighty," 

Reinald  Werrenrath 

55094  A  Dream  of  Love  (Liszt), 

Victor  Herbert  s  Orchestra 
Madame  Butterfly — Fantasie, 

Victor  Herbert's  Orchestra 
18498  National  Emblem  March, 

United  States  Marine  Band 

"Lights  Out"  March  Arthur  Pryor's  Band 

RED  SEAL  RECORDS 
Frances  Alda,  Soprano 

64781  Laddie  in  Khaki  Ivor  Novello 

Enrico  Caruso,  Tenor— Giuseppe  De  Luca,  Baritone 
In  Italian 

89087  Force  of  Destiny — -In  segreto  fu  dungue  violato? 

(Is  My  Secret  Then  Betrayed?)  Verdi 

Alma  Gluck,  Soprano — Efrem  Zimbalist,  Violinist 
88593  The  Lost  Chord... A.  A.  Proctor-Arthur  Sullivan 

John  McCormack,  Tenor 
64787  Love's  Garden  of  Roses, 

Ruth  Rutherford-Haydn  Wood 
Jascha  Heifetz,  Violinist 
(Pianoforte  by  Andre  Benoist) 
74570  La  Ronde  des  Lutins  (Dance  of  the  Goblins), 

A.  Bazzin 

Ernestine  Schumann-Heink,  Contralto 
87295  When  the  Boys  Come  Home, 

John  Hay-Oley  Speaks 


10 


COLUMBIA  GRAPHOPHONE  CO. 

A2608  Ever   of   Thee  I'm   Fondly   Dreaming  (Hall). 
Mezza  soprano  solo,  orch.  accomp., 

Barbara  Maurel  10 
Long,  Long  Ago  (Bayly).    Mezza  soprano  solo, 

orch.  accomp  Barbara  Maurel  10 

49443  Bonnie   Sweet   Bessie    (The   Maid   o'  Dundee) 
(Gilbert).     Soprano  solo,  orch.  accomp. 

Hulda  Lashanska  12 
A2603  Lullaby  (Brahms).    Orch.  accomp. 

Edna  White  Trumpet  Quartet  10 
The  Old  Refrain  (Kreisler).    Orch.  accomp., 

Edna  White  Trumpet  Quartet  10 
49452  Hamlet.     Brindisi    (Drinking  song)  (Thomas). 

Baritone  solo  George  Baklanoff  12 

A2590  Climb  Up!  Ye  Chillun!  Climb!  (Kent).  Baritone 
and  male  quartet,  orch.  accomp., 

Harry  C.  Browne  and  Peerless  Quartet  10 
Carve  Dat  Possum  (Lucas).    Baritone  and  male 
quartet,  orch.  accomp., 

Harry  C.  Browne  and  Peerless  Quartet  10 
A6059  Darling  Nelly   Gray    (Hanby).     Soprano  solo, 

orch.  accomp  Lucy  Gates  12 

My  Old  Kentucky  Home  (Foster).  Soprano  and 
male  quartet,  orch.  accomp., 

Lucy  Gates  and  Columbia  Stellar  Quartet  12 
A2605  Songs  of  Your  Childhood  Days.    Part  1.  Intro. 

(1)  "Daisy  Bell"  (Dacre).  (2)  "Because" 
(Bowers).  (3)  "When  You  Were  Sweet  Six- 
teen" (Thornton).  Unaccomp., 

Signor  Hurdi  Gurdi  Street  Piano  10 
Songs  of  Your  Childhood  Days.    Part  2.  Intro. 

(1)  "Just  as  the  Sun  Went  Down"  (Udall). 

(2)  "Mid  the  Green  Fields  of  Virginia"  (Har- 
ris). (3)  "On  the  Banks  of  the  Wabash  Far 
Away"  (Dresser).  Unaccomp., 

Signor  Hurdi  Gurdi  Street  Piano  10 
FIFE,  DRUM  AND  BUGLE  CORPS  RECORD 
A2592  On  to  Victory  March.  Part  1.  Intro.  (1)  "The 
Campbells  Are  Coming"  (2)  "When  Johnny 
Comes  Marching  Home  Again."  (3)  "I'm  Cap- 
tain Jinks  of  the  Horse  Marines."  (4)  "Oh 
Carry  Me  Back."  (5)  "Coming  Through  the 
Rye.      (Arr.    and    compiled    by    Charles  A. 

Prince)  Fife,  Drum  and  Bugle  Corps  10 

On  to  Victory  March.  Part  2.  Intro.  (1)  "The 
Girl  I  Left  Behind  Me."  (2)  "Dixie."  (3) 
"Blue  Bells  of  Scotland."  (4)  "Rally  'Round 
the  Flag."    (Arr.  and  compiled  by  Charles  A. 

Prince)  Fife,  Drum  and  Bugle  Corps  10 

A2591  Sweet     Genevieve     (Tucker).       Male  voices, 

unaccomp  Columbia  Stellar  Quartet  10 

You're  the  Flower  of  My  Heart,  Sweet  Adeline 
(Armstrong).    Male  voices,  unacoomp., 

Columbia  Stellar  Quartet  10 
A6060  (a)  Country  Gardens  (b)  Shepherd's  Hey  (Eng- 
lish Morris  dances)     (Set  by  Percy  Grainger). 

Piano  solo  Percy  Grainger  12 

Prelude  in  a  Flat— (No.  17,  Op.  18)  (Chopin). 

Piano  solo  Percy  Grainger  12 

A2593  Manzanillo  (Mexican  Dance)  (Robyn), 

Prince's  Orchestra  10 
Shadows  on  the  Water  (Loumey), 

Prince's  Orchestra  10 
A6063  In  Venice  (Sellars).   Orchestra  with  male  voices, 

Gatty   Sellars  at  the  organ  12 

Heart  Throbs  (Arnold)  Prince's  Orchestra  12 

A2589  Abide   With    Me    (Monk).     Tenor   solo,  orch. 

accomp  Henry  Burr  10 

What  a  Friend  We  Have  in  Jesus  (C.  C.  Con- 
verse).    Tenor   solo,   orch.  accomp., 

Henry  Burr  10 

DANCE  RECORDS 
A2596  Good-Bye   Alexander    (Creamer   and  Layton). 

Medley  one-step.    Intro.  "Oh  Frenchy."  (Con- 
rad), 

Wilber  C.  Sweatman's  Original  Jazz  Band  10 
The  Darktown  Strutters'  Ball  (Shelton  Brooks). 
Medley  fox-trot     Intro.  "I'm  Sorry  I  Made 
You  Cry"  (Clesi), 

Wilber  C.  Sweatman's  Original  Jazz  Band  10 
A2595  Mickey  (Williams  and  Moret).    Medley  fox-trot. 
Intro.  "Down  in  Hindustan"  (Smith), 

Earl  Fuller's  Rector  Novelty  Orchestra  10 


10 


12 


Here  Comes  America  (Glogau).  Medley  one- 
step.  Intro.  "Send  Me  Away  With  a  Smile" 
(Piantadosi), 

Earl  Fuller's  Rector  Novelty  Orchestra 
A6061  Maytime.     Medley  -  waltz.     Intro.    (1)  "Sweet- 
heart."    (2) .  "The  Road  to   Paradise."  (3) 
"Selling  Gowns"   (S.  Romberg), 

Jazarimba  Orchestra 
The  Rainbow  Girl.    Medley  Waltz.    Intro.  (1) 
"Loves  Ever  New."     (2)  "My  Rainbow  Girl." 
(3)  "In  a  Month  or  Two"  (L.  Hirsch), 

Jazarimba  Orchestra 
A6062  While  the  Incense  Is  Burning  (Walter  Smith). 

Medley  fox-trot.  Intro.  (1)  "I'll  Take  Cali- 
fornia for  Mine"  (Billy  Frawley).  (2)  "In 
Dear  Old   Sunny   Spain"   (Jos.   E.  Howard). 

Violin  and  piano  duet  Jockers  Brothers 

Tres  Bien    (Very  Good)    (Marvel).  One-step. 

Violin  and  piano  duet  Jockers  Brothers 

A6064  I'm  Always  Chasing  Rainbows.  Medley  fox- 
trot. Intro.  (1)  "Typical  Topical  Tunes."  (2) 
"A  Kiss  for  Cinderella"  (from  "Oh!  Look") 
(Carroll).  Under  the  supervision  of  G.  Hep- 
burn Wilson  Prince's  Band 

Oh!  Frenchy  (Conrad).  Medley  one-step.  Intro. 
(1)  "Good-bye  Alexander"  (Creamer  and  Lay- 
ton).  (2)  "After  You've  Gone"  (Creamer  and 
Layton).  Under  the  supervision  of  G.  Hep- 
burn Wilson  Prince's  Band 

POPULAR  HITS 
A2588  In  the  Good  Old  Irish  Way  (H.  Von  Tilzer). 
Baritone  and  Tenor  duet,  orch.  accomp., 

Van  and  Schenck 
My  Marie  (Van  and  Schenck).     Baritone  and 
Tenor  duet,  orch.  accomp.. .  .Van  and  Schenck 
A2587  Bobbie  the  Bomber   (McCarron  and  Morgan). 
Character  Song,  orch.  accomp., 

Byron  G.  Harlan 
What  Yankee  Doodle  Says  He'll  Do,  He'll  Do 
(Harriman).    Male  voices,  orch.  accomp., 

Peerless  Quartet 

A2597    Cheer  Up  Father,  Cheer  Up  Mother  (Paley). 

Male  voices,  orch.  accomp  Peerless  Quartet 

Bring  Me  a  Letter  From  My  Old  Home  Town 
(Anderson).    Tenor  solo,  orch.  accomp., 

Charles  Harrison 

A2601  It's  a  Long  Way  to  Dear  Old  Broadway 
(Breuer).    Tenor  solo,  orch.  accomp., 

Irving  Kaufman  10 
The   Last   Long   Mile    (from    "Toot!  Tootl") 
(Breitenfeld).     Baritone   and    male  quartet, 
orch.  accomp., 

Arthur  Fields  and  Peerless  Quartet 
A2607  When  the  Sun  Goes  Down  in  Flanders  (A.  Von 
Tilzer).    Tenor  solo,  orch.  accomp. 

Hugh  Donovan 

Girls   of    France    (Bryan,    Leslie  and  Ruby). 

Tenor  solo,  orch.  accomp  Hugh  Donovan 

A2599  When  Uncle  Joe  Steps  Into  France  (Winkler). 
Character  song,  orch.  accomp., 

Collins  and  Harlan 
Good-bye     Alexander     (Good-bye  Honey-Boy) 
(Creamer  and  Layton).    Character  duet,  orch. 

accomp  Farber  Sisters 

A2598  A  Rainbow  From  the  U.  S.  A.  (from  "Lambs 
Gambol  1918"  (Wenrich).  Tenor  and  male 
quartet,  orch.  accomp., 

Henry  Burr  and  Peerless  Quartet  10 
France,  We  Have  Not  Forgotten  You  (Anger). 

Tenor  solo,  orch.  accomp  Henry  Burr  10 

A2600  Keep  Your  Head  Down  "Fritzie  Boy"  (Lieut. 

Rice  and  Morgan).    Baritone  and  male  quartet, 
orch.  accomp., 

Arthur  Fields  and  Peerless  Quartet  10 
Oh!  You  La!  La!  (Tush).    Character  song,  orch. 

accomp  Harry   Fox  10 

A2602  Do  Your  Little  Bitty-Bit  (Right  Now)  (Braham). 

Male  voices,  orch.  accomp  Peerless  Quartet  -10 

The  Beast  of  Berlin  (We're  Going  to  Get  Him) 
(Calhoun).     Baritone  solo,  orch.  accomp., 

Arthur  Hall 

A2604  I  Wish  I  Had  Someone  to  Say  Good-bye  To 
(Mohr).    Tenor  solo,  orch.  accomp., 

Henry  Burr 

Good-bye  Mother  Machree  (Ball).    Tenor  solo, 

orch.  accomp  Henry  Burr 

NOVELTY  HARMONICA  SOLOS 
A2594  The  Jolly    Lumber   Jack    (March)  (Wagner). 

Harmonica  solo,  orch.  accomp..  .Arthur  Turelly 
Toreador  March  (Unknown).    Harmonica  solo, 

orch.  accomp  Arthur  Turellv 

FOREIGN  LANGUAGE  GEMS  AND  NOVELTY 
RECORDS 

E2922  Puppchen  Circus  organ 

Shadow  Waltz  Circus  organ 

CHILDREN'S  RECORDS 
Music  of  the  Birds 

A3016  Song  of  the  Wood-Bird.    Whistling  solo  

Birds  in  Springtime.    Piccolo  duet   10 

A 1738  Birds  and  the  Brook  (Stultz).  Descriptive, 

Prince's  Orchestra 
Spring  Blossoms  (Capone) .  . .  .Prince's  Orchestra 
A1767  Birds  of  Spring.    Mazurka.  .  .Prince's  Orchestra 

Canzonetta  (D'Ambrosio)  Prince's  Orchestra 

A2251  Simplicity   (Lee).  Whistling, 

Sybil  Sanderson  Fagan 
L'Ardita  (Magnetic  Waltz)  (Arditi).  Whistling, 
Sybil  Sanderson  Fagan 

EDISON  AMBEROL  RECORDS 


12 


12 


12 


1'' 


1" 


10 


10 


1" 


10 


10 


28290 

3560 
3564 

3577 
3567 
3563 
35S5 
3576 

3574 

3559 
.  3570 
3571 


CONCERT  RECORD 
Par  Toi,  Divine  Creatur — Le  Coeur  et  la  Main 
(Lecocq).     Soprano  and  Baritone,  in  French, 
orch.  accomp. 

Odette  Le  Fontenay  and  Orphee  Langevin 
REGULAR  LIST 
Alice,  I'm   in  Wonderland   (Theodore  Morse). 

Tenor,  orch.  accomp  Vernon  Dalhart 

Any  Old  Place  the  Gang  Goes  (I'll  Be  Tliere) 
(Wm.  J.  McKenna).    Orch.  accomp., 

Edward  Meeker 
Bonnie  Kate — Medley    of    Reels.  Accordion, 

piano  accomp.  by  Joe  Linder  John  J.  Kimmel 

Blue  Rose  Waltz  (Frederic  Knight  Logan),  for 

dancing  Jaudas'  Society  Orchestra 

Clover    Club    (A    "Fox-Trot    Classic")  (Felix 

Arndt)  Imperial -Marimba  Band 

Daddy  Mine    (Wilson-Dubin).     Contralto,  orch. 

accomp  Helen  Clark 

Down  m  the  Jungle  Land  (Theo.  Morse).  Jun- 
gle song,  orch.  accomp. 

Arthur  Collins  and  Byron  G.  Harlan 
Go  Down,  Moses  (Let  My  People  Go!)  (Arr. 

by  H.  T.  Burleigh).    Tenor,  orch.  accomp. 
^  -  Reed  Miller  and  Chorus 

Good  and  Bad.     Coon  Sketch, 

Billy  Golden  and  Billy  Heins 
Hearts  of  the  World  (Lee  Tohnson).  Baritone, 

orch.  accomp  Edward  Allen 

Indianola  (Henry-Onivas).    Orch.  accomp., 

Billy  Murray 


3572 
3562 

3573 

3566 

3565 
3558 

3556 

3557 

3578 

3575 

3561 
3568 

3569 


Jazzin'  Around — One-step  (Earl  Fuller), 

Earl  Fuller's  Famous  Jazz  Band 
Little  Good  for  Nothing's  Good  for  Something 

After  All  (Harry  Von  Tilzer).    Mixed  voices, 

orch.  accomp  Harmony  Four 

Little  Old  Log  Cabin  in  the  Lane  (Will  S..  Hays). 

Mixed  voices,  orch.  accomp. ..  .Metropolitan  Quartet 
Maytime  Waltz   (Sigmund  Romberg), 

Jazzarimba  Orchestra 
Naila — Intermezzo  (L.  Delibes)  .Edison  Concert  Band 
Piccolo  Pic   (Walter  L.  Slater), 

Creatore  and  His  Band 
Poet  and   Peasant  Overture,  Part  1    (F.  Von 

Suppe)  American  Symphony  Orchestra 

Poet  and  Peasant  Overture,   Part  2    (F.  Von 

Suppe)  American  Symphony  Orchestra 

Second  Mazurka  (Benjamin  Godard).  Piano, 

Andre  Benoist 
Somewhere  in  Hawaii  (J.  A.  MacMeekin), 

Waikiki  Hawaiian  Orchestra  (With  Louise  and 

Ferera) 

Sweetest  Story  Ever  Told  (R.  M.  Stults). 
Tenor,  orch.  accomp  Ralph  Errolle 

We're  All  Going  Calling  on  the  Kaiser  (Caddi- 
gan-Brennan).    Baritone,  orch.  accomp., 

Arthur  Fields  and  Chorus 

When  I  Send  You  a  Picture  of  Berlin  (You'll 
Know  It's  Over,  "Over  There,"  I'm  Coming 
Home)  (Fay-Ryan-Dreyer).  Tenor  and  male 
voices,  orch.  accomp  Billy  Murray  and  Chorus 


PATHE  FRERES  PHONOGRAPH  CO. 


POPULAR  "HITS"  OF  THE  MONTH 
20423*Keep  Your  Head  Down,  Fritzi  Boy  (Lieut  Gitz- 

Rice).    Baritone  Arthur  Fields  10 

Uncle  Sammy   (Holzmann).  Baritone, 

Arthur  Fields  10 
20424*But— After  the  Ball  Was  Over  (from  Ziegfeld 
"Follies  of  1918")  (Jackson).  Baritone 

Louis  Winsch  10 
Oui,   Oui  Marie    (Wee  Wee  Marie)  (Fisher). 

Baritone  Arthur  Fields  10 

20422* A  Rainbow  From  the  U.  S  .A.  (Wenrich), 

Invincible  Four  10 
Do  Your  Little  "Bitty  Bit"  (Braham)  Baritone 

Joe  Remington  10 
20425*1  Wonder  What  They're  Doing  To-night  (Egan). 

Baritone  Louis  Winsch  10 

Mandy  and  Me  (Gumble) ...  .Campbell  and  Burr  10 
20426*When  We  Meet  In  the   Sweet  Bye  and  Bye 

(Murphy)  Sterling  Trio  10 

Mammy  s  Choc'late  Soldier  (Gottler).  Contralto, 

Lois  Fairman  10 
20427*Mothers   of   America    (You   Have   Done  Your 

Share)  (Porter)  Invincible  Four  10 

If  I  Could  Peep  Through  the  Window  To-night 
(McCarthy-  Van-Schenck).  Tenor, 

Harry  McClaskey  10 
NEW  STANDARD  BALLADS  SUNG  IN  ENGLISH 

27013  Dear  Old  Pal  of  Mine  (Lieut.  Gitz-Rice).  Tenor, 

Paul  Althouse  10 
The  Americans  Come  (Foster).  Tenor, 

Paul  Althouse  10 
2501S  God  Be  With  Our  Boys  To-night  (Sanderson). 

Tenor  Craig  Campbell  10 

Roses  of  Picardy  (Haydn  Wood).  Tenor, 

Craig  Campbell  10 
20418  The  House  of  Memories  (Aylward).  Baritone, 

 William  Simmons  10 

I'm  Wearing  Awa'  (Arthur  Foote).  Baritone, 

 William  Simmons  10 

FAMOUS  CHURCH  SCENE  FROM  "THE  OLD  HOME- 
STEAD" 

40134  Church  Scene  (from  "Old  Homestead").  Organ 

accomp  Invincible  Four  12 

Songs  My  Mother  Used  to  Sing  (Smith), 

Ruth  Lenox  and  Henry  Burr  12 
RECORDINGS  BY  METROPOLITAN  ORCHESTRA 
59059  Marche  Slave  (Tschaikowsky), 

Metropolitan    Opera    House    Orchestra,  Con- 
ducted by  Gennaro  Papi   12 

Jewels  of  the  Madonna  (Wolf-Ferrari)  "Inter- 
mezzo," Act  III, 

Metropolitan    Opera    House    Orchestra,  Con- 
ducted by  Gennaro  Papi   12 

NEW  PATHE  "DE  LUXE'*  DANCE  RECORDS 
20428*Smiles  (Roberts).  Fox-trot, 

American  Republic  Band  10 
Dream  True  (Rose-David).  Waltz, 

Pathe  Dance  Orchestra  10 
29215*When  I  Hear  a  Svncopated  Tune  (from  Ziegfeld 
"Follies  of  1918")  (Hirsch).    Medley  fox-trot. 
Intro.  "Any  Old  Time  at  All," 

American  Republic  Band  12 
Harry  Von  Tilzer's  "Hit  Medley,"  Intro.  "When 
I  Send  You  a  Picture  of  Berlin,"  "The  Little 
Good  for  Nothing's  Good  for  Something." 
"You're  a  Better  Man  Than  I  Am,  Gunga-Din," 
"Bye  and  Bye."  One-step, 

American  Republic  Band  12 
SAXOPHONE  AND  PIANO  DANCE  NOVELTIES 
20429*Oriental  (Rose).  One-step — saxophone  and  piano 

duet  Wadsworth  and  Arden  10 

Just  Blue  (Wadsworth-Arden).  Fox-trot — saxo- 
phone and  piano  duet.  ..  Wadsworth  and  Arden  10 
NEW  PIANO  SOLOS  BY  RUDOLPH  GANZ 

27014  The  Music  Box,  Op.  32  (Liadow).    Piano  solo, 

Rudolph  Ganz  10 
Passacaglia  (Pastoral  Suite)  (Scott).    Piano  solo, 

Rudolph  Ganz  10 
STANDARD  SAXOPHONE  SOLOS 
20421  Al    Fresco     (Victor    Herbert).  "Intermezzo," 
Saxophone  solo,  piano  accomp. 

Duane  Sawyer  10 
La  Seduccion  (Noceti)  "Argentine  Intermezzo," 
Saxophone   solo,   piano  accomp., 

Duane  Sawyer  10 

GENUINE  CHINESE  RECORD— MADE  IN  CHINA  AND 

ISSUED  AS  A  NOVELTY 
40136  Chinese  Vocal  Record,  recorded  in  Canton,  China 

Part    1   12 

Chinese  Vocal  Record,  recorded  in  Canton,  China 

Part  2   12 

AIRS  OF  SCOTLAND  PLAYED  BY  BAGPIPE  BAND 
20403  Medley  of  "Scottish  Airs,"  No.  1,  Intro.  "The 

71st  Highlanders  March,"  "The  Braes  of  Tully- 

met,"  "Thomson's  Dirk," 

Lovat's  Bagpipe  Band  of  New  York  with  Harry 

Lauder  American  Tours   10 

Medley  of  "National  Airs,"  Intro.  "The  Mar- 
seillaise, "The  Maple  Leaf  Forever,"  "Rule 
Britannia," 

Lovat's  Bagpipe  Band  of  New  York  with  Harry 

Lauder  American  Tours   10 

54013  Quand  Madelon  (Robert)  in  French.  Tenor, 

Lucien  Muratore  12 
NEW  OPERATIC  VOCAL  RECORDINGS 
54016  Madama  Butterfly  (Puccini)  "Un  bel  di  vedremo" 
(Some  Day  He'll  Come)  in  Italian.  Soprano, 

Claudia  Muzio  12 
60072  Don   Giovanni    (Mozart)    "Nella   bionda"  (The 

Fair  One)  in  Italian.    Basso, ...  .Adamo  Didur  12 
Marriage  of  Figaro  (Mozart)   "Non  piu  andrai 
far    fallone   amoros"    (Now    Your    Days  of 
Philand'ring  Are  Over)  in  Italian.  Basso, 

Adamo  Didur  12 

(Continued  on  page  110) 


no 


THE    TALKING    MACHINE  WORLD 


September  15,  1918 


10 


10 


12 


RECORD  BULLETINS  FOR  OCTOBER 

(Continued  from  page  109) 

NEW  INSTRUMENTAL  RECORDS 
20405  When  You  Come  Home  (Squire).    Cornet  solo, 

Serg.  Leggett  K 
The  Garden  of  Your  Heart   (Dorel).  Cornet 

solo  Serg.  Leggett 

20420  Faust  Waltz  (Gounod).    Accordion  duet, 

Peppino  and  Perry 
Mazurka  de  Concert  (A  Love  Thought)  (Miglia- 

vacca).    Accordion  solo  Joseph  Peppino 

NEW  BAND  AND  ORCHESTRA  RECORDS 
40135  Funeral  March  (Chopin), 

American  Regimental  Band 
Marche  Heroique  (Saint-Saens), 

American  Regimental  Band 
20419  The  Elks'  March  (Lake), 

American  Regimental  Band 
The  Cruiser  Harvard  March  (Strube), 

American  Regimental  March 
20407  Starland  "Intermezzo" ....  Pathe  Salon  Orchestra 
Valse    Sincere    "Concert  Valse," 

Pathe  Salon  Orchestra 
59009  La   Tosca    (Puccini)    "O   dolci   mani"  (Gentle 

Hands)  in  Italian.     Tenor  Tito  Schipa 

I  Pagliacci  (Leoncavalla)  "Serenata"  (Serenade) 

in  Italian.    Tenor  Tito  Schipa 

59011  Andrea   Chenier    (Giordano)    "Un   di  m'era  di 
gioia"  (A  Joyful  Epoch)  in  Italian.  _  Baritone, 
Taurino  Parvis 

Hamlet   (Thomas)   "Come  il  romito  fior"  (Pale 
as  a  Flower)  in  Italian.  Baritone, 

Taurino  Parvis 

60056  La  Tosca  (Puccini)  "Monologo  di  Scarpia" 
(Venal,  My  Enemies  Call  Me)  in  Italian.  Bari- 
tone Giacomo  Rimini 

Rigoletto  (Verdi)  "Pari  siamo"  (We  _  Are 
Equal)  in  Italian.    Baritone.  .  .Giacomo  Rimini 

60055  Norma     (Bellini)     "Casta    Diva"     (Queen  of 

Heaven)  in  Italian.    Soprano  Rosa  Raisa 

L'Africana     (Meyerbeer)     "In    grembo-a  me" 
(Slumber  Song)  in  Italian.  Soprano, 

Rosa  Raisa 

62003  Elixir  D'Amore  (Donizetti)  "Una  furtiva  la- 
crima"  (A  Furtive  Tear)  in  Italian.  Tenor, 

Aristodemo  Giorgini 
Martha   (Flotow)   "M'appari  tutto  amor"  (Like 
a  Dream)  in  Italian.  Tenor, 

Aristodemo  Giorgini 
63019  La,   Gioconda    (Ponchielli)    "Suicidio"  (Suicide 
Remains)  in  Italian.     Soprano.  .Claudia  Muzio 
Otello   (Verdi)    "Ave  Maria,"  in  Italian.  So- 
prano Claudia  Muzio 

63022  Madama  Butterfly  (Puccini)  "Ancora  un  passo" 
(Entrance    of    Butterfly,    Act    1)    in  Italian. 

Soprano  Claudia  M'uzio 

La  Boheme  (Puccini)  "Mi  chiamano  Mimi"  (My 
Name  Is  Mimi)   in  Italian.  Soprano, 

Claudia  Muzio 
SINGLE  FACE  RECORD 
54002  La  Marseillaise  (de  LTsle).  Tenor, 

Lucien  Muratore 


12 


12 


12 


7401 


.7398 


7405 


7403 


7402 
7402 
7404 


7397 


7406 


7407 


7400 


7408 


EMERSON  PHONOGRAPH  CO. 

Seven-inch  Double  Disc 
Thirty-five  Cent  Records 

PATRIOTIC  AND  POPULAR  SONG  HITS 

Oh!  How  I  Hate  to  Get  Up  In  the  Morning 
(Irving  Berlin).  Character  sorag,  orch. 
accomp  Eddie  Nelson 

Let's  Keep  the  Glow  in  Old  Glory  (Nesbit- 
Speroy).     Patriotic  solo,  orch.  accomp., 

Harry  Evans 

On  the  Level  You're  a  Little  Devil  (But  I'll 
Soon  Make  an  Angel  of  You)  (Schwartz- 
Young).     Baritone  solo,   orch.  accomp., 

Eddie  Nelson 

Loveland  Bay  (Joe  Davis).  Tenor  solo,  orch. 
accomp  Frank  Woods 

Everything  Is  Peaches  Down  in  Georgia  (Clarke- 
Ager-Meyer).    Vocal  trio,  orch.  accomp., 

Sterling  Trio 

The  Sister  of  Rosie  O'Grady  (Henry-Warren). 
Tenor  solo,  orch.  accomp  Frank  Woods 

Our  Country's  In  It  Now  (We've  Got  to  Win  It 
Now)  (Empey-McCarron-Morgan).  Patriotic 
solo,  orch.  accomip  .Harry  Evans 

If  I  Could  Peep  Through  the  Window  To-night 
(McCarthy-Van-Schenck).  Tenor  solo,  orch. 
accomp  George  Gordon 

After  You've  Gone  (Creamer-Layton) .  Baritone 
solo,  orch.  accomp  Eddie  Nelson 

My  Little  Rose  of  the  Poppy  Field  (Joe  Davis). 
Tenor  solo,  orch.  accomp  ...Frank  Woods 

Good-bye  Alexander,  Good-by  Honey  Boy  (Crea- 
mer-Layton).    Character  duet,   orch.  accomp., 

Collins  and  Harlan 

I'm  Going  to  Spend  My  Vacation  With  a  Dear 
Old  Relation  (Wilson-Silvers).  Patriotic  solo, 
orch.  accomp  D.  (Bud)  Bernie 

Mandy  and  Me  (McKenraa-Gumble) .  Tenor  duet, 
orch.  accomp  Rice  and  Rhodes 

Where  Have  You  Been  Hiding  All  These  Years? 
(Mitchell-Cox-TCraus).  Baritone  solo,  orch. 
accomp  Eddie  Nelson 

Uncle  Sammy  (Abe  Holzmann).  Vocal  march, 
accompanied  by  Emerson  Military  Band, 

D.  (Bud)  Bernie 

We're  Bound  to  Win  With  Boys  Like  You 
(Brockman-Vincent).       Patriotic     solo,  orch. 

accomp  George  Gordon 

DANCE  AND  BAND  HITS 

Texas  Fox-Trot  (David  W.  Guion), 

Emerson  Military  Band 

Chinese  Jazz  (Chris.  Smith).  One-step, 

Emerson  Military  Band 

I  Want  to  Learn  to  Dance  (Hubbell-Miller) . 
Fox-trot  Emerson  Military  Band 

Kee  to  Kee  Rag  (Platzman-Eastward).  Fox- 
trot.    Banjo  and  accordion  duet, 

Van  Eps  and  Boudini 

Since  I  Met  Wonderful  You  (Hubbell-Grant). 
One-step  Emerson  Military  Band 

April  Smiles  (Depret-Laurendesu).  Waltz, 

Emerson  Military  Band 

General  Pershing  (Carl  D.  Vandersloot).  March 
and  one-step  Emerson  Military  Band 

Walk  Her  (David  Walker).  One-step, 

Emerson  Military  Band 


EMPIRE  TALKING  MACHINE  CO. 

POPULAR  PATRIOTIC  SONGS  OF  THE  DAY 

6201  There's  a  Long,  Long  Trail  (Elliott).  Baritone 

solo,  orch  accomp  Ben  Pilgrim 

Homeward    Bound    (Meyer).      Duet,    orch.  ac- 
comp Ben  Pilgrim  and  Arthur  Fields 

6202  Joan  of  Arc   (Wells).     Baritone  solo,'  orch.  ac- 

comp Willie  Weston 

The  Star-Spangled  Banner  (Key), 

George  Stewart  and  Male  Chorus 

6203  It's  a   Long  Way   to   Berlin    (Flatow).  Tenor 

solo,   orch.   accomp  Fred  Fairbanks 

Over  There   (Cohan).     Baritone  solo,  orch.  ac- 
comp Willie  Weston 


6205 
6206 
6207 
6208 
6210 
6211 

6209 

6212 
6213 
6214 
6215 

6216 

6217 
6218 

6219 

6220 


I'm  Writing  to  You,  Sammy  (Harriman).  Tenor 
solo,  orch.  accomip  Arthur  Fields 

Tom,    Dick,    Harry  and   Jack    (Ager).  Tenor 

solo,  orch.  accomp  Arthur  Fields 

BALLADS 

All  the  World  Will  be  Jealous  of  Me  (Ball). 

Orch.   accomp  Irving  Kaufman 

There's  Another  Angel  Now  in   Old  Killarney 

(Bernard)  Empire  Male  Quartet 

A  Perfect  Day  (Carrie  Jacobs-Bond), 

Empire  Male  Quartet 
Sweet  Little  Buttercup  (Paley).  Orch  accomp., 

Empire  Male  Quartet 
Chin  Chin  Chinaman  (Hanley).    Orch  accorrip., 

Empire  Male  Quartet 
Yock-a-Hilo  Town  (Donaldson).     Orch  accomp., 

Empire  Male  Quartet 
In  the  Land  of  Wedding  Bells  (Meyer).  Orch. 

accomp  Campbell  and  Burr 

Give  Me  the  Moonlight,  Give  Me  the  Girl  (Von 

Tilzer)  Empire  Male  Quartet 

My   Sweet  Hawaiian   Rose    (Ray-Ruddy).  Ha; 

waiian  accom.p  Louis  Winsch 

Hawaiian     Sunshine    (Gilbert-Morgan).  Tenor 

solo,  Hawaiian  accomp  Sam  Ash 

There    It   Goes   Again    (Jentes).     Tenor  solo, 

orch.  accomp  Ira  Allen 

Honest     Injun      (Sterling-Moran-Von  Tilzer). 

Orch.  accomp  Collins  and  Harlan 

MUSICAL  COMEDY 
Wait  Till  the  Cows  Come  Home  (Caryll).  Orch. 

accomp  Campbell  and  Burr 

Jack     o'     Lantern  (Caldwell-Burnside-Caryll). 

Medley  Empire  Military  Band 

INSTRUMENTAL  SELECTIONS 
Hawaiian  Dreams  (Herbert-Marple).  Hawaiian 

Guitars  Louise  and  Ferera 

The  Glow  Worm   (Lincke).     Hawaiian  Guitars, 

Louise  and  Ferera 
Mammy's  Little  Coal  Black  Rose  (Whiting), 

Blue  and  White  Marimba  Band 
Spooky  Spooks  (Claypoole), 

Blue  and  White  Marimba  Band 
A  Bunch  of  Blues.     (Arranged  by  Klaas).  Ac- 
cordion solo  Chas.  Klaas 

A    Scotch    Highball.      (Arranged    by  Boudini). 

Accordion  solo  Boudini  Bros. 

The   Sunshine   of  Your   Smile   (Ray).  Violin 

solo,  orch.  accomp  Jan  Rubini 

Hearts    and    Flowers    (Tobani).      Violin  Solo, 

piano  accorr/p  Jean  Ebersole 

POPULAR  JAZZ   AND   DANCE  HITS 
Long  Boy  (Herschel-Walker).  One-step, 

Empire  Military  Band. 
When  You  Come  Back  (Frey).  One-step, 

Empire  Military  Band 

The  Moonlight  Waltz  (Logan)  Empire  Band 

For  the  Freedom  of  the  World  (Zemanick), 

Empire  Military  Band 
Sweet  Emaline,  My  Gal  (Creamer-Layton).  One- 
step  Empire  Dance  Orchestra 

Smile  and  Show  Your  Dimple  (Berlin).  Medley 

fox -trot  Empire  Band 

Boogie  Rag  (Sweatman).  Fox-trot, 

Sweatman  and  his  Jazz  Band 
Hawaiian  Blues  (Murray).  Fox-trot, 

Van  Epps-Banta  Trio 
Stockyard   Blues    (Pinkard).     Piano,  saxaphone 

and  banjo  Van  Epps  Trio 

When  the  Saxaphone  Is  Playing  (Hirsch), 

Van  Epps  Trio 


LATEST  OKEH  RECORDS 

DANCES 

104  0  That's  It — Fox-trot  Jazarimba  Orchestra 

Peacock  Strut, 

Xylophone  and  Rega's  Novelty  Dance  Orchestra 

1041  Watermelon  Whispers — Fox-trot, 

Xylophone  and  Rega's  Novelty  Dance  Orchestra 
South  American  Fox-trot, 

Rega's  Novelty  Dance  Orchestra 

1042  Oriental  Fox-trot  Majestic  Hotel  Dance  Orchestra 

Texas  Fox-trot  Majestic  Hotel  Dance  Orchestra 

1067  Some  Shape — One-step  Van  Eps  Quartet 

Hello,  Central,  Give  Me  No-Man's  Land — Fox- 
trot Van  Eps  Quartet 

1068  Lisztiana — One-step    Band 

Sinbad  Medley — Fox-trot  Van  Eps  Quartet 

HUMOROUS 

1066  Scheme  to  Enter  Heaven  .Golden  and  Heins 

O'Brien's  Trials  and  Mishaps  Geo.  L.  Thompson 

INSTRUMENTAL 

1032  Les  Millions  D'A.rlequin  Concert  Band 

Tschaikowsky's   Melodies  Concert  Band 

1034  Faust — Ballet  Music  No.   1  Concert  Band 

Faust — Ballet  Music  No.   2  Concert  Band 

1035  Hearts  and  Flowers  Concert  Orchestra 

Schubert's  Serenade.  'Cello  and  Orchestra 

1036  Twinkling  Star  Polka, 

Piccolo,  Xylophone  and  Orchestra 
Schon  Rosmarin  Xylophone  and  Orchestra 

1037  Larghetto  'Cello  Selection 

Air  de  J.  S.  Bach  'Cello  Selections 

1038  Valse  Chopin  Piano  Selection 

Nocturne    Chopin  Piano  Selection 

1039  Andante  Cantabile  in  D  Major, 

Berkshire  String  Orchestra 

Romanze  in  G  Minor  Berkshire  String  Orchestra 

MARCHES 

1035  Stars  and   Stripes   Forever — March ...  Military  Band 

Up   the   Street — March  Military  Band 

PATRIOTIC  AND  POPULAR  SONG  HITS 

1057  Star-Spangled  Banner  Croxton  Trio 

Battle  Hymn  of  the  Republic  Croxton  Trio 

1069  One  For  All,  All  For  One  Sterling  Trio 

America,  Here's  For  You  Harry  Ellis 

1070  We're  Bound  to  Win  With  Boys  Like  You, 

Franklin  Kent 

While  You're  Away  Harry  Ellis 

1071  Indianola..  Arthur  Hall 

When  Uncle  Joe  Steps  Into  France, 

Collins  and  Harlan 

1072  I'm  Sorry  I  Made  You  Cry  Irving  Kaufman 

I  Hate  to  Lose  You  Elaine  Gordon 

1073  Hearts  of  the  World  Charles  Hart 

When  You  Come  Back  Sterling  Trio 

1074  Oh!  How  I  Hate  to  Get  Up  in  the  Morning, 

Irving  Kaufman 

Good  Morning,  Mr.  Zip,  Zip,  Zip  Arthur  Fields 

1075  Cheer  Up,  Father,  Cheer  Lip,  Mother.  Peerless  Quartet 
Hello,  Central,  Give  Me  No-Man's  Land, 

Irving  Kaufman 

1076  Good-bye,  Alexander  Collins  and  Harlan 

Mammy's   Chocolate   Soldier ....  Harvey  Hindermyer 

1058  Merrilly  We'll  Roll  Along  Sterling  Trio 

Peach  Jam  Makin'  Time  in  Dixie, 

Jones  and  Thompson 

1056  Ship  and  Trench  Song  Henry  Burr 

When  the  Great  Red  Dawn  is  Shining.  Joseph  Phillips 

1059  Alice,   I'm  in   Wonderland  Sterling  Trio 

Because  You  Believe  in  Me  Greek  Evans 

1060  Chimes  of  Normandy  Sterling  Trio 

When  the  Cows  Come  Home  ("Jack  o'  Lantern"), 

Joseph  Phillips 

1061  Mothers  o'  America  "...Harry  Ellis 

.  Oh,   Frenchy  Elaine  Gordon 

1062  There's  a  Lump  of  Sugar  in  Dixie, 

Collins  and  Harlan 
Bye  and  Bye  Jones  and  Thompson 


1063 
1065 

1043 
1044 
1046 
1047 
1048 
1049 
1053 
1054 
1055 


We'll  Do  Our  Share.'.  Sterling  Trio 

Bobby  the  Bomber  Byron  G.  Harlan 

I   Miss  the  Mississippi  Miss  Collins  and  Harlan 

Down  in  lungleland  Collins  and  Harlan 

STANDARD  VOCAL  AND  HEART  SONGS 

Mother  o'  Mine  Chas.  Hart 

Bring  Back  the  Sunshine  Lewis  James 

Somewhere  a  Voice  is  Calling  Harry  McClaskey 

Tell  Her  I  Love  Her  So  Reed  Miller 

Oloha  Oe — Farewell  to  Thee  Sterling  Trio 

Gypsy   Love   Song  Frederick  Wheeler 

Asthore  Jos.  Phillips 

Oh,   Promise  Me  Marie  Morrisey 

Dreams  Frederick  Wheeler 

Kiss  Me  Again  Grace  Kerns 

Anchored  Frederick  Wheeler 

Irish  Love  Song  Inez  Barbour 

Good-bye,  Sweet  Day  Croxton  Quartet 

Angel's  Serenade  Grace  Kerns 

Morning  Lewis  James 

When  the  Bell  in  the  Lighthouse  Frank  Croxton 

Cinder  the  Greenwood  Tree  Inez  Barbour 

Pirates  of  Penzance  Grace  Kerns 


EMERSON  PHONOGRAPH  CO. 

Sixty-five  Cent  Records 
PATRIOTIC  AND  POPULAR 

979  When  You  Come  Back  and  You  Will  Come  Back 

There's  the  Whole  World  Waiting  for  You 
(George    M.    Cohan).     Patriotic    solo,  orch. 

accomp  Eddie  Nelson 

When  I  Get  Out  in  No  Man's  Land  (I  Can't  Be 
Bothered  With  No  Mule)  (Skidmore-Walker). 
Character  song,  orch.  accomp  Arthur  Collins 

970  Oh!   How  I  Hate  to  Get  Up  In  the  Morning 

(Irving  Berlin).  Character  song,  orch.  accomip., 

Eddie  Nelson 
Our  Country's  In  It  Now  (We've  Got  to  Win  It 
Now)     (Empey-McCarron-Morgan).  Patriotic 

solo.  orch.  accomp  Greek  Evans 

978  My     Belgian     Rose  (Benoit-Levenson-Carton). 

Tenor  solo,  orch.  accomp  Henry  Burr 

Mandy  and  Me  (McKenna-Gumble).  Tenor  duet, 
orch.  accomp  Burr  and  Campbell 

973  Everything  Is  Peaches  Down  in  Georgia  (Clarke- 

Ager-Meyer).     Vocal  trio,   orch.  accomp., 

Sterling  Trio 
The  Sister  of  Rosie  O'Grady  (Henry-Warren). 
Tenor  solo,  orch.  accomp  Frank  Woods 

971  After  You've  Gone  (Creamer-Layton).  Baritone 

solo,  orch.  accomp  Eddie  Nelson 

Good-bye  Alexander,  Good-bye  Honey  Boy 
(Creamer-Layton).  Character  duet,  orch. 
accomp  Collins  and  Harlan 

974  Uncle  Sammy  (Abe  Holzmann).    Vocal  march, 

accompanied  by  Emerson  Military  Band, 

Arthur  Fields 
A  Rainbow  From  the  U.  S.  A.  (Mahoney-J'erome- 
Wenrich).     Vocal  quartet,  orch.  accomp., 

Peerless  Quartet 

972  America,  He's  for  You  (Andrew  Sterling).  Pa- 

triotic solo,  orch.  accomp  Henry  Burr 

Let's  Keep  the  _  Glow  in  Old  Glory  (Nesbit- 
Speroy).     Patriotic  Solo,  orch.  accomp., 

Greek  Evans 

969  I'm  Going  to  Spend  My  Vacation  With  a  Dear 
Old  Relation  (Wilson-Silvers).     Patriotic  solo, 

orch.  accomp  Arthur  Fields 

When  Uncle  Joe  Steps  Into  France  -(Grossman- 
Winkle).     Tenor-  and    baritone    duet,  orch. 

accomp  Collins  and  Harlan 

977  The  Yanks  Are  At  It  Again  (Brown-Cowan). 

Patriotic  solo,  orch.  accomp  Arthur  Fields 

If  I  Could  Peep  Through  the  Window  To-night 
(McCarthy-Van-Schenck).     Tenor    solo,  orch. 

accomp  George  Gordon 

DANCE  AND  BAND  HITS 

980  Rose  Room  (Art  Hickman).  Fox-trot, 

Emerson  Military  Band 
Chinese  Jazz  (Chris.  Smith).  One-step, 

Emerson  Military  Band 
976  Texas  Fox-Trot  (David  W.  Guion), 

Emerson  Military  Band 
Walk  Her  (David  Walker).  One-step, 

Emersion  Military  Band 

975  General  Pershing  (Carl  D.  Vandersloot).  March 

and  one-step  Emerson  Military  Band 

April  Smiles  (Depret-Laurendeau).  Waltz, 

Emerson  Military  Band 

LYRAPHONE  CO.  OF  AMERICA 


6139 


4143 

4144 
4145 
414  6 


CONCERT   AND    OPERATIC  SERIES 
Caro  Nome  (from  "Rigoletto")    (Verdi).  Orch. 

accomp  Regina  Vicarino,  Soprano 

Good  Night  Quartet  (from  "Martha")  (Flotow). 

Orch.  accomp  Lyric  Opera  Quartet 

II    Bacio    (The    Kiss),    Vocal    Waltz  (Arditi). 

Orch.  accomp  Regina  Vicarino,  Soprano 

Selections  from  "Cavalleria  Rusticana," 

Lyric  Symphony  Orchestra 
PATRIOTIC  AND  POPULAR  SONG  HITS 
The  Americans  Come  (Fay  Foster).     Orch.  ac- 
comp John  Vernon,  Tenor 

Yankee  Doodle's  Going  to  Berlin  (Kent  Perkins). 

Orch.  accomp  John  Vernon,  Tenor 

Freedom  for  All  Forever  (Lieut.  B.  C.  Hilliam). 

Orch.  accomp  Tohn  Vernon,  Tenor 

We'll  Never  Let  the  Old  Flag  Fall.    Orch.  ac- 
comp John  Vernon,  Tenor 

Good-bye,  Mother  Machree  (E.  R.  Ball).  Orch. 

accomp  Henry  Burr,  Tenor 

When    1    Get    Back   to    My    American  Blighty 
(Fields-Morse).    Orch.  accomp., 

Arthur  Fields,  Baritone 
Smiles  (Callahan-Roberts).    Orch.  accomp., 

Henry  Burr,  Tenor,  and  Marie  Morrisey,  Contralto 
I  Miss  That  Mississippi  Miss  That  Misses  Me 

(Wendling).  Orch.  accomp.  ..  .Lyric  Male  Quartet 
K-K-K-Katy  (O'Hara).    Orch.  accomp., 

Harry  Williams,  Baritone 
We'll  Never  Let  the  Old  Flag  Fall.    Orch.  ac; 

comp  Harry  Williams,  Baritone 

HAWAIIAN  RECORDS 
Aloha  Oe  (LilSuakalanii), 

Kalawao  Hawaiian  Orchestra 
Ua  Like  No  a  Like  (Sweet  Constancy) , 

Kalawao  Hawaiian  Orchestra 
Yaaka  Hula  Hickey   Dula  (Wendling-Younge), 

Kalawao  Hawaiian  Orchestra 

Ki'lina  Waltz  Kalawao  Hawaiian  Orchestra 

DANCE  RECORDS 

Calicoco — Fox-trot  Lyric  Dance  Band 

A  Baby's  Prayer  at  Twilight — One-step, 

Lyric  Dance  Band 

Indianola — Fox-trot  Lyric  Dance  Band 

Homeward  Bound — Medley  One-step, 

Lyric  Dance  Band 
The  Memphis  Blues — Fox-trot.    Piano  and  Saxo- 
phone Duet  Bennett  Brothers 

Dolores — Waltz.  Accordion  Duet, 

Brown  and  Edwards 


The  Kaiser  has  not  invested  in  War  Savings 
Stamps.    Are  you  like  the  Kaiser? 


September  15,  1918 


THE   TALKING   MACHINE  WORLD 


Some  Leading  Jobbers  of  Talking  Machines  in  America 


1656 


1916 


VICTOR 

DISTRIBUTORS 

VICTORS  EXCLUSIVELY 

We  make  a  specialty  of  getting  the  order 
out  on  time — every  time. 

The  Rudolph  Wurlitzer  Co. 

CINCINNATI  AND  CHICAGO 

Two  points  of  supply;  order  from  the  nearer 


YAHR  &  LANGE  DRUG  CO. 

MILWAUKEE,  WIS. 

Wholesale  Distributors  for 

STHt  INSTRUMENT  OF  QUALITY 
onorj 
CLEAR    AS   A  BELL 

in  Wisconsin 
and  Upper  Michigan 


Smith,  Kline  &  French  Co. 

PHILADELPHIA 
Wholesale  Distributor*  for 

STMt  INSTRUMENT  Of  QUALITY 
onor] 
CLEAR    AS   A    BELL  Q; 

In  PENNSYLVANIA,  NEW  JERSEY 
and  DELAWARE 


C.  L.  Marshall  &  Co. 

Wholesale  Distributors 
for  Michigan 

Srm  INSTRUMENT  Of  QUALITY 
onor; 
CLEAR   AS  A  BELL 

The  Ohio  Sales  Company,  Inc. 

Wholesale  Distributors 
for  Ohio 


810-11  EMPIRE  BLDG.. 


DETROIT.  MICH. 


Sherman, 


lay  &  Co. 


San  Francisco.  Los  Angeles,  Portland,  Seattle.  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


TheElectric  Supply  &Equipment  Co. 

Exclusive  Wholesale  Distributors  for 
Southern  New  England 


STHE  INSTRUMENT  Of  QUALITY 
onoc 
CLEAR   AS  A   BELL  C 


Complete  docks  carried  in  Boston  and  Hartford 

Little  Bldg.  103  Allyn  St. 

BOSTON,  MASS.         HARTFORD,  CONN. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON.  D.  C. 
231  N.  HOWARD  STREET,  BALTIMORE.  MD 


W.  J.  DYER  &  BRO. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  tn  the  Northwest 


Hillman  &  Son  Phonograph  Co. 

Wheeling,  West  Virginia 

Exclusive  Wholesale  Distributors  for  West 
Virginia  and  Virginia 

ytatV  TMI  IMSTRUMEMT  OF  QUALITY 

tfonor, 

^sWr     CLEAR   AS  A  BCLL 

All  models  shipped  promptly  from  our  large 
warehouse,  1126  Main  Street 

Diamond  Needles  and  Sapphire  Needles  for  Sale 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
218-220  NORTH  SECOND  STREET,  RICHMOND.  VIRGINIA 
Write  for  Dealers'  Proposition 


Southern  Victor  Dealers 

Largest  Stock  VICTROLAS  and  RECORDS. 
Prompt  Shipment  and  Loa  Prtight  Rates. 

WALTER  D.  MOSES  &  CO. 

Oldest  Music  House  in  Virginia  or  North  Carolina. 

RICHMOND,  VA. 

OLIVER     Largest   V  I  C  TO  R  Talking 

D  I T  S  O  N  ch*chine  Di*triDuto™  Ea*t  of 

CO  MP  ANY    Creators  of    "  Tka  Fastest  Victar 
Serric«."    Let  as  tell  yoa  awe 

BOS  TO  N  *b"t Mm"-  


ROUNTREE-CHERRY 

RICHMOND  VIRGINIA 

Wholesale  Distributor*  for 


frit  IMSTBtrWCKT  Or  QUALITY 


CktAD  AS  A  DCLL 


i  be  satisfied! 

IN  NORTH  AND  SOUTH  CAROLINA 


Victor  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

1 77  Tremont  Street,  Boston 

VICTOR  DISTRIBUTORS 


Have  You  Noted  the  Growth 
of    This    Department  ? 


Special  Rates  for  Jobbers* 
Directory  on  Application 


During  the  past  six  months 
this  Jobbers'  Directory  has  grown 
steadily  in  importance.  It  affords 
progressive  jobbers  an  oppor- 
tunity to  keep  their  names  before 
the  dealers  consistently  and  reg- 
ularly, and  provides  representa- 
tion in  the  Jobbers'  Directory  of 
the  publication  which  is  the 
recognized  authority  of  the  in- 
dustry. 

Join  the  progressive  jobbers 
on  this  page  next  month. 


BBBaaaaaSBSaaasaasI 


•i<*  >i<  >n  *  'a  •:<  >:<  o  ••i'-i-;<  ■:<  ••<•:•  *»a  ••• 


ma 


The  New  Edison 


s 

I 


A  Master  Product 
A  Master  Mind 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS, 
THE  NEW  EDISON  DIAMOND  AMBEROLA  AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonographs,  Ltd. 
San     Francisco — Edison  Phonographs, 
Ltd. 

COLORADO 
Denver — Denver  Dry  Goods  Co. 


CONNECTICUT 
New  Haven — Pardee-EUenbcrger 

Inc. 


Co., 


Atlanta- 


GEORGIA 
-Phonographs,  Inc. 


ILLINOIS 
Chicago — The  Phonograph  Co. 

James  I.  Lyons.    (Amberola  only.) 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Dea  Moines — Harger  &  Blish. 
Sioux  City — Harger  &  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co.,  Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 

MICHIGAN 
Detroit — Phonograph    Co.,    of  Detroit. 

MINNESOTA 
Minneapolis — Laurence  H.  Lucker. 

MISSOURI 
Kansas  City — The  Phonograph   Co.  of 

Kansas  City. 
St.  Louis — Silverstone  Music  Co. 

MONTANA 
Helena — Montana  Phonograph  Co. 

NEBRASKA 
Omaha — Shultz  Bros. 

NEW  JERSEY 
Paterson — James  K.  O'Dea  (Amberola 
only). 

NEW  YORK 
Albany— American  Phonograph  Co. 


New  York — The  Phonograph  Corp.  of 

Manhattan. 
Syracuse — Frank  E.  Bolway  &  Son,  Inc. 

W.    D.    Andrews    Co.  (Amberola 

only.) 

Buffalo— W.  D.  &  C.  N.  Andrews  Co. 
(Amberola  only.) 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs,  Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phonograph  Co. 
Pittsburgh — Buehn  Phonograph  Co. 
Williamsport — W.  A  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co.  (Amberola 
only.) 

TEXAS 

Dallas  —  Texas-Oklahoma  Phonograph 

Co. 


UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 


Richmond- 


VIRGINIA 

-The  C.  B.  Haynes  Co.,  Inc. 


WISCONSIN 
Milwaukee — The    Phonograph    Co.  of 
Milwaukee. 

CANADA 

Montreal — R.  S.  Williams  &  Sons  Co., 
Ltd. 

St  John— W.  H.  Thome  &  Co.,  Ltd. 
Toronto— R.  S.  Williams  &  Sons  Co., 
Ltd. 

Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R.  S.  Williams  &  Sons  Co., 
Ltd. 

Calgary— R.  S.  Williams  &  Sons  Co., 
Ltd. 


usBngsS 


VOL.  XIV.    No.  10. 


SINGLE  COPIES,  25  CENTS 
PER   YEAR,  TWO  DOLLARS 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  October  15,  1918 


The  hest-known  trade-mark,  in  the  world 

"The  Victor  talking  machine's  design,  'His  Master's  Voice,'  has  become  a  house- 
hold word,  and  the  quaint  little  fox  terrier  at  attention  before  the  horn  is  familiar 
to  more  Americans  than  any  of  the  world's  great  masterpieces" — Collier's.  Weekly. 


pifliiliMiiffliiigmiiimM  «iiim«iiiiiKS!iUiuiiuu«imiiuiwi»mmwii!iii!!!i  ;  ■-.«  „  ;  ••  mm 

Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  al  New  York,  N.  Y.,  under  the  act  of  Congress  of  Ma 


THE    TALKING    MACHINE  WORLD 


ET  the  people's  response  to 
the  Fourth  Liberty  Loan 
express  the  measure  of  their 
devotion  to  the  ideals  which 
have  guided  the  country  from  its 
discovery  until  now,  and  of  their 
determined  purpose  to  defend 
them  and  guarantee  their 
triumph." 

— Woodrow  Wilson 


Only  your  conscience  knows 
whether  you  have  bought  all 
the  Liberty  Bonds  you  can. 
Have  vou? 


This  advertisement  contributed  by 

™£  HMSTOUMEKIT  ©F  QUALITY 


CLEAG?   AS  A  (SELL 


The  Highest  Class  Talking  Machine  in  the  World 


The  Talking  Machine  World 


Vol.  14.    No.  10  New  York,  October  15,  1918 


TRADE  SHOULD  FIGHT  NEW  FLOOR  TAX  OF  10  PER  CENT. 

Clause  in  New  Revenue  Bill,  Which  Is  Now  Before  the  Senate,  Works  a  Hardship  to  Dealers,  and 
They  Should  File  Protests  With  Their  Senators  at  Once 


Talking  machine  merchants  generally,  it  ap- 
pears, in  perusing  the  clauses  of  the  new  War 
Revenue  bill  recently  passed  by  the  House  of 
Representatives  and  now  before  the  Senate  for 
consideration,  took  it  for  granted  that  the  10 
per  cent,  on  the  manufacturer's  price  on  talk- 
ing machines  and  records,  as  provided  for  in 
Section  900,  would  be  all  the  tax  of  that  nature 
they  would  be  called  upon  to  bear.  By  read- 
ing along  to  Section  909  of  the  same  bill,  how- 
ever, it  is  found  that  upon  all  such  articles, 
other  than  second-hand  articles,  enumerated  in 
Section  900,  and  upon  which  no  tax  was  im- 
posed under  the  War  Revenue  Act  of  1917,  a 
special  floor  tax  of  10  per  cent,  is  to  be  levied 
and  paid  by  those  persons  in  whose  possession 
the  goods  are  held  at  the  time  the  bill  becomes 
a  law.  In  other  words,  on  every  talking  ma- 
chine, pipe  organ,  piano,  music  roll  and  record 
in  his  store,  when  the  new  act  becomes  opera- 
tive, the  merchant  must  pay  a  tax  of  10  per 
cent,  on  the  cost  price. 

The  unfairness  of  the  clause  lies  in  the  fact 
that  in  the  case  of  talking  machines,  piano 
players,  music  rolls  and  records  the  dealer  has 
been  called  upon  to  pay  indirectly  and  to  the 
manufacturer  a  tax  of  3  per  cent,  on  the  manu- 
facturer's price  as  provided  for  in  the  Revenue 
Act  of  1917.  In  other  words,  through  ordering 
early  and  getting  the  goods  into  his  store  he 
will  be  forced,  if  the  section  is  included  in  the 
final  law,  to  pay  an  additional  10  per  cent,  tax, 

VILE  CONSPIRACY  UNEARTHED 

How  Silas  Bent  Proposes  to  Bring  the  Melodies 
of  Tree-Toads  to  Harlem 


One  of  the  most  entertaining  columns  of  the 
New  York  Evening  Sun  is  that  conducted  by 
Don  Marquis,  whose  correspondents  are  always 
presenting  startling  thoughts  that  stimulate  the 
mentality  of  readers.  For  instance,  Silas  Bent, 
an  old  friend  of  the  column,  who  just  returned 
from  a  sojourn  among  those  familiar  "birds" 
of  New  Jersey,  whose  song  may  be  termed  a  bite 
and  whose  buzzing  is  like  a  war  plane  in  full 
action,  pours  forth  his  soul  like  this  in  a  re- 
cent issue: 

"Sir:  The  idea  came  to  me  while  spending 
a  night  at  Haworth.  I  reflected  then,  as  I  had 
reflected  often  before,  that  the  chief  soporific 
in  country  life  is  the  song  of  the  tree-toads  at 
bedtime;  and  in  a  flash,  just  like  that!  it  occur- 
red to  me  that  the  city  dweller  could  as  easily 
as  not  have  this  vocal  narcotic  if  only  some  one 
would  found  a  tree-toad  farm  and  train  the 
beasties  to  sing  on  window  ledges.  This,  you 
must  admit,  was  a  master  stroke,  but  it  was  to 
be  still  further  improved.  Why  not  make  a  pho- 
nograph record  of  the  tree-toad  chorus?  Then 
one  could  have  all  the  somnolent  witchery  of 
Haworth  in  any  Harlem  flat.  The  process 
greatly  reduces  the  tree-toad  overhead,  if  you 
get  what  I  mean,  and  makes  the  serenade  avail- 
able for  every  home.  It  puts  the  kibosh  on 
commuting.  It  strips  concrete  and  asphalt  of 
their  horrors  and  brings  the  verdant  voices  of 
the  countryside  to  the  city  of  dreadful  night. 
Is  it  not  a  world-shaking  idea?" 

This  is  reproduced  in  The  Talking  Machine 
World  simply  because  of  its  very  "original"  and 
"striking"  idea  of  bringing  the  "joys"  of  subur- 
ban life  to  Harlemites  via  the  talking  machine 
record.    Harlemites  are  to  be  heard  from. 


John  A.  Hofheimer  has  recently  taken  charge 
of  the  Victrola  department  of  the  Dry-Block 
Mercantile  Co.,  in  Memphis,  Tenn.,  having  for- 
merly occupied  a  similar  position  with  B. 
Lowenstein  &  Bro.  in  the  same  city. 


or  13  per  cent,  in  all  as  against  a  flat  tax  of 
10  per  cent,  on  the  manufacturer's  price  should 
he  order  after  the  law  becomes  operative.  There 
is  no  provision  made  apparently  for  paying  the 
difference  between  the  two  taxes,  as  provided 
for  in  the  case  of  tobacco  and  other  articles 
which  have  been  taxed. 

By  referring  to  Sections  600  and  602  of  the 
Revenue  Act  of  1917,  it  appears  that  the  fram- 
ers  of  the  new  bill  feel  conscious  that  they  over- 
looked a  bet  in  the  1917  measure  by  not  placing 
a  floor  tax  on  retail  stocks,  and  seek  to  remedy 
the  situation  in  their  own  point  of  view  in  the 
new  measure. 

The  1917  law,  as  is  generally  known,  pro- 
vided for  the  collection  of  a  floor  tax  amounting 
to  half  the  regular  tax,  or  \]/2  per  cent,  only 
upon  talking  machines,  etc.,  in  the  hands  of 
wholesalers,  thereby  leaving  the  retailer  tax 
free. 

It  would  be  well  for  those  retailers  with  large 
interests  at  stake  to  file  protests  as  individuals 
with  their  respective  .Senatorial  representatives, 
pointing  out  particularly  the  fact  that  they  ap- 
parently will  be  penalized  under  the  new  law  to 
the  extent  of  a  3  per  cent,  tax  at  least,  through 
the  fact  that  in  order  to  relieve  the  manufactur- 
ing and  transportation  situation  they  ordered 
early,  and  have  carried  as  much  stock  as  they 
could  get  hold  of  for  several  months  in  order 
to  meet  the  coming  demand  with  as  little  con- 
fusion as  possible. 


War  draws  upon  many  sources  for  its  suc- 
cessful prosecution.  It  is  fought  behind  the 
lines  vigorously,  while  men  battle  valiantly  at 
the  front. 

All  thinking  men  concede  that  it  matters  little 
how  bravely  men  may  fight,  if  the  "morale"  of 
the  people  at  home  is  not  kept  at  full  strength 
the  glorious  sacrifice  of  the  loyal  sons  in  the 
trenches  is  dangerously  impaired,  if  not  entirely 
nullified. 

In  the  public  press  we  read  much  of  the  fast 
ebbing  "morale"  not  alone  among  the  troops 
of  the  enemy,  but  more  particularly  among  their 
folks  at  home.  Right  now  in  certain  of  these 
countries  the  Allies  see  impending  the  collapse 
of  the  armies  battling  for  their  respective  sov- 
ereigns, because  of  serious  disturbances  among 
their  people  at  home — the  destruction  resulting 
from  lack  of  moral  support. 

It  is  agreed  by  military  authorities  that  moral 
suppqrt  by  those  at  home  is  of  the  very  utmost 
importance:  absolutely  essential  to  ultimate  vic- 
tory; then: 

That  which  will  best  encourage  the  continued 
and  unflagging  "morale"  of  the  people  is  a  patri- 
otic influence  which  must  not  for  an  instant  be 
allowed  to  diminish  in  the  minutest  degree. 

What  will  produce  that  electrifying  effect 
that  ever  cheers,  pleases  and  stimulates?  There 
is  one  answer  all  will  agree  on — music. 

Witness  the  hundreds  of  thousands  of  boys 
who  have  marched  away  from  homes  of  com- 
fort and  love.  Note  their  firm,  manly  steps, 
their  erect  bodies,  swinging  stride  and  smiling 
faces — and  yet  they  are  off  to  battle  in  a  cruel, 
trying  war;  and  still  they  are  happy.  No  de- 
pression among  them,  nor  among  the  thousands 
of  mothers,  fathers,  brothers,  sisters,  sweet- 
hearts and  friends.  How  do  we  explain  it? 
Simply  by  the  mysterious  and  undeniable  power 
of  music.  They  are  inspired  by  the  playing  of 
the  bands  that  lead  them. 

Nothing  is  so  soothing,  comforting  and  in- 


Price  Twenty-five  Cents 


CONCERTS  FOR  THE  CHILDREN 

How  the  Youngsters  of  Colorado  Springs  En- 
joy Their  Open  Air  Pleasures  Through  Aid 
of  the  Victrola — Conveys  Value  of  Music 

Colorado  Springs,  Colo.,  October  3. — An  inter- 
esting event  recently  in  this  city  was  the  Vic- 
trola concert  given  at  Prospect  Lake  playground 
by  J.  D.  Falkenburg,  manager  of  the  Victrola 
department  of  the  Knight-Campbell  Music  Co., 
which,  judging  from  the  picture  herewith,  dem- 
onstrates the  interest  that  is  taken  by  children 
in  concerts  of  this  character.     Victrolas  have 


Victrola  Entertains  Kiddies 


been  installed  in  all  the  public  schools  of  Colo- 
rado Springs,  and  Mr.  Falkenburg  has  started 
a  campaign  to  furnish  music  for  the  kiddies  in 
the  local  playgrounds.  Mr.  Falkenburg,  by  the 
way,  may  be  seen  standing  by  the  side  of  the 
Victrola  in  the  picture.  The  affair  was  attended 
by  a  large  number  of  children,  who  insisted  on 
hearing  their  favorite  tunes  over  and  over  again. 


spiriting  as  the  strains  of  sweet  music.  It  crowds 
sadness  from  the  threshold,  dispels  gloom  and 
distress  and  fills  the  soul  with  joy  and  hope. 

Songs  bring  messages  of  affection,  bravery 
and  success.  They  arouse  the  finest  spirit  of 
fortitude  and  patriotism.  Throughout  the  land 
they  spread  the  gospel  of  liberty,  and  plant  deep 
in  the  hearts  of  men  and  women,  old  and  young, 
patience,  courage,  loyalty  and  the  indomitable 
purpose  of  victory.  The  influence  of  song  pene- 
trates to  the  trenches  themselves,  and  is  wel- 
comed eagerly  by  our  wonderful  boys  there. 

So,  I  say,  give  the  people  and  the  boys  music; 
happy,  lively,  cheerful  and  soulful  music.  Keep 
them  in  good  humor.  Never  let  them  for  a 
moment  at  home  or  abroad  give  way  to  feelings 
of  dejection.  Under  all  and  every  circumstance 
hold  up  firmly  and  unflinchingly  the  "morale"  of 
the  people  and  the  troops.    Music  will  do  it. 

Every  man  who  aids  in  the  preparation  and 
distribution  of  music  is  doing  a  patriotic  work 
of  great  force  and  value. 


MAKE  DISPLAYS  AT  READING  FAIR 

Reading,  Pa.,  October  4. — Several  styles  of  talk- 
ing machines  were  in  evidence  at  the  annual 
fair  recently  held  in  this  city.  The  Metropolitan 
Phonograph  Co.  had  a  fine  display  and  gave 
concerts  at  frequent  intervals,  while  Arthur 
Wittich,  the  well-known  piano  dealer,  had  a  very 
fine  display  of  talking  machines  and  pianos. 
They  report  many  sales.  The  fair  was  attended 
by  an  enormous  crowd  from  eastern  Pennsyl- 
vania. 


TO  HANDLE  THE_AE0LIAN=V0CALI0N 

The  Griswold,  Richmond  &  Glock  Co.,  of 
Meriden,  Conn.,  have  made  arrangements  to  rep- 
resent the  Aeolian-Vocalion  phonograph,  which 
is  manufactured  in  that  city.  Arrangements  are 
being  made  to  give  a  series  of  free  concerts  at 
the  company's  store  on  West  Main  street. 


DISTRIBUTION  OF  MUSIC  A  VITAL  PATRIOTIC  ACTIVITY 

Music  as  a  Factor  in  Maintaining  the  Morale  of  the  Nation  and  in  Stimulating  Activity  in  War, 
Emphasized  by  J.  I.  Carroll,  Manager  of  Sales  of  the  Emerson  Phonograph  Co. 


4 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


A  House-to-House  Selling  Campaign  That 
Brought  the  Desired  Results  at  a  Low  Cost 


Methods  of  getting  business  that  are  success- 
ful are  always  interesting.  R.  L.  Tamplin,  the 
Columbia  dealer  at  Windsor,  Ont.,  tells  how  he 
operated  a  campaign  of  house-to-house  calls 
■that  brought  direct  business  at  a  minimum  cost 
and  that  also  netted  him  a  live  list  of  prospects. 
In  his  own  words  the  plan  is  described  as  fol- 
lows: 

"A  letter  (reproduced  below),  together  with 
the  current  record  supplement  and  four  records, 
were  inclosed  in  the  usual  record  container, 
and  a  start  was  made  in  the  first  street  on  the 
outskirts  of  the  city.  The  distributor  was  in- 
structed to  first  inquire  if  any  instrument  was  in 
the  house;  if  the  answer  was  'Yes,'  a  parcel  was 
left  with  a  few  courteous  words;  if  'No,'  a 
Grafonola  catalog  was  left  and  a  short  talk  given 
oh  the'merits  of  the  Columbia.  No  attempt  to 
sell  was  made  by  the  distributor — that  part  was 
left  for  the  follow-up  man.  The  name  of  any- 
one at  all  interested  was  obtained,  both  of 
machine  owners  and  non-machine  owners.  The 
first  point  is  important,  it  being  a  well-known 
fact  that  human  nature  in  the  mass  is  flattered 
by  the  implied  importance  of  being  known  by 
name.  On  the  following  day  I  personally  called 
to  collect  the  records,  not  forgetting  to  address 
them  by  name.  In  practically  every  case  I 
was  invited  in,  and  was  able  to  interest  them  in 
my  store  and  impress  its  location  upon  them. 
Even  when  no  sale  was  made,  by  unfailing  cour- 
tesy I  made  every  effort  to  leave  a  favorable 
impression. 

"The  results  of  a  month's  trial  of  the  scheme 
are  as  follows:  First,  an  inventory  for  mailing 
purposes  of  every  owner  in  the  portion  of  thss 
city  worked,  together  with  the  tremendous  fu- 
ture business  possibilities  of  the  personal  touch. 
Second,  $832  of  merchandise  actually  sold  at  a 
cost  approximately  of  $55.40  for  distribution. 
Third,  enough  machine  prospects  to  keep  me 
employed  for  quite  a  little  while.  One  other 
point  is  of  interest — 600  records  were  used  in 
exploiting  the  scheme,  and  six  only  were  dam- 
aged or  apparently  rendered  unsalable.  The 
returned  records  were  carefully  examined  each 
day,  cleaned  and  sent  out  again.  The  letters 
and  containers  also,  if  clean,  were  used  over  and 
over,  thus  keeping  down  the  overhead." 

The  letter  enclosed  by  Mr.  Tamplin  was  as 
follows : 

"Dear  Sir  or  Madam:    There  can  be  no  ques- 


tion that  more  music  is  needed  at  this  time.  It 
is  an  indispensable  food  and  tonic  for  your 
spirits.  It  is  the  greatest  influence  in  the  edu- 
cational world.  In  enriches  our  whole  lives. 
We  are  enthusiastic  about  Columbia  records 
and  anxious  to  have  you  hear  them  and  judge 
them.  Will  you  play  the  enclosed  selections 
on  your  instrument?    The  records  selected  from 


our  latest  lists  are  left  with  you  on  approval 
and  you  are  under  no  obligation  to  purchase, 
but  if  you  care  to  keep  any  or  all,  our  sales- 
man who  will  call  to-morrow  is  empowered  to 
receive  payment  and  give  a  receipt.  It  would 
be  a  pleasure  for  us  to  supply  you  with  any  of 
the  thousands  of  selections  covered  by  the  cat- 
alog enclosed  herewith." 


LARGER  QUARTERS  IN  MACON,  GA. 

Williams-Guttenberger  Music  Co.  Hold  Formal 
Opening  of  Remodeled  Store  in  That  City 


Macon,  Ga.,  October  2. — The  Williams-Gut- 
tenberger Music  Co.  recently  held  a  formal 
opening  of  their  enlarged  quarters  at  168  Cot- 
ton avenue,  this  city,  and  celebrated  the  occa- 
sion in  a  most  fitting  manner.  The  company 
spent  some  thousands  of  dollars  in  enlarging 
and  improving  its  store,  and  the  result  made  an 


ing-  machine  department,  w.hich  is  under  the 
management  of  H,  P.  West,  who  reports  a 
steady  increase  in  business. 

The  officers  of  the  company  are:  F.  W.  Will- 
iams, president;  F.  E.  Williams,  vice-president; 
C.  N.  Guttenberger,  vice-president,  and  R.  H. 
Williams,  secretary  and  general  manager.  The 
progress  made  by  the  company  is  indicated  by 
the  fact  that  the  staff  has  been  increased  from 
five  to  fourteen  people  within  the  short  space 
of  two  years. 


A  HINT  FOR  NEXT  SUMMER 

Edison  Dealer  Used  Novel  Means  of  Attracting 
Attention  This  Past  Summer 


New  Home  of  Williams-Guttenberger  Co. 

excellent  impression  upon  those  who  attended 
the  opening. 

The  store  has  two  entrances,  each  on  a  live 
street,  one  being  at  168  Cotton  avenue,  and  the 
other  at  365  Second  street.  The  store  is  150 
feet  long  by  19  feet  wide,  giving  plenty  of  room 
for  seven  record  demonstrating  booths,  a  player 
roll  booth,  offices,  telephone  booth,  etc.  A 
balcony  provides  room  for  the  main  offices,  and 
also  display  space  for  about  twenty  pianos, 
while  the  piano  salesrooms  proper  are  on  the 
second  floor.  The  company  takes  full  advan- 
tage of  display  facilities  offered  by  four  large 
windows,  two  on  each  street. 

The  main  floor,  as  indicated  by  the  accom- 
panying picture,  is  given  over  chiefly  to  the  talk- 


Arthur  McPherson,  of  Bridgeton,  N.  J.,  knows 
how  to  make  capital  out  of  the  romance  of  water 
and  canoes  and  music  on  a  summer  night.  He 
puts  an  Edison  Army  and  Navy  Model  in  the 
bow  of  a  skiff  and  pilots  it  skilfully  around  the 
Bridgeton  raceway,  playing  dreamy  melodies. 
He  is  sure  of  a  sympathetic  audience,  especial- 
ly on  moonlight  nights.  And  he  has  taken  care 
that  his  fellow-townsmen  know  the  source  of 
the  romantic  strains  which  float  out  over  the 
waters  to  the  listeners  drifting  about  in  canoes 
on  the  still  water  of  the  lake. 

Is  there  a  lake  or  river  near  your  town?  Try 
this  plan  next  summer. 


ENTERS  THE  SERVICE  OF  UNCLE  SAM 

L.  A.  Murray,  of  the  L.  A.  Murray  Co.,  Daven- 
port, la.,  has  just  left  for  Camp  Forrest.  Mr. 
Murray  conducts  an  exclusive  Victor  store  in 
the  Harned  &  Von  Maur  department  store  and 
the  management  is  left  in  the  hands  of  his  sis- 
ter, Miss  Dorothy  Murray. 


"Reputation  makes  profit,"  therefore  for  repu- 
tation's sake  handle  goods  of  quality  and  repu- 
tation. 


THE 


FOUNDATION 
IS  RIGHT 


Conditions  have  changed  and  are 
changing,  but  the  principles  back 
of  the  DITSON  SERVICE  re- 
main steadfast. 


The  Victor  dealer  is  entitled  to  the 
best  service  we  can  give  him,  and 
he  gets  it  without  qualification 
and  regardless  of  conditions. 


There's  a  Human  Touch  to  Ditson  Service  That 
is  Particularly  Valuable  Just  Now 


Oliver  Ditson  Co. 
BOSTON 


^    ,    .    ,        Chas.  H.  Ditson  &  Co. 
Victor  Exclusively      N  E  w  YORK 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


5 


Victrola  1V-A,  $22.50 

Oak 


ictrola  VIII-A,  $50 

Oak 


 _ 


Victrola  X-A,  $90 

Mahogany  or  oak 


"Will  there  be  a 
Victrola  in  your  home 
this  Christmas  ?" 

That  is  the  question  which  will  again  be 
put  before  the  entire  country  through  Victor 
advertising. 

That  is  the  question  which  is  going  to 
be  settled  in  thousands  of  homes — and  settled 
to  your  satisfaction. 

So  don't  lose  sight  of  the  value  to  you  of 
the  Victor  holiday  advertising  and  "Will  there 
be  a  Victrola  in  your  home  this  Christmas?" 

Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  Gramophone  Co.,  Montreal,  Canadian  Wholesalers 

"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine  Company 
designating  the  products  of  this  Company  only. 
Warning:  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of 
any  other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important   Notice.     Victor  Records  and  Victor  Machine*  are  scientifically 
co-ordinated  and  synchronized  in  the  processes  of  manufacture,  and  their  use, 
one  with  the  other,  is  absolutely  essential  to  a  perfect  reproduction. 


Victrola  XVI,  $225 
Victrola  XVI.  eltctric,  $282.50  , 
Mahogany  or  oakj 


Albany,   N.   Y  Gately-Haire  Co..  Inc. 

Atlanta,  Ga  Elyea-Austell  Co. 

Phillips  &  Crew  Piano  Co. 

Austin,    Tex  The  Talking  Machine  Co.,  of 

Texas. 

Baltimore.    Mil ....  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons.  Inc. 

Bangor,  Mo  Andrews  Music  House  Co. 

Birmingham,   Ala.  Talking  Machine  Co. 

Boston,  Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  Y...  American  Talking  Mch.  Co. 

G.  T.  Williams. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Neal,  Clark  &  Neal  Co. 

Burlington,  Vt  American  Phonograph  Co. 

Butte,   Mont  Orton  Bros. 

Chicago,   111  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  W.  H.  Buescher  &  Sons 

Co. 

The  Collister  &  Sayle  Co. 

The  Eclipse  Musical  Co. 

Columbus.   O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denvar,    Colo  The  Hext  Music  Co. 

The   Knight-Campbell  Music 
Co. 


Victor  Wholesalers 


Des  Moines,  la  Mickel  Bros.  C«. 

Detroit,    Mich  Grinnell  Bros. 

Elmlra,  N.  Y  Elmira  Arms  Co. 

El   Paso,   Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H.. . .  Bergstrom  Music  Co.,  Ltd. 

Houston,    Tex  Thos.  Goggan  &  Bro. 

Indianapolis,  Ind. .  Stewart  Talking  Machine  Co. 
Jacksonville,  Fla..  Florida  Talking  Machine  Co. 
Kansas  City,  Mo.  .J.  W.  Jenkins  Sons  Music  Co. 

Schmelzer  Arms  Co. 

Lincoln,   Nebr  Ross  P.  Curtice  Co. 

Little  Rock,  Ark..O.  K.  Houck  Piano  Co. 
Los  Angeles,  Cal. .  Sherman,  Clay  &  Co. 
Memphis,   Tenn. ...O.  K.  Houck  Piano  Co. 
Milwaukee,   Wis... Badger  Talking  Machine  Co. 
Minneapolis,  Mlnn.Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.  H.  Reynalds. 

Montreal,  Can  Berliner     Gramophone  Co., 

Ltd. 

Nashville,  Tenn  O.  K.  Houck  Piano  Co. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  Haven,  Conn.  TheHorton-Gallo-Creamer  Co. 

New  Orleans,  La...  Philip  Werlein,  Ltd. 

New  York,  N.  Y. . .  Blackman  Talking  Mach.  Co. 

Emanuel  Blout 

C.  Bruno  &  Son,  Inc. 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Charles  H.  Ditson  4  Co. 

Landay  Bros..  Inc. 

New  York  Talking  Msch.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 


Omaha,  Nebr  \.  Hospe  Co. 

Mickel  Bros.  Co. 

Peoria,  111  Putnam-Page  Co.,  Inc. 

Philadelphia,    Pa. .  Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe. 

The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh.   Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Portland,    Ore  Sherman,  Clay  &  Co. 

Providence,  R.  I... J.  Samuels  &  Bro.,  Inc. 
Richmond,  Va  The  Corley  Co..  Inc. 

W.  D.  Moses  &  Co. 
Rochester,  N.  Y...E.  J.  Chapman. 

The  Talking  Machine  Co. 
Salt  Lake  City,  V.  Consolidated  Music  Co. 

The  John  Elliott  Clark  Co. 
San  Antonio,  Tex. Thos.  Goggan  &  Bros. 
San  Francisco,  Cal. Sherman,  Gay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Slonx  Falls,  S.  D..  Talking  Machine  Exchange. 

Spokane,  Wash  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber- Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Whitney  k  Currier  Co. 

Washington,  D.  C.Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Robt.  C.  Rogers  Co. 


6 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


AN  IMPORTANT  ACCESSORY— ALBUMS  FOR  FILING  DISC  RECORDS 

The  enormous  demand  for  "National"  Eecord  Albums  keeps  apace  with  the  ever  increasing  demand  for  machines  and  records,  and  our 
output  capacity  has  been  enlarged  to  meet  the  greater  needed  supply.  Record  Albums  have  proven  themselves  to  be  the  best  and  most  convenient, 
as  well  as  economic,  method  of  filing  and  keeping  disc  records. 


THE  ALBUM 

soon  pays  for  itself  in  time- 
saving  and  preserving  records. 
The  initial  cost  is  really  an 
investment  which  comes  back 
fourfold. 


MAKING  THEIR  SELECTION 

Illustrating  the  daily  actual  usage  of  the 
Album,  the  most  convenient  and  satisfactory 
record  filing  system  extant. 


THE  PERFECT  PLAN 

The  pockets  holding  the  records  are  substantial/!; 
made  from  strong  fibre  stock,  firmly  joined  together 
and  bound  in  attractive  covers. 


A  PLACE  FOR  EVERY  RECORD  AND  EVERY  RECORD  IN  ITS  PLACE 

Albums  are  an  Indispensable  Requisite  in  the  talking  machine  business  and  wherever  records  are  sold.  An  accessory  that  is  necessary 
and  worth  while.  Practical  and  handy.  Save  time  and  records.  A  profitable  adjunct  to  the  business.  All  owners  of  machines  and  records  want 
Albums  to  file  and  preserve  their  records. 

We  manufacture  disc  Record  Albums  containing  12  pockets  to  fit  cabinets  of  all  sizes  and  styles.  We  also  make. Albums  containing 
17  pockets.    With  the  indexes  they  are  a  complete  system  for  filing  all  disc  records. 

For  durability,  finish  and  artistic  design,  our  Albums  are  unsurpassed.  We  have  unexcelled  manufacturing  facilities,  and  considering 
quality  our  prices  are  the  lowest.     Write  us,  giving  quantity  you  may  desire,  and  we  will  quote  prices. 


OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR,  COLUMBIA,  EDISON,  PATHE  AND  ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO. 


239  S.  American  Street 


PHILADELPHIA,  PA. 


COLORADO  SPRINGS  IDEAL  CITY  FOR  TALKING  MACHINES 

At  Least  So  the  Dealers  Declare — Tourist  Business  Keeps  Up  Well — New  Edison  Shop  Piling 
Up  Sales  Total — J.  D.  Falkenburg  in  Charge  of  Knight-Campbell  Department 


Colorado  Springs,  Colo.,  October  1. — Marked  ac- 
tivity was  noted  on  all  sides  in  the  talking  ma- 
chine trade  in  Colorado  Springs  the  past  sum- 
mer. The  tourist  season  was  a  very  good  one 
despite  the  high  rates  for  railroad  fare  and  the 
fact  that  transportation  facilities  were  not  as 
good  as  in  former  seasons.  However,  all  of 
the  talking  machine  dealers  commented  on  the 
fact  that  their  trade  was  good  and  that  their 
customers  were  gradually  increasing.  J.  D.  Fal- 
kenburg, manager  of  the  Victrola  department  of 
tfo  Knight-Campbell  Music  Co.,  said:'  "We  find 
thi-t  this  has  been  one  of  our  busiest  seasons 
an'i  that  our  sales  of  Victrolas  and  Victor  rec- 
ords have  shown  a  marked  increase  over  the 
summer  season  of  1917."  Mr.  Falkenburg  was 
formerly  located  at  Albuquerque,  N.  M.,  and 
is  now  taking  the  place  of  Lieut.  Davis  Allen, 
who  is  in  the  United  States  service.  Mr.  Fal- 
kenburg is  very  enthusiastic  over  the  Victor 
school  room  system  of  educational  work  and 
stated  that  Victrolas  had  been  installed  in  all 
of  the  schools  of  the  city  and  that  he  was  di- 
recting the  attention  of  the  public  to  the  use 


of  Victrolas  in  the  public  playgrounds,  having 
given  a  series  of  Victrola  concerts  which  were 
keenly  enjoyed  by  the  little  folks.  Miss  Mary 
M.  Burnap  is  the  able  assistant  to  Mr.  Falken- 
burg. 

Mrs.  E.  G.  Paster  maintains  an  exclusive  shop 
for  Victrolas  at  22  East  Kiowa  street,  and  stated 
to  The  World  representative  that  "Colorado 
Springs  was  an  ideal  town  for  the  Victrola." 
Her  demonstration  rooms  are  attractively  fitted 
up.  She  is  a  great  believer  in  judicious  adver- 
tising and  has  excellent  results  from  it. 

J.  D.  Hiltbrand  and  the  Hext  Music  Co.  also 
handle  the  Victrola  and  inquiries  there  elicited 
the  information  that  sales  were  brisk. 

The  Grafonola  Shop,  under  the  management 
of  Alexander  Mcintosh,  located  at  21  East 
Kiowa  street,  is  admirably  fitted  up  witli  a 
number  of  demonstration  rooms  and  show- 
rooms for  the  display  of  the  Columbia  prod- 
ucts. Mr.  Mcintosh  is  very  sanguine  regarding 
the  future  of  the  Grafonola  in  Colorado  Springs 
and  is  anticipating  a  good  fall  and  winter  trade. 

The  New  Edison  Shop  is  located  on  Pikes 


THE  REGINAPHONE 


A  phonograph  of  the  highest  grade 
with  many  exclusive  features.  The  new 
Regina  Sound-box  is  the  greatest  im- 
provement in  talking  machines  in 
years,  reproducing  all  hill  and  dale 
and  lateral  cut  records  equally  well, 
and  in  a  manner  unsurpassed. 

Territory  arrangements  with  active  dealers. 

THE  REGINA  CO. 


New  Regina  Sound-Box 

Send  for  particulars. 

47  West  34th  Street,  NEW  YORK 
209  S.  Wabash  Ave.,  CHICAGO.  ILL. 


Manufacturers  of  the  Regina  Music  Box  and  other  musical  instruments  for  over  25  years. 


Peak  avenue  within  easy  access  of  the  business 
center  of  the  city.  Kenneth  and  Lieut.  H.  M. 
Wyckoff  are  the  proprietors.  The  latter  is  now 
with  the  colors.  Kenneth  Wyckoff  stated  that 
the  firm  was  building  up  a  large  and  constantly 
increasing  trade  and  incidentally  mentioned  that 
over  $20,000  worth  of  sales  had  been  made  since 
the  shop  had  been  opened,  it  being  comparative- 
ly new  in  Colorado  Springs.  The  interior  of 
the  shop  is  tastily  fitted  up  and  can  be  utilized 
for  a  recital  hall  should  the  occasion  require. 

The  Peerless  Furniture  Co.  are  the  sales 
agents  in  Colorado  Springs  for  the  Brunswick 
phonograph.  Manager  Bloom,  of  the  company, 
is  looking  for  a  brisk  season  this  fall. 


ELECT  OFFICERS  IN  CEDAR  RAPIDS 

The  Music  Dealers'  Association  of  Iowa,  Re- 
cently Organized,  Elect  Officers  for  the  En- 
suing Year — Discuss  Matters  of  Interest 


The  Cedar  Rapids  Music  Dealers'  Association 
of  Iowa  have  just  elected  officers  for  the  com- 
ing year,  which  are:  President,  J.  J.  Kuncl,  of 
the  Kuncl  Co.;  secretary,  F.  H.  Garner,  manager 
of  the  Geo.  A.  Mullin  Victrola  department; 
treasurer,  F.  W.  Slapnicka,  of  the  Slapnicka 
Music  Co.  The  members  are  F.  C.  Miller,  H. 
C.  Waite,  F.  H.  Drew,  C.  K.  Emerson,  E.  B. 
Hiltbrunner,  A.  H.  Niles,  W.  E.  Dewell,  B.  D. 
Jansa,  W.  O.  Stepanek,  W.  A.  McNaughton  and 
J.  F.  Miller.  The  association  has  been  organ- 
ized for  several  months  and  is  having  wonderful 
success  as  to  the  regulation  of  records  on  ap- 
proval, time  payments,  etc.  It  has  the  co-op- 
eration of  the  Cedar  Rapids  Chamber  of  Com- 
merce, and  is  represented  at' all  of  its  meetings. 


Thomas  A.  Edison  made  the  very  happy  sug- 
gestion recently  in  connection  with  the  Fourth 
Liberty.. Loan,  that  .business  men  in  all  their  let- 
ters should  put  above  their  signatures  a  phrase 
somewhat  like  "Yours  for  the  success  of  the 
Fourth  Liberty  Loan,"  or  other  words  that  will 
keep  before  the  reader  the  importance  and  per- 
tinence of  subscribing  to  the  Loan. 


October  15,  1918 


THE   TALKING   MACHINE  WORLD 


7 


Victrola  IV-A,  $22.50 

Oak 


Victrola  VI-A,  $32.50 

Oak 


Victrola  VIII-A,  $50 

Oak 


Victrola  IX-A,  $60 

Mahogany  or  oak 


Victrola  X-A,  $90 

JMahogany  or  oak 


Victor 
Supremacy 

— all  the  time 
and  everywhere 


Viewed  from  the 
standpoint  of  musi- 
cal art,  judged  by 
the  character  and 
prestige  of  the  stores 
that  handle  it,  meas- 
ured in  dollars  for 
its  ability  as  a  prof- 
it producer,  the 
Victrola  is  supreme. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

Berliner  Gramophone  Co.,  Montreal,  Canadian  Wholesalers 


Victrola  XI-A,  $115 

Mahogany  or  oak 


Victrola"  i3  the  Registered  Trade-mark  of  the  Victor  Talking  Machine 
Company  designating  the  products  of  this  Company  only. 
Warning :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or 
sale  of  any  other  Talking  Machine  or  Phonograph 
products  is  misleading  and  illegal 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scien- 
tifically co-ordinated  and  synchronized  in  the  processes  of  manu- 
facture, and  their  use.  one  with  the  other,  is  absolutely 
essential  to  a  perfect  reproduction. 


Victrola  XIV,  $175 

Mahogany  or  oak 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50 

Mahogany  or  oak 


Victrola  XVII,  $275 
Victrola  XVII,  electric,  $332.50 

Mahogany  or  oak 


8 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  J.  Raymond  Bill, 
373  Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 

J.  B.  SPILLANE,  Editor 
J.  RAYMOND  BILL,  Associate  Editor 

Trade  Representatives :  B.  Brittain  Wilson,  L.  M.  Robinson,  Wilson  D.  Bush, 

C  Chace,  V.  D.  Walsh,  E.  B.  Munch,  L.  E.  Bowers,  A.  J.  Nicklin 

Boston :        John  H.  Wilson,  324  Washington  Street 
Chicago  Office:      E.  P.  Van  Harlingen,  Republic  Building,  209  South   State  Street. 

Telephone,  Wabash  5774 
London,  Eng.,  Office:       2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $2.25;  all  other  countries,  $3.75.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $4.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $125.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

I®"  NOTICE  TO  ADVERTISERS.-Advertising  copy  should 
reach  this  office  by  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones— Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  OCTOBER  15,  1918 

PROBABLY  there  is  no  industry  of  its  size  that  will  be  so 
seriously  affected  by  the  workings  of  the  new  Draft  Law  as 
the  talking  machine  industry,  for  it  is  essentially  an  industry  of 
young  men — men  who  entered  the  new  field  as  youths. 

There  are,  of  course,  very  many  men  over  forty-five  in 
the  trade,  but  they  are  far  in  the  minority.  In  fact,  the  average 
age  of  the  members  of  the  trade,  as  calculated  by  an  observance 
of  those  who  attend  the  various  meetings,  might  well  be  fixed 
at  something  between  thirty  and  thirty-six  or  seven. 

Of  course,  it  will  rest  with  the  various  local  draft  boards  as 
to  how  seriously  the  ranks  of  the  employes  in  the  trade  are 
depleted  to  build  up  the  nation's  man  power  for  war  work, 
and  it  is  to  be  presumed  that  the  executive  forces  will  be  dealt 
with  leniently  in  this  respect.  It  must  be  expected,  however, 
that  the  sales  staffs  are  going  to  be  hit,  particularly  in  certain 
sections,  if  the  workings  of  the  first  draft  are  to  be  accepted 
as  any  criterion.  It  means  that  the  various  concerns  must  give 
serious  study  to  the  conservation  of  the  man  power  that  is  left 
to  them,  through  the  rearrangement  of  work,  and  the  instalment 
of  more  efficiency  generally  where  possible. 

There  must  also  be  considered  the  more  general  employ- 
ment of  women,  whose  work  in  the  trade,  particularly  as  mem- 
bers of  the  selling  forces,  and  even  in  managerial  capacities,  has 
progressed  considerably  beyond  the  experimental  stage.  Of 
course,  with  less  goods  to  sell,  wholesalers  and  retailers  can  get 
along  with  considerably  reduced  staffs,  but  at  the  same  time  the 
first  draft,  together  with  enlistments  and  the  entrance  of  employes 
into  direct  war  work,  has  made  inroads  that  have  more  than  off- 
set the  decreased  necessity  for  help.  The  "work  or  fight"  pro- 
vision of  the  new  Draft  Law  simply  adds  one  more  problem  to 
the  many  that  are  facing  the  members  of  the  industry  right  at 
the  present  time. 


THE  War  Service  Committee  of  the  talking  machine  industry, 
and  particularly  its  chairman,  H.  L.  Willson,  are  to  be  con- 
gratulated upon  the  success  of  their  efforts  in  representing  the 
industry  as  a  whole  in  various  important  matters  before  the 
authorities  in  Washington.  The  working  of  the  committee  is 
all  the  more  remarkable  in  that  it  had  no  basis  to  start  work  on 
— no  organization  from  which  to  draw  support,  but  was  the 
child  of  a  hurried  meeting,  and  sprang  into  activity  almost  over- 
night. 


Urged  on  more  than  one  occasion  to  form  a  definite  organ- 
ization the  talking  machine  manufacturers  for  one  reason  or 
another  hesitated  until  the  time  came  when  it  was  almost  a  case 
of  organize  or  disintegrate.  The  rapidity  with  which  the  manu- 
facturers came  together — decided  upon  their  plan  of  campaign — 
and  organized  their  committee,  will  afford  some  idea  of  the  excel- 
lent work  that  might  have  been  done  had  a  definite  general 
organization  been  formed  when  there  was  time  for  a  leisurely 
and  careful  building  up  of  the  association  fabric.  Once  appointed 
the  committee  moved  with  a  rapidity  and  assurance  that  left 
little  to  be  desired. 

It  was  found  that  individual  members  of  the  industry,  or 
groups  of  members,  were  unable  to  secure  recognition  in  Wash- 
ington, unless  they  came  as  representatives  of  the  entire  indus- 
try. It  was  also  found  that  duly  authorized  representatives 
could  expect  little  attention  unless  they  were  prepared  to  submit 
facts,  and  not  surmises,  regarding  the  extent  of  the  industry,  its 
output  and  its  requirements. 

The  committee  first  secured  the  support  of  the  industry  as 
a  whole,  and  next  secured  the  recognition  of  the  Chamber  of 
Commerce  of  the  United  States,  and  finally  the  Government 
officials.  Next  came  the  question  of  compiling  statistics  regard- 
ing the  industry,  a  monumental  task  under  ordinary  circum- 
stances, but  one  that  was  handled  quickly  under  the  spur  of 
wartime  necessity.  In  the  matter  of  curtailment  of  output,  as 
well  as  in  the  matter  of  steel  and  iron  supply,  the  committee 
has  accomplished  really  remarkable  work,  especially  when  there 
are  considered  the  conditions  under  which  its  members  were 
forced  to  labor. 

If  these  trying  times  have  done  nothing  else,  they  have  at 
least  brought  the  producing  elements  of  the  talking  machine 
trade  together  on  a  common  footing,  and  have  brought  forth 
the  figures  regarding  production,  invested  capital  and  other 
vital  matters  that  have  occasioned  surprise  even  to  those  who 
considered  themselves  well  acquainted  with  the  industry  and 
its  scope. 

Having  come  together  in  an  emergency  the  talking  machine 
and  supply  manufacturers  should  find  it  a  comparatively  easy 
matter  to  effect  some  sort  of  permanent  organization  that  will 
be  able  to  handle  trade  problems  in  peace,  as  well  as  in  war- 
times— an  association  that  will  tend  to  weld  the  various  inter- 
ests of  the  trade  into  one  common  whole  for  offensive  and  defen- 
sive purposes. 

It  took  pressing  danger  to  bring  the  members  of  the  trade 
together.  It  seems  folly  to  assume  that  a  separation  will  occur 
after  this  particular  time  of  trial  has  passed.  The  future  holds 
much  for  the  talking  machine  industry,  and  many  of  its  oppor- 
tunities can  best  be  realized  upon  through  organization.  Stick 
together ! 

IT  is  a  noteworthy  fact  that  despite  wartime  conditions  and 
the  problems  they  present  for  the  consideration  of  talking 
machine  manufacturers  generally,  there  has  been  no  slackening 
in  the  efforts  to  develop  both  machines  and  records  to  a  higher  de- 
gree of  perfection  whenever  such  results  are  possible.  During  the 
past  few  months  there  have  been  introduced  to  the  trade  numer- 
ous new  models  of  machines,  improved  reproducing  devices  and 
new  types  of  records,  all  designed  to  mark  a  general  development 
in  the  art.  In  other  words,  talking  machine  manufacturers,  un- 
like the  manufacturers  of  some  other  lines,  have  not  stopped  to 
mark  time  and  see  what  is  going  to  happen,  but  have  kept  going 
ahead.  The  result  will  be  that  when  peace  times  come  again 
the  talking  machine  trade  will  have  shown  distinct  development 
over  pre-war  standards,  and  will  be  better  equipped  than  ever 
to  profit  by  that  foresight. 


T^HE  great  Liberty  Loan  rally  at  Carnegie  Hall  on  the  evening 
1  of  September  30  was  without  question  one  of  the  greatest,  if 
not  the  greatest,  musical  program  of  its  kind  ever  staged.  Think 
of  Galli-Curci,  Caruso,  McCormack  and  Heifetz,  to  say  nothing 
of  Pryor's  Band,  all  on  one  stage  for  one  concert.  This  galaxy 
of  artists,  whose  combined  appearance  at  their  regular,  rates 
would  command  a  price  that  would  put  a  noticeable  dent  in  the 
bankroll  of  a  Rockefeller,  might  be  said  to  be  distinctly  repre- 
sentative of  the  part  taken  by  the  talking  machine  interests  in 
the  local  Liberty  Loan  drive  of  the  Allied  Music  Trades.  It 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 

 _ 


S 


was  through  the  efforts  of  those  interests  that  the  artists  con- 
sented to  appear,  although  credit  must  be  given  to  the  Victor 
Talking  Machine  Co.  directly  for  paying  the  transportation  and 
other  expenses  of  Pryor's  Band  as  a  part  of  that  company's  con- 
tribution. Surely  the  talking  machine  industry  and  everyone 
in  it  can  feel  pride  in  the  showing  made,  for  it  is  these  artists, 
whose  names  have  been  made  household  words,  largely  through 
the  medium  of  the  talking  machine,  that  drew  an  audience  to 
Carnegie  Hall  that  filled  every  nook  and  cranny  of  that  great 
auditorium,  and  resulted  in  an  immense  sum  being  subscribed 
for  bonds  to  back  up  the  good  work  being  accomplished  by  the 
American  army  at  the  front. 

SERIOUS  consideration  is  being  given  by  business  men  in  all 
lines  of  industry  to  the  development  of  export  trade,  not  only 
now,  but  especially  after  the  war.  The  past  month  forty-four 
manufacturers  whose  domestic  sales  aggregate  annually  one  hun- 
dred million  dollars  came  together  in  New  York  and  formed  a 
combination  to  develop  foreign  trade,  to  be  known  as  the  Allied 
Industries  Corp.  This  is  one  of  the  first  important  moves  show- 
ing co-operative  effort  in  the  matter  of  export  trade,  which  is  per- 
mitted under  the  Webb-Pomerene  bill,  which  recently  became 
a  law. 

We  have  not  yet  as  a  nation  fully  realized  the  opportunity 
which  is  now  opening  for  American  trade  in  foreign  countries. 
The  demand  is  literally  world-wide,  and  is  bound  to  increase 
naturally  after  the  close  of  the  war.  The  dullest  mind  must  be 
stirred  by  the  possibilities  of  expansion  and  development  through- 
out the  whole  field  of  industrial  activity. 

To  attain  any  measure  of  success  in  the  exports  of  musical 
instruments  or  any  other  products  co-operative  effort  is  most 
essential,  and  manufacturers  must  work  along  constructive  lines 
in  this  matter.  They  must  get  together  and  plan  unitedly,  not 
only  to  hold  markets  to  which  they  are  now  sending  musical 
instruments,  but  must  create  and  perfect  new  avenues  which 
will  insure  trade  being  developed  when  world  competition  is 
again  supreme. 

Business  men  to-day  are  facing  a  great  many  annoyances 
and  interruptions  to  the  development  of  their  plans,  but  it  is  not 
a  time  for  pessimism — not  a  time  to  sit  down  and  bewail  their 
lot,  but  rather  is  it  the  time  for  careful,  deliberate  planning  of 
business  advance  along  new  lines  at  home  and  abroad.  Ameri- 
can business  sagacity  is  on  trial  as  never  hefore,  and  if  we  merely 
assume  a  passive  attitude  and  do  nothing  constructive  we  will 
arrive  nowhere. 

In  the  talking  machine  industry,  as  in  other  lines,  there  is  a 
gratifying  tendency  among  manufacturers  to  get  together  for  a 
common  interchange  of  thought  upon  the  needs  of  the  industry. 
Old-time  prejudices  have  been  dissipated  and  common  sense 


rules.  This  is  certainly  a  most  helpful  sign,  and  it  means  much 
for  the  inauguration  of  a  successful  policy  in  the  matter  of  sup- 
plying export  demands.  We  can  only  do  a  limited  export  trade 
to-day.  We  haven't  the  goods.  It  is  the  future  that  we  must 
keep,  in  mind,  for,  as  Edward  N.  Hurley  points  out,  we  must 
perfect  such  business  plans  as  will  enable  us  to  utilize  our  great 
merchant  marine  after  the  war. 


OF  great  interest  to  the  talking  machine  trade  throughout  the 
country  is  the  letter  recently  sent  out  by  Louis  F.  Geissler, 
general  manager  of  the  Victor  Talking  Machine  Co.,  in  which  he 
tells  in  detail  of  the  position  in  which  the  Victor  Co.  finds  itself  on 
account  of  the  demands  made  on  its  manufacturing  resources  on 
account  of  war  work.  It  is  a  frank  and  honest  statement  which, 
from  the  viewpoint  of  the  talking  machine  trade,  is  tinged  with 
optimism,  because  it  holds  out  hope  for  at  least  a  modest  supply 
of  Victor  goods  until  such  time  as  the  war  comes  to  an  end,  which, 
judging  from  recent  developments  in  Bulgaria  and  on  the  West- 
ern Front,  may  not  be  as  long  off  as  the  wise  ones  originally  esti- 
mated. In  this  letter  Mr.  Geissler  says :  "We  have  no  doubt  that 
we  shall  be"  able  to  continue  the  manufacture  of  machines  and 
records  in  fully  as  large  a  proportion  to  our  last  year's  business 
as  any  other  manufacturer  can  hope  to  do." 

Mr.  Geissler  emphasized  a  most  important  matter  in  this  com- 
munication when  he  said :  "In  this  connection  it  will  be  interesting 
to  you  to  know  that  responsible  administrative  officers  of  the 
Government  have  expressed  themselves  as  regarding  our  products 
as  'prime  necessities  of  peace  times,  and  very  important  to  the 
welfare  of  the  country  in  wartimes.'  We  are  confident  that  the 
talking  machine  industry  will  not  be  unnecessarily  discriminated 
against  by  the  Government,  but  that  its  activities  will  be  encour- 
aged to  the  limit  that  can  be  done  without  interference  with  the 
production  of  ships,  aeroplanes,  rifles,  ammunitions,  and  the  other 
prime  necessities  of  warfare." 


ARE  the  business  men  of  America  to  hold  aloof  when  being 
called  upon  to  lend  their  assistance  in  creating  that  class  of 
credit  instruments  which  is  eligible  above  all  others  for  purchase 
and  rediscount  by  the  Federal  Reserve  Banks?  asks  J.  H.  Tregoe, 
secretary  of  the  National  Association  of  Credit  Men.  Present 
conditions  point  to  the  unwisdom  of  using  other  paths  than  those 
indicated  by  the  highest  authorities  as  safest.  Keep  your  busi- 
ness as  liquid  as  circumstances  will  permit.  By  so  doing  you  are 
in  the  best  possible  position  to  meet  emergencies  or  sudden  con- 
tingencies. The  acceptance  method — the  method  by  which  one 
indicates  that  his  borrowings  are  based  on  the  actual  movement 
of  merchandise — is  the  method  of  highest  safety,  because  it 
substitutes  liquid  instruments  for  frozen  accounts.  It  is  the  part 
of  wisdom  to  adopt  it. 


r 


SERVICE  THAT  BUILDS 
CONFIDENCE 


We  work  for  and  with  the  Victor  Dealer 
both  in  supplying  him  with  Victrolas  and 
records  and  in  helping  him  sell  them  to 
best  advantage.  Our  interest  in  a  machine 
or  record  ends  only  when  it  is  in  the  home 
of  the  customer,  and  we  try  to  help  the 
dealer  place  it  there.  Our  dealers'  con- 
fidence in  us  makes  this  possible.  We're 
partners  to  that  extent. 


ECLIPSE 


ECLIPSE.   MUSICAL  CO. 

CLEVELAND  OHIO 


10 


THE    TALKING    MACHINE  WORLD 


October  15,  191S 


THAT  LIBERTY  SHALL  NOT 
PERISH  FROM  THE  EARTH 

BUY  LIBERTY  BONDS 

FOURTH    LIBERTY  LOAN 


Lend  the  way  they  fight 

Buy  bonds  to  your  utmost 


This  page  contributed  by  the 


thewiiydtey 


uy  Bonds 
*>^UIM0ST 


I  STEEL  NEEE 

Marbridge  Building,  Broad\ 

Ifc^        SUPERIOR  STEEL     ,  -•>  / 
BRilliantoNE 
NEEDLES  ^»  I 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


11 


Why  the  Dealer  Should  Make  His  Talking 
Machine  Department  Attractive  » 


By  J.  W.  Methune 


Every  dealer,  it  matters  not  whether  he  be 
an  exclusive  dealer  or  simply  one  who  handles 
talking  machines  and  records  as  a  side  issue, 
wants  to  increase  his  trade.  This  is  the  most 
natural  thing  in  the  world.  He  hopes  to  do 
this,  but  at  times  is  at  a  loss  to  proceed  along 
lines  that  might  be  called  intelligent  and  that 
demand  more  than  a  commonplace  effort.  Can 
he  hope  to  enjoy  all  the  trade  that  he  wants 
when  his  department  or  his  store  does  not  at- 
tract? Therein  lies  one  of  the  real  secrets  for 
success  or  for  its  opposite. 

The  public  might  be  aware  of  the  store  or  the 
department  that  does  cater  to  their  wants  in  the 
sale  of  machines  and  records,  but  that  does  not 
signify  that  this  fact — a  mere  incident — is  go- 
ing to  act  as  a  reason  or  as  an  argument  for 
the  prospective  customer  to  enter  and  to  make 
a  purchase.  The  reason  for  this  lies  in  a  deeper 
and  more  well-founded  argument.  They  want 
to  be  given  an  extra  reason  for  seeking  your 
store.  They  want  to  find  therein  a  striking  ar- 
gument in  order  to  induce  many  of  them  to 
come  to  you,  and  to  pass  by  the  other  man 
whose  place  of  business  is  nearer  to  them. 

What  is  the  reason  if  not  the  store  that  is 
attractive?  Not  alone  the  store,  but  also  the  de- 
partment itself?  Here  is  where  the  public  is 
going  to  come,  and  where  the  sales  are  going 
to  be  made.  If  you  can  offer  an  inducement  in 
this  way,  well,  then,  you  can  count  it  an  argu- 
ment and  one  that  will  prove  its  logic. 

What  would  you  deem  an  attractive  store  or 
department?  What  would  appeal  to  you  in  the 
other  man's  store?  Would  you,  if  the  store  did 
not  appeal  to  you,  enter  when  there  was  another 
up  the  street  that  did?  You  would  go  farther 
and  enjoy  this  added  pleasure,  and  you  would 
not  feel  that  you  had  done  other  than  the  proper 
thing.  Why  then  hope  for  the  trade  when  there 
is  so  little  incentive? 

Now  the  store  or  the  department  that  does 
appeal  is  that  which  teems  with  a  life  that  can 
be  made  so  apparent  to  the  casual  beholder. 
The  stock  is  arranged  in  a  way  that  will  show 
it  off  to  the  best  advantage.  If  there  are  shabby 
booths,  and  if  the  machines  are  badly  displayed, 
and  the  records  stored  out  of  sight  or  badly 
arranged,  how  can*  this  possibly  appeal  to  the 
best  class  of  trade?  It  does  not.  The  better 
class  of  customers  do  not  even  hope  to  find  that 
which  will  appeal  to  them  here  and  they  go  else- 
where. 

Make  your  talking  machine  department  at- 
tractive. Make  it  alive,  make  it  fairly  teem 
with  life.  Have  the  talking  machines  placed 
in  the  best  possible  location  to  invite  inspec- 
tion. Keep  them  in  trim.  Make  them  look 
like  new  machines,  not  like  an  old  stock-worn 
device  or  something  that  is  only  fit  for  the  junk 
pile.  Can  this  appeal?  Does  it  appeal  to  you? 
No.  It  has  its  contrary  effect,  and  the  would-be 
prospect  turns  aside  and  seeks  the  store  that 
gives  this  subject  all  the  attention  that  it  so  well 
merits. 

Where  are  your  booths?  Are  they  easy  of  ac- 
cess? Are  they  well  lighted,  airy,  clean  and  fitted 
with  a  good  machine  and  easy  chairs?  Does  the 
prospective  customer  come  here  to  be  enter- 
tained or  to  be  bored  with  all  that  is  uninvit- 
ing? There  is  the  double  opportunity  here  to 
make  sales  of  both  machines  and  records.  But 
there  must  be  an  inviting  appearance  to  bring 
this  to  mind,  If  the  booths  do  not  appeal  then 
the  customer  is  not  imbued  with  the  idea  of 
making  a  purchase.  These  must  be  above  the 
ordinary  type  to  attract  and  to  hold  the  pub- 
lic's attention. 

Where  are  the  records?  In  the  front  of  your 
store,  convenient  to  the  booths,  or  located  so 
that  the  salesman  has  to  dig  into  the  waste  and. 
dirt  to  pull  them  out?  Are  they  so  arranged 
that  he  can  get  to  them  without  the  annoyance 


of  a  long  wait?  If  there  is  a  lack  of  this  sys- 
tem the  customers  turn  away  with  a  feeling  of 
disgust.  They  are  looking  for  service.  This  is 
not  service  and  the  poor  substitute  is  not  going 
to  help  make  sales. 

Have  you  attractive  signs  about  that  tell  of 


■      Shabby  Booths  ( 
|      and  Dusty  and  M 
Dirty  Machines 
Have  No  Appeal 


the  latest  popular  hits,  and  of  the  new  and  time- 
ly records  that  are  just  now  all  the  rage?  Can 
you  in  this  way  offer  a  hint  and  a  helpful  idea 


that  will  enable  customers  to  come  to  a  de- 
cision? Are  there  any  signs  that  make  the  de- 
partment alive  with  helps  and  that  act  as  silent 
salesmen  for  you? 

When  we  understand  that  the  talking  machine 
store  or  department  should  be  rather  in  the 
nature  of  a  parlor,  with  the  homelike  atmosphere, 
then  we  come  to  a  full  realization  of  the  part 
that  is  to  be  played  by  the  man  who  is  seeking  to 
make  sales  in  an  intelligent  manner.  Selling  talk- 
ing machines  and  records  is  not  like  selling  dry 
goods.  There  must  be  a  different  atmosphere. 
The  would-be  customers  want  to  see  this 
"homy"  air  about  the  store.  They  are  looking 
for  it.  They  want  to  be  entertained,  and  it  is 
hard  to  be'  entertained  in  a  store  that  is  lack- 
ing in  this  essential.  It  cannot  appeal  to  the 
trade  that  you  want  to  seek.  It  never  will  do 
so. 

You  must  make  your  talking  machine  de- 
partment a  different  place.  You  must  make  it 
a  haven  for  the  tired  shopper — for  the  shopper 
who  is  not  tired,  but  who  nevertheless  enjoys 
that  feeling  of  restfulness  and  that  comfy  feel- 
ing that  makes  the  music  or  the  story  so  much 
more  delightful. 


ADOPT  RECORD  APPROVAL  PLAN 


Talking  Machine  Dealers  of  Des  Moines  Make 
Important  Move  in  This  Direction — G.  E. 
Mickel  Returns  From  Eastern  Trip 


Des  Moines,  Ia.,  October  3. — The  talking  ma- 
chine dealers  of  this  city,  including  Chase  & 
West,  S.  Davidson  Bros.  Co.,  Haddorff  Music 
Co.,  Heggen  Furniture  Co.,  Chapman  Furniture 
Co.  and  the  Ginsberg  Furniture  Co.,  have  lately 
adopted  a  thirty-six-hour  record  approval  plan 
on  all  records  and  of  which  one-third  of  the 
selection  sent  the  customers  must  be  pur- 
chased. All  dealers  report  very  good  success 
so  far.  "This  new  plan,"  said  Mr.  Chase,  "is 
bringing  many  people  into  the  store  who  have 
never  come  before  and  our  sales  are  as  high  as 
ever." 

Geo.  E.  Mickel,  general  manager  of  Mickel 
Bros.  Co.,  Des  Moines,  la.,  and  Omaha,  Neb., 
has  just  returned  from  a  trip  to  the  Victor  fac- 


tory. He  also  attended  the  meeting  of  the  ex- 
ecutive committee  of  the  National  Talking  Ma- 
chine Jobbers'  Association  during  his  visit. 

W.  F.  Fries,  Iowa  traveler  for  the  Victor  Co., 
called  on  Mickel  Bros.,  Des  Moines,  la.,  recent- 
ly. Mr.  Fries  has  established  a  home  in  Mason 
City,  la.,  for  Mrs.  Fries  and  young  "Bill"  and 
will  use  this  point  as  his  headquarters  for  this 
season.  Another  caller  was  Mark  W.  Duncan, 
of  Albia,  la.,  who  was  on  his  way  to  Hot 
Springs  for  a  vacation. 


MANAGING  LOHR  &  BRISTOL  STORE 


Robt.  A.  Nietzel  has  taken  over  the  manage- 
ment of  the  Lohr  &  Bristol  store  in  Muscatine, 
la.,  as  both  the  owners  have  entered  the  serv- 
ice of  Uncle  Sam.  Miles  E.  Bristol  has  just 
left  for  Camp  Forrest,  and  Ralph  G.  Lohr  is 
with  one  of  the  Aero  Construction  Squads  in 
Oregon.  This  concern  conducts  an  exclusive 
Victrola  store. 


OVERCOME  THE  STEEL  SPRING  SHORTAGE 

BY  USING 

VEECO  MOTORS 

THE  ELECTRIC  WAY 

The  improved  VEECO  electric  motor  is  designed  primarily  and 
exclusively  for  Talking  Machines.  It  is  smooth  and  noiseless  in 
action  and  practically  fool-proof.  Standard  models  run  on  any 
voltage  from  100-125,  A.  C.  or  D.  C,  without  adjustment.  Other 
models  for  any  voltage  from  6-250.  Furnished  mounted  on  12 
or  12^2  inch  mahogany  board  ready  to  install,  or  without  board, 
all  ready  to  mount  on  such  board  as  used  by  the  manufacturer. 

With  the  V1TRALOID  turntable,  supplied  with  the  motor,  it 
makes  a  complete  motor  unit  for  high  class  machines. 

Send  for  a  sample  NOW  and  place  your  order  at  once  for  early 
fall  delivery. 

THE  VEECO  COMPANY 

248  Boylston  St.  Boston,  Mass. 

THE  ORIGINAL  PRODUCERS  OF  A  COMPLETE  ELECTRIC  DRIVE 
FOR  TALKING  MACHINE  MANUFACTURERS'  USE 


12 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


* 


Edison  Message  No.  2Q 


General  Pershing  Wants  Our 
Army  Bands  to  Be  the 
Best  in  the  World 


Walter  Damrosch  dined  with  General  Pershing 
at  the  American  General  Headquarters  in  France 
only  a  few  days  before  the  recent  big  offensive  at 
the  Marne.  Said  Pershing,  "I  would  like  our  army 
bands  to  play  so  well  that  when  we  march  up  Fifth 
Avenue  after  peace  has  come  people  will  say 
'Here  is  another  proof  of  the  justice  of  military 
training.'"  During  all  the  dinner  our  commanding 
general  spoke  not  a  word  of  battles — only  of  music. 

Edison  dealers  will  find  in  this  incident  just 
another  proof  of  the  essentialness  of  music  to  the 
war.  And  what  is  true  of  the  firing  line  is  doubly 
true  here  at  home.  The  Edison  dealer  who  talks 
"not  of  battles,  only  of  music"  stands  squarely  on 
his  platform  as  a  worker"for  the  welfare  of  the  people." 

THOMAS  A.  EDISON,  Inc. 

Orange,  N.  J. 


* 


1 1 

* 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


13 


The  Application  of  Period  Decoration  to 
Talking  Machine  Cabinets— The  Adam  Style 


Period  models  of  talking  machines  are  now 
plentiful  enough  to  take  them  out  of  the  nov- 
elty class.  During  the  past  year  or  two  the 
trade  has  been  treated  to  an  interesting  display 
of  period  models  of  various  types  of  machines, 
vying  with  each  other  in  elaborateness  of  de- 
sign, and  intended  to  place  the  talking  machine, 
already  recognized  as  a  musical  instrument  of 
the  highest  type,  well  up  in  the  list  as  a  decora- 
tive adjunct  to  the  home. 

The  introduction  of  the  period  model  is  to 
be  accepted  as  a  logical  outgrowth,  the  machine 
itself  having  reached  a  high  point  of  develop- 
ment, permitting  of  the  paying  of  more  atten- 
tion to  its  housing.  Period  models  are  not  to 
be  made  and  sold  simply  because  they  are  period 
models,  for  that  in  itself  means  nothing.  The 
ordinary  talking  machine  cabinet  of  other  days 
placed  in  a  Louis  XVI  room,  for  instance,  might 
not  harmonize  with  the  general  decorative 
scheme,  but  is  nevertheless  recognized  as  a 
talking  machine  and,  therefore,  excused  on  that 
account.  When  encased  in  a  Louis  XVI  cabi- 
net, however,  the  machine  becomes  an  ambi- 
tious piece  of  furniture,  as  well  as  a  musical 
instrument,  and  is  to  be  regarded  from  both 
angles.  This  point  must  be  remembered  both  in 
making  and  selling  period  styles,  so  that  in  the 
designing  thereof  a  full  appreciation  must  be 
had  of  what  is  being  attempted  and  what  it  is 
desired  to  accomplish. 

Period  cabinets  are  either  good  or  bad.  There 
is  no  medium.  Either  they  follow  the  design  of 
the  period  closely  and  fit  in  well  with  the  other 
furnishings  of  that  period,  or  they  display  a 
lack  of  knowledge  of  the  basis  of  period  decora- 
tion and  the  ideals  back  of  it,  and  simply  serve 
to  jar  the  artistic  sense.  Period  designs  should 
not  be  attempted  in  a  haphazard  manner,  for 
faithfulness  of  detail  is  the  secret  of  successful 
work  along  that  line.  A  brass  wreath  with  the 
letter  "N"  in  the  center  attached  to  a  cabinet 
does  not  stamp  it  as  an  Empire  Style,  neither 
does  a  bit  of  marquetry  inserted  at  random 
mark  it  as  distinctly  Sheraton.  In  other  words, 
one  detail  does  not  make  up  a  period  reproduc- 
tion, but  the  whole  thought  must  be  in  strict 
accord  with  the  ideas  of  the  master  designer, 
or  designers,  whose  style  it  is  desired  to  repro- 
duce. 

We  observe,  for  instance,  that  a  number  of 
designers  of  talking  machine  cabinets  are  ad- 
mirers of  the  Hepplewhite  style  and  endeavor, 
some  of  them  with  success,  to  adopt  that  style 
for  talking  machine  cabinets.  It  must  be  re- 
membered that  with  the  ordinary  square-cor- 
nered cabinet  the  adoption  of  these  ideas  would 
be  a  rather  difficult  task,  but  inasmuch  as  orig- 
inality is  now  being  displayed  in  the  creation 
of  talking  machine  cabinets,  greater  opportuni- 
ties are  presented  to  the  designer  to  follow  the 
lead  of  the  masters  most  effectively  through 
copying  with  some  exactness  actual  models  of 
their  work.  The  master  designers  themselves 
frequently  fail  to  follow  definite  styles  in  their 
work,  although  there  are  certain  ideas  predom- 
inating in  the  various  designs  that  might  be 
described  as  key  motifs,  and  which  gave  a  char- 
acteristic touch  that  identified  the  work  of  the 
individual. 

An  endeavor  will  be  made  in  these  columns 
to  set  forth  some  of  the  characteristics  of  the 
work  of  the  most  famous  furniture  designers, 
which,  together  with  illustrations  of  some  other 
authentic  pieces,  will  serve  to  give  the  design- 
ers of  the  day  a  definite  idea  of  the  details  going 
to  make  up  any  particular  style. 

Perhaps  the  most  familiar  decorative  style 
of  the  average  American  is  the  Colonial,  and 
this  style  can  be  traced  directly  to  the  work  of 
Robert  and  James  Adam,  the  English  furniture 
designers  of  the  middle  eighteenth  century.  The 
brothers  Adam  in  all  their  work  showed  a  strong 


trend  toward  simplicity — a  simplicity  that  has 
made  our  own  Colonial  styles  so  popular  and  so 
lasting.  The  Colonial  style  is  a  Greek  deriva- 
tive, and  the  Adam  brothers  never  understood 
anything  but  the  purely  classic.  Finally,  there 
is  hardly  a  detail  in  our  Colonial  houses  that 


work  resembles  the  Louis  XVI  and  Empire  styles 
of  France,  this  despite  the  fact  that  the  Louis 
XVI  style  was  not  created  until  1774,  twenty 
years  after  Robert  Adam  began  his  work  in  Eng- 
land, and  the  Empire  style  was  not  created  until 
1804,  twelve  years  after  Robert  Adam's  death. 


Some  Dominating  Details  of  the  Adam  Style 


cannot  be  found  in  the  Adam  style  in  the  same 
form.  Moreover,  Colonial  furniture,  with  its 
highboys,  its  commodes  and  its  chests  of  draw- 
ers, presents  outlines  that  can  be  easily  repro- 
duced with  success  for  housing  talking  ma- 
chines. 

To  appreciate  the  greatness  of  the  brothers 
Adam,  it  must  be  remembered  how  closely  their 


Although  both  Robert  and  James  Adam  are  al- 
ways mentioned  in  connection  with  the  style, 
there  were  really  four  brothers,  Robert,  James, 
John  and  William,  whose  father  was  William 
Adam,  a  noted  Scotch  architect.  Robert  Adam 
was  the  great  genius  of  the  family,  and  chiefly 
responsible  for  the  style  bearing  the  name. 
(Continued  on  page  14) 


Talking  Machine  Hardware 


We  manufacture  hardware  for  all  styles  of  cabinets 


Lid  Supports 
Needle  Cups 
Needle  Rests 


Door  Catches 
Sliding  Casters 
Continuous  Hinges 


BEST  QUALITY 

WEBER-KNAPP  COMPANY 


Sockets 
Tone  Rods 
Knobs,  etc. 

LOWEST  PRICES 

Jamestown,  N.  Y. 


14 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


NEW  SERIES  OF  LANTERN  SLIDES  FOR  EDISON  DEALERS 


THIS  IS  THE 

OFFICIAL  LABORATORY  MODEL  of 

<7M  NEW  EDISON 

'S7Aa  'PfibncxjrajtR  witK  a  Soul 

THE  INSTRUMENT  OF  MR  EDISONS 
NEW  ART  THE  fNSTRUM'ENT  OF 
; MUSIC'S  RE-CREATION  ALL  EDISON 

IBflBMI 

CABINETS  FOLLOW  CLASSIC 
1              PERIOD  DESIGNS  . 

Anna  Case  is  not 
listening  to  a  record 

-she  is  singin^in 
direct  comparison  with 
the  He-Creation  of  her 
beautiful  voice  on 
the 


2%  -P/ionograpfL  witfta  Soul 


mm 

real  music 
j/ou  will  like 
NEW  EDISON 

~3ht  PhonoQruM  UHtA  a  Sotil " 

because  it%.-Cmks 

□ 


KzfoNEW  EDISON 

<7M  PAonogmph  uk'M  a  Soul' 

is  a  boon  to  young  and  old 
I  because  il  #e-Crart«-not 

TTtoreiy  iepioduces-iho\tokr5 
of  dreal  singers  with  such 
fidolily  Aal  the  Rc-Cnation. 
cannot  be  told  fromthi*  original. 


Herewith  Are  Shown  Four  of  a  Series  of  Six  New  Lantern  Slides  Prepared  for  the  Use  of  Dealers 
by  Thomas  A.  Edison,  Inc.,  Which  May  Be  Ordered  From  Jobbers  at  a  Price  of  25  Cents  Each 


APPLICATION  OF  DECORATIVE  ART 

{Continued  from  page  13) 

The  brothers  introduced  into  England  the 
use  of  composition  ornaments  applied  to  wood- 
work. Their  decoration  was  generally  in  low 
relief.  They  used  all  the  Greek  details,  nearly 
all  of  the  Roman,  and  a  few  Renaissance  scrolls. 
Neatness  and  chastity  were  the  prevailing  fea- 
tures. Mahogany  was  used  almost  exclusively, 
but  toward  the  end  of  the  century  they  used 
satinwood  for  inlays.  Tables  and  sideboards 
frequently  had  inlaid  tops,  while  sofas  and  other 
heavy  pieces  of  mahogany  were  fitted  with 
brass  mounts.  In  their  work  the  brothers  had 
the  help  of  some  of  the  greatest  artists  of  the 
day,  Cipriani,  Pergolesi,  Angelica  Kaufmann  and 
others,  who  did  beautiful  work  in  inlay,  painted 
panels,  etc.  The  Adam  style  can  be  summed 
up  in  a  few  words.  It  was  a  light  and  simple 
classic  style,  with  low  relief,  delicate  slender- 
ness  of  detail,  and  Greek  grace  marking  every 
feature.  If  a  thing  was  in  itself  massive,  the 
Adam  style  covered  it  with  delicate  details  until 
it  was  apparently  light  and  graceful.  Sheraton 
and  Hepplewhite  both  acknowledge  their  in- 
debtedness to  the  Brothers  Adam,  for  both  drew 
their  charming  simplicity  from  their  work. 

Some  of  the  details  of  the  Adam  style  in- 
cluded: acanthus,  circles,  cupids,  caryatides, 
draped  figures,  eagles'  claws,  eagles,  egg  and 
dart  moulding,  festoons,  fauns,  frets,  fan  shapes, 
griffons,  garlands,  goats,  grotesques,  hexagons, 
honeysuckles,  husks,  lozenges,  lions,  lion  claws, 
lunettes,  medallions,  octagons,  ovals,  ox  sculls, 
paterae,  panels,  rosettes,  ribbons,  rams'  heads, 
scrolls,  sphinx,  triglyphs,  tooth  mouldings,  urns, 
wreaths,  and  wave  bands. 

The  plate  shown  on  page  13  illustrates  most 
excellently  the  more  important  details  of  the 
Adam  style,  applicable  to  various  forms  of  fur- 
niture and  decoration. 


Every  dollar  you  put  into  the  Liberty  Loan 
you  save  twice — you  save  it  for  the  country 
and  you  save  it  for  yourself. 


LIEUT.  OLSON  CONVALESCING 

Lieut.  Arthur  J.  Olson,  formerly  Western 
sales  manager  of  Jones-Motrola,  Inc.,  New  York 
City,  has  been  wounded  in  action  and  is  con- 
valescing in  a  base  hospital  in  Southern  France. 
He   was   wounded   by   a   bomb   explosion  on 


August  8  while  taking  his  troops  across  a  bridge. 
In  his  latest  letter  he  states  that  he  is  stead- 
ily improving  and  expects  soon  to  get  back  to 
the  front.  He  is  in  an  American  hospital  run 
by  the  University  of  Pennsylvania.  Lieutenant 
Olson  has  a  good  many  friends  in  the  trade  who 
will  be  glad  to  learn  of  his  convalescence. 


The  Arrow  Points  in  Both  Directions 
If  You  Have  the  Eject-O-File  in  Stock 

Profits         ^  Profits 

Machine  Eject-O-File 
Sale  ^  ~  Sale 


The  many  advantages  of  this  highly  efficient  record  filing  device,  that  produces  the 
record  wanted  at  the  touch  of  a  finger,  are  so  pronounced  that  sales  are  easily  made 

Eject-O-Files  are  built  to  fit:     COLUMBIA  Style  75.    VOCALION  Styles  F,  G,  H,  I,  J,  K, 

and  EDISON  Styles  CI  50  and  100 

Retails  at  $10.  In  beautiful  oak  or  mahogany  finish.  Polished,  wax  or  dull  finish. 
Write  for  descriptive  circular  and  details  so  that  you  may  see  the  opportunities  this 

line  holds  for  you. 

EJECT-O-FILE  SALES  CO. 

216  W.  SARATOGA  STREET         -:-         -:-         BALTIMORE,  MD. 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


15 


Make  your  windows  work!  Thafs  one 
way  you  can  meet  the  rising  cost-ol-doing- 
business. 


Columbia  Graphophone  Co 

NEW  YORK 


NO  REASON  FOR  VIEWING  THE  FUTURE  WITH  ALARM 

Illuminating  Analysis  of  Conditions  in  the  Talking  Machine  Industry  by  Ernest  Urchs — Impor- 
tance of  Maintaining  One-Price  Principle — Tribute  to  the  Policies  of  Victor  Co. 


In  answer  to  the  question  "What  of  the  Fu- 
ture?" Ernest  Urchs,  treasurer  of  Phillips  & 
Crew  Piano  Co.,  of  Atlanta,  Ga.,  and  Clark  & 
Jones  Piano  Co.,  of  Birmingham,  Ala.,  respec- 
tively Victor  jobbers  and  dealers,  said  to  the 
Talking  Machine  World: 

."To  prognosticate  the  future  is  of  course  im- 
possible, but  the  industry  in  musical  instruments 
is  now  affected  from  so  many  angles  that  it 
behooves  us  to  give  the  question  of  the  future 
most  serious  thought,  and  I  believe  that  the 
majority  of  merchants  who  have  the  habit  of 
looking  ahead  are  doing  just  that.  Some  view 
the  future  with  alarm,  but  I  am  not  one  of  them. 
True,  production  cannot  be  brought  back  to 
normal  until  we  have  won  the  war  and  won  it 
on  the  premises  so  ably  laid  down  by  President 
Wilson  and  so  magnificently  supported  by  the 
people. 

"But  with  production  back  to  normal,  the 
principles  of  merchandising,  I  believe,  will  un- 
dergo some  radical  changes.  While  cost  of 
labor  and  material  will  not  be  as  high  after  the 
war  as  they  are  now,  the  pre-war  basis,  in  my 
opinion,  is  a  thing  of  the  past.  Supply  and  de- 
mand are,  of  course,  always  the  determining 
factors.  But  compare  the  cost  of  living  of  our 
boyhood  days  with  those,  say,  of  1904.  Con- 
sider the  increased  cost  of  living  in  1914  over 
1904,  and  in  turn  to  the  present  day,  and  we 
must  arrive  at  the  conclusion  that  the  cost  and 
the  standard  of  living  will  be  higher  after  the 
war  than  it  was  in  1914. 

"We  must  also  take  into  account  the  legisla- 
tions which  have  been  enacted,  the  court  de- 
cisions rendered  and  the  psychological  attitude 
of  our  lawmakers  and  the  people  toward  busi- 
ness in  general.  Our  statesmen  seem  to  fear 
that  the  enactment  of  a  law,  for  instance,  like 
the  Stephens  bill,  might  work  injustice  to  the 
consumer.  That's  the  present  mental  attitude 
in  Washington,  as  I  see  it.  The  Victor  Co.  and 
the  National  Talking  Machine  Jobbers'  Asso- 
ciation have  done  splendid  work  in  throwing 
light  on  the  justness  and  advantages  of  that 
bill,  and  I  believe  their  activity  has  not  been 
in  vain.  However,  its  adoption  is  far  from 
accomplished,  if,  indeed,  it  will  ever  be. 

"Per  contra,  Washington  in  its  wisdom  is  con- 
trolling prices  and  distribution  on  many  articles 
used  for  war  purposes.  The  action  of  Congress 
in  thus  fixing  prices  on  what  is  regarded  as  'es- 
sential' is  in  marked  contrast  with  their  refusal 
thus  far  in  permitting  price  fixing  on  the  so- 
called  'non-essentials.' 

"Will  the  wise  and  far-seeing  course  of  Con- 
gress in  fixing  prices  on  'non-essentials'  show 
its  members  'the  light'  toward  the  end  that  the 
Stephens  bill  will  be  passed,  or  will  Congress, 
with  the  close  of  the  war,  abrogate  price  fixing 
even  on  commodities  now  regarded  as  'essen- 
tial'? 

"Have  we  who  see  the  justice  of  the  one-price 


system,  we  who  know  the  value  of  a  contract 
and  who  feel  a  contempt  for  anybody  who  does 
not  live  up  to  it  or  who  acts  in  collusion  to  break 
it,  enough  force  of  character  to  bring  our  con- 
victions home? 

"We  must  show  that  the  unprincipled  mer- 
chant who  advertises  cut  prices  is  a  menace  to 
any  industry  because  he  does  more  harm  to 
the  army  of  men  and  women  employed  in  that 
industry  than  the  benefit  which  a  few  hundred 
people  derive  from  buying  at  a  cut  price.  We 


Ernest  Urchs 

must  put  a  quietus  on  secret  rebates,  a  practice 
no  less  harmful  than  that  of  the  avowed  price 
cutter. 

"And  now  let  me  say  right  here  parenthet- 
ically, and  as  bearing  on  this  discussion,  that 
the  resignation  of  Mr.  Geissler  as  general  man- 
ager of  the  Victor  Talking  Machine  Co.  has 
occasioned  widespread  regret  tempered  only  by 
a  sense  of  relief  that  he  is  to  be  retained  on  the 
board  of  directors.  The  talking  machine  trade 
needs  men  of  Mr.  Geissler's  perspicacity,  ear- 
nestness and  force,  and  I  venture  to  say  that  no 
man  and  no  corporation  in  the  music  industry 
have  given  more  weighty  and  potent  considera- 
tion to  the  interest  of  the  jobber,  the  dealer 


and  the  consumer  than  Mr.  Geissler  and  the 
company  of  which  he  is  the  managing  director. 
Naturally,  when  there  is  so  much  at  stake  for 
manufacturer,  jobber  and  dealer  from  the  in- 
vestment standpoint,  both  in  money  and  brains, 
speculation  is  keen  as  to  who  will  be  Mr.  Geiss- 
ler's successor.  To  make  no  mistake  in  the 
major  policies  is  the  prerequisite.  Human  fal- 
libility is  a  guarantee  of  errors,  but  so  long  as 
they  are  minor  the  future  general  manager  of 
the  Victor  Talking  Machine  Co.  will  steer  the 
ship  on  the  same  safe  course  as  did  Mr. 
Geissler. 

"In  the  meantime  the  beneficent  policies  of 
the  Victor  Co.  in  the  past  give  assurance  of 
loyalty  on  the  part  of  the  Victor  jobber  and 
dealer.  What  was  once  a  'rule,'  a  'contract'  in 
the  trade  is  now  a  principle'and  a  privilege  with- 
out a  thought  of  compulsion  because  experience 
has  taught  us  that  Victor  merchandising  is  safe 
and  sane  and  the  embodiment  of  the  square  deal. 

"I  have  been  all  over  this  country  during  the 
past  three  months  and  the  expressions  of  opin- 
ion were  unequivocally  to  the  effect  that  the 
Victor  policies  are  a  benefit  not  only  to  the 
Victor  department,  but  every  other  branch  of 
our  business.  We  are  free  to  do  as  we  please — 
then  why  give  up  a  good  thing? 
'  "But  to  continue.  Assuming,  then,  for  the 
sake  of  argument,  that  legislation  on  the  one- 
price  system  will  be  adverse  to  the  goal  which 
we  have  set  for  ourselves,  why,  then  we  will 
adjust  ourselves  to  existing  conditions  and  find 
a  way  that  will  give  us  the  necessary  protec- 
tion with  the  approval  of  our  lawmakers.  New 
distributing  methods  will  have  to  be  created 
that  will  not  affect  the  standing  or  the  interest 
of  the  jobber  as  an  entity.  Means  will  have  to 
be  devised  that  will  establish  a  wholesome  co- 
ordination of  the  activities  of  manufacturer, 
jobber  and  dealer — and,  what  is  no  less  to  the 
point,  the  safeguarding  of  the  purchasing  public 
in  the  economic  as  well  as  the  artistic  sense. 

"All  this,  I  believe,  can  be  done,  and  at  the 
same  time  strictly  adhering  to  the  letter  of  the 
law.  I  have  some  well-defined  ideas  along  these 
lines,  but,  of  course,  I  cannot  go  into  that  now. 
Besides,  general  policy  outlined,  the  lawyer  must 
decide  whether  the  layman's  ideas  are  correct. 
They  may  be  revolutionary  as  compared  to  pres- 
ent methods,  but  they  must  be  logical  and  legal. 

"Those  are  the  thoughts  that  are  agitating 
the  minds  of  the  meditative  merchant,  and  ample 
food  for  thought  is  contained  therein." 


This  Trade-Mark 
on  a  Record  Album 
Stands  for  Quality 

A  complete  line  of  albums — from  the  lowest-priced 
good  album  to  the  finest  metal  back  album  made. 

Write  for  sample  of  our  3  grades 

New  York  Album  &  Card  Co.,  23-25  Lispcnard  St.,  New  York 


16 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Pointers 
On  the  Many 
Features 


Repointers 

Advantageous 

of  the 


"B  and  H"  Fibre  Needle 


Pointers 

The  "B  and  H"  Fibre  Needle  in 
its  now  perfected  state  is  the  re- 
sult of  years  of  research  and 
labor  for  the  best  material  and 
results  obtainable. 


The  fibre  of  the  finest  bamboo 
wood  in  the  world  is  of  a  texture 
which  never  can  injure  the  in- 
dentations recorded  on  a  record. 


The  oil  in  which  each  needle  is 
steeped  gives  out  just  that  degree 
of  lubrication  which  will  be 
found  a  help  in  cleaning  and 
keeping  records  free  from  dust. 


Wood  is  well  known  to  be  the 
substance  most  responsive  to  the 
vibrations  of  sound  and  the  tex- 
ture of  these  needles  is  of  such 
a  perfect  grain  as. to  develop  the 
vibrations  gathered  as  they  enter 
the  indentations  on  the  record  in 
the  most  perfect  manner,  and 
with  the  most  pleasing  effect. 


U.  S.  Pat.  Nov.  12,  1907 

The  Only  Fibre  Needle 
Licensed  for  Sale 
in  the  U.  S. 


The  Repointer 


U.  S.  PATENT  DECEMBER  5,  1916 


Suggested  Retail  Price,  $2.00 


Pointers 

It  is  the  high  quality  of  the 
material  used  in  the  "B  and  H" 
Fibre  Needle,  and  the  scientific 
treatment  and  preparation  to 
which  it  is  subjected,  that  gives 
it  the  beautiful  tonal  effect  so 
much  admired. 


Its  rare  quality  of  tone  is  most 
admired  by  those  who  appreciate 
the  artistically  rendered  selection, 
rather  than  the  harsh  production 
which  may  please  the  few  with- 
out music  in  their  souls,  and  it  is 
among  the  former  class  that  the 
most  liberal  purchasers  of  rec- 
ords will  be  found. 


Dealers  can  not  recommend  the 
"B  and  H"  Fibre  Needle  too 
highly  to  their  patrons,  for  a 
trial  will  substantiate  our  every 
claim,  and  the  pleasure  of  hav- 
ing found  a  satisfactory  needle, 
free  from  rasping  noise,  will  be 
an  incentive  to  the  purchase  of 
new  records,  and  usually  the 
choice  and  most  profitable  ones 
to  sell. 


The  "B  and  H"  Repointer  Is  A  Valuable 
Adjunct  to  the  "Band  H"  Fibre  Needle 

By  its  use  a  needle  may  be  repointed  eight  or  nine  times.  This  ex- 
tended use  of  the  same  needle  is  not  only  a  matter  of  needle  economy, 
but  it  will  be  found  that  repointing  appreciably  improves  the  quality 
of  tone. 

The  sale  of  the  repointer  helps  the  user  of  needles  and  the  use  of 
the  needles  helps  the  sale  of  records. 

The  Dealer  Should   be   Equipped  to  Benefit 


"BandH"  Fibre  Manufacturing  Co. 

33-35  W.  Kinzie  Street,  Chicago,  111. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


17 


How  Business  Success  Is  Augmented  By  the 
Handling  of  Collections  in  a  Tactful  Way 


Success  in  business  depends  very  much  upon 
the  personal  relations  of  dealer  and  customer, 
so  that  a  dealer  in  a  small  community  is  likely 
to  suffer  if  he  gets  the  reputation  of  being  too 
sharp  after  the  money.  On  the  other  hand,  he 
certainly  loses  out  if  he  is  too  easy,  says  a  writer 
in  "The  Voice  of  the  Victor."  Much  depends, 
therefore,  upon  the  tactful  handling  of  cases  in 
which  collection  is  slow. 

As  a  general  rule  it  will  be  found  that  slow- 
pay  customers  can  be  divided  into  three  classes: 

Those  who  have  money  but  are  slack  about 
paying,  either  through  carelessness  or  through 
habitually  living  up  to  the  limit  of  their  incomes. 

Those  who  are  chronic  kickers  and  like  to 
make  trouble  whatever  they  do. 

Those  who  are  in  financial  trouble  of  some 
kind  and  unable  to  pay. 

The  first  class  is  by  no  means  uncommon  in 
spendthrift  America,  and  people  of  this  kind  are 
rather  dangerous  to  handle.  Money  comes  easy, 
and  therefore  they  do  not  realize  its  value,  and 
have  no  conception  of  the  difficulties  that  crop 
up  when  there  is  an  actual  shortage.  They  are 
very  irritating,  and  one  may  feel  like  "giving 
them  a  lesson";  but  is  it  worth  it?  They  are 
usually  honest  enough,  and  will  pay  sooner  or 
later,  and  once  they  have  paid  up  they  will 
immediately  get  into  debt  again.  Moreover,  if 
you  irritate  them  too  much  they  may  feel  like 
giving  you  a  lesson — in  courtesy,,  and  deliber- 
ately put  you  to  all  the  trouble  they  know  how. 
And  in  any  case,  they  will  say  to  their  friends, 
"Why  on  earth  do  you  go  to  Blank's  for  your 
records.  He's  an  awful  Shylock,  and  he  never 
has  the  records  you  want."    How  about  it? 

No;  these  people  are  inclined  to  be  selfish, 
but  they  are  human.  If  approached  in  the  right 
way  they  can  be  persuaded  to  pay  their  bills. 
And  what  is  the  right  way? 

Well,  suppose  you  were  a  careless  person,  of 
a  selfish  disposition,  and  you  received  a  state- 
ment with  the  curt  command  on  the  bottom, 
"Please  remit" — would  you  feel  like  doing  it? 
Gr,  again,  suppose  you  got  a  chilly  letter,  ob- 
viously part  of  a  regular,  standardized  system: 
"Dear  Sir:  The  inclosed  account  is  very  much 
overdue.  Unless  a  check  is  received  by  Friday, 
the  thirteenth  of  the  month,  we  shall  obtain 
legal  redress."  Would  you  like  that?  No,  in- 
deed. It  would  most  certainly  "get  your  goat." 
Very  well,  then,  how  about  this? 
"Dear  Mr.  Jones: 

"In  order  that  you  may  enjoy  the  advantage 
of  a  complete  stock  of  Victor  records  from 
which  to  make  your  choice,  we  are  obliged  to 
maintain  a  very  large  quantity  on  hand.  This 
means  tying  up  a  considerable  amount  of 
money.  If  we  a"re  to  maintain  the  good  service 
which  we  aim  to  have  at  your  disposal,  we 
cannot  afford  to  give  extended  credit. 

"The  inclosed  account  has  doubtless  escaped 
your  notice,  but  by  giving  it  prompt  attention 
you  will  enable  us  to  simplify  your  shopping 
very  considerably." 

Surely  it  would  do  no  harm  to  point  out  to  a 
selfish  person  that  by  paying  his  account  on  time 
he  is  adding  to  his  own  convenience.  And  if 
selfishness  is  the  weak  spot  in  his  armor,  aim 
at  it  with  your  first  shot;  that  is  why  we  began 
the  letter  with  a  suggestion  regarding  the  cus- 
tomer's personal  enjoyment  of  Victor  records. 
The  chances  are  that  along  with  thought  of 
these  two  things  will  come  the  remembrance  of 
his  account,  so  that  the  rest  of  your  letter  will 
serve  to  strengthen  the  impulse  to  pay.  If 
there  was  no  impulse,  a  letter  of  this  kind  is  far 
more  likely  to  create  one  than  a  threat;  and  it 
does  not  irritate  a  customer  who  may  have  in- 
fluence with  other  and  better  customers. 

Customers  of  the  second  or  "chronic  kicker" 
class  are  much  easier  to  handle.  By  chronic 
kickers  we  don't  mean  those  sometimes  very 


estimable  people  who  insist  on  getting  value  for 
their  money,  paying  every  bill  as  if  it  were  their 
last — but  paying.  The  proper  way  to  treat  a 
person  of  this  kind,  of  course,  is  to  make  a  fuss 
over  him,  listen  patiently  to  his  complaints,  get 
him  flattered  with  the  thought  that  he  is  a 
mighty  good  judge  who  is  hard  to  please — and" 
so  make  him  run  up  another  bill.  No;  the 
chronic  kicker  is  a  bird  of  another  kidney.  He 
works  up  a  dispute  for  the  very  purpose  of  get- 

■  Approach  People  the  || 
[  Right  Way  and  They  [j 

■  Can  he  Persuaded  to  | 
|  Pay  their  Bills  With-  j 
|  out  Much  Difficulty 

I 

ting  extended  credit,  and  goes  out  of  his  way  to 
be  disagreeable.  Dealers  are  sometimes  dis- 
posed to  be  overpatient,  but  it  really  doesn't  pay. 
The  chances  are,  morever,  that  he  has  made 
himself  equally  objectionable  to  other  trades- 
people, and  the  whole  community  will  rejoice 
to  see  him  get  a  jolt.  A  prompt  threat  of  legal 
proceedings  will  often  bring  him  to  order;  if  it 
doesn't,  go  straight  to  the  legal  proceedings.  It 
won't  do  any  harm — especially  if  you  have  built 
up  a  reputation  for  generosity  in  more  deserving 
cases. 


The  third  class  of  non-pay  customers — those 
who  are  temporarily  or  permanently  under  a 
financial  cloud — needs  the  utmost  consideration. 
If  after  careful  investigation  you  find  that  a 
customer  actually  cannot  pay,  the  most  profit- 
able thing  left  to  do  is  to  be  magnanimous 
about  it.  The  world  loves  a  good  loser,  and 
will  often  go  out  of  its  way  to  see  that  he  gains 
by  it  in  the  end.  Moreover,  most  people  are 
more  honest  even  than  they  know  themselves  to 
be. 

The  manager  of  a  large  mail-order  house 
dealing  with  people  all  over  the  world  in  small 
accounts  told  the  writer  that  not  more  than  6 
or  7  per  cent,  has  to  be  written  off  for  bad  debts 
each  year,  and  most  of  this  percentage  is  prac- 
tically unavoidable — the  result  of  sickness  or 
other  misfortune.  This  house  is  particularly 
generous  in  the  matter  of  credit.  When  the 
Dayton  floods  occurred  a  few  years  ago,  cus- 
tomers in  that  neighborhood  were  notified  that 
accounts  might  stand  over  until  a  later  date,  or 
in  certain  cases  were  actually  excused  from  pay- 
ment. Did  the  firm  suffer  for  its  generosity? 
Not  so  as  you  could  notice  it  in  the  dividends, 
which  were  higher  than  ever  that  year.  It  pays, 
if  on  investigation  you  find  a  customer  has  been 
hard  hit,  to  go  to  him  and  say,  "Look  here,  old 
man,  I  know  you'd  pay  your  account  if  you 
could;  but  I  don't  want  to  add  to  your  troubles, 
so  take  your  time."  If  he  is  any  sort  of  man,  he 
will  see  that  you  get  paid  in  the  long  run;  and 
he  won't  fail  to  tell  his  friends  that  "Blank  is  a 
mighty  nice  man  to  deal  with." 

To  sum  up:  "Be  tactful  with  those  who  can 
pay  but  don't;  be  strict  with  those  who  can  pay 
but  won't;  and  be  merciful  with  those  who 
would  pay  but  cannot." 


Delpheon  $75  Model 


THE  DELPHEON  COMPANY 

BAY  CITY       ::       ::       ::  MICHIGAN 

OR  WRITE  TO  DISTRIBUTORS 


18 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


VICTOR  CO.  ANNOUNCEMENT  EXPLAINS  WAR  CONDITIONS 

Comprehensive  Statement  From  General  Manager  Geissler  Tells  What  the  Victor  Talking  Machine 
Co.  Is  Doing  to  Help  the  Government — Reasons  for  Reduction  in  Output 


The  Victor  Talking  Machine  Co.  under  date 
of  September  13  has  issued  over  the  signature 
of  Louis  F.  Geissler,  general  manager  of  the 
company,  the  following  comprehensive  state- 
ment regarding  the  present  status  of  the  com- 
pany's affairs  in  the  matter  of  production,  and 
what  is  being  done  at  the  Victor  plant  in  the 
line  of  Government  work.  The  statement  di- 
rect from  the  company  will  no  doubt  be  greatly 
appreciated  by  all  those  who  are  interested  in 
the  handling  of  Victor  goods.     It  reads: 

"Since  war  was  declared  in  April,  1917,  the 
management  of  this  company  has,  without  hesi- 
tancy because  of  the  unavoidable  loss  to  itself, 
devoted  its  full  energies  towards  the  fulfilment 
of  two  purposes,  i.  e.,  to  assist  the  Government 
in  every  practicable  way  and  to  provide  for  the 
needs  of  the  trade  as  fully  as  the  circumstances 
would  permit.  We  have  several  times  had  it 
in  mind  to  address  the  trade  on  this  subject,  but 
conditions  have  changed  so  rapidly  and  there 
-were  so  many  elements  of  uncertainty  involved 
that  it  has  not  heretofore  seemed  wise  to  hazard 
an  opinion.  Even  now  it  is  only  possible  to 
review  developments  to  date,  to  state  present 
conditions  and  indicate  the  probabilities  for  the 
future  as  we  see  them. 

"Upon  the  entry  of  our  country  into  the 
great  war  investigation  was  made  to  ascertain 
whether  the  facilities  of  the  Victor  plant  would 
be  required  for  the  production  of  war  materials. 
It  appeared  that  our  facilities  would  not  be  so 
needed  and  we  accordingly  prepared  to'  continue 
and  increase  our  own  manufacturing  program, 
with  the  result  that  during  the  first  six  months 
of  1917  our  shipments  totaled  a  substantial  in- 
crease over  1916. 

"Towards  the  end  of  1917  we  were  requested 
to  assist  two  branches  of  the  country's  fight- 
ing forces,  in  an  emergency,  by  manufacturing 
small  quantities  of  very  intricate  and  important 
devices,  which  we  are  unable  to  specify  be- 
cause of  the  fact  that  the  Government  has  not 
published  anything  concerning  its  efforts  and 
results  obtained  along  this  line.  The  quality 
of  the  work  produced  by  the  Victor  plant  in 
these  few  cases  evidently  attracted  attention, 
and  at  the  beginning  of  1918  we  were  asked  to 
undertake  larger  manufacturing  orders  for  ar- 
ticles of  most  vital  importance  in  the  prosecu- 
tion of  the  war.  We  were  glad  to  do  this,  not 
only  because  of  the  opportunity  to  serve  the 


Government  in  a  very  direct  and  real  manner, 
but  also  because  many  of  our  skilled  workmen 
felt  it  to  be  their  patriotic  duty  to  become  en- 
gaged in  war  work.  It  was  obvious  that  the 
interests  of  the  Government,  of  the  trade  and  of 
this  company  would  be  best  served  by  our  giv- 
ing these  men  an  opportunity  to  do  here,  rather 
than  somewhere  else,  the  kind  of  work  they 
preferred. 

"A  great  deal  of  attention  has  been  paid  to  the 
utilization  of  female  labor  to  replace  that  of  the 
more  than  one  thousand  of  our  men  who  have 
actually  entered  the  army  and  navy  and  the  still 
greater  number  who  inevitably  were  attracted  to 
new  industries  resulting  from  our  country's  par- 
ticipation in  the  war. 

"We  have  known  of  the  insidious  rumors  cir- 
culated by  competitors  to  the  effect  that  the 
Victor  Co.'s  supply  of  materials  was  the  cause 
of  our  reduced  output,  but  have  made  no  an- 
swer for  the  reason  that  we  felt  the  trade  would 
do  us  full  justice  in  forming  their  opinion  as 
to  whether  or  not  the  Victor  management  had 
been  far-sighted  in  the  matter  of  providing  for 
its  ordinary  requirements.  However,  we  have 
at  all  times  paid  strict  heed  to  the  rules  and 
the  needs  of  the  Government  and  have  not  taken 
advantage  of  any  opportunity  to  surreptitiously 
acquire  materials  which  the  Government  had 
announced  should  be  devoted  to  other  purposes. 
Short  periods  of  embarrassment  because  of  the 
fuel  situation,  railroad  embargoes,  etc.,  have 
been  overcome;  our  situation  with  regard  to 
materials  is  at  present  good  and  we  have  no 
doubt  that  we  shall  be  able  to  continue  the 
manufacture  of  instruments  and  records  in  fully 
as  large  a  proportion  to  our  last  year's  business 
as  any  other  manufacturer  can  hope  to  do.  In 
this  connection  it  will  be  interesting  to  you  to 
know  that  responsible  administrative  officers  of 
the  Government  have  expressed  themselves  as 
regarding  our  products  as  'prime  necessities  of 
peace  times  and  very  important  to  the  welfare 
of  the  country  in  war  times.'  We  are  confident 
that  the  talking  machine  industry  will  not  be 
unnecessarily  discriminated  against  by  the  Gov- 
ernment, but  that  its  activities  will  be  encour- 
aged to  the  limit  that  can  be  done  without  in- 
terference with  the  production  of  ships,  aero- 
planes, rifles,  ammunitions  and  the  other  prime 
necessities  of  warfare. 

"We  shall  continue  to  cheerfully  assume  the 


sacrifices  we  are  required  by  duty  to  make  and 
we  have  no  doubt  as  to  the  willingness  of  our 
trade  to  respond  in  fully  as  whole-hearted  a 
manner.  We  feel  that  our  trade  is  entitled  to 
know  that,  in  spite  of  all  that  we  could,  con- 
sistent with  our  duty,  do  to  maintain  the  vol- 
ume of  production,  our  output  of  instruments 
has  been  reduced  to  less  than  50  per  cent,  of 
our  maximum  capacity.  We  are  very  hopeful 
that  a  period  of  a  few  months  will  suffice  to 
provide  for  the  needs  of  the  War  and  Navy 
Departments  in  labor  and  material,  and  that 
after  regular  production  of  war  materials  in 
sufficient  volume  has  been  accomplished  an  im- 
provement in  conditions  affecting  industries 
such  as  ours  will  be  witnessed.  Certainly,  the 
next  few  months  will  be  the  most  trying  period 
of  the  war. 

"Our  output  of  records  has  been  reduced  a 
little  more  than  30  per  cent.,  but,  as  the  manu- 
facture of  records  can  be  carried  on  by  women 
and  men  who  are  not  available  for  war  work, 
we  believe  that  we  may  look  for  some  increase 
in  the  output  of  records. 

"This  plain  statement  of  our  position  may  or 
may  not  be  wise,  when  viewed  from  the  stand- 
point of  our  own  interests,  but  we  believe  that 
the  issuance  of  such  a  statement  to  our  trade 
is  the  right  thing  to  do  and  we,  therefore,  com- 
mend it  to  your  thoughtful  consideration. 

"Looking  forward  to  victory  and  the  cessation 
of  hostilities,  we  desire  to  assure  you  that  we 
will  reach  this  point  with  fully  matured  plans  to 
lead  the.  way  in  the  development  of  our  industry 
and  to  greater  prosperity  than  the  trade  has 
ever  known  before." 


DENOUNCE  BUSINESS  ALARM 

Credit  Men  See  No  Reason  to  Fear  Post-War 
Panic  in  the  Business  World 


Under  the  caption  "An  Alarmist's  Note — Does 
It  Find  an  Echo?"  the  September  letter  of  the 
National  Association  of  Credit  Men  calls  to  task 
a  member  who  recently  gave  it  as  his  belief  that 
the  end  of  the  war  would  witness  a  large  num- 
ber of  business  failures. 

"We  are  satisfied,"  the  letter  says,  "that  the 
member  who  has  recently  been  sending  broad- 
cast the  alarming  notice  as  to  the  large  num- 
ber of  failures  that  is  to  be  expected  at  the  con- 
clusion of  the  war  might  have  exercised  better 
judgment  in  his  choice  of  methods. 

"We  urge  as  strongly  as  does  our  alarmist 
member  that  all  be  guided  by  principles  of  ex- 
treme conservatism  and  prudence,  analyzing 
every  proposal  with  extreme  care.  With  this 
spirit  established  we  believe  the  period  of  de- 
flation can  be  approached  with  equanimity,  pre- 
suming, of  course,  that  that  splendid  co-opera- 
tion that  this  war  has  given  rise  *to  shall  con- 
tinue. 

"There  are  many  tremendously  important 
elements  pervading  our  national  and  economic 
life  which  we  were  not  in  possession  of  at  the 
conclusion  of  the  Civil  War.  First,  there  has 
been  developed  a  more  popular  understanding 
of  economic  principles,  a  business  science  has 
been  uncovered  which  has  made  for  permanence 
and  stability;  and  second,  we  have  been  de- 
veloping astonishingly  the  power  of  co-opera- 
tion, not  by  sections  as  sixty  years  ago,  but  na- 
tionally— we  may  almost  say  internationally. 

"Again,  we  have  the  Federal  Reserve  system, 
the  like  of  which  has  never  before  been  pos- 
sessed by  any  country — a  system  which  is  prov- 
ing itself  not  only  a  mighty  financial  factor, 
but  has  become  a  leader  in  sound  business  life." 


REAL  CAR  INSURANCE 

An  automobile  owner  who  fixed  up  his  car  so 
that  the  horn  with  a  talking  machine  attachment 
uttered  some  very  emphatic  and  not  over-refined 
language  when  a  thief  tried  to  start  off  with 
the  car  is  so  well  pleased  with  the  invention, 
according  to  the  society  reporter  of  The  Hutch- 
inson Gazette,  that  he  is  now  working  to  per- 
fect a  device  which  will  hit  the  thief  over  the 
head  with  a  monkey  wrench.  This  is  truly  a 
progressive  age. 


Ward's  Khaki  Moving  Covers 


Grade  "D"  Cover  with  No.  3  Straps. 


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KINDS  OF  WEATHER 

and  will  enable  you  to  deliver  them 
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Our  covers  are  faced  with  Standard  Khaki, 
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cotton  or  felt,  diagonally  and  closely  quilted, 
and  manufactured  according  to  the  usual 
superior  "WARD  New  London  "  quality. 

Grade  "D",  medium  size,  $6.00 

Grade  "D",  large  size,  $6.50 

Grade  "K",  medium  size,  $8.00 

Grade  "K",  large  size,  $9.00 

Carrying  Straps:  No.  1  $1.00;  No.  2  $2.00;  No.  3  $3. 50 
ORDER  SAMPLE  COVER  ON  APPROVAL 

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Same  on  additional  Covers,  each  extra    60c. 

Write  for  booklet 

The  C.  E.  Ward  Co. 

(Well-known  Lodge  Regalia  House) 

101  William  St.,  New  London,  Ohio 

Alsof[Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


THE  RECOGNITION  AND  REPRESENTATION 


of  the 


AEOLIAN-VOCALION 


an 


d 


NEW  VOCALION  RECORD 


WHEN  The  Aeolian  Com- 
pany brought  out  the 
Aeolian-Vocalion  three 
years  ago,  it  marked  the  entrance 
for  the  first  time,  of  a  real  music 
house  into  the  field  of  phono- 
graph manufacture. 

Up  to  that  time  the  develop- 
ment of  the  phonograph  had  been 
in  other  hands.  Originally  de- 
signed as  a  "Talking  Machine," 
scientific  inventors  and  clever  me- 
chanics had  brought  it  to  a  high 
state  of  mechanical  perfection. 

Wonderful  as  it  was,  however, 
as  a  machine,  it  left  much  to  be 
desired  as  a  musical  instrument. 
And  its  perfection  as  such  could 
only  be  accomplished  by  men 
who  were  not  only  skillful  me- 
chanics, but  trained  musicians  as 
well. 

The  staff  of  The  Aeolian  Com- 
pany included  such  men — men 
whose  achievements  in  musical 
instrument  building  had  made 
The  Aeolian  Company  famous 
throughout  the  world  for  the  char- 
acter and  quality  of  its  product. 

From  the  first  the  Aeolian- 
Vocalion  demonstrated  that  The 
Aeolian  Company  had  built  a  new 
and  superior  type  of  phonograph, 
musically  as  well  as  mechanically, 
far  in  advance  of  those  on  the 
market. 

Recognition  from  various 
sources  came  quickly.  Musicians, 
tone  experts  and  the  public  did 
not  hesitate  to  accord  the  Vocalion 


the  recognition  it  so  obviously 
merited. 

Recognition  by  the  music  deal- 
ers of  the  country  has  also  fol- 
lowed. The  list  of  those  handling 
the  Vocalion  today  is  large  and 
rapidly  increasing,  and  contains 
the  names  of  many  of  the  best- 
known  and  most  progessive  mer- 
chants in  the  trade. 

The  introduction  of  the  new 
Vocalion  Record — as  superior  and 
revolutionary  in  its  way  as  was  the 
Vocalion  itself — together  with  the 
extension  of  service  to  include  an 
increased  number  of  convenient 
distributing  centers  throughout 
the  country,  has  greatly  increased 
the  advantage  of  Vocalion  repre- 
sentation. 

The  following  page  contains  a 
full  newspaper  page  announcement 
of  one  of  the  new  dealers  to  take 
the  representation  of  the  Vocalion. 
The  name  of  this  house  is  too 
well-known  to  require  explana- 
tion, and  the  significance  of  the 
event  cannot  be  overlooked. 

The  third  and  fourth  pages 
following,  reproduce  two  of  the 
advertisements  that  are  part  of 
the  strong  Vocalion  publicity  cam- 
paign running  in  different  parts 
of  the  country. 

Representative  music  dealers 
are  invited  to  investigate  the  sub- 
ject of  Vocalion  representation 
while  territory  for  this  valuable 
and  increasingly  important  instru- 
ment and  record  is  still  available. 


(SyDanie/y 


Have  taken  uhe  tfeprerentation  of  the 

AEOLIAN-  VOCAL/ON 

And  the  New  VbcaJion  RecorcL 


T 


Denton,  Cottier  <%  Daniels 

32-38  Court  Street 

The  Mew  Abode  of  the 


I  HE  AEOLIAN  COMPANY  takes  not 
only  pleasure  but  pride  in  making 
this   announcement.     Any  industry 
flourishes  or  languishes,  depending  on  the 

power  and  integrity  of  the  firms  and  individuals  who 
foster  it.    The  music  industry  is  no  exception  to  this  law. 

Denton,  Cottier  C®,  Daniels  have  been  established  since 
1827.  Since  then,  the  entire  effort  of  this  house  has  been 
public  and  institutional  —  immediate  profit  always  being 
subservient  to  public  confidence  and  permanent  success. 

But — Denton,  Cottier  CS,  Daniels  is  far  more  than  a  mere 
music  store.  This  famous  old  house  is  not  only  recognized 
as  one  of  the  strongest  constructive  forces  in  the  music  trade; 
but  enjoys  the  confidence  and  respect  of  its  pubfic  today,  in  a 
measure  rarely  equalled  in  the  music  or  any  other  industry. 

Therefore,  The  Aeolian  Company  is  proud  to  have  the 
Aeolian-Vocalion  represented  by  such  a  house. 

The  AEOLIAN-VOCALION  has  made  a  success  — a 
phenomenal  success.  The  public  —  that  great  jury  of  award 
— has  passed  upon  the  Aeolian-Vocalion  and  accorded  it  the 
premiership  of  the  phonograph  world. 

The  same  jury  is  now  passing  upon  the  new  VOCALION 
RECORD  —  that  wonderful  companion  of  the  Vocalion. 
Even  now  the  verdict  is  rendered  —  for  the  Vocalion  Record 
is  already  taking  the  position  to  which  rightfully  entitled,  as 
the  most  musical,  most  perfect,  and  most  satisfactory  phono- 
graph record  ever  produced. 

Its  success,  and  that  of  the  Vocalion,  is  due  to  the  will  to 
excel,  the  spirit  of  initiative,  the  vast  and  unparalleled  ex- 
perience and  equipment  that  have  enabled  The  Aeolian 
Company  to  produce  musical  instruments  that  dominate, 
through  sheer  superiority,  the  markets  of  the  world. 


SEOLIAN-VOCALION 

And  the  New  Vocalion  Record 


HERE,  in  this  splendid  establishment,  where  the  world's 
finest  products  in  musical  instruments  such  as  the 
Steinway  Piano  and  the  wonderful  Duo-Art  Pianola  Piano  are 
displayed,  the  Aeolian-Vocalion  has  taken  its  permanent 
abode. 

The  Aeolian  Company  backs  and  pushes  its  products  with 
all  the  power  and  resource  of  its  immense  organization;  so 
that,  today,  in  spite  of  its  relative  newness,  the  demand  for 


the  Vocalion  far  surpasses  the  manufacturing  capacity  of  its 
makers. 

But,  The  Aeolian  Company,  as  manufacturers  of  the  Aeo- 
lian-Vocalion, make  this  pledge:  Despite  present  conditions, 
despite  the  difficulties  with  which  all  manufacturers  are  faced, 
the  warerooms  of  Denton,  Cottier  6c  Daniels  will  never  be 
without  an  adequate  representation  of  the  best  types  of  Voca- 
tions within  the  power  of  The  Aeolian  Company  to  produce. 


YOU  ARE  INVITED 

The  exhibition  of  Aeolian-V ocalions  is  now  open. 
The  public  is  cordially  invited  to  visit  the  warerooms  of 
Denton,  Cottier  &  Daniels,  to  listen  to  a  demonstration 
of  this  wonderful  phonograph  and  record, 

THE  AEOLIAN  COMPANY 


NEW  YORK 


LONDON 


PARIS 


SYDNEY 


MELBOURNE" 


Hear  the  New 

VOCALION  RECORD 

of  the  famous 

"Marche  Lorraine" 

The  Favorite  March  of  the  Allies 


IS  there  anything  in  the  world 
so  thrilling  as  a  big  military 
band  sounding  its  martial 
call  to  patriotism  and  valor? 
Everywhere,  nowadays,  splen- 
did brass  bands  are  swinging 
through  the  streets  playing,  and 
behind  them, keen-eyed, straight 
of  shoulder,  soldiers  are  march- 
ing, marching. 

Unconsciously,  as  we  look 
and  listen,  we  square  our  shoul- 
ders.; and  while  our  feet  keep 
time  to  the  soul-stirring  rhythm,  our  hearts 
beat  fast  with  high  and  deathless  resolve! 

We  lesser  ones  here  at  home  cannot  have 
always  a  great  military  band  to  fire  us  with 
the  spirit  of  strength  and  sacrifice,  but  we 
may  have  the  miracle  —  so  used  to  it  are  we 
now,  that  the  miracle  of  it  almost  escapes  us 
—  of  the  phonograph. 

You  do  not  know  phonograph  music  in  its 
perfection  unless  you  have  heard  the  Aeolian- 
Vocalion  playing  the  new  Vocalion  Record. 

You  do  not  know  how  completely  the  thrill 
of  a  full  brass  band  can  be  transmitted  to 
you  by  means  of  disc  and  needle  until  you 
hear  one  of  the  Vocalion  Band  Records. 

The  "Marche  Lorraine",  played  by  the 
Vocalion  Military  Band,  has  been  given  daily 


during  the  recent  demonstra- 
tions of  this  new  Record  at 
Aeolian  Hall,  and  hundreds  of 
people  have  been  amazed  at  the 
glorious  realism  of  this  great, 
new  system  of  music-reproduc- 
tion. So  complete  is  the  illusion 
that  with  one's  eyes  closed  it 
seems  as  if  the  actual  band  were 
playing  but  a  few  feet  away. 
The  bold,  clear  fanfare  of  horns 
at  the  beginning;  the  melodi- 
ous beauty  of  the  second  part; 
the  boom  of  drums  —  the  crash  of  cymbals 
and  brasses — every  instrument,  from  delicate 
piccolo  to  double  bass  is  as  clearly  outlined 
for  your  musical  ear  as  it  is  on  the  retina 
of  your  eye  when  they  pass  before  you. 

****** 

The  Aeolian-Vocalion  plays  all  records 
and  brings  out  beauties  and  depths  of  sonor- 
ity unrevealed  by  other  phonographs.  Every 
artist  or  body  of  artists  who  has  made 
records  for  any  phonograph  may  be  heard 
to  unequalled  advantage  on  the  Vocalion. 
But  the  final  perfection  of  phonograph 
music  is  to  be  found  only  in  the  Aeolian- 
Vocalion,  playing  the  New  Vocalion  Record. 


Come  to  Aeolian  Hall  and  hear  the  new  Vocalion  Record.  Your  own  ear 
for  music  is  the  best  demonstration  we  could  wish  you  to  have.  You  will 
be  able  to  detect  at  once  the  superiority  of  this  latest  Aeolian  achievement. 


THE  AEOLIAN  COMPANY 

In  MANHATTAN  In  THE  BRONX  In  BROOKLYN  ///NEWARK 
29  West  42d  St.        367  East  149th  St.       11  Flatbush  Ave.        895  BroadSt. 


Lend  as 
they  fight 


Buy  more 
Bonds  now 


The 

VOCALION  RECORD'S 

Tone  Portrait  of  a  Ttjch 
Baritone  Voice 

THE  subject  is  Giacomo  Rimini's  masterly 
interpretation  of  the  ever-beautiful  "Eri 
Tu?"  (Is  It  Thou?)  from  ''The  Masked  Ball." 
This  number,  one  of  Verdi's  great  inspirations, 
requires  vocal  and  dramatic  ability  of  the  first 
rank — and  Rimini's  line  voice  and  appealing 
temperament  render  him  peculiarly  well-fitted 
to  sing  the  music  of  his  famous  compatriot. 

As  a  tone-picture,  the  Vocalion  Record  of 
this  great  aria  is  faultless. 

Every  note  and  phrase  is  natural  and  true  to 
life.  Every  shade  of  tone-color  and  expression 
is  caught  and  retained  by  this  advanced  process 
of  recording.  It  is  recognized  among  musi- 
cians that  such  portrayals  of  human  and  instru- 
mental tones  have  never  before  been  heard. 


GIACOMO  RIMINI 

This  young  Italian  'Baritone  has  al- 
ready won  an  enviable  reputation  in 
operatic  circles,  both  in  Europe  and  the 
Americas. 

For  the  past  two  years  Rimini  has 
been  one  of  the  leading  baritones  of  the 
Chicago  Opera  Association,  having  been 
conspicuously  successful  in  La  Tosca, 
Aida,  The  Barber  of  Seville,  Isabeau, 
and  the  Jewels  of  the  Madonna. 

Rimini's  voice  is  of  rich,  sonorous 
quality  and  is  reproduced  with  the  ut- 
most naturalness  on  his  V ocalion  Records. 


Pay  a  visit  to  the  Record  Depart- 
ment, Aeolian  Hall,  and  ask  to  hear 
"Eri  Tu?"fromuThe  Masked  Ball." 


THE  AEOLIAN-VOCALION 


Besides  the  opportunity 
to  play  the  glorious  new 
Vocalion  Record,  this  versa- 
tile phonograph  offers  many 
other  unusual  advantages. 

It  plays  all  standard  disc 
records  —  plays  them  with 
fuller,  clearer  tone. 

The  Graduola  tone- con- 
trol feature  offers  you  the 
privilege  of  indulging  your 
own  fancies  as  to  tone-color, 
accent  and  expression. 


The  Vocalion  case  designs 
are  distinctive.  In  appear- 
ance it  has  no  equal. 

Its  mechanical  features, 
such  as  the  Automatic  Stop, 
Volunome,  etc.,  are  the 
most  effective  on  the  mar- 
ket today. 

The  A  eolian-V ocalion  is  pricea 
from  $50  upward.  Models  con- 
taining the  Graduola  from  $115 . 
Sixteen  beautiful  period  styles  from 
$240. 


THE  AEOLIAN  COMPANY 


In  MANHATTAN 
29  West  42nd  St. 


In  THE  BRONX 
367  East  149th  St. 


In  BROOKLYN 
11   Flatbush  Ave. 


In  NEWARK 
895  Broad  St. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


19 


EDISON  CONVENTION  AT  NEW  ORLEANS  A  GREAT  SUCCESS 

A.  P.  Burns,  Assistant  General  Sales  Manager  of  Thos.  A.  Edison,  Inc.,  Tells  of  the  Very  Impor- 
tant Gathering  of  Edison  Dealers  Recently  Held  in  the  Crescent  City 


A.  P.  Burns,  assistant  general  sales  manager 
of  Thomas  A.  Edison,  Inc.,  recently  represented 
the  company  at  the  Edison  convention  at  New 
Orleans,  which  was  referred  to  briefly  in  our 
last  issue. 

In  an  interview  with  our  representative  im- 
mediately after  his  return  Mr.  Burns  had  the 
following  to  say: 

"There  is  something  about  the  city  of  New 
Orleans  and  the  people  that  live  in  and  about 
it  that  radiates  a  spirit  of  cordial  hospitality, 
noticeable  to  a  visitor  immediately  upon  his  en- 
trance to  that  charming  Southern  city.  This 


terest,  and  from  then  on  to  12  o'clock  there  was 
an  open  dis'cussion  from  which  the  dealers  pres- 
ent secured  very  interesting  information.  At 
12  o'clock  the  convention  adjourned,  and  we  had 
luncheon  at  the  famous  Galatoire  French  Res- 
taurant in  the  French  quarter  of  the  city,  and  I 
don't  mind  saying  it  was  some  luncheon.  Our 
photograph  was  then  taken.  During  the  after- 
noon several  informal  speeches  were  made  and 
the  business  was  completed  by  4  o'clock. 

"About  4.30  we  all  went  sight-seeing  in  a 
Packard  Rubber-Neck  bus.  We  all  had  a  very 
good  time,  even  though  the  bus  did  break  down 


DISPLAY  RED  CROSS  PHONOGRAPH 

The  Crafts-Starr  Phonograph  Co.,  of  Richmond, 
Va.,  Show  Very  Beautiful  Instrument 


Richmond,  Va.,  October  3, — The  Crafts-Starr 
Phonograph  Co.,  of  this  city,  report  an  enor- 
mous demand  for  the  Starr  phonographs  and 
Gennett  records  which  they  handle  in  a  whole- 
sale way.  In  fact,  the  demand  is  so  great  that 
their  two  traveling  salesmen  have  discontinued 
soliciting  trade  and  are  only  covering  their  ter- 
ritory now  to  see  that  proper  service  is  given 
and  to  keep  up  acquaintances.  This  company 
supplies  some  of  the  oldest  and  largest  music 
houses  in  Virginia,  North  Carolina  and  part  of 
Maryland  and  West  Virginia,  who  are  most  ap- 
preciative of  the  service  which  is  given  them  by 
the  establishment. 

A  recent  feature  of  the  window  display  of  the 
Crafts-Starr  Phonograph  Co.  at  230  North  Sec- 
ond street  was  a  Red  Cross  Starr  phonograph 
which  was  made  to  the  order  of  a  wealthy  citizen 
in  Richmond.  It  is  a  perfect  Starr  instrument 
with  a  large  motor  and  heavily  gold-plated.  The 
entire  case  of  the  phonograph  is  enameled  white 
with  a  large  red  cross  on  the  front.  A  gold 
plate  bearing  the  name  of  the  donor  will  be 
placed  on  the  instrument  just  before  it  is  given 
te  the  Red  Cross  Society.  It  is  a  most  unique 
and  attractive  gift  and  has  cost  the  patriotic 
donor  a  neat  sum,  but  he  wants  it  to  be  a  per- 
fect thing  of  its  kind,  and  Mr.  Crafts  ordered 
every  detail  carried  out  in  the  best  materials 
that  could  be  had,  and  no  trouble  or  expense 
has  been  spared.  It  is  on  display  for  a  time 
and  it  certainly  makes  one  of  the  most  attractive 
windows  in  the  city. 


MAY  NOT  IMPORT  MAHOGANY  LOGS 


War  Trade  Board  Prohibits  Further  Importa- 
tion for  Non-War  Use 


Delegates  to  Edison  Convention  in  New  Orleans 


spirit  of  hospitality,  combined  with  the  spirit 
of  co-operation,  was  very  evident  at  the  New 
Orleans  convention  of  Edison  dealers. 

"The  convention  itself  was  altogether  infor- 
mal, like  a  meeting  of  brothers — there  were  no 
set  speakers — whoever  wished  tp  emphasize  or 
inform  his  brother  dealers  of  new  methods  of 
securing  business,  of  building  up  prestige,  of 
making  money  with  the  Edison  product,  did  so 
impromptu. 

"The  convention  was  opened  by  Mr.  Donnelly, 
manager  of  the  Diamond  Music  Co.,  with  a 
message  of  welcome  to  the  dealers  in  his  zone. 
Then  1  spoke  on  a  few  subjects  of  pertinent  in- 


and  could  not  be  started.  A  hurry-up  call  was 
sent  to  a  mechanician,  and  although  he  received 
advice  from  everybody  present  he  was  unable 
to  start  the  machine.  A  second  hurry-up  call 
was  sent  for  a  couple  of  autos  and  our  trip  con- 
tinued. We  saw  many  interesting  sights  simi- 
lar to  those  you  have  all  seen  if  you  have  ever 
visited  New  Orleans.  Then  came  the  banquet 
at  La  Louisianne,  one  of  the  most  famous  res- 
taurants on  the  continent.  In  short,  the  New 
Orleans  convention  was  a  success  from  start 
to  finish." 


By  a  new  ruling  of  the  War  Trade  Board  (W. 
T.  B.  R.  222),  all  outstanding  licenses  for  the 
importation  of  mahogany  logs  and  mahogany 
lumber  have  been  revoked  as  to  ocean  shipment 
after  September  10,  1918.  Hereafter  no  licenses 
for  the  importation  of  these  commodities  will 
be  issued,  except  to  cover  such  shipments  as 
the  Director  of  Lumber  of  the  War  Industries 
Board  shall  certify  to  be  suitable  and  necessary 
for  Government  use. 


Don't  tell  all  you  know  or  guess. 


The  Hyatt  Talking  Machine  Co.,  of  Portland, 
Ore.,  has  moved  to  350  Alder  street,  where  it 
will  have  greatly  enlarged  floor  space,  which 
is  necessary  to  accommodate  its  constantly  in- 
creasing business. 


is  the  last  word  in  the  refining  of  high-grade  oils,  for  every  im- 
purity is  taken  from  it,  leaving  nothing  but  what  is  required  to 
keep  machines  in  perfect  condition,  being  combined  of  four  oils 
perfectly  blended. 

Will  not  Gum,  Chill  or  become  rancid;  is  free  from  acid.  It  is  colorless  and  has 
no  sickening  smell,  being  absolutely  odorless. 


"The  finest  and  most  delicate  pieces  of  mechanism  do  not  prove 
efficient  unless  properly  lubricated.  Skill.  Genius,  Invention  and 
Workmanship  must  have  the  proper  Oil.  Stop  and  consider  this 
when  you  have  to  buy  an  Oil  for  household  use."  


NYOIL  is  put  up  in  the  following  sizes: 
No.    16  (Cans)  1  Pint 
No.   32     "      1  Quart 
No.  128     "      1  Gallon 
No.  540     "      5  Gallon 


Hundreds  of  satisfied  customers  have  written  us  that  they  would  never  use  anything  else  for 

TALKING  MACHINES,  GRAPHOPHONES,  PHONOGRAPHS  AND 

SEWING  MACHINES 

"     NYOIL  will  lubricate  the  machinery  and  polish  all  woodwork 

and  can  be  obtained  of  any  "Up-to-date"  Talking  Machine  Dealer  in  the  world, 
and  is  manufactured  by  Wm.  F.  Nye,  who  for  50  years  has  made  80%  of  all  the 
Watch,  Clock  and  Chronometer  Oil  that  is  used  in  America. 

WM.  F.  NYE,  NEW  BEDFORD,  MASS.,  U.  S.  A. 


NYOIL  is  put  up  in  the  follow- 
ing sizes : 

No.  1  Bottle  1  ounce 
No.  4  "  3  ounces 
No.  8     4  4    8  ounces 


20 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


olumbia 

rafonola 


"fTT.;f"" 

"  mm 

f 

'  I  VHE  greatest  operatic  music  was  beauti- 
ful  before  it  was  great  —  and  Columbia 
Records  bring  you  the  best  of  that  magical 
beauty. 

Haunting  melodies,  exquisite  catches  and 
snatches  of  song,  music  of  joy  and  of  laugh- 
ter, glorious  marches,  the  fanfare  o{ 
trumpets,  majestical  choruses— all  that  and 
more  have  Columbia  Records. 


CUCH  great  artists  as  Lazaro,  Stracciari, 
Barrientos  and  Mardones  make  records 
exclusively  for  Columbia.  But  the  music 
they  choose  for  recording  is  always  the 
truly  great  music  of  beautiful  and  inspiring 
melody.  Beautiful  melody  —  that  is  the 
distinguishing  quality  of  both  Columbia 
Records  and  the  Columbia  Grafonola. 
Music  you  really  like,  played  as  you  like  to 
hear  it — that's  what  they  give  you  always. 


To  make  a  good  record  great,  play 
it  on  the  Columbia  Grafonola. 


/COLUMBIA  Records  on  the 
Columbia  Grafonola  bring  the 
best  music  of  all  lands  and  all  ages 
into  the  friendly  intimacy  of  your 
own  home.  They  make  good 
music  what  it  ought  to  be  in  every 
family  —  an  enduring  source  of 
pleasure  and  inspiration,  a  solace 
in  time  of  trouble,  an  added  joy 
in  happy  days. 

A  very  human  sort  of  an  instru- 
ment is  this  Columbia  Grafonola. 
A  big,  handsome,  musical  frienc 
with  a  voice  that  is  sweet  and  clear 
and  strong,  bringing  good  cheer 
to  every  home  he  enters.  You 
need  his  cheerful  voice  in  yours. 

Buy  War  Savings  Stamps 

Columoia  Graphophone  Co.,  New  York 


i<  1! 


Columbia  Grafonolas— Standard  Models  up  to  $300. 
Period  Models  up  to  $2100.   Prices  in  Canada  plus  duty. 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


21 


Columbia 

Grafonola 

Bring  the  Opera  JSeason 
to  Your  Town 

WITH  the  opening  of  the  great  opera  seasons  in  New  York, 
Boston  and  Chicago ;  with  concerts,  recitals,  symphonies  and 
philharmonic  societies  getting  started  everywhere  for  the  winter, 
the  thoughts  of  music  lovers  turn  to  the  more  classic  in  music. 

That  is  why  the  Columbia  full  page  advertisement  shown  on  the 
opposite  page  is  devoted  to  operatic  artists  who  make  Columbia 
Records.  Lazaro,  Barrientos,  Stracciari,  Mardones  and  other 
world-famous  stars  soon  will  be  singing  their  great  roles.  This 
advertisement  will  bring  the  fact  that  they  make  Columbia  Rec- 
ords to  the  attention  of  millions  of  people — thousands  of  whom 
are  or  should  be  your  customers. 

Bring  the  opera  season  to  your  people.  This  advertisement 
appears  in  many  of  the  leading  national  magazines.  Millions  of 
people  will  see  it.  Make  it  work  for  you!  Tie  up  your  local  pub- 
licity with  these  great  Columbia  artists — have  a  good  assortment 
of  the  great  operatic  arias — and  bring  the  opera  season  to  your 
town. 


Columbia  Graphophone  Co.,  New  York 


22 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


The  Trade  In  Boston  And  New  England 

JOHN  H.  WILSON,  MANAGER,  324  WASHINGTON  STREET,  BOSTON,  MASS. 


Boston,  Mass.,  October  1. — All  the  talking  ma- 
chine shops  have  more  or  less  suffered  from 
the  prevailing  epidemic  the  past  few  weeks,  but 
at  this  writing  it  is  believed  that  the  worst  is 
over.  Not  an  establishment  in  the  city  but  was 
badly  hit  for  a  time  and  some  places  were 
crippled  for  several  days  at  a  stretch  because 
of  absent  employes,  sufferers  from  the  grip. 
During  the  past  few  days  the  weather  has  been 
very  good  and  this  has  helped  materially  to  stay 
the  disease. 

Liberty  Loan  Campaign  in  Full  Swing 

The  Fourth  Liberty  Loan  campaign  is  on  in 
full  force  and  the  trade  has  been  making  plans 
for  some  time  to  make  as  good  a  showing  in 
volume  of  subscriptions  as  it  has  on  the  previous 
loans.  On  one  of  the  committees  which  will 
canvass  the  trade  is  Thomas  W.  Hindley,  man- 
ager of  the  Aeolian-Vocalion's  Boston  headquar- 
ters. Business  with  the  various  houses  has  been 
very  good  of  late,  and  September  as  a  whole  ap- 
pears to  have  made  a  good  showing,  while  the 
trade  is  optimistic  over  the  prospects  for  the  re- 
mainder of  the  year.  The  curtailment  of  prod- 
uct is  felt  everywhere  and  dealers  are  reconcil- 
ing themselves  to  receiving  only  a  percentage  of 
their  orders. 

More  Men  to  the  Front 

Robert  Steinert,  who  is  capably  managing  the 
Victor  business  of  the  M.  Steinert  &  Sons  Co., 
with  headquarters  at  the  Arch  street  store,  has 
just  lost  two  more  men  in  the  draft,  James 
Graham  and  Herman  Fleischman,  both  outside 
men.  Graham  has  entered  the  navy  and  Fleisch- 
man has  been  taking  a  course  in  aeroplane  en- 
gineering at  the  Wentworth  Institute.  Because 
of  the  shortage  of  men  the  house  is  thinking 
seriously  of  giving  young  women  an  opportunity 
of  seeing  what  they  can  do  in  this  particular 
line  of  work,  that  is,  in  the  wholesale  end  of 
the  Victrola  business.  A  new  man  in  the  stock 
room  is  Douglas  Collier,  who  has  had  a  sound 
experience  in  the  talking  machine  business  be- 
fore he  joined  the  Steinert  house. 

Why  Mr.  Fitzgerald  is  Proud 

Wholesale  Manager  Billy  Fitzgerald,  of  the 
Eastern  Talking  Machine  Co.,  is  justifiably 
proud  of  one  of  his  young  nephews  who  is  in 
service  in  France.  The  name  of  the  young  man 
is  John  J.  McCarthy.  He  is  a  resident  of  Somer- 
ville,  a  graduate  of  Tufts  College,  and  twenty- 
three  years  of  age.  He  went  overseas  with  the 
101st  Engineers  and  one  year  to  the  day  he  was 


appointed  an  instructor  in  the  chemical  warfare 
service  with  the  rank  of  first  lieutenant.  Mc- 
Carthy has  a  medal  for  bravery,  which  he  carries 
in  his  pocket,  and  his  superior  officers  say  he 
knows  no  such  thing  as  fear. 

Eastern  Co.  Men  All  Doing  "Their  Bit" 

Speaking  of  foreign  service,  Billy  Fitzgerald 
tells  The  World  correspondent  that  he  expects 
to  be  overseas  himself  within  a  few  weeks. 
Just  now  he  is  busy  filling  out  his  questionnaire 
and  is  claiming  no  exemption.  George  McDon- 
ald, of  the  Eastern's  staff,  is  in  the  aviation  serv- 
ice, and  John  Dockery,  another  of  the  staff,  has 
just  been  put  in  class  1-A.  In  all,  the  Eastern 
has  lost  about  twenty-eight  men  and  a  service 
flag  may  soon  tell  passers-by  what  this  popular 
house  has  done  for  the  country  by  way  of  fur- 
nishing men  for  service.  The  Eastern's  busi- 
ness continues  good,  but  the  scarcity  of  ma- 
terials continues  to  be  felt. 

"Thrift  Model"  Aeolian-Vocalion 

With  the  admonition  to  buy  Fighting  Fourth 
Liberty  Bonds  the  Vocalion  Co.  announces  from 
its  Boylston  street  warerooms  a  special  offer 
in  "the  beautiful  new  thrift  model  Aeolian- 
Vocalion  with  twelve  record  selections."  This 
advertisement,  attractively  prepared  by  Man- 
ager Thomas  W.  Hindley,  appeared  almost  si- 
multaneously with  the  Liberty  Bond  propaganda 
and  created  a  big  hit  with  the  public  who  were 
quick  to  "catch  on"  to  the  significance  of  the 
ad.  Manager  Hindley  states  that  business  has 
been  coming  along  very  well,  for  which  credit 
is  due  in  no  small  degree  to  the  capable  staff 
with  which  he  has  surrounded  himself,  each 
member  of  which  is  familiar  with  the  talking 
machine  business. 

W.  A.  Batchelder  Making  Good 

Warren  A.  Batchelder,  who  resigned  as  the  Vic- 
tor manager  of  the  A.  M.  Hume  Music  Co.  early 
in  the  summer  to  take  charge  of  a  branch  of  the 
Community  Motion  Picture  Bureau  at  Newport 
News,  Va.,  has  been  making  good  in  his  new  oc- 
cupation in  a  very  marked  degree.  The  bureau 
supplies  motion  picture  films  for  the  soldiers  at 
the  front  and  army  cantonments  on  this  side, 
and  Mr.  Batchelder  has  got  right  into  the  at- 
mosphere of  the  work. 

H.  L.  Coombs  Getting  Settled 

H.  L.  Coombs,  mentioned  last  month  as  the 
successor  to  Oscar  W.  Ray  in  the  local  man- 
agement of  the  Emerson  Co.,  has  brought  his 
family  to  Boston  and  is  soon  to  establish  him- 


Brunswick  Dealers 

Our  PUR-I-TONE  reproducer  No.  9  is 
fitted  to  machines  that  have  tone  arm,  with 
detachable  reproducer.  Sell  this  reproducer 
to  your  machine  customers,  as  if  reproduces 
an  extra  smooth  quality  of  sound  from  ALL 
lateral  cut  records.  No  blast  or  other  ex- 
traneous sounds.    Write  for  prices. 

NEW  ENGLAND  TALKING  MACHINE  CO. 


16-18  Beach  Street 


Boston,  Mass. 


self  in  the  Back  Bay  section  of  the  city.  Mr. 
Coombs  has  just  received  a  large  consignment 
of  goods  for  which  he  will  find  ample  use  among 
the  dealers. 

Frank  S.  Horning  New  Victor  Representative 

Frank  S.  Horning,  who  is  not  altogether  a 
stranger  to  Boston,  is  now  settled  in  this  terri- 
tory, where  he  is  to  be  the  Victor  representative 
for  Boston  and  vicinity.  He  succeeds  James 
M.  Frye,  who  is  planning  to  enter  service.  Mr. 
Horning  has  had  a  long  experience  with  the 
Victor,  and  has  represented  the  company  at 
various  leading  centers,  lately  being  in  Chicago, 
where  he  had  a  large  territory  to  look  after. 
For  some  time  following  his  arrival  in  town 
Mr.  Horning  was  bemoaning  the  loss  of  a  trunk 
filled  with  valuable  goods  which  got  side-tracked 
en  route,  but  it  turned  up  in  due  time,  so  Mr. 
Horning  was  able  to  don  some  well-fitting  new 
suits  of  clothes  which  he  had  purchased  before 
coming  to  Boston. 

Add  New  Lines  of  Machines 

The  Iver  Johnson  Sporting  Goods  Co.,  at  155 
Washington  street,  which  on  its  fourth  floor  con- 
ducts a  fine  talking  machine  department,  is  tak- 
ing on  a  new  line.  This  department,  as  the  trade 
well  knows,  is  managed  by  A.  W.  Chamberlain, 
who  has  been  in  the  business  for  a  number  of 
years,  and  he  is  among  the  best-known  men  in 
the  local  trade  and  is  thoroughly  familiar  with 
the  technic  and  mechanics  of  the  business. 
Visitors  to  Columbia  Store 

R.  E.  Rea,  assistant  to  the  general  sales  man- 
ager of  the  Columbia  Co.,  spent  several  days 
in  Boston  recently  and  was  entertained  by  Man- 
ager Mann.  He  came  to  study  the  branch  office 
system  of  this  department,  which  is  standard- 
izing its  method  of  handling  detail  work.  As- 


Behind  the  Co-operation 

we  are  now  extending  in  Eastern  Victor  Service 
lies  the  hope,  that  when  the  great  world  war  has 
come  to  a  victorious  close  we  may  look  back  on  a 
period  during  which  we  attained  a  reputation  among 
Victor  dealers  for  giving  practical  help  to  them  in 
the  solution  of  their  war-time  problems. 

EASTERN  TALKING  MACHINE  GO. 


177  TREMONT  STREET 


BOSTON,  MASS. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


23 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  22) 


Send  for  Descriptive  Circular 

Demonstration  Booths 
and  Record  Cases 

IN  STOCK  OR  TO  ORDER 


FRANK  B.  CURRY 
19  Wareham  St.  Boston,  Mass. 


sistant  Manager  M.  C.  Perkins  went  over  to 
New  York  this  week.  This  is  Mr.  Perkins'  first 
visit  to  the  Columbia's  executive  offices  since 
he  associated  himself  with  Manager  Mann's 
headquarters. 

Columbia  Business  Expanding 

Manager  Fred  C.  Mann  reports  the  Columbia 
business  for  September  as  an  eminently  satisfac- 
tory one  and  on  the  whole  his  wholesale  de- 
partment is  taking  very  good  care  of  the  Co- 
lumbia dealers.  He  says  that  the  automatic 
non-set  stop,  introduced  to  the  public  only  a 
short  time  ago,  is  meeting  with  surprising  suc- 
cess and  all  the  dealers  are  placing  large  orders 
for  it.  Mr.  Mann  early  in  the  month  was  away 
for  ten  days,  going  first  to  New  York  and  then 
into  the  western  part  of  this  State  and  sections 
of  New  Hampshire  and  Vermont,  where  he  got 
a  cordial  greeting  from  Victor  dealers  every- 
where. The  portions  of  New  Hampshire  and 
Vermont  which  he  visited  is  territory  which  re- 
cently was  turned  over  to  this  department  and 
will  henceforth  be  handled  from  Manager 
Mann's  headquarters. 

R.  O.  Ainslie  Perfecting  Sales  Plans 

R.  O.  Ainslie,  of  the  Pathe  line,  has  mapped 
out  a  most  comprehensive  plan  of  action  for 
the  large  field  of  workers  under  him  and  some 
splendid  results  should  be  observed  ere  long. 
Lately  business 'has  taken  quite  a  spurt  and  deal- 
ers report  many  promising  Pathe  prospects. 
Combined  Business  and  Pleasure 

J.  F.  Carr,  manager  of  the  dealers'  service  de- 
partment for  the  Columbia  Co.,  combined  busi- 
ness with  pleasure  while  away  a  while  ago,  for, 
after  completing  a  vacation  spent  in  New  York 
State,  he  started  up  into  Vermont,  where  he 
visited  the  State  Fair  at  Rutland,  at  which  the 
'  United  Talking  Machine  Co.  had  a  creditable 
exhibit,  which  resulted  in  a  number  of  good 
Columbia  sales. 

Cheney  Phonograph  Grows  in  Favor 

The  Cheney  proposition  which  Herbert  L. 
Royer  has  taken  for  New  England  has  been 
very  well  received  by  the  dealers  everywhere, 
and  it  is  Mr.  Royer's  wish  that  all  who  con- 
template laying  in  a  stock  of  these  machines 
make  an  early  application,  especially  as  the  local 
authorities  have  insisted  that  the  stores  begin 


CO*. 
HENEY 

PHONOGRAPH 

Plays  all  records  better" 

Dealers 

are  invited  to  inspect  this  instrument  which  is  so 
distinctly  different  from  all  others. 

Attractive  agency  proposition.     Liberal  advertising  plans. 
Write  for  catalog  and  full  particulars 

H.  L.  ROYER 

New  England  Representative 
77  SUMMER  STREET,  Room  59       -       -  BOSTON 


their  Christmas  sales  earlier  than  usual.  Davis 
Brothers,  who  have  four  large  stores,  in  Boston, 
Brockton,  Lowell  and  Lawrence,  have  taken  on 
the  Cheney  line  and  are  finding  it  a  rather  easy 
thing  to  introduce  it  to  customers. 

New  Brunswick  Models  Admired 

Some  handsome  new  Brunswick  models  have 
been  received  at  the  warerooms  of  the  Bruns- 
wick-Balke-Collender  Co.  which  dealers  are  ex- 
amining with  the  closest  interest.  F.  H.  Walter 
has  severed  his  association  with  the  Brunswick 
department,  of  which  he  has  been  manager,  and 
is  considering  several  good  propositions.  Mr. 
Walter  made  quite  a  success  of  the  Brunswick 
proposition  while  with  the  house. 

Demand  is  Greater  Than  the  Supply 

Manager  Silliman,  of  the  Pardee,  Ellenberger 
Co.,  in  Oliver  street,  says  that  the  demand  for 
the  Edison  line  is  far  greater  than  the  supply, 
and  the  men  on  the  road  find  no  difficulty  in 
keeping  the  goods  going  out  as  fast  as  they 
come  from  the  factory.  H.  R.  Skelton,  who  does 
a  good  deal  of  traveling  nowadays  for  the  Edi- 


son, is  in  town  this  week,  making  his  headquar- 
ters at  the  Pardee,  Ellenberger  establishment. 
Sympathy  for  C.  E.  Sheppard 
Those  in  the  trade  who  know  C.  E.  Sheppard, 
of  the  Columbia  forces,  are  full  of  sympathy  for 
him  in  his  bereavement.  Both  he  and  his  wife 
and  small  child  have  been  down  with  the  epi- 
demic, and  a  few  days  ago  the  wife  died,  and 
both  he  and  the  little  one  are  still  seriously  ill. 
The  family  was  face  to  face  with  the  problem 
that  has  had  to  be  met  by  so  many  people,  the 
inability  of  securing  a  nurse.  Mr.  Sheppard  is 
one  of  the  valued  attaches  of  Manager  Mann's 
staff,  and  those  of  the  Columbia  force  have  been 
doing  all  they  could  to  lessen  Mr.  Sheppard's 
burden. 

Remodels  Talking  Machine  Department 

Henry  L.  Kincaide,  of  Henry  L.  Kincaide  & 
Co.,  of  Quincy,  whose  large  establishment  is 
known  to  everybody  in  that  nearby  city,  has 
lately  remodeled  his  talking  machine  depart- 
ment, and  under  the  immediate  supervision  of 
{Continued  on  page  24) 


 Oldest  and  Largest 

Manufacturers  of  Talking 
Machine  Needles  in  the 

World — There  are  several  reasons 
W.  H.  BAGSHAW  CO.,  Lowell,  Mass. 


24 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


THEtTRADE  IN  BOSTON  AND  NEW  ENGLAND  (Continued  from  page  23) 


ILSLEY 


Miss  Mabel  Swift  it  is  better  than  ever  before 
to  meet  the  wants  of  customers. 

Steinert  Co.  Buys  $50,000  Worth  of  Bonds 
The  subscriptions  to  the  Fourth  Liberty  Loan 
were  considerably  enlarged  by  the  generosity 
and  patriotism  of  the  M.  Steinert  &  Sons  Co. 
on  October  2,  who  made  a  request  for  $50,000 
worth  of  the  governmental  securities.  This  large 
subscription  immediately  focuses  attention  on 
this  large  Boston  piano  and  Victor  house  and  is 
in  line  with  its  attitude  toward  previous  loans. 


REMODEL  "TALKER"  DEPARTMENT 

Keene,  N.  H.,  October  1.— G.  H.  Tilden  &  Co., 
of  this  city,  have  lately  reconstructed  their  talk- 
ing machine  department  so  that  to-day  it  is  one 
of  the  most  artistic  and  convenient  places  of 
its  kind  in  the  State.  In  this  store  there  was  a 
basement,  apparently  quite  useless,  which  to  the 
fertile  imagination  of  the  manager  struck  him 
as  a  most  desirable  place  to  fit  up  for  the  use 
of  his  graphophone  department.  What  one  sees 
to-day  is  little  like  the  neglected  basement  of 
old.  In  one  corner  is  a  fireplace  and  there  is 
everything  about  the  interior  that  suggests  a 
homey  atmosphere.  Under  better  conditions 
than  ever  before  is  the  Columbia  product 
brought  to  the  attention  of  the  public.  Miss 
Bertha  Mitchell  is  in  charge  of  the  department, 
and  Mr.  Kingsbury,  who  is  head  of  the  whole 
establishment,  circularized  the  city  so  that  every- 
body now  knows  of  this  Columbia  headquarters. 


A  G0=AHEAD  SPRINGFIELD  DEALER 

Springfield,  Vt.,  October  1. — A  talking  machine 
dealer  in  this  town  who  has  rapidly  come  to  the 
front  recently  through  a  clear  understanding  of 
the  business  and  a  knowledge  of  how  to  deal 
with  his  public  is  F.  W.  Wheeler,  of  F.  H. 
Wheeler  &  Son,  whose  Columbia  headquarters 
has  come  to  be  recognized  as  the  rendezvous 


of  those  seeking  good  music.  Mr.  Wheeler  has 
very  fully  equipped  his  department  and  he  is 
making  many  good  sales. 


COOPERATION  IN  RECORD  SALES 

How  Denholm  &  McKay  Co.  Have  Developed 
Their  Service  on  Records  in  Worcester 


The  Victrola  department  of  Denholm  &  Mc- 
Kay Co.,  Worcester,  Mass.,  is  having  a  very  suc- 
cessful fall  business,  which  is  due  in  part,  to  the 
large  following  of  record  customers  they  have 
secured  by  guaranteeing  all  records  new  and 
unused.  They  will  not  exchange  or  sell  on 
approval,  but  will  gladly  play  in  their  large 
demonstration  booths,  of  which  they  have  nine, 
any  record  desired. 

The  manager,  F.  E.  Russell,  is  endeavoring  to 
give  the  best  service  possible  by  co-operating 
with  the  other  dealers  in  Worcester,  in  a  record 
exchange  of  special  orders.  Once  a  month 
each  retailer  sends  a  list  of  records  he  is  un- 
able to  secure  from  the  jobber  of  specials  or- 
dered by  customers  to  each  of  the  other  re- 
tailers. These  lists  are  checked  as  to  what  can 
be  filled  and  returned,  then  the  exchange  is 
made,  one  for  one.  This  is  the  only  store  in 
Worcester  selling  a  record  library  plan  with 
machine  sales,  and  this  adds  practically  $1,000 
to  their  record  sales  a  month. 


HAS  EDISON  AND  COLUMBIA  LINES 

Claremont,  N.  H.,  October  1. — Ray  Kinne,  one 
of  the  older  Columbia  dealers,  who  is  manager 
of  Wheeler's  Pharmacy,  has  given  his  talking 
machine  department  unusual  treatment,  and  the 
establishment  is  now  admirably  adapted  to  ex- 
hibiting and  demonstrating  both  the  Columbia 
and  Edison  lines,  which  are  carried.  J.  M.  Bu- 
zell,  the  outside  man  for  this  house,  is  doing  a 
rapidly  increasing  business. 


IT  QT  FV'<il  GRAPHITE  PHONO 
ILJIjIj  I    J  SPRING  LUBRICANT 

Haley's  Lubricant  makes  the  Motor  make  good 

Is  prepared  in  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.   Remains  in  its  original  form  Indefinitely. 
Write  for  special  proposition  to  Jobbers. 
MANUFACTURED  BY 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 

Established  1853 


PROGRESSIVE  LOUISVILLE  STORE 


Large  Business  Built  Up  by  Talking  Machine 
Department  of  Kaufman-Straus  Co.  Store — 
Under  Management  of  H.  V.  Boswell 


The  Kaufman-Straus  Co.,  of  Louisville,  Ky., 
have,  under  the  management  of  H.  V.  Boswell, 
built  up  a  very  large  talking  machine  business 


Partial  View  of  Showrooms 


which  is  steadily  expanding,  thanks  to  the  un- 
tiring efforts  of  all  connected  with  this  enter- 
prise from  the  manager  down.  The  photograph 
herewith  shows  only  a  partial  view  of  the  sales 
section  of  this  establishment. 


TO  SECURE  A  REFUND  OF  TAXES 

How  to  Get  Relief  in  Payment  tjf  War  Revenue 
Taxes  on  Exported  Goods 


The  Treasury  Department  has  recently  issued 
the  following  information  regarding  the  proper 
method  to  pursue  to  secure  a  refund  of  War 
Revenue  taxes  paid  on  goods  which  have  been 
exported. 

The  Department  says:  "Articles  sold  in  for- 
eign commerce  under  Section  600,  sub-division 
(b),  Act  of  October  3,  1917,  are  not  subject  to 
tax  if  they  are  sold  direct  to  the  consignee  and 
not  through  export  agents  located  in  the  United 
States  and  where  actually  delivered  to  consignee 
located  in  foreign  countries. 

"In  order  to  recover  the  amount  paid  as  tax 
on  articles  sold  in  foreign  commerce  it  will  be 
necessary  to  execute  claim  for  refund  Form  46, 
and  furnish  the  following  evidence  in  connec- 
tion with  such  sale: 

"(1)  An  affidavit  setting  forth  the  names  and 
addresses  of  the  foreign  consignees,  together 
with  a  statement  under  oath,  if  in  accordance 
with  the  fact,  that  the  goods  alleged  to  have 
been  sold  in  foreign  commerce  were  sold  di- 
rect to  the  consignee  mentioned  and  not  to  ex- 
port agents  located  in  the  United  States,  and 
that  the  goods  were  actually  delivered  to  con- 
signees located  in  foreign  countries. 

"(2)  Copy  of  invoice  covering  the  goods  sold. 

"(3)  Copy  of  true  bill  of  lading  if  such  ex- 
ists, and  either  a  clearing  out  certificate  or  ship's 
receipt  showing  that  the  goods  were  actually 
shipped  for  export. 

"The  evidence  called  for  above  should  be  filed 
within  thirty  days,  so  that  the  claim  may  be 
acted  upon  promptly." 

GOING  AFTER  THE  BUSINESS 

F.  F.  Howard,  manager  of  the  R.  W.  Tyler 
Co.'s  branch  store  in  Clarksburg,  W.  Va.,  is  fea- 
turing the  Aeolian-Vocalion  phonograph  with 
great  success  and  is  using  very  successfully  a 
large  motor  truck  loaded  with  phonographs  and 
pianos  in  order  to  bring  them  to  the  attention 
of  the  country  folks. 

A  PERTINENT  QUESTION 

If  everybody  said  "I'd  like  to  buy  some  bonds, 
but  "  who  would  win  the  war? 


MANUFACTURERS- 
JOBBERS-DEALERS 


Perfection  Universal  Tone  Arm  and  Reproducer 
No.  6  set  in  position  for  playing  "lateral"  cut 
records. 


Our  PERFECTION  line  of  tone  arms  and  repro- 
ducers are  now  complete  and  are  attachable  as  fol- 
lows: 

Nio.  3  tone  arm  and  PUR-I-TONE  reproducer  plays 
Victor  and  Columbia  records  on  Edison  Disc  Machines. 

No.  4  tone  arm  and  Nos.  4,  7  and  8  PUR-I-TONE 
reproducers  play  VictoT  and  Columbia  records  on 
Edison  Disc  Machines. 

No.  5  tone  arm  with  PUR-I-TONE  reproducer  plays 
all  makes  of  hill  and  dale  records  on  Edison  Disc 
Machines. 

No.  6  UNIVERSAL  tone  arm  and  PUR-I-TONE 
reproducer  plays  ALL  makes  of  records  on  Edison 
Disc  Machines. 

Nos.  3  and  7  PUR-I-TONE  reproducers  are  fitted 
to  Columbia  machines  for  playing  Victor  and  Columbia 
records. 

No.  7  PUR-I-TONE  reproducer  is  fitted  to  Victor 


Perfection  Universal  Tone  Arm  and  Reproducer 
No.  6  set  in  position  for  playing  "hill  and  dale" 
cut  records. 


machines  for  playing  Victor  and  Columbia  records. 
'  No.   11   PUR-I-TONE   reproducer   plays  all  makes 
of  hill  and  dale  records  on  Victor  machines. 

No.  11-A  PUR-I-TONE  reproducer  plays  all  makes 
of  hill  and  dale  records  on  Columbia  machines.  No. 
11  and  11-A  reproducers  are  especially  fitted  to  Victor 
and  Columbia  machines,  and  are  easily  the  finest  built 
in  the  world.  Guaranteed  not  to  blast  on  any  record, 
and  will  reproduce  Edison  Disc  records  with  perfect 
clarity  of  sound,  also  with  excellent  volume  and  reso- 
nance of  sound. 

Nos.  9  and  10  UNIVERSAL  tone  arms  with  PUR-I- 
TONE  reproducers  are  fitted  to  any  make  phonograph 
where  arm  is  required  that  measures  8  indies  from 
center  of  diaphragm  to  center  of  motor  board  hole. 

First-class  high-grade  product,  finely  plated  and 
carefully  assembled*  making  this  line  the  leading 
phonograph  accessory  line  of  the  world. 


Manufactured  by 

New  England  Talking  Machine  Co. 

The  Largest  Manufacturers  of  Phonograph  Accessories  in  the  World 

16-18  BEACH  STREET  BOSTON,  MASS. 

Write  for  prices  and  information  as  to  how  these  accessories  are  attached  and  used  on  the  leading 

makes  of  phonographs 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


25 


BUSINESS  IN  SAN  FRANCISCO  IS  GOVERNED  BY  SUPPLIES 

Complaints  Continue  Regarding  Shortage  of  Machines  and  Records — Mrs.  Howard  Promoted — 
California  Men  in  the  War — Western  Phonograph  Co.  Expand — New  Columbia  Manager 


San  Francisco,  Cal.,  October  3. — Several  ex- 
tra holidays,  rainy  weather  and  the  shortage  of 
standard  stock  mitigated  against  business  on  the 
Pacific  Coast  during  the  month  of  September, 
yet  the  average  for  the  month  is  fair.  Unless 
supplies  come  in  faster  than  they  have  been 
there  will  not  be  as  big  a  fall  business  as  was 
hoped  for.  Victor  goods  cannot  be  obtained  to 
the  full  requirements  no  matter  how  far  ahead 
the  dealer  orders.  Other  lines  are  not  always 
easy  to  secure  either.  The  record  situation  is 
about  on  a  par  with  the  machine  situation.  Un- 
der the  circumstances  no  special  selling  cam- 
paigns can  be  inaugurated.  There  is  plenty  of 
money  in  circulation  and  no  doubt  the  talking 
machine  business  is  getting  a  fair  share,  but  with 
judicious  advertising  a  much  greater  business 
could  be  done,  provided  the  dealers  had  com- 
plete stocks  of  machines  and  records.  For  a 
few  weeks  at  least  the  new  Liberty  Loan  drive 
will  probably  have  the  effect  of  curtailing  pur- 
chases. San  Francisco  will  make  a  great  effort 
to  go  over  the  top  in  record  time. 

Romance  is  not  a  stranger  to  the  business 
world,  not  business  romance.  The  elevation  of 
Mrs.  Helen  Plummer  Howard,  formerly  man- 
ager of  the  talking  machine  department  of  the 
Hauschildt  Music  Co.,  Oakland  store,  to  the 
managership  of  the  whole  store  does  not  come 
as  a  surprise  to  those  who  know  Mrs.  Howard's 
special  abilities  as  a  business  woman.  She  is 
said  to  be  the  only  woman  manager  of  a  large 
music  house  in  the  West. 

Byron  Mauzy,  who  recently  returned  from  an 
Eastern  trip,  and  Charles  Mauzy,  both  of  whom 
are  loyal  Shriners  of  Islam  Temple,  marched 
with  their  order  in  the  big  Liberty  Loan  parade 
last  week.  Byron  Mauzy  is  on  the  commit- 
tee of  directing  captains  for  the  Bond  drive,  and 
Charles  Mauzy  is  doing  his  share  on  one  of  the 
teams  also. 


The  Irvine  Music  Co.  has  just  received  large 
shipments  of  Stradivara  and  Pathe  machines. 
Mr.  Irvine  says  he  is  pretty  well  supplied  now 
for  the  fall  trade,  but  will  continue  to  get  new 
stock  in  anticipation  of  the  holidays. 

The  latest  representative  of  the  California 
trade  to  distinguish  himself  at  the  front  in 
France  is  John  MacArthur,  who  is  a  lieutenant 
in  the  American  Aviation  Corps.  He  chased  a 
flock  of  German  flyers  who  were  attacking  three 
American  airplanes  and  succeeded  in  returning 
without  mishap.  He  was  honored  with  a  medal 
and  the  congratulations  of  General  Pershing. 
Lieut.  MacArthur  was  formerly  connected  with 
the  talking  machine  department  of  the  Oakland 
establishment  of  Sherman,  Clay  &  Co. 

R.  E.  Wolfinger,  formerly  of  the  Emporium 
talking  machine  department,  has  joined  the  sales 
force  of  the  Wiley  B.  Allen  talking  machine  de- 
partment. 

D.  Creed,  of  the  Chicago  Talking  Machine 
Co.,  has  been  visiting  his  brother  at  Camp  Fre- 
mont the  past  week  and  has  called  on  some  of 
the  local  trade. 

One  of  the  most  popular  records  in  San  Fran- 
cisco at  present  is  Caruso's  "Over  There."  Pa- 
triotic records  head  the  list  for  popularity,  yet 
classic  selections  are  holding  their  own. 

Walter  S.  Gray  is  laboring  assiduously  to- 
ward securing  needles  for  his  trade.  He  left 
last  week  for  a  business  trip  in  southern  Cali- 
fornia. 

Sinews  of  war  in  the  form  of  a  quarter  of  a 
million  of  dollars  have  been  secured  by  the 
Western  Phonograph  Co.,  of  San  Francisco. 
This  company  is  now  incorporated  and  will 
carry  on  as  usual  the  business  of  distributing 
Pathe  merchandise  to  the  trade  of  California, 
Nevada  and  Arizona.  The  new  capital  will 
enable  the  concern  to  do  business  on  a  far  more 
efficient   and   extended   scale   than  heretofore, 


though  as  it  was  no  grass  was  growing  under 
the  feet  of  Omer  N.  Krutsche,  the  manager.  No 
change  in  the  management  is  reported,  though 
probably  the  force  will  soon  be  increased. 

H.  N.  McMenimen,  managing  sales  director 
for  the  Pathe  Co.,  was  in  San  Francisco  during 
the  month  on  business  in  connection  with  the 
reorganization  of  the  Western  Phonograph  Co. 

The  Sonora  Phonograph  Co.  has  been  much 
handicapped  by  employes  leaving  for  the  army 
or  war  industries.  F.  B.  Travers,  the  manager, 
expects  to  spend  some  time  in  the  East  visiting 
the  factories  this  month.  Conditions  at  the 
store  have  delayed  his  trip  time  and  again. 

Between  trying  to  conciliate  customers 
clamoring  for  Victor  goods  and  serving  on 
the  federal  grand  jury,  Andrew  G.  McCarthy, 
treasurer  of  Sherman,  Clay  &  Co.,  and  manager 
of  the  company's  talking  machine  business,  is 
having  his  hands  full.  Goods  are  reshipped  as 
fast  as  they  come  from  the  factory,  but  the 
wholesale  trade  on  the  Coast  is  large  and  the 
supply  is  always  inadequate. 

W.  E.  Henry,  formerly  a  popular  figure  in 
the  San  Francisco  trade,  has  just  been  visiting 
the  city.  He  is  now  in  the  foreign  record  de- 
partment of  the  Columbia. 

The  trade  learns  with  regret  that  Fred  Den- 
nison,  Pacific  Coast  manager  of  the  Columbia 
Co.,  is  leaving  San  Francisco.  As  manager  of 
the  company's  office  at  Buffalo  he  will  undoubt- 
edly shed  new  light  and  exude  vital  energy  in 
that  quarter  as  he  has  done  on  the  Pacific 
Coast.  Nathan  Millner,  general  sales  manager 
of  the  Dictaphone  department,  has  taken  Mr. 
Dennison's  place  here. 


SHIPS  A  GRAFONOLA  TO  AFRICA 


B.  G.  Harriott,  a  music  dealer  of  Concord,  N. 
H..  recently  filled  an  order  for  a  Columbia 
Grafonola,  which  he  received  from  Montiaba, 
Central  Africa.  After  its  long  sea  voyage  the 
Grafonola  will  have  to  be  carried  700  miles  in- 
land before  it  reaches  its  owner,  Ray  Crowell,  a 
former  Concord  boy. 


LONG  CABINETS 


No.  83 

In  all  finishes.  Specially  adapted  for 
use  with  Columbia  50,  Model  "D." 
Front  posts  made  to  follow  lines  of 
posts  on  Columbia  75,  Model  "F." 


FIRST  and  FOREMOST 

In  the  cabinet  field. 

Why?    Because  we've  specialized  in 

CONSTRUCTION 
FINISH  and 
ADAPTABILITY 

Our  supremacy  in  these  essentials 
warrants  your  handling  the  perfect 
line. 

That's  why  you  should  anticipate  your 
wants  NOW. 


In  all  finishes.    Shown   with  top 

moulding  and  shelves. 
Specially   adapted    for   use  with 
Victrola  IX-A. 


Prompt  deliveries  on  all  orders.    Write  for  Illustrated  Catalogue  of  complete  line 

THE  GEO.  A.  LONG  CABINET  COMPANY 

HANOVER,  PA. 


26 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Three  Big  Values  -Three  Big  Sellers 

Model  No.  3 

$125.00 


MANDEL  PHONOGRAPHS— made  by  one  maker— backed  to 
the  limit  by  the  manufacturer,  means  a  service  that  guarantees  your  success. 

The  MANDEL  embodies  massiveness  in  cabinet  design,  efficiency  in 
mechanical  construction  and  richness  in  tonal  quality.  These  three  factors 
are  the  making  of  a  good  talking  machine.  And  the  MANDEL  is  a 
good  machine. 

The  three  models  here  illustrated  are  producing  big  results  for 
MANDEL  dealers.  Three  popular-priced  phonographs  —  each  model 
giving  the  consumer  greater  value  for  his  money  than  he  could  ordinarily 
obtain. 

And  to  the  dealer  we  offer  a  wonderfully  attractive  proposition — a  co- 
operative plan  that  makes  it  pay  him  to  sell  MANDEL  Phonographs. 

Write  for  full  details — today 


A  Letter  from  Missouri — Name  and  Address  on  Request 

MANDEL  MFG.  CO., 

Chicago,  111. 
Gentlemen: 

Please  book  my  order  for  immediate  shipment  by  freight,  the  following: 
Two  Style  No.  3  MANDEL  Phonographs,  Oak  finish. 
Two  Style  No.  3  MANDEL  Phonographs,  Mahogany  finish. 
Each  purchaser  of  the  MANDEL  is  delighted  with  the  rich  tone  value  and  each 
sale  draws  more  sales.     I  sold  the  last  MANDEL  today,  so  please  rush  out  this  ship- 
ment.    I  want  to  keep  the  MANDEL  on  my  floor.      ^  MANDEL  DEALER) 


MANDEL 
MANUFACTURING  CO. 

501-511  So.  Laflin  Street,  Chicago,  Illinois 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


27 


No  more  Workless  Windows!  Send  in  to- 
day for  the  Columbia  Monthly  Dealer 
Service  and  put  that  space  to  work! 


Columbia  Graphophone  Co 

NEW  YORK 


NEW  EDISON  SHOP  IN  COLORADO 

Something  of  the  Men  Who  Have  Made  This 
Colorado  Springs  Establishment  Well  Known 


NEW  COLUMBIA  CATALOGS 


Colorado  Springs,  Colo.,  October  3. — The  photo- 
graph herewith  shows  the  exterior  of  the  New 
Edison  vShop  conducted  by  the  Wyckoff 
brothers  at  14  Pikes  Peak  avenue,  this  city. 
The  firm  is  composed  of  Lieut.  H.  M.  Wyckoff 
and  -Kenneth  Wyckoff.     The  former  is  now  in 


The  Edison  Shop  in  Colorado  Springs 

the  U.  S.  Army  and  doing  special  work  in  Rou- 
mania.  The  New  Edison  Shop  is  very  attrac- 
tively fitted  up  and  the  photograph  shows  Mr. 
and  Mrs.  Kenneth  Wyckoff  and  Lowell  Collins, 
of  the  sales  force,  standing  in  the  doorway. 
Seated  on  the  pavement  is  a  pet  Spitz  dog  of 
the  firm,  who  is  well  known  to  all  Edison  cus- 
tomers. 


FORMAL  OPENING  IN  CANTON,  0. 

Klein-Heffelman  Co.  Open  Their  Two  New 
Stores  Recently  Purchased  in  That  City  to 
Take  the  Place  of  Burned  Building 


Canton,  O.,  October  8.— On  September  16  the 
Klein-Heffelman  Co.,  of  this  city,  formally 
opened  their  two  new  stores  recently  pur- 
chased. This  company,  it  will  be  recalled,  re- 
cently lost  their  entire  establishment  by  fire 
and  for  several  days  were  practically  out  of  busi- 
ness until  plans  were  made  for  the  purchase  of 
the  Coakly  Furniture  Co.'s  establishment  at  125 
.Fourth  street,  N.  W.,  and  the  McCo  nnell  Music 
Co.  warerooms  at  416  Market  avenue.  The 
Klein-Heffelman  Co.  are  large  furniture  dealers 
and  at  their  old  building  had  a  very  elaborate 
line  of  pianos,  talking  machines  and  other  mu- 
sical instruments.  It  is  stated  that'  the  furni- 
ture business  will  be  carried  on  by  them  at  the 
old  Coakly  store,  while  the  music  department 
will  be  represented  by  them  at  the  McConnell 
store.  Just  what  the  purchase  price  of  both  of 
these  stores  was  has  not  been  stated. 


COTTON  FLOCKS 


.  . FOR . 


Record  Manufacturing 
THE  PECKHAM  MFG.  CO.,  l?EwA»K.stNr.e  S! 


One  Devoted  to  Records  and  the  Other  to  Graf- 
onolas  Just  Issued — Both  Are  Attractively 
Compiled  and  Printed 


The  advertising  department  of  the  Columbia 
Graphophone  Co.,  New  York,  has  just  issued 
two  new  catalogs,  one  catalog  presenting  a  com- 
plete list  of  Columbia  records  and  the  other  the 
full  line  of  Columbia  Grafonolas.  Both  of  these 
catalogs  are  attractively  compiled  and  will  make 
welcome  additions  to  the  library  of  Columbia 
literature. 

The  record  catalog  is  practically  similar  to  the 
previous  edition  except  that  it  contains  the  re- 
cordings of  many  new  artists  who  have  joined 
the  Columbia  library  within  the  past  year.  The 
growth  of  the  Columbia  record  library  is  well 
evidenced  by  the  increased  size  of  this  new  cata- 
log, which  contains  560  pages  as  compared  with 
480  pages  in  the  previous  edition.  The  records 
are  listed  and  indexed  conveniently,  so  that  the 
dealer  and  the  music-lover  may  find  a  particular 
record  under  several  classifications.  These  clas- 
sifications permit  of  the  immediate  location1  of 
a  record  where  only  the  artist's  name  is  known 
or  where  the  class  of  music  is  the  only  guide 
for  selection.  The  new  catalog  is  typograph- 
ically artistic  and  there  is  the  usual  tinted  sec- 
tion giving  a  partial  list  of  grand  opera  and 
concert  selections  recorded  by  famous  operatic 
and  concert  artists  who  are  numbered  among 
the  Columbia  Co.'s  recording  staff. 


The  new  machine  catalog  features  all  of  the 
standard  Grafonola  models,  including  the  fol- 
lowing: Type  L-2;  Type  K-2;  H-2;  G-2;  F-2; 
E-2;  D-2;  C,  B  and  A.  This  group  comprises 
the  new  models  that  were  recently  introduced 
by  the  Columbia  Co.  and  which  are  meeting  with 
phenomenal  success. 

Several  pages  in  this  catalog  are  devoted  to 
the  presentation  of  some  of  the  period  design 
Grafonolas,  which  are  meeting  with  a  ready  sale 
in  Columbia  establishments  throughout  the 
country.  Among  the  art  models  that  are  fea- 
tured in  the  catalog  are  the  Queen  Anne,  Charles 
II,  William  and  Mary  and  the  Adam  Grafonola 
period  designs.  The  photographs  of  these  mod- 
els are  accompanied  by  excellent  descriptions 
of  their  distinctive  characteristics  and  the  artis- 
tic appearance  of  these  instruments  accounts  for 
their  signal  success. 

The  text  of  the  new  Grafonola  catalog  gives 
briefly  some  of  the  most  important  instructive 
features  of  the  Columbia  Grafonola,  this  text 
calling  particular  attention  to  the  tone  qualities 
of  Columbia  records  and  the  Grafonola,  and 
mentioning  briefly  the  needle-arm  diaphragm, 
the  non-set  automatic  stop,  the  individual  record 
ejector,  the  "leaves"  system  of  tone  control,  the 
new  Columbia  motor  unit,  the  hinge  motor  plate, 
the  improved  motor  frame  and  the  new  spring 
barrel. 

This  latest  Columbia  Grafonola  catalog  gives 
the  story  of  the  Grafonola  in  a  concise  and  in- 
teresting form,  and  the  text  as  a  whole  is  well 
worthy  of  the  closest  attention. 


IMMEDIATE  DELIVERIES 

Specials 


FOR 


Victrola  IX 


YYYE  have  in  stock 
»  »  other  cabinets 
lo  fit  all  styles  of 
machines  and  will  be 
glad  to  send  our  cata- 
log for  the  asking. 


Mahogany,  Golden  Oak,  Fumed  Oak. 
Weathered  Oak.  Nickel-plated  trim- 
mings. Lock  and  key.  Height.  33 
inches.  Top.  229ixl91,4  inches.  Holds 
192  twelve-inch  records.  Matches  new 
Victrola  IX.  Highest  type  of  cabinet, 
both  in  construction  and  finish.  Average 
weight  crated,  80  lbs. 


SchlossBros. 

635-37  West  55th  St. 
NEW  YORK 


Phone 
Columbus  7947 


702 


Mahogany,  Golden  Oak,  Fumed  Oak,  Weathered 
Oak.  Nickel-plated  trimmings.  Lock  and  key. 
Rubber-tired  wheels.  Height,  30  inches.  Top, 
17x20%.  Matches  New  Victrola  IX.  Top  has 
countersunk  holes  to  accommodate  rubber  bumpers 
on  machine.  Moulding  on  top  securely  fits  base 
of  machine.    Average  weight,  crated,  75  lbs. 


28 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Time  for  the  opera  and  concert  seasons  to 
begin.  Folks  will  want  Columbia  operatic 
records.  Are  you  ready? 


Columbia  Graphophone  Co 

NEW  YORK 


CLEVELAND  ASSOCIATION  ARKANG1NG  FOR  BIG  CONCERT 

Artists  Whose  Fame  Is  Known  Through  Their  Records  Will  Participate — Hart  Piano  Co.  Ab- 
sorbed by  Harmony  Music  Shoppe  Co. — Business  on  Higher  Plane,  Says  Dreher — Buying  Bonds 


Cleveland,  O.,  October  6. — The  Talking  Ma- 
chine Dealers'  Association  of  Northern  Ohio 
is  arranging  for  a  big  concert  in  which  artists 
whose  songs  and  orchestral  selections  are  repro- 
duced on  phonograph  records  will  participate. 
The  concert  was  originally  proposed  by  Charles 
K.  Bennett,  president  of  the  association,  and 
others  several  months  ago,  but  owing  to  various 
entertainments  given  by  the  Knights  of  Co- 
lumbus, the  "Y"  and  other  war  working  organ- 
izations the  concert  promoters  gave  up  their 
plans. 

Now  they  have  taken  new  headway.  At  the 
September  gathering  of  the  dealers'  association 
the  project  was  brought  up  and  Grant  Smith, 
of  the  Euclid  Music  Co.,  made  chairman  of  the 
arrangements  committee  and  will  report  at  the 
meeting  of  dealers,  October  17.  This  meeting 
will  be  the  most  important  gathering  of  talking 
machine  men  since  last  spring,  as  winter  busi- 
ness, particularly  that  of  the  holiday  season, 
will  be  under  discussion. 

Talking  machine  dealers  are  anxious  to  close 
as  many  deals  as  possible  through  the  slogan 
of  "Early  Shopping,"  and  President  Bennett  of 
the  association  is  among  those  foremost  in 
preaching  the  doctrine  of  "Buy  Now." 

Dealers  are  still  complaining  of  short  ship- 
ments of  stock  from  factories  and  admit  that 
the  prospects  of  better  conditions  along  this  line 
are  very,  very  slim. 

Some  of  the  dealers  are  fairly  well  stocked, 
having  bought  liberally  when  the  sales  were  not 
running  at  their  best,  the  result  being  an  over- 
stock during  dull  months,  but  now  that  the 
holiday  season  is  soon  to  begin  these  dealers 
consider  themselves  fortunate  in  being  well  sup- 
plied with  machines  and  records. 

The  association  members  did  not  go  into  the 
Fourth  Liberty  Loan  campaign  as  a  body,  but 
nearly  every  member  is  prominent  in  team  work. 
The  city  is  being  canvassed  from  house  to  house. 
The  loan  drive  was  opened  September  28,  former 
President  William  Howard  Taft  being  the  lead- 
ing speaker.  The  next  day,  Sunday,  the  city 
saw  the  biggest  parade  in  its  history.  The  in- 
dustrial phase  of  the  parade  was  declared  by 
Governor  James  M.  Cox,  who  reviewed  it  for 
three  hours,  to  be  "the  greatest  parade  of  its 
type  it  has  been  my  pleasure  to  see,  and  I  have 
seen  hundreds  of  marvelous  street  parades  in 
Washington,  New  York  and  other  large  cities 
during  my  public  career." 

Harlan  H.  Hart,  president  of  the  Cleveland 
Music  Trades  Association,  and  for  a  quarter  of 
a  century  identified  with  the  piano  business  of 
the  city,  and  dealer  in  talking  machines,  has  re- 
tired from  the  Hart  Piano  Co.  and  the  Harmony 
Music  Shoppe.  The  latter  was  recently  capital- 
ized at  $50,000  and  Walter  S.  Raeder  is  the  com- 
pany's president,  with  several  former  Hart  con- 
cern and  Harmony  Shoppe  employes  in  the  new 
concern,  which  is  known  as  the  Harmony  Music 


Shoppe  Co.  The  quarters  of  the  "shoppe"  and 
the  Hart  concern,  in  The  Arcade,  have  been 
greatly  improved,  several  new  talking  machine 
booths  having  been  equipped  for  patrons.  The 
"shoppe"  has  taken  over  the  business  of  the  Hart 
concern  and  will  make  a  specialty  of  Victrolas 
and  other  high-grade  talking  machines  and  rec- 
ords. Player-piano  rolls  will  be  a  new  feature 
of  the  establishment.  All  the  officers  and  em- 
ployes are  well  known  to  the  Cleveland  and 
Northern  Ohio  trade. 

Fred  A.  Krauss,  former  vice-president  of  the 
Hart  Piano  Co.,  is  the  vice-president  of  the  Har- 
mony Music  Shoppe  Co.  Two  other  men  well 
known  to  the  Cleveland  trade  are  Jacob  W. 
Kegel,  secretary,  and  L.  M.  Tressel,  treasurer 
of  the  new  company. 

The  stock  of  the  Goodman  Piano  Co.,  recently 
placed  in  a  receiver's  hands,  has  not  yet  been 
disposed  of.  Many  of  the  $31,000  worth  of  in- 
struments listed  in  the  receiver's  inventory  are 
talking  machines  and  records.  The  Goodman 
concern  has  a  $100,000  equity  in  the  lease  on 
the  building  occupied  in  Huron  road.  The  lo- 
cation is  a  desirable  one,  close  to  that  of  the 
Wurlitzer  Co. 

Harlan  H.  Hart,  former  president  of  the  Hart 
Piano  Co.,  has  opened  an  office  in  the  Perma- 
nent Building,  Euclid  avenue,  and  is  selling 
pianos  and  player-pianos.  He  has  not  made 
an}'  public  announcement  of  his  future  plans, 
but  dealers  admit  that  he  "will  be  heard  from" 
again  by  the  trade. 

"More  talking  machines,  pianos,  and  player- 
pianos  are  now  being  sold  than  ever  before," 
said  Henry  Dreher,  of  B.  Dreher's  Sons  Co. 
He  declared  that  the  recent  gathering  of  Ohio's 
piano  men  in  Cincinnati  showed  that  their  busi- 
ness has  been  placed  upon  a  higher  basis  by  the 
war.  He  said  manufacturers  of  talking  machines 
and  other  musical  instruments  are  compelled 


to  sell  their  output  for  cash  or  terms  which 
amount  to  about  the  same  thing,  and  dealers  in 
turn  have  been  forced  to  cut  out  long  time  pay- 
ments on  sales. 

Charles  K.  Bennett,  manager  of  the  Eclipse 
Musical  Co.,  distributors  and  retailers  of  Victor 
machines,  is  a  member  of  the  famous  "Wrecking 
Crew"  of  the  Cleveland  Athletic  Club  in  the 
Fourth  Liberty  Loan  campaign.  This  crew  dur- 
ing the  Third  Loan  campaign  sold  nearly  $2,- 
000,000  worth  of  bonds,  more  than  $1,200,000 
being  sold  in  one  evening  at  the  Keith  Hippo- 
drome Theatre. 

Caruso's  singing  of  "Over  There"  has  put  a 
whirlwind  dash  in  the  sale  of  Victor  records, 
reproducing  his  version  of  the  famous  song  for 
which  its  author  received  $25,000  cash. 

James  H.  Rogers,  Cleveland's  leading  music 
critic,  in  the  Plain  Dealer,  last  week,  said  of  this 
Caruso  record:  "Now  the  gifted  Italian  has 
made  it,  through  the  Victor  laboratory,  a  song 
to  be  preserved  among  the  operatic  aria  records 
in  the  cabinets  of  phonograph  lovers.  The  de- 
mand for  'Over  There'  a  la  Caruso,  at  local 
stores,  dealers  say,  has  been  large." 

The  Collister  &  Sayle  Co.,  Victor  dealers, 
are  among  the  Cleveland  firms  which  have  a 
unique  show  window  display  during  the  Fourth 
Liberty  Loan  campaign. 

The  Brunswick-Balke-Collender  Co.'s  Cleve- 
land store  reports  an  ever-increasing  sale  of 
talking  machines  with  the  firm's  new  repro- 
ducing instrument  placed-  on  the  market  last 
spring.  Manager  W.  F.  Young,  of  the  Cleve- 
land office,  said  the  prospects  for  holiday  busi- 
ness are  highly  encouraging. 

Cleveland  talking  machine  dealers  point  with 
some  degree  of  pride  to  the  fact  that  the  war 
has  not  caused  a  single  failure  among  members 
of  their  organization,  if  the  Goodman  Piano  Co. 
be  excluded,  and  the  Cleveland  Piano  Co.,  which 
closed  out  its  store  September  1  and  placed  the 
stock  with  a  concern  operating  retail  stores  in 
East  Cleveland  and  Lakewood.  The  talking 
machine  dealers  have  weathered  the  war  period 
to  date  in  fine  shape. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Automatic 
Stop  on  the  market.  They  -give  excellent 
service,  are  easily  installed  and  are  absolutely 
guaranteed. 


Send  50  cents  for  Sample  Stop 


KIRKMAN  ENGINEERING  CORPORATION,  237  Lafayette  St.,  New  York 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


29 


UNICO 


Designs  and  Construction 
Patented 


SYSTEM 


THE  SALES  BUILDER 


Unico  Demonstrating  Rooms 
Excel  from  Every 
Standpoint 


DESIGN    .  . 
CONSTRUCTION 

FINISH 

EFFICIENCY  . 
ECONOMY .    .  . 

DELIVERY 


Six  standard  styles 
Special  period  styles 

Patented,  Interlocking 
Portable  Units 
Sound  Insulated 

All  standard  Oak, 
Mahogany  and  Enamels 

Increased  sales  at  lower 
cost  per  sale 

Moderate  first  cost 
Always  an  Asset 
Adaptable  any  location 

Prompt  shipments  from 
stock  ready  for  imme- 
diate use 


Unico  Bracks  and  Counters 
Maximum  Capacity 
Minimum  Space 

nrpiok  I  Patented   to  correspond 

UtblUIN      ....      with  Unico  Rooms 

CONSTRUCTION  ^T^t^' 

FIMKH  ^"  stanc'arc'  Oak,  Ma- 

rllNlori  hogany  and  Enamels 


EFFICIENCY 
ECONOMY  . 

DELIVERY  . 


All    records  always 
available  instantly 

Moderate  Equipment 
Cost 

Lower  Operating  Cost 

Prompt  shipments  from 
stock  in  all  finishes 


Install  a 
Complete  Unico  Department 


u 

N 
I 

C 

o 


DEMONSTRATING  ROOMS 
RECORD  RACKS 
RECORD  COUNTERS 
CEILING  DECORATIONS 
ARCHITREATMENTS 


The  Unico  System  has 
Increased  Sales  and  Profits 
for  almost  1000  dealers 


Send  today  dimensions  of  your  available  space.  Plans  and 
estimates  for  a  complete  department  will  reach  you  promptly 

THE  UNIT  CONSTRUCTION  COMPANY 

RAYBURN  CLARK  SMITH,  President 
Fifty-eighth  Street  and  Grays  Avenue,   PHILADELPHIA,  U.  S.  A. 


m 


30 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


A  Real  Accounting  System  for  Retail  Dealers 


A  Practical  System  of  Accounting  for  the  Use  of  Music  Dealers,  Which  Can  be  Adapted  to  Fit  the 
Needs  of  Any  Business,  Large  or  Small,  and  Which  Will  Enable  the  Dealer  to  Have  Accurate  Knowl- 
edge of  His  Stock,  Overhead,  Resources,  Sales  and  Profits — Devised  by  Walter  Engard,  of  London,  Ohio 


It  is  conservatively  estimated  that  fully  90 
per  cent,  of  the  business  concerns  of  this  country 
do  not  know  how  much  money  they  have  made 
during  the  current  year,  nor  do  they  know 
what  it  has  cost  them  to  do  business.  The  most 
of  them  have  some  kind  of  a  record  of  receipts 
and  expenditures,  and  now  and  then  they  strike 
a  balance.  But  it  is  absolutely  necessary  for 
business  men  to  install  some  accounting  method 
whereby  they  shall  know  and  not  merely  guess 
at  such  important  facts.  Keen  competition,  ris- 
ing costs  and  decreasing  profits,  together  with 
the  rapid  increase  in  the  business  death  rate 
among  retail  stores,  are  making  it  necessary  for 
the  retail  merchant  who  wishes  to  attain  success 
to  provide  his  business  with  an  accurate  system 
of  accounting. 

This  system  should  be  simple,  yet  accurate 
and  easy  to  operate.  It  should  be  convenient 
and  economical.  It  should  also  afford  the  mer- 
chant protection  and  give  all  the  information 
necessary  to  the  successful  management  of  his 
business.  The  best  system  for  any  business  is 
one  that  will  give  to  the  merchant  all  the  infor- 
mation necessary  with  the  least  efforts. 

I  am  having  reproduced  here  three  ruled  forms 
which  go  to  make  up  one  of  the  most  complete 
systems  of  accounting  that  can  be  installed, 
taking  care  of  your  business  records  in  the 
smallest  amount  of  space  and  requiring  but  little 
time.'  This  system  is  complete  in  every  detail, 
showing  you  at  the  close  of  each  day  just  how 
your  business  stands,  also  your  actual  profit 
for  the  day. 

The  first  form  of  this  system  is  known  as  the 
"Daily  Record  of  Sales  by  Departments."  This 
form  accommodates  the  record  of  the  sales  in 
every  department  of  your  store,  whether  it  be 
one  or  a  dozen,  by  days.  At  the  top  of  the  form 
on  the  right  space  is  provided  for  entering  the 
month  for  which  the  record  is  being  kept.  On 
the  extreme  left  it  is  provided  with  columns 
for  entering  the  day  of  the  month  and  the  day 
of  the  week.  The  days  of  the  week,  however,  are 
printed  right  on  the  form  at  the  time  of  printing. 
If  the  month  comes  in  on  Wednesday  you  start 
with  the  first  Wednesday  that  appears  on  the 
form  and  number  down  the  form  as  1,  2,  3,  4, 
etc.,  skipping  the  5th,  as  this  date  will  be  Sunday 
and  every  seventh  number  until  you  have  num- 
bered as  many  lines  as  there  are  working  days 
in  the  month.  If  you  wish  to  keep  the  sale  of 
every  article  separate  then  you  must  provide  a 
space  upon  this  form  for  as  many  articles  as 


stance,  you  divide  your  store  into  six  depart- 
ments; pianos  in  department  A;  talking  ma- 
chines in  department  B;  records  in  depart- 
ment C;  sheet  music  in  department  D,  etc. 
Now,  if  a  clerk  makes  a  sale  of  several  sheets 
of  music  and  some  records  then  he  will 
make  out  two  sales  slips,  one  for  the  music  and 
one  for  the  records,  marking  the  slips  for  the 
music  department  D  and  the  slip  for  the 
records  department  C.  The  same  is  true  if 
you  should  prefer  to  number  your  departments 
in  place  of  lettering  them.  At  the  end  of  the 
day  the  bookkeeper  will  add  up  the  sales  of 
each  department  and  enter  in  the  column  pro- 


in  the  first  column;  in  the  second  column  you 
will  enter  all  money  paid  out,  including  the 
amount  of  your  bank  deposits.  You  will  then 
add  the  total  amount  of  cash  rlceived  that  day 
to  the  balance  on  hand  the  day  before  and  sub- 
tract the  amount  paid  out  and  this  gives  you 
the  amount  of  cash  on  hand  at  the  close  of  the 
day.  This  amount  is  entered  in  the  third  column 
and  is  the  amount  of  money  you  have  on  hand 
with  which  to  start  your  business  the  following 
day. 

Under  the  heading  "Banking  Account"  you 
enter  the  amount  of  money  deposited  that  day 
in  the  first  column  and  the  amount  withdrawn 


Daily  Record  of  Sales  By  Departments,  Month  of  

Date 

Day 

Total  Sales 

Sales  By  Departments 

Cash 

Credit 

Dep't 
A 

Dep't 
B 

Dep't 
C 

Dep't 
D 

Mon 

Tue 

Wea 

Thu 

Fri 

Sat 

Total 
for  Week 

This  Form  Shows  What  Sales 

vided  for  that  department,  then  total  the  total 
sales  for  the  store  and  enter  this  amount  in 
the  total  sales  column  as  provided  on  this  form. 
This  form  keeps  you  posted  on  what  is  being 
done  in  each  department  every  day  of  the  year. 

The  second  form  is  the  "Daily  Record  of  Cash, 
Accounts,  Profit  and  Expenses."  This  form,  like 
the  preceding  one,  provides  for  the  recording 
of  this  information  daily.  In  starting  in  with 
this  form  you  will  need  to  take  an  inventory  of 
the  amount  of  cash  on  hand,  the  amount  of 
your  bank  balance,  the  amount  of  your  accounts 
payable  and  accounts  receivable;  these  amounts 


Each  Department  Is  Producing 

that  day  in  the  second  column.  Add  the  amount 
of  deposits  to  the  balance  for  the  day  before 
and  subtract  the  amount  withdrawn  and  you 
have  the  balance  of  money  in  the  bank  at  the 
close  of  the  day.  This  amount  is  entered  in 
the  third  column  under  this  heading  and  keeps 
you  posted  on  the  condition  of  your  bank  ac- 
count from  day  to  day. 

Now  under  the  heading  "Accounts  Payable" 
you  will  enter  the  amount  of  goods  purchased 
that  day,  or  rather  the  total  of  the  invoices  for 
goods  purchased  which  you  received  that  day 
in  the  first  column  and  in  the  second  column 


S  T  0 

C  K    E  1  G  I  S 

T  E  R 

Pianos 

Talking  Machines 

Date  of 
Entry- 

Stock 
Numb r. 

Make 

Descrip- 
tion 

Cost 

Selling 
Price 

Date 
Sold 

Date  of 
Entry 

Stook 
Numbr . 

Extend  same  rulings 

for  talking  machines 

as  are  shown  for  pianos, 

and  continue  same  for 
records,  rolls,  or 
other  items  necessary 
to  register  for  complete 
inventory 

A  Simple  Form  of  Stock  Register,  Which  Will  Furnish  an  Accurate  and  Always  Up-to-Date  Inventory 


you  carry  in  stock,  and  you  will  have  your  book- 
keeper take  the  sales  of  each  article  off  of  the 
sales  slips  as  they  come  in.  But  if  you  divide 
your  store  into  departments  then  the  salesman 
will  make  out  separate  sales  slips  for  articles 
sold  from  the  different  departments.    For  in- 


are  to  be  centered  in  their  respective  columns  as 
provided  on  this  form  on  the  line  which  reads 
"Amount  Brought  Forward."  At  the  end  of 
each  day  you  will  enter  under  the  heading  "Cash 
on  Hand"  the  amount  of  all  cash  received,  in- 
cluding money  received  on  accounts  receivable, 


you  will  enter  the  total  amount  paid  upon  these 
accounts  payable  plus  the  discount  and  any 
allowances.  Adding  your  amount  of  accounts 
payable  for  the  day  to  the  balance  for  the  pre- 
ceding day  and  subtracting  the  amount  paid  you 
have  the  amount  of  all  accounts  payable  for  at 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


31 


A  MUSIC  DEALER'S  ACCOUNTING  SYSTEM— (Continued  from  page  30) 


-R  03 

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o  o 


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(D  01 
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a 


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T3 


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the  close  of  the  day,  which  is  entered  in  the  third 
column. 

Under  the  heading  of  "Accounts  Receivable" 
you  will  enter  in  the  first  column  the  amount  of 
charge  sales  for  the  day  and  in  the  second  col- 
umn the  amount  of  money  received  that  day  on 
these  accounts,  adding  the  charge  sales  for  the 
day  to  the  balance  for  the  preceding  day,  and 
subtracting  the  amount  paid  on  them  you  have 
the  balance  receivable  at  the  close  of  the  day. 

The  next  heading  is  "Gross  Profit,"  but  as 
the  third  form  of  this  system  takes  up  the  per- 
petual stock  record  we  will  skip  it  at  this  time 
and  take  it  up  later  in  connection  with  the  stock 
register  form. 

The  next  heading,  found  on  this  form  is  "Ex- 
penses"; here  space  is  provided  for  an  itemized 
account  of  all  expenses.  All  money  paid  out 
for  expenses  will  come  in  under  some  one  of 
these  headings,  all  of  which  are  self-explanatory. 
The  last  column  provides  for  entering  the  total 
expense. 

The  third  form  is  known  as  the  "Stock  Regis- 
ter" and  provides  for  a  perpetual  stock  record. 
This  form  alone  is  worth  many  times  the  cost 
of  the  system.  With  it  you  know  at  the  close 
of  each  day  just  what  articles  of  stock  you  have 
on  hand  and  a  full  description  of  it,  and  with 
this  form  you  are  able  to  figure  your  exact  net 
profit  for  each  week. 

By  glancing  at  this  form  you  will  see  that  it 
provides  for  entering-  a  complete  description  of 
each  article.  In  using  this  system  it  is  necessary 
to  give  every  article  a  stock  number,  keying  it 
in  such  a  manner  you  can  tell  at  a  glance  to 
which  department  each  article  belongs,  as  for 
instance  if  you  letter  your  departments  then 
you  will  precede  your  stock  number  with  the 
letter  of  the  department  to  which  it  goes.  Take 
pianos:  you  will  number  them  as  A54,  A55,  A56, 
A57,  etc.,  the  letter  "A"  preceding  the  number 
represents  the  department  to  which  it  belongs. 
But  if  you  number  your  departments  then  you 
will  let  the  first  two  figures  of  the  stock  number 
represent  the  department  and  when  marking 
goods  that  go  into  any  department  from  1  to  9 
you  will  need  to  precede  the  numbers  with  an 

0  owing  to  the  fact  that  any  department  from 

1  to  9  has  but  the  one  figure,  and  in  order  to 
have  the  necessary  two  figures  it  will  be  neces- 
sary to  place  an  0  in  front  of  it,  as  0167,  0276, 
0345,  etc.  But  any  department  from  No.  10  and 
on  up  it  is  not  necessary  to  do  this  because  the 
department  number  will  contain  the  necessary 
two  figures. 

When  the  clerk  makes  a  sale  it  will  be  neces- 
sary for  him  to  take  the  stock  number  of  the 
article  he  sells  and  enter  this  upon  the  sales 
slip  as  well  as  the  name  of  the  article  so  that 
the  bookkeeper  can  check  this  article  sold  on 
the  stock  register.  Then  as  these  slips  come 
into  the  bookkeeper  she  will  turn  to  the  stock 
register  and  set  down  on  a  separate  slip  of  paper 
the  cost  of  each  article  sold,  also  the  price  re- 
ceived for  the  article.  After  she  has  taken  down 
the  cost  and  the  selling  price  of  all  articles  sold 
that  day  she  will  add  up  each  column  separately 
and  subtract  the  cost  from  the  selling  price  and 
you  have  the  gross  profit  made  that  day  on  the 
goods  sold.  This  gross  profit  figure  will  be 
entered  in  the  "Gross  Profit"  column  of  the 
"Daily  Record."  At  the  end  of  the  month  or  the 
week,  you  will  take  and  subtract  the  total  ex- 
pense for  that  time  from  the  gross  profit  and 
you  have  your  net  profit  for  that  period.  No 
guess  work  but  absolute  facts — wouldn't  it  be 
worth  while  to  be  able  to  know  these  things  re- 
garding your  business? 

Not  only  does  this  stock  register  enable  you 
to  figure  your  profits,  but  it  is  an  aid  in  buying. 
You  are  able  to  tell  at  a  glance  just  what  articles 
you  have  in  stock,  whether  you  need  to  buy 
stock  or  not.  If  stock  needs  replenishing  you 
can  tell  just  what  articles  and  what  styles,  etc., 
are  needed.  It  will  also  serve  as  a  check  against 
theft.  With  it  you  can  go  over  the  stock  in 
any  department  and  see  if  every  article  is  still 
in  stock  that  has  not  been  checked  sold  on  your 
stock  register. 


UNCLE  SAM  KICKS 
KAISER  TO  MUSIC 

Canned  Chastisement  Amus- 
ing to  Sidewalk  Crowds. 

Uncle  Sam,  in  front  of  a  large  and  enthusiastic 
audience,  spent  most  of  yesterday  kicking  Kaiser 
Bill  where  such  kicks  belong.  The  kicking  kept 
time  with  martial  airs  played  on  a  phonograph. 

The  little  "Kaiser  kicking  toy"  is  for  attach- 
ing to  phonographs  so  that  when  songs  which 
have  as  their  theme  the  "canning"  of  the  Kaiser 
are  played  the  hearers  can  visualize  the  "can- 
ning." 

The  above  appeared  editorially  in  the  New 
York  Sun. 


UNCLE  SAM  AND  KAISER  BILL 

Uncle  Sam  Boots  Kaiser  Bill  in  Vigorous 
Yankee  Fashion  and  Boxes  his  ears  to  the 
music.  Kaiser  Bill  is  running  away  as  fast  as 
he  can  go  dragging  his  "U-Boat  Pretzel"  with 
him.  Uncle  Sam  attractively  painted  in  four 
colors.  A  great  novelty  and  attraction  at  this 
time.  Item  100E  Retail  $1.50 


RAGTIME    R  ASTUS 

PATENTED  MARCH  16,  1916. 

One  of  the  Funniest  Dancing  Toys  ever  made. 
Rastus  is  the  Original  Ragtime  Coon — doing 
one  hundred  different  steps  to  music.  Attrac- 
tively painted  in  four  colors,  dances  well  with 
any  lively  record  and  amuses  children  and 
grown  people.  Item  100A  Retail  $1.25 


THE  BOXERS 

PATENTED  MARCH  16,  191S. 

These  little  fellows  box  merrily  and  heartily 
as  the  music  plays,  uppercuts  and  overhead 
swings,  fancy  footwork,  all  are  very  realistic 
and  funny.  Item  100B  Retail  $1.50 

COMBINATION  RASTUS  AND  BOXERS 

Dancing  Rastus  and  Boxing  Darkies,  the  two 
sets  of  figures  combined  with  one  mechanism 
all  in  one  box — two  toys  in  one. 

Item  100 AB  Retail  $1.75 
(very  popular) 
Wholesale  and  Export  discount,  in  dozen  lots  of 
one  kind  or  assorted,  33}'$  per  cent.    In  three 
dozen  lots  of  one  kind  or  assorted,  40  per  cent. 

NOTE. — Owing  to  unusual  conditions,  shortage  of  labor,  fuel,  pos- 
sible embargoes,  etc.,  we  urge  the  trade  to  place  orders  AT  ONCE 
FOR  XMAS  TRADE.  There  will  soon  be  a  tremendous  shortage  of 
mechanical  toys  of  all  kinds.    You  better  send  good-sized  orders  NOW. 

NATIONAL  COMPANY 

Mechanical  Specialty  Manufacturers 

281  Congress  St.,  Boston,  Mass.,  U.S.A. 


32 


October  15,  1918 


WORLD  PHONOGRAPH  CO. 

MANUFACTURERS 
The  Instrument  of  Quality 


We  can  take 
care  of 
immediate 
wants 


Send  for 
Catalogue 


IT  PLAYS  ALL  RECORDS 

The  "World"  Phonograph  reproduces  the  human  voice,  violin  and  all  other  in- 
struments so  distinctly  that  the  very  personality  of  the  artist  is  revealed. 

The  lone  and  appearance  of  this  instrument  endear  it  to  the  purchaser  so  that 
it  becomes  a  necessity  to  the  home. 

Every  "World"  Phonograph  is  built  by  master  artisans  in  our  own  factory. 

Correct  design,  high-grade  construction,  durability,  appearance  and  finish  are 
features  of  the  "World"  Phonograph. 

Manufactured  by 

WORLD  PHONOGRAPH  CO. 


GENERAL  OFFICES  AND  FACTORY 

736-738  TILDEN  STREET  CHICAGO,  ILL. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


33 


Happenings  in  Dominion  of  Canada 


TALKING  MACHINES  IN  TENTS  AT  TORONTO  EXPOSITION 

Manufacturers  Display  Their  Products  With  Success  Despite  Unfavorable  Circumstances— New 
Quarters  for  His  Master's  Voice,  Ltd.— Some  General  Trade  News 


Toronto,  Can.,  October  5.— At  the  recent  To- 
ronto exhibition  the  talking  machine  trade  once 
more  accepted  the  inevitable  as  far  as  accom- 
modation was  concerned  and  exhibited  in  tents 
or  whatever  space  in  a  building  could  be  se- 
cured. This,  of  course,  does  not  apply  to  piano 
manufacturers  who  also  manufacture  talking 
machines  or  sell  them  in  their  retail  depart- 
ments. An  agreement  with  the  Canadian  Piano 
and  Organ  Manufacturers'  Association  per- 
mitted their  appearance  with  the  piano  exhibits 
subject  to  the  regulation  that  they  be  demon- 
strated behind  closed  doors. 

The  majority  of  the  talking  machine  exhibit- 
ors, however,  were  so  dissatisfied  with  the  tent 
proposition  that  a  number  of  them  definitely 
stated  that  they  would  not  again  so  exhibit. 
They  realize  that  the  industry  is  of  such  im- 
portance and  the  line  one  of  a  status  demand- 
ing more  fitting  accommodation  than  can  be 
provided  by  a  tent.  Moreover,  the  tent  with 
floor,  lighting  fixtures,  decorations,  erecting  a 
platform,  etc.,  is  expensive.  It  is  not  secure 
against  rainstorms  as  some  of  the  exhibitors 
found,  and  the  fact  that  goods  were  stolen 
from  several  of  them  is  still  another  objection 
to  the  tent.  A  deputation  of  the  talking  ma- 
chine exhibitors  interviewed  the  exhibition 
management  to  present  their  claims  for  a 
building.  The  World  understands  that  a  build- 
ing is  likely  to  be  available  next  year  and  the 
inference  is  that  soundproof  rooms  will  be  a 
necessary  part  of  whatever  arrangement  may 
be  made  with  the  exhibition  management. 

The  number  of  firms  now  manufacturing  talk- 
ing machines  is  impressive  evidence  of  the  size 
and  importance  of  this  industry,  which  has 
grown  almost  without  those  in  it  realizing  what 
an  important  factor  the  business  is  in  the  lives 
of  the  people.  The  war  and  its  effects  have 
served  to  accentuate  the  hunger  of  humanity  for 
music  whether  in  the  trenches  or  at  home,  where 
there  is  so  much  anxiety  and  sorrow.  This 
universal  demand  for  music  along  with  the  im- 
proved financial  ability  of  the  Canadian  people 
in  spite  of  voluntary  and  forced  contributions 
to  war  purposes  have  caused  a  marvelous  de- 
velopment in  public  appreciation  of  music  to 
which  the  talking  machines  are  responding. 

John  E.  White,  a  member  of  the  Musical  Mer- 
chandise Sales  Co.,  Canadian  distributors  of 
Brunswick  phonographs  and  records,  has  moved 
from  Montreal  to  Toronto  so  as  to  be  located 
at  the  main  office.  He  has  secured  a  compe- 
tent phonograph  man  to  look  after  the  Eastern 
branch  of  the  company  at  Montreal.  Owing 
to  the  constant  increase  in  business  and  addi- 
tional dealers  taking  on  the  Brunswick  phono- 
graph Mr.  White  has  found  it  necessary  to  make 
Toronto  his  headquarters. 

C.  J.  Pott,  Canadian  sales  manager  for  the 
Otto  Heineman  Phonograph  Supply  Co.,  is  au- 
thority for  the  information  that  arrangements 
have  been  completed  whereby  the  Heineman 
OkeH  records  will  be  marketed  in  Canada. 

Miss  Ida  Gardner  and  Harold  Lyman,  Edison 
tone  test  artists,  have  drawn  large  audiences 
wherever  they  have  visited  and  were  heard 
with  Edison  Re-creations  of  their  own  per- 
formances. The  newspapers  in  the  various  Ca- 
nadian cities  visited  all  gave  splendid  notices 
in  favor  of  the  New  Edison  phonograph. 

The  new  Columbia  models  recently  placed  on 
the  market  have  met  with  great  success. 

R.  S.  Williams  &  Sons  Co.,  Ltd.,  Edison  job- 
bers, put  on  a  novel  stunt  at  the  Toronto  Fair 
that  gave  them  considerable  publicity.  The 
idea  of  the  contest  was  this:  You  obtained  a 
tag  at  the  Williams  exhibit,  which  was  given  to 
any  adult.     This  tag  was  pinned  on  the  coat 


or  dress  with  the  numbered  side  out.  As  soon 
as  the  wearer  located  the  wearer  of  the  tag 
bearing  the  same  number  as  his  own,  both 
returned  to  the  Williams  Edison  exhibit  and 
each  was  the  recipient  of  a  prize  of  Rogers 
silverware.  In  addition  to  the  regular  prizes, 
valued  at  from  $3  to  $5,  there  was  a  grand  prize 
of  two  tea  sets  of  Rogers  silverware,  each 
valued  at  $25.  These  tags  were  distributed  from 
their  exhibit  throughout  the  entire  duration  of 
the  exhibition. 

Miss  Carter,  well  known  in  musical  circles 
in  Woodstock,  Ont,  has  been  placed  in  charge 
of  the  His  Master's  Voice  department  of  Heintz- 
man  &  Co.,  Ltd.,  branch  in  that  city. 

Pathe  Crowlets  is  the  title  of  a  new  house 
organ  put  out  by  the  Pathe  Freres  Phonograph 
Co.,  of  Canada,  Ltd. 

His  Master's  Voice,  Ltd.,  Toronto,  Ont.,  dis- 
tributors of  His  Master's  Voice  products,  have 
recently  removed  to  the  building  a  few  doors 
east  of  their  old  address  on  Adelaide  street. 
Just  at  present  they  are  occupying  all  the  space 
in  the  building  they  can  secure,  but  as  soon  as 
other  tenants  move  out  in  a  very  short  time 
they  will  take  over  the  entire  three  stories  and 
basement  of  the  building.  It  is  most  interest- 
ing to  note  that  the  employes  of  the  statistical 
department  alone  of  His  Master's  Voice,  Ltd., 
number  more  than  three  times  as  many  as  the 
company's  whole  staff  of  seven  years  ago.  The 
office  staff  is  temporarily  located  on  the  second 
floor,  but  with  the  rest  of  the  building  avail- 
able attractive  offices  and  showrooms  will  be 
fitted  up  on  the  first  floor.  The  feature  of  im- 
portance to  His  Master's  Voice  dealers  in  con- 
nection with  the  removal  is  that  double  the  stock 
of  records  will  be  carried,  making  the  service 
still  better  and  still  more  nearly  approximately 


Montreal,  Can.,  October  5. — When  the  rising 
cost  of  printing,  paper,  etc.,  is  taken  into  con- 
sideration, as  well  as  the  fact^that  the%  number 
of  records  issued  is  steadily  increasing,  it  would 
not  be  at  all  unfair  for  manufacturers  of  rec- 
ords to  ask  the  public  to  pay  a  small  sum,  say, 
25  or  50  cents,  for  a  catalog.  The  modern  rec- 
ord catalog  possesses  considerable  value  for  the 
recipient.  It  is  not  only  a  ready  reference  of 
records  listed,  but  is  a  veritable  encyclopedia  of 
musical  information  that  cannot  be  purchased  in 
any  similar  form. 

The  time  is  propitious  to  approach  the  pub- 
lic on  this  matter  of  fixing  a  small  price  for  a 
catalog.  While  the  revenue  obtained  would  in 
no  way  recompense  the  manufacturer  for  the 
cost  of  production,  it  would  help  some,  and  at 
the  same  time  give  him  the  satisfaction  of 
knowing  that  every  catalog  sold  would  fall  into 


the  management's  ideal  of  100  per  cent,  deliv- 
eries. Thos.  Nash,  manager  of  His  Master's 
Voice,  Ltd.,  and  his  able  lieutenants  are  nat- 
urally very  enthusiastic  over  the  growth  of  rec- 
ord business,  and  that  the  factory  output  is  such 
as  to  make  it  possible  to  have  the  stock  neces- 
sary to  fill  orders  the  same  day  as  received. 

E.  P.  Burns,  for  five  years  on  the  selling  staff 
of  C.  W.  Lindsay,  Ltd.,  Kingston,  has  gone  to 
Ottawa  in  the  capacity  of  manager  of  the  Pho- 
nograph Shop,  Ltd.  (Edison  dealers). 

Frank  Kisbey,  of  Prince  Albert,  Sask.,  Pathe 
dealer,  recently  visited  the  Pathe  Freres  factory 
at  Toronto. 

C.  J.  Pott,  Canadian  sales  manager  for  the 
Otto  Heineman  Phonograph  Supply  Co.,  New 
York,  has  invested  in  a  new  Overland  car.  He 
has  just  paid  a  business  visit  to  the  Maritime 
Provinces. 

In  the  early  days  of  the  talking  machine  the 
E.  J.  Coles  Co.,  Woodstock,  Ont.,  were  His 
Master's  Voice  dealers,  but  owing  to  lack  of 
proper  facilities  for  demonstrating  the  line  was 
discontinued.  Now,  after  a  lapse  of  many  years 
the  E.  J.  Cole  Co.  have  once  more  taken  on  the 
Victor.  The  firm  have  established  music  rooms 
on  the  furniture  floor  of  their  building.  Miss 
Coleman,  a  well-known  local  musician,  is  in 
charge. 

L.  L.  Rawson,  who  for  a  number  of  years  has 
been  associated  with  retail  houses  selling  pho- 
nographs and  until  recently  with  Frank  Stan- 
ley's Brunswick  Shop,  Toronto,  has  been  placed 
in  charge  of  the  Brunswick  phonograph  de- 
partment of  Thomas  C.  Watkins,  Hamilton. 

J.  R.  Errock  has  arrived  in  Toronto  to  take 
charge  of  the  Canadian  factory  of  the  Columbia 
Graphophone  Co.,  succeeding  Mervin  Lyle,  who, 
after  fifteen  years'  service  with  the  Columbia 
Co.,  goes  to  Baltimore  to  take  up  another  line 
of  business. 

J.  Woods,  recently  of  Heintzman  &  Co.,  Ltd., 
Toronto,  has  assumed  charge  of  the  phonograph 
department  of  C.  W.  Lindsay,  Ltd.,  Ottawa. 


the  hands  of  those  desiring  information  re- 
garding record  purchases.  This  is  a  matter  that 
is  worthy  of  consideration  by  manufacturers  and 
one  that  should  not  be  overlooked. 

Paul  Dufault  was  induced  to  make  a  special 
trip  recently  to  the  Montreal  recording  labora- 
tory of  the  Berliner  Gramophone  Co.,  Ltd.,  to 
render  his  first  Victor  recordings. 

The  Royal  Piano  &  Phonograph  Co.  have 
opened  up  exclusive  phonograph  parlors  at  1901 
St.  Catherine  street.  East,  where  they  are  rep- 
resenting the  Columbia  and  Brunswick  lines. 

J.  Donat  Langelier,  Ltd.,  Pointe-Aux  Trembles, 
Que.,  have  put  on  the  market  a  machine  of  their 
own  manufacture  called  the  "Disc-O-Phone. 

An  exclusive  Brunswick  Shop  has  been  opened 
at  Moncton,  N.  B. 

Arthur  K.  Kempton,  8  McGill  College  avenue, 
(Ccntinued  on  page  34) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


MOVE  IN  CANADA  TO  HAVE  PUBLIC  PAY  FOR  CATALOGS 

Rising  Cost  of  Printed  Matter  Leads  Manufacturers  to  Consider  Such  a  Course — Pathe  Artist 
Gives  Interesting  Recital — Changes  Among  the  Managers  and  Salesmen 


34 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


George  Macfarlane— big,  jolly,  genial 
George— makes  his  Columbia  debut  this 
month  with  George  Cohan's  great  hit  "When 
You  Come  Back." 


Columbia  Graphophone  Co. 

NEW  YORK 


TRADE  CONDITIONS  IN  THE  DOMINION  OF  CANADA— (Continued  from  page  33) 


has  taken  on  the  Canadian  representation  of  the 
Disk-Lite,  Gloria  Cleaner  and  Golden  Tone 
r.eedles. 

Jan  Rubini,  who  records  exclusively  for  the 
Pathe  Co.,  played  a  week's  engagement  at  the 
Princess  Theatre  with  enormous  success.  All 
Pathe  dealers  took  advantage  of  the  opportunity 
to  link  up  their  advertising  with  that  of  the  the- 
atre, the  result  being  a  large  number  of  this 
artist's  records  were  sold. 

The  visit  to  Montreal  of  Giovanni  Martinelli, 
Giuseppe  De  Luca  and  Mme.  Frances  Alda  in 
recital  had  a  wonderful  stimulus  on  the  demand 
f  r  records  of  these  exclusive  Victor  artists, 
and  all  dealers  handling  His  Master's  Voice 
goods  shared  in  the  increased  demand. 

Eu'gen  Ysaye,  the  Belgian  violinist,  exclusive 
Columbia  artist,  is  booked  to  appear  in  Mont- 
real shortly. 

An  interesting  recital  was  recently  given  at 
the  Phonograph  Shop  in  this  city  by  Jan 
Rubini,  the  exclusive  Pathe  artist.  A  number 
of  musical  people  were  invited  to  attend,  and  the 
music  chamber  was  well  filled.  Mr.  Rubini's 
program  was  rendered  with  fine  effect.  An  in- 
teresting feature  of  the  program  was  the  repe- 
tition of  these  numbers  on  Pathe  records,  the 
perfection  of  the  numbers  reproduced  surpris- 
ing many  of  those  present. 

The  Phonograph  Shop  has  purchased  the  en- 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


McKirjj  tt\e  Music  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


tire  exhibits  of  Pathe  and  McLagan  phono- 
graphs at  the  Toronto  exhibition  and  now  have 
them  on  show  in  their  salesroom.  In  their 
windows  is  shown  a  Pathe  Gothic  at  $1,200, 
which  has  been  the  means  of  bringing  a  lot  of 
customers  into  the  store.  This  machine  was 
only  in  the  window  a  few  days  when  a  sold  sign 
was  attached  to  it.  Aeolian-Vocalion  models 
are  meeting  with  success,  and  a  good  demand 
exists  for  the  records  of  this  make. 

The  Record  Service  Library  is  a  newly  reg- 
istered firm  doing  business  in  Montreal  in  the 
lending  of  records  on  a  subscription  basis. 

W.  W.  Wilder,  president  of  Wilder's  Music 
Supply  Co.,  Starr  distributor,  passed  away  sud- 
denly the  latter  part  of  September. 

Business  has  been  exceptionally  good,  accord- 
ing to  Retail  Sales  Manager  S.  H.  Brown,  of 
the  Berliner  Gramophone  Co.,  Ltd.,  with  a 
heavy  percentage  of  the  bu^iii'ess  in  Victor  ma- 
chines being  of  a  spot  cash  nature.  Victor 
records  are  in  great  demand. 

L.  R.  Bourgette,  of  the  selling  force  of  the 
Musical  Merchandise  Sales  Co.,  is  now  repre- 
senting the  Brunswick  phonograph  and  records 
for  Eastern  Canada,  making  his  headquarters  at 
Montreal.  Mr.  Bourgette  is  now  on  a  trip 
through  the  Maritime  Provinces. 

VV.  W.  O'Plara,  for  a  number  of  years  asso- 
ciated with  the  house  of  Layton  Bros.,  latterly 
as  sales  manager,  has  started  business  for  him- 
self at  736  St.  Catherine  street,  West,  where 
he  will  handle  the  complete  Columbia  line.  His 
many  years'  experience  should  give  him  a  good 
following.  Pie  is  one  of  the  younger  genera- 
tion and  has  the  ability  to  make  good  on  his 
own  account. 


TRADE  BRIEFLETS  FROM  WINNIPEG 


RECITAL  IN  THE  PROVINCES 

Miss  Morrisey  and  Joel  Belov  Give  Tone  Test 
Recital  in  Leading  Cities  in  New  Brunswick 
and  Nova  Scotia 


St.  John,  N.  B.,  October  2.— W.  H.  Thorne  & 
Co.,  Ltd.,  Eastern  Canada  jobbers  of  the  Edison 
line,  recently  arranged  for  a  series  of  tone  test 
recitals  which  were  given  by  Miss  Marie  Mor- 
risey, contralto,  and  Joel  Belov,  violinist,  who 
appeared  in  Fredericton,  St.  John,  New  Glas- 
gow, Sydney,  Glace  Bay,  Halifax,  Bridgewater, 
Windsor,  Kentville  and  Truro,  between  Septem- 
ber 23  and  October  4.  While  in  Fredericton 
Miss  Morrisey,  in  addition  to  the  regular  re- 
cital, was  good  enough  to  sing  for  a  number  of 
returned  and  disabled  soldiers  in  the  hospitals 
there  and  her  kindness  was  much  appreciated. 
In  St.  John  a  twilight  recital  was  given  in  the 
Imperial  Theatre  at  4.30,  before  a  large  and 
most  enthusiastic  audience. 


"I  thought  you  couldn't  get  credit  any  more?" 
"I  couldn't  for  a  while.  But  since  scientific 
salesmanship  came  in  I  amble  around  and  let 
the  scientific  salesmen  sell  me  some  delightfully 
large  bills." — Kansas  City  Journal. 


Winnipeg,  Man.,  October  4. — The  Lodge  Piano 
House  in  Edmonton,  Alta.,  has  been  appointed 
agent  for  Plis  Master's  Voice  records. 

The  Imperial  Phonograph  Co.  had  an  exhibit 
of  Columbia  lines  at  the  recent  Calgary  exhibi- 
tion. 

Robert  Shaw,  of  the  Grafonola  department  of 
Cassidy's,  Ltd.,  is  at  present  traveling  in  the 
West  with  a  special  representative  of  the  Co- 
lumbia factory.-  He  reports  business  good  with 
prospects  even  better  for  trade  this  season. 

Babson  Bros.,  Edison  dealers,  say  business  is 
looking  up  and  the  prospects  are  good  for  a 
normal  fall  trade. 

The  Fowler  Piano  Co.  have  taken  on  the  Vic- 
tor record  representation,  also  the  Brunswick 
phonograph.  Mr.  Fowler  has  been  in  New 
York  on  an  extended  purchasing  trip. 

The  Western  Gramophone  Co.,  Ltd.,  report 
Victor  business  very  good  with  a  particularly 
good  season  ahead. 

The  Phonograph  Shop,  Ltd.,  is  handling 
Brunswick  phonographs  and  records  as  well  as 
Columbia  machines  and  records. 

Chopin  Phonographs,  Ltd.,  Winnipeg,  have 
enlarged  their  offices  and  plant.  John  Robson, 
a  phonograph  man  of  over  twenty-six  years'  ex- 
perience, has  linked  up  with  this  organization. 


VANCOUVER  TRADE  HAPPENINGS 


Vancouver,  B.  C,  October  3. — The  Vancouver 
Music  Dealers'  Association,  while  comparatively 
a  young  organization,  has  been  doing  some  very 
effective  work,  and  has  among  other  things 
agreed  on  the  retail  price  of  talking  machine 
needles  and  other  matters  of  general  trade  in- 
terest. 

Townley  &  Ward  have  opened  up  a  handsome 
store  on  Hastings  street,  where  they  are  show- 
ing a  full  Columbia  line. 

Fletcher  Bros,  report  Sonora  and  Columbia 
sales  as  steadily  expanding. 

Darley  Kent,  of  Victoria,  was  a  recent  visitor 
to  the  Edison  plant  at  Orange,  N.  J.  This 
store  has  recently  been  featuring  Edison  record 
advertising  to -good  purpose. 


EDISON  LINE  AT  STATE  FAIR 


A  very  attractive  display  of  the  Edison  Dia- 
mond Disc  phonograph  and  the  Edison  Am- 
berola  was  housed  in  a  special  booth  in  the 
Exposition  Building  at  the  State  Fair  recently 
held  in  Wheeling,  W.  Va.  Demonstrations  of 
both  types  of  machines  were  given  at  frequent 
intervals,  the  display  being  in  charge  of  J.  C. 
Dilts. 


YOU  CAN  DO  YOUR  BIT 


You  may  not  be  able  to  do  as  much  fcjr  the 
new  Victory  Loan  as  Foch  and  Pershing  are, 
but  you  can  do  yours  just  the  same. 


The  Talking  Machine  World,  Nczv  York,  October  15,  1918 


NEEDLES 


Manufactured  by  the 

DEAN  DIVISION 

of  the 

OTTO  HEINEMAN  PHONOGRAPH  SUPPLY  CO. 

INCORPORATED 

25  WEST  45th  STREET,  NEW  YORK 

FACTORIES:  Elyria,  Ohio  Newark,  N.  J.  Putnam,  Conn.  Springfield,  Mass. 
BRANCH  OFFICES  :  Chicago,  111.  Seattle,  Wash.  Toronto,  Ont. 

STEEL  NEEDLES 


Lend__^ 

the,wayafey 

Fiehr 


HI 


-4 


uy  Bonds 
ro^r-UTMOST 


III 

hi 

III 

5 


No.  I 


No.2 


No.3 


No. 6 


h  1 

h  1 

at 

o 

Op 

Is  1 

No. 7"  No.8 


No.9 


No.10 


No.ll 


PERMANENT  NEEDLES 

TO  PLAY  PATHE  RECORDS 

Half  Tone  Points  Full  Tone  Points 

TO  PLAY  EDISON  RECORDS 

Sapphire  Points  Genuine  Diamond  Points 


Lend 

the  way  they 

%ht 


iiy  Bonds 
ro^UTMOST 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


35 


Featuring  the  Musical  Possibilities  of  the 
Talking  Machine 


[Note. — This  is  the  twentieth  in  a  series  of  articles  on 
the  general  subject  of  the  musical  possibilities  of  the  talk- 
ing machine.  The  aim  of  the  series  is  to  develop  these  pos- 
sibilities from  all  angles,  thus  opening  up  fields  for  sales 
expansion  oftentimes  neglected  wholly  or  in  part. — Editor.] 

"ALLIED"  MUSIC  AND  THE  WAR 

In  the  opinion  of  those  who  are  best  qualified 
to  judge,  the  present  time  presents  an  oppor- 
tunity unsurpassed  for  putting  up  to  the  Amer- 
ican people  some  of  the  musical  lessons  they 
will  have  to  learn  during  the  coming  years. 
When  the  unconditional  surrender,  which  consti- 
tutes the  Allied  peace  conditions,  has  been 
offered  by  the  beaten  Hun  there  will  undoubt- 
edly begin  a  period  of  much  economic  and 
political  importance,  during  which  many  world- 
embracing  policies  must  be  carried  out  by  the 
Allied  nations.  It  will  be  necessary  for  an 
entente  cordiale  between  these  nations,  France, 
Belgium,  Great  Britain,  the  British  Empire, 
Italy,  Serbia  and  the  United  States,  not  merely 
to  be  promulgated,  but  to  be  lived  up  to  as 
cordially  as  the  name  itself  implies;  if,  indeed, 
we  are  to  bring  about  that  reconstruction  of  the 
world  upon  a  new  and  enduring  basis  of  peace 
and  harmony  which  we  all  profess  to  desire. 

Amongst  the  most  important  of  the  tasks 
which  will  confront  the  world  during  this  time 
will  be  that  of  inducing  the  Americans  to  reverse 
their  previous  attitude  toward  the  other  nations 
and  co-operate  cordially  and  sincerely  with  them 
in  the  general  work  of  rebuilding. 

Promoting  the  Entente 
The  difficulty  will  not  so  much  refer  to  the 
intention  as  to  the  action.  The  American  people 
are  making  great  sacrifices  already  in  the  com- 
mon cause,  and  are  ready  to  make  more,  until 
their  own  have  equaled  those  of  their  Allies; 
but  this  is  not  all.  A  better  understanding  of 
the  French  and  British  points  of  view  especially, 
as  well  as  of  the  wholly  new  ideas  that  are 
already  being  brought  into  view  through  the 
emergence  of  the  long-suppressed  Czecho- 
slovak and  Jugo-Slav  nationalities,  will  be  ab- 
solutely necessary  to  any  people  which  takes 
a  part  in  the  coming  reconstruction  of  the  world. 
The  American  people  are  as  much  behind  as 
are  any  other  peoples  in  an  understanding  of 
and  sympathy  with  their  neighbors'  points  of 
view.  A  common  culture  is,  however,  the  surest 
road  to  such  understanding  and  sympathy. 
Does  not  music  provide  the  simplest,  most  easily 
understood  and  most  effective  means  toward  the 
realization  of  such  a  culture? 

Not  to  be  pedantic  about  it,  one  can  plainly 
see  that  those  who,  like  the  dealers  in  music 
and  musical  instruments,  have  so  much  responsi- 
bility for  the  formation  of  public  taste,  have  a 
great  and  patriotic  opportunity.  They  can  now 
begin  in  a  modest  and  unobtrusive  manner 
without  seeming  to  appear  to  educate  their  cus- 
tomers, the  great  task  of  demonstrating  the  de- 
sirability and  attractiveness  of  the  music  which 
is  native  to  our  various  Allies;  to  the  British, 
French,  Italian  and  Slavic  peoples.  Some  of 
the  finest  music  in  the  world  will  thus  be 
brought  to  the  front  and  made  known  to  mil- 
lions who  have  been  strangers  to  it. 

Our  Propaganda 
At  the  present  moment  everything  is  in  train 
for  a  far-reaching  and  effective  propaganda  in 
favor  of  the  music  of  ourselves  and  of  our 
Allies.  When  I  speak  of  our  own  music  I  am 
not  referring  to  the  kind  of  stuff  that  unhappily 
has  come  to  be  known  as  "American."  In  a 
recent  circular  addressed  to  members  the  pres- 
ident of  the  National  Federation  of  Musical 
Clubs  asks  for  co-operation  in  the  great  task 
of  supplying  to  the  army  and  navy  music  of  all 
sorts,  instancing  especially  talking  machine 
records  and  talking  machines.  In  this  very 
circular,  however,  the  point  is  made  that  vulgar 


popular  music  is  not  wanted,  while  it  is  a  well- 
known  fact  that  the  chief  worker  for  the  Na- 
tional Federation  of  Musical  Clubs  in  this  mat- 
ter of  war  music  distribution  is  herself  one  of 
the  principal  workers  for  the  cause  of  allied 
music. 

Whilst  our  soldiers  and  sailors  are  learning 
the  worth  and  beauty  of  the  French,  Italian 
and  British  civilizations  at  first  hand  it  would 
not  only  be  patriotic  and  wise,  but  eminently 
practical,  in  my  opinion,  for  us  at  home  to  in- 
augurate campaigns  through  the  medium  of  the 
talking  machine  for  the  cultivation  of  the  music 
of  these  lands.  In  last  month's  Talking  Machine 
World  I  took  the  liberty  of  pointing  to  some 
of  the  absurdities  which  have  passed  current 
in  this  country,  as  the  result  of  German  prop- 
aganda, concerning  the  artistic  rank  of  the 
non-German  peoples.  It  is  not  possible  for  us 
to  teach  the  whole  mass  of  the  people  the  entire 
truth  about  the  Hun  lies;  but  it  is  quite  possible 
for  us  to  teach  them  the  truth,  to  some  extent, 
about  the  music  of  themselves  and  of  their 
Allies,  to  the  end  that  they  may  come  to  under- 
stand how  they  have  consistently  underesti- 
mated what  is  good  and  overestimated  what  has 
often  been  brutally  ugly.  It  is  a  great  oppor- 
tunity for  every  talking  machine  man  to  do  good 
patriotic  and  also  good  practical  commercial 
work. 

British  Music 

Only  those  who  ha*ve  been  taught  wrong  from 
the  first  would  for  a  moment  run  away  with 
the  notion  that  the  British  are  not  a  musical 
people.  The  idea  has  all  the  earmarks  of  the 
Hun.  The  fact  is  that  the  British  people,  like 
the  American  people,  are  too  wise  to  take  them- 
selves with  the  profound  seriousness  which  has 
been  the  curse,  and  soon  will  have  accomplished 
the  entire  ruin,  of  the  Hun  and  of  all  his  works. 
They  take  their  music  lightly;  too  lightly,  in- 
deed; but  that  does  not  mean  they  are  unmusical. 
In  point  of  fact,  during  the  past  fifty  years  the 
progress  of  music  in  the  British  Isles  has  been 
marvelous.  Two  hundred  years  ago  a  flourish- 
ing British  school  of  composition  was  coming 
to  its  close,  to  be  overwhelmed  by  the  German- 
izing tendencies  and  the  Italian  opera  of  the 
eighteenth  century.    Yet  this  school  of  music 


By  William  Braid  White 


is  not  only  respectable;  it  was  wonderful.  The 
names  of  such  men  as  Henry  Purcell,  Blow, 
Gibbons  and  Cook  rise  to  the  mind,  and  we 
remember  that  some  of  the  noblest  of  songs 
have  come  from  their  pens,  such  as  the  setting 
to  Milton's  St.  Cecilia  Ode. 

After  all,  a  nation  that  seven  hundred  years 
ago  could  produce  that  extraordinary  piece  of 
musical  composition,  "Sumer  is  icumen  in,"  a 
work  far  above  anything  else  contemporary  that 
has  yet  been  discovered,  cannot  have  been  so 
very  unmusical.  Nor  does  a  fair  examination 
of  the  facts  as  they  exist  today  justify  the 
supposition  that  the  British  people  are  com- 
pelled, through  any  defects  of  capacity,  to 'bor- 
row their  musical  ideas  from  abroad. 

British  talking  machine  records  are  not  per- 
haps as  numerous  as  one  might  wish,  but  at 
that  one  may  find  a  fair  number  of  them  by 
searching  the  catalogs.  It  would  be  a  very 
good  notion  to  put  on  a  series  of  "Allied" 
music  days,  offering  a  continuous  recital  during 
each  day  of  the  music  appropriate  to  the  nation 
represented.  For  the  British  program  we  might 
suggest  a  few  titles  as  follows: 

National  Songs — "God  Save  the  King";  "Rule 
Britannia";  "The  Roast  Beef  of  Old  England"; 
"Sally  in  Our  Alley";  "British  Grenadiers." 

National  Folk  Songs — "Asleep  in  the  Deep"; 
"Girl  I  Left  Behind  Me";  "Drink  to  Me  Only 
with  Thine  Eyes";  "Under  the  Greenwood 
Tree";  "Here's  to  the  Maiden  of  Sweet  Six- 
teen," etc. 

Scottish  Songs — "Ye  Banks  and  Braes"; 
"Afton  Water";  "My  Ain  Countree";  "Scots, 
Wha'  Hae  wi'  Wallace  Bled";  "Hail  to  the 
Chief." 

Welsh  Songs — "Men  of  Harlech";  "All 
Through  the  Night";  "Mentra  Gwen,"  etc. 

In  addition  to  these  songs  are  many  splendid 
military  marches,  such  as  Elgar's  "Pomp  and 
Circumstance,"  and  others  which  are  listed. 
Some  of  these,  sprinkled  through  a  British  song 
recital  program,  would  lighten  things  up  and 
make  a  very  attractive  proposition  altogether. 

These,  of  course,  are  bare  suggestions,  but 
it  should  not  be  overlooked  that  they  have  a 
deeper  significance.  The  successful  outcome  of 
(Continued  on  page  37) 


7th  Floor 
IffllllllllliK 


229  Fulton  Street 
111 


1  Clifford  A.  Wolf  1 

MANUFACTURER  OF 

Diamond  and  Sapphire 

1  Phonograph  Points  ■ 


New  York  City 


HUUIUIIIIIIIIIIIUIIIIIIIIIIIIIIIIIIIIIIII 

Phone.  l678Cortlandt 


36 


THE   TALKING   MACHINE  WORLD 


October  15,  1918 


Mr.  Dealer:  Have  you  received  our  special  Holiday  offer  and  our  new 

eighteen-page  Catalog? 


The  Soul  of  Music  Dwells  Within 


Both  are  FREE — Each  is  Valuable! 
May  we  send  them  to  you  f 


A  "TEL-O-TONE"  Agency  is 
a  MERCHANDISING  ASSET 
with  an  established  Rating. 


The  True-to-Life  Tone 


Sings  "Everything  in  Music" 


Exquisite  "Tone-Personality" 


HEADQUARTERS  86th  DIVISION,  N.A. 

Camp  Grant, 1 11, 
April  19,191s.. 


To  Whom  It  ^ay  Concern: 

I  purchased  one  of  the 
Tel  0  Tone  instruments  placed 
market.  This  phonograph  in  st 
complete  satisfaction  and  has 
hard  use  and  treatment.  I  als 
later  one  of  the  large  size  i 
of  the  name  general  construct 
have  never  found  a  superior  i 
either  in  -quality  of  tone  or 
In  ny  opinion  ,  the  Tel  0  Ton 
ranks  with  any  instrument-  on 
ep  far  as  musical  producing' 
concerned,  and  I  do  not  belie 
is  as  good  an  instrument  for 
"the  rarket  today, 

10***, 

Capf a'i  n , 


first 
on  the 
ill  giving 
had  very 
0  secured 
nstruraenta 
ion  and  I 
netrument 
construction. 

instrument 
the  market 
quality  is 
ve  that  there 
the  price  on 


Now  is  the  time  to  secure 
an  Agency 

The  "TEL-O-TONE"  is  claimed  to  be  the  "WORLD'S 
GREATEST  MUSICAL  INSTRUMENT."  The  Tone 
Supreme,  within  Cabinets  of  Superb  Individuality,  the 
Superiority  of  which  CANNOT  BE  CHALLENGED!  We 
Guarantee  Every  Instrument. 

This  is  a  LIVE  DEALER  S  Prop- 
osition— ARE  YOU  THAT  MAN? 

We  can  supply  the  goods,  why  not  order  our  samples?    (We  will  not  take  on  more  customers  than  we 
can  supply  promptly.) 

We  are  yet  prepared  to  include  a  limited  number  of  good  Dealers  in  our  out-put  allotment  for  1918. 
DON'T  DELAY!    Write  or  wire  us  at  once. 

The  Western  News  Company,  21-29  East  Austin  Ave.,  Chicago,  111. 

RETAIL  DISPLAY  ROOM:  730  Republic  Building,  State  and  Adams  Streets,  Chicago,  HI.,  U.  S.  A. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


37 


"ALLIED"  MUSIC  AND  THE  WAR 

(Continued  from  page  35) 

the  war,  which  means  the  complete  military  de- 
feat and  unconditional  surrender  of  the  German 
and  Austro-Hungarian  Empires,  is  not  yet  at- 
tained, although  it  is  on  the  road  to  being  at- 
tained. It  cannot  be  put  aside  by  any  conceiv- 
able combinations  of  circumstances,  save  one; 
and  that  would  be  any  lack  of  co-operation  and 
cordiality  among  our  Allies  and  ourselves.  The 
coming  critical  months  will  demand  of  us  all 
we  can  give  of  such  sympathy  and  co-operation. 
The  more  we  understand  and  appreciate  the 
civilization,  the  home  life  and  the  ideals  of  our 
British  Allies,  who  carry  the  major  burden  of 
the  war,  the  better  we  shall  do  our  work.  Let 
every  talking  machine  man  do  his  best  to  bring 
his  circle  of  customers  into  better  touch  with 
British  music. 


HEINEMAN  EMPLOYES  SCORE  RECORD 

Every  Employe  in  Otto  Heineman  Phonograph 
Supply  Co.  Buys  Liberty  Bonds — 100  Per 
Cent.  Flag  for  the  House  Ordered 


Every  employe  in  the  Otto  Heineman  Phono- 
graph Supply  Co.  is  now  wearing  a  Fourth  Lib- 
erty Loan  button,  indicating  that  this  house  has 
achieved  a  100  per  cent,  record  in  the  Fourth 
Liberty  Loan  drive.  A  100  per  cent,  flag  has 
been  ordered,  and  Otto  Heineman,  president  of 
the  company,  is  naturally  delighted  to  have  the 
honor  of  displaying  this  flag. 

The  company,  in  order  to  evidence  its  appre- 
ciation of  the  service  rendered  by  its  employes, 
has  made  arrangements  whereby  the  employe 
in  purchasing  these  Liberty  Bonds  will  pay  a 
stipulated  amount  one  week  and  the  company 
will  pay  the  same  amount  on  alternate  weeks. 
In  other  words,  a  $50  bond  will  cost  the  employe 
only  $25,  and  larger  bonds  in  proportion.  This 
generous  spirit  is  greatly  appreciated  by  the 
Heineman  employes,  who  subscribed  to  the  limit 
and  then  bought  more. 


The  Pioneer  Piano  House,  of  Eureka,  Cal., 
is  carrying  some  very  effective  publicity  in  the 
local  papers  in  which,  in  addition  to  referring  to 
its  piano  line,  it  says:  "Music  prolongs  life. 
The  more  you  hear  it  the  longer  you  will  live. 
It  is  good  medicine.  The  doctor  recommends 
it,  be  it  from  a  piano,  Victrola  or  Sonora." 


WhatMoreCanYouAsk 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


\J  tKe  Music  Con\e  Out 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 

MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 


711   MILWAUKEE  AVENUE 
CHICAGO 


1530  CANDLER  BLDG. 
ATLANTA,  GA. 


LEASES  FIVE=ST0RY  BUILDING 

The  Lucky  13  Phonograph  Co.  Leases  Entire 
Structure  at  46  East  Twelfth  Street,  New 
York,  Where  Its  Executive  Offices  and  Ware- 
rooms  Will  Be  Located — Business  Expanding 


The  Lucky  13  Phonograph  Co.,  manufacturer 
of  the  Cleartone  talking  machine  and  distribu- 
tors of  phonograph  parts,  etc.,  has  recently 
leased  the  entire  five-story  building  at  46  East 
Twelfth  street,  New  York,  where  its  executive 
offices  and  warerooms  will  be  located.  For 
several  years  past  the  company  has  been  located 
at  3  West  Twelfth  street,  New  York,  but  its 
fast  growing  business  necessitated  the  leasing 
of  new  quarters  in  order  to  accommodate  the 
demands  of  its  clientele. 

The  building  at  46  East  Twelfth  street  is 
ideally  adapted  for  the  concern's  expanding 
business,  as  it  is  located  only  one  door  from 
Broadv/ay  and  affords  ideal  transit  facilities. 
The  company  will  occupy  the  entire  building, 
and  D.  Bartelstone,  president  of  the  Lucky  13 
Phonograph  Co.,  is  making  plans  whereby  effi- 
cient service  and  co-operation  will  be  an  im- 
portant factor  in  the  company's  plans  during 
the  coming  year. 

The  Cleartone  talking  machine,  although  it 
has  been  on  the  market  only  a  comparatively 
short  while,  is  now  being  sold  by  representative 
dealers  throughout  the  country,  and  Mr.  Bar- 
telstone, realizing  that  merchandise  will  be  ab- 
normally scarce  this  fall,  anticipated  this  short- 
age by  placing  large  advance  orders  with  his 
cabinet  factory  the  early  part  of  the  year.  As 
a  result  of  this  foresight  he  is  in  a  position  to 
supply  the  demands  of  his  dealers  promptly,  and 
with  the  new  wareroom  space  at  his  disposal 
expects  to  close  a  record-breaking  business  this 
fall. 


WILL  HOLD  ITS  ANNUAL  GATHERING 

Sonora  Department  of  the  Yahr  &  Lange  Drug 
Co.  Will  Entertain  State  Dealers  at  Conven- 
tion on  October  23 — Big  Attendance  Expected 


Milwaukee,  Wis.,  October  5.— The  Sonora  de- 
partment of  the  Yahr  &  Lange  Drug  Co.,  So- 
nora distributors  in  this  territory,  will  hold  its 
annual  convention  in  Milwaukee  on  October  23. 
The  morning  session  will  be  called  at  10.30, 
consisting  of  a  reception  and  meeting  of  the 
State  dealers.  At  2.30  in  the  afternoon  a  busi- 
ness meeting  will  take  place,  and  a  banquet  will 
be  held  in  the  evening  at  the  Milwaukee  Athletic 
Club. 

The  officials  of  the  company  hope  that  George 
E.  Brightson,  president  of  the  Sonora  Phono- 
graph Sales  Co.,  or  Frank  E.  Coupe,  director  of 
sales  and  publicity  for  this  company,  will  visit 
Milwaukee  this  month  to  welcome  Wisconsin 
and  Upper  Michigan  dealers.  The  first  Sonora 
dealers'  convention  held  under  the  auspices  of 
the  Yahr  &  Lange  Drug  Co.  was  a  signal  suc- 
cess, and  it  is  expected  that  this  second  con- 
vention will  emphasize  and  reflect  the  spirit 
of  co-operation  and  good  will  that  exists  be- 
tween this  successful  jobber  and  its  dealers. 


NEW  MURAT0RE  WINDOW  CARD 

A  new  window  card  featuring  Lucien  Mura- 
tore,  the  famous  tenor,  has  recently  been  pre- 
pared by  the  advertising  department  of  the  Pathe 
Freres  Co.  for  the  use  of  Pathe  dealers.  This 
card  was  mailed  to  Pathe  representatives  last 
week  and  is  now  on  display  throughout  the 
country. 

Lucien  Muratore,  who  is  one  of  the  world's 
leading  tenors,  records  exclusively  for  the 
Pathe  record  library,  and  his  records  have  won 
commendation  from  musical  critics  everywhere. 
The  Pathe  Freres  Co.  has  co-operated  with  its 
dealers  in  featuring  the  records  of  this  famous 
artist,  and  this  new  window  card  is  the  latest 
link  in  this  effective  publicity  campaign. 


A  promising  future  is  almost  as  hard  to  catch 
up  with  as  are  our  good  intentions. 


<The 

Scotf  ord  <Tonearm 

and 

Superior  Universal 
Reproducer 

One  Ideal 
Combination 

Plays  All  ITlakes  of  Records 
as  ihey  should  be  played 

Price  of  Sample  Prepaid 
TUckel,  §5.25  Qold,  §6.50 

^Adjusted  for  Cabinet 
measuring  SY2  inches  from  center  of  Tonearm 
base  to  center  of  Turntable  shaft 


— 


Distinctive  Features 

CThe  Reproducer  pivots  on  its  axis  ( as  illus- 
trated  above),  taking  the  correct  angle 
for  all  makes  of  records,  and  the  needle 
retains  same  center  in  both  positions. 

Surface  noise  is  less  than  with,  any  other 
reproducer — ■  surface  scratchings  being 
reduced  to  a  minimum  through  perfect 
proportioning  of  the  stylus  construction, 
and  placing  the  needle  in  the  center  of 
the  groove  at  the  correct  angle. 

CThe  split  construction  of  the  frame  and 
face  ring  of  the  Reproducer,  together 
with  the  method  of  pivoting  the  stylus 
bar,  and  perfect  insulation — effect  a  sen- 
sitive and  free  vibration — and  prevent  a 
pinched  tone  resulting  at  any  time  from 
natural  contraction  or  expansion  of  the 
metal  parts. 

CThe  reproduction  is  the  mellow,  natural 
quality,  of  tone^ — absolutely  getting  away 
from  the  usual  sharpness  and  metallic 
effect  so  noticeable  in  most  reproducers. 

Sound  waves  act  upon  the  same  principle 
as  light  waves— they  travel  in  a  straight 
line  until  they  meet  some  obstruction, 
from  which  they  are  deflected  at  right 
angles.  The  right  angle  turn  at  the  back 
of  the  Scotford  Tonearm  causes  less 
breaking  up  and  confusion  of  the  sound 
waves  than  occurs  in  the  curved  arm. 

CThe  connection  between  the  Reproducer 
and  Tonearm  is  perfectly  insulated  with 
a  hard  rubber  bushing.  Inside  diameter 
of  the  Tonearm  is  correct  to  accommo- 
date the  volume  obtained  from  the  latest 
records. 

CThe  right-side  turn  for  changing  needle  is 
handier  than  the  old  style  turn-back,  and 
when  in  position  for  the  Hill-and-Dale 
records  there  is  no  interference  with 
lowering  the  cabinet  cover. 

CThe  lateral  movement  at  the  base  is  sim- 
ple, free  and  permanently  satisfactory. 
Inside  there  is  no  obstruction  to  interfere 
with  passage  of  the  sound  waves.  There 
are  no  loose  balls  in  the  bearings,  there- 
fore no  buzzing  noise  can  occur  from  the 
great  vibration  on  high  notes. 


Barnhart  Brothers 
&  Spirtdler 

TTlonroe  and  CThroop  Streets — Chicago 


wm 


WMMMM 


m 


38 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


The  most  wonderful  Talking  Machine  of  the  present  age  at  the  price 
An  Instrument  of  Supreme  Value,  Tone  and  Quality 


SPEAKS  FOR  ITSELF 


No.  75— $75 


No.  100— $100 


The  Cleartone  has  become  very  popular  because  of 
its  quality,  splendid  value,  and  the  advertising  and 
sales  campaign  that  now  stands  in  back  of  it.  Dealers! 
Watch  us  grow  —  write  for  our  agency  and  grow 
with  us. 

SUNDRY  DEPARTMENT 


MOTORS — No.  1,  double-spring,  10-inch 
turntable,  plays  2  10-inch  records,  $3.25;  No. 
6,  double-spring  10-iuch  turntable,  plays  3 
10-ineh  records,  $4.00,  with  12-inch  turntable, 
$4.25;  No.  8,  double-spring,  12-inch  turntable, 
plays  3  10-inch  .records,  castiron  frame,  ,$5.85; 
No.  9,  double-spring,  12-ineh  turntable,  plays 
3  10-inch  records,  castiron  frame,  bevel  gear 
wind,  $6.85;  No.  10.  double-spring,  12-inch 
turntable,  plays  4  10-inch  records,  castiron 
frame,  bevel  gear  wind,  $7.85;  No.  11,  double- 
spring,  12-inch  turntable,  plays  7  10-inch  rec- 
ords, castiron  frame,  bevel  gear  wind,  $9.75. 

TONE  ARMS  AND  REPRODUCERS— Play 
all  records— No.  2,  $1.45  per  set;  No.  4,  $3.95 
per  set ;  No.  6,  $3.75  per  set ;  No.  7,  $3.75  per  set ; 
No.  8,  $3.75  per  set ;  No.  9,  $3.25  per  set. 

MAIN  SPRINGS— No.  00,  %  in.,  9  ft.,  39e. 
each;  No.  01,  %  in.,  7  ft.,  29c.  each;  No.  1,  % 
in.,  10  ft.,  49c.  each  ;  No.  2,  j|  in.,  10  ft.,  49c.  each  ; 
No.  3,  %  in.,  11  ft.,  59c.  each;  No.  4,  1  in.,  10 
ft.,  59c.  each;  No.  5,  1  in.,  11  ft.,  heavy,  75c. 
each;  No.  6,  1%  in.,  11  ft.,  95c.  each.  We  also 
carry  other  size  main  springs  to  fit  Victor, 
Columbia  and  all  other  motors  at  nominal 
pirices. 


RECORDS— POPULAR  AND  GRAMMAVOX, 
new  10-inch,  double-disc,  lateral  cut,  all  in- 
strumental selections  35c.  each. 

GOVERNOR  SPRINGS—  To  fit  VICTOR, 
COLUMBIA  and  all  other  motors  at  moderate 
prices.  Special  prices  on  large  quantities  to 
Motor  Manufacturers. 

GENUINE  DIAMOND  POINTS,  for  playing 
Edison  records,  $1.75  each. 

SAPPHIRE  POINTS,  for  playing  Edison 
records,  18c.  each. 

SAPPHIRE  BALES,  for  playing  Pathd 
records,  22c.  each. 

NEEDLES,  steel,  75c.  per  thousand  in  30,000 
lot. 

We  also  manufacture  special  machine  parts,  such  as 
worm  gears,  stampings,  or  any  screw  machine  parts  for 
motor;  reproducer  and  part  manufacturers. 

Special  quotations  given  to  quantity  buyers  In  Canada 
and  other  export  points. 

Write  for  our  84-page  catalog,  the  only  one  of  its  kind 
in  America,  illustrating  33  different  styles  of  talking  ma- 
chines and  over  500  different  phonographic  parts,  also 
gives  description  of  our  efficient  Repair  Department. 


No.  65— $65 


Lucky  13  Phonograph  Co.,  46  East  12th  St.,  New  York 


No.  85—1 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


39 


Lashanska,  Maurel,  Seagle,  Stiles,  Gates, 
and  a  host  of  other  Columbia  artists  start 
their  concerts  soon.  That  means  increased 
demand  for  their  records. 


Columbia  Graphophone  Co 


NEW  YORK 


THE  VALUE  OF  THE  WINDOW  AS  A  FACTOR  IN  ADVERTISING 

Dealers  of  Middle  West  Meet  in  Cincinnati  as  Guests  of  Phonograph  Co.  to  Discuss  Subject — Ru- 
dolph Dittrich  Resigns  From  Wurlitzer's — Recent  Additions  to  Vocalion  Staff — Other  News 


Cincinnati,  O.,  October  5. — Live  ideas  in  ad- 
vertising, notably  of  the  window  character,  in 
view  of  the  times,  was  brought  to  the  attention 
of  the  dealers  of  the  Phonograph  Co.  in  the 
Middle  West,  who  assembled  in  Cincinnati  to- 
day. The  visitors,  numbering  more  than  thirty, 
were  entertained  by  E.  H.  Oelman,  Cincinnati 
manager  of  the  Edison  line.  He  explained  the 
new  regulations  of  the  Government  on  the  de- 
creased production  of  machines  and  pointed  out 
how  the  retailers  could  help  the  public  under 
the  new  arrangement. 

Mr.  Fogarty,  representing  the  Gundlach  Ad- 
vertising Co.,  Chicago,  gave  a  talk  along  pub- 
licity lines.  A  feature  of  the  gathering  was  an 
exhibit  of  window  displays  by  Ellis  Hansen  & 
Co.,  also  of  the  Windy  City. 

Among  those  present  were:  Richard  A.  Mc- 
Kee,  Charleston,  W.  Va.;  M.  N.  Billings,  Chil- 
licothe,  O.;  J.  O.  Smucker,  Bellefontaine,  O.;  T. 
W.  Bradley,  Bluefield,  W.  Va.;  E.  J.  Stevens, 
Middletown,  O.;  Adolph  Lehne,  Mechanicsburg, 
O.;  Leslie  I.'  King,  Columbus,  O.;  Warren 
Spring,  Eaton,  O.;  Sherman  Balyeat,  Van  Wert, 
O.;  J.  T.  Kackley,  Maysville,  Ky.;  A.  F.  Hib- 
bard,  Athens,  O.;  W.  E.  Summers,  Washington 
C.  H.,  O.;  Geo.  Krebs,  Hamilton,  O.;  F.  R. 
Follis,  Dayton,  O.;  A.  T.  Fitzwater,  Cynthiana, 
Ky.;  W.  M.  Walker,  Wilmington,  O.;  A.  F. 
Wheeler,  Lexington,  Ky. ;  Ferd  Imfeld,  Hamil- 
ton, O.;  C.  H.  Hutchison,  Ripley,  O.;  W.  V. 
Tennant,  Middlesboro,  Ky. ;  Greenfield  Piano 
Co.,  Greenfield,  O.;  W.  S.  Thomas,  Richwood, 
W.  Va.;  .1.  W.  Thompson,  Oak  Hill,  W.  Va.; 
Sawhill-Dolbeer  Co.,  Springfield,  O.;  C.  H. 
Wadlington,  Shelbyville,  Ky.;  G.  A.  Frentzel, 
Woodmansee  Piano  Co.,  Geo.  H.  Link,  George 
P.  Gross,  E.  Henlein  (Alms  &  Doepke),  all  of 
Cincinnati,  O. 

The  recent  convention  of  the  Ohio  Associa- 
tion of  Piano  Merchants  held  in  Cincinnati  took 
on  quite  a  phonographic  tinge.  Dealers  in  these 
lines,  more  so  the  jobbers,  took  advantage  of 
the  meeting  and  looked  up  customers  as  well  as 
prospects  in  the  trade. 

Rudolph  Dittrich,  for  sixteen  years  at  the 
head  of  the  Victrola  department  of  the  Rudolph 
Wurlitzer  Co.,  at  last  has  realized  his  hopes  of 
vears  and  has  become  a  farmer.  He  possessed 
farmland  over  in  Kentucky,  which  he  has  been 
operating  for  some  years,  but  always  wished 
to  give  his  entire  time  to  the  proposition.  Mr. 
Dittrich  has  been  in  the  talking  machine  field 
since  its  infancy  and  grew  up  with  the  Vic- 
-trola's  growth  in  the  Cincinnati  district.  He 
has  been  succeeded  by  T.  F.  Sigman,  who  had 
been  his  right-hand  assistant  for  five  years. 
Mr.  Sigman's  views  on  the  developments  of  the 
past  month  from  a  Victor  standpoint  follows: 

"While  the  business  for  September  was  not 
quite  as  good  as  it  should  have  been,  a  very 
creditable  showing  was  made,  both  in  our  whole- 
sale and  retail  departments,  when  you  consider 


conditions.  One  of  the  features  of  the  month 
was  our  taking  a  list  of  100  records  that  were 
good  sellers  with  the  exception  that  they  had 
been  practically  lost  in  the  large  record  cat- 
alog, and  each  week  we  would  pick  out  twenty- 
five  of  these  numbers,  make  a  counter  display, 
window  display,  and  also  put  them  in  albums  in 
the  various  record  rooms.  Every  customer  that 
came  in  could  see  the  records  on  display,  and 
the  salesladies  would  play  some  of  these  records 
for  every  customer  that  came  in  to  the  store. 
This  naturally  sold  a  number  of  these  records, 
and  we  expect  to  continue  in  this  way  for  some 
little  time  until  we  are  able  to  dispose  of  our 
surplus  stock. 

."The  smaller  Victrolas,  such  as  the  No.  4's 
and  No.  6's,  and  the  larger  types,  such  as  the 
No.  17's,  have  been  selling  both  wholesale  and 
retail,  for  these  are  about  the  only  machines  that 
we  are  able  to  get,  due  to  the  fact  that  the  other 
types  are  very  slow  in  coming  through  from  the 
factory. 

"We  are  working  hard  on  the  Liberty  Loan 
here,  but  we  believe  that  there  will  still  be  some 
room  for  good  business  during  October." 

C.  L.  Byars,  of  the  local  Aeolian  store,  re- 
ports a  satisfactory  Vocalion  business  for  the 
month  of  September.  He  regrets  the  loss  of 
the  services  of  E.  M.  Hacker,  who  has  been  as- 


sociated with  him  in  the  sale  of  Vocalions  for 
the  last  three  years,  and  who  has  recently  ac- 
cepted a  position  as  inspector  with  the  Good- 
year Tire  &  Rubber  Co.,  Akron,  O.  Mr.  Hacker 
was  a  very  successful  Vocalion  salesman,  and 
he  will  be  missed  in  the  Vocalion  line-up. 

John  F.  McCarthy,  for  three  years  salesman 
for  the  Union  Central  Life  Insurance  Co.,  of 
this  city,  has  just  severed  his  connection  with 
that  company  and  enlisted  in  the  ranks  of  the 
Vocalion  sales  force.  Daniel  Stevens,  former- 
ly manager  of  the  Victor  department  of  the 
Cable  Piano  Co.,  of  this  city,  has  also  hitched 
up  to  the  Vocalion  forces,  and  is  ready  for  the 
big  fall  push.  In  spite  of  all  the  handicaps  nat- 
urally resulting  from  present  conditions,  Mr. 
Byars  expects  the  holiday  business  of  1918  to 
eclipse  all  previous  records. 


BIG  ORDERS  FOR  MUTUAL  PRODUCTS 


The  Mutual  Talking  Machine  Co.,  New  York, 
manufacturer  of  Mutual  tone  arms  and  sound 
boxes,  has  received  large  orders  from  well- 
known  manufacturers  in  all  parts  of  the  country 
who  have  tested  the  Mutual  products  and  who 
have  advised  the  company  that  they  will  use 
these  tone  arms  and  sound  boxes  exclusively 
during  the  coming  year.  The  Mutual  factory 
is  working  to  capacity  at  the  present  time  to 
give  efficient  service  to  the  manufacturers,  and 
judging  from  the  extent  of  the  business  on 
hand  it  will  be  necessary  to  enlarge  the  factory 
facilities  in  order  to  cope  with  the  demand. 


Retailers: 

Victor  Records  This 
Fall  Will  Be  Scarce 


We  have  a  fairly  good  supply  of  good 
standard  numbers. 

Better  mail  us  your  order  NOW. 

Cabinets  to  match  all  type  Write  for  information  about  the 
Victrolas.  Write  for  quota-  New  Usoskin  Window  Display 
tions.  Series. 

I.  DA  VEGA,  Jr.,  Inc. 

VICTOR  FACTORY  DISTRIBUTORS 

125  West  125th  Street  NEW  YORK 


40 


THE   TALKING   MACHINE  WORLD 


October  15,  1918 


The  Trade  In  Philadelphia  And  Locality 


TALKING  MACHINE  DEALERS 

can  greatly  increase  their  profits  without  additional 
overhead   expense,  by  selling  the  world-famous 

Weymann  "KEYSTONE  STATE" 
Musical  Instruments 

a  combination  that  has  proved  to  be  an  instantaneous  success. 

Write  for  catalogue 

H.  A.  WEYMANN  &  SON 

Manufacturers 

Victor  1 108  Chestnut  St. 

Wholesalers  Philadelphia,  Pa. 

Established  1864 


labor  in  the  distribution  of  the  records.    Alto-     hand  in  a  few  days.    They  have  also  taken  on 


Philadelphia,  Pa.,  October  4. — Business  con- 
ditions in  this  city  are  somewhat  uneven,  and 
it  is  safe  to  say  that  September  was  not  nearly 
as  good  a  month  with  the  local  dealers  and 
jobbers  as  the  months  which  preceded  it.  The 
jobbers  particularly  are  in  anything  but  a  pleas- 
ant frame  of  mind,  owing  to  their  inability  to 
supply  dealers  with  all  the  stock  they  would 
like.  There  is  as  great  a  demand  as  ever  for 
the  talking  machine.  This  is  noticed  on  all 
sides,  and  if  the  jobbers  and  dealers  were  able 
to  get  the  goods  this  would  be  a  phenomenal 
fall  in  the  way  of  sales.  The  letter  issued  by 
the  Victor  Co.  has  clarified  the  situation  some- 
what; it  at  least  informs  the  trade  of  certain 
limitations  in  output  owing  to  giving  a  great 
deal  of  their  plant  over  to  the  manufacture  of 
Government  work  which,  of  course,  must  have 
first  consideration.  The  jobbers  and  dealers 
feel  that  they  will  receive  fair  treatment  and 
as  large  a  supply  of  stock  as  it  is  possible  for 
the  company  to  manufacture.  At  the  present 
time  in  this  city  there  is  a  greater  shortage  of 
Victor  than  Edison,  Columbia  or  Sonora  ma- 
chines, but  dealers  would  like  to  get  more  of 
all  these  makes  and  could  also  stand  larger 
supplies  of  Victor,  Columbia  and  Edison  records. 
The  Penn  Phonograph  Co.'s  New  Home 

The  Penn  Phonograph  Co.  have  become  fully 
established  at  their  new  home  on  Arch  street. 
Their  entire  stock  and  offices  have  eventually 
been  moved,  and  the  permanent  offices  of  this 
firm  have  been  made  at  the  front  of  the  third 
floor  of  this  new  home.  Here  all  the  appoint- 
ments of  their  former  offices^  which  had  been 
recently  established,  were  brought  to  the  new 
home  and  they  look  very  attractive.  On  this 
floor,  back  in  their  stockroom,  a  number  of 
improvements,  or,"  I  might  say,  innovations  for 
the  handling-  of  records  and  cases  of  records 
have  been  incorporated.  These  devices  are  the 
result  of  a  careful  study  of  warerooms  through- 
out the  country  made  by  members  of  the  firm 
on  a  special  trip  for  that  purpose  made  several 
months  before  they  moved.  The  fourth  floor, 
which  is  given  over  to  the  record  racks  also,  is 
an  admirable  arrangement  for  convenience.  A 
floor  truck  system  that  they  have  introduced 
also  tends  to  speed  and  saves  much  manual 


gether  the  Penn  Co.  have  undoubtedly  the  best 
equipped  place  in  Philadelphia  at  the  present 
time.  In  spite  of  the  shortage  of  machines  and 
records  the  firm  are  well  satisfied  with  the  busi- 
ness they  did  in  September.  From  reports  they 
have  received  from  the  Victor  factory  it  looks 
as  though  they  would  receive  shipments  of 
about  70  per  cent,  of  last  year's  supply. 

The  Penn  Co.  have  undertaken  the  handling 
of  the  Lundstrom  cabinet  and  already  have  had 
splendid  success  with  it,  having  received  a  large 
number  of  orders  from  their  trade,  and  they  an- 
ticipate a  good  delivery  from  the  factory,  and 
they  expect  to  be  able  to  fill  all  orders  now  in 


the  handling  of  the  Aurora  Light. 

On  account  of  the  great  shortage  of  men  the 
Penn  Co.  have  found  it  advisable  to  withdraw 
all  of  their  men  from  the  road,  and  now  allow 
them  to  make  just  such  special  trips  as  is 
deemed  necessary. 

A.  H.  Engle,  talking  machine  dealer  at  1710 
Fairmount  avenue,  is  adding  a  number  of  im- 
provements to  his  store. 

Conditions  With  the  Columbia  Go. 

A.  J.  Heath,  in  charge  of  the  local  Columbia 
establishment,  has  been  away  from  the  office  for 
several  days  suffering  with  Spanish  influenza,  but 
is  much  improved.  H.  E.  Gardner,  a  co-worker 
with  Mr.  Heath,  is  in  charge  of  the  business, 
and  he  reports  that  it  is  away  ahead,  owing  to 
the  fact  that  they  cannot  get  stock  in  sufficient 
quantities  to  fill  their  orders.  Stock,  however, 
has  lately  commenced  to  come  through  in  bet- 
ter shape.  They  are  not  looking  for  new  trade, 
but  are  bending  all  their  efforts  to  take  care  of 
their  regular  customers.  He  said:  "The  prod- 
uct is  so  short  that  we  feel  that  we  must  give 
our  old  Columbia  dealers  the  preference." 

George  W.  Hopkins,  general  sales  manager  of 
the  Columbia,  was  over  from  New  York  re- 
cently. 

Brunswick  Line  With  Theo.  Presser  Co. 

The  Brunswick-Balke-Collender  Co.  report 
that  they  had  an  excellent  business  in  Septem- 
ber. They  succeeded  in  placing  their  line  dur- 
ing that  month  with  Theodore  Presser,  the  big 
Philadelphia  music  publisher  and  retailer,  and 
with  a  number  of  excellent  firms  through  the 
eastern  section  of  Pennsylvania.  Mr.  Nystrom, 
superintendent  of  the  Chicago  Brunswick  house, 
was  a  Philadelphia  visitor  recently.  It  is  re- 
ported at  the  offices  that  they  have  been  very 
fortunate  in  getting  in  several  carloads  of 
Brunswick  machines  recently,  which  they  needed 
badly  to  supply  their  trade. 

Machine  Shortage  Retards  Business  Volume 
The  Louis  Buehn  Co.  report  that  business 
during  the  last  month  has  fallen  off  to  some  ex- 
tent, owing  to  the  shortage  of  goods.  The 
shipments  from  the  Victor  factory,  both  in  ma- 
chines and  records,  have  been  small  in  compari- 
son with  last  year  and  previous  months,  and 
(Coniinued  on  page  42) 


"PENN  SERVICE 


Now  that  we  are  thoroughly  at  home  in  our 
new  quarters  at  913  Arch  Street,  we  take  the 
opportunity  of  again  reminding  you  of  "Penn 
Service." 

Penn  Service  in  the  past  has  always  meant 
much.  With  our  new  and  greatly  increased 
facilities  we  are  enabled  to  maintain  Penn 
Service  at  its  highest  possible  state  of 
efficiency. 

We  are  wholesalers  only.  We  have  devoted 
our  entire  energy  in  providing  Penn  Service 
for  dealers. 

Penn  Phonograph  Co.,  Inc. 

913  ARCH  STREET  PHILADELPHIA 


October  IS,  1918 


THE   TALKING   MACHINE  WORLD 


1 


|THE  WHIK  HOUSE 

WASHINGTON- 


i/f^fr — -/A<t,  ^yvx<r7i4*'~{suy~  Gyvi**?  ydc^& — i 
d£&  CcM**<^  trzZjC  septus/  XCtst  /i<t£y  ^t^-C- 

c/^ncsz  c*^z~s  AusLy  au-^£  ^  -r  c/$u^  u^. 

foza  t£^L&*u£Z'  .  &^ZZ?>  ~ 


This  Space  Contributed  to  Winning  the  War  by 

chas  "iiLLw"^.!5  835  Arch  Street  Philadelphia 


m 


42 


THE    TALKING    MACHINE  WORLD 


October  15.  1918 


Keep  showing  the  new  models.  They  are 
so  good  looking  they'll  almost  sell 
themselves. 


Columbia  Graphophone  Xo. 

NEW  YORK 


THE  TRADE  AROUND  PHILADELPHIA 

(Continued  from  page  40) 

they  look  for  no  change  in  October.  Mr. 
Buehn  has  had  an  interesting  letter  from  En- 
sign E.  P.  Bliss,  now  in  foreign  waters,  but  for- 
merly one  of  his  sales  force. 

Monroe  M.  Johnson,  a  talking  machine  dealer 
at  2631  West  Lehigh  avenue,  is  contemplating 
the  adding  of  a  number  of  new  booths  to  his 
establishment  in  anticipation  of  a  good  holiday 
trade. 

Taking  on  the  Weymann  Lines 

H.  A.  Weymann  &  Son,  Victor  wholesalers 
and  manufacturers  and  distributors  of  the 
"Keystone  State"  line  of  musical  instruments, 
report  an  ever-increasing  number  of  hitherto 
exclusively  talking  machine  houses  taking  on 
their  line  of  musical  instruments.  Many  dealers 
who  did  not  care  to  carry  a  competing  line  of 
talking  machines  have  found  musical  instru- 
ments a  profitable  side  line.  The  Weymann 
house  did  a  very  good  business  in  September, 
but  expect  a  falling  off  in  October,  due  to  the 
fact  that  they  are  unable  to  get  Victor  goods  in 
sufficient  quantities  to  meet  demands.  Their 
dealers  throughout  the  country  are  aware  of 
conditions,  and  they  are  showing  great  patience 
with  the  Weymann  firm  in  their  attempt  to  keep 
them  supplied. 

Placing  Big  Orders  for  Sonoras 

Manager  Connelly,  of  the  local  Sonora  Co., 
has  been  home  for  several  days  ill  with  the  Span- 
ish influenza,  although  not  with  a  very  violent 
attack.  The  Sonora  Co.  had  a  very  excellent 
business  in  September  and«  succeeded  in  placing 
the  machine  with  a  number  of  dealers  who  have 
been  unable  to  get  Victors,  and  have  been  glad 
to  avail  themselves  of  the  admirable  Sonora. 
Quaker  City  Edison  Dealers  Meet 

Manager  Blake,  of  Blake  &  Burkart,  reports 
that  while  they  had  a  very  satisfactory  Septem- 
ber it  was  not  as  large  as  their  August  business 
in  volume,  but  then  August  was  the  biggest 
month  that  they  had  so  far.  At  the  meeting 
of  the  Edison  dealers,  held  at  the  Bingham 
House  on  Tuesday  evening  of  this  week,  they 
were  addressed  by  Charles  Gardner,  of  the  Edi- 
son factory  offices.  A  little  banquet  was  given 
to  the  members  by  the  jobbers.  There  was  a 
very  interesting  discussion  as  to  the  fall  plans 
for  the  Edison,  advertising  and  promoting,  and 


THE  NEW  EDISON  USED  IN  MISSIONARY  WORK  IN  CHINA 

The  accompanying  photograph  shows  the  New  Sunday    school    teachers'    class,    which  meets 

Edison  in  China.    This  instrument  was  shipped  every  Friday  at  4  p.  m.  in  our  home.    The  two 

some  time  ago  to  the  Rev.  Wilbur  M.  Campbell,  little  ones  are  Mary  Elizabeth  Shannon  and  my 

Riling  Chow,  Hainan,   China.     The  Rev.  and  Bible  woman's   little  daughter.     Each  one  of 


Sunday  School  Class  at  Kiung  Chow,  China,  Which  Uses  the  Edison  Phonograph 


Mrs.  Campbell  are  American  missionaries  who 
have  been  stationed  in  China  for  a  number  of 
years  and  have  been  very  successful  in  their 
missionary  work.  Regarding  the  photograph 
Mrs.  Campbell  writes:    "This  picture  shows  our 


these  people  is  an  efficient  worker  and  they 
know  their  Bible!  Would  you  believe  it,  I  put 
on  the  'Pussy  Cat  Rag'  while  the  picture  was  be- 
ing taken  in  order  to  get  them  to  smile!"  It 
was  evidently  very  successful. 


every  one  expressed  himself  as  seeing  a  very 
encouraging  outlook  for  the  Edison  for  the  re- 
mainder of  the  year. 

Close  Good  Month's  Business 
The  Pathe  Shop  had  the  biggest  month  in 
September  that  it  has  thus  far  enjoyed.  As 
much  business  was  booked  as  could  be  handled 
in  view  of  the  amount  of  goods  received.  Man- 
ager Eckhardt  said  that  a  shortage  of  popular 
types  was  felt.    He  added:    "I  believe  October 


is  going  to  beat  September."  Mr.  Eckhardt's 
oldest  son  has  been  drafted  into  the  Students' 
Training  Camp.  He  is  just  past  eighteen  years 
old,  and  is  a  student  at  Villa  Nova  College.  At 
present  he  is  "under  the  weather"  with  an  at- 
tack of  the  grip. 


CRYSTAL  EDGE  MICA  DIAPHRAGMS 


M 
I 

C 
A 


Let  us  send  you  samples  today  of  our  dia- 
phragms and  you  will  readily  understand  why 
the  best  talking  machines  are  equipped  with 
Crystal  Edge  Mica  diaphragms  exclusively. 

We  use  only  the  very  finest  selected  mica, 
the  best  diaphragm  material  in  the  world. 


PHONOGRAPH  APPLIANCE  CO.,  109  West  Broadway,  NEW  YORK 


INQUIRY  FROM  NEW  ZEALAND 

Washington,  D.  C,  October  1. — The  United 
States  Department  of  Commerce  states  that  a 
New  Zealand  firm  has  written  them  that  it  de- 
sires to  buy  "gramophones,  phonographs,  acces- 
sories and  records,  also  motors,  tone  arms, 
sound  boxes,  needles  and  sapphire  and  diamond 
points."  Price  quotations  may  be  made  f.  o.  b. 
steamer  at  an  American  port.  Payment  will  be 
made  in  cash  against  shipping  documents.  The 
bureau  of  Foreign  and  Domestic  Commerce, 
either  here  or  at  any  of  its  offices  throughout 
the  country,  will  furnish  the  name  and  address 
of  firm  if  those  desiring  same  will  mention,  in 
writing,  inquiry  number  27461. 


All  good  awaits  the  man  whose  desire  to 
serve  is  the  dominant  passion  of  life. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


43 


LIBERTY  LOAN  DRIVE  HAS  CENTER  OF  STAGE  IN  BUFFALO    PHONOGRAPHS  A  PAYING  ADJUNCT 


Prominent  Talking  Machine  Men  Interested  in  Putting  It  "Over  the  Top" — Some  Attractive  Win- 
dow Displays — Starting  Holiday  Business  Campaign — Albert  Stettenbenz'  New  Post — Other  News 


Buffalo,  N.  Y.,  October  6. — In  Buffalo's  talking 
machine  trade  at  this  writing  the  nation's  great 
Fourth  Liberty  Loan  occupies  the  center  of  the 
stage.  The  talking  machine  and  piano  men 
have  co-ordinated  their  efforts  in  the  drive  to  ex- 
ceed their  quota  of  $215,000.  William  H.  Dan- 
iels, of  Denton,  Cottier  &  Daniels,  Victrola  deal- 
ers, is  chairman  of  this  division  and  has  ap- 
pointed the  following  committee  of  active  work- 
ers: C.  N.  Andrews,  Benjamin  E.  Neal,  Robert 
L.  Loud,  O.  M.  Kiess,  George  A.  Gould,  Jacob 
Hackenheimer,  Albert  Stettenbenz,  Charles  H. 
Wood,  Newton  R.  Luther  and  E.  P.  Erion.  Lib- 
erty Loan  posters  of  every  description  are  con- 
spicuously displayed  in  the  show  windows  of  the 
local  talking  machine  stores.  The  employers 
and  employes  are  not  only  buying  bonds  in  a 
whole-hearted  fashion,  but  are  persistently  can- 
vassing their  customers  and  personal  friends  for 
the  same  purpose.  Chairman  Daniels  and  his 
committee  meet  daily  at  Liberty  Loan  head- 
quarters, where  they  are  enthused  regarding  the 
vital  subject  of  the  loan  by  the  best  patriotic 
speakers  obtainable. 

The  holiday  sale  of  talking  machines  will  be 
much  earlier  in  Buffalo  this  year  than  ever  be- 
fore. Early  Christmas  buying  is  being  advo- 
cated by  the  Buffalo  Retail  Merchants'  Associa- 
tion, of  which  some  of  the  talking  machine  men 
are  members.  The  plan  is  to  spread  the  holiday 
shopping  over  three  months — -October,  Novem- 
ber and  early  December — instead  of  doing  it  all 
in  one  month.  Following  the  wishes  of  the 
Government  the  merchants  will  follow  these 
rules  during  their  holiday  campaign:  "No  ex- 
tra help.  No  extra  hours.  No  extra  deliveries. 
No  'open  evenings.'  No  extra  services  of  any 
kind." 

A.  F.  Koenig,  head  of  the  A.  F.  Koenig  Piano 
Co.,  Pathephone  dealers,  is  receiving  the  felici- 
tations of  his  friends  this  week  on  his  celebra- 
tion of  the  eighth  anniversary  of  his  entering 
business  for  himself. 

The  Winegar  Piano  Corp.,  which  handles  the 
Columbia  and  Brunswick  lines,  has  built  a  well- 
arranged  office  in  the  balcony  of  its  store. 

Victor  &  Co.,  Pathephone  jobbers  and  retail- 
ers, have  a  striking  red,  white  and  blue  sign 
advertising  the  Fourth  Liberty  Loan.  The  sign, 
which  is  across  the  front  of  the  store,  bears  a 
well-worded  appeal  for  subscriptions.  There  is 
also  a  Liberty  Loan  booth  at  the  front  of  the 
store.  Talented  newsboys  and  theatrical  per- 
formers give  selections  in  attracting  crowds  to 
the  booth  during  the  sale  of  bonds. 

Albert  Stettenbenz  has  been  appointed  treas- 
urer and  vice-president  of  the  Utley  Piano  Co., 
Inc.,  which  handles  the  New  Edison.  Bach 
Utley,  former  manager  of  the  phonograph  de- 
partment of  this  store,  is  a  second  lieutenant  in 
aviation  at  Wichita  Falls,  Tex.,  where  he  is 
training  student  officers  to  make  landings. 

A  Liberty  Loan  poster,  twenty  by  ninety  feet, 
has  been  placed  in  front  of  the  department  store 
of  the  William  Hengerer  Co.,  Victrola  dealers. 
The  poster  shows  a  group  of  Yankees  in  close- 
up  action,  driving  the  Hun  to  cover.  The  Hen- 
gerer Co.  recently  celebrated  its  eighty-second 
anniversary. 

R.  C.  Schermerhorn  has  resigned  as  manager 
of  Robert  L.  Loud's  piano  store  to  enter  the 
Quartermaster's  Department  at  Washington. 
E.  O.  Hock,  formerly  of  the  Victrola  depart- 
ment of  this  store,  is  at  Camp  Upton.  He  was 
a  recent  visitor  here.  Lingard  Loud,  son  of  the 
proprietor  of  the  store,  will  sail  for  France 
shortly.  He  is  a  lieutenant'in  U.  S.  aviation  at 
Lonoke,  Ark. 

George  P.  Sawyer,  representing  the  Central 
Y.  M.  C.  A.  of  this  city,  has  appealed  to  Buf- 
falonians  to  supply  talking  machines  and  rec- 
ords to  the  boys  overseas.  He  says  these  gifts 
would  bring  a  lot  of  sunshine  into  the  stren- 
uous lives  of  the  young  warriors  in  France. 

Three  large  Victrola  rooms  have  been  added 
to  the  store  of  Denton,  Cottier  &  Daniels,  whose 


Victrola  manager  is  C.  H.  Heineke.  Flis  for- 
mer salesman,  Frank  Farrar,  Jr.,  is  now  a  mem- 
ber of  the  new  aviation  unit  at  Great  Lakes,  111. 

Several  of  the  talking  machine  jobbers  and 
dealers  of  western  New  York  attended  the  Na- 
tional American  Music  Festival  at  Lockport. 

The  warning  that  talking  machines  will  ad- 
vance in  price  and  become  scarcer  is  being 
sounded  by  most  of  the  local  dealers.  In- 
creased sales  show  that  customers  are  heeding 
the  warning. 

Buffalo's  municipal  concerts  and  community 
singing,  heartily  backed  by  members  of  the 
talking  machine  trade,  have  been  resumed. 


Two  enthusiastic  Brunswick  phonograph  deal- 
ers are  the  James  brothers,  one  of  whom  is  lo- 
cated in  Petersburg,  Va.,  and  the  other,  J.  S., 
who  conducts  one  of  the  leading  jewelry  and 
optical  stores  in  Richmond,  Va.  Both  of  them 
have  found  the  talking  machine  a  valuable  ad- 
junct to  their  business. 


HANDLING  THREE  "TALKER"  LINES 


The  Curlin  Drug  Co.,  of  Waxahachie,  Tex., 
recently  took  over  the  Columbia  talking  ma- 
chine business  conducted  heretofore  by  Harris 
Mcintosh.  He  will  move  the  Columbia  to  his 
Edison  and  Victor  departments  at  the  corner 
of  College  and  Main  streets,  thus  combining  the 
businesses  and  also  reducing  overhead  costs. 


I         R  EG.  U.S.        KpaMBI        PAT.  OFF. 

Paramount 
'Records 


A  Record  ior  the  Independent 
Dealer  and  Jobber 

—  They  are  10-inch  standard  size  records 

—  They  play  longer 

— They  have  less  surface  noise 

—  They  have  up-to-the-minute  popular  songs 
and  dance  selections  made  by  artists  you 
know 

—  They  are  popular  priced 

—  They  are  backed  by  effective  advertising 

—  They  do  not  advertise  any  phonograph 

Dealers  and  Jobbers:   Write  for  full  Information 


NEW  YORK 
RECORDING 
LABORATORIES 

Port  Washington 
Wisconsin 


44 


THE   TALKING   MACHINE  WORLD 


October  IS,  1918 


THE  DAYTON  MOTOR 


Runs  Silently 
Runs  Evenly 
Does  Not  Vibrate 


Gives  Lasting  Service 
Pleases  the  User 
Builds  New  Business 


These  are  just  a  few  of  the  many  excelling  features  that  make  the  Dayton 
Motors  so  universally  popular.  Sold  all  over  the  world  on  their  merit  alone. 
You,  as  a  manufacturer,  know  that  the  life  of  every  talking  machine  you  put  out 
depends  upon  the  Motor  installed  in  that  machine.  Faulty  Motors  displease  the  user 
and  destroy  the  confidence  of  the  consumer  in  your  product.  Therefore  yoif  can't 
afford  to  use  an  inferior  motor. 


Positive  Regulator  Action 
Single  Governor  Regulator 


Micrometer  Governor  Bearing  Adjustment 
Seated  Governor  Springs 


Fine  Bronze  Thrust  Bearing 
Special  Ground  Bearing 
Removable  Spring  Barrel;  Lubricant — Leak  Proof 


Ball  Bearing  for  . 
Turntable  Shaft 


Make  your  machine  a  standard  of  excellence  by  installing  the  Dayton  Motor,  which  is  considered 
by  manufacturers  and  users  as  being 

The  Best  Motor  in  the  World 

They  embody  the  highest  quality  of  mechanical  perfection.  Built  in  "The  City  of  Precision" 
where  National  Cash  Registers,  Delco  Starters,  Wright  Airplanes  and  hundreds  of  other  products 
developed  wonderfully  skilled  men.    Let  us  prove  it's  the  best  in  quality,  price  and  service. 

We  also  manufacture  the  famous 

Dayton  Tone  Arms,  which  are  universal,  play- 
ing any  disc  record.    Five  styles. 

Dayton  Reproducers  are  scientifically  correct 
and  thoroughly  practical.    Two  sizes. 

Write  for  full  particulars  today 

THE  THOMAS  MANUFACTURING  CO. 


322  BOLT  STREET 


DAYTON,  OHIO 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


45 


HOW  A  LITTLE  JAZZ  TURNED  A  FROST  INTO  A  FROLIC 

Henry,  the  Talking  Machine  Man,  Butts  Into  a  Lawn  Party  With  Some  Canned  Music  Under  His 
Wing,  and  Not  Only  Livens  It  Up,  But  Also  Extracts  Some  Real  Coin  for  Himself  Later  on 


Henry  didn't  have  much  to  do  in  his  talking 
machine  store.  He  polished  the  machines  until 
he  had  worn  through  the  nickel  on  the  tone 
arms  and  the  veneer  on  the  cabinets.  He  dusted 
off  his  records  until  you  couldn't  see  which  side 
the  music  was  on.  He  cleaned  the  place  so 
much  it  started  to  look  worn  all  over,  and  still 
there  was  time  to  kill  between  customers.  Not 
between  customers  exactly,  but  between  the  peo- 
ple who  came  in  and  asked  him  to  do  impos- 
sible favors  like  getting  them  certain  popular 
records  or  popular  types  of  machines. 

Henry  always  figured  out  he  could  not  keep  a 
clerk.  "It  is  a  one-man  business  and  you've 
got  to  know  it.  Put  a  boy  in  here  and  it  will 
be  like  putting  a  monkey  wrench  into  the  ma- 
chinery." Thus  he  pondered.  Suddenly  he 
glanced  at  his  shoes,  and  got  a  happy  thought. 
He  wouldn't  have  to  wear  brogans  if  he  wasn't 
going  anywhere.  He  chirped  to  himself,  "For 
all  the  walking  I  do  outside  the  store  I  might 
as  well  go  barefooted  and  save  about  five  bucks 
a  month.  Guess  I  will  go  and  use  the  old 
Douglases  a  bit."  Then  came  the  question  of 
where  to  go.  Henry  takes  the  "Morning  Bugle" 
off  the  desk,  gives  the  society  column  the  O.  O. 
and  discovers  that  Mrs.  Jones-Smith-Brown  is 
pulling  off  a  swell  lawn  fete  for  the  Red  Cross 
the  same  p.  m.  "Guess  I'll  shut  up  the  joint 
and  look  the  frails  over."  When  he-  gets  to 
the  lawn  party  all  is  stillness.  The  dames  are 
from  thirty-five  up,  and  are  making  believe  they 
are  enjoying  themselves  in  their  sweet  girlish 
ways.  But  not  a  note  of  music.  There  is  a 
classy  dancer  on  the  mat.  Without  music  her 
actions  make  it  appear  that  she  is  going  nuts. 
"It's  a  tough  world,"  muses  Henry.  "Guess 
I'll  cheer  them  up  a  bit."  And  back  to  the 
shop  he  plods.  Putting  a  small  machine  and  a 
half  dozen  dance  records  for  serious  thinkers 
under  his  wing  he  blows  back  to  the  lawn  party 


and  crashes  in.  The  boss  of  the  works  meets 
him  at  the  gate,  perches  her  periscope  before 
her  eyes  and  chirps:  "Pawdon!  The  trades- 
men's entrance  is  in  the  rear."  "Tradesmen's 
entrance  nothing,"  says  Henry.  "I'm  no  trades- 
man, that's  why  I  shut  up  the  joint.  I'm  just 
a  little  angel  of  joy  dressed  up  like  a  man."  "I 
don't  comprehend,"  says  the  lady  of  the  house. 
"Comprehend  what?"  says  Henry,  "Me  or  the 
dance?"  "Both,"  says  the  lady  and  laughs. 
"Well,"  remarks  Henry,  "I  blew  by  a  while  ago 
to  give  your  lawn  party  the  O.  O.,  and  on  the 
•level  from  the  amount  of  enjoyment  most  of" 
the  gang  were  having,  it  might  as  well  have 
been  exercise  time  at  the  Home  for  the  Aged 
and  Infirm.  Was  the  lady  who  was  spread- 
ing herself  over  the  lawn,  with  bare  legs,  and 
very  little  clothes,  suffering  much?"  "She  was 
dancing,"  quoted  the  lady  with  a  haughty  stare. 
"Dancing  me  eye,"  says  Henry,  "Can't  be  done 
without  music.  That's  why  I  came  back  with 
this  stuff  under  my  arm."  "What  is  it?"  says 
the  lady,  while  deciding  whether  to  call  a  cop 
or  the  dog.  "Just  a  talking  machine,"  says 
Henry.  "Cawn't  bear  them,"  says  the  lady. 
"Well,  I've  borne  this  one  for  a  good  half  mile 
under  my  arm,"  says  Henry,  "and  I  would  like 
to  let  it  rest  awhile.  Can't  I  sit  down  for  a 
minute  before  I  start  back?"  "We  don't  care 
for  intruders,"  snapped  the  boss  of  the  works, 
"but  I  suppose  I'll  have  to  let  you  rest  a  bit." 

That's  all  there  was  to  it.  Henry  started  a 
dance  record  that  actually  made  the  Grecian  im- 
postor wiggle  out  of  her  veil.  He  put  on  a 
little  jazz,  aroused  the  young  ones  out  of  their 
trance,  and  put  them  into  action.  He  started 
one  of  the  good  old  tunes,  and  the  crowd  gath- 
ered around  to  relieve  themselves  of  stray  notes. 
The  party  got  so  lively  that  the  girls  in  the 
booths  started  to  do  business  and  take  in  some 
money.    From  a  plain  intruder  Henry  grew  into 


a  center  of  attraction,  and  so  they  would  all 
know  who  he  was  he  distributed  a  few  cards. 

A  day  or  two  afterward  a  couple  of  the  Janes 
came  in  to  get  some  of  the  records  he  had  played. 
They  were  the  kind  that  he  had  on  hand  and 
wanted  to  sell,  and  he  made  up  his  mind  right 
then  to  put  a  girl  in  the  shop  and  extend  his 
social  sphere.  Taking  in  parties  three  or  four 
times  a  week  with  tea  and  cake  is  rough  exer- 
cise, but  business  is  business.  In  a  month  or 
so  ladies  giving  parties  for  charity  or  to  sell 
War  Savings  Stamps  called  up  Henry  and 
asked  him  to  come  and  bring  his  machine,  and, 
of  course,  his  kindness  just  simply  could  not  go 
unrewarded.  Besides  those  who  bought  because 
they  fell  for  the  melodies,  there  were  almost  as 
many  who  bought  just  to  be  polite,  but  they 
bought  and  they  paid  cash,  and  the  girl  in  the 
store  managed  to  make  her  salary  and  a  few 
dollars  more.  John  Henry  read  the  war  news 
and  saw  that  his  business  was  going  to  get  back 
to  normal  in  a  few  months,  and  then  he  went  out 
and  bought  a  new  pair  of  shoes. 


FIRST  SOUVENIR  FOR  NEW  YEAR 

The  Otto  Heineman  Phonograph  Supply  Co. 
has  just  sent  out  to  its  patrons  a  handsome 
"Humanity  Flag"  calendar  for  1919,  which  is 
the  first  souvenir  for  the  new  year  that  has  been 
announced  by  a  member  of  the  phonograph  in- 
dustry. This  calendar  has  particular  signifi- 
cance at  the  present  time,  as  it  features  a  com- 
posite flag  that  is  destined  to  be  one  of  the 
most  popular  souvenirs  of  the  present  war.  The 
"Humanity  Flag,"  as  it  has  been  termed  by  the 
originator,  consists  of  "Old  Glory,"  the  "British 
Jack"  and  the  Tri-Color  of  France.  It  is  re- 
markably artistic  in  its  conception  and  design 
and  has 'been  endorsed  by  Ambassador  Jusse- 
rand  and  other  prominent  men  in  public  life. 
The  calendar  featuring  this  flag  will  undoubtedly 
be  appreciated  by  the  Heineman  clientele. 


If  you  want  the  Kaiser  to  send  you  an  Iron 
Cross,  don't  buy  any  Liberty  Bonds. 


SOMETHING  NEW 


THE  FLETCHER  REPRODUCER 


EXACT  SIZE 


After  years  of  practical  experience 
and  experimenting,  we  are  pleased 
to  offer  a  Reproducer  constructed 
on  entirely  new  principles.  In  its 
natural  reproduction  of  tone,  either 
vocal  or  instrumental,  it  astonishes 
and  pleases  beyond  expression,  and 
a  Caruso,  Galli  Curci  or  Heifetz 
sounds  as  if  the  artists  themselves 
were  before  you. 


The  Fletcher  Reproducer  is  differ- 
ent from  the  ordinary  sound  box, 
not  only  in  construction,  but  in  re- 
sults. You  hear  ho  metallic  noises, 
but  an  accurate  reproduction  of  the 
human  voice  or  musical  instrument 
as  it  is  recorded.  If  used  with  a 
fibre  needle  it  will  give  practically 
as  much  volume  as  with  a  steel 
needle  and  save  the  wear  on  the 
record.  The  Fletcher  Reproducer 
brings  out  detail  on  the  record  that 
cannot  be  heard  with  the  ordinary 
sound  box. 


The  Fletcher  Reproducer  is  different.    Hear  it  and  be  convinced.  A  sample  order  carries  with  it  a  guarantee  of 
satisfaction  or  money  refunded.    Samples  to  dealers  and  manufacturers  $4.00. 

We  are  filling  all  orders,  within  the  limits  properly  imposed  upon 
the  industry  by  the  Government.    Write  for  prices  and  terms. 

FLETCHER-WICKES  CO.  l^£s™^l 


46 


THE    TALKING    MACHINE  WORLD 


October  15,  1913 


The  Quality  Phonograph 


An 

Enlargement 
of  the 

Pathe 
Sapphire 
Ball 

and  Path6 
Record  Grooves 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place 
of  needles.    It  need  not  be  changed. 

Long  Life  to  Records 

(Pathe  Guarantee) 
We  guarantee  every  Pathe  Record  to  play 
at  least  one  thousand  times  with  the  Pathe 
Sapphire  Ball,  without  impairment  to  the 
unexcelled  beauty  of  tone  and  without 
showing  any  perceptible  wear  on  the 
record. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  in- 
crease or  decrease  the  tonal  volume  of  the 
Pathe  Phonograph  at  will. 

Plays  All  Records 

Each  Pathe  Phonograph  plays  not  only 
Pathe  Records,  but  all  other  makes  of 
records,  and  plays  them  perfectly. 


Conserve ! 


DECAUSE  the  country  needs  the 
great  quantities  of  high  quality 
steel  and  the  great  number  of  skilled 
men  used  in  making  all  the  needles. 
Because  needles  are  growing  higher 
in  price  and  scarcer  every  minute. 

Help  conserve  this  precious  war 
metal.  Sell  the  Phonograph  that 
takes  no  needles. 

Ever  since  its  origin,  the  Pathe  Sap- 
phire Ball  has  been  the  best  phono- 
graph selling  point  for  the  dealer. 
It  is  exclusive,  permanent — does  away 
with  needles  altogether — produces 
pure  natural  tone  and  gives  long  life 
to  records. 

Better  than  ever  today  ! 

Do  you  know  what  "The  Other 
20%"  is?  Write  for  book,  "The 
Other  20%,"  and  it  will  tell  you 
plainly  and  convincingly. 


Pathe  Art  Model  $215 

Other  Models  $32.50  to  $1000 


Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


October  15,  1918  THE    TALKING    MACHINE    WORLD  47 


Records 


—and  Save! 

THINK  what  it  means  to  you  in  the 
making  of  sales,  when  you  can  say  to 
your  customers : 

"Save  —  Records  —  Money.  Buy 
Records  that  won't  wear  out." 


Here's  the  Pathe  Guarantee :  MURATORE-Exciusive  Pathe  Artist 

"We  guarantee  every  Pathe  Record  to  play  at  least  one  thousand 
times  with  the  Pathe  Sapphire  Ball  without  impairing  the  unex- 
celled beauty  of  tone,  and  without  showing  any  perceptible 
wear  on  the  record." 

In  the  recent  suit  of  the  American  Graphophone  Company  (Columbia 
Graphophone  Company)  against  the  Emerson  Phonograph  Company,  Inc., 
an  interesting  piece  of  testimony  was  given  by  Prof.  Frank  L.  O.  Wadsworth, 
appearing  as  an  expert  for  the  Columbia  Company,  as  follows  : 

"Pathe  records  were  the  best  samples  of  recording  and  music  on  the 
market  and  in  his  opinion  excelled  anything  else  in  quality,  and  that  he 
could  not  testify  conscientiously  otherwise,  although  he  did  not  expect  in 
any  way  to  profit  by  this  testimony." 

But  learn  for  yourself.  Send  for  "Pathe  Special  Demonstration  Record" — a 
record  worth  $1.25  but  selling  for  35c.  to  demonstrate  the  superiority  of 
Pathe  Records.  And  35c.  attachment  that  enables  Pathe  Records  to  be 
played  on  other  machines. 


Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  New  York 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


48 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


PITTSBURGH  CONCERNED 
OVER  MACHINE  SUPPLY 


Campaign  to  Place  Christmas  Orders  Early — 
Dealers'  Association  Elects  Officers — Standard 
Co.'s  Stock  List — Edison  Tone  Tests — Pathe 
News — New  Brunswick  Agents 


MICA 


BEAUTIFUL  FINISH 

DIAPHRAGMS  OF  BEAUTY 

THE  INTERNATIONAL  MICA  COMPANY 

Factory,  37th  and  Brandywine  Streets  Office  and  Sale*  Department,  1228  Filbert  Street 

PHILADELPHIA 


Pittsburgh,  Pa.,  October  5. — The  outstanding 
feature  of  the  talking  machine  market  in  the 
Pittsburgh  district  is  the  fact  that  practically- 
all  of  the  dealers  are  vitally  concerned  over 
the  immediate  prospects  for  keeping  an  adequate 
supply  of  machines  and  records  on  hand.  In 
Pittsburgh,  as  in  other  centers  where  the  talk- 
ing machine  trade  is  one  of  the  leading  com- 
mercial interests  of  the  community,  it  is  plainly 
seen  by  visits  to  the  various  shops  that  sales 
while  brisk  are  more  or  less  hampered  by  the 
fact  that  no  assurance  is  to  be  had  that  there 
will  be  an  ample  supply  of  machines  for  the 
usual  fall  and  the  much  greater  holiday  trade. 

Considerable  stress  is  being  placed  by  a  num- 
ber of  the  progressive  dealers  in  directing  the 
attention  of  their  customers  who  are  planning 
to  give  records  and  talking  machines  as  Christ- 
mas gifts  to  place  their  orders  early. 

Manager  F.  G.  Passoth,  of  the  talking  machine 
department  of  the  Rosenbaum  Co.,  said:  "Talk- 
ing machines  for  Christmas  should  be  bought 
now,  when  our  stocks  are  complete,  as  we  can 
offer  no  assurance  for  last-minute  deliveries." 
Mr.  Passoth  was  the  recipient  of  numerous  con- 
gratulations from  his  fellow  dealers  upon  the 
formal  announcement  that  "the  world-famous 
Victrolas  and  Victor  records  are  now  sold  at 
the  Rosenbaum  store."  The  company  for  years 
has  been  selling  the  Columbia  line,  and  a  few 
weeks  ago  purchased  the  stock  and  good  will 
of  the  Pittsburgh  Talking  Machine  Shop  on 
Oliver  avenue.  This  will  give  them  the  Victor 
and  Columbia  lines. 

The  annual  election  of  officers  of  the  Pitts- 
burgh Talking  Machine  Dealers'  Association, 
which  was  held  at  the  annual  meeting  at  the 
Hotel  Chatham,  resulted  in  the  choice  of  the 
following:  President,  C.  L.  Hamilton,  of  the 
S.  Hamilton  Co.;  vice-president,  H.  H.  Meyers, 


Sharpsburg;  treasurer,  Jacob  Schoenberger,  of 
Lechner  &  Schoenberger,  and  A.  R.  Meyer,  sec- 
retary. Mr.  Meyer,  who  is  manager  of  the  Vic- 
trola  department  of  the  Joseph  Home  Co.,  was 
unanimously  re-elected  on  the  assumption  that 
"one  good  term  deserves  another." 

The  Pittsburgh  Talking  Machine  Dealers'  As- 
sociation is  a  live  body  of  up-to-date  dealers. 
They  hold  meetings  monthly,  at  which  matters 
that  are  of  vital  interest  to  the  trade  as  a  whole 
are  discussed.  Visiting  representatives  of  the 
leading  talking  machine  concerns  are  often 
guests  at  their  monthly  dinners,  which  precede 
the  business  sessions,  and  practical  talks'  are 
given  on  various  phases  of  the  business.  Fre- 
quent social  meetings  are  held  also,  at  which  the 
gentle  sex  are  guests  of  honor. 

The  Standard  Talking  Machine  Co.,  Victor 
distributors,  are  sending  to  their  dealers  the 
"Standards  in  Stock  List"  of  Victor  records  and 
calling  attention  to  the  fact  that  "a  tremendous 
record  demand  is  coming."  It  is  also  pointed 
out  in  the  circular  that  "All  talking  machine 
authorities  are  agreed  that  this  fall  will  un- 
doubtedly see  the  biggest  call  for  records  in 
talking  machine  history.  To  meet  this  demand 
dealers  will  have  to  depend  very  largely  on  dis- 
tributors' present  stocks,  and  your  profits  will 
be  governed  in  a  large  degree  by  the  prompt- 
ness and  wisdom  of  your  orders  on  such  'in 
stock'  lists  as  this.  This  list  represents  only 
those  numbers  in  our  stock  in  which  we  are 
fortunately  well  stocked." 

Sergeant  L.  C.  Mountcastle,  a  former  member 
of  the  road  force  of  the  Standard  Co.,  who  is 
now  in  the  Signal  Corps  "somewhere  in  France," 
sent  to  the  company  a  large  helmet  which  he 
obtained  on  the  battlefield,  and  which  was  owned 
by  a  German  soldier.  The  helmet  is  on  view  in 
the  showrooms  of  the  Standard  Co.,  with  a  card 
explaining  how  it  landed  in  Pittsburgh. 


Why  Brown  Quit  Buying 
Phonograph  Records 

When  Brown  first  bought  his  phonograph,  all  records 
sounded  good  to  him  and  he  bought  everything. 

He  Was  Not  Musically  Educated  Then 

In  a  short  time  Brown  became  more  careful  in  his  selec- 
tions, and  bought  a  better  class  of  records. 

His  Education,  Musically,  Had  Commenced 

Soon  Brown  reached  that  point  where  he  rarely  played 
his  phonograph,  and  ceased  buying  records. 

Brown  Was  Now  Musically  Ahead  of  His  Phonograph 

Hearing  of  the  BLISS  REPRODUCER,  with  its  treated  silk  diaphragm,  Brown  skep- 
tically bought  one. 

Brown  Now  Buys  New  Records  Weekly 

There  are  over  a  million  silent  phonographs  in  the  United  States  to-day  like  Brown's, 
but  the  Bliss  Reproducer,  if  properly  presented,  will  revive  them  and  increase  your 
record  sales. 

The  Bliss  Reproducer  IS  Different  From  Any  Other 

Other  Phonograph  Specialties  that  we  are  featuring  are  the  "Disk-Lite,"  an  electric 
lighting  attachment  adaptable  to  any  phonograph,  and  the  "Phono-Lite,"  an"  automatic 
lighting  attachment  for  the  New  Edison,  also  Edison  Diamond  Points,  Edison  and 
Pathe  Sapphire  Points,  Lakeside  Rotometers,  Johnson  Electric  Motors,  B.  &  H.  Fibre 
Needles,  B.  &  H.  Fibre  Needle  Repointers,  and  the  Vallorbes  Semi-Permanent  Needles. 

Write  for  our  dealers'  price  list, — or 
may  our  Parcel  Post  Salesman  call? 


WILSON-LAIRD 

29  West  34th  Street 


PHONOGRAPH  CO.,  Inc. 

NEW  YORK  CITY 


H.  J.  Brennan,  of  the  Pittsburgh  Pathe  Shop, 
and  who  also  has  charge  of  the  wholesale  de- 
partment of  the  Pathe  Freres  Phonograph  Co.'s 
local  interests,  anticipates  a  brisk  trade  for  the 
fall  and  early  winter.  He  stated  that  he  had 
made  ample  provision  for  caring  for  the  de- 
mands of  the  trade  both  in  the  retail  and  whole- 
sale departments,  but  found  that  the  sales  were 
continuing  at  so  brisk  a  rate  that  there  was  a 
possibility  of  a  slight  shortage  in  certain  lines. 
He  was  of  the  opinion  that  the  wise  buyer  would 
be  in  the  market  early  for  his  needs. 

J.  A.  Endres,  manager  of  the  local  Brunswick- 
Balke-Collender  Co.'s  Brunswick  phonograph 
agency,  returned  from  an  extended  business  trip 
through  his  territory,  visiting  dealers  in  eastern 
Ohio,  West  Virginia  and  western  and  north- 
western Pennsylvania.  He  said:  "I  found  all 
the  Brunswick  dealers  well  satisfied  with  the 
outlook  for  the  fall  trade  and  pleased  at  the 
manner  in  which  our  company  has  been  shipping 
the  Brunswick  machines.  There  is  every  indi- 
cation that  the  October  business  will  far  exceed 
that  of  September,  which  was  quite  large  and  a 
marked  increase  over  September,  1917." 

The  Cheney  phonograph  is  finding  a  ready 
sale  in  this  city,  and  this  is  largely  due  to  the 
fact  that  the  agency  is  in  the  hands  of  the  Dauler 
&  Close  Furniture  Co.,  a  concern  of  standing 
and  one  that  has  been  established  several  dec- 
ades. The  company  have  a  splendid  Cheney 
demonstration  room  on  the  seventh  floor  of 
their  building.  . 

The  Buehn  Phonograph  Co.,  Edison  distrib- 
utors, find  ever-increasing  demand  for  the  Edi- 
son phonograph  and  Edison  records.  The  series 
of  tone  tests  that  were  held  recently  in  Western 
Pennsylvania  and  Ohio  towns  proved  to  be  a 
drawing  card  and  delighted  hundreds  who  mar- 
veled at  the  remarkable  tone  tests.  The  prin- 
cipals in  the  tests  were  Amy  Ellerman,  the  well- 
known  contralto  soloist,  and  Irma  Seydel,  the 
brilliant  violiniste,  with  Prof.  Calvin  Coxe  as 
director. 

The  tests  for  the  week  starting  September 
30  were  held  as  follows:  Monday,  September 
30,  Monongahela,  Pa.,  Charles  Nessler,  dealer; 
October  1,  test  held;  October  2,  Butler,  W.  W. 
Steadman,  dealer;  October  3,  New  Castle,  Pa., 
W.  W.  Dufford  &  Co.;  September  4,  Salem, 
Ohio,  W.  G.  Fawcett  &  Co.  The  artists  ac- 
quitted themselves  in  a  creditable  manner  and 
the  tests  with  the  Edison  phonograph  and  rec- 
ords were  very  satisfactory.  The  tests  were 
held  under  the  auspices  of  the  Buehn  Co.,  and 
attracted  crowds  of  people. 

H.  C.  Niles,  manager  and  secretary-treasurer 
of  the  Starr  Phonograph  Co.,  of  Pennsylvania, 
reports  a  brisk  demand  for  Starr  phonographs 
and  Gennett  records. 

Miss  Mae  Hartnette  has  joined  the  sales  force 
of  the  Pathe  Shop.  Miss  Ruth  Dawson  is  the 
new  office  manager  of  the  Starr  Phonograph 
Co.  of  Pennsylvania.  Miss  T.  Green,  who  for 
some  years  was  connected  with  the  Buehn 
Phonograph  Co.  in  their  retail  department,  has 
resigned  and  has  entered  the  employ  of  the 
Pennsylvania  Railroad. 

Mrs.  C.  C.  Mullen,  secretary-treasurer  of  the 
Henricks  Piano  Co.,  presented  the  student  sol- 
diers at  Schenley  Barracks,  Pittsburgh,  with  a 
$150  talking  machine.  Her  attention  was  direct- 
ed to  the  starting  of  a  fund  for  the  purpose  in 
the  Pittsburgh  Dispatch,  and  having  just  re- 
turned from  a  visit  to  her  nephew,  who  is  in 
camp  at  Cape  May,  she  notified  the  Dispatch 
of  her  intention.  The  money  that  had  been  sent 
in  to  the  newspaper  for  the  fund  will  be  used 
in  buying  records.  While  at  the  Cape  May  camp 
Mrs.  Mullen  stated  that  she  was  given  ample 
demonstration  of  the  need  of  music  for  the 
soldier  boys,  hence  her  gift. 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


49 


Si 


IX 


Art  Models 

$11532  . 


to 


$350:°° 


The  Art  Craft  Line 

of 

Talking  Instruments 

Superior' in  Design 

Superior  in  Quality 

Superior  in  Workmanship 

Superior  in  Tone 

Superior  in  Equipment 

Superior  in  Operator's  Conveniences 

Superior  Proposition 

The  above  is  a  lot  to  say,  but  we  are  privileged  to 
make  these  statements  as  they  are  facts  and  backed 
up  by  the  Art  Craft  Line. 

We  invite  comparison  and  correspondence  which 
will  enable  us  to  give  you  detailed  information 
that  will  convince  the  most  skeptical. 

®tte  ^rt  draft  dLampattg 


MANUFACTURERS  OF 


?riiit  mi  iiiiiiii  i  iiiiiniii  nun  minim  mm  ij= 


Phonographs 

GRAND  RAPIDS,  MICHIGAN 


giiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimimiiiiiiii  iiiiiiii  Illlllll! 

!   The  I 

Instrument  | 

J  of  \ 

I     1928  j 

a  iiiiiiiiiiiiiiiiiimiiiiiiiiiiniiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimil 


50 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


OUTING  OF  J.  E.  DEAN  EMPLOYES 

Annual  Event  at  Rocky  Point  Thoroughly  En- 
joyed by  Every  Member  of  the  Party 


Putnam,  Conn.,  October  4. — The  employes  of 
the  John  E.  Dean  factories  in  this  city,  which 


the  pleasure  resort  chosen  for  this  outing,  and 
the  employes  of  the  Dean  factories,  together 
with  their  friends,  were  conveyed  by  automobile 
buses  to  this  point.  The  trip  was  a  pleasant 
one,  as  several  members  of  the  party  had  musical 
instruments  that  they  considered  were  abso- 
lutely essential  to  the  success  of  the  outing. 


Group  of  Picnickers  at  Outing  of  J.  E.  Dean  Employes 


constitute  a  division  of  the  Otto  Heineman 
Phonograph  Supply  Co.,  New  York,  recently 
held  their  annual  ■  outing,  and  this  event  was 


Ready  for  the  Start  of  Race 

thoroughly  enjoyed  by  every  member  of  the 
party. 

Rocky  Point,  just  below  Providence,  R.  I.,  was 


At  10:30  in  the  morning  a  series  of  games 
was  started  with  several  prizes  as  the  rewards 
for  the  leading  contestants.  A  tug-of-war,  a 
forty-yard  dash,  an  obstacle  race  and  a  swim- 
ming race  all  contributed  to  the  success  of  the 
sports  program,  and,  needless  to  say,  when 
luncheon  was  ready  to  be  served  the  members 
of  the  party  did  ample  justice  to  the  shore 
dinner. 

The  first  prize,  a  $115  phonograph  and  twenty- 
five  "OkeH"  records,  was  won  by  C.  La  Mondy, 
and  the  second  prize,  consisting  of  a  $60  phono- 
graph and  twenty-five  "OkeH"  records,  was  won 
by  A.  Morin.  Mr.  La  Mondy  proved  himself 
an  efficient  and  all-around  athlete,  and  his  splen- 
did showing  in  all  of  the  events  well  justified 
his  winning  of  the  first  prize. 


ENTHUSIASM  A  BIG  FACTOR 

In  Successful  Salesmanship — It  Implies  Faith  in 
Itself  and  the  Goods  Handled 

A  man  who  had  been  selling  one  very  well 
known  article  of  American  manufacture  in 
Europe  with  marked  success  for  over  four  years 
was  asked  once  before  a  large  audience  to  ex- 
plain how  he  sold  his  goods.  Quick  as  a  flash, 
and  short  and  sweet  came  his  speech:  "Only 
this,  I  can  answer  any  questions  that  anyone  in 
all  Europe  can  ask  about  the  article  I'm  sell- 
ing." 

He  knew  his  business  and  he  knew  his  goods 
— two  essentials  to  success. 

It  will  pay  to  know  human  nature.  Study 
your  customer.  Learn  his  likes  and  dislikes. 
Respect  his  opinions,  even  though  you  may  not 
agree  with  him.  Sell  him  what  he  wants;  but 
if  you  know  he  is  buying  something  beyond  his 
means  be  man  enough  and  honest  enough  to 
tell  him  frankly  not  to  buy  it. 

Mark  this:    "A  satisfied  customer  is  worth 


more  than  a  bargain";  and  this,  "A  satisfied  cus- 
tomer is  the  best  argument  you  can  offer  to 
secure  another." — Wallace  Pond. 


A  TRIBUTE  OF  WHICH  TO  BE  PROUD 

As  fine  a  tribute  as  ever  was  paid  to  a  concern 
in  any  industry  by  a  competitor  was  paid  just 
lately  to  the  Otto  Heineman  Phonograph  Sup- 
ply Co.  by  the  president  of  another  company 
manufacturing  a  phonograph  accessory. 

"In  my  dealings  with  the  Heineman  concern," 
said  this  executive,  "I  have  never  had  occasion 
to  rebuke  it  for  any  unkept  promises.  The  ma- 
terial it  sold  me  was  just  as  represented,  in  an 
excellent  and  pliable  condition.  From  Otto 
Heineman  himself  down  to  the  least  important 
employe  of  the  firm  every  man  is  a  gentleman 
and  many  have  often  gone  out  of  their  way  to 
emphasize  the  Heineman  policy  of  satisfaction, 
absolute  and  unconditional.  Together  with  this 
ethical  way  of  doing  business,  the  Heineman 
prestige  is  further  reinforced  by  the  innate  ex- 
cellence of  its  many  products." 


MARIE  MORRISEY  STARTS  TOUR 

Edison  Artist  Giving  Tone  Tests  in  Various 
Parts  of  the  Country 


Marie.  Morrisey,  the  popular  concert  contralto 
and  well-known  Edison  artist,  is  now  being 
booked  in  a  trans-continental  recital  tour  to 
commence  in  February,  1919.  Her  appearance 
will  be  in  joint  recitals  with  Theodore  Spiering, 
the  well-known  violinist. 

Miss  Morrisey  has  had  a  number  of  requests 
for  concert  dates  during  the  fall,  which  she  has 


Miss  Marie  Morrisey 

had  to  decline,  owing  to  the  extensive  tour 
which  she  will  make  for  Thomas  A.  Edison, 
Inc.,  giving  tone  test  recitals  with  the  New 
Edison  phonograph. 

The  Edison  tour  started  in  Canada  on  Sep- 
tember 23,  ten  concerts  being  given  in  and 
around  Winnipeg,  Man.  After  two  weeks  in 
Canada  she  will  spend  two  weeks  in  New  Eng- 
land, followed  by  five  weeks  in  upper  New  York 
State  and  one  week  in  the  vicinity  of  Philadel- 
phia. The  entire  tour  will  consume  ten  weeks, 
during  which  time  about  fifty-five  concerts  will 
be  given. 

On  the  Edison  tour  Miss  Morrisey  will  be  as- 
sisted by  Joel  Belov,  assistant  concert  master 
of  the  Philadelphia  Orchestra.  Mr.  Belov  is  an 
Edison  artist  also,  having  recorded  recently  five 
very  interesting  Re-Creations  which  are  des- 
tined to  win  favorable  notice. 


Trouble  is  destined  to  human  life.  It  is  a  noble 
thing  to  interpret  it  and  to  discover  its  relation 
to  the  best  things  of  life  and  of  hope. 


The  Duo-Tone 

EQUIPPED  WITH  TUNGSTEN  NEEDLES 


Soft 

without 


Thousands  of  talk- 
ing  machine 
owners  are  using 
the  Duo-Tone  and 
De  Luxe  Needles. 


Loud 


changing 


The  De  Luxe  Stylus 

SEMI-PERMANENT 
Plays  lOO  to  300  Records 


No  Scratch  or  Hiss 


Perfect  Points 


Mr,  Dealer:  Are  you  interested  in  increasing  your  profits  and  satisfy- 
ing your  customers?  Would  you  invest  $11.75  to  make  a  quick  profit 
of  $7.45?  If  so,  order  at  once  our  attractive  Counter  Display  Stand  or 
Silent  Salesman,  containing  12  Duo-Tones  and  24  packages  De  Luxe 

Needles.         Descriptive  circulars  furnished.    De  Luxe  stylus  furnished 
separately.    Write  for  samples  and  discounts. 


The  Duo-Tone  Company,  Ansonia,  Conn. 


Music  on  both  sides. 
Sapphire  or  steel  needle. 
Popular  and  standard  selections 


THE  QUALITY  RECORD 

Superior  in  tone 

Distinct  and  clear 

Music  perfectly  re- 
produced 

Unmarred  by  mechan- 
ical  noises  or 
"scratching" 


NOW 
READY 


Full  particulars  regarding  the 
distribution  of  this  record  will 
be  given  to  any  dealer  or  jobber 
upon  application. 


GREAT  ARTISTS 

Patriotic  Music,  Pop- 
ular Songs,  Dance 
Hits,  Musical  Com- 
edy, Grand  Opera, 
Standard,  and  Sacred 
Gems 


NOW 
READY 


The  President's  approval  rej 

"OkeH— WOODROW  WILSON' 

If  you  wonder  why  OKEH,  instead  of  OK,  look  in  your  dictionary. 

OK — A  humorous  or  ignorant  spelling  of  what  should  be 
okeh,  (Choctaw  Indian),  OKEH  an  "article  pronoun",  a 
kind  of  adjunct,  meaning  "it  is  so";  a  use  that  may  be 
compared  with  that  of  the  Hebrew  and  European 
"amen",  all  right;  correct. 

You  may  spell  your  approval  either  way,  but  you  will  certainly  put  your  sign  of 
approval  on  the  latest  product  of  the  House  of  Heineman. 


OKEH 


RECORDS 


The  Record  of  Quality 


Jobbers 
Dealers 


OkeHRecordS  are  of  special  interest  to  you. 

A  remarkable  proposition. 
Get  in  touch  with  us  today. 

Have  you  heard  an  OkeH  Record? 


OTTO  HEINEMAN  PHONOGRAPH  SUPPLY  CO.,  Inc. 

25  West  45th  Street,  New  York. 
Gentlemen:- 

I   am   interested    in   your  OkeHRecordS 
Please  put  me  on  your  mailing  list. 
Name  :  


DEALER  OR  JOBBER 


Street 


City  State, 


I 


« 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


51 


B.  P.  woodward  TO  Oklahoma  CITY  FAMOUS  &  BARR  SECURE  AGENCY  FOR  AEOLIAN- VOCALION 

Kansas  City  Man  Will  Be  Manager  of  the  Pho-     Prominent  St.  Louis  Department  Store  Installs  Complete  Aeolian-Vocalion  Line  in  Music  Depart- 
nograph  Shop,  Inc.,  in  That  City  ment— Will  Be  Handled  in  Addition  to  the  Victor  Line— Good  Stock  on  Hand 


B.  P.  Woodward  has  severed  his  connection 
with  the  Phonograph  Co.,  of  Kansas  City,  with 
which  he  has  been  associated  for  some  time  as 
manager  of  the  retail  Edison  Shop.  Mr.  Wood- 
ward's experience  in  the  Edison  business  has 
covered  a  period  of  about  ten  years,  and  during 
this  time  he  has  gained  the  real  inside  knowl- 
edge of  the  talking  machine  game  in  its  various 
phases.  Hereafter,  Mr.  Woodward  will  be  as- 
sociated with  A.  H.  Smith,  a  man  well  known  in 
the  Edison  field,  as  manager  of  the  Phonograph 
Shop,  Inc.,  at  Oklahoma  City,  Okla.  A  number 
of  branches  come  under  the  supervision  of  the 
Oklahoma  City  store,  including  Tulsa,  Ardmore, 
Muskogee,  Okmulgee  and  Ada.  The  shop  han- 
dles the  Ediphone,  the  Edison  dictating  ma- 
chine, in  addition  to  the  Edison  phonograph.  In 
this  move  Mr.  Woodward  is  consummating 
plans  of  comparatively  long  standing. 


TIMELY  PATHE  FRERES  PUBLICITY 

The  advertising  department  of  the  Pathe 
Freres  Phonograph  Co.  has  prepared  for  the  use 
of  Pathe  dealers  timely  literature  featuring  new 
popular  hits  that  have  been  recorded  for  the 
Pathe  library.  These  popular  hits  have  met 
with  a  ready  sale  throughout  the  country,  and 
this  literature  enables  the  dealer  to  feature  them 
to  excellent  advantage. 
*One  of  the  best-selling  Pathe  records  at  the 
present  time  is  the  selection  "Oh,  How  I  Hate 
to  Get  Up  in  the  Morning,"  which  achieved  such 
remarkable  success  in  the  soldiers'  play,  "Yip, 
Yip,  Yaphank."  Another  popular  number  is 
"Smiles,"  and  "Everything  Is  Peaches  Down 
in  Georgia"  is  also  being  welcomed  heartily  by 
Pathe  dealers.  It  may  be  added  also  that  the 
standard  selections  in  the  Pathe  list  are  also  in 
demand. 


St.  Louis,  Mo.,  October  4. — The  most  notable 
talking  machine  event  of  the  month  was  the 
installation  of  the  Aeolian-Vocalion  line  in  the 
musical  department  of  the  Famous  &  Barr  Dry 
Goods  Co.  This  was  the  last  of  the  big  down- 
town talking  machine  departments  to  deviate 
from  the  idea  of  handling  one  line  exclusively, 
and  at  the  present  time  the  Victor  and  Aeolian- 
Vocalion  lines  will  be  featured  in  this  depart- 
ment. 

Referring  to  this  important  announcement 
John  F.  Ditzell,  manager  of  this  department, 
commented  as  follows:  "As  early  as  last  July 
I  saw  that  there  was  coming  a  time  when  the 
Victor  Co.  would  not  be  able  to  supply  enough 
of  our  goods  to  enable  us  to  sell  that  line  alone. 
So  I  began  investigating  the  various  machines 
offered,  as  I  wanted  something  that  had  the 
proper  musical  atmosphere  for  our  department. 
After  making  extended  investigations  and  thor- 
ough tests  along  every  conceivable  line  I  finally 
selected  the  Aeolian-Vocalion  as  the  instrument 
that  came  nearest  to  our  ideals.'  It  is  a  pleas- 
ure to  look  at  and  in  them,  and  the  music-lover 
who  appreciates  musical  instruments  will  un- 
doubtedly welcome  these  machines.  We  are 
going  to  present  them  as  our  first  choice  after 
the  Victor." 

The  fact  that  the  Aeolian  Co.  was  going  to 
put  the  Aeolian-Vocalion  line  for  sale  elsewhere 
than  at  Aeolian  Hall  was  not  generally  known, 
and  the  Famous  &  Barr  announcement  was 
something  of  a  surprise.  Mr.  Ditzell  says  that 
he  is  assured  of  a  constant  supply  of  Aeolian- 
Vocalion  phonographs,  and  that  he  has  had  an 
ample  stock  to  take  care  of  anticipated  needs 
for  the  immediate  future  transferred  to  his  own 
warehouse. 

Recent  sales  totals  have  passed  expectations, 
according    to    Mr.    Ditzell,    considering  the 


stocks  which  were  available.  Record  business 
especially  has  been  good.  In  all  lines  the  de- 
mand has  been  for  higher-priced  products. 

"We  have  more  prospects  than  we  have  been 
able  to  follow  up,"  said  Mr.  Ditzell,  "and  we 
find  that  the  people  have  money  and  are  willing 
to  buy.  Sales  are  easily  closed  and  payments 
are  large.  The  only  trouble  experienced  nowa- 
days is  that  the  prospect  often  gets  a  bit  dazed 
when  it  comes  to  closing  a  contract.  The  chief 
idea  appears  to  be  'Here  we  are  buying  this 
handsome  Victrola  that  we  have  wanted  for 
years.  It  cannot  really  be  true.  It  seems  that 
the  good  fortune  is  a  bit  too  good  to  be  true.' 
But,  of  course,  such  objections  are  more  easily 
overcome  than  the  old  trouble  of  having  to  talk 
them  up  to  making  the  proper  payments  from 
too  slender  an  income." 


PRAISE  FOR  THE  CORTINA  METHOD 

The  Cortina  Academy,  of  New  York,  is  re- 
ceiving an  increasing  number  of  letters  praising 
its  method  of  teaching  languages  with  the  aid 
of  the  talking  machine.  It  is  the  practice  to 
reproduce  these  letters  faithfully  where  permis- 
sion is  granted,  which  provides  a  valuable  sales 
help  not  only  for  them  but  for  the  dealers  who 
carry  the  line  as  well.  Among  those  recently 
received  is  one  from  Paul  R.  Radosavljevich, 
Professor  of  Experimental  Pedagogy,  in  the 
New  York  University;  J.  E.  Kennedy,  of  the 
Wisconsin  Mining  School,  and  one  from  the 
Newport  branch  of  the  Army  and  Navy  Young 
Men's  Christian  Association.  All  three  advise 
the  Cortina  Academy  that  they  have  found  the 
course  helpful  in  their  various  lines  of  endeavor. 
The  first  two  have  used  the  regular  Cortina  lan- 
guage course,  and  the  last-named  the  French- 
English  military  course. 


The  Leonard  Markels  DUTTeKfiy  ftWTbK= 

The 

Leonard  Markels 
Jewel  Bearing 
Butterfly  Motor 


Specif ications 


Beveled  gear  noiseless  winding, 

New  ratchet  device  that  prevents  clicking.  ■ 

Bakelite  intermediate  gear — absolutely  silent. 

Plays  seven  10-inch  or  five  12-inch  records  at  one 

winding. 
Cast  iron  nickeled  frame. 
Powerful,  durable,  compact,  accessible. 
Built  especially  for  the  highest-grade  machines. 
Guaranteed  in  every  minutest  detail. 


has  revolutionized  the  motor  in- 
dustry. It  is  silent  running  and 
silent  winding  and  represents  the 
acme  of  perfection  in  motor  con- 
struction. 

This  motor  has  achieved  phenomenal  success, 
and  is  being  used  exclusively  by  leading  phono- 
graph manufacturers  in  all  parts  of  this  country 
and  Canada. 

Write  today  for  a  copy  of  our 
New  Butterfly  folder 


LEONARD  MARKELS   -   165  William  St.,  New  York 


52 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


No.  250 


rJpHE  phonograph  of  the  future  will 
be  bought  for  Tonal  Quality  and 
aesthetic  qualifications,  not  because  of 
mechanical  details  which  have  in  the  past 
been  widely  advertised. 

After  all,  mechanics  are  only  by-play, 
although  important  now,  and  may  be 
swept  aside  any  day  by  new  inven- 
tions. What  remains  is  Beauty  and 
Tone,  the  Prime  Cause  for  the  existence 
of  the 


Si 


RA.DIVARA. 

Art  Phonograph 

"  PATENTED 

"KNOWN  FOR  TONE" 


SEVEN  MODELS  TO 
RETAIL  FROM  $60  TO 
$250,  WITH  UNUSUAL 
TONE  QUALITY  AND 
EXQUISITE  WORK- 
MANSHIP. FULL  AD- 
VERTISING SERVICE, 
OF  COURSE     ::    ::  :: 


No.  200 


No.  175 


Manufactured  by 

The  COMPTON-PRICE  COMPANY 

COSHOCTON,  OHIO 


31 


llllllllllllllill 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


53 


KANSAS  CITY  TRADE  BOOSTING  FOURTH  LIBERTY  LOAN 

Talking  Machine  Dealers  Concentrate  Their  Energies  on  Work  of  Putting  Fourth  Loan  Over  the 
Top— Business  Continues  Excellent,  With  the  Demand  Exceeding  the  Supply 


Kansas  City,  Mo.;  October  6— When  Kansas 
City  goes  over  the  top  by  a  big  margin  in  the 
Fourth  Liberty  Loan,  which  started  last  week, 
it  will  be  largely  due  to  the  concentrated  efforts 
of  the  talking  machine  men  in  this  territory. 
During  the  preceding  drives  they  have  never 
failed  to  respond  to  the  call  for  service.  Talk- 
ing machine  men  have  closed  their  desks  and 
left  their  departments  to  care  for  themselves 
while  they  have  devoted  all  their  pep  and  en- 
thusiasm to  the  more  serious  business  of  win- 
ning the  war. 

A.  A.  Trostler,  manager  of  the  Victrola  de- 
partment of  the  Schmelzer  Arms  Co.,  is  captain 
of  a  division  which  has  charge  of  the  nine 
square  blocks  between  Twelfth  and  Fifteenth 
streets  and  Walnut  and  Oak  streets.  Among  his 
lieutenants  are  %.  A.  McMurtry,  manager  of  the 
Columbia  Grafonola  wholesale;  M.  M.  Black- 
man,  manager  of  the  Edison  wholesale,  and 
Harry  Wunderlich,  president  of  the  Wunderlich 
Piano  Co.  It  is  the  business  of  this  team  to 
raise  $500,000,  and,  according  to  Mr.  Trostler, 
it  is  not  a  question  of  whether  they  can,  but 
of  how  far  they  can  go  over  the  top.  "Talking 
machine  business  has  been  very  good,"  said  Mr. 
Trostler,  "considering  that  we  have  very  little 
to  sell.  However,  we  have  all  reconciled  our- 
selves to  the  fact  that  the  business  of  the  day. 
is  winning  the  war.  When  the  war  is  won  we 
can  get  all  the  goods  we  need." 

B.  J.  Pierce,  manager  of  the  Victrola  depart- 
ment of  the  J.  W.  Jenkins'  Sons  Music  Co.,  is 
chairman  of  the  four-minute  singers  in  the 
Fourth  Liberty  Loan  drive.  He  is  devoting  his 
entire  time  to  booking  soloists,  duets,  quartets 
and  choruses,  including  the  choruses  from  the 
four  Kansas  City  high  schools,  for  about  sixty 
theatres  in  the  city  In  the  moving  picture  the- 
atres the  national  airs  are  thrown  on  the  screen 
and  the  four-minute  singers  lead  the  audience 
in  community  singing. 

R.  S.  Pier,  assistant  manager  of  the  Colum- 
bia Co.,  wholesale,  is  leaving  to  go  into  the 
Naval  Reserve  Training  School  at  Chicago.  Mr. 
Pier  will  be  succeeded  by  E.  R.  Smith,  former- 
ly manager  of  the  St.  Joseph  branch  of  the  Na- 
tional Biscuit  Co. 

Clayton  Cunningham  formerly  Kansas  traveler 
for  Edison  out  of  Kansas  City,  has  resigned  his 
position  to  take  over  the  management  of  the 
Edison  department  of  the  Zinn  Optical  and  Jew- 
elry Co.,  Hutchinson,  Kan. 

M.  M.  Blackmail,  manager  of  the  Edison 
wholesale,  has  just  returned  from  a  brief  busi- 
ness trip  to  Chicago. 

R.  F.  Bolton,  manager  of  the  international 
record  department  of  the  Columbia  general  of- 
fices in  New  York,  was  a  visitor  to  the  Kansas 
City  branch. 

Glen  Ellison,  Scotch  baritone,  has  completed 
a  five  weeks'  tour  of  the  Edison  dealers  in  this 
territory  and  has  left  for  Detroit,  Mich. 

O.  D.  Standke,  manager  of  the  Victrola  de- 
partment of  the  Geo.  B.  Peck  Dry  Goods  Co., 
reports  unusually  good  business  for  the  month 
of  September,  with  a  substantial  increase  over 
the  same  month  a  year  ago.  "We  are  selling 
a  large  number  of  machines  on  a  cash  basis," 
said  Mr.  Standke,  "and  collections  and  terms 
seem  to  be  excellent." 

Miss  Olga  Gates,  formerly  connected  with  the 
J.  W.  Jenkins'  Sons  Music  Co.,  is  now  a  record 
saleswoman  at  the  Victrola  department  of  the 
Geo.  B.  Peck  Co. 

D.  M.  Guthrie,  manager  of  the  Columbia  Shop, 
•is  making  preparations  to  enter  the  service  very 
shortly.  At  present  it  is  planned  to  leave  Mr. 
Guthrie's  position  unfilled,  Miss  Miller  having 
charge  of  the  sales,  and  Mr.  Polk  having  charge 
of  the  credit  departments.  Mr.  Guthrie  re- 
ports that  business  has  been  very  good  and  the 
record  business  beyond  all  expectations. 

;Miss  Connely,  saleswoman  for  the  Columbia 
Grafonola  Shop,  is  leaving  for  Washington,  D. 


C,  shortly.  Her  position  will  be  filled  by  Miss 
Marshall,  formerly  connected  with  the  J.  W. 
Jenkins'  Sons  Music  Co. 

The  Henley-Waite  Music  Co.  reports  a  won- 
derful business  in  talking  machines,  with  excel- 
lent results  from  the  daily  public  recitals,  which 
the  company  has  been  holding.  Henley-Waite's 
now  carry  a  complete  line  of  Grafonolas  and 
also  handle  the  Artophone. 

Miss  Frances  Hinson  is  now  connected  with 
the  phonograph  department  of  the  Henley- 
Waite  Music  Co. 

W.  C.  Chestnut,  retail  manager  of  the  Bruns- 
wick Shop,  leaves  October  5  with  the  Seventh 
Regiment  for  two  weeks'  sojourn  in  camp  at 
Nevada,  Mo. 

Ralph  Wortman,  of  the  Pioneer  Music  Co., 
Emporia.  Kan.,  and  J.  E.  Limdemood,  of  Paola, 
Kan.,  are  new  Brunswick  dealers. 

Recent  visitors  to  Kansas  City  were  Lester 


Birchfield,  manager  of  Sanger  Brothers,  Dallas, 
Tex.;  C.  L.  Dosch,  music  dealer  of  Maysville, 
Mo.;  Willard  Pierce,  son  of  J.  Pierce,  manager 
of  the  Victrola  department  of  the  J.  W.  Jen- 
kins' Sons  Music  Co.,  who  is  a  member  of  the 
Students'  Army  Training  Corps;  Frank  Haight, 
president  of  the  Pioneer  Hardware  &  Music  Co., 
Burlington,  Kan. 


CONSTRUCTING  ADVERTISING  'COPY' 


There  is  an  art  in  constructing  good  adver- 
tising "copy,"  that  is  worth  study. 

Don't  wander  in  your  advertising  arguments. 
Make  one  point  follow  logically  after  another. 
In  this  way  the  average  man  will  read  to  the 
end,  and  the  farther  he  goes,  the  greater  be- 
comes his  desire  to  purchase,  if  he  is  at  all  inter- 
ested in  the  article.  Your  copy  will  then  be 
constructed  like  a  well-built  house.  It  takes 
thought  and  effort,  but  it  brings  results. 


Work  becomes  a  source  of  real  gratification 
when  the  interest  of  the  worker  is  centered 
on  it. 


<nilllll!!lllllllllll!ll!!!!l!lll!llllll!lllllllll!llllll!IIIIIINI!llllinillN 


How  Much  Would  the 
KAISER 
Tax  Your  Business? 

Think  this  thought  twice  over :  "If  we  should  fail  to  win  this 
war,  what  would  happen  to  my  business?" 

What  is  left  of  business  in  the  invaded  districts  of  France  and 
Belgium?  What  will  be  left  of  business  here,  if  we  fail  to 
crush  the  sinister  power  of  Prussian  militarism?  How  much 
would  you  have  left  after  paying  the  taxes  and  levies  imposed 
by  a  victorious  Germany?' 

Defend  Yourself  With 
LIBERTY  BONDS 

This  is  not  only  a  war  for  Democracy  and  Liberty,  but  a  war 
of  self-defense.  Germany  menaces  our  rights,  our  self-respect, 
our  homes,  and  our  means  of  livelihood. 

Every  citizen — every  business  man — has  weapons  of  defense 
ready  to  his  hand.  These  weapons  are  Liberty  Bonds.  We 
cannot  all  fight  with  guns  and  bayonets,  but  we  can  all  fight 
with  Liberty  Bonds. 

Buy  to  Your  Utmost 

Of  course  you  have  bought  Liberty  Bonds.  Every  one  has. 
But  how  many  more  will  you  buy?  The  success  of  the  Fourth 
Loan  and  of  the  war  itself  depends  on  your  answer  to  that 
question. 

Buy  all  the  bonds  you  can.  Go  to  your  bank  and  make  your 
arrangements.  Buy  more  than  you  ever  thought  you  could 
buy. 

Buy  to  Your  Utmost 


Timiiiiiiiiiliiiiiiiiiiiiiiiiiimilimi 


This  Space  Contributed  to  Winning  the  War  By 


C.  BRUNO  &  SON,  Inc. 

351-353  FOURTH  AVE.  NEW  YORK 

Victor  Wholesale  Exclusively 


54 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


NEW  HOUSES  ENTER  TWIN  CITY  TALKING  MACHINE  TRADE 

Great  Demand  for  Machines  Gives  Opportunity  for  the  Establishment  of  Two  New  Stores  in  Min- 
neapolis— Victor  Jobbers  and  Dealers  Short  of  Stock — Beckwith-O'Neill  Enlarging 


Minneapolis  and  St.  Paul,  Minn.,  October  6. 
— -Since  the  September  issue  of  this  monthly 
publication  Minneapolis  has  received  two  new 
talking  machine  visitors.  The  Cheney  talking 
machine  now  is  permanently  installed  in  Minne- 
apolis after  making  a  somewhat  earlier  entrance 
in  St.  Paul.  In  addition  the  Symphonola  Sales 
Co.,  which  formerly  was  located  at  23  Lake 
street,  about  two  miles  out  from  the  center  of 
the  city,  recently  has  come  downtown  and  is 
now  ensconced  at  5  Seventh  street,  South.  C. 
J.  Kleckner  is  in  charge  of  the  store  and  states 
that  he  has  gotten  away  with  a  nice  start,  that 
the  outlook,  is  very  promising,  and  that  the  Sym- 
phonola will  get  its  share  of  the  business. 

The  Cheney  store,  in  charge  of  L.  L.  Law- 
son,  is  located  at  67  Fifth  street,  South.  This 
street  probably  has  more  phonograph  shops 
than  any  other  in  the  city  unless  it  should  be 
Nicollet.  Earl  C.  May,  an  old  Twin  City  boy, 
has  visited  the  Twin  Cities  quite  frequently  of 
late  to  look  after  the  Cheney  interests,  of  which 
he  is  one  of  the  chief  heads. 

The  advent  of  these  companies  in  a  territory 
well  occupied  already,  and  with  unusual  condi- 
tions prevalent,  tells  more  forcibly  than  the 
feeble  words  of  the  correspondent  the  actual 
situation  with  reference  to  talking  machines  in 
the  Northwest.  The  companies  and  concerns 
already  represented  could  not  supply  the  de- 
mand and  so  the  others  came  into  the  game. 

To  get  a  Victrola,  just  what  one  wants,  a 
Twin  City  resident  is  compelled,  figuratively, 
to  get  down  on  the  knees  and  beseech.  Even 
such  humiliation  will  not  always  bring  reward 
to  a  prospective  purchaser,  for  there  is  not  a 
dealer  in  either  Minneapolis  or  St.  Paul  who 
has  a  complete  line  of  Victor  instruments.  Even 
the  big  jobbing  houses  like  the  Beckwith-O'Neill 
Co.  and  W.  J.  Dyer  &  Bro.  do  not  boast  of 
having  complete  lines.  Neither  of  them  is  in 
position  to  supply  even  a  tithe  of  the  orders 
showered  upon  them.  The  lot  of  a  Victor  deal- 
er is  a  sad  tale  these  days.  It  may  be  said 
for  all  of  them  that  the  only  limit  to  their 
sales  is  the  inability  of  the  parent  company  or 
its  jobbers  to  supply  goods. 

The  Beckwith-O'Neill  Co.  is  completing  an 
addition  to  its  record  room,  with  a  capacity  of 
300,000  records,  raising  the  total  capacity  to 
800,000.  It  may  be  added  that  the  house  never 
was  able  to  keep  its  old  record  racks  filled  up, 
but  why  they  built  an  addition  is  their  business. 

Two  tone  recital  tours  are  under  way  in  the 
Northwest  under  the  auspices  of  Thos.  A.  Edi- 


son, Inc.,  represented  by  the  Minnesota  Phono- 
graph Co.  Amy  Ellerman  is  out  on  joint  re- 
cital with  Emma  Seydel.  These  artists  are 
touring  in  central  Minnesota  and  will  make  the 
Northwestern  territory.  Betsy  Lane  Shep- 
herd and  Dorothy  Hoyle  are  en  tour  in  southern 
Minnesota.  Both  parties  will  appear  in  Minne- 
apolis and  St.  Paul.  J.  W.  Scott  and  W.  H. 
Taylor,  the  latter  a  territorial  supervisor,  have 
been  in  the  Twin  Cities  in  the  interests  of  the 
Edison  Co. 

President  Laurence  H.  Lucker,  of  the  Minne- 
sota Phonograph  Co.,  went  to  Chicago  last  week 
to  have  a  heart-to-heart  talk  with  the  Eldison 
officials  in  an  effort  to  get  more  stock. 

Passing  over  to  the  Sonora  Co.'s  interests, 
which  are  in  the  hands  of  the  Minneapolis  Drug 
Co.,  with  Sewell  D.  Andrews  in  charge,  it  will 
be  stated  that  the  company  and  its  representa- 
tives are  satisfied,  wholly  so,  with  the  results 
of  their  efforts  for  the  past  year.  The  local 
dealers  in  Minneapolis,  namely,  J.  W.  Thomas 
&  Co.,  and  the  Watson-Marshall  Piano  Co.,  are 
doing  a  steadily  increasing  Sonora  business. 
New  accounts  have  been  opened  right  along, 
the  September  list  including  the  following  well- 
known  business  houses:  Clayton  A.  Deits, 
Groton,  S.  D.;  C.  M.  Fallon,  Rapid  City,  S.  D.; 
Frase  &  Beyer  Furniture  Co.,  Fairmont,  Minn.; 
C.  W.  Wilcox,  Miller,  S.  D.;  A.  F.  Osweiler, 
Marshall,  Minn.;  J.  F.  Penheiter,  Minnesota 
Lake,  Minn.;  Roslyn  Drug  Co.,  Roslyn,  S.  D.; 
Wagner  Drug  Co.,  Corwith,  S.  D.  All  of  the 
foregoing  are  rated  as  first-class  business 
houses  in  their  respective  communities.  C.  H. 
Jacquet  is  covering  North  and  South  Dakota  as 
special  salesman  and  presumably  will  report  a 
number  of  new  accounts.  The  Sonora  obtained 
an  excellent  introduction  to  South  Dakota 
folks  at  the  South  Dakota  State  Fair  at  Huron, 
where  N.  T.  Lund,  the  local  dealer,  exploited 
the  Sonora  with  much  success. 

Brunswick  phonographs  are  making  a  sure 
headway  in  the  Northwest  through  the  efforts 
of  E.  L.  Kern,  one  of  the  directors  of  the  Bruns- 
wick-Balke-Collender  Co.  The  company  has  is- 
sued some  exceptionally  fine  advertising  which 
has  caused  much  favorable  comment.  The  com- 
pany's headquarters  in  Minneapolis,  Third  street 
and  Fifth  avenue,  South,  have  been  rearranged 
so  as  to  provide  about  100  feet  of  window  space 
for  display  purposes. 

Mr.  Kern  permits  the  publication  of  the  names 
of  the  following  new  Brunswick  dealers  in  the 
Northwest:    S.  E.  Spence,  Cottonwood,  Minn.; 


M.  O.  Burrows  Drug  Co.,  West  Concord,  Minn.; 
C.  E.  Warner,  Faulkton,  S.  D.;  Fowler  Drug 
Co.,  Mitchell,  S.  D.;  Jones  Bros.,  Clark,  S.  D. 

The  Butte  branch  has  been  closed  and  all 
shipments  into  Montana  territory  will  be  made 
from  Minneapolis.  However,  L.  S-  Bacharach, 
the  company's  representative,  will  still  have 
charge  of  the  Montana  territory  with  head- 
quarters at  Butte. 

The  Columbia  business  in  this  city  is  away 
beyond  the  ability  of  the  manufacturers  to  sup- 
ply goods.  The  unfilled  orders  in  the  North- 
west office  confirm  Manager  Sprague's  asser- 
tion that  he  could  have  trebled  last  year's  busi- 
ness had  he  been  able  to  obtain  the  goods  and 
carry  on  a  suitable  advertising. 

The  immense  Pathe  supply  of  instruments  and 
records  in  the  hands  of  the  great  house  of  G. 
Sommers  &  Co.,  St.  Paul,  rapidly  is  disappear- 
ing under  the  continued  call  from  the  country 
and  the  activities  of  the  roadmen.  Manager 
Jay  H.  Wheeler  announced  last  August  that  he 
believed  the  house  to  be  fairly  well  fortified 
against  all  onslaughts,  but  stated  recently  that 
he  feared  now  that  the  holiday  call  might  leave 
him  in  the  air. 

In  conclusion  it  might  be  stated  that  if  all  the 
business  men  in  the  Northwest  were  as  cheer- 
ful and  as  amiable  and  as  optimistic  as  the  talk- 
ing machine  folks  the  country  would  be  filled 
with  beatific  joy  from  coast  to  coast. 


THE  NEW  EDISON  SURVIVES  CYCLONE 

Our  readers  will  doubtless  remember  reading 
about  the  violent  tropical  storm  that  visited 
Louisiana  the  first  week  of  last  August,  causing 
about  two  million  dollars'  damage  at  Lake 
Charles. 

An  interesting  and  amusing  incident  happened 
to  a  New  Edison  in  that  storm  which  is  reported 
by  the  Berdon-Campbell  Furniture  Co.,  Edison 
dealer. 

"We  have  a  good  story  about  the  New  Edison. 
The  Official  Laboratory  Model  was  blown  from 
a  home  in  the  country  during  the  cyclone  that 
hit  Southwest  Louisiana  on  the  sixth  of  this 
month.  The  next  morning  it  was  found  about 
a  quarter  of  a  mile  from  the  home,  with  hardly 
a  scratch;  no  record's  were  broken,  and  the 
motor  was  in  first-class  shape.  The  wind  blew 
it  from  a  demolished  home,  it  was  rained  upon, 
and  still  the  Edison  could  play  'Keep,  the  Home 
Fires  Burning,'  even  though  there  was  no 
home." 


R.  S.  Peer,  formerly  assistant  manager  of  the 
Columbia  Co.'s  Kansas  City  branch,  is  now  in 
the  U.  S.  Navy. 


Freemen  buy  bonds,  slaves  wear  them. 


AMERICAN 


No.  22 


No.  13 


No.  8 


Seven  Models 

from  $30  to  $90 
wholesale 

Goods  that  are  giving 
satisfaction.  Guaran- 
teed shipment  and 
stock    for  delivery. 


AMERICAN  PHONOGRAPH  CO.,  39  Fountain  St.,  Grand  Rapids,  Mich. 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


55 


Buy  bonds  or  pay  taxes?  Lend  our  capital  and 
savings,  or  give  them?  These  are  the  plain  ques- 
tions confronting  us  today.  Our  men  are  now 
where  they  must  have  munitions  and  supplies, 
which  must  be  provided  by  us.  We  have  made 
the  main  choice — that  we  will  win  this  war — and 
there  remains  only  the  minor  choice  as  to  how 
we  will  pay  the  price.  Bonds  or  taxes?  Which 
is  it  to  be?  Your  answer  will  be  made  during 
this  Fourth  Liberty  Bond  Campaign. 

Contributed  Toward  Winning  the  War  by 
THE  TALKING  MACHINE  WORLD,  New  York  City 


COLUMBIA  WINDOW  DISPLAY 


Prepared  by  the  Columbia  Co.'s  Dealer  Service 
Department  for  November  of  Especial  Inter- 
est to  Members  of  the  Industry 


The  November  window  display  as  prepared 
by  the  dealer  service  department  of  the  Co- 
lumbia Graphophone  Co.  for  the  use  of  its  deal- 
ers embodies  a  timely  and  pertinent  thought, 
combined  with  a  color  scheme  that  is  striking 
and  novel  in  its  effect.  The  large  central  fig- 
ure shows  a  tower  clock  and  bears  the  cap- 
tion heading  "Longer  Evenings  Again,"  a  card 
which  is  particularly  appropriate  to  the  change 
in  time  that  will  take  place  the  last  of  this 
month. 

Tied  into  the  suggestion  and  well-balanced 
with  the  central  card  are  two  smaller  ones  giv- 
ing a  list  of  the  new  Columbia  November  dance 
and  popular  records.  Four  smaller  cards  fea- 
ture such  popular  artists  as  Stracciari,  Lashan- 
ska,  Arthur.  Fields,  Campbell  and  Burr,  while  an 
elongated  announcement  of  the   latest  Cohan 


A  New  and  Better 
Reproducer  used  on 


THE 


"Symphone  Phonograph" 

PLAYS  ANY 
MAKE  of  RECORDS 

Gives  a  fine,  clear 
and  natural  tone. 
Eliminates  harsh 
and  metallic  sounds. 

Write  for  particular t 

>NE  MFG.  CO. 


212  Telegram  Bids. 


TARENTUM,  PA. 


hits  by  George  MacFarlane  lends  a  pleasing  ef- 
fect to  the  whole  set.  Eight  attractively  illus- 
trated cut-out  record  holders  featuring  Seagle, 
Lazaro,  Maurel,  Baklanoff,  Diero  and  the  new 


Columbia  Window  Display  for  November 

Naval  Reserve  Band  complete  the  display  in  the 
matter  of  floor  material. 

Of  particular  interest  in  connection  with  this 
November  display  is  the  cut-out  figure  show- 
ing the  Serbian  Tambouritza  Orchestra  in  ac- 
tion, presenting  their  popular  Columbia  number 
"Waves  of  the  Sea."  There  has  been  a  steady 
demand  for  Serbian  music  that  has  been  well 
taken  care  of  by  the  Columbia  Co.'s  interna- 
tional record  department,  which  has  recently 
announced  several  splendid  numbers  by  this 
Tambouritza  Orchestra. 

The  Columbia  monthly  window  display  serv- 
ice has  been  conducted  with  gratifying  results 
over  the  period  of  the  past  year,  and  plans  are 


SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE. 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS.  ETC. 

GLOBE    DECALCOMANIE  CO. 

JERSEY  CITY.  N.  J. 


now  being  made  by  the  dealers'  service  depart- 
ment for  a  continuation  of  this  service  during 
1919.   

LANDAY  BROS.  IN  NEWARK,  N.  J. 


Victor  Wholesalers   Plan   to   Open   Store  on 
Broad  Street,  That  City,  the  Coming  Month 


Landay  Bros.,  the  well-known  Victor  whole- 
salers and  dealeYs  of  New  York,  have  leased 
from  the  Prudential  Insurance  Co.  a  store  on 
Broad  street,  near  Market,  Newark,  N.  J.,  and 
will  open  a  talking  machine  shop  there  some 
time  during  the  coming  month.  The  lease  calls 
for  a  record  rentage  of  about  $900  per  front 
foot  per  year. 


Walter  S. 

Chronicle  Bldg.,  San  Francisco,  Cal. 


N 
E 
E 
D 
L 
E 
S 


Pacific  Coast  Jobber  for  the  Best  in 
Talking  Machine  Trade  Accessories 


56 


THE    TALKING    MACHINE  WORLD 


October  15,  1913 


No.  100  —  $125.00 


"HOFFAY" 

The   AIRTIGHT  MACHINE 

As  the  trade-mark  reads,  is 

"The  World's  Musical  Instrument" 

Increases  the  value  of  records  of  all  makes 


No.  100— $125.00 
The  Home  Music  Leader 

Unquestionably  the  best  value  on  the  market.  Genuine  mahogany,  quar- 
tered or  fumed  oak.  Metal  parts  nickel-plated,  automatic  stop,  double 
spring  motor,  plays  from  four  to  five  records. 

Two  hundred  needles  for  Columbia  and  Victor  Records  and  sapphire  points 
for  Edison.    If  diamond  point  $5.00  extra. 

Height.  443/4".  width  19".  depth  20JA". 

No.  140— $175.00 
A  Great  Instrument 

Finest  construction  throughout,  genuine  mahogany,  quartered  or  fumed  oak. 
Distinctive  design.  High  class  double  spring  motor,  playing  from  four  to 
five  records.  Metal  parts  heavily  nickel-plated.  Two  hundred  needles  for 
Victor  and  Columbia  records,  one  sapphire  point  for  Edison.  Diamond 
point  $5.00  extra.    Height  47",  width  21",  depth  21". 


The  Wonderful  Resurrectone 

With  its  exclusive  "tuning  fork"  has 
no  equal  in  the  world.  Its  clearness  and 
mellowness  have  the  timbre  and  warmth 
of  the  natural  voice,  string  or  wind  in- 
struments. Forms  the  regular  equip- 
ment for  the  Hoffay,  but  is  also  sold  for 
other  machines. 


Why  and  How  the  "HOFFAY"  is  Airtight 

If  a  "string"  instrument  gets  cracked  the  tone  is  lost.       If  a  "singer"  loses  a 
front  tooth  his  tone  is  lost.        If  a  "cigar"  gets  broken  the  flavor  is  gone. 
The  same  applies  to  a  talking  machine. 


The  Half-Fork 


Price:  Nickel-plated  $10.  22  karat 
gold-plated  $12.50.  To  fit  Victors, 
Colli m bias,  Sonoras,  and  attach- 
ments for  Edison  machines,  etc. 
Money  refunded  if  reproducer  re- 
turned within  5  days  from  receipt. 


The  next  best  reproducer.  Remarkable 
for  its  clear  and  loud  sound.  It  is 
equipped  on  the  Hoffay  wherever  spe- 
cially ordered.  It  is  also  sold  to  fit  other 
machines. 


Stationary  Base  (5)  carries  double  row  of  balls  (6)  and  (7)  upon  which  Revolv- 
ing Base  (3)  turns  around  for  the  horizontal  movement  of  tone-arm,  and  the 
joint  is  made  airtight  by  Flange  (10)  going  into  groove  (11)  filled  with  yellow 
vaseline.  Balls  (6)  and  (7)  should  be  kept  oiled  through  spare  (12). 
Space  (14)  permitting  the  up  and  down  movement  of  the  tone-arm  is  made  ab- 
solutely airtight  by  flexible  washer  (15);  thus  a  perfect  anti-frictinn  and  airtight 
mechanism  is  provided  with  every  "HOFFAY". 

Spring  (1)  supporting  weight  of  tone-arm  (2)  is  now  substituted  by  an  internal 
spring,  the  tone-arm  being  straight,  so  that  no  curves  or  joints  hinder  the 
sounds.    Joint  (13)  is  cemented  and  consequently  airtight. 


Price:  Nickel-plated  $6.00.  22  kt. 
gold  -  plated  $7.50.  To  fit  stand- 
ard machines  and  attachments  for 
Edisons.  Money  refunded  if  re- 
producer returned  within  5  days* 


No.  190— $225.00 
The  "Second"  Hoffay  Choice 

Elegance  of  style  enriched  by  inlaid  mahogany  of  extremely  high  finish, 
lends  special  charm  of  "finesse"  to  this  superior  instrument.  Fine  treble 
spring  motor  will  play  six  or  seven  records.  Speed  regulator  and  automatic 
stop.  200  needles  for  Victor  and  Columbia  records.  Sapphire  needle  for 
Edison.    Diamond  point  $5.00  extra.    Metal  parts  gold-plated. 

Height  46y2".    width  20",    depth  20'/2". 

No.  250-$275.00 

The  Supreme  Achievement  in  Musical 
Instruments 

An  extra  smart  creation,  made  in  genuine  mahogany,  that  symbolizes  the 
acme  of  perfection.  Silent  treble  spring  motor  will  play  six  or  seven  re- 
cords. Speed  regulator  and  automatic  stop.  Metal  parts  are  22  karat  gold- 
plated,  200  needles  for  Victor  and  Columbia  records  and  one  sapphire  point 
for  Edison  records;  diamond  point  S5.00  extra. 

Height  50%",    width  24'/2",  depth  24>/4". 


Sole  Distributors  for  the  State  of  Utah,  Eastern  Nevada, 
Western  Wyoming,  Southern  and  Eastern  Idaho 

GEO.  A.  LOWE  CO. 

OGDEN,  UTAH 

Hoffay  products  are  protected  by  patents  granted  and  pending. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


57 


COMING  OF  FALL  STIMULATES  BUSINESS  IN  DETROIT 

Cooler  Weather,  End  of  Vacation  Season  and  Continuance  of  Industrial  Prosperity  All  Have  Their 
Effect — W.  R.  Woodmansee  Moves  and  Expands — Wallace  Brown's  Liberty  Loan  Offer 


Detroit,  Mich.,  October  7. — September  was  an- 
other splendid  month  for  talking  machine  deal- 
ers. The  cool  weather,  which  was  a>  complete 
surprise  to  Detroit  residents,  proved  a  big 
stimulant  for  dealers  because  it  kept  many  peo- 
ple at  home.  Furthermore,  the  return  of  peo- 
ple from  their  summer  homes  and  gasless  Sun- 
days have  had  a  great  deal  to  do  in  stimulating 
business.  Dealers  report  that  in  their  record 
departments  they  have  noticed  an  unusual  in- 
crease in  their  Saturday  business,  believing  that 
this  is  accounted  for  by  the  fact  that  people 
cannot  use  their  automobiles  on  Sundays  and  in- 
crease their  number  of  late  records  for  amuse- 
ment. Another  good  reason  for  the  splendid 
September  business  is  the  prosperity  of  Detroit 
and  the  high  wages.  It  is  true  that  never  in  the 
history  of  the  city  have  such  high  wages  been 
paid.  Over  300  manufacturing  plants  in  De- 
troit are  now  devoted  to  war  work.  Most  of 
them  work  on  a  cost-plus  basis,  and  it  is  not  a 
question  of  what  it  costs  to  get  out  the  work, 
but  rather  to  get  it  out  at  any  cost. 

In  the  campaign  for  the  Fourth  Liberty  Loan 
among  those  in  the  talking  machine  industry 
who  are  taking  an  active  part  are  E.  P.  Andrew, 
and  Ed  Andrew,  of  the  J.  L.  Hudson  Music  Co.; 
R.  R.  Ailing,  of  the  Edison  Shop;  E.  B.  Trebil- 
cock,  of  the  Detroit  Music  Co.,  and  Sidney  J. 
Guest,  Dix  avenue  dealer. 

The  J.  L.  Hudson  Co.  starting  October  1  an- 
nounced to  the  public  that  it  was  handling  three 
makes  of  talking  machines — the  Victrola,  Sonora 
and  Cheney.  It  will  continue,  however,  to  deal 
exclusively  in  Victor  records.  During  the 
thirty-seventh  anniversary  sale  of  the  Hudson 
store  Manager  Ed  Andrew,  of  the  talking  ma- 
chine department,  featured  a  specially-made  ma- 
chine to  sell  at  $73.  Mr.  Andrew,  by  the  way, 
who  is  manager  of  the  Hudson  talking  machine 
department,  spent  part  of  September  in  New 
York  City  buying  ammunition,  explosives  and 
war  materials,  for  the  "Battle  of  Vimy  Ridge" 
put  on  at  the  State  Fair  Grounds  September 
28-29  under  the  auspices  of  the  Michigan  State 
Troops,  of  which  he  has  been  a  member  since 
the  beginning  of  the  war  with  Germany. 

W.  R.  Woodmansee  has  moved  from  1297 
Grand  River  avenue  to  936  Grand  River  avenue, 
having  purchased  the  stock  of  the  Solomon  & 
Moon  Music  Co.,  located  at  the  latter  address. 
Mr.  Woodmansee  will  continue  to  deal  in  pianos, 
players  and  Columbia  goods  exclusively.  He 
has  been  in  business  on  Grand  River  avenue  for 
the  past  eight  years.  His  new  location  is  much 
better  than  his  former  one,  and  he  says  himself 
that  already  he  has  noticed  a  big  increase  in 
trade. 

Sam  Lind,  local  manager  for  the  Columbia 
Co.,  is  extremely  optimistic  about  the  fall  and 
winter  business.  "If  the  factory  will  stand  back 
of  all  the  orders  we  place  it  will  prove  to  be  the 
best  year  the  Detroit  branch  has  ever  had."  he 
said.  "All  of  our  dealers  are  reporting  good 
business  and  are  ordering  more  merchandise 
than  ever.  So  far  we  have  taken  splendid  care 
of  our  customers,  and  we  hope  to  be  able  to  do 
so  throughout  the  coming  fall  and  winter.  We 
find  a  great  increase  in  the  demand  for  higher- 
priced  machines,  and  we  might  add  that  our  new 
period  designs  are  taking  exceptionally  well." 

Wallace  Brown,  Brunswick  dealer,  during  the 
Fourth  Liberty  Loan,  offered  to  pay  $10  on  any 
$50  or  $100  Liberty  Bond  for  persons  who  would 
buy  a  phonograph  priced  at  $100  or  over;  where 
the  purchase  ran  $200  or  over  he  offered  to  in- 
crease the  payment  to  $20.  Mr.  Brown  says 
his  business  for  the  past  three  months  has  been 
real  good,  and  that  he  is  banking  on  a  tre- 
mendous holiday  business. 

The  Pathe  Shop,  formerly  on  Griswold  street, 
has  now  officially  and  completely  moved  to  its 
new  store  at  73  Broadway.  This  store  is  oper- 
ated by  H.  N.  Ness  &  Co. 

Williams,  Davis,  Brooks  &  Hinchman  Sons, 
Michigan    jobbers    for    the    Pathephones  and 


Pathe  records,  are  completing  a  very  big  year. 
During  the  first  nine  months  they  have  gone 
way  beyond  their  quota  and  put  on  some  of  the 
best  furniture  stores  in  Detroit  as  Pathe  dealers. 
Having  always  carried  immense  stocks,  they 
have  been  able  to  take  good  care  of  their  cus- 
tomers throughout  the  territory.  Incidentally, 
we  might  mention  that  every  retailer  of  Pathe 
phonographs  and  records  with  whom  the  writer 
has  talked  recently,  reports  the  same — "they  are 
coming  much  better." 

Grinnell  Bros,  throughout  their  entire  circuit 
are  doing  a  good  Victor  business,  insofar  as 
they  are  able  to  get  what  merchandise  they  can. 
The  help  situation  has  given  them  considerable 
trouble,  especially  at  their  main  store  in  Detroit, 
where  they  employ  so  many  salespeople.  A 
great  deal  of  the  time  they  have  been  forced  to 
close  their  booths  on  the  mezzanine  balcony  of 
the  first  floor,  owing  to  the  lack  of  salespeople. 
Good  record  girls  are  especially  hard  to  get. 

The  People's  Outfitting  Co.,  44  Michigan  ave- 
nue, recently  announced  having  secured  the  ex- 
clusive Detroit  agency  for  the  Stradivara  phono- 
graph, priced  at  from  $95  to  $200. 

AEOLIAN  LIBERTY  LOAN  DRIVE 

Through  Its  Windows  in  Aeolian  Hall  in  Man- 
hattan, Brooklyn,  Bronx  and  Newark  the  Aeo- 
lian Co.  Is  Doing  Great  Work  for  the  Success 
of  the  Fourth  Liberty  Loan 

Through  its  windo„ws  at  Aeolian  Hall  in  Man- 
hattan, Brooklyn,  Bronx  and  Newark,  the  Aeo- 
lian Co.  is  co-operating  with  the  Liberty  Loan 
Committee  in  the  fourth  drive.  For  the  first 
time  the  United  States  Government  }ias  called 
upon  the  merchants  of  the  country  for  special 
Liberty  Loan  displays  in  their  windows'. 

At  a  very  patriotic  and  enthusiastic  meeting 
of  the  National  Association  of  Window  Display 
Men  held  at  the  Hotel  McAlpin  recently,  F.  W. 
Vreeland,  of  the  Aeolian  Co.'s  advertising  de- 
partment, tendered  the  co-operation  of  the  com- 
pany for  this  drive  in  arranging  special  window 
displays  at  the  different  branches.  In  view  of 
the  superior  locations  and  -magnitude  of  space 
afforded  by  the  Aeolian  wind.ows,  this  offer  re- 
ceived marked  attention  at  the  meeting  and 
won  expressions  of  special  appreciation  on  the 
part  of  the  Liberty  Loan  Committee. 

At  the  present  time  the  show  windows  in  the 


/  j&^t  \  Read  the  Trade  Mark  carefully, 
/  TU*?ff^Tltf\sJv7\  near  tne  machine,  and  you'll  agree 
I  rulMrMf  u(  J  that  it  is  trulv 

V  x'Jlw  The  World's  Musical  Instrument 

v^usn>ij^^  Improves  All  Records 

Send  for  our  Special  Proposition 
HOFFAY   TALKING   MACHINE  CO..  Inc. 

3  West  29th  Street  New  York  City 


For  the  duration  of  the  war  the  semi-annual 
furniture  exhibits  at  Grand  Rapids  will  be  aban- 
doned. While  there  will  be  exhibits  there  will 
be  no  concerted  effort  along  those  lines.  In  the 
past  quite  a  number  of  talking  machine  manu- 
facturers have  found  these  semi-annual  affairs 
productive  of  good  business.  Some  manufac- 
turers will  continue  to  make  permanent  exhibits 
at  some  of  the  exposition  buildings. 

It  is  expected  that  the  Detroit  Talking  Ma- 
chine Dealers'  Association  will  resume  their 
regular  monthly  meetings  some  time  this  month. 
It  is  likely-  that  some  action  will  be  taken  to 
co-operatively  urge  the  public  to  do  their  Christ- 
mas shopping  early  in  accordance  with  the  re- 
quest of  the  National  Council  of  Defense. 

The  Vitanola  talking  machine,  which  is  made 
in  Chicago,  III., -and  handled  in  this  city  by  Weil 
&  Co..  Geo.  C.  Wetherbee  &  Co..  and  the  Buhl 
Sons  Co.,  is  much  in  demand,  according  to  the 
reports  from  these  distributors.  The  latest  de- 
signs are  highly  praised. 

various  Aeolian  Halls  throughout  the  city  con- 
tain remarkably  effective  and  artistic  Liberty 
Loan  displays.  The  window  at  Forty-second 
street  in  particular  is  surrounded  daily  by 
crowds  of  passers-by,  who  are  keenly  interested 
in  the  splendid  display  that  is  presented  in  be- 
half of  the  Loan  drive.  Aeolian  window  dis- 
plays have  for  many  years  won  the  enthusiastic 
praise  of  professional  window  decorators  in 
New  York  and  several  authorities  who  attended 
the  association  meeting  at  the  McAlpin  com- 
mented at  length  upon  the  artistic  conception  of 
the  Aeolian  displays. 


THE  TIME  FOR  THE  ACID  TEST 

This  is  the  psychological  time  to  study  ad- 
vertising as  never  before — to  study  it  not  for 
immediate  results,  but  for  the  effect  that  it  will 
have  in  maintenance  and  development  after 
the  war. 

Elimination  of  advertising  at  this  time  indi- 
cates that  the  manufacturer  does  not  expect  to 
stay  in  business  until  the  dawn  of  peace,  and 
yet  his  whole  thought  should  be  focused  on 
keeping  things  going  until  that  welcome  hour. 


THIS  ALBUM  MADE  US  FAMOUS 

by  selling  it.    Why  don't  you  try? 


Pat.  Dec.  15,  1914. 


Buy  Your  Albums  Direct  From  the  Manufacturer 

Twy^n'y1    THE  BOSTON  BOOK  CO.,  Inc. 

The  only  exclusive  Record  Album  Factory  in  the  world. 


58 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


Two  brilliant  successes  in  the  October  Mid- 
Month  List— "Smiles"  and  "How  I  Hate  to 
Get  Up  in  the  Morning. 


99 


SPALDING  TALKS  ON  MUSIC  AND  WAR 


Former  Edison  Star,  Now  an  Aviator  in  Italy, 
Tells  How  the  War  Will  Make  Music  More 
of  an  Essential  Than  Ever  Before — A  Sensible 
View  of  German  Music  and  Musicians 


Albert  Spalding,  known  formerly  as  "Amer- 
ica's greatest  violinist"  and  who  is  now  a  lieu- 
tenant in  the  American  Aviation  Service  serving 
in  Italy,  is  interestingly  quoted  in  the  New  York 
Sun  on  "'Music  and  the  War."  When  asked  to 
express  his  views  in  regard  to  musical  Italy 
and  the  effect  in  general  that  the  war  will  have 
on  music  Lieut.  Spalding  had  the  following  to 
say  in  part: 

"It  is  my  belief  that  music  will  take  a  more 
prominent  place  in  people's  lives,  and,  in  fact, 
is  taking  a  more  vital  place  now  than  ever  be- 
fore. Guglielmo  Ferrero,  the  historian,  once 
said  'Art  is  a  pleasure  without  a  need.'  I  won- 
der if  he  would  repeat  that  statement  to-day. 
Life,  from  a  material  standpoint,  has  during 
these  past  four  years  come  to  be  made  of  sterner 
stuff  than  it  was  in  the  inconsequential  days 
which  preceded  the  great  war. 

"People  have  sacrificed  and  suffered  to  the 
utmost  extent.  Material  pleasures  have  had 
to  be  given  up  one  by  one.     Distractions,  lux- 


INCREASE  YOUR  SALES 
Mr.  Edison  Dealer,  with  the 

KENT  Attachment 
and  Sound  Box 


Patented  March  2,  1915      .  ; 
SIMPLE  AND  ACCURATE 

Made  by  manufacturers  who  have  specialized  in  Edison 
attachments  for  years. 

SEND  FOR  ONE  TODAY 

Most  Edison  jobbers  handle  our  products.  If  yours  does 
not  send  direct. 

F.  C.  KENT  &  CO, 

Manufacturers  of  Phonograph  Accessories 
COR.  MULBERRY  AND  CHESTNUT  STS  .  NEWARK.  N.  J. 


Columbia  Graphophone  Co. 

NEW  YORK 


uries  and  manifold  interests  have  narrowed 
themselves  down  and  become  merged  into  one 
great  spiritual,  mental  and  physical  effort — win- 
ning the  war  for  democracy. 

"The  psychological  result  of  this  will  be  to 
prepare  and  fit  people  more  for  the  great  con- 
solation and  mental  uplift  that  art,  and  especial- 
ly music,  can  give.  For  the  pleasures  of  the 
body  will  be  substituted  the  pleasures  of  the 
mind,  by  necessity  at  first  and  by  choice  after- 
ward.    Books  will  be  read,  pictures  looked  at 


Lieut.  Albert  Spalding 

and  music  listened  to  with  greater  attention,  in-, 
terest  and  concentration  than  ever  before." 

When  asked  what  his  views  were  on  German 
music,  Lieut.  Spalding  said,  smiling: 

"I  do  not  believe  in  excluding  all  German, 
music,  but  I  believe  that  we  should  only  listen: 
to  music  of  dead  Germans.  There  are  two  rea- 
sons for  this:  First,  because  it  is  good  music; 
and,  second,  because  the  Germans  who  wrote 
it  are  dead  and  a  dead  German  is  better  than 
a  living  German.  Bach,  Beethoven,  Mozart. 
Schubert,  Schumann  and  Brahms  have  nothing 
to  do  with  the  hellishness  of  the  Hohenzollerns 
and  Hapsburgs.  Their  utterances  are  heaven 
storming  proclamations  of  nature's  beauties. 

"We  have  more  right  to  the  heritage  of  their 
beauty  than  has  war-mad  Germany  of  to-day. 
We  are  more  their  followers  in  our  ideals  and 
aspirations  than  the  Germans  are,  and  why 
should  we  deny  ourselves  the  privilege  of  lis- 
tening to  them  simply  because  the  unhappy  land 
from  which  they  came  has  since  run  amuck — 
temporarily  we  hope — from  the  poisons  of 
Nietzsche  and  Bernhardi?  Modern  Germany' 
has  produced  many  clever  musicians,  many  ef-' 
ficient  musicians,  but  in  my  opinion  their  lasting 
value  is  nil. 

"A  nation  whose  avowed  purposs  is  the  tri- 
umph of  materialism  cannot  produce  spiritual 
results  worthy  of  the  name  and  the  same  ruth- 
less hand  that  burned  the  library  at  Louvain 
and  pointed  the  guns  of  destruction  at  Rheims, 
Paris  and  Venice  has  for  forty  years  been  nail-, 
ing  all  true  artistic  effort  and  impulse  toward 


individual  freedom  of  thought  to  a  military 
cross  of  iron. 

"A  Germany  that  would  repudiate  her  Hohen- 
zollerns and  Hindenburgs  might  some  day  in 
the  future  have  something  to  say  to  us  in  art, 
but  as  they  stand  to-day  Goethe,  Beethoven  and 
Kant  would  renounce  and  disinherit  them  as 
followers." 

"What  place  do  you  think  America  is  going  to 
take  in  music?  Do  you  think  that  she  has  a 
future  in  the  art  of  music?"  the  interviewer 
asked. 

"Most  certainly,"  replied  Lieut.  Spalding. 
"Even  before  the  war  there  was  an  awakening 
throughout  America  to  the  great  need  for  ar- 
tistic expression  by  the  artist  himself  and  ar- 
tistic experience  by  the  layman.  And  now  more 
than  ever  with  the  sacrifices  and  trials  and  with 
the  purification  that  comes  by  fire.  American 
men  and  women  will  turn  to  music  for  consola- 
tion and  for  the  expression  of  their  thoughts 
and  ideals.  And  why  should  we  doubt  that  a 
nation  that  has  already  produced  great  writers, 
great  painters  and  great  architects  should  be 
able  also  to  produce  great  musicians?" 

Edison  dealers  and  the  musical  public  are  thor- 
oughly familiar  with  the  art  of  Albert  Spalding 
through  the  many  Re-Creations  made  of  his 
playing  and  they  know  that  he  speaks  with  au- 
thority. His  entire  career,  both  as  artist  and 
man,  is  one  of  which  America  can  feel  justly 
proud. 


"Does  It  Play  All  Records?' 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


'a.tcKir\J  tKe  Music  Coirve  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
mor'riate  price? 

Send  your  name  and  let  us  tell  you  more! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


59 


Creating  Maximum  Customer  Satisfaction  With 
Minimum  Merchandising  Effort  -  by  Arthur  h.  cushman 

Director  of  Sales,  Emerson  Phonograph  Co. 


Maximum  customer  satisfaction  with  mini- 
mum effort  in  the  sale  of  goods  is  obtained  by 
supplying  the  purchaser  with  the  merchandise 
he  desires  at  the  time  he  wants  it. 

When  a  customer  enters  your  store  and  says, 
"Give  me  this  list  of  records,"  naming  four  pop- 
ular selling  numbers,  and  your  clerk  goes  to  the 
shelves,  promptly  wraps  the  records,  gives  them 
to  the  customer  and  takes  payment,  you  have 
made  a  satisfied  customer  with  minimum  sales 
effort. 

Such  a  transaction  seems  simple  enough,  but 
for  a  dealer  in  talking  machine  records  to  per- 
form such  service  regularly,  and  without  serious 
interruption,  means  that  he  has  accomplished 
the  almost  impossible;  however,  the  nearer  the 
dealer  approaches  this  ideal  situation,  the  more 
completely  he  has  solved  the  problem  of  maxi- 
mum satisfaction  to  his  trade  with  minimum 
sales  effort. 

Aside  from  display  and  the  advertising  of  the 
merchandise  the  elements  entering  into  the  suc- 
cessful conducting  of  a  store  may  be  divided 
into  two  general  factors: 

1.  The  merchandise  desired  by  the  customer 
on  hand  and  ready  for  delivery  at  all  times. 

2.  Prompt  and  efficient  sales  service. 

The  first  one  is  of  greatest  importance,  and 
has  a  very  great  influence  on  the  ability  to  give 
the  latter; 

How  may  a  dealer  have  on  hand  in  his  store  a 
complete  stock  of  records  at  all  times?  The 
average  dealer  will  immediately  say  the  essen- 
tial requirement  is  prompt  service  by  the  manu- 
facturer; but  is  this  wholly  true?  It  is  not.  The 
factors  which  bring  about  this  condition  in  a 
store  involve  the  co-operation  of  both  record 
manufacturer  and  dealer.  Each  one  is  much 
dependent  on  the  other.  Unless  the  dealer,  by 
careful  system  properly  installed  in  his  store 
and  faithfully  carried  out,  anticipates  his  re- 
quirements at  the  earliest  possible  moment,  the 
manufacturer's  service  to  him  is  bound  to  be 
seriously  impaired. 

It  is  my  firm  conviction  that  50  per  cent,  to 
75  per  cent,  of  the  dealer's  inability  to  re- 
ceive his  record  requirements  at  the  time  he 
needs  them  is  due  to  lack  of  initiative  on  his 
own  part  and  his  failure  to  place  orders  prompt- 
ly for  the  records  needed.  His  needs  could 
have  been  foreseen  long  before  the  orders  were 
placed  had  he  given  sufficient  consideration  to 
intelligent  stock  control  and  reordering  to  re- 
plenish his  stock. 

I  have  before  specifically  emphasized  the  fact 
that  the  dealer  should  have  a  careful  system  by 
which  his  stocks  are  kept  at  a  minimum  and  his 
service  at  a  maximum  by  installing  in  his  rec- 
ord department  an  accurate  system  for  keep- 


ing careful  account  of  his  sales  and  the  condi- 
tion of  his  stock. 

A  dealer  should  go  a  great  deal  further  than 
this.  He  should  at  least  once  a  week  note  not 
only  that  the  records  which  he  is  selling  are 
promptly  reordered,  but  should  adjust  his 
"stock  limits"  on  these  records  in  a  proper 
ratio  to  the  sales. 

For  instance,  if  a  dealer,  when  "Over  There," 
one  of  the  biggest  selling  records  of  recent 
years,  was  brought  out,  placed  an  initial  order 
for  100  records  and  proceeded,  by  a  proper 
system,  to  reorder  from  day  to  day,  the  exact 
amount  his  books  showed  his  sales  for  this 
number  would  have  been  constantly  out  of  this 
record  unless  he  raised  his  "stock  limit"  sub- 
stantially, as  100  records,  with  the  rapidity  with 
which  "Over  There"  sold,  would  not  have  given 
a  sufficient  lapse  of  time  to  get  orders  in  at 
the  factory  or  the  jobber,  and  receive  them  be- 
fore he  would  have  been  out  of  stock.  If, 
however,  the  dealer,  seeing  that  the  sale  was 
daily  growing  harder,  had  raised  his  "stock  limit" 
from  100  to  200,  300  or  400,  as  the  case  may  be, 
and  besides  raising  his  "stock  limit,"  continued 
to  send  his  orders  in  promptly  for  his  daily 
sales,  he  then  would  have  had  at  all  times  suf- 
ficient leeway  in  stock,  with  reasonable  co-op- 
eration in  shipment  on  the  part  of  the  manu- 
facturer, to  take  care  of  his  trade. 

My  investigation,  however,  has  shown  me  that 
very  few  dealers  work  on  this  principle.  I  am 
absolutely  sure  that  no  dealer  can  give  prompt 
service  on  records  to  his  trade  regardless  of 
how  quickly  the  manufacturer  fills  his  order, 
unless  he  has  a  system  by  which  weekly  he  is 
able  to  get  records  of  sales  so  that  he  can  in- 
telligently increase  or  decrease  the  "stock  limit" 
on  his  popular  selling  records. 

Therefore,  I  want  to  impress  upon  every 
dealer  the  importance  of  first  maintaining  a 
"stock  limit"  on  the  popular  selling  records  in 
his  store  in  a  proper  ratio  to  the  sale  and  then 
keep  a  constant  inflow  of  orders  to  the  factory 
for  replacements  on  these  numbers,  as  indicated 
by  his  daily  sale.  That  is  all  the  dealer  can 
do,  but  if  he  does  this  it  will  only  be  in  rare 
instances  that  the  factory  will  fail  to  keep  him 
supplied. 

Failure  to  maintain  such  a  system  means  cus- 
tomers coming  into  the  store  and  calling  for 
numbers  which  the  dealer  is  out  of,  and  this  is 
"sand  in  the  bearings"  of  the  sales  machinery 
and  greatly  decreased  customer  satisfaction. 

The  second  factor  which  I  wish  to  take  up 
is  entirely  within  the  control  of  the  dealer,  and 
that  is  service.  The  first  detail  in  this  is  a 
proper  arrangement  of  his  record  stock  so  that 
any  record  which  he  has  in  stock  is  immediately 


Phonograph 

available  for  delivery  to  the  customer.  A  poor- 
ly arranged  record  department  results  in  sales- 
persons not  knowing  what  records  are  in  stock 
or  where  they  are  and  is  "sand  in  the  bearings" 
again,  and  no  dealer  can  escape  the  blame  for 
this  himself. 

The  salespersons  who  do  not  know  the  stock 
and  are  not  familiar  with  the  records  and  are 
therefore  unable  to  give  prompt  attention  to 
the  customer  add  more  "sand  in  the  bearings" 
and  the  machinery  is  slowed  up  to  a  still  greater 
extent,  as  delay  is  bound  to  occur  not  only  in 
giving  satisfactory  service  to  one  customer,  but 
to  others  who  are  waiting  their  turn. 

Proper  arrangement  of  stock,  thorough  knowl- 
edge on  the  part  of  the  salesperson  of  the  stock, 
means  the  necessity  of  less  clerk  hire,  which  is 
a  great  esseiftial  at  this  period.  It  should  be 
the  striving  of  every  dealer  in  phonograph  rec- 
ords to  get  the  greatest  possible  efficiency  from 
his  clerks.  This  means  minimum  sales  effort, 
and  minimum  sales  effort  spells  profits. 

Failure  to  supply  customers'  requirements 
means  an  effort  expended  in  convincing  the 
prospective  customer  that  he  should  buy  other 
merchandise  than  that  asked  for,  and  is  effort 
and  energy  unnecessarily  expended  unless  this 
effort  is  put  into  effect  after  the  customer's 
wants  have  been  supplied,  and  then  it  should 
be  applied  to  increasing  sales,  as  may  be  legit- 
imately done.  It  then  becomes  minimum  sales 
effort  for  increasing  business.  A  well-regu- 
lated, carefully  organized  store  should  only  take 
up  such  selling  after  the  customer  has  been 
completely  satisfied  as  to  the  merchandise  he 
knows  that  he  desires. 

If  the  dealers  in  phonograph  records  will 
operate  a  plan  for  keeping  stock,  as  I  have  sug- 
gested, co-ordinate  it  with  prompt  service  on 
the  part  of  the  clerks,  together  with  intelligent 
understanding  of  the  stocks  in  the  store,  he  will, 
in  the  final  analysis,  create  maximum  customer 
satisfaction  with  minimum  sales  effort. 


SALESMANSHIP  ANALYZED 


The  word  "salesmanship"  we  find  has  three 
syllables.  The  first  is  sales.  Sales,  taken  in 
the  sense  of  sail,  suggests  activity,  life,  action, 
a  definite  course,  a  pilot — mastery.  Seek,  and 
you  will  find  in  the  word  "salesmanship"  all 
the  laws  and  principles  of  success  in  selling. 
The  next  syllable  is  man.  Man  here  suggests 
ability,  honesty,  integrity,  sincerity,  courage, 
strength,  perseverance,  manhood  and  all  that 
measures  up  to  100  per  cent,  efficiency.  The 
third  syllable  is  ship,  which  suggests  progress — 
success.  It  is  a  wonderful  word,  a  magical 
word.     Does  it  not  live  and  breathe! 


The  "Liberty"  Stylus  has  "Made  Good 


9) 


uy  Bonds 
/bjouz-UTMOST 


Every  Dol- 
lar of  our 
profits  goes 
into  Liberty 
Bonds. 


'  I  'HIS  semi-permanent  needle,  playing  from  100  to  300  records,  is  now  being 
sold  by  some  of  the  most  successful  jobbers  in  the  country. 

It  is  the  only  semi-permanent  needle  on  the  market  that  can  be  used,  re- 
moved at  any  time  and  replaced  in  the  needle  holder  without  lessening  the 
tone  quality  or  damaging  the  record. 

The  Liberty  Stylus  is  manufactured  in  full,  medium  and  soft  tone,  and  is 
marketed  in  packages  of  three  needles  to  a  package,  50  packages  in  a  box. 
Samples  to  the  trade  free  upon  request 

LIBERTY  STYLUS  COMPANY 

DETROIT,  MICH. 


Lend 


my  Bonds 
fJ^UTMOSI 


Every  Dol- 
lar of  our 
profits  goes 
into  Liberty 
Bonds. 


60 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Dance  time  is  here  again!  Look  over  the 
new  Columbia  Dance  Records,  and  go  after 
the  folks  who  like  to  dance. 


Columbia  Graphophone  Co. 

NEW  YORK 


VALUE  OF  WELL=DRESSED  WINDOW 


How  a  Grafonola  Shop  Utilizes  Material  Pre- 
pared by  Columbia  Dealer  Service  Department 
to  Good  Purpose — How  It  Is  Arranged 


The  accompanying  photograph  shows  the 
well-dressed  window  of  a  Grafonola  shop  in  a 
nearby  city  whose  proprietor  evidently  believes 


of  this  famous  artist  at  a  nearby  theatre.  In 
the  central  background  is  seen  a  framed  photo- 
gravure of  the  Chicago  Symphony  Orchestra,  a 
picture  of  considerable  interest  to  all  who  have 
heard  this  successful  organization  either  on  the 
stage  or  through  the  medium  of  Columbia  rec- 
ords. 

In  the  center  of  the  window  is  a  record  tree 
fixture  holding  five  Columbia  window  display 
records  which  are  such  faithful  reproductions  of 
the  regular  product  that  they  cannot  be  detected 
as  imitations  four  feet  from  the  eye.  In  the 
central  foreground  is  a  Columbia  brass  sign 
mounted  on  heavy  mission  finished  oak  for  dis- 
play in  available  spaces  in  the  interior  or  outside 
of  the  store. 

The  smaller  articles  are  a  midmonth  hanger 
in  a  metal  easel  frame  and  two  cut-outs  from 
the  dealer  service  monthly  window  display.  A 
Columbia  monthly  supplement  on  the  floor  of 
the  window  suggests  that  new  lists  of  Colum- 
bia records  are  on  sale  and  constitute  an  in- 
vitation to  passers-by  to  enter  the  store  and 
hear  them. 


HOW  TO  SAVE  MONEY 


An  Excellent  Columbia  Display 

in  the  efficiency  of  the  material  prepared  by  the 
Columbia  dealer  service  department. 
The  principal  features  of  the  arrangement  are 

the  Grafonola  K-2  and  the  life-sized  cut-out  of   

Pablo  Casals,  which  forms  an  effective  tie-up  He  who  has  conquered  his  own  coward  spirit 
with  newspaper  advertising  and  the  appearance    has  conquered  the  whole  outside  world. 


The  surest  way  to  make  money  is  to  save 
money,  and  there  is  no  surer  way  to  do  so 
than  to  buy  Liberty  Loan  Bonds;  thus  you  help 
yourself  and  help  the  nation  win  the  war. 


MELOPHONE  MOTOR 

T 


No.l  Fjpi 


No.l 


COMPLETE  WITH  10-INCH  TURN  TABLE 

Simple  in  construction,  the  most  satisfactory  and  durable  of  all  small  motors. 

Will  play  two  ten-inch  records  with  one  winding. 
Three  years'  successful  record  as  the  best  single  spring  motor  manufactured. 

Immediate  Deliveries  Sample  $2.00 

Write  for  Quantity  Prices 

Melophone  Talking  Machine  Co. 

380  Lafayette  Street,  New  York 


DISCUSSES  THE  NEEDLE  SITUATION 

President  Tauber,  of  Progressive  Phonograph 
Supply  Co.,  Tells  of  Price  Advance— Has  Just 
Left  on  Extended  Western  Trip 

D.  Tauber,  president  of  the  Progressive  Phon- 
ograph Supply  Co.,  sole  distributors  for  the 
Wall-Kane  steel  needles,  left  last  week  for  an 
extended  Western  trip,  which  will  include  a  visit 
to  the  leading  trade  centers  in  the  South  and 
Middle  West. 

Before  leaving  Mr.  Tauber  commented  upon 
the  fact  that  the  demand  for  Wall-Kane  steel 
needles  is  constantly  increasing  and  that  not- 
withstanding the  increased  price  for  these 
needles,  which  went  into  effect  last  month,  the 
orders  received  from  the  company's  jobbers 
are  far  in  advance  of  any  period  in  the  com- 
pany's history. 

Discussing  the  price  situation,  Mr.  Tauber 
said:  "Last  month  we  announced  a  new  price 
list  to  the  trade,  this  being  the  first  increas'e 
in  the  price  of  Wall-Kane  steel  needles  since 
wc  placed  our  product  on  the  market.  We  held 
up  this  advance  until  the  last  minute,  but  the 
tremendous  increase  in  the  cost  of  raw  materials 
and  labor  made  an  advance  absolutely  neces- 
sary. At  the  same  time,  however,  the  price 
of  the  Wall-Kane  steel  needle  is  50  per  cent, 
lower,  as  compared  with  the  average  steel 
needle,  taking  into  consideration  the  number  of 
records  that  a  package  of  Wall-Kane  steel 
needles  will  play.  Whereas  we  have  only  ad- 
vanced our  prices  recently,  practically  every 
other  steel  needle  has  been  increased  in  price 
two  or  three  times  during  the  past  year.  We 
are  making  plans  to  take  care  of  a  record- 
breaking  fall  business,  and  feel  sure  that  our 
clientele  will  receive  satisfactory  service." 


PLANS  FOR  A  GREAT  FALL  TRADE 

Atlanta,  Ga.,  October  4.— The  Diamond  Disc 
Shop,  at  9  West  Alabama  street,  in  this  city,  is 
closing  a  splendid  business,  and  H.  N.  Purdy, 
manager  of  this  establishment,  is  making  plans 
for  a  record-breaking  fall  and  holiday  business. 
August  and  September  sales  were  phenomenal, 
showing  a  gain  of  250  per  cent,  over  last  De- 
cember, and  the  store  closed  three  times  as  much 
business  in  the  month  of  August  as  it  closed  in 
December,  1917. 

Mr.  Purdy  has  spent  several  years  in  the  retail 
phonograph  business  and  is  an  enthusiastic  ad- 
mirer of  the  Edison  Diamond  Disc  phonograph. 
He  thoroughly  understands  and  appreciates  the 
musical  and  sales  possibilities  of  this  instrument, 
and  his  familiarity  with  this  product,  combined 
with  the  aggressiveness  of  his  sales  staff,  has 
been  an  important  factor  in  the  success  achieved 
by  the  Diamond  Disc  Shop. 


It  is  easy  to  learn  all  the  notes  that  make 
good  music,  and  all  the  rules  that  make  good 
business,  but  a  fellow's  got  to  add  the  fine  curves 
to  them  himself  if  he  wants  to  do  any  more 
than  beat  the  bass  drum  all  his  life. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


61 


MORE  CONVINCING  PROOF  OF  WORLD  ADVERTISING  RESULTS       AMBEROLA  SALES  IN  CANADA 


The  Art  Craft  Co.,  Grand  Rapids,  Telegraphs  of  Unexpected  Volume  of  Inquiries  From  Announce- 
ment— Indicates  That  Consistent  and  Persistent  Advertising  Always  Wins  Out 


Increased  Prices  No  Hindrance  to  Trade,  Ca- 
nadian Dealers  Find 


The  accompanying  unsolicited  telegram  re- 
ceived at  the  office  of  The  World  from  the  Art 
Craft  Co.,  Grand  Rapids,  speaks  volumes  for 
the  supremacy  of  The  Talking  Machine  World 


CLASS  OF  SERVICE 

SYMBOL 

Tel  HQ  ram 

Diy  Letter 

Blue 

Night  Message 

Nlte 

Night  Letter 

NL 

If  none  of  these  three  symbols 
appears  after  the  check  (number  of 
words)  this  Is  a  telegram.  Other- 
wise its  character  Is  Indicated  by  the 
symbol  appearing  after  the  check. 

WESTE 


has  been  authorized  for  use  in  the  October  issue. 
There  is  no  doubt  but  that  The  Talking  Machine 
World  can  be  used  to  excellent  advantage  by 
every    talking    machine    manufacturer  whose 

Form  1201 


NEWCOMB  CARLTON.  PRESIDENT 


GEORGE  W.  E.  ATKINS.  FIRST  VICE-PRESIDENT 


CLASS  OF  SERVICE 

SYMBOL 

Telegram 

Day  Letter 

Blue 

Night  Message 

Nttt 

Night  Letter 

NL 

If  none  of  these  three  symbols 
appears  after  the  check  (number  of 
words)  this  is  a  telegram.  Other- 
wise its  character  is  indicated  by  the 
symbol  appearing  after  the  check. 

RECEIVED  AT 

M26  CPD  MB      49HL  3  EX 

GRANDRAP ID 8  MICH  OCT  2  1918 
TAIK11TG  MACHINE  WORLD 

373  4  AVE  NEWYORK  N  Y 
Our  Add  in  Sept  Issue  of  Talking  Machine  World  Has  Brought  Unexpected 
Results  In  Such  A  Short  Time  This  Experience  Verifies  The  Belief  That 
Good  Merchandise  Advertised  In  The  Proper  Way  Will  Bring  Results  You 
May  Rest  Assured  That  We  Will  Continue  Space  In  Your  Pauer 

The  Artcraft  Co. 
E  W  Simpson 


in  this  industry  and  the  tremendous  drawing 
powers  of  advertising  in  its  pages.  The  Art 
Craft  Co.  used  a  full  page  advertisement  in 
the  September  number  announcing  a  new  line 
of  high-grade  machines.  As  the  telegram  indi- 
cates, this  advertisement  produced  unexpected 
results,   and   another   full   page  advertisement 


726PM 

product  is  worthy  of  consideration  by  the  trade. 
As  The  World  reaches  the  progressive  dealers 
in  every  part  of  the  country,  it  offers  the  manu- 
facturer an  opportunity  to  keep  his  name  before 
the  trade  month  after  month  and  build  up  a 
good  will  for  his  product  that  is  invaluable  and 
cannot  be  measured  in  dollars  and  cents. 


Coming  at  this  time,  following  the  recent  an- 
nouncement of  an  increase  in  United  States 
prices  of  Edison  instruments,  a  comparative 
statement  of  Amberola  sales  in  Canada  since 
that  country  has  been  at  war  is  fraught  with 
tremendous  importance  and  significance  to  every 
United  States  Edison  dealer. 

Taking  the  total  sales  in  Canada  of  Amberola 
instruments  and  records  for  the  years  1915,  1916, 

1917  and  the  first  quarter  of  1918,  the  following 
percentages  of  increase  in  volume  of  sales  are 
shown: 

1916  over  1915,  41  per  cent,  increase;  1917  over 
1916,  62  8/10  per  cent,  increase;  first  quarter  of 

1918  over  same  period  of  1917,  82y2  per  cent,  in- 
crease. 

This  increase  of  sales  is  even  more  striking 
when  it  is  considered  that  in  1916  and  1917  the 
import  duty  averaged  37J4  per  cent.,  whereas 
in  1918  this  duty  was  raised  to  50  per  cent.  And 
in  spite  of  that  the  increase  in  volume  of  sales 
for  the  first  quarter  of  1918  was  82J4  per  cent. 

From  an  analysis  .of  the  foregoing  it  becomes 
evident  that  the  higher  retail  price  of  Amber- 
olas  and  Amberol  records  in  no  way  hampers 
the  sale  of  this  merchandise.  We  must  also 
consider  that  Canada  differs  from  the  United 
States  in  that  that  country  has  been  at  war  since 
1914,  whereas  we  here  have  been  in  the  conflict 
only  a  year  and  a  half.  It  seems  that  these  fig- 
ures of  actual  results  obtained  should  inspire 
every  Edison  dealer  with  the  knowledge  that  an 
increased  retail  price  does  not  interfere  with  the 
demand  for  the  merchandise  he  has  to  offer. 


WRONG  TIME  TO  CUT  DOWN 


Cutting  down  advertising  in  slack  times  is  an 
example  of  "penny  wise  and  pound  foolish." 
Advertising  is  like  a  magician's  bag — more 
comes  out  of  it  than  was  put  in. 


WHEN  YOU  FIGHT— FIGHT! 


When  you  fight — FIGHT!  When  you  buy 


■'ight  as  these  American  soldiers 
fought  in  the  streets  of  Fismes. 

"They       covered      themselves  with 
glory,"  the  papers  say.    Of  course  they 
id — they   are  Americans. 

They  met  the  finest  of  the  enemy  ' 
troops  in  a  terrific  hand-to-hand  strug- 
gle. They  used  their  guns — their 
bayonets — their  hare  fists.  Every  Amer- 
ican soldier  went  after  his  man  desper- 
ately, fearlessly,  persistently,  with  one 
great  driving  purpose — to  whip  that 
russian  Guard,  to  silence  its  machine 
guns — to  win! 

It's  a  pretty  good  way  to  fight — this 
American  nay.  It  wins  battles  over 
there,  it  will  win  a  splendid  Victory 
over  here — if  we  fight  when  we  fight — 
if  we  buy  Liberty  Bonds  to  our  utmost. 


Silas  E.  Pear  sail  Co. 


WhoU>aU  Diitri 

It)  East  39th  Street 


Silas  E.  Pear  sail  Co. 

10  East  39th  Street 


and  Rtcord. 

New  York 


62 


THE    TALKING    MACHINE  WORLD 


October  15.  1918 


If  there's  a  problem  that's  bothering  you— 
put  it  up  to  the  Dealers'  Service  Department. 
That's  what  they're  tor. 


Columbia  Graphophone  Co. 

NEW  YORK 


MILWAUKEE  TRADE  STARTS  THIRD  ADVERTISING  CAMPAIGN 

Will  Concentrate  on  Sales  of  Records  and  Music  Rolls — About  $1,500  Will  Be  Spent — New  Asso- 
ciation Members — Multitone  Co.  to  Manufacture — Bradford  Co.  Expansion — News  of  .  Month 


Milwaukee,  Wis.,  October  10. — Talking  ma- 
chine business  is  due  for  another  boom,  the 
Milwaukee  Association  of  Music  Industries  hav- 
ing decided  to  proceed  with  another  extensive 
advertising  campaign  for  the  good  of  the  trade 
as  a  whole.  This  will  be  the  third  campaign 
under  association  auspices,  the  first  having  been 
instituted  during  the  holiday  season  a  year  ago, 
and  the  second  during  last  spring.  These  cam- 
paigns were  productive  of  splendid  results,  and 
lest  the  influence  and  prestige  built  up  in  this 
manner  be  in  any  way  dissipated  by  lack  of 
attention  it  has  been  decided  to  conduct  a  third 
drive,  to  cover  the  remaining  three  months  of 
the  year.  The  association  took  into  considera- 
tion all  conditions  and  influences  of  the  times 
before  deciding  to  go  ahead,  and  has  adopted 
a  plan  of  operation  that  will  not  interfere  in 
any  possible  way  with  the  wishes  of  the  War 
Economy  Board  of  the  Council  of  National  De- 
fense with  respect  to  holiday  business.  On  the 
other  hand,  the  campaign  is  so  designed  that 
it  will  co-operate  in  every  way  with  the  Govern- 
ment. The  public  will  be  urged  to  do  its  buying 
early  and  with  due  regard  to  the  stress  of  the 
times. 

A  distinct  feature  of  the  third  campaign  will 
be  its  appeal  for  business  in  records  and  music 
rolls.    Previous  campaigns  made  the  purchase 


of  the  instrument  the  principal  point.  Now 
the  supply  end  of  the  business  will  be  placed  in 
the  forefront. 

The  campaign,  as  planned,  will  cost  about 
$1,500,  which  is  being  raised  by  voluntary  sub- 
scriptions among  members  of  the  association 
in  proportion  to  their  volume  of  business.  For 
the  purpose  of  the  first  campaign  a  total  of 
$4,000  was  raised.  The  spring  campaign  cost 
about  $1,200.  It  is  believed  that  no  local  dealers' 
association  has  ever  entered  upon  so  compre- 
hensive a  scale  of  co-operative  sales  effort.  Pre- 
vious campaigns  have  attracted  nation-wide 
attention  and  the  idea  has  already  been  copied 
in  several  large  cities  of  the  country,  either  by 
organized  associations,  groups  of  dealers,  or 
local  newspapers. 

President  Henry  M.  Steussy,  who  is  general 
manager  of  the  Milwaukee  Piano  Mfg.  Co.,  rep- 
resenting the  Brunswick  phonograph,  says  in 
relation  to  the  proposed  campaign: 

"We  are  not  going  to  advertise  because  busi- 
iness  is  bad,  but  because  business  has  been  good 
and  we  intend  that  it  should  remain  so  and 
improve.  We  are  firm  believers  in  advertising. 
Experience  has  taught  us  that  advertising  is 
food  and  sustenance  for  good  business,  just 
as  it  is  medicine  and  stimulant  for  bad  busi- 


Pathe  for  Profits 


Phonograph  dealers  should  investigate  the 
wonderful  merits  of  the 

Pathe  Phonographs  and  Records 

By  dealing  through  us 
you  have  the  assurance  of 


Prompt  Deliveries 
Real  Service 


Co-operation 
Sales  Help 


Write  us  today 


THE  FISCHER  CO. 

(Oldest  Pathe  Jobbers) 

940  Chestnut  St.  Cleveland,  Ohio 


One  of  the  results  of  the  music  dealers'  co- 
operative advertising  is  the  action  of  the  Mil- 
waukee Jewelers'  Club  in  undertaking  a  similar 
drive  at  a  cost  of  nearly  $5,000.  This  began 
late  in  September  and  will  be  carried  through 
until  late  in  January. 

Three  prominent  women  members  of  the  local 
talking  machine  trade  have  become  full-fledged 
members  of  the  music  industries  association. 
They  are  Mrs.  Piasecki,  wife  of  Col.  Peter  F. 
Piasecki,  441  Mitchell  street,  whose  extensive 
phonograph  business  is  being  handled  by  his 
wife  during  his  absence  on  duty  in  France  with 
the  famous  Thirty-second  Division;  Miss  Helen 
Gunnis,  manager  of  The  Music  Shop,  310-312 
Grand  avenue,  representing  the  Columbia  and 
Starr,  and  Mrs.  George  H.  Eichholz,  widow 
of  the  head  of  the  Geo.  H.  Eichholz  Co.,  542 
Twelfth  street,  Victor  and  Edison  dealer.  Mmes. 
Piasecki  and  Eichholz  and  Miss  Gunnis  were 
guests  at  the  September  meeting  of  the  asso- 
ciation and  at  its  close  expressed  themselves 
as  so  well  pleased  with  the  constructive  work 
being  done  by  the  organization  that  they  applied 
for  membership  then  and  there.  A  new  addi- 
tion to  the  ranks  of  male  members  on  this  occa- 
sion was  Harry  W.  Krienitz,  Victor  dealer,  326 
Grove  street.  The  association  is  making  an 
active  campaign  for  new  members  and  expects 
to  recruit  all  of  the  better  class  of  dealers  with- 
in a  short  time. 

The  latest  entrant  into  the  Wisconsin  manu- 
facturing field  is  the  Multitone  Mfg.  Co.,  of  Eau 
Claire,  Wis.,  which  has  been  organized  by  E.  J. 
Sailstadt,  an  old-time  Columbia  man,  and  for 
several  years  a  piano  and  talking  machine  dealer 
of  that  city,  to  manufacture  a  machine  of  his 
own  design  and  incorporating  numerous  new  and 
original  features.  The  capital  stock  of  the  new 
company  is  $50,000,  all  of  which  is  Eau  Claire 
money.  A  factory  was  opened  during  the  early 
part  of  last  month  and  is  now  in  full  operation. 
A  splendid  volume  of  business  has  been  booked 
and  assures  continuous  production  for  a  long 
time  ahead.  Officers  of  the  company  are:  Pres- 
ident, E.  J.  Sailstadt;  vice-president,  Dr.  E.  T. 
Finucane;  secretary  and  treasurer,  L.  T.  Rob- 
erts. Frank  Dassow,  formerly  of  the  Steger 
factories,  Steger,  111.,  is  with  the  company  as 
designer  and  superintendent. 

The  Hoeffler  Piano  Mfg.  Co.,  304  West  Water 
street,  this  city,  one  of  the  leading  automatic 
instrument  houses  in  Wisconsin,  is  making  an 
effective  campaign  in  behalf  of  the  Seeburg 
Phono-Grand.  This  combination  phonograph 
and  piano  is  establishing  a  wide  popularity  in 
this  city  and  is  being  placed  in  some  of  the 
best  homes. 

"More  business  than  we  can  take  care  of,"  is 
the  succinct  comment  on  business  conditions 
made  by  the  local  branch  of  the  Brunswick- 
Balke-Collender  Co.,  of  which  Thomas  I.  Kidd 
is  manager. 

Charles  J.  Orth,  504  Grand  avenue,  distributor 
of  the  Puritan  in  Wisconsin  and  Upper  Michi- 
gan, is  earning  the  reputation  of  being  the  most 
consistent  advertiser  among  Milwaukee  talking 
machine  men.    Hardly  a  day  passes  without  an 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


63 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us? 

BADGER  TALKING-MACHINE  CO.  iSSssf^S 

VICTOR  DISTRIBUTORS 


Orth  display  in  one  or  more  of  the  daily  news- 
papers of  Milwaukee.  Mr.  Orth  writes  his  own 
"copy,"  and  for  originality  and  effectiveness  no 
better  run  of  advertising  has  ever  appeared  in 
this  city.  The  steadily  mounting  volume  of 
Puritan  sales  is  ample  proof  that  his  work  is 
bringing  results. 

The  J.  B.  Bradford  Piano  Co.,  which  retails 
the  Victor  in  its  main  store  at  411  Broadway, 
and  the  Sonora  in  its  South  Side  store  at  596 
Mitchell  street,  is  coming  to  be  one  of  the  most 
important  retail  talking  machine  interests  in 
Milwaukee.  The  Mitchell  street  store  was 
opened  only  two  months  ago  in  a  permanent 
location,  although  a  branch  has  been  maintained 
for  more  than  a  year.  It  is  proving  to  be  one 
of  the  livest  Sonora  agencies  under  the  juris- 
diction of  the  Yahr  &  Lange  Drug  Co.,  Sonora 
distributor  in  Wisconsin  and  the  Upper  Penin- 
sula. The  Victrola  department  on  Broadway 
has  recently  been  remodeled  and  tripled  in  size 
and  is  now  under  the  complete  charge  of  S.  F. 
Patchin  as  manager.  Miss  Ruby  Knox,  formerly 
in  charge  of  the  music  roll  library,  has  been 
appointed  to  the  same  position  in  the  record 
department. 

The  Gether  Piano  Co.,  625  Grand  avenue,  this 
city,  reports  a  constantly  growing  Pathephone 
business.  During  State  Fair  week  the  company 
maintained  a  booth  at  the  fair  grounds,  where 
it  featured  the  regular  $90  Pathe  Solophone  at 
$75,  including  new  Universal  tone-arm  and 
twenty  records. 

The  Squier  Store,  Rhinelander,  Wis.,  which 
maintains  a  Victrola  department  in  connection 
with  its  jewelry  business,  has  moved  into  new 
quarters,  in  which  about  twice  the  former  floor 
space  is  available.  The  store  is  conducted  by 
Mrs.  Edward  G.  Squier,  one  of  the  best  known 
business  women  of  Northern  Wisconsin. 

Paul  Wachs,  expert  adjuster  and  repairman 
for  Charles  J.  Orth,  Puritan  distributor,  re- 
cently had  the  misfortune  to  lose  his  little  son 
by  accidental  drowning  while  at  play  on  the 
river  banks. 

The  Edmund  Gram  Music  House,  414-416  Mil- 
waukee street,  this  city,  has  enlarged  its  Aeolian- 


Vocalion  department  and  record  library  to  meet 
its  growing  business. 

George  Jewell,  who  retails  the  Edison  at 
Rhinelander,  Wis.,  has  remodeled  and  redeco- 
rated his  music  store  from  "cellar  to  garret" 
and  now  has  one  of  the  most  attractive  estab- 
lishments in  any  of  the  smaller  communities. 


ber  of  merchants  have  had  interest  clauses  in 
their  contracts  for  several  years  past,  and  they 
have  kept  them  there  in  spite  of  the  fact  that 
they  have  sometimes  lost  sales  to  dealers  who 
did  not  charge  interest.  However,  those  who 
have  been  holding  off  for  one  reason  or  another 
finally  have  discerned  the  justice  of  the  propo- 
sition and  have  come  into  the  fold. 

"I  consider  it  one  of  the  most  important  steps 
the  talking  machine  trade  of  Milwaukee  has  ever 
taken,"  said  Richard  H.  Zinke,  manager  of  the 
Badger  Talking  Machine  Shop,  Victor  retailer, 
425  Grand  avenue,  and  secretary  of  the  Music 
Industries  Association.  "It  is  bound  to  exert  a 
powerful  influence  for  the  betterment  of  the 
trade.  It  is  only  taking  what  rightfully  be- 
longs to  us.  All  of  us  realize  now  that  we  have 
been  unjust  to  ourselves." 


INTEREST  ON  DEFERRED  PAYMENTS 


Universal  Adoption  of  This  Plan  by  the  Retail 
Talking  Machine  Trade  of  Milwaukee — Asso- 
ciation Gets  Full  Credit  for  Move 


ANDREWS  IN  RUNAWAY  ACCIDENT 

C.  N.  Andrews  and  His  Father-in-Law  Had 
Narrow  Escape  from  Serious  Accident  in 
Syracuse — F.  P.  Besser  in  France 


Milwaukee,  Wis.,  October  10. — Unquestionably 
one  of  the  most  momentous  developments  in 
the  retail  talking  machine  trade  of  Milwaukee 
this  year  is  the  universal  adoption  of  the  plan 
of  charging  interest  on  all  deferred  payments, 
beginning  October  1.  After  agitating  the  ques- 
tion for  more  than  a  year  all  elements  of  the 
trade  finally  have  acknowledged  the  wisdom  and 
necessity  of  this  step,  and  from  now  on  no  sale 
of  a  machine  on  the  instalment  plan  will  be 
made  unless  the  purchaser  agrees  to  pay  6  per 
cent,  interest. 

To  the  Milwaukee  Association  of  Music  In- 
dustries, composed  of  talking  machine  and  piano 
dealers,  must  be  given  full  credit  for  bringing 
about  this  important  progressive  step  in  musi- 
cal instrument  merchandising.  It  has  been 
successful  in  making  the  trade  see  that  good 
business  judgment  makes  the  institution  of  an 
interest  charge  not  only  desirable  but  abso- 
lutely necessary,  especially  under  existing  con- 
ditions in  the  business.  Thousands  upon  thou- 
sands of  dollars  which  rightfully  belong  to  the 
dealers  have  been  cast  to  the  winds  each  year 
because  of  the  failure  to  make  the  purchaser  pay 
for  the  use  of  money  for  which  the  merchant 
pays  dearly  at  his  bank.  It  is  conservatively 
estimated  that  during  the  first  year  of  the  oper- 
ation of  the  new  plan  not  less  than  $100,000  will 
be  returned  to  local  dealers  in  the  aggregate. 

The  universal  adoption  of  the  interest  charge 
does  not  mean  that  all  Milwaukee  talking  ma- 
chine dealers  have  not  been  making  such 
charges  up  to  October  1.    A  considerable  num- 


Buffalo,  N.  Y.,  October  7. — Syracuse  news- 
papers recently  devoted  considerable  space  to  a 
runaway  accident  in  which  C.  N.  Andrews,  of 
W.  D.  &  C.  N.  Andrews,  talking  machine  job- 
bers of  Buffalo,  figured.  On  a  "gasless  Sunday" 
Mr.  Andrews  and  his  father-in-law,  W.  H.  Col- 
lins, 93  years  old,  were  riding  in  a  horse-drawn 
carriage  to  the  New  York  Central  station  in 
Syracuse  when  the  accident  occurred.  The 
team  drawing  their  rig  ran  away  in  East  Jeffer- 
son street,  which  was  congested  at  the  time,  and 
was  stopped  after  a  lively  run  by  Private  J. 
Noel,  of  the  U.  S.  Army.  The  soldier  was 
dragged  for  nearly  a  block  before  he  brought 
the  horses  to  a  standstill.  The  occupants  of 
the  carriage  escaped  injuries  and  were  able  to 
walk  the  rest  of  the  distance  to  the  station. 

Fred  P.  Besser,  formerly  of  Mr.  Andrews' 
sales  force,  is  attending  an  officers'  training 
camp  at  Saumur,  France.  He  is  taking  a  spe- 
cial course  in  artillery.  In  this  town  there  was 
formerly  a  famous  French  cavalry  school  which 
has  been  turned  over  to  the  Americans. 


CLOCKS  WILL  MAKE  RECOMPENSE 

Those  considerate  people  who  are  on  the 
watch  lest  harm  should  come  to  their  personal 
interests,  or  lacerations  to  their  feelings,  and 
who  groaned  in  spirit  when  forced  to  push 
the  hands  of  the  clock  ahead  in  the  early  days 
of  spring,  will  soon  find  their  recompense,  says 
the  Hardware  Magazine.  The  hour  they  lost 
will  be  restored  them,  and  the  clock  compelled 
to  disgorge  its  sixty-minute  loss.  It  has  been, 
however,  a  great  experiment,  and  a  condition  of 
affairs  that  will  never  be  abandoned. 


Reproducer 


CERTAIN  PATENTED  FEATURES 

found  in  PHON  d'  AMOUR  exclusively  make  the 
PHON  d'  AMOUR  a  re-creation  in  the  phono- 
graph field. 

The  PHON  d'  AMOUR  marks  the  first  real  de- 
parture in  construction  since  phonographs  were  first 
offered  to  the  public. 


THE  REPRODUCER  IN  PHON  d'  AMOUR 

is  an  entirely  new  and  greatly  improved  "sound  box."  It  is  finished  through- 
out with  the  precision  of  a  watch. 

It  is  the  patented  features  in  PHON  d'  AMOUR  that  make  the  difference 
and  which  make  this  instrument  the  phonograph  with  the  Soul  of  a  Violin. 


Copyright,  1917,  by 
The  Fritzsch  Phonograph  Co. 
Trade  Mark 


THE  FRITZSCH  PHONOGRAPH  COMPANY 


228-230  West  7th  Street 


CINCINNATI,  OHIO 


64 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


NINETY  PER  CENT 

of 

New  Edison 
Diamond  Amberolas 

placed  on  trial  are  sold 

An  instrument  on  trial  in  the  home  gen- 
erally has  to  stand  comparison  with  at  least 
one  of  its  competitors.  The  best  satisfied 
Amberola  owners  are  those  who  purchased 
after  such  a  test. 

A  thoroughly  and  permanently  pleased 
instrument  owner  is  a  good  record  buyer. 

Record  sales  mean  profits  for  you. 

THOMAS  A.  EDISON,  Inc. 

Amberola  Department 
ORANGE,  N.  J. 


THE  NEW  EDISON  DIAMOND  AMBEROLA 
MODEL  50 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


65 


PHOTOGRAVURES  OF  ARTISTS 

Framed  Pictures  of  Columbia  Artists  Now  Be- 
ing Shipped  to  Dealers  to  Exploit  Sales 


Framed  photogravures  of  Columbia  artists  are 
now  being  shipped  to  Columbia  dealers  by  the 
dealer  service  department.  The  selection  of 
subjects  covers  practically  all  the  celebrities  on 
the  Columbia  list,  including  instrumental  or- 
ganizations, such  as  the  Chicago  Symphony  Or- 
chestra, one  of  the  most  successful  orchestras 
in  the  country. 

The  photogravure  is  eighteen  inches  by  twen- 
tv-two  inches  in  size,  and  is  artistically  set  off 


Framed  Photogravures  of  Columbia  Artists 

by  a  highly  polished  mahogany  finished  frame 
with  a  gold  border  strip  and  glass.  Each  frame 
is  equipped  with  screw  eyes  and  wire  for  hang- 
ing, and  is  packed  and  sealed  to  prevent  dam- 
age to  the  print  by  dust  and  atmospheric 
changes. 

The  display  of  Columbia  artists'  pictures  is  of 
great  sales  value  to  the  Columbia  dealer.  Aside 
from  their  decorative  value  on  the  walls  of  the 
store  they  are  a  constant  invitation  to  the  cus- 
tomers to  hear  records  and  in  many  instances 
offer  suggestions  that  would  otherwise  not  oc- 
cur.   

GET  THE  VICTORY  PUNCH 


Get  the  victory  punch  into  your  business  let- 
ters. Pessimism  is  more  infectious  than  a  cold. 
One  doubter  can  give  the  chills  to  a  room  full 
of  people.  The  germ  of  this  disease  often 
creeps  into  our  correspondence  and  does  more 
harm  than  the  spoken  word. 


This  war  should  teach  us  to  do  without  many 
things  except  real  loyalty. 


The  Indoor|  Season 

will  be  used  by  many"for  the  study  of 
languages.  This  spells  opportunity  for 
you,  Mr.  Dealer,  through  the 

CORTINA 

Phone-Method 

Sell  them  the  records,  the  talking  machine  and 
the  text  hooks.  The  Cortina  Military  French- 
English  course  is  especially  adapted  for  those 
going  "over  there." 

Send  for  full  information.  Advertising  mat- 
ter and  window  displays  free. 

The  Cortina  Academy 


12  East  46th  Street 


New  York 


AID  LOAN  DRIVE  IN  INDIANAPOLIS 

Geo.  F.  Standke  and  A.  H.  Snyder  Among  Of- 
ficials of  Marion  County  Liberty  Loan  Legion 
— Stewart  Boys  in  Country's  Service 


Indianapolis,  Ind.,  October  10. — George  F. 
Standke,  manager  of  the  Brunswick  Shop,  and 
A.  H.  Snyder,  manager  of  the  Edison  Shop,  won 
commissions  in  the  Marion  County  Legion,  the 
organization  here  which  put  over  the  Fourth 
Liberty  Loan.  Standke  held  the  commission  of 
colonel  and  had  charge  of  Sector  46  with  staff 
headquarters  in  the  Brunswick  Shop.  Snyder 
ranked  as  a  lieutenant.  Colonel  Standke  had  a 
particularly  difficult  sector,  but  he  overcame  the 
enemy  in  fine  shape.  The  sector  included  one 
large  manufacturing  plant  where  a  subscription 
was  obtained  from  every  employe  in  the  plant. 

Previously  to  the  Liberty  Loan  drive  "Col- 
onel" Standke  spent  several  days  in  Chicago 
conferring  with  the  Brunswick  maker  in  regard 
to  getting  machines  to  put  on  the  market  in  In- 
dianapolis. While  there  Standke  ran  on  to  Wal- 
lace Brown,  Brunswick  dealer  of  Detroit,  who 
was  in  Chicago  on  the  same  mission. 

Business  is  reported  good  among  the  dealers, 
but  all  have  the  same  story  as  to  goods — -can't 
get  enough  to  meet  the  demand. 

Mr.  Snyder  announced  that  the  Edison  Shop 
has  arranged  for  a  tone  demonstration  in  the 
Riley  Room  at  the  Claypool  Hotel  on  the  eve- 
ning of  October  28  with  Madame  Odette  Le 
Fontenay,  soprano  of  the  Metropolitan  Opera 
Co.,  as  assisting  artist. 

Ben  L.  Brown,  manager  of  the  Columbia 
Graphophone  Co.'s  wholesale  branch  here,  en- 
tertained all  the  local  dealers  handling  the  Co- 
lumbia line  at  the  Hotel  Lincoln  during  the 
week  of  October  7.  The  new  Columbia  records 
were  played.  This  was  one  of  a  series  of  meet- 
ings which  Mr.  Brown  is  holding  to  promote  the 
sale  of  records,  and  he  says  the  results  more 
than  justify  the  time  spent  at  the  meetings.  Mr. 
Brown  recently  returned  from  a  short  trip  over 
his  territory.  J.  S.  Reese  and  Guy  Boyd,  of 
the  Columbia  wholesale  branch,  have  left  for 
army  service. 

James  E.  Stewart  and  George  E.  Stewart,  sons 
of  A.  M.  Stewart,  of  the  Stewart  Talking  Ma- 
chine Co.,  are  both  in  the  service,  James  being 
with  the  Signal  Corps  stationed  at  Fort  Leaven- 
worth, and  George  with  a  radio  division,  which 
is  believed  to  have  landed  in  France.  James 
vStewart  formerly  managed  the  Stewart  retail 
store  at  110  North  Pennsylvania  street.  Emer- 
son Knight,  formerly  advertising  director  for  the 
Stewart  Co.,  has  arrived  in  France.  He  is  at- 
tending an  officers'  training  camp  for  marines 
there,  having  had  his  preliminary  training  in  the 
United  States. 


GET  IN  TOUCH  WITH  THE  FARMER 


How  the  Talking  Machine  Man  of  the  Town 
Can  Help  His  Business  Materially 


If  the  proprietor  of  a  good  store  can  make 
it  a  point  to  go  around  through  the  surrounding 
country  and  stop  and  talk  over  the  fence  with 
a  lot  of  the  farmers  he  sees  he  can  help  his 
store  more  than  he  has  any  idea.  If  a  farmer 
says  "Can't  you  come  in  and  stay  to  dinner?" 
go  in  and  stay.  The  average  farmer  is  never 
better  pleased  than  when  he  is  showing  hos- 
pitality to  some  of  his  town  acquaintances.  He 
likes  to  be  able  to  show  you  that  he  is  not  a 
fool.  He  feels  at  home  out  there  among  his 
possessions,  and  he  has  something  to  be  proud 
of,  though  with  less  people  to  find  it  out  than 
the  man  in  town.  He  likes  things  to  happen  to 
break  into  the  monotony  of  his  life,  and  the  man 
who  can  make  them  happen  for  him  will  be  his 
friend.  He  likes  the  man  who  will  fraternize 
with  him  without  a  shadow  of  patronizing.  You 
can't  patronize  anyone  long — at  least  the  farmer 
— and  retain  his  trade. 


Advertising  success  depends  upon  three  fac- 
tors— space,  copy  and  reader.  Study  all  three 
and  win. 


No.  1410  Rim  Table  for  Victrola 
IX  or  IXA  Mahogany 

Holds  5  Victor  Albums 

Conserve 

Selling 

Energy 

with 

UDELL 
Cabinets 

Salesmen  are  scarce.  Their  time 
and  efforts  have  double  or  triple 
value.  Every  minute  saved  in  a 
selling  talk  means  money. 

UDELL  Cab  inets  are  in  designs 
that  please.  Their  appearance 
attracts  the  customer,  and  the 
UDELL  reputation  for  quality 
clinches  the  deal. 

They  are  as  near  "self-selling" 
as  a  cabinet  can  possibly  be.  Get 
in  touch  with  us  and  let  us  con- 
vince you. 

You  yourself  know  what  UDELL 
means  on  a  cabinet. 


TRADE  MARK 


THE  UDELL  WORKS 

1205  W.  28th  Street 
INDIANAPOLIS  INDIANA 


66 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


ISSUE  COMPLETE  RECORD  CATALOG 

Important  Publication  Just  Issued  by  the  Otto 
Heineman  Phonograph  Supply  Co.  Embraces 
the  Entire  List  of  "OkeH"  Records 


The  Otto  Heineman  Phonograph  Supply  Co., 
New  York,  has  just  issued  a  complete  catalog 
of  its  "OkeH"  records,  this  publication  being 
the  first  featuring  this  record  line  that  has  yet 
been  introduced  to  the  trade.  The  catalog, 
which  is  attractively  compiled,  gives  a  fair  in- 
dication of  the  pleasing  success  achieved  by  this 
record  line  in  the  comparatively  short  while  it 
has  been  on  the  market. 

The  "OkeH"  records  in  the  new  catalog  are 
arranged  according  to  classes  of  music,  the 
headings  being  distinctive  and  the  use  of  small 
thumb-nail  illustrations  of  the  artists  giving  a 
personal  touch  to  the  pages  that  makes  them 
very  attractive.  Among  the  artists  whose  pho- 
tographs are  presented  are  Reed  Miller,  Grace 
Kerns,  Henry  Burr,  Paul  Eisler,  Byron  H.  Har- 
lan, Arthur  Collins,  Joseph  Philips.  Inez  Bar- 
bour, Frank  Croxton  and  others.    All  of  these 


artists  are  popular  with  music  lovers,  and  their 
"OkeH"  records  exemplify  their  ability  in  the 
recording  art. 

The  many  divisions  under  which  the  records 
are  grouped  enable  the  "OkeH"  dealer  to  pre- 
sent this  catalog  to  his  patron  with  the  assur- 
ance that  it  will  afford  maximum  convenience 
and  enable  him  to  find  the  desired  record  in- 
stantly. Among  the  different  headings  under 
which  these  records  are  listed  are  dances, 
Hawaiian  music,  heart  tunes,  humorous,  instru- 
mental, Irish,  marches,  patriotic,  popular  songs, 
sacred  numbers,  standard  and  familiar  operatic 
selections,  quartets  and  trios.  Southern  melo- 
dies, etc.,  etc. 

"OkeH"  dance  records  have  won  much  favor 
with  the  dealers  handling  this  line,  and  among 
the  artists  recording  for  the  dance  library  are 
the  well-known  Van  Eps  Banjo  Quartet,  Rega's 
Novelty  Dance  Orchestra,  the  Majestic  Hotel 
Dance  Orchestra  and  other  popular  organiza- 
tions. The  humorous  selections  are  recorded 
by  Collins  and  Harlan,  George  Thompson,  Ar- 
thur Hall  and  other  artists  who  have  achieved 
success  in  recording  these  difficult  records.  The 


instrumental  selections  are  especially  worthy  of 
comment  as  Otto  Heineman,  president  of  the 
Otto  Heineman  Phonograph  Supply  Co.,  is  de- 
voting a  considerable  part  of  his  time  to  super- 
vising the  recording  of  standard  instrumental 
numbers  that  will  meet  with  the  approval  of  dis- 
criminating music  lovers,  and  which  can  be 
offered  to  the  public  at  nominal  prices.  The 
Berkshire  String  Orchestra  contributes  several 
numbers  to  the  "OkeH"  library,  and  there  are 
several  'cello  records  made  by  Vladimar 
Dubinsky  that  have  met  with  a  ready  sale. 

AEOLIAN=VOCALION  PUBLICITY 

Series  of  Newspaper  Advertisements  Prepared 
for  Dealers  Just  Issued 


The  advertising  department  of  the  Aeolian 
Co.,  New  York,  has  prepared  for  the  use  of 
Aeolian-Vocalion  dealers  a  splendid  series  of 
newspaper  advertisements  that  can  be  featured 
to  excellent  advantage  during  the  fall  season. 
Before  being  offered  to  the  dealers  these  ad- 
vertisements were  carefully  tested  in  the  local 
newspapers,  and  Aeolian-Vocalion  representa- 
tives can  use  this  series  with  the  assurance  that 
this  publicity  has  "made  good"  under  difficult 
conditions. 

The  Aeolian-Vocalion  phonograph,  because 
of  its  many  distinctive  features,  adapts  itself 
admirably  to  newspaper  advertising,  and  the 
different  advertisements  offered  to  the  trade 
combine  prestige  text  with  effective  sales  ar- 
gument. Cuts  are  furnished  free  of  charge  to 
the  dealers  in  any  size  that  is  desired,  and  there 
is  no  doubt  but  that  the  proper  use  of  this 
advertising  will  act  as  an  impetus  to  the  sale 
of  the  Aeolian-Vocalion  phonograph. 

ENDORSES  "MADE  IN  U.  S.  A."  MARK 

Merchants'  Association  Goes  on  Record  as  Fa- 
voring Adoption  of  That  Marking 


The  Merchants'  Association  of  New  York  has 
adopted  the  following  resolution  endorsing  the 
proposed  use  of  the  marking,  "Made  in  U.  S.  A." 
on  all  goods  manufactured  in  the  United  States 
as  urged  by  the  Bureau  of  Foreign  and  Domes- 
tic Commerce  in  Washington: 

"Whereas,  We  believe  that  the  best  inter- 
ests of  our  country  are  served  when  all  goods 
manufactured  here  can  be  readily  identified  at 
all  times  from  goods  manufactured  elsewhere, 
and 

"Whereas,  We  believe  that  the  identification 
of  the  country  of  origin  of  any  goods  is  fa- 
cilitated by  the  use  of  a  single  designation  of 
origin,  and 

"Whereas,  We  believe  that  the  designation 
'Made  in  U.  S.  A.,'  in  plain  type  form,  is  the  best 
means  of  identification  of  goods  manufactured 
in  the  United  States  of  America;  therefore,  be  it 

"Resolved,  That  the  Merchants'  Association 
of  New  York  recommends  that  the  designation 
'Made  in  U.  S.  A.,'  in  plain  type  form,  be  used 
by  all  of  its  members  on  all  goods  manufactured 
by  them  in  the  United  States  of  America,  and 
that  the  use  of  all  other  markings  to  identify 
the  country  of  origin  of  such  goods  be  discon- 
tinued." 

MAKING  12,000=MILE  TOUR 

Florence  Ferrell,  the  popular  New  England 
lyric  soprano,  and  Grace  Freeman,  the  well- 
known  California  violinist,  are  off  on  a  twelve 
thousand  mile  tour  in  the  interests  of  the  New 
Edison.  Commencing  in  Armour,  S.  D.,  on 
September  16,  Madam  Ferrell  has  been  booked 
in  Tone  Test  recitals  continuously  until  the 
middle  of  December.  Her  route  will  take  her 
through  South  Dakota,  Nebraska,  Colorado, 
Wyoming,  Utah,  Idaho,  Washington,  British 
Columbia,  Oregon,  California,  Nevada  and  Ari- 
zona. Madam  Ferrell  covered  a  portion  of  this 
same  territory  last  spring  and  her  success  was 
so  great  that  she  was  immediately  rebooked 
wherever  she  went. 


Liberty  Bonds  speak  louder  than  words. 


A  Frank  Discussion 


Eight  Models 
Retailing  from  $30  to  $275 


CJThere  are  more  than  a  hundred 
phonographs  that  have  been  pre- 
sented to  the  trade  recently  by 
different  manufacturers.  They 
ALL  claim  superiority  of  every 
detail — cabinet  design,  finish, 
motor,  tone,  etc.  It  is  very  clear 
that  ALL  these  instruments  can- 
not be  BEST.  Some  of  these 
manufacturers  are  at  least  mis- 
taken. 

•fYou  recall  many  things  that 
were  seemingly  satisfactory  until 
BETTER  ones  appeared.  That 
is  exactly  the  case  with  phono- 
  graphs — the  instrument  of  yester- 
day "paved  the  way"  and  to-day 
there  is  but  ONE  best  in  phonographs,  the  SONA-TONE 
-it  is  the  NEW  PHONOGRAPH  and  BETTER,  just 
the  same  as  America  is  the  NEW  WORLD  and 
BETTER. 

•J Mr.  Thomas  Dixon,  of  "Birth  of  a  Nation"  fame,  says: 
"  It  is  the  sweetest  and  clearest  toned  instrument  I  have 
ever  heard." 

•J  You  do  yourself  an  injustice  if  you  do  not  investigate 
the  SONA-TONE,  the  last  and  FINAL  word  in  phono- 
graphs.   The  only  Over  the  Top. 

q  REMEMBER,  the  SONA-TONE  sells  on  sight  and  it 
STAYS  SOLD;  no  come-backs.  Liberal  trade  proposi- 
tion, immediate  deliveries,  and  exclusive  territory. 

Write  us  to-day. 

SONA-TONE  PHONOGRAPH,  Inc. 

Office  and  Sales  Room,  322  Livingston  Street,  Brooklyn,  N.  Y. 
Factory,  691  Bergen  Street,  Brooklyn,  N.  Y. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


67 


DALLAS  TRADE  BOOSTING  LOAN 


AEOLIAN  RECORDS  BY  ROSA  RAISA 


Local  Association  Urges  Subscriptions  in  Large 
Advertisement  in  Public  Press 


Dallas,  Tex.,  October  7. — The  Dallas  Music 
Trades  Association,  of  which  J.  C.  Phelps  is 
president,  is  lending  its  support  to  the  Fourth 
Liberty  Loan  in  a  very  practical  manner.  In 
the  Dallas  News  of  Monday,  September  30,  a 
half-page  advertisement  was  inserted,  signed  by 
sixteen  members  of  the  local  Music  Trades  As- 
sociation, calling  upon  the  citizens  to  have  their 
subscriptions  ready  early  in  the  campaign.  The 
work  of  taking  the  subscriptions  started  Mon- 
day morning,  and  during  the  hours  of  9  to  11 
a.  m.,  a  host  of  canvassers  covered  the  business 
section  of  the  city,  securing  subscriptions. 
Many  prominent  members  of  the  music  trade  in 
this  city  were  among  the  solicitors,  and  latest 
reports  indicate  that  Dallas  will  oversubscribe 
its  quota  by  a  very  substantial  amount. 

The  Field-Lippman  piano  stores  also  gave 
publicity  to  the  Fourth  Loan  through  the  me- 
dium of  a  well-written  advertisement,  which  not 
only  boosted  the  loan,  but  also  called  attention 
to  the  value  of  music  in  maintaining  morale. 


Discretion:  the  act  of  bluffing  a  chap  you  can't 
lick. 


Important  Notice  to  Dealers 

Why  Every  Dealer  Should  Handle 
The  Highest  Grade  Phonograph 
Steel  Needle  in  the  World. 


The  WALL-KANE 


First — Each  WALL-KANE  needle  is  guaranteed 
to  play  10  records  on  any  Phonograph,  the  tenth 
playing  as  clear  as  the  first. 

Second — Phonograph  owners  will  always  purchase 
WALL-KANE  needles,  since  they  eliminate  the 
troublesome  changing  of  needles  after  each  record. 

Third — WALL-KANE  needles  are  scientifically 
prepared,  and,  by  reason  of  special  composition, 
are  beneficial  to  the  grooves  of  the  record,  thereby 
adding  to  its  life. 

Fourth — WALL-KANE  needles  minimize  the 
usual  scratching  sound  of  the  ordinary  steel 
needle  and  greatly  improve  the  clearness  and  tone 
of  reproduction. 

TEST  PROPOSED  TO  DEALERS  TO 
PROVE  THE  SUPERIORITY  OF 

Wall-Kane  Steel  Needles 

Take  two  standard  disc  records  of  the  same  selec- 
tion, play  one  ten  times  with  the  same  WALL- 
KANE  loud  needle;  play  the  other  record,  the 
same  selection,  ten  times,  but  with  ten  new,  full- 
tone  steel  needles. 

You  will  find  that  the  record  plaved  ten  times 
with  the  same  WALL-KANE  needle  will  sound 
clearer,  will  have  less  surface  noise,  and  that 
under  the  magnifying  glass  the  grooves  of  the 
record  .played  ten  times  with  the  ten  steel  needles 
will  seem  to  be  more  disturbeel. 


BEWARE  OF  IMITATIONS 

Package  of  SO  WALL-KANE  needles. 
Loud,  Extra  Loud  and  Medium,  greater 
value  than  500  ordinary  steel  needles,  re- 
tails for  15c,  cost  the  dealer  9lAc. 

JOBBING  TERRITORIES  OPEN 

Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York 


Leading  Dramatic  Soprano  Will  Record  Ex- 
clusively for  Aeolian-Vocalion  Library 


The  Aeolian  Co.  announced  last  week  through 
the  medium  of  effective  newspaper  publicity  that 
Miss  Rosa  Raisa,  well-known  dramatic  soprano, 
would  hereafter  make  records  exclusively  for 
the     Aeolian-Vocalion     record     library.  Miss 

Greatest  Living  Dramatic  Soprano 

Rosa  Raisa 

makes 


ROSA  RAISA 

tin  asiUtmid  iy  nettd  eri 
md  <>brtad~"Tht  [r,jui 
\pra*»  in  the  trtr/d." 


\  Ihi  Chii4[a  Ofrra 


VOCALION 
RECORDS 

Exclusively 


IT  gives  us  much  pleasure  to  announce 
that  this  great  artist's  voice  (the  great- 
est dramatic  soprano  of  the  day,  ac- 
cording to  the  vast  preponderance  of  critical 
opinion)  will  be  reproduced  by  means  of 
Aeolian-Vocalion  Records  exclusively. 

Here  is  a  wonderfully  gifted  singer 
whose  finished  artistry  upholds  the  stand- 
ards of  the  best  sopranos  of  the  last  cen- 
tury; another  superb  voice  that  you  may 
have  in  your  own  home  —  the  glorious 
beauty  and  richness  of  it  kept  intact 
through  this  new  and  revolutionary  re- 
cording process ! 

The  first  of  Miss  Raisa's  beautiful  re- 
cordings to  appear  is  the  "Vio,  lo  sapctc" 
(Well  do  you  know)  from  "Cavalleria 
Rusticana."  A  thrilling  and  beautiful 
number,  nobly  sung  and  perfectly  recorded. 


Rosa  Raisa  Vocalion  Record  Publicity 

Raisa's  first  record,  "Vio  lo  sapete,"  from 
"Cavalleria  Rusticana,"  is  now  ready  for  presen- 
tation to  the  trade,  and  se\reral  musical  critics 
who  have  visited  the  Vocalion  studios  during 
the  past  week  are  enthusiastic  in  praising  this 
record. 

Miss  Raisa  received  her  musical  education  in 
Italy  under  the  greatest  masters.  She  has  ap- 
peared in  England,  Continental  Europe  and  the 
South  American  capitals  in  leading  operatic 
roles,  achieving  everywhere  the  triumphant  suc- 
cess that  crowned  her  appearance  in  New  York 
last  season.  Miss  Raisa  is  now  prima  donna 
soprano  for  the  Chicago  Opera  Association, 
where  her  repertoire  includes  "Aida,"  "Les 
Huguenots,"  "Jewels  of  the  Madonna,"  "Caval- 
leria Rusticana,"  and  others. 

Following  out  its  custom  of  introducing  its 
artists  to  the  public  through  the  use  of  attrac- 
tive advertising,  the  Aeolian  Co.  is  using  space 
in  all  of  the  leading  newspapers  announcing  the 
acquisition  of  Miss  Raisa  to  the  Vocalion  record 
library.  This  advertising  calls  attention  to  the 
success  achieved  by  Miss  Raisa  on  the  operatic 
stage,  and  emphasizes  the  fact  that  she  is  re- 
cording for  the  Vocalion  library  exclusively. 
Miss  Raisa's  international  success  on  the  oper- 
atic stage  enhances  the  importance  of  her  new 
Vocalion  records,  and  the  dealers  handling  this 
line  are  enthusiastic  regarding  the  sales  possi- 
bilities of  her  records. 


A  GROWING  TEXAS  INSTITUTION 


The  Texas-Oklahoma  Phonograph  Co.,  Under 
Management  of  Mr.  Curry,  Moving  Ahead 


Dallas,  Tex.,  October  7. — The  Texas-Oklahoma 
Phonograph  Co.,  with  headquarters  at  1300  Elm 
street,  this  city,  is  one  of  the  live  institutions 
of  the  South,  and  its  "T.  O.  P.  Tips"— a  bright, 
interesting  house  organ — is  always  full  of  in- 
teresting news  matter.  This  concern  controls 
the  Edison  jobbing  interests  in  this  territory, 
and  is  steadily  expanding  its  business  to  meet 
its  growing  trade.  New  and  impressive  office 
quarters  were  recently  occupied  by  President 
A.  H.  Curry  and  his  capable  staff.  The  retail 
department  of  this  business,  which  is  conducted 
under  the  title  of  The  Phonograph  Shop,  Inc., 
is  under  the  management  of  C.  H.  Mansfield. 


There  is  nothing  like  responsibility  for  bring- 
ing out  the  latent  power  of  men  and  women. 
And  power  increases  by  exercise  just  as  brains 
or  muscles  do.  So  give  workers  responsibility 
and  crowd  them  to  their  limit.  In  time  they 
will  have  new  limits. 


It  is  to 

YOUR  Interest 

whether  you  are  a 

Dealer 
Jobber 

or 

Manufacturer 

to  write  us  for  the  special 
proposition  we  have  for 
you  in 

CABINETS 

Equipped  or  Unequipped 


Harponola 


As  an  old  established  furni- 
ture house  we  have  special- 
ized on  Cabinets.  We  have 
built  them  right  and  with 
individuality.  Our  facilities 
allow  quantity  production. 

Write  NOW  so  as  to  be 
protected  for  the  Fall  and 
Holiday  Seasons. 

Guaranteed  and 
Manufactured  by 

The  Celina 
Furniture  Co. 

CELINA,  OHIO 


68 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


fflQNOGR&lB 

Seven  Superb  New  Models 

Ready  for  the  Holiday  Trade 

The  seven  new  models  of  the  Wilsonian  Phonograph  have  created  a  sensation  wherever    shown.     They  possess  every  good 
feature  to  be  found  in  the  most  expensive  makes,  combined  with  remarkably  moderate  prices. 

To  order  now  is  to  insure  your  having  ample  stocks  on  hand  ready  for  a  record  breaking  holiday  business. 


Wilsonian 

Features 

Appealing  to 
Dealers 


The  Wilsonian  sells  on 
sight,  giving  a  wonderfully 
quick  turn  over  with  no 
dead  stock  left  on  hand. 


The  Wilsonian  sells  at 
a  generous  profit  to  the 
dealer. 


The  Wilsonian,  retail- 
ing at  $45.00  to  $165.00, 
affords  a  selection  that  in- 
sures every  prospective  cus- 
tomer finding  just  the  style 
and  price  desired. 


The  Wilsonian  keeps 
every  customer  permanently 
satisfied.  Its  superb  quality 
guarantees  that. 


Wilsonian 

Features 

Appealing  to 
Consumers 


The  Wilsonian  plays  all 
makes  of  disc  records  with- 
out it  being  necessary  to 
make  annoying  changes. 


The  tone  of  the  Wil- 
sonian is  superb  in  its 
clearness  and  felicity  of  re- 
production. All  vocal  and 
instrumental  selections  are 
perfectly  rendered. 


The  Wilsonian  cabinet 
work,  even  in  the  least  ex- 
pensive model,  is  highly 
artistic  and  splendidly  con- 
structed. 


The  Wilsonian  is  abso- 
lutely guaranteed  by  both 
this  firm  and  Wilson  &  Co. 


The  Wilsonian  retails  at  $ 45.00  to  $165.00 


T^PolfTC  desiring  to  participate  in  the  profits  that 
J-/C<IIC1  S  season  on  the  Wilsonian  are  invited  to  w 
our  dealer  proposition. 


will  be  made  this 
write  to  us  regarding 


25  West 
45th  Street 
New  York 


Shipments  gjK 

avoid  disappoiti 

w   /a  n 


rally  uncertain.      It  is  advisable  to  order  as 
dvance  of  your  needs  as  possible  in  order  to 
avoid  disappointment  in  delivery 


Thos. E.Wilson  &  Co. 


V7 — V7 

U.  S.  A. 


701  North 
Sangamon  Street 
Chicago 


Wilson  &  Co.  branches  are  in  all  principal  cities  including: 

Pittsburg  Buffalo  Denver  Kansas  City 

Boston  Detroit  Omaha  Charleston 

Philadelphia  Rochester  Dallas  Memphis 

Baltimore  Cleveland  Atlanta  Spokane 

Salt  Lake  City  New  Orleans  Los  Angeles  Minneapolis 


1 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


69 


DEALERS  IN  ST.  LOUIS  ARE  BROADENING  OUT  THEIR  LINES 

Much  Better  Supply  of  Machines  in  Evidence — Good  September  Trade — Liberty  Bond  Campaign 
Under  Way — Notable  Brunswick  Display — Silverstone  Proud  of  Sale — New  Aeolian  Manager 


St.  Louis,  Mo.,  October  7. — There  appears  to 
be  a  much  better  supply  of  talking  machines 
in  this  market  at  present  than  there  has  been 
for  several  months.  The  conditions  are  so 
much  changed  that  only  a  few  dealers  are  com- 
plaining about  not  having  supplies,  and  it  does 
not  appear  that  they  are  becoming  used  to  a 
new  merchandising  situation,  but  rather  that 
they  are  able  to  get  more  machines. 

The  exclusive  dealer  hardly  is  found  any 
more.  The  older  dealers  all  have  their  former 
lines,  but  nearly  all  of  them  have  other  lines 
as  well.  It  would  be  a  good  deal  like  listing 
the  advertisements  in  The  Talking  Machine 
World  to  enumerate  the  lines  now  handled.  To 
one  who  recalls  only  a  short  time  back  when 
he  could  name  all  of  the  dealers  in  town  readily 
and  toll  off  the  machines  handled  on  his  fingers, 
it  is  rather  perplexing  to  see  as  many  as  four 
kinds  displayed  in  one  window,  and  that  of  a 
furniture  company  that  formerly  ignored  the 
line  entirely  and  to-day  never  advertises  the 
fact  that  they  sell  talking  machines. 

During  September  trade  was  quite  lively. 
More  machines  doubtless  co'uld  have  been  sold, 
but  the  dealers  are  to  a  large  extent  selling 
only  to  persons  who  come  to  buy.  The  out- 
side work  is  at  a  very  low  ebb.  One  reason 
for  this  is  the  low  stocks  that  have  been  the 
rule,  another  is  that  the  dealers  as  a  whole 
are  expecting  the  supply  to  get  less  before  it 
gets  more.  The  drop  in  trade  is  making  quite 
a  good  turnover  on  the  stocks  carried  and  stor- 
age from  now  until  the  holidays  is  less  expen- 
sive than  prospect  hunting.  Apparently  all 
dealers  realize  that  under  the  present  situation 
of  the  factories  having  to  get  permits  for  each 
shipment  of  machines  they  arc  likely  to  be  cut 
off  entirely  at  any  time. 

The  talking  machine  dealers  are  entering  into 
the  plan  of  the  retail  merchants  here  of  run- 
ning a  general  advertisement  urging  early 
Christmas  buying  because  of  the  restrictions 
placed  upon  retail  trade  by  the  Government. 
The  plan  is  to  spend  about  $5,000  in  this  sort 
of  ads,  which  will  be  entirely  impersonal. 

The  talking  machine  dealers  also  are  heavily 
interested  in  the  plan  now  maturing  to  advertise 
"music  in  the  home"  by  running  in  a  local  paper 
the  Tremaine  series  of  advertisements.  It  is 
said  that  this  plan  probably  will  succeed. 


Early  in  October  the  prospects  were  that  there 
would  be  rather  a  dull  trade  during  the  Liberty 
Bond  drive.  The  chief  reason  for  this  is  that 
all  of  the  talking  machine  men  and  their  sales- 
men have  been  enlisted  as  salesmen  and  are 
out  on  the  streets  selling  bonds  until  the  city 
is  entirely  canvassed.  That  will  certainly  take 
them  one  week  from  business  and  may  take  a 
part  of  the  second  week.  But  this  is  the  least 
of  their  troubles,  it  appears,  if  you  listen  to 
them  talk,  and  there  is  none  of  the  spirit  of 
making  a  sacrifice,  but  rather  it  is  a  spirit  of 
willingness  to  help  clear  up  a  bad  mess  by  has- 
tening the  end  of-  the  war.  To  name  the  men 
going  into  this  work  would  be  to  run  a  roster 
of  the  merchants  and  their  principal  helpers. 
The  stores  are  to  be  left  in  charge  of  the  girls. 

Manager  Roos  is  beginning  to  feel  well  set- 
tled at  the  Columbia  Co.  branch  here  and  is 
getting  acquainted  with  the  trade.  He  has  built 
up  the  record  stock,  which  he  found  somewhat 
depleted  until  he  is  filling  series  A  orders  about 
90  per  cent.  The  machines,  he  says,  are  the 
only  worry.  The  retail  trade  is  such  that  every 
one  is  willing  to  buy  heavily,  and  when  a  car  of 
machines  comes  in  it  usually  brings  about  half 
enough  machines  to  meet  the  orders  on  the 
books. 

"The  trade  is  exceedingly  satisfactory  from  all 
angles,"  said  Mr.  Roos.  "The  demand  is  for 
the  higher  class  machines  and  the  two  new 
models  we  are  showing  here  are  causing  quite 
a  commotion  among  our  dealers  and  they  feel 
that  they  could  sell  a  factory  output  of  them  all 
by  themselves." 

C.  R.  Salmon,  who  left  the  sales  force  of  the 
Columbia  Co.  to  go  to  the  army,  has  returned. 
He  entered  the  army,  but  his  feet  gave  out;  and 
after  spending  some  time  in  the  hospital  he  was 
then  given  an  honorable  discharge.  After  he 
returned  he  was  placed  on  the  Illinois-Kentucky 
territory,  but  later  Mr.  Ivy,  who  came  from  New 
Orleans  when  the  vacancy  was  made  here,  took 
that  territory,  putting  Mr.  Salmon  back  on  his 
old  run  as  city  salesman. 

"The  Artophone  Co.  is  not  booking  any  whole- 
sale orders  at  present,"  said  R.  H.  Cone,  Jr., 
"because  we  see  no  chance  of  delivery  on  all 
of  the  orders  we  now  have.  Our  new  models 
have  brought  such  a  demand  for  our  instru- 
(Continued  on  page  70) 


A  Fall  and  Holiday  Winner 


VANOPHONE  MODEL  B 


The  "Vanophone"  Model 
"ET  retails  at  $15  and 
guaranteed  by  a  company 
of  recognized  prestige  and 
standing. 


The  "Vanophone"  has  won  success  because  of  its  excellent  tone 
quality,  constructional  merit  and  artistic  design. 

The  "Vanophone"  is  offered  to  the  trade  with  the  absolute  assur- 
ance that  it  is  warranted  to  give  satisfaction  and  service. 

IMMEDIATE  DELIVERIES 

THE  GARFORD  MFG.  CO.,  d.p..  b  ,  Elyria,  Ohio 


Unique 
Incomparable 
is  The 

Phono-Grand 


Small ;  yet  elegant  and  in  perfect 
taste. 

Moderate  in  price;  yet  musically 
unique  and  satisfying. 

Combining  a  perfected  talking 
machine  of  unusual  excellence 
with  a  player-piano  wholly  novel 
and  attractive  in  its  compact 
beauty  and  tonal  effectiveness, 
the  Phono-Grand  stands  alone 
in  its  appeal  to  persons  of  all  in- 
comes and  all  requirements. 

The  Phono-Grand  is  the  most 
salable  musical  instrument  of 
the  age.  Everybody  is  delighted 
with  it,  everybody  wants  it.  No 
other  so  perfectly  hits  off  the 
taste  of  the  day. 

With  the  Q  R  S  expression 
roll,  the  Phono-Grand  becomes 
a  perfect  reproducing  piano, 
small  in  bulk,  indeed,  but  large 
in  tone  and  expressive  effects. 

The  Phono-Grand  is  the  one  best 
proposition  for  a  big  and  quick 
seller  this  winter. 

J.P.SeeburgPianoCo. 

209  South  State  St.  fL*  „A  111 
419  West  Erie  St.      tniCdgO,  111. 


70 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


ST.  LOUIS  TRADE  BROADENING  OUT 

{Continued  from  page  69) 

ment  that  we  have  had  to  shut  off  on  orders 
and  get  busy  on  keeping  our  records  as  nearly 
clear  as  possible.  With  that  we  are  behind. 
Our  trouble  in  getting  cabinets,  which  was  acute 
some  time  ago,  has  been  materially  relieved." 

The  Brunswick  branch  here  had  a  notable 
display  during  the  first  of  the  month  and  it  at- 
tracted a  good  many  window  shoppers  and  not 
a  few  inquirers.  The  layout  was  a  porch  scene 
with  the  Brunswick  girl  leaning  over  her  ma- 
chine, with  a  reclining  chair,  table  and  other 
outdoor  furniture  about.  The  part  that  at- 
tracted the  attention,  however,  was  the  records 
that  covered  the  table  and  couch.  They  in- 
cluded all  well-known  makes  of  records  and 
were  so  placed  that  the  observer  could  not  help 
noting  the  makes.  Also  there  was  a  sign  or 
two  to  call  attention  to  them. 

Mark  Silverstone,  who  returned  a  few  weeks 
ago  from  his  extended  trip  to  the  Pacific  Coast, 


sold  his  first  machine  in  more  than  six  months 
on  October  2.    This  is  the  way  he  tells  about  it: 

"The  woman  and  her  husband  came  in  looking 
for  a  $100  machine  and  they  had  the  cash.  Of 
course  I  could  offer  them  nothing  less  than 
$120,  but  I  showed  that  to  them  and,  while  they 
were  looking,  I  told  them  that  'the  talking  ma- 
chines got  started  wrong.  Pianos  at  first  cost 
$1,000  up  and  to  have  a  piano  in  your  house 
gave  you  standing  of  being  well  to  do,  if  not 
rich.  The  talking  machines  began  at  low  price 
and  have  been  built  up  to  almost  equal  the 
piano  in  price,  certainly  as  a  musical  instru- 
ment, but  the  people  are  slow  to  appreciate  this 
change,  but  it  is  here.'  Then  I  called  their  at- 
tention to  a  $2,000  talking  machine  and  we  had 
a  very  pleasant  chat  while  they  listened  to  some 
numbers  on  a  $220  model.  But  they  went  out 
to  see  if  they  could  not  get  something  for  their 
$100  and  after  lunch  came  back  and  bought  the 
$220  machine,  leaving  their  $100  and  pledging 
quick  payments  on  the  rest." 

Mr.  Silverstone  says  that  he  really  enjoyed 


this  sale  as  much  as  he  did  a  $50  sale  years 
ago,  when  that  was  considered  a  big  one. 

Mr.  Silverstone  says  that  now  that  he  is  back 
in  the  harness  after  his  long  vacation,  he  finds 
that  Manager  Goldberg  and  his  helpers  got 
along  surprisingly  well  without  him.  Trade  at 
present  is  better  than  the  stocks  of  machines 
and  receipts  justify,  he  says,  and  he  has  declined 
to  appoint  any  new  dealers,  although  he  has 
had  several  applications  during  the  last  month. 
Mr.  Silverstone,  however,  has  sent  records  to 
several  jobbers  during  the  last  month,  more 
than  4,000  going  out  at  one  time. 

F.  H.  Brandt  has  been  named  manager  of  the 
Aeolian-Vocalion  department  at  Aeolian  Hall  to 
succeed  E.  H.  Guttenberger,  who  left  September 
IS  to  take  new  duties  in  Mobile.  Mr.  Brandt 
has  been  selling  Vocalions,  so  there  is  little  new 
in  his  new  duties.  He  says  that  the  last  half 
of  September,  his  first  period  as  manager,  was 
marked  with  excellent  trade,  but  that  October 
started  a  bit  slowly,  which  he  attributes  to  the 
Libertv  Loan  drive.     Several  of  the  Aeolian 


Phonograph 


A  Good  Line,  a  Big  Seller,  a  Profit  Maker. 
More  Than  a  Machine:  A  Musical  Instrument. 
Fully  Equipped,  No  Extras  to  Buy. 

Made  by  Experts. 


Model  G — Retails  $125.00. 


Model  F— Retails  $100.00. 

Cased  in  Mahogany 
or  Oak. 
Triple  Spring, 

Worm  Gear  Motor.    Tone  Modifier, 
Automatic  Stop,  Universal  Sound  Box. 

Prices  (Retail)  range  from  $25.00  to  $200.00. 


Model  H-Retails  $190.00. 


Milwaukee  Talking  Machine  Mfg.  Co. 

416-418  Fourth  Street  Milwaukee,  Wis. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


71 


Hall  staff  are  members  of  the  Liberty  Loan 
Volunteer  staff. 

When  Gus  Haenschen,  manager  of  the  talk- 
ing machine  department  of  the  Vandervoort 
Music  Salon,  was  called  to  join  the  engineers' 
regiment,  in  which  he  enlisted  several  weeks 
ago,  the  department  was  placed  under  the  man- 
agement of  C.  E.  Hammond,  manager  of  the 
piano  department,  which  now  gives  Mr.  Ham- 
mond control  of  the  entire  activities  of  the 
Salon. 

The  record  trade  has  been  unusually  good 
during  the  last  month  and  it  continued  brisk 
during  the  start  of  the  Liberty  Loan  drive. 
Some  of  the  recent- hits  have  run  into  amazingly 
heavy  sales.  "The  Baby's  Prayer  at  Twilight" 
was  the  first  to  run  entirely  out  of  bounds. 
Then  several  patriotic  hits  almost  drove  dealers 
to  despair.  Within  the  last  few  weeks  it  has 
been  "Smiles."  One  dealer  was  saying — entirely 
without  a  smile — the  other  day  that  after  being 
out  of  the  record  for  several  days  he  had  been 
promised  twenty-five  when  it  was  2,000  that  he 
wanted. 


materially  to  the  effectiveness  of  the  October 
display.  A  descriptive  circular  has  been  pre- 
pared giving  prices  and  full  information  of  this 
added  service. 

Announcement  has  been  made  by  the  com- 
pany of  an  increase  in  price  effective  November 
i.  Increased  cost  of  materials,  in  addition  to  a 
change  ordered  by  the  Post  Office  Department 
regarding  the  mailing  containers,  has  made  this 
lightly  increased  charge  an  absolute  necessity. 
Orders  received  up  to  that  date  will  not  be 
affected  by  the  new  rates. 


FRANK  DORIAN'S  NEW  POST 

Weil-Known  Columbia  Man  Appointed  Man- 
ager of  Seattle  Branch  of  Columbia  Co. 


USOSKIN  WINDOW  SERVICE  DISPLAY 


Recently  Introduced  to  the  Trade — Wins  High 
Compliments — Increase  Line  of  Features 


A  large  number  of  the  windows  of  Victor' 
dealers  and  distributors  are  trimmed  this  month 
with  the  new  window  display  service  originated 
by  Ed.  Usoskin,  Inc.,  of  230  West  Seventeenth 
street,  New  York  City. 

October  marked  the  initial  issue  of  this 
monthly  service,  and  in  accordance  with  their 
plan  was  entirely  seasonal  in  its  design.  The 
theme  followed  was  Autumn,  which  was  well 
brought  out  in  the  golden  browns  and  in  the 
harvest  of  wheat  design  of  the  record  easels. 
The  large  display  cards  featuring  various  num- 
bers were  produced  along  striking  and  novel 
lines. 

The  day  after  the  October  display  was  in  the 
mails,  Ed.  Usoskin,  Inc.,  were  the  recipients  of 
many  complimentary  letters,  both  from  dealers 
and  jobbers. 

In  response  to  numerous  requests  this  firm 
has  added  this  month  to  their  list  of  window 
display  features,  and  in  addition  to  their  monthly 
Victor  dealers'  service,  specially  designed  paper 
for  floor  and  background  panel  covering.  A 
new  design  will  be  issued  each  month  in  har- 
mony with  the  display  for  that  month.  The 
October  design  is  a  deep  blue  background  with 
fallen  golden  brown  oak  leaves,  which  adds 


George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  New  York,  an- 
nounced this  week  that 
Frank  Dorian,  formerly 
general  manager  of  the 
company's  Dictaphone 
department,  had  been  ap- 
pointed manager  of  the 
Seattle  branch  of  the  Co- 
lumbia Graphophone  Co. 
and  will  assume  his  new 
duties  about  November  1. 

In  a  letter  to  the  mem- 
bers of  the  sales  staff 
Frank  Dorian  Mr.  Hopkins  said:  "This 
is  Mr.  Dorian's  personal  choice,  and  we  feel  that 
the  company  has  very  materially  strengthened 
its  hold  on  Pacific  Coast  business  by  Mr. 
Dorian's  becoming  manager.  To  say  that  our 
good  will  goes  with  him  is  hardly  necessary. 
Activities  on  the  Coast  make  it  a  particularly 
pleasing  move  to  us,  as  big  men  are  needed  when 
a  big  job  looms  up.  Mr.  Williams;  the  present 
manager  of  Seattle,  will  be  transferred  to  an- 
other important  position,  to  be  announced  at  a 
later  date." 

Frank  Dorian  is  one  of  the  best-known  mem- 
bers of  the  Columbia  Co.'s  executive  and  sales 
organization,  and  during  his  many  years'  asso- 
ciation with  the  company  has  won  the  esteem 
and  friendship  of  the  sales  staff  from  coast  to 
coast.  He  is  thoroughly  conversant  with  Co- 
lumbia merchandising  policies  and  plans,  and 
the  Seattle  trade  is  to  be  congratulated  upon 
Mr.  Dorian's  appointment  as  manager  of  that 
branch. 


To-day's  worry 
neglect. 


the  result  of  yesterday's 


It's  a  Pretty  Good  Idea  to  always 
keep  in  mind  the  fact  that  a 


SCHUBERT 

PHONOG1WI1 

will  bear  the  closest  inspection ;  its  par- 
ticular qualities  warrant  investigation, 
and  hundreds  of  friends  everywhere  loudly 
extol  its  superiority. 

SIX  MODELS  $60.00  UP 

SdJJJIilLR.T'      ^  $30  investment  starts  you  with  complete,  up-to-date  list 
„      of  Popular,  Vocal  and  Instrumental  selections ;  20  to  30  new 
RLLUKUiS      selections  monthly ;  10-Inch  Double  Disc.    Write  for  details. 

The  BELL  TALKING  MACHINE  CORPORATION 

Offices  and  Show  Rooms:  Factory: 
44  West  37th  Street,  New  York  85  Southern  Boulevard,  Bronx,  New  York 

Export  Department,  498-504  Broadway,  New  York,  N.  Y.,  E.  U.  A. 

Smith-Woodward  Piano  Co.,  1018  Capitol  Ave.,  Houston.  Tex..  Local  Distributor 
Special  Australian  Representative,  B.  LESCHHAN,  350-2  Flinders  Lane,  Melbourne- 


Mr.  Manufacturer : 

We  are  prepared 
to  furnish  a  limited 
number  of  reproduc- 
ers for  immediate  de- 
livery. 

Write  us  what  tone 
arm  you  use  and  we 
shall  be  pleased  to 
submit  a  sample  ready 
for  attaching:  if,  after 
trial,  you  do  not  pro- 
nounce our  reproducer 

THE  VERY  BEST 
IN  QUALITY  AND 
VOLUME  YOU 
EVER  LISTENED 

TO,  we  ask  you  to  re- 
turn the  sample  at  our 
expense,  and  we 
thank  you  for  the 
granting  of  this  hear- 
ing. 

Yours  very  truly, 

FULTON -ALDEN  CO. 

Waukegan,  111. 


P.  S— Ready  in  30 
days:  our  new  bal- 
anced cover-  lift.  Will 
not  warp  cover.  Easiest 
to  attach. 

Ask  for  sample 

FULTON-ALDEN  CO 


INC. 


WAUKEGAN,  ILLINOIS 


72 


THE   TALKING    MACHINE  WORLD 


October  15,  1918 


^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ 


Scotty  has  done  his  part 


Drawn 

i  Chronicle  6yAtexande\rWo6UcoU  Sgt,M)MA. 
on  duty  with  The  Stavj  and  Stripes 
Official  Publication  of  the  A.E.F. 


Scotty  was  only  fifteen 
when  war  came  to  America. 
He  spent  his  sixteenth 
birthday  in  the  training  area 
in  France. 

His  greatest  day  was  his 
last. 

It  fell  to  his  lot  to  lie 
down  with  his  beloved  Sho- 
Sho  gun  at  the  head  of  a 
leafy,  woodland  path  and 
see  that  not  a  German 
crossed  it  alive.  Not  one 
did,  though  thirty  died  in 
the  trying  before  a  sniper's 
bullet  found  Scotty's  heart. 

Now,  as  his  comrades  tell 
their  tales  of  Scotty,  their 
lips  form  this  for  his  epitaph: 

"He  Was  a  Good 
Kid  and  He  Died 
On  His  Gun" 


Scotty  did  his  part !!!!!! 


ARE  YOU  DOING  YOURS???? 

Remember — It  is  not  what  you've  given,  but 

WHAT  YOU  STILL  HAVE  LEFT  TO  GIVE  THAT  COUNTS 


Scotty  gave  all 


New  York  Talking  Machine  Company 

119  West  Fortieth  Street 
NEW  YORK 


Chicago  Talking  Machine  Company 

12  North  Michigan  Avenue 
CHICAGO 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


73 


FROM  OUR 

E.  P.  VAN  HARLINGEN, 
Manager 


CHICAGO 


HEADQUARTERS 

World  Office 
Republic  Bldg.,  209  South  State  St.,  Chicago 
Telephone:  Wabash  5774 


Chicago,  III.,  October  8. — Now  that  the  big 
drive  for  Liberty  Bonds  is  on,  all  thoughts  of 
business,  wholesale  or  retail,  are  a  secondary 
consideration.  L.  C.  Wiswell,  manager  of  the 
Victor  department  of  Lyon  &  Healy,  is  acting 
as  chairman  of  the  talking  machine  division  of 
the  Music  Trades  Liberty  Loan  committee,  and 
is  being  supported  by  many  of  the  best-known 
men  in  the  Chicago  trade.  Nothing  is  being  left 
undone  by  Mr.  Wiswell  or  his  men  to  put  the 
Chicago  trades  quota  over  by  a  big  margin. 

With  the  wholesalers  there  is  much  activity 
and  quite  a  bit  of  time  is  being  given  to  pacify- 
ing dealers  who  are  setting  up  a  howl  for  more 
goods,  primarily  machines.  The  machine  situ- 
ation is  becoming  rather  keen  with  the  big  job- 
bers, but  the  record  situation  is  easing  up  some- 
what. The  monthly  supplements  are  a  little  be- 
hind, but  the  standard  selections  are  coming 
through  in  satisfactory  amounts.  No  depression 
is  felt  at  present  among  the  trade  in  general,  and 
the  optimistic  members  are  commenting  upon 
the  number  of  new  concerns  going  into  business 
here,  and  the  merits  of  some  of  the  new  prod- 
ucts. It  can  be  easily  seen,  if  one  cares  to  de- 
vote some  time  to  the  subject,  that  there  is  no 
cause  for  depression,  and  it  is  likely  that  there 
will  be  very  little  of  it,  especially  in  the  Chi- 
cago trade.  Concerns  backed  with  unlimited 
capital,  who  are  prominent  factors  in  other 
trades,  have  been  going  into  the  talking  machine 
industry,  and  their  chiefs,  some  of  whom  are 
"masters  of  industry"  in  other  lines,  are  far- 
sighted  enough  to  see  far  beyond  the  length  of 
their  noses.  They  have  staked  their  faith  on 
coming  events,  and  have  no  feeling  of  depres- 
sion. 

With  the  retail  branch  of  the  trade,  especially 
in  Chicago,  it  is  not  a  case  of  salesmanship  any 
more.  It  is  merely  a  case  of  supplying  the  de- 
mand, and  the  demand  at  present  is  impossible 
to  supply.  This  applies  principally  to  records. 
As  regards  talking  machines,  Chicago's  retail 
trade  is  not  having  a  very  great  demand;  in 
fact,  the  greatest  demand  coming  in  for  talking 
machines  is  from  the  dealers  in  the  outlying 
districts  adjacent  to  Chicago.  The  newer  con- 
cerns are  helping  in  a  great  measure  to  supply 
this  demand,  not  only  in  Illinois,  but  in  all 
states;  as  great  quantities  of  these  new  machines 
are  being  shipped  to  all  parts  of  the  country. 


Death  of  William  H.  Guild 

William  H.  Guild,  who  has  represented  the 
Edison  Co.  of  Chicago  throughout  its  Eastern 
territory  for  the  past  three  years,  died  at  his 
home  in  Wheaton,  111.,  last  week.  Mr.  Guild 
was  well  known  to  the  trade  and  was  one  of 
the  best  liked  of  the  wholesale  talking  machine 
travelers.  He  resigned  a  short  time  ago  from 
the  Edison  Co.  to  take  up  the  work  of  Y.  M. 
C.  A.  secretary,  and  was  stationed  at  Ft.  Hous- 
ton, Tex.  Three  weeks  ago  he  returned  to  his 
home  broken  down  in  health,  and  shortly  after 
his  arrival  died.  He  is  survived  by  a  widow, 
and  a  son  aged  fifteen. 

An  Interesting  Window 

The  Wade  Talking  Machine  Co.  have  placed 
in  their  window  a  Henry  VIII  period  Grafonola 
which  is  attracting  much  attention.  This  ma- 
chine is  of  antique  wood,  brightened  in  spots 
by  the  use  of  "polychrome,"  which  gives  it  the 
effectiveness  of  woods  turned  out  in  the  fifteenth 
century.  The  architecture  of  the  instrument  is 
true  to  form,  with  pointed  arches,  long  lines, 
decorated  posts  and  carved  figures. 

Honor  Roll  for  Boys  in  Service 

The  Chicago  Talking  Machine  Co.  are  having 
designed  for  them  a  beautiful  honor  roll  for 
their  boys  in  service.  The  roll  is  to  be  com- 
posed of  metal,  whereon  the  names  will  be 
placed.  A  colored  star  will  also  be  placed  in 
front  of  each  name,  which  will  tell  a  little  story 
concerning  the  mentioned  hero.  For  example, 
a  gold  star  will  be  "He  died  in  action,"  a  red 
star,  "Died  of  disease,"  etc.  In  the  center  of 
the  tablet  there  will  be  a  space  whereon  an  ex- 
tract from  President  Wilson's  speech  in  honor 
of  the  boys  in  service  will  be  placed.  In  all, 
the  Chicago  Talking  Machine  Co.  will  have 
thirty-eight  names,  honoring  the  boys  of  that 
company  now  in  the  service.  There  will  be  two 
made,  one  to  be  placed  in  the  Chicago  Talking 
Machine  Co.  office  and  the  other  to  be  placed  in 
the  New  York  Talking  Machine  Co.  office. 
Interesting  Letter  From  Arnold  Graham 

One  of  the  boys  in  the  record  department  re- 
cently received  a  letter  from  Arnold  Graham, 
who  was  formerly  connected  with  the  record 
department  of  the  Chicago  Talking  Machine  Co., 
telling  of  his  experiences  since  being  in  the 
service.  Private  Graham  tried  to  enlist  in  every 
branch  of  the  U.  S.  service  a  year  ago,  but  was 


rejected,  owing  to  an  impediment  in  his  speech. 
He  waited  a  while  and  was  one  of  the  selects 
called  to  the  examination  board  during  the  first 
draft,  but  again  was  rejected  on  account  of  his 
speech.  But  he  had  an  idea  he  was  going  over 
to  kill  a  few  Huns,  so  he  went  down  to  the 
British  recruiting  station  and  was  accepted  and 
placed  in  the  ranks  of  the  famous  Kilties.  Five 
weeks  from  the  day  he  was  accepted  he  was  at 
the  front  in  France  undergoing  training.  His 
letter,  dated  August  27,  which  was  very  interest- 
ing, is  as  follows: 

"Dear  Bill:  I  am  back  in  England  and  my 
days  in  France  are  over.  I  was  in  that  big  push 
up  Amiens  way  and  got  in  the  way  of  an  iron 
foundry.  My  left  leg  is  off  just  above  the  knee 
and  a  machine  gun  bullet  went  through  my  left 
arm,  breaking  it  between  the  elbow  and  the 
shoulder,  and  I  had  an  explosive  bullet  explode 
in  the  back  part  of  my  right  leg  just  above  the 
knee.    Oh,  I  got  mine,  and  then  some. 

"We  went  over  the  top  two  days  in  succes- 
sion. The  eighth  of  August  we  went  over  at 
6  a.  m.  after  a  two-hour  barrage,  and  it  was 
like  taking  candy  from  a  baby.  We  chased  him 
all  day  and  dug  in  at  night.  The  next  day  at 
1  p.  m.  we  were  ordered  to  take  a  grove  of 
trees  directly  in  front  of  us.  To  do  this  we 
had  to  cross  an  open  space  about  1,500  yards 
wide  and  this  time  he  was  prepared,  for  I'll 
swear  that  all  the  German  machine  guns  in 
France  opened  on  us  when  we  started  across 
that  open  space.  You  couldn't  hear  yourself 
think.  Besides,  his  artillery  opened  up,  too, 
but  their  range  was  poor.  Some  trucks  came  to 
our  rescue  from  the  right  and  the  Fritzies  came 
out  of  those  trees  by  the  scores,  holding  up 
their  hands.  Quite  a  few  were  game  and  died 
fighting. 

"It  was  just  as  I  started  to  enter  the  grove  of 
trees  that  I  got  mine.  I  got  the  left  arm  one 
first  and  while  I  was  lying  on  the  ground  I  got 
the  rest  of  my  injuries,  for,  as  I  said,  they  didn't 
all  surrender,  and  wounded  men  are  great  tar- 
gets for  them.  It  was  a  merry  show  for  a  while 
and  I  was  lucky  to  come  out  at  all.  Let  me 
hear  from  you,  Bill.  I  am  doing  fine  now. 
Yours,  Graham." 

Optimistic  Over  Outlook 

W.  G.  Fricke,  of  the  Lakeside  Supply  Co., 
(Continued  on  page  75) 


B1D 


THE  MWAD 

EEDLE  CUTTER 


assures  "20  or  more"  Original  New  Points  to  each  Fibre  Needle 


The  WADE  Fibre  Needle  Cutter 

Vhe  ORIGINAL  "Sepointer 


RPFORF       The  20  (or  more)  flFTER 

^251  OriginalRepoints 


— and  therefore  is  the  most  economical  Fibre  Needle  Cutter  on  the 
market.  You  know  the  many  advantages  of  using  Fibre  Needles  — 
more  natural  reproduction;  more  tunes  for  one  cent;  no  wear  and 
tear  on  records,  etc.,  etc.,  but,  do  not  make  the  mistake  of  buying 
anything  but  the  best  Fibre  Needle  Cutter. 


TheWadeH 

I  is 


is  the  oldest  Fibre  Needle  Cutter  on  the  market- 
Is  on  demonstration — 
never  fails  to  give  satisfaction — 

made  in  two  styles — $1.50  and  $2.00. 


Usual  trade  discounts — Write  for  samples 
or  Order  from  your  regular  Distributor 


The  Wade 


Fibre 
Needle 

Cutter  No.  2 


Price  $2.00 


WADE   &  WADE,   3807  Lake  Park  Ave.,    CHicagO,  III 


74 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


|  1  —     Ti  I 

Dont  Slip! 

I  STAY  IN  FIRST  PLACE 

CJThe    indomitable    national   advertising   of   the  VICTROLA  has 
placed  this  instrument  in  a  field  of  its  own. 

{J Is  this  true  in  your  home  town? 

^l^  not,  write  at  once  for  Samples  of  Lyon  &  Healy  advertising 
services. 

They  are  used  and  indorsed  by  hundreds  of  Victor  Dealers. 


FREE 


THIS 
MONTH 


With 


Here  comes  ihe 
Record  Fairy! 


every  order  for  one  or  more 
services  we  receive  we  shall  send 
without  charge  six  of  these  beautiful 
cut-outs.  They  are  lithographed  in  full 
color,  size  12x10,  equipped  with  easel 
back.  Just  the  thing  for  your  window 
or  counter. 

Mail  this  coupon  to-day.     Mark  (X)  before  service 

you  wish. 

Cut  out  and  mail  this  coupon  to-day. 


Messrs.  LYON  &  HEALY,  Chicago:  Dale  

Gentlemen: — Please  add  our  name  to  your  subscribers'  list  for  the  services  rve  have  marked  (x) 


Sign  your  name  here. 


(X) 

Your  street  addras. 

(X) 

Your  town  and  state  here. 

Victrola  Newspaper  Advertising  Service  consists  of  one 
Victrola  advertisement  each  week,  including  matrix  of 
the  illustrations,  proof  sheet  and  copy.     Trice  $8.33  per 
mouth. 

Victrola   Record   Fairy,  24-sheet  Poster,  $2.30  each  in 
lots  of  five  or  more.     Specify  .quantity. 

Victrola  Newspaper  Advertising  Half  Service  consists 
of  26  advertisements  per  year,  complete,  at  $4.17  per 
month. 

Victor  Record  and  Knitting  Bags.    Made  of  Kraft  paper 
with  string  handles,  12c  each  in  lots  of  100  or  more. 
Specify  quantity. 

Victrola  Art  Window  Posters.    Printed  in  colors;  four 
per  month,  i.  e.,  two  14x22  inches  in  size;  two  11x14 
inches  in  size.     They  feature  the  new  Records,  $1.25 
per  mouth. 

Small  ^Instruments  Newspaper  Advertising  Service,  thir- 
ty-six illustrations  per  year,  $4.17  per  month. 

Victrola  Ait  Covers.     Use  them  instead   of  envelopes 
Cor  mailing  the  monthly  Victor  supplement;  beautifully 
printed  in  colors.     Tell  us  how  many  you  need ;  we 
will  quote  prices. 

Piano  Newspaper  Advertising  Service.   Forty-eight  illus- 
trations per  year,  free  to  Lyon  &  Healy  dealers. 

Victrola  Galli-Curci,  24-sheet  Posters.     Lithographed  in 
colors  with  name  strip,  $2.30  each  in  lots  of  five  or  more. 
Specify  quantity. 

Soldier    Song    Books.     Featuring   the    latest  patriotic 
songs,  2c  each ;  a  splendid  advertising  novelty.  Specify 
quantity. 

LYON  &  HEALY 


Victrola  Distributors 


CHICAGO,  ILL. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


75 


Wherever  You  Go 

You  are  sure  to  find  a  dealer  somewhere  selling  a  talking  machine  '"'without  a  kick."  His 
business  is  growing  steadily.  Why?  If  you  investigate  the  instruments  he  handles  you 
will  find  they  are  rightly  Equipped.  That's  what  counts!  Equipment.  Look  over  your 
machine's  Equipment  a  second  time  and  then  just  remember  that 

The  Chicago  Cover  Balance  Number  1 

is  one  equipment  feature  that  builds  a  dealer's  business.  Can  your  dealers  say  they  are  sell- 
ing talking  machines  "without  a  kick"?  If  not,  write  us  at  once  and  we  will  help  put  your 
machines  on  the  market — "Kickless." 

The  cover  is  "PUT"  and  "STAYS  PUT" 

WE  ALSO  MANUFACTURE  CONTINUOUS  AND  GRAND  TOP  HINGES 

Chicago  Hinged  Cover  Support  and  Balance  Co.  ^go^iuSSS 


(Pat.  Applied  For) 


COVER    BALANCE  No. 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  73) 


manufacturers  and  jobbers  of  motors,  tone  arms 
and  general  phonograph  supplies,  reports  most 
cheerfully  as  to  business  present  and  prospec- 
tive. Western  business,  says  Mr.  Fricke,  is 
opening  up  most  expansively,  and  he  is  getting 
inquiries  from  the  Pacific  Coast  also  in  good 
numbers.  The  Lakeside  Supply  Co.  has  at  the 
moment  an  excellent  stock  of  motors,  tone  arms 
and  sound  boxes  and  is  ready  to  supply  the 
trade  in  all  these  parts  without  delay.  This 
includes  also  hinges,  hardware,  etc. 

Negotiations  have  been  opened  with  a  wood- 
working plant  of  high  grade,  says  Mr.  Fricke, 
whereby  it  will  be  possible,  if  the  deal  goes 
through,  to  turn  out  complete  cabinet  machines, 
Lakeside  equipped  throughout,  at  the  rate  of 
150  per  week.  Meanwhile  Mr.  Fricke  has  closed 
a  nice  order  for  accessories  of  all  sorts  with 
Mr.  Valabhdas  Runchordas,  of  Bombay,  India, 
one  of  the  leading  talking  machine  manufactur- 
ers and  dealers  of  the  Orient,  who  is  now  on  an 
extended  business  trip  through  the  United 
States.  During  his  stay  in  Chicago  Mr.  Run- 
chordas was  a  frequent  visitor  to  the  offices  of 
The  Talking  Machine  World. 

Working  Hard  on  Liberty  Loan  Campaign 
Otto  Schulz,  president  of  the  Magnola  Talk- 
ing Machine  Co.,  has  been,  as  might  be  expected 
by  those  who  know  him,  extremely  active  dur- 
ing the  whole  of  the  great  campaign  for  the 
Fourth  Libert}'  Loan.  He  is  chairman  of  the 
Seventeenth  Ward  Liberty  Loan  committee  and 
has  been  giving  up  his  time  and  energy  to  can- 
vassing. At  the  end  of  the  third  day  from  the 
beginning  of  the  drive  the  Seventeenth  Ward 
of  Chicago  had  subscribed  31  per  cent.,  or  nearly 
one-third  of  its  quota.  This  ward  is  industrially 
populated,  mainly  by  workers  in  factories,  and 
contains  a  very  large  foreign  population,  mainly 
Polish,  Slovak  and  Russian.  This  record  on  the 
part  of  a  poor  neighborhood  is  one  which  natu- 
rally is  the  source  of  much  pride  and  gratifica- 


tion to  Mr.  Schulz  and  his  hard-working  asso- 
ciates on  the  Loan  committee.  The  unselfish 
work  of  all  the  Magnola  officials,  in  fact,  has 
been  a  feature  of  the  drive  in  this  section  of 
the  city.  Vice-Presidents  Bassett  and  Wolff, 
Wholesale  Traveler  Hewitt  and  other  Magnola 
men  have  been  prominent  in  the  work.  Up 
to  the  time  of  writing  every  adult  male  employe 
in  the  Magnola  factory  had  subscribed  for  at 
least  one  Liberty  Bond.  The  service  flag  now 
holds  more  than  fifty  stars. 

The  Caruso  Concert 

Music  lovers  of  Chicago  are  to  be  given  a 
treat  Sunday,  October  27,  when  for  the  first  time 
in  several  years  Enrico  Caruso,  the  great  Italian 
tenor,  will  be  heard  in  concert  at  the  Auditorium 
Theatre,  Chicago.  The  Caruso  concert  will  be 
an  entirely  patriotic  affair,  staged  in  the  behalf 
of  the  Allied  War  Board,  and  pact  of  the  re- 
ceipts will  be  turned  over  to  the  Italian  Relief 
Committee  and  part  to  the  U.  S.  Relief  Com- 
mittee. As  this  will  be  one  of  the  biggest 
events  in  musical  circles  of  Chicago  that  has 
been  pulled  off  for  a  long  time,  it  would  be  a 
good  idea  for  local  dealers  to  push  their  Caruso 
records  in  advance  of  the  concert. 

Miss  Maroney  on  Way  to  Recovery 

Miss  Mary  Maroney,  in  charge  of  the  corre- 
spondence division  of  the  Phonograph  Co.,  was 
taken  ill  on  Monday  of  this  week.  Latest  re- 
ports issued  by  the  physician  in  charge  state 
that  Miss  Maroney  is  well  on  the  way  to  re- 
covery and  may  be  able  to  return  to  her  duties 
in  a  few  days. 

Brunswick  Man  an  Ace 

Among  the  thirty  Americans  recently  men- 
tioned as  having  brought  down  enemy  planes 
one  name  in  particular  was  that  of  Lieut.  Reed 
G.  Landis,  son  of  Judge  Kenesaw  Mountain 
Landis,  of  the  U.  S.  District  Court.  Lieutenant 
Landis,  who  was  formerly  in  charge  of  the  ad- 
vertising department  of  the  Brunswick-Balke- 


Collender  Co.,  but  .is  now  flying  with  the  Brit- 
ish air  forces,  was  third  on  the  list  with  ten 
victories  to  his  credit. 

Those  in  the  trade  who  knew  Lieutenant 
Landis  were  not  surprised  at  the  news  of  his 
victories,  as  they  know  the  caliber  of  the  illus- 
trious family  from  which  he  comes.  As  the 
trade  will"  remember,  his  father,  Judge  Landis, 
was  the  man  who  made  the  country  sit  up  and 
take  notice  several  years  ago  by  fining  the 
Standard  Oil  Co.  twenty-nine  million  dollars. 
Those  who  know  Lieutenant  Landis  know  that 
he  is  a  chip  of  the  old  block  who  isn't  going 
to  let  his  dad  get  ahead  of  him  as  an  inflictor 
of  penalties  if  he  can  help  it. 

Automatic  Container  Co.  News 

Chas.  E.  Osborne,  president  of  the  Royal 
Talking  Machine  Co.,  has  been  granted  a  license 
by  F.  P.  Read,  of  the  Automatic  Container  Co., 
to  manufacture  and  sell  Automatic  Record  Con- 
tainer cabinets  on  a  royalty  basis..  For  the 
purpose  of  carrying  out  this  project  the  Royal 
Talking  Machine  Co.  has  established  a  new 
and  completely  equipped  plant  at  455  West 
Huron  street,  where  the  cabinets  will  be  man- 
ufactured. 

Under  the  old  regime  the  Automatic  Con- 
tainer cabinets  were  manufactured  in  three  fac- 
tories, two  in  Chicago  and  one  in  Buffalo;  but 
according  to  the  plans  of  the  new  company  the 
cabinets  will  be  manufactured  at  the  new  Chi- 
cago plant  exclusively. 

Mr.  Read,  the  inventor  of  the  Automatic 
Container  and  founder  of  the  old  company,  has 
purchased  land  near  Mt.  Vernon,  111.,  and  is 
forming  a  stock  company  to  recover  a  flinty 
rock,  known  as  "Novaculite."  The  new  com- 
pany, when  formed,  will  use  this  rock,  which, 
by  the  way,  embodies  a  natural  cement  for 
road  building  purposes,  and  it  is  estimated  that 
there  are  approximately  thirty  million  cubic 
(Continued  on  page  77) 


tjrvmxirKjr 


I 
I 
I 
1 


TRANSFER  NAME-PLATES 

We  make  the  Transfer  Name  -  Plates  and  Trade-Marks  for 
the  largest  talking  machine  manufacturers  in  this  country  and 
for  dealers  in  every  state. 

YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner 
back  to  you  for  records  and  his  friends  to  you  for  a  machine. 

Samples,  Suggestions  and  Sketches  Furnished  Free 

THE  MEYERCORD  COMPANY,  CHICAGO 

Largest  Manufacturers  of     JJEC  ALCOlMi ANI A     Transfer  Name-Plates 


\TgffWg^^ra.«A^A<lAMAlVM.»AwAt!tAltAl  t Al  lAl^Al  lAl tAf lAl  TAMA! rAvlAlitAl  lAl  TA1  lAt  \{ \umirTuA!jn!!i1\LlQlJAlj£ll 


Transfer  Name-Plates 


76 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Two  Great  Selling 
Features  Every  Brunswick 
Dealer  Appreciates 


The 
Ultona— 

a  unique  feature 
of  The  Brunswick 
Method  of  Repro- 
duction. N  o  iv 
you  can  play  all 
makes  of  records 
at  their  best. 


THE  Brunswick  Method 
of  Reproduction  has 
brought  about  an  increased 
volume  of  sales.  Dealers 
everywhere  join  in  praising 
this  great  idea. 

Most  dealers  realize  the 
drawbacks  to  old  methods  of 
reproduction,  and  the  pub- 
lican becoming  acquainted 
with  The  Brunswick 
Method,  is  losing  interest 
in  yesterday's  standards. 

The  House  of  Brunswick 
is  educating  the  music-lov- 
ing public  to  make  compar- 
isons. In  its  advertising  in 
national  publications  The 
House  of  Brunswick  is 
stating  compelling  facts  — 
which  few  purchasers  care 
to  ignore. 

The  current  advertising 
campaign    spotlights  two 


features  of  The  Brunswick 
Method  of  Reproduction: 
[1]  The  Ultona  and  [2]  The 
Brunswick  Amplifier. 

A  description  of  the  Ul- 
tona is  enough  to  make  the 
average  buyer  anxious  to  see 
this  new  all-record  player. 

In  speaking  of  The  Bruns- 
wick Tone  Amplifier,  we 
state  how  The  Brunswick 
attains  superior  reproduc- 
tion by  complying  with 
acoustic  laws,  and  how  we 
avoid  old  conceptions. 

By  studying  our  adver- 
tising, you  will  note  that^it 
is  pure  selling  copy,  the 
exact  arguments  you  and 
your  salespeople  can  use 
to  great  advantage.  It  is 
straight  from  the  shoulder, 
and  presents  compelling 
REASONS  WHY. 


3EP3g3EOaB 


This  super-phonograph,  as 
hundreds  of  Brunswick  Deal- 
ers will  attest,  has  won  high 
rank  as  a  profit  and  friend- 
maker.  And  its  popularity  is 
ever  increasing. 

We  are  proud  of  its  recep- 
tion and  of  the  fine  dealer 
connections  it  has  brought  to 
The  House  of  Brunswick. 
We  have  placed  our  faith  and 


our  resources  behind  this  pho- 
nograph and  we  know  that  an 
even  greater  future  is  attain- 
able. 

More  and  more  The  Bruns- 
wick is  winning  friends — 
everyone  who  hears  it  recog- 
nizes its  worth.  We  intend  to 
increase  this  appreciation  of 
The  Brunswick — and  every 
Brunswick  Dealer  will  profit 
thereby. 


The  Brunswick-Balke-Collender  Company 


Branch  House*  In  Principal 
Cities  of  United  States, 
Mexico  and  Canada 


General  Offices: 
Chicago  and  New  York 


Canadian  Distributors 
Musical  Merchandise  Sales  Co. 
Excelsior  Life  Building 
Toronto 


The 
Brunswick 
Amplifier 

a  new  idea  in 
tone  reproduc- 
ti  o  n ,  departing 
from  old  -  time 
crudities.  Tones 
hitherto  lost  are 
nozv  brought  out 
in    rich  clarity. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


77 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  75) 


yards  of  "Novaculite"  to  be  reclaimed  from  the 
land  purchased  by  Mr.  Read. 

A.  L.  Spring  on  Tour 

A.  L.  Spring,  manager  of  both  the  whole- 
sale and  retail  talking  machine  departments 
of  Thos.  E.  Wilson  &  Co.,  is  planning  the 
itinerary  of  a  three  weeks'  trip  through  the 
South  and  West.  Immediately  upon  his  return 
Mr.  Spring  contemplates  a  trip  to  New  York 
and  will  be  gone  about  two  weeks. 

"We  have  been  getting  quite  a  number  of 
letters  from  our  dealers  recently,  commenting 
upon  the  new  model  talking  machines  that  we 
have  added  to  our  line,"  stated  Mr.  Spring. 
"Seven  styles  are  now  being  made  at  our  fac- 
tory at  retail  prices  ranging  from  $45  to  $165. 
Thos.  E.  Wilson  &  Co.  intend  to  enter  the 
talking  machine  trade  as  manufacturers  on  a 
larger  scale  than  ever  before.  The  parent  com- 
pany, Wilson  &  Co.,  as  is  well  known,  is  one 
of  the  largest  packing  houses  in  the  world, 
with  a  capitalization  of  forty  million  dollars, 
and  our  resources  are  unlimited.    In  the  retail 


department,  at  420  South  Wabash  avenue,  we 
have  made  quite  a  change  within  the  last  few 
weeks,  having  moved  this  department  from  the 
second  floor  to  the  basement,  where  we  have 
installed  quite  a  number  of  new  booths  and 
have  also  increased  the  size  of  our  record  de- 
partment for  Paramount  records,  for  which  we 
are  jobbers." 

Anent  Sergeant-Major  Vorkeller 
One  of  the  young  men  formerly  of  the  talking 
machine  industry  who  is  doing  his  share  in  the 
Liberty  Loan  is  Sergeant-Major  H.  P.  Vorkeller, 
in  charge  of  the  Base  Hospital  Band  of  Camp 
Grant,  who,  prior  to  his  induction  into  the  Na- 
tional Army,  was  connected  with  the  retail  Vic- 
tor department  of  Lyon  &  Healy.  Some  time 
ago  with  other  selects  he  was  sent  to  Camp 
Grant  for  military  training,  but  was  placed  in 
the  Base  Hospital  unit  instead  of  the  infantry. 
While  still  connected  with  the  retail  forces  of 
Lyon  &  Healy  Sergeant-Major  Vorkeller  made 
a  national  reputation  for  himself  as  a  saxo- 
phonist.    He  is  said  to  be  one  of  the  greatest 


saxophone  artists  in  the  country  and  a  master 
of  classic  music.  It  didn't  take  long  for  the 
authorities  at  Camp  Grant  to  find  this  out,  so 
they  put  him  through  a  grueling  examination 
in  musical  matters,  through  which  he  came  with 
flying  colors.  He  was  then  ordered  to  select 
men  from  the  other  members  of  the  Base  Hos- 
pital and  form  a  band,  with  the  rank  of  assist- 
ant band  leader.  He  started  in  on  thirty-six 
buck  privates  and  in  a  short  while  had  them  so 
that  they  could  hold  their  instruments  to  their 
lips.  He  was  then  promoted  to  sergeant,  and 
after  some  further  work  had  his  "bucks"  so 
that  they  could  give  a  fairly  good  account  of 
themselves.  The  band  is  now  well  up  on  clas- 
sical numbers,  especially,  and  is  considered  very 
good  on  military  music.  His  last  promotion 
prior  to  being  sent  to  Chicago  with  the  band 
to  take  part  in  the  Liberty  Loan  was  to  ser- 
geant-major. 

Activity  in  the  Northwest 
"There    is    much    activity    throughout  the 
(Continued  on  page  79) 


VITANOLA  TALKING  MACHINE  CO.  TO  EXPAND  ITS  PLANT 

Secures  Tract  of  Land  With  Recently  Purchased  Factory  Building  Upon  Which  Six-Story  Ad- 
dition Will  Be  Erected — Modern  Equipment  Throughout — A  Story  of  Quick  Success 


Chicago,  III.,  October  9.— The  Vitanola  Talk- 
ing Machine  Co.,  of  this  city,  which  recently 
closed  a  deal  for  the  purchase  of  the  plant  of 
the  Lincoln  Sash  &  Door  Co.  at  Fifty-second 
avenue  and  Nineteenth  street,  near  the  Western 
Electric  Co.,  also  took  over  in  connection  there- 
with a  three-acre  tract  of  land  on  which  they 
will  erect,  as  soon  as  war  conditions  permit,  a 
modernly  equipped  new  six-story  factory  build- 
ing.    The  present  structures  on  the  property 


Vitanola,  Style  12  Vitanola,  Style  10 

include  a  large  two-story  factory  with  dry  kilns 
and  storage  sheds,  and  the  entire  property  is 
served  by  a  switch  track  with  capacity  for  twen- 
ty-five cars. 

While  the  present  building  will  permit  of  con- 
siderably increased  output,  it  cannot  adequately 
meet  the  excess  demand  for  Vitanolas,  and  a 


four-story  cabinet  factory  is  planned  to  accom- 
modate also  the  assembling  department  and  the 
executive  offices  now  located  in  the  spacious 
Vitanola  Building  at  501-509  West  Thirty-fifth 
street. 

Within  a  few  years  the  Vitanola  Talking  Ma- 
chine Co.  has  grown  from  almost  nothing  to 
one  of  the  leaders  in  its  field.  All  the  trade 
knows  the  Vitanola  as  an  instrument  that  con- 
tains everything  desirable,  but  not  one  thing 
superfluous.  Its.  success  is  not  based  upon  a 
feature;  instead  the  Vitanola  is  a  perfect  whole, 
built  of  parts,  each  constructed  to  fit  in  with  the 
others.  And  not  only  musically,  but  in  every 
way  the  Vitanola  is  a  work  of  art. 

The  cabinet  designs  of  the  seven  1918  models 
are  the  envy  of  many  less  fortunate  manufac- 
turers, and  the  seven  1919  models,  which  will 
be  added  to  the  Vitanola  line,  represent  the  very 
highest  achievement  of  the  woodworkers'  craft. 
An  idea  of  the  exquisite  beauty  of  the  coming 
models  may  be  obtained  from  the  illustrations 
in  these  columns  of  the  unique  art  model,  No. 
17,  and  two  of  the  new  cabinet  models.  Like 
all  products  of  the  Vitanola  organization,  the 
new  models  conform  with  the  latest  discoveries 
in  the  science  of  acoustics. 

Always  alert  to  the  war  demands  of  the  Gov- 
ernment, the  Vitanola  C6.  also  watches  care- 
fully, and  protects  to  the  full  extent  of  its 
power,  the  interests  of  the  dealer.  For  the 
Government's  very  fair  decisions  in  matters 
pertaining  to  the  industry,  credit  is  due  in  a 
great  measure  to  M.  C.  Schiff,  who  was  un- 
tiring in  his  efforts  to  lay  before  the  proper  au- 
thorities the  truth  concerning  the  wartime  ne- 
cessity of  talking  machines,  and  the  none  too 


favorable  conditions  which  the  retailer  must 
contend  with. 

Perhaps  it  is  simply  a  working  out  of  the 
old  proverb,  "Like  begets  like,"  that  accounts 
for  the  loyalty  of  the  Vitanola  concern's  many 
customers,  the  list  of  which  includes  some  of 
the  country's  highest  grade,  best  rated  firms. 

The  spirit  of  co-operation  and  fair  dealing, 
which  has  won  for  the  company  the  esteem  of 
the  trade,  is  not  confined  to  any  one  direction, 
but  finds  expression  in  all  of  its  activities,  in- 
cluding the  treatment  of  its  employes,  all  of 
whom  feel  a  personal  interest  in  the  welfare  of 
the  company  and  the  quality  of  its  product. 

Approved  sales  helps  of  all  kinds  are  the  deal- 


Vitanola,  Style  17 

er's  for  the  asking.  Now  the  company  is  go- 
ing to  make  Vitanola  sales  still  easier  for  the 
dealer  by  a  billboard  campaign,  for  which  thou- 
sands of  dollars  have  been  appropriated. 

To  M.  C.  Schiff  and  Samuel  S.  Schiff,  who 
already  devote  long  hours  and  intense  effort  to 
the  business,  will  fall  additional  burdens  and 
responsibilities  with  the  expected  early  depar- 
ture of  the  junior  member,  Jeffrey  B.  Schiff, 
who  has  enlisted  in  the  Naval  Officers'  Training 
School,  and  whose  many  friends  will  wish  him 
God-speed. 


UNIVERSAL    TONE  ARM 


NO  SPRINGS 
NOR  WEIGHTS 
TO  ADJUST 

MADE  IN 

FOUR 
LENGTHS 


Talking  machine  manufacturers  should  an- 
ticipate their  tone  arm  needs  early  to  insure 
prompt  delivery.  The  demand  for  phono- 
graphs this  Fall  will  be  very  large,  and  it 
is  the  manufacturer  who  places  his  order 
early  that  will  be  given  the  benefit  of 
Empire  service.  Get  in  touch  with  us  at 
once  and  secure  our  quantity  prices  on  this 
splendid  equipment. 

Address  all  inquiries  to  Chicago  Office 


THE  EMPIRE  PHONO  PARTS  COMPANY 


PLAYS  ALL 
MAKES 
OF  RECORDS 
PERFECTLY 

WRITE 
US  FOR 
PRICES 


Sales  Office:  425  SO.  WABASH  AVE.,  CHICAGO,  ILL. 
Factory:  1100-1108  W.  9th  STREET,  CLEVELAND,  OHIO 


78 


THE    TALKING    MACHINE  WORLD 


October  15,  1913 


PHONOGRAPH  DEALERS  ENDORSE 

HIAWATHA  QUALITY 


Hiawatha  Phonographs  Repeat 

Any  phonograph  you  sell  that  will  bring  you  repeat  business 
is  honest  merchandise. 

Dealers  endorse  the  Hiawatha  by 
their  repeat  business,  service  and 
satisfaction. 

They  can  sell  Hiawatha  Phonographs 
with  every  confidence  that  they  will 
be  satisfactory  in  tone,  finish  and 
equipment. 

FIVE  HIAWATHA  MODELS 
$50,  $75,  $95,  $125  and  $175 

IMMEDIATE  DELIVERY 

Hiawatha  Phonograph  Company 

209  South  State  Street 
CHICAGO,  ILL. 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


79 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  77) 


Northwest,"  said  Paul  L.  Baerwald,  of  the  Otto 
Heineman  Phonograph  Supply  Co.,  "and  a  great 
deal  more  business  is  being  done  throughout 
that  territory  than  here  in  Chicago.  I  am  speak- 
ing of  the  retail  trade  only,  and  not  of  the  whole- 
sale. A  large  demand  has  sprung  up  for  our 
OkeH  records,  and  from  present  indications 
these  are  destined  to  become  quite  popular. 
Our  policy  is  to  place  these  records  on  the  mar- 
ket through  the  jobbers  only  at  present,  and 
we  are  in  a  position  to  take  care  of  our  trade 
up  until  the  first  of  January.  After  that,  as  is 
well  known,  everything  depends  upon  the  de- 
cision of  the  war  board.  Collections  have  been 
exceptionally  good,  and  we  are  not  having  any 
trouble  whatsoever  from  this  source." 

Mr.  Baerwald  is  managing  the  Chicago  head- 
quarters of  the  Otto  Heineman  Co.  until  the 
return  of  Manager  S.  A.  Ribolla,  the  first  of  the 
week,  the  latter  having  gone  to  New  York  for 
a  conference  with  the  officials  of  the  company. 
Shell-O-Phone  Ready  for  Market 

The  Shell-O-Phone  Talking  Machine  Co., 
whose  offices  are  in  the  North  American  Build- 
'ing,  are  now  ready- for  the  market  with  their 
machine.  They  have  been  working  on  it  for 
a  year  and  now  announce  that  they  have  per- 
fected it,  have  conquered  all  acoustic  problems 
connected  with  it,  and  are  ready  to  consider 
propositions  for  agencies.  The  one  feature  of 
the  Shell-O-Phone  is  the  fact  that  the  horn 
of  each  machine  is  a  large  conch-shell,  captured 
on  the  beach  of  one  or  another  South  Sea  Island. 
It  is  placed  in  the  back  of  the  instrument  and 
connected  to  the  "sound  arm."  In  the  words 
of  the  company's  literature,  "the  tones  reflect 
and  expand  as  though  from  the  human  throat 
or  actual  musical  instrument  itself."  The  Chi- 
cago representative  of  The  World  was  present 
at  a  demonstration  the  other  day  and  believes 
the  Shell-O-Phone  to  be  a  machine  of  excel- 
lent tone.  The  cases  are  of  massive  design,  and 
the  cabinet  work  and  finish  is  good.  The  con- 
cert grand  size  is  recommended  for  use  in  large 
halls,  hotels,  clubs  and  places  where  great  vol- 
ume of  music  is  essential.  The  volume  of  tone 
on  all  sizes  is  naturally  loud,  but  can  be  reduced 
at  will  by  the  use  of  the  proper  needle. 

Record  Knitting  Bags 

In  order  to  assist  their  women  patrons  in 
carding  records  home  the  retail  record  depart- 
ment of  Lyon  &  Healy  is  packing  records  pur- 
chased by  women  in  brown  tough  paper  bags. 
These  bags  have  a  tape  handle  and  brass  fas- 
tener. They  are  similar  to  the  regulation  knit- 
ting bags  that  women  are  carrying  nowadays, 
and  can  be  used  as  such.  The  idea  of  these  bags 
was  conceived  by  L.  C.  Wiswell,  manager  of 
Lyon  &  Healy's  Victor  department.  They  have 
been  received  with  much  favor  by  women  who 
purchase  their  records  at  Lyon  &  Healy's,  as 
they  enable  one  to  carry  records  through  the  city 
with  a  minimum  danger  of  breakage.  There  is 
a  pretty  picture  by  Nancy  Beatty,  the  talented 
artist,  printed  on  one  side  of  the  bag,  while  the 
other  side  is  devoted  to  the  name  and  address 
of  Lyon  &  Healy. 

Such  a  demand  has  been  created  in  Chicago 
for  these  bags  that  the  service  department  of 
Lyon  &  Healy  thought  it  would  be  a  good  idea 
to  offer  them  to  the  different  retail  houses  they 
serve  throughout  the  ■  country.  For  this  pur- 
pose a  large  number  have  been  made  up.  The 
Victor  record  and  knitting  bags  are  made  of 
Kraft  paper  with  handles  and  are  offered  to  the 
retail  trade  for  12  cents  each  in  lots  of  one  hun- 
dred or  more. 

Empire  Records  Take  Well 

Quite  a  number  of  new  agencies  have  been 
established  within  the  past  month  to  handle  the 
new  Empire  hill  and  dale  cut  records,  which 
were  placed  upon  the  market  for  the  first  time 
last  month.  These  new  records  are  known  as 
the  Black-Faced  Empire  and  are  ten-inch  dou- 
ble-disc hill  and  dale  cut  and  can  be  played  with 
steel  needles.  The  surface  noise  has  been  re- 
duced to  a  minimum  and  records  can  be  played 
on  any  universal  talking  machine.  The  No- 
vember releases  consist  of  a  library  of  fifteen 


numbers,  embracing  popular  and  standard  se- 
lections. In  connection  with  these  records  the 
Empire  Co.  has  had  prepared  for  them  some 
exceptionally  handsome  hangers  heralding  the 
latest  releases.  These  are  printed  in  colors  and 
may  be  recognized  by  the  new  Empire  record 
cut  shown  elsewhere  in  this  issue.  This  supple- 
ment is  a  very  artistic  example  of  the  highest 
grade  of  print  craft  and  a  goodly  quantity  is 
supplied  with  all  orders. 

The  Empire  talking  machine  is  also  coming 
up  very  strong  and  twelve  Empire  models  re- 
tailing from  $32.50  to  $500  are  having  a  very 
good  demand  throughout  the  Central  West  and 
Eastern  territories,  especially  Pennsylvania. 
One  of  the  most  popular  sellers  in  the  Empire 
line  is  the  Empire  portable  machine,  a  very 
compact  and  durable  little  instrument  that  plays 
all  makes  of  records.  John  H.  Steinmetz, 
president  of  the  company,  also  stated  that  the 
demand  for  their  new  Empire  art  model,  which 
was  announced  some  time  ago,  has  proven 
greater  than  his  anticipation,  and  he  is  urging 


his  dealers  to  place  their  orders  for  these  instru- 
ments early,  so  as  to  be  sure  to  have  them  on 
the  floor  in  time  for  the  holiday  trade. 

Brown  Goes  Over  the  Top 

The  R.  M.  Brown  Music  House,  3018  East 
Ninety-first  street,  South  Chicago,  111.,  deal- 
ers in  Victor,  Columbia  and  Kimball  ma- 
chines, have  gone  over  the  top  for  the  Fourth 
Liberty  Loan,  having  subscribed  $1,250  to  the 
same.  This  subscription  represents  an  invest- 
ment from  every  member  of  the  staff,  and  was 
secured  by  J.  V.  Sill,  of  the  talking  machine  di- 
vision of  the  Allied  Music  Trades.  The  Brown 
concern  are  Kimball  dealers,  handling  the  pianos 
and  players  made  by  the  W.  W.  Kimball  Co. 
in  addition  to  the  lines  of  talking  machines 
mentioned  above. 

Loyal  to  Established  Dealers 

H.  B.  Bibb,  sales  manager  of  the  phonograph 
division  of  the  Brunswick-Balke-Collender  Co., 
announces  that  while  they  have  been  able  to 
care  for  their  established  trade  very  nicely  at 
(Continued  on  page  80) 


Here's  Why  the  Talking  Machine 
Business  Is  So  Good 


T  T  OME  has  taken  on  a  new  aspect  since  we  have  entered  this  war.    It  means 
more  to  the  father  and  mother  who  have  boys  fighting — it  means  more  to 
the  wife  whose  husband  has  gone  away,  and  so  on.    The  result  is"  that  families 
are  spending:  more  time  in  their  homes. 


This  has  its  effect  on  retail  talking  ma-' 
chine  sales.  Many  families  who  have  here- 
tofore gone  outside  of  their  homes  for 
amusement  are  finding  that  the  talking  ma- 
chine with  its  wide  range  of  music  is  bring- 
ing amusement  into  the  home. 

So  now  is  the  time  to  push  your  talking 
machine  sales — now  is  the  time  to  order 
(for  Holiday  business)  the  machine  hun- 
dreds of  dealers  like  yourself  are  making 
from  $1,000  to  $10,000  net  profit  on— the 


VITAN0LA 


Certainly  there  is  no  time  like  the  present 
for  making  real  cash  money  out  of  the  Vita- 
nolas,  for  lightless  nights,  gasolineless  Sun- 
days, and  possibly  fuelless  days  mean  more 
talking  machine  sales.  If  you  are  having 
trouble  getting  standard  goods  you  ordi- 
narily profit  on  and  are  losing  dollars  be- 
cause of  it,  order  some  Vitanolas  now, 
they'll  more  than  make  up  the  loss  in  profits. 

The  Vitanola  will  make  money  and  friends 
for  you.  It's  the  machine  that  satisfies — 
the  machine  people  buy  when  they  see  and 
hear  it.  In  order  to  insure  quick  delivery 
order  now.    Don't  think — act. 


Trade  Mark  Registered 


VITANOLA  TALKING  MACHINE  CO. 

501-509  W.  35th  Street      ....       CHICAGO,  ILL. 


80 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


HOW  IS  YOUR  STOCK  OF 
CONTINUOUS  HINGES, 
ROTAMETERS  (SPEED 
TESTERS),  HANDLES, 
GOVERNOR  SPRINGS 
AND  BALLS,  MICA  DIA- 
PHRAGMS (Best  Grade-All  Sizes), 

PHONOGRAPH  HARDWARE,  MOTORS  AND  TONE  ARMS,  ETC. 

WE  CAN  SUPPLY  A  LIMITED  NUMBER  OF  CUSTOMERS  ONLY.    ACT  QUICKLY. 

Send  for  free  sample  of  our  door  knob,  seven-eighths  inch  diameter. 

LAKESIDE  SUPPLY  CO.,  Inc.  202  So.  Clark  Street,  CHICAGO,  ILL. 


ROTOMETER — ACTUAL  SIZE 


Telephone, 
Harrison  3840 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  79) 


the  present  time,  owing  to  the  shortage  of  labor 
and  other  matters  and  a  desire  to  conserve  the 
interests  of  their  loyal  dealers,  they  are  not  add- 
ing any  new  accounts  at  the  present  time. 
Brunswick  Quartet 
The  group  of  handsome  gentlemen  shown  in 
the  accompanying  photograph  includes,  reading 


Group  of  Brunswick  Men 

left  to  right:  A.  J.  Kendrick,  general  super- 
visor of  branches  of  the  phonograph  department 


of  the  Brunswick-Balke-Collender  Co.;  H.  B. 
Bibb,  sales  manager  of  phonograph  division; 
R.  J.  Waters,  former  Brunswick  district  man- 
ager; A.  B.  Libbett,  in  charge  of  Chicago  city 
sales. 

Mr.  Waters  was  on  a  furlough  from  Camp 
Pike,  Arkansas.  He  was  then  taking  the  Re- 
serve Officers'  Training  Course. 
He  has  since  gotten  his  lieuten- 
ancy and  is  now  training  a  bunch 
of  rookies. 

Wurlitzer  Co.  Changes 
There  has  been  a  change  in  man- 
agerial positions  at  Wurlitzer's 
within  the  past  week  or  so.  L.  E. 
Noble,  formerly  manager  of  the 
wholesale  Victor  department,  has 
been  transferred  to  new  duty  as 
manager  of  the  retail  department. 
F.  A.  Siemon,  who  formerly  man- 
aged this  department,  has  been 
placed  in  charge  of  the  automatic 
department  at  615  Wabash  avenue, 
having  succeeded  Manager  Her- 
man, of  this  department,  who  is 
now  on  the  Coast  in  the  interests 
of  the  company. 

Hans  Schloessing,  who  formerly 
covered  the  Chicago  territory  for  the  Wur- 
litzer wholesale  Victor  department,  was  placed 
in  the  position  vacated  by  Mr.  Noble. 


Repair  Parts 

For  All  and  Every  Motor 
That  Was  Ever  Manufactured 


We  can  supply  any  part.  The  largest  and  most 
complete  assortment  of  repair  parts — in  the  United 
States — on  hand,  for  old,  obsolete  and  present-day 
motors.  If  your  order  cannot  be  filled  from  stock, 
we  will  make  it  up  special. 

Special  prices  on  main  springs,  governor  springs, 
micas,  etc.,  in  quantity  lots. 

Steel  needles  on  hand  for  immediate  delivery  in 
loud,  medium  and  soft  tones. 


success 

Standard  Talking  Mach, 
United  Talking  Machine 
Harmony  Talking  Mach, 
O'Neill.Jam;  Co. 


Higk  GradeTaJkmo  j\facfunes,  Disc  Kccords, 
Talking  Machine  Supplies,  Etc. 

227  W.  Lake  Street,  CHICAGO,  ILL. 


TRADE  MAR* 

CONSOLA" 


Wallace  Brown,  proprietor  of  the  Brunswick 
Shop  of  Detroit,  and  Geo.  S.  Standke,  manager 
Brunswick  Shop,  Indianapolis,  were  recent 
visitors. 


ADJUSTING  BUSINESS  TO  THE  WAR 

Interesting  and  Timely  Chat  on  This  Subject 
With  J.  C.  Roush,  Secretary  of  the  National 
Association  of  Talking  Machine  Jobbers 


Pittsburgh,  Pa.,  October  10.— "The  adjustment 
of  business  to  war  conditions,"  says  J.  C.  Roush, 
secretary  of  the  National  Association  of  Talk- 
ing Machine  Jobbers,  to  The  World  representa- 
tive, "is  to-day  a  patriotic  duty  which  no  man, 
in  whatever  business  engaged,  can  escape. 

"The  curtailment  of  everything  which  affects 
the  business  of  a  talking  machine  retailer  has 
reached  a  point  where  it  is  absolutely  neces- 
sary that  he  immediately  check  up  his  present 
stocks,  determine  in  every  way  possible  what 
he  may  expect  in  the  way  of  merchandise  from 
his  wholesalers,  and  then  make  his  expense 
budget  conform  rigidly  to  this  basis. 

"An  overhead  expense  which  seemed  eco- 
nomical when  goods  were  plentiful  is  likely  to 
be  grossly  extravagant  now.  A  sales  force 
which  was  hardly  adequate  when  a  dealer's  floor 
was  crowded  with  machines  and  his  shelves 
filled  with  record  'hits'  is  now  probably  entire- 
ly too  large.  Then,  too,  it  should  be  remem- 
bered that  the  Christmas  buying  season  is  to  be 
spread  over  a.  longer  period  this  year,  that  hours 
of  business  are  not  to  be  increased,  and  that 
sales,  forces  are  not  to  be  augmented.  All  of 
which  makes  it  the  easier  for  the  dealer  to  plan 
a  very  conservative  program  as  regards  his  sell- 
ing force  and  all  other  overhead  expenses. 

"Please  don't  misunderstand  me.  I  am  not 
advising  any  general  retrenchment,  any  relaxa- 
tion of  selling  aggressiveness,  any  curtailment  of 
advertising.  The  continuation  of  such  efforts 
is  essential  to  the  maintenance  of  a  dealer's 
standing,  his  prestige,  his  good  will. 

"But  I  do  urge  cutting  out  the  waste.  Trim 
every  useless  expense  to  the  bone.  Search  out 
the  little  and  the  big  leaks  'and  plug  them  up 
tight.  Most  of  us  believed  we  were  working 
on  an  economical  basis  already,  but  we  were 
surprised  at  the  useless  expenditures  we  found 


We  Make  Stamped  Steel 

SOUND-BOXES 

in  View  of  Shortage  in  Die- 
Casting  Market 


Chicago  Recording  Scale  Co. 

WAUKEGAN  ILLINOIS 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


81 


to  trim  when  studying  them  in  the  light  of  cur- 
tailed shipments  of  merchandise. 

"Big  business  is  just  around  the  corner. 
When  the  war  ends  talking  machine  dealers  are 
coming  into  their  own.  They  are  to  see  the 
biggest  demand  for  instruments  and  records  in 
the  trade's  annals.  But  the  wise,  far-sighted 
dealer  will  so  finance  the  lean  period  between 
now  and  the  signing  of  peace  that  the  ex- 
panding trade  condition  will  find  him  ready  and 
waiting  to  take  advantage  of  them. 

"Tell  your  readers  that  every  business  needs 
the  closest  kind  of  scrutiny  during  the  months 
ahead — study  of  expenses,  study  of  merchan- 
dise market,  study  of  records  "in  stock"  with 
distributors. 

"Eliminate  the  sending  out  of  records  on  ap- 
proval, explaining  to  your  customers  in  doing 
so  that  this  is  really  a  service  to  them,  as  no 
one  wishes  to  place  in  his  record  library  used 
records.  Discontinue  useless  and  extravagant 
deliveries  of  records,  training  your  clerks  to 


explain  the  necessity  of  such  economies  at  this 
time.  Stiffen  up  instalment  terms  on  machines, 
limiting  payments  to  cover  periods  not  exceed- 
ing six  months.  Sell  records  only  on  a  cash 
basis. 

"Merchandise  to-day  should  be  sold  on  terms 
that  will  enable  a  dealer  to  meet  his  bills 
promptly.  Revise  mailing  lists,  cutting  out  all 
useless  expense  of  clerical  work  in  mailing,  post- 
age, etc.  A  dealer  should  realize  right  now  that 
all  the  taxes  and  increased  costs  which  he  must 
expect  cannot  be  met  by  any  increase  in  price 
which  may  be  effected. 

"The  average  dealer  who  is  doing  these 
things,  and  who  is  maintaining  his  relations  with 
his  trade,  may  have  the  assurance  that  he  is 
working  towards  a  big  business  expansion  in  the 
days  now  not  so  far  distant." 


MANUFACTURE  THE  "STERLING" 


Conlin's  Talking  Machine  Shop,  Chicago,  111., 
is  now  located  in  new  quarters  at  2322  West 
Madison  street,  that  city. 


The  Compacto  Phonograph  Co.  has  succeeded 
the  Sterling  Phonograph  Co.,  and  is  now  manu- 
facturing a  complete  line  of  "Sterling"  phono- 
graphs. This  line  has  been  on  the  market  for 
several  years,  and  has  won  considerable  suc- 
cess throughout  the  country.  The  executive 
offices  of  the  company  are  located  at  31  East 
Twelfth  street,  and  the  factory  at  21  East 
Eighth  street,  New  York.  A.  Sundheimer,  well 
known  in  the  phonograph  industry,  is  general 
manager  of  the  company  and  in  charge  of  manu- 
facturing and  distribution.  It  is  planned  to 
manufacture  a  line  of  eight  models,  all  equipped 
with  a  universal  tone  arm,  and  with  guaranteed 
parts  throughout.  Arrangements  are  now  being 
made  for  an  effective  campaign  to  reach  the 
trade  and  the  public. 


Sell  all  the  records  you  can,  and  then  put  some 
of  your  surplus  in  Liberty  Bonds. 


10-inch  Double-face  Records 

Let  us  send  you  an  as- 
sortment of  the  new 
Empire  records.  There 
are  15  numbers  in  the 
November  release  and 
you  will  find  each  one 
will  sell  rapidly. 


Records 


i 


SUPREME  IN  QUALITY 


Retail  at  85c. 

Empire  records  are  hill- 
and-dale  cut,  and  can  be 
played  with  a  steel 
needle.  No  surface 
noise,  no  vibration  or 
scratching.  Can  be 
played  on  any  universal 
talking  machine. 


Mr.  Dealer— Take  Our  Agency— Now! 

We  say  "now"  because  this  is  the  proper  time  to  put  in  the  Empire  line.  It  may  be 
hard  for  you  to  get  Talking  Machines  before  many  weeks  are  past,  and  the  dealer 
who  takes  on  the  Empire  agency  now  will  be  assured  of  prompt  deliveries  in  the 
future.  There's  real  profit  made  in  Empires,  and  satisfied  customers  as  well.  Empire 
records  and  machines  offer  an  unbeatable  combination. 


We  Will  Send  You  Our  Agency  Offer 

Do  not  let  another  day  pass  without  writing  for  our  dealer  proposition. 
We  offer  you  a  splendid  line  of  machines  at  prices  to  fit  the  size  of 
every  purse.  The  very  best  material  and  the  utmost  care  are  used  in 
constructing  Empire  machines.  The  wonderful  Empire  tone  arm  plays 
all  makes  of  disc  records  perfectly. 

12  Models  Retailing  From  $32.50  to  $500 

One  of  the  most  popular  sellers  in  the  Empire  line  is  the  Empire 
portable.  Very  compact  and  durable  and  plays  all  makes  of  records. 
Our  portable  folder  "will  explain  it  thoroughly.    Write  for  it. 


t  Showing  the  Empire  Portable  set 
up  ready  for  operation 


Fmpiretaikingmachineco. 

■^-^  John  H.  Steinmetz,  President 

429  South  Wabash  Avenue,  Chicago,  111. 


82 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


LlNERPHONE 

A  Success,  not  an 
Experiment ! 

Handsome 
Fully  Equipped 
Reproduction  Faultless 


Linerphone   Model  300 


The  Linerphone 
Line  includes  7 
styles  retailing 
from  $75.00  to 
$150.00:  Ma- 
hogany and  Oak 


Write  for  Information 
Prices  Sent  On  Request 

Linerphone 

TALKING  MACHINE  CO. 

1801  Nebraska  Avenue 
Chicago 


FULTON=ALDEN  CO.'S  NEW  HOME 

Secure  New  Manufacturing  Quarters  in  Mil- 
waukee— Controls  Metal  Specialties  Co. 


Wau  kegan,  III.,  October  10. — The  Fulton-Al- 
den  Co.,  of  this  city,  well  known  to  the  talking 
machine  trade  as  producers  of  the  Fulton  phono- 
graph, has  completed  an  important  new  deal  in- 


New  Plant  of  Fulton-Alden  Co. 

volving  the  removal  of  its  entire  plant  to  a 
much  larger  site  in  Milwaukee,  Wis.,  and  the 
opening  of  a  new  era  in  the  company's  business. 

For  some  time  past  it  has  been  the  desire  of 
the  company's  officers  to  turn  out  a  phonograph 
entirely  Fulton-made,  including  motor,  repro- 
ducers, etc.,  complete.  They  have  now  consum- 
mated a  deal  whereby  they  acquire  control  of 
the  Metal  Specialties  Co.,  of  Benton  Harbor, 
Mich.,  together  with  the  services  of  W.  R. 
Everett,  who  has  superintended  the  manufactur- 
ing department  of  this  concern.  The  Metal  Spe- 
cialties Co.  plant  has  been  devoted  to  the  manu- 
facture of  talking  machine  motors,  tone  arms, 
and  parts,  and  Mr.  Everett  has  a  national  repu- 
tation as  a  designer  and  maker  of  such  parts, 
especially  motors. 

The  machinery  and  fixtures  of  the  Benton 
Harbor  plant,  together  with  the  equipment' of 
the  present  Fulton-Alden  factory  at  Waukegan, 
are  being  transferred  to  a  new  building  recently 
purchased  in  Milwaukee,  occupying  three  stories 


I    .  *M  MU  Ml 

III  i  I  III  III  III  III 


Part  of  Finishing  Plant 

and  covering  an  irregular  plot  of  ground  175 
feet  by  300  feet.   The  building  is  fireproof,  steam 
heated,  equipped  with  steam  power  and  located 
on  a  siding  of  the  C.  M.  &  St.  P.  railway. 
Through   this   combination    of   interests  the 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Cash  with  order 

State  make 
of  tone  arm  used 


Also  made 
with  long 
brake  shoe 
for  1  inch 
offset 


Patented  Auc  28.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  for  attraction  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  Ave.,  Chicago 


Fulton-Alden  Co.  has,  of  course,  been  able 
greatly  to  increase  its  output,  and  it  is  expected 
that  many  improvements  in  the  character  of 
Fulton  service  will  flow  therefrom.  There  is  a 
very  distinct  advantage  in  selling  a  machine 
wholly  made  under  one  roof  in  all  its  parts, 
while  at  the  same  time  the  company  is  acquir- 
ing a  motor,  among  other  things,  of  definite  and 
well-established  character  for  reliability.  It  is 
expected  also  that  the  Fulton-Alden  plant  will 
be  able  to  furnish  motors  to  the  trade  almost 


View  of  a  Manufacturing  Section  of  the  Plant 

immediately;  as  well  as  the  well-known  Fulton 
reproducer  and  other  parts.  With  ample  capital 
and  facilities  the  company  is  certainly  entering 
upon  a  new  period  of  prosperity  and  progress. 

Robert  Fulton,  president  of  the  company,  is 
a  musician  of  high  attainments  who  for  twelve 
years  past  has  been  interesting  himself  in  the 
sale  and  promotion  of  musical  instruments.  To 
him  the  inventor  of  the  now  characteristic  Ful- 
ton system  of  reproduction  came  when  the  ques- 
tion of  manufacturing  an  improved  talking  ma- 
chine became  practical.  Starting  in  a  small  way 
and  assisted  by  his  own  reputation  for  integrity, 
added  to  the  banking  knowledge  and  repute  of 
his  brother  John,  Robert  Fulton,  ably  seconded 
likewise  by  Harry  Howe,  the  company's  efficient 
secretary,  has  gone  on  from  success  to  success. 
The  technical  knowledge  of  Mr.  Everett,  now 
placed  at  the  company's  disposal,  assures  still 
more  rapid  development  in  every  department. 


Cabinets-Cabinets-Cabinets 

For  dealers,  wholesalers  and  jobbers  or  those  who  desire 
to  sell  their  own  brand,  style  and  make  of  talking  machines. 
Let  us  figure  on  what  you  desire.  We  are  not  too  busy  to 
build  your  cabinets. 

Chas.  Passow  &  Sons 


2121  to  2141  ALLPORT  STREET 


CHICAGO,  ILL. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


83 


STOCK  SHORTAGE  IMPROVES  SALESMANSHIP  IN  PORTLAND 

Clerks  in  Talking  Machine  Stores  Now  Actually  "Selling"  the  Records  That  Are  Available  to 
Those  Who  Want  Other  Selections — Trade  Working  Hard  in  Liberty  Bond  Drive 


Portland,  Ore.,  October  4. — While  the  Fourth 
Liberty  Loan  drive  has  somewhat  affected  the 
talking  machine  business  in  Portland  for  a  week 
or  two,  there  is  little  complaint  from  the  deal- 
ers, most  all  taking  an  active  part  in  the  drive 
and  showing  more  anxiety  to  have  Portland 
the  first  to  go  "over  the  top"  than  to  sell  ma- 
chines. In  fact,  it  continues  to  be  easier  to 
sell  machines  than  it  is  to  get  them.  Customers 
are  numerous,  machines  are  scarce.  The  public 
appreciates  the  fact  that  certain  records  are  im- 
possible to  get  in  large  quantities  and  good- 
naturedly  accept  substitutes  and  are  apparently 
well  satisfied.  The  salesmanship  of  many  young 
ladies  in  the  record  departments  has  very  much 
improved  since  the  war,  as  they  have  been 
taught  how  to  make  their  customers  want  what 
they  buy,  instead  of  buying  what  they  want. 

The  phonograph  department  of  the  Meier  & 
Frank  store  is  100  per  cent,  loyal.  Every  em- 
ploye has  subscribed  to  the  new  loan.  This  is 
not  surprising,  as  Julius  Meier,  head  of  the 
firm,  is  Lieutenant  General  of  the  Liberty  Loan 
drive  in  Oregon.  The  store  takes  care  of  all 
Liberty  Bonds  bought.  Business  is  very  good 
in  the  big  talking  machine  department.  Rec- 
ords are  sent  out  every  week  to  Vancouver  Bar- 
racks, Camp  Lewis  and  to  the  Red  Cross.  J.  H. 
Matney  is  manager  of  the  department. 

Paul  B.  Norris,  of  the  Wiley  B.  Allen  Co- 
had  a  most  successful  August  month,  September 
starting  out  in  fine  shape  and  prospects  better 
than  ever  before.  A  number  of  changes  have 
been  made  in  the  department.  Mrs.  Olga  Binder, 
who  has  been  in  charge  of  the  record  depart- 
ment, has  been  promoted  to  the  position  of 
cashier,  and  Miss  Serr,  who  assisted  in  the  rec- 
ord department,  has  been  given  Miss  Binder's 
former  position.  Miss  Herbertina  Perry,  for- 
merly of  the  Bush  &  Lane  Co.,  is  now  assisting 
Miss  Serr. 

William  Hodecker,  who  was  in  charge  of  the 
phonograph  department  of  the  Lucas-Seiberling 
Music  Co.,  has  entered  the  navy  and  is  at  pres- 
ent stationed  at  Bremerton. 

The  G.  F.  Johnson  Piano  Co.  has  added  the 
Cheney  phonograph  to  their_stock.  They  now 
carry  the  Victor  and  Cheney  in  their  admirably 
equipped  talking  machine  department,  which  has 
recently  been  enlarged  to  meet  the  growing 
business. 

There  is  a  remarkable  increase  in  sales  of  for- 
eign records  at  the  Columbia  Graphophone  Co. 
Many  foreigners  in  the  shipyards,  with  plenty 
of  money,  are  eager  to  buy  records  of  the  songs 
and  dances  of  their  different  countries.  The 
sales  people  are  kept  busy  attending  to  this  class 


DEALERS 

Offset  the  Record  Shortage! 
Keep  Your  Sales-Force  Busy! 
Sell  Our  Language  Records! 

French 
Spanish 
Italian 

ALSO 
F.M.C  FRENCH 

MILITARY 
CONVERSATION 
Cash  in  now  on  the 

Language  Phone  Method 

and  Rosenthal's  Practical  Linguistry 

ll  requires  no  scientific  salesmanship  to  sell  our  records. 
The  courses  are  so  simply  arranged  that  the  demon- 
stration satisfies  the  prospect.  The  French  Military 
Course,  5  Double  Discs,  and  Military  Manual  (Retail 
$10.00)  is  ideal  for  Army,  Navy,  Red  Cross 
Our  Display  Signs  Sell  the  Goods 
Send  for  Particulars  —  Prompt  Delivery 

THE  LANGUAGE  PHONE  METHOD 

992  Putnam    •    2  West  45th  Street,   -   New  York 


of  customers,  which  is  steadily  increasing.  The 
Columbia  is  fortunate  in  having  the  services  of 
Miss  Olga  B.  Moreland,  who  is  especially  well 
qualified  to  handle  the  foreign  custom,  as  she 
speaks  French,  Italian  and  German  and  can 
translate  nearly  every  language  satisfactorily 
for  customers. 

The  Lucas-Seiberling  Music  Co.  is  doing  a 
good  talking  machine  business.  While  a  num- 
ber of  young  men  employed  in  this  store  have 
gone  to  war  their  places  have  been  supplied 
by  capable  young  women.  Miss  Ruth  Flannery 
is  now  in  charge  of  the  phonograph  department 
and  is  filling  the  position  very  acceptably. 

OkeH  and  Emerson  records  are  becoming  pop- 
ular in  Portland.  The  Sahlstrom  Music  Co.  is 
selling  great  quantities  of  them.  The  Stradivara 
phonograph  carried  by  this  company  has  also 
been  well  received  in  Oregon.  L.  E.  Gilham, 
manager,  says  business  is  very  satisfactory. 

A  number  of  used  talking  machines  which 
have  been  taken  in  exchange  for  the  Sonora 
phonograph  are  offered  at  very  reasonable  prices 
at  the  removal  sale  of  the  Bush  &  Lane  Co. 
The  company  will  carry  nothing  but  new  stock 
to  their  new  store  in  the  Eilers  Building,  to 
which  they  will  move  on  October  10. 

Louis  Older,  who  has  been  connected  with 
the  Columbia  Graphophone  Co.  for  a  long  time, 
has  resigned  his  position  as  assistant  manager 
and  entered  the  automobile  business. 

L.  C.  Callahan,  manager  of  the  Columbia  Dic- 
taphone department,  has  returned  from  the 
training  camp  at  Eugene,  Ore.  Mrs.  Callahan 
is  assisting  him  in  the  office,  and  should  Mr. 
Callahan  be  called  to  war  she  will  be  able  to 
keep  on  with  the  business.  Mr.  Callahan  is 
waiting  for  a  call  to  the  officers'  training  camp 
at  Camp  Pike,  Little  Rock,  Ark. 

G.  Guy  Wakefield,  of  the  Wakefield  Piano 
Co.,  is'  very  much  gratified  with  the  success  of 
the  Brunswick  talking  machines.  Sales  are  very 
frequent  and  high-grade  machines  are  preferred. 

The  Hyatt  Talking  Machine  Co.  is  now  oc- 
cupying its  handsome  new  store  on  Alder  street. 
The  store  is  in  a  most  desirable  location  and  is 
finely  equipped  and  handsomely  furnished.  Mr. 
Hyatt  is  making  arrangements  for  an  opening 
very  soon,  which  will  be  an  event  of  prominence 
in  the  social  and  musical  world  of  Portland. 

C.  A.  Newman,  in  charge  of  the  talking  ma- 
chine department  of  Graves  Music  Store,  says 
the  September  business  has  been  excellent. 

Major  I.  Lowengart,  chairman  of  the  military 
relief  committee  of  the  Red  Cross,  Portland, 
Ore.,  has  asked  for  phonograph  records  for  the 
sailors  on  the  "Western  Coast,"  "Western  Plain" 
and  "West  View,"  newly  built  ship,s.  The  deal- 
ers are  very  generous  in  giving  records  to  the 
Red  Cross  for  all  purposes,  and  the  citizens  of 
Portland  will  no  doubt  supply  the  vessels  with 
the  desired  records. 


COMMISSION  FOR  KENNETH  R.  MOSES 


Kenneth  R.  Moses,  formerly  sales  manager 
for  the  Amberola  line  of  Thomas  A.  Edison, 
Inc.,  has  just  received  his  commission  as  a  sec- 
ont  lieutenant  in  the  Quartermaster  Corps. 
Lieutenant  Moses  enlisted  in  May,  1917,  as  a 
private.  He  became  a  corporal — then  a  ser- 
geant. With  his  appointment  as  a.  lieutenant 
came  a  transfer  from  Camp  Wadsworth  at  Spar- 
tanburg, S.  C,  to  Anniston,  Ala.,  where  he  will 
be  an  assistant  quartermaster  at  Camp  McClel- 
lan. 


A.  J.  KENDRICK  IN  GOTHAM 


A.  J.  Kendrick,  of  the  Chicago  offices  of  the 
Brunswick-Balke-Collender  Co.,  paid  a  visit  to 
the  New  York  headquarters  of  the  company  on 
a  trip  which  combined  business  and  pleasure. 
Mr.  Kendrick  was  at  one  time  a  member  of 
the  New  York  staff. 


The'Brownie  Grand 


The  Talking  Machine  with 
a  Silvery  Voice" 


Retail  Price,  $150.00 

Specifications 

Unusually  large,  massive 
and  handsome  Cabinet 
made  from  the  finest  select^ 
ed  foreign  and  domestic 
hardwoods;  size,  50  inches 
high,  23  inches  wide  and 
24  inches  deep;  finished  in 
a  genuine  piano  polish, 
mahogany  only.  Has  finest 
double  spring  motor;  uni- 
versal tone  arm;  playing 
perfectly  any  disc  record 
made.  Equipped  with  the 
latest  style  tone  amplifier 
and  modifier.  Special  res- 
onant sound  chamber 
scientifically  constructed  on 
acoustic  principles.  Un- 
usually large  record  filing 
space. 

Unusually  liberal  discounts 
to  dealers,  thereby  insuring 
unusually  good  profits. 

Write  us  for  full  particulars 
— also  about  our  exclusive 
agency  in  your  territory. 

Jobbers  Attention 

We  make  special  machines  under 
your  own  name,  on  contracts  of 
sufficient  size,  when  desired. 

GARVIN-BROWN  CO. 

2501-2503  N.  Western  Avenue 
CHICAGO,  ILL. 


84 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


Machines  Will  be  Mighty  Scarce  This  Fall 

Build  up  your  record  business;  train  your  sales 
force  to  understand  the  tremendous  value  of  a 
profitable  record  business  and  be  prepared  to 
give  your  patrons  efficient  service  and  maximum 
convenience. 

Van  Veen  Bed  Set  Booths 


Lend 

the  7tv*iy  they 

Fight 


Huy  Bonds 
/bjwrUJMOST 


Will  help  you  develop  record  business  and  en- 
able you  to  give  your  customers  100%  service. 

Let  us  show  you  how  our  booths  can  aid  you. 
Send  for  a  copy  of  our  catalog. 

Be  a  trade  booster  during  wartimes;  plan  now 
for  the  future  and  your  business  will  be  in  the 
front  ranks  when  conditions  become  normal. 


Arthur  L.  Van  Veen  &  Co.  ?L^'E34th  ?n*2SS2'£ 


EARLY  CHRISTMAS  BUYING  BEING  URGED  IN  LOS  ANGELES 

Curtailment  of  Sales  Forces  Offered  as  Chief  Reason  for  Spreading  Holiday  Business — Swaps 
Music  for  Undertaking — Retail  Dealers  Hear  Talk  on  Advertising — General  News 


Los  Angeles,  Cal.,  October  5. — That  there  will 
be  a  great  shortage  this  fall  in  all  makes  of  talk- 
ing machines  is  the  opinion  of  all  Los  Angeles 
jobbers  and  dealers.  Not  that  this  will  be  any- 
thing new  to  them,  for  there  has  always  been  a 
scarcity  of  both  records  and  machines  during  the 
holidays  and  several  months  preceding  them. 
Some  of  the  dealers  have  made  trips  East  to  see 
if  they  could  pick,  up  a  few  machines  and  rec- 
ords in  addition  to  what  they  expect  to  get 
from  their  local  jobbers.  However,  the  Eastern 
jobbers  do  not  seem  to  be  any  better  off  than 
the  Coast  ones,  and  the  outlook  is  not  very 
bright.  One  good  thing  that  the  shortage  has 
brought  about  is  that  all  Eos  Angeles  dealers 
are  making  more  cash  sales  and  demanding 
larger  initial  and  monthly  payments  on  lease 
sales. 

Owing  to  the  inroads  that  the  draft  has  made 
on  the  sales  forces  in  Los  Angeles,  the  Chamber 
of  Commerce  is  advising  the  public  to  do  its 
Christmas  shopping  during  October  and  No- 


Dealers 

If  you  want  the  best, 
be  sure  that  the  ma- 
chines you  handle 
are  equipped  with 


MUTUAL 

TONE  ARMS  AND 
SOUND  BOXES 


Mutual  Talking  Machine  Co.,  Inc. 

145  West  45th  Street,  New  York 


vember.  This  will  be  a  great  help  to  the  deal- 
ers as  with  their  present  inadequate  forces  any 
kind  of  a  holiday  rush  would  "swamp"  them. 
Business  is  good  in  spite  of  the  many  demands 
made  upon  the  people  in  other  ways.  Fear  of 
the  revenue  tax  has  been  the  means  of  closing 
many  pending  deals.  The  sale  of  records  seems 
to  be  on  the  increase,  although  the  shortage  on 
a  great  many  popular  and  standard  selections 
has  been  considerable  of  a  handicap  to  the  deal- 
ers. Business  as  a  rule  is  good  in  Los  Angeles, 
and  the  merchants  are  looking  forward  to  a 
normal  holiday  trade. 

W.  A.  Salsbury,  of  the  talking  machine  force 
of  the  George  J.  Birkel  Music  Co.,  is  leaving  the 
trade  in  the  near  future  to  engage  in  the  under- 
taking business.  He  is  one  of  the  best-known 
talking  machine  men  on  the  Coast. 

At  the  last  meeting  of  the  Retail  Talking  Ma- 
chine Dealers'  Association,  E.  E.  Powell,  a 
Western  authority  on  scientific  salesmanship  and 
advertising,  gave  an  interesting  talk  on  adver- 
tising musical  goods  in  wartime.  Mr.  Powell 
brought  up  many  interesting  and  useful  points 
in  his  talk  and  was  thoroughly  enjoyed  by  those 
present. 

One  of  the  notable  events  of  the  year  is  to  be 
the  California  Liberty  Fair  to  be  held  at  Ex- 
position Park  October  12  to  26.  Among  the  in- 
teresting exhibits  will  be  those  from  the  South- 
.  ern  California  Music  Co.  and  the  Burnham 
Phonograph  Co. 

Joseph  Carter,  with  the  Southern  California 
Music  Co.  for  the  last  five  years,  has  accepted 
a  position  with  Sherman,  Clay  &  Co.,  of  San 
Francisco. 

The  Burnham  Phonograph  Co.,  located  at 
Nineteenth  and  Los  Angeles  streets,  in  this  city, 
is  one  of  the  newest  .companies  to  enter  the  field 
as  makers  of  talking  machines.  They  are  mak- 
ing six  models  in  cabinet  form.  Mr.  Burnham 
has  established  a  considerable  number  of  agen- 
cies in  southern  California. 

A  unique  window  display  is  being  shown  by 
the  Southern  California  Music  Co.,  332  South 
Broadway.  It  is  an  exact  replica  of  a  dugout 
from  information  given  by  D.  W.  Griffith  and 
members  of  his  staff,  who  visited  the  battle- 
fields of  France  in  the  preparation  of  his  photo 
drama,  "Hearts  of  the  World."  The  dugout  is 
complete  in  every  detail,  down  to  the  famous 


"buckboard"  and  camouflaged  top.  Within  the 
dugout  are  found  telegraph  instruments,  bunk 
and  various  war  accoutrements,  such  as  would 
be  expected  were  one  to  pay  a  visit  to  the  front. 
On  the  crudely  fashioned  table  will  be  found 
copies  of  the  "Stars  and  Stripes"  and  "Plane 
News,"  two  publications  gotten  out  by  the  sol- 
diers in  France.  A  window  card  also  calls  at- 
tention to  the  fact  that  the  boys  at  the  front 
need  music.  The  local  Red  Cross  is  making  a 
drive  for  musical  instruments,  records,  sheet 
music,  etc.,  and  those  having  such  articles  to 
donate  may  leave  them  at  the  store,  and  they 
will  be  delivered  to  the  proper  authorities. 

J.  A.  Frye,  Victor  factory  representative  from 
Camden,  is  in  Los  Angeles  on  a  tour  of  inspec- 
tion. 

John  Miller,  road  representative  for  Sherman, 
Clay  &  Co.,  of  this  city,  has  been  called  into 
service  and  is  now  stationed  in  San  Diego. 

The  Stage  Woman's  Relief  Society  of  Los 
Angeles  recently  purchased  through  the  South- 
ern California  Music  Co.  a  nice  Victrola  X  for 
the  U.  S.  "Schley,"  which  has  been  lying  in  the 
harbor  at  San  Pedro  for  the  last  two  weeks. 
The  crew  were  delighted  with  their  beautiful 
gift.  Mrs.  Mason,  wife  of  "Smiling  Billy  Ma- 
son," of  "movie"  fame,  was  the  purchaser. 

Barker  Bros,  have  started  their  weekly  Wed- 
nesday afternoon  concerts  for  the  season  in  their 
recital  hall. 

The  Wiley  B.  Allen  Music  Co.,  415  South 
Broadway,  have  taken  the  agency  for  the  Bruns- 
wick phonograph  and  in  the  future  will  handle 
a  full  line  of  that  make.  Harold  Jackson,  their 
manager,  reports  the  sale  of  three  machines  for 
Christmas  delivery. 

Through  the  medium  of  the  local  association 
of  talking  machine  dealers  an  exchange  has  been 
arranged  whereby  a  dealer  with  an  overstock 
on  certain  numbers  can  exchange  them  with 
another  dealer  for  selections  that  he  is  probably 
out  of.  This  plan  has  worked  out  to  advantage 
for  all  parties  concerned. 

All  of  the  talking  machine  houses  have  rallied 
to  the  call  for  the  Fourth  Liberty  Loan  drive, 
and  several  of  them  have  gone  "over  the  top" 
already  and  the  others  will  soon  follow  suit. 


LOOKS  FOR  LARGE  HOLIDAY  DEMAND 


Thomas  Anderson,  the  enterprising  furniture 
dealer  of  717  Manhattan  avenue,  Brooklyn,  N. 
Y.,  who  represents  the  Sonora  phonograph,  re- 
ports a  very  active  business  in  these  instruments, 
and  anticipates  a  large  holiday  demand.  Mr. 
Anderson  also  carries  a  very  extensive  and  com- 
plete stock  of  Pathe  records  and  Pathe  phono- 
graphs. 


The  more  bonds  you  buy  the  fewer  boys  will 
die. 


The  BEST  TALKING 
MACHINE  NEEDLE 

On  the  Market — Packed  in  Counter  Salesman 


50  Needles  to  a  box  and  they  retail  at  10c.  per  Box. 
60  Boxes  to  a  package  $6.00. 
This  package  costs  you  $3.90  net. 
Your  profit  is  $2.10  and  your  customer  gets  a  needle  that 
will  give  satisfaction . 


The  Fred.  Gretsch  Mfg.  Co. 


60  Broadway 
Brooklyn.  N.Y. 


Manufacturers  of  Musical  Instruments 

Canadian  Wholesale  Agent,  H.  A.  BEM1STER 

10  Victoria  St.,  Montreal.  Can. 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


85 


The  new  larg'e  size  ■ 


/ 


/ 


/ 


/ 


Retail  at  75  cents 

Emereon  Phonograph  Company^ 


/ 


/ 


/ 


/ 


Emerson 
Phonograph 
Company,  Inc. 
3  W.3Sth  St.,  N.Y. 


3  West  35th  Street 

Boston,  80  Boylston  St. 


New  York 


/ 


/  Please  send  me 

/  information  about  the  new 

large  size  Emerson  Records. 


/ 


/ 


Chicago,  7  E.  Jackson  Boulevard  y 

/  City 


Name 


86 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


DEALERS  IN  BALTIMORE  TAKING  ON  VARIOUS  NEW  LINES 

Endeavor  by  That  Means  to  Overcome  Increasing  Stock  Shortage — Epidemic  Serves  to  Postpone 
Meeting  of  State  Dealers — Columbia  Line  for  The  Hub — Other  News 


Baltimore,  Md.,  October  4. — August  proved'  a 
good  month  for  the  retail  dealers  in  the  Balti- 
more district  in  talking  machines,  but  not  quite 
so  good  with  the  jobbers.  This  was  due  to  but 
one  cause,  and  that  the  lack  of  goods  to  take  care 
of  the  ever-increasing  demands.  Dealers  who 
have  been  handling  certain  exclusive  lines  for 
years  sought  other  markets  to  obtain  new  lines 
during  the  past  month,  but  did  not  meet  with 
very  much  success.  Those  jobbers  who  had  a 
fairly  good  supply  of  goods  declined  to  take 
on  any  new  lines  unless  the  demand  came  from 
real  high-class  dealers  with  strong  financial 
backing.  Even  then  many  of  the  jobbers  in- 
sisted on  first  taking  care  of  their  old-estab- 
lished trade  before  looking  after  any  new  cus- 
tomers. 

Phenomenal  record  business  was  reported  in 
all  quarters.  But  many  sales  were  lost  be- 
cause many  dealers  failed  to  interest  their 
callers  in  what  they  had  in  stock.  Those  deal- 
ers who  sought  to  have  their  sales  folks  enter- 
tain and  be  courteous  to  callers  when  out  of 
goods  will  surely" -benefit -by  this- policy.  Your1 
correspondent  witnessed  several  sales  people 
merely  reply  "no"  to  a  demand  for  certain  rec- 
ords, but  later  saw  a  live  and  wideawake  sales- 
man entertain  a  customer  with  another  record_ 
when  he  went  to  look  for  the  record  asked  for, 
knowing  at  the  same  time  that  he  did  not  have 
what  was  wanted.  In  this  manner  a  number  of 
records  were  sold  and  customers  no  doubt  made 
for  a  firm  that  were  lost  by  the  other  people. 

I  The  meeting  of  the  Music  Dealers'  Associa- 
tion of  Baltimore,  which  was  scheduled  for  to- 
night, was  called  off  because  of  the  rapid  inroads 
made  by  the  Spanish  influenza,  which  seriously 
crippled  many  of  the  firms  during  the  past  ten 
days.  This  meeting,  which  was  planned  to 
bring  together  all  branches  of  the  music  trade, 
will  be  held  at  some  future  date.  Joseph  M. 
Mann,  president  of  the  association,  was  ill  in 
bed  during  the  entire  week,  and  because  of  that 
fact  and  that  other  members  were  ill,  the  meet- 
ing was  postponed. 

Plans  are  already  under  way  in  Baltimore  by 
some  of  the  dealers  to  take  an  active  part  in  the 
"Slacker  Record  Week,"  which  is  planned  for 
October  26.  These  idle  records  will  be  gathered 
together  and  shipped  to  the  various  cantonments 


in  the  vicinity  of  the  city,  there  being  close  to 
75,000  troops  quartered  within  a  short  distance 
of  this  city  at  the  various  cantonments.  Man- 
ager A.  B.  Feder,  of  the  music  department  of 
Hecht  Bros.  Co.,  West  Baltimore  store,  has  al- 
ready started  to  work  on  this  plan.  Others  are 
expected  to  drop  into  line  rapidly. 

Those  firms  having  machines  are  getting  ex- 
traordinarily good  terms  and  many  cash  sales 
are  reported  continually.  The  scarcity  of  goods 
has  made  the  dealers  realize  that  it  is  useless 
to  sell  anyone  that  desires  a  machine,  unless 
they  happen  to  be  able  to  either  pay  cash,  or 
make  good  payment  and  are  of  good  financial 
standing. 

An  interesting  announcement  is  that  of  the 
taking  on  of  the  Columbia  line  by  the  music 
department  of  The  Blub,  of  which  M.  J.  Rogers 
is  manager.  Manager  Parks,  of  the  local  Co- 
lumbia Co.,  put  over  a  good  deal  in  bringing 
this  firm  back  in  line,  for  this  department  at 
one  time  carried  Columbia.  Then  it  became  an 
exclusive  Victor  dealer  and  now  sells  both  the 
Victor  and  Columbia  machines  and  records. 
This  department  has  just  been  moved  to  a  new 
section  of  the  building,  and  it  has  plenty  of 
booths  for  displaying. 

Business  with  the  Columbia  Co.  here  during 
the  month  was  phenomenal,  according  to  Will- 
iam S.  Parks,  the  local  manager.  When  August 
closed  there  was  not  a  single  machine  of  any 
design  left  in  the  Baltimore  headquarters  ex- 
cept an  old  period  model  in  the  manager's  of- 
fice. The  firm  also  made  a  large  shipment  of 
records  and  closed  the  largest  month's  Septem- 
ber in  the  history  of  the  branch.  During  the 
month  Mr.  Parks  made  a  trip  to  Charlotte, 
Raleigh,  Richmond  and  Washington.  He  also 
visited  New  York  and  managed  to  get  some 
goods  started  to  his  branch.  George  W.  Hop- 
kins, general  sales  manager  of  the  Columbia, 
was  in  Baltimore  during  the  month  and  attended 
a  sales  meeting  of  the  branch.  He  said  he  was 
well  pleased  with  the  way  things  were  going 
here.  W.  C.  Kobin,  who  is  in  charge  of  the 
Dictaphone  department  for  Columbia,  came  to 
Baltimore,  talked  Dictaphones  to  that  branch 
here,  and  September  proved  to  be  the  best  sales 
month  the  Baltimore  office  has  had  to  date.  J. 
C.  Nace  has  been  placed  in  charge  of  the  rec- 


ord department  of  the  company  -and  succeeds 
H.  Z.  Bangs,  who  resigned  to  enter  other  busi- 
ness. 

Homer  L.  Kitt,  of  the  Arthur  Jordan  Piano 
Co.,  Columbia  and  Victor  dealers,  was  a  visitor 
to  Columbia  headquarters  during  the  month. 
Mr.  Tesh,  of  Rominger  Furniture  Co.,  Winston 
Salem,  N.  C;  Henry  Resch,  of  the  M.  M. 
Crockin  Co.,  Inc.,  Portsmouth,  Va.;  and  I.  K. 
Hunter,  Washington,  were  also  visitors. 

J.  B.  Ivy,  of  J.  B.  Ivy  &  Co.,  Charlotte, 
N.  C,  was  in  Baltimore  during  the  month  and 
has  just  signed  a  Columbia  contract. 

W.  C.  Roberts,  of  E.  F.  Droop  &  Son's  Co., 
Victor  distributors,  reports  a  fine  retail  business 
at  the  Baltimore  headquarters,  but  a  falling  off 
of  the  wholesale  business  because  of  lack  of 
goods  to  handle  the  demand.  Mr.  Roberts  made 
several  trips  to  New  York,  Camden,  N.  J.,  and 
Philadelphia  during  the  month  in  quest  of  goods, 
but  without  much  success.  Mr.  Roberts  man- 
aged to  get  in  a  good  shipment  of  "Smiles" 
and  "Baby's  Prayer  at  Twilight,"  both  of  which 
are  big  sellers,  and  these  shipments  managed  to 
keep  the  right  side  of  the  ledger  in  good  shape. 
Visitors  to  the  Droop  salesrooms  from  out-of- 
town  included  D.  W.  Branch,  Petersburg,  Va.; 
W.  Newman,  Chestertown,  Md.;  Max  Levy, 
Norfolk;  Mr.  Gewehr,  of  the  Gewehr  Piano  Co., 
Wilmington,  Del. 

Cohen  &  Hughes,  Victor  distributors,  report 
business  only  fair  with  the  loss  of  many  sales 
because  of  lack  of  goods  to  fill  orders.  During 
the  month  I.  Son  Cohen,  of  the  firm,  spent 
most  of  his  time  visiting  Camden  and  other 
points  in  an  effort  to  get  goods,  but  without 
much  success.  Visitors  to  the  firm  included 
Mrs.  Walrath,  manager  of  the  music  department 
of  the  Kaufman  stores;  Mr.  Caulfield,  of  Burk, 
Helm  Co.,  Norfolk;  Max  Levy,  Norfolk,  Va. 

Jesse  Rosenstein,  for  the  National  Piano  Co., 
returned  this  week  from  a  visit  to  the  Pathe 
headquarters  and  hopes  to  be  able  to  get  a  big 
shipment  of  instruments  shortly.  Miss  Hartung, 
head  bookkeeper  of  the  firm,  is  seriously  ill  with 
the  grip.    Business  with  the  firm  is  good. 

W.  L.  Loomis,  manager  of  the  Victrola  de- 
partment of  Hochschild,  Kohn  &  Co.,  has  just 
returned  to  his  office  after  a  serious  spell  of 
illness. 

Many  members  of  the  talking  machine  trade, 
both  employers  and  employes,  are  suffering  from 
some  form  of  influenza  these  days. 


For  Gen.  Foch  and  Freedom — buy  Bonds. 


Lyon  &  Healy  Piano  Polish  and  Machine  Oil  Have  No  Equal 


Is  especially 
adapted  for 
restoring  and 

preserving 
original  lustre 
on  Pianos 
Talking 
Machines 

Fine 
Furniture 
Automobiles 
and  all 
Finished 
Surfaces 


When 
Properly 
Applied 
Perfect 
Results 
Guaranteed 


Safe  for  the 
Finest 
Finishes 


Requires 
no  Shaking 
of  Bottle 


Write  for  special 
prices  in  Gross 
and  Gallon  lots. 


Prevents 

Rust 
Will  not 

gum 
Contains  no 

acids 

Spring 
Bottom 
Spout 
Can 


,»VVVVVVVVVVVVVV.- 

MACHINE  OIL 

A  House hold  N.,v-  Uy 


Pianos 
Talking 
Ma- 
chines 


No.  76 

Useful  for  many  purposes,  one  dozen  in  a  package, 
$1.20  per  dozen.    Retail  price,  20c.  per  can. 


Everything  known  in  Music 


Neatly  packed  in  attractive  display  case  containing  12 
bottles,  $2.65  per  dozen.    Retail  price,  50c.  per  bottle. 


CHICAGO 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


87 


REST  ROOM  FOR  MEN  IN  SERVICE 


Edison  Shop  Arranges  Second  Floor  of  Edison 
Building  for  This  Purpose 


A  rest  room  for  soldiers,  sailors  and  marines, 
under  the  direction  of  the  Mayor's  Committee 
of  Women  on  National  Defense,  has  been 
opened  on  the  second  floor  of  the  Edison  Build- 
ing at  473  Fifth  avenue.  It  is  directly  opposite 
the  Public  Library  and  is  known  as  the  "Edison 
Shop."  Edward  C.  Boykin,  general  manager 
of  the  Edison  Shop,  gave  the  room  to  the 
Mayor's  committee  and  has  installed  two  Army 
and  Navy  phonographs.  The  latest  magazines 
are  on  file.  Lounges  at  either  end  of  the  room 
are  equipped  with  reading  lights.  There  are 
three  writing  tables. 

"Observing  the  thousands  of  sailors  and  sol- 
diers who  visit  the  canteen  across  the  way  and 
then  stroll  aimlessly  up  and  down  Fifth  avenue," 
said  Mr.  Boykin,  "I  thought  they  might  like  this 
room  to  read  and  write  in.  It  will  be  cold  soon 
and  the  men  can  well  use  a  warm  place  of  this 
sort." 


REMOVE  TO  NEW  QUARTERS 

The  Sona-Tone  Phonograph,  Inc.,  Now  Located 
at  322  Livingston  Street,  Brooklyn 


The  Sona-Tone  Phonograph,  Inc.,  manufac- 
turer of  the  Sona-Tone  phonograph,  has  moved 
its  executive  and  sales  offices  from  3429  Broad- 
way, New  York,  to  322  Livingston  street,  Brook- 
lyn, N.  Y.  At  the  latter  address  the  company 
has  adequate  space  for  the  presentation  of  its 
line  and  the  salesrooms  are  being  arranged  to 
afford  visiting  dealers  an  opportunity  to  thor- 
oughly test  the  constructional  qualities  of  the 
Sona-Tone  phonograph  at  their  convenience. 
The  location  of  the  new  salesrooms  is  very  de- 
sirable, as  they  are  located  near  the  Nevins 
street  subway  station  and  can  be  reached  from 
Wall  street  in  about  five  minutes. 

The  company's  factory  is  now  located  at  691 
Bergen  street,  Brooklyn,  N.  Y.,  where  the  plant 
is  working  to  its  limit  to  keep  pace  with 
the  demands  of  the  dealers.  Automobile  de- 
livery truck  facilities  have  been  arranged  to 
give  the  New  York  City  district  quick  and  ef- 
ficient service  as  well  as  to  provide  for  speedy 
deliveries  to  the  express  offices  for  out-of-town 
shipments.  Sona-Tone  dealers  report  an  active 
demand  for  this  phonograph,  which,  judging 
from  the  letters  received  at  the  executive  of- 
fices, is  giving  excellent  service. 


SOME  RECENT  COLUMBIA  VISITORS 


Among  the  visitors  this  week  at  the  executive 
offices  of  the  Columbia  Co.  were  R.  R.  Sparrow, 
assistant  manager  of  the  Columbia  Co.'s  Atlanta 
branch,  and  M.  C.  Perkins,  assistant  manager  of 
the  Boston  branch.  Both  of  these  visitors  spoke 
optimistically  of  the  business  situation  in  their 
respective  cities  and  made  a  unanimous  plea  for 
the  shipment  of  merchandise. 

George  W.  Hopkins,  general  sales  manager 
of  the  Columbia  Co.,  returned  this  week  from 
a  visit  to  the  company's  Buffalo  and  Toronto 
headquarters.  The  business  situation  in  Canada 
is  splendid  and  James  P.  Bradt,  who  is  in  charge 
of  the  Columbia  Canadian  business,  is  achieving 
remarkable  success  in  putting  Columbia  product 
"over  the  top." 

J.  D.  Elliot,  manager  of  the  talking  machine 
department  in  the  Shepard  Co.'s  store,  Provi- 
dence, R.  I.,  was  another  caller  at  the  Columbia 
offices  this  week,  bringing  with  him  pleasing 
reports  of  the  business  being  closed  by  this  well- 
known  house. 


George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Co.,  made  a  flying  visit  the  end 
of  last  month  to  the  Philadelphia  and  Baltimore 
branches  of  the  company,  where  he  attended  and 
addressed  informal  meetings  of  the  sales  or- 
ganizations of  these  two  branches  in  his  usual 
inspiring  manner. 


With 
Machines  Scarce— 

and  small  "Victrolas"  being  strongly  advertised,  you  have  a  most 
unusual  opportunity  for  selling  "Converto"  Cabinets.  It  is  better 
business  for  you  to  sell  a  small  "Yictrola"  and  Converto  Cabinet  than 
to  try  to  substitute  some  other  cabinet  machine — because  you  know 
a  genuine  Yictrola  will  satisfy  and  has  the  public  confidence. 


Patented  December  11,  1917 

TALKING  MACHINE  CABINET 

This  Patented  cabinet  is  your  opportunity.  -It  fits  present-day  needs 
of  customer  and  dealer  as  nothing  else  does!  Write  or  wire  your 
wholesaler  for  prices  and  particulars. 

The  C.  J.  Lundstrom  Mfg.  Co.,  little  Fails,  rv.  y. 

NOTICE :  Lundstrom  Converto  Cabinets  are  broadly  covered 
by  patents.     Infringement   will  be   promptly  prosecuted . 

The  Lundstrom  "Converto"  Cabinet  converts  the 
small  "Yictrola"  into  a  handsome  cabinet  type, 
completely  enclosing  the  machine.    It  takes  the 
place  of  a  stand  and  provides  a  dustproof  record 
rack  for  6o  records.    It  re- 
vives interest  in  records.  It 
helps   you  meet  low-price 
competition  in  cabinet  ma- 
chines and  gives  you  a  good 
profit.   It  costs  the  customer 


no  more  than  a  good  stand ! 


Sound  DoorsOpen  for  Playing  J 


Converto  Wholesalers 


Austin,  Tex  The    Talking    Machine    Co.  of 

Texas 

Baltimore,   Md   Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co. 

Birmingham,   Ala  Talking  Machine  Co 

Boston,  Mass  Oliver  Ditson  Co. 

Burlington,  Vt  American  Phonograph  Co. 

Butte,  Mont  Orton  Bros. 

Chicago,  III  Lyon  &  Healy 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  Collister  &  Sayle  Co. 

Columbus,  O..  The  Perry  B.  Whitsit  Co. 

Dallas,   Tex  Sanger  Bros. 

Denver,   Colo  The  Knight-Campbell  Music  Co. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El  Paso,  Tex   W.  G.  Walz  Co. 

Kansas  City,  Mo  J.  W.  Jenkins'  Sons  Music  Co. 

Schmelzer  Arms  Co. 
Milwaukee,  Wis.,   Badger  Talking  Machine  Co. 


Newark,  N.  J  Price  Talking  Machine  Co. 

New  York,  N.  Y  Emanuel  Blout 

S.  B.  Davega  Co. 

Omaha,  Neb   Mrckel  Bros.  Co. 

Peoria,  111   Putnam- Page  Co.,  Inc. 

Philadelphia,  Pa  The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.^  Inc. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh.  Pa   W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 

Standard  Talking  Machine  Co. 
Richmond,  Va   The  Corley  Co..  Inc. 

W.  D.  Moses  &  Co. 

St.  Paul,  Minn   W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y   W.  D.  Andrews  Co. 

Toledo,  O   The  Whitney  &  Currier  Co. 

Washington,  D.  C   Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co. 


88 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


CHICAGO 


Otto  Heineman  Phonograph  Supply  Co. 

INCORPORATED 
25  WEST  45th  STREET,  NEW  YORK 

FACTORIES,  ELYRIA,  O.— NEWARK,  N.  J. 
PUTNAM,  CONN.         SPRINGFIELD,  MASS. 

ATLANTA  SEATTLE 


TORONTO 


NOW  READY  FOR  IMMEDIATE  DELIVERY 

A  straw  shows  the  way  the  wind  blows 

The  special  release  of  the  four  biggest  sellers  on  the  market,  and  the  extra  big 
runs  to  supply  the  great  public  demand,  show  the  kind  of  service  you  get  on 

OkeHRecordS 

These  four  and  many  other  numbers  ready ! 


1074 


1072 


Oh!  How  I  Hate  To  Get  Up  in  the  Morning! 

(Irving  Berlin)  Irving  Kaufman 

The  big  hit  of  Yip,  Yip,  Yaphank.  One  of  the  best  war 
comics  with  a  swinging  marching  tune. 

Good  Morning,  Mr.  Zip,  Zip,  Zip 

{Lloyd)  Arthur  Fields 

A  rollicking,  catching,  nonsensical,  enjoyable  comic.  You 
can't  get  it  out  of  your  head  and  yet  it  gets  in  your  feet. 


I'm  Sorry  I  Made  You  Cry  (««»;  i^g  Kaufman 

Probably  the  best  seller  of  the  kind  on  the  market. 


1086 


Ruth  Lenox  and  Franklin  Kent 


I  Hate  To  Lose  You 


1073 


(Clarke-Gottler)  Elaine  Gordon 

If  getting  used  to  a  person  is  love,  then  this  is  a  love  song. 


SmileS  (Callahan-Roberts) 
"There  are  smiles  that  make  you  happy." — This  great  con- 
tralto and  baritone  duet  is  one  of  them.  A  great  popular 
favorite  and  a  big  seller. 

Since  I  Met  Wonderful  You 

(McDonough-Hubbell)  Sam  Ash 
Mr.  Ash  has  one  of  the  best  recording  voices  and  he  cer- 
tainly puts  it  over  in  the  big  hit  of  the  "Kiss  Burglar." 

When  You  Come  Back 

(George  M.  Cohan)       Sterling  Trio 

Mr.  Cohan  sends  a  great  message  to  the  boys  over  there — 
a  message  backed  by  America,  One  Hundred  Million  strong. 

HeartS  Of  the  World  (Costello-Casey)  Charles  Hart 

A  tender  war  ballad  that  introduced  every  performance  of 
Griffith's  great  picture,  "Hearts  of  the  World." 


LOOK  at  the  list  of  late  records  shown  in  the  back  of  this  copy  of  the  Talking  Machine  World 

WRITE  for  complete  catalog 

OkeHRecordS 

NOW  READY  FOR  IMMEDIATE  DELIVERY 


CHICAGO 


Otto  Heineman  Phonograph  Supply  Co. 

INCORPORATED 
25  WEST  45th  STREET,  NEW  YORK 

FACTORIES,  ELYRIA,  O.— NEWARK,  N.  J. 
PUTNAM,  CONN.         SPRINGFIELD,  MASS. 

ATLANTA  SEATTLE 


TORONTO 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


89 


Longer  evenings  now  — cooler  weather. 
Folks  are  staying  indoors  after  supper. 
That  spells  B-U-S-I-N-E-S-S  to  live  dealers. 


Columbia  Graphophone  Co. 

NEW  YORK 


TALKING  MACHINE  MEN  FORM  A  LIBERTY  LOAN  LEGION 

At  Enthusiastic  Meeting  on  October  7  Under  the  Auspices  of  the  Allied  Music  Division  Members 
of  the  Trade  Pledge  Themselves  to  Work  for  a  New  High  Record  in  Bond  Selling 


More  than  seventy-five  members  of  the  talk- 
ing machine  industry  assembled  in  the  meeting 
rooms  of  the  Merchants'  Association  on  Mon- 
day afternoon,  October  7,  to  attend  a  meeting 
which  was  called  by  the  Allied  Music  Commit- 
tee to  form  a  volunteer  army  to  work  in  behalf 
of  the  talking  machine  interests  in  the  Fourth 
Liberty  Loan.  Roy  J.  Keith,  chairman  of  the 
wholesalers'  division  of  the  Talking  Machine 
Committee,  arranged  the  details  for  the  meeting, 
which  was  successful  beyond  expectations  and 
which  indicated  that  every  member  of  the  talk- 
ing machine  industry  will  work  indefatigably  to 
bring  the  total  for  the  Talking  Machine  Com- 
mittee far  over  the  prescribed  quota. 

Mr.  Keith  presided  as  chairman  at  the  meeting 
on  Monday,  and  as  the  first  speaker  introduced 
Morris  K.  Parker,  a  member  of  the  Central  Lib- 
erty Loan  Committee,  who  is  directly  respon- 
sible for  the  success  achieved  by  the  members 
of  the  Rainbow  Division.  Mr.  Parker  gave  an 
interesting  talk  regarding  the  different  features 
of  the  loan  and  emphasized  the  fact  that  the 
members  of  the  industry  in  securing  subscrip- 
tions for  the  Fourth  Liberty  Loan  should  "do  it 
and  do  it  now"  and  "keep  the  bonds  sold,"  and 
that  every  volunteer  should  impress  upon  the 
purchaser  of  bonds  in  this  loan  the  importance 
of  keeping  the  bonds  and  not  disposing  of  them 
unless  absolutely  necessary. 

Lieutenant  Gitz-Rice,  of  the  Canadian  Army, 
who  spent  three  years  in  the  trenches  "over 
there"  as  a  member  of  the  First  Canadian  Con- 
tingent, gave  an  interesting  talk  regarding  the 
work  of  the  boys  in  the  trenches.  Lieutenant 
Gitz-Rice,  who  is  also  well  known  in  musical  and 
theatrical  circles,  made  a  stirring  appeal  in  be- 
half of  the  loan  and  favored  the  audience  with 
the  rendition  of  his  famous  popular  song  "Keep- 
Your  Head  Down,  Fritzie  Boy." 

Mark  P.  Campbell,  chairman  of  the  Allied 
Music  Committee  for  the  Fourth  Liberty  Loan, 
was  the  next  talker  and  gave  a  straight-from-the 
shoulder  address,  telling  the  members  of  the 
talking  machine  industry  that  the  Liberty  Loan 
Committee  had  adopted  as  a  slogan  "Music 
Maintains  Morale"  and  suggesting  that  this  slo- 
gan be  used  wherever  possible.  Mr.  Campbell, 
during  the  course  of  his  address,  pointed  out 
that  Great  Britain  had  listed  the  four  essentials 
of  life  in  the  following  order:  food,  shelter, 
clothing  and  music,  and  that  this  recognition 
by  England  of  the  importance  of  music  is  re- 
flected in  the  entertainment  afforded  the  Eng- 
lish Tommies  in  camp  by  every  form  of  music 
that  is  possible. 

The  surprise  of  the  afternoon  was  the  intro- 
duction of  Private  Shay,  of  the  Fifty-ninth  Regi- 
ment, Brooklyn,  N.  Y.,  who  returned  from 
abroad  a  few  weeks  ago  in  order  to  help  the 
Liberty  Loan  Committee  put  this  loan  "over  the 
top."  Private  Shay,  who  is  one  of  General 
Pershing's  veterans,  participated  in  the  fighting 


at  Chateau-Thierry  and  Soissons,  and,  although 
wounded  several  times,  persisted  in  returning  to 
the  front  until  he  was  finally  ordered  to  a  base 
hospital,  from  which  he  left  for  New  York  to 
help  the  Liberty  Loan  officials.  Private  Shay 
spoke  at  length  upon  the  tremendous  value  of 
music  to  the  boys  at  the  front,  giving  numerous 
instances  which  indicated  that  music  certainly 
maintains  morale  among  the  fighting  men  and 
keeps  the  boys  in  good  spirit.  His  address  was 
enthusiastically  received  by  the  members  of  the 
industry,  who,  after  listening  to  some  of  the 
atrocities  committed  by  the  Huns,  were  in  a 
mood  to  go  out  and  solicit  subscriptions  for  the 
Fourth  Liberty  Loan  that  would  complete  the 
industry's  quota  within  twenty-four  hours. 

J.  Newcomb  Blackmail,  vice-chairman  of  the 
Allied  Music  Committee  and  directly  in  charge 
of  the  talking  machine  division,  gave  a  splen- 
did talk  on  the  details  of  the  Liberty  Loan  work 
being  done  by  the  talking  machine  division, 
and  asked  the  members  of  the  trade  to  get  to- 
gether and  co-operate  efficiently  in  order  that 
the  industry  may  go  on  record  in  Washington 
as  100  per  cent,  plus  in  the  Fourth  Loan.  Mr. 
Blackman  gave  full  details  regarding  the  work 
cut  out  for  the  volunteers  and  his  interesting  and 


inspiring   talk   was    most   heartily  applauded. 

Harry  McClaskey,  well-known  tenor,  who  re- 
cords for  many  of  the  leading  companies,  was  a 
guest  at  this  meeting  and  favored  the  audi- 
ence with  several  selections;  the  meeting  com- 
ing to  a  close  with  the  singing  of  the  "Star 
Spangled  Banner." 


PHONOGRAPH  INSPIRED  HIM 

Milwaukee,  Wis.,  October  5. — The  phonograph 
can  inspire  patriotism,  it  seems,  for  according 
to  First  Sergeant  Henry  W.  Schwab,  son  of 
G.  F.  Schwab,  2229  Center  street,  his  war  en- 
thusiasm dated  back  to  1904,  when  a  phono- 
graph first  entered  his  home. 

"I  used  to  listen  to  the  patriotic  records  and 
it  just  made  me  want  to  be  a  soldier,"  said  Ser- 
geant Schwab,  who  is  visiting  in  Milwaukee.  He 
is  in  charge  of  the  marine  recruiting  office  at 
Cleveland  and  has  been  in  service  since  De- 
cember, 1904,  seeing  action  in  Cuba  and  Porto 
Rice.  For  seven  years  he  was  in  the  Quarter- 
master's Department. 


TALKING  MACHINE  MEN  TO  MEET 


The  regular  monthly  meeting  of  the  Talking 
Machine  Men,  Inc.,  will  be  held  in  the  assem- 
bly rooms  of  the  Bush  Terminal  Building.  130 
West  Forty-second  street,  at  2  p.  m.  on  Wed- 
nesday, October  16. 


Prepare  for  Easy  Handling 

Insure  Perfect 
'Delivery 


"Khaki"  Moving 
Cover,  Felt-padded, 
Fleece-lined,  Quilted, 
Strongly  Sewed. 


No.  804 


Price 


$7.00 


Mention  style  of  Ma- 
chine  when  ordering. 

JOBBERS:  Write  for 
special  offer. 


LYON  &  HEALY 


Heavily 
Padded 
with 

Substantial 
Felt 


CHICAGO 


90 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Days  of  Certainty  and  Uncertainty 


(HESE  are  days  of  certainty  and,  too,  days  of 
uncertainty.  Certainty  that  we  are  going 
to  win  this  war,  cost  what  sacrifice  it  may. 
We  are  going  to  win  it,  because  we  have  set  that 
task  for  ourselves  and  it  is  not  the  spirit  of  America 
to  leave  such  a  job  unfinished. 


Uncertainty,  that  we  do  not  know  from  day  to  day 
just  how  the  tide  of  events  is  going  to  affect  this, 
our  business. 

Uncertainty,  because  we  cannot  follow  certain  busi- 
ness policies,  which  during  times  of  peace  would  be 
a  simple  course.    We  cannot,  because  of  the  bigger 

business. 

But  certainty,  that  we  are  going  to  do  our  best  to 
keep  our  "home  wheels"  turning,  for  we  believe  that 
to  be  a  big  part  of  the  day's  programme. 

And  certainty  again,  that  we  feel  deeply  our  re- 
sponsibility, our  part,  of  the  bigger  business  and  are 
backing  it  and  stand  ready  to  back  it  to  the  very 
limit  of  our  strength,  our  ability  and  our  resources. 

Cordially  yours, 


Vice-President 


Stephenson,  Inc.,  One  West  34th  Street,  New  York 

Manufacturers  of  the  Stephenson  Precision-Made  Motor 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


91 


TREMENDOUS  DRIVE  FOR  "SLACKER"  RECORDS  COMING      LIBERTY  loan  issue  of  "NEWTS' 


Members  of  National  Phonograph  Record  Recruiting  Corps  Hope  to  Gather  at  Least  1,000,000 
Records  From  Public  for  Distribution  Among  Soldiers  and  Sailors 


The  week  of  October  26  to  November  2,  desig- 
nated as  "Slacker  Record  Week,"  will  mark 
seven  red-letter  days  in  the  social  and  musical 
life  of  the  several  million  soldiers  and  sailors 
who  go  toward  making  up  Uncle  Sam's  quota 
of  fighting  strength  in  the  great  world  war. 

During  these  seven  days  the  National  Phono- 
graph-Records Recruiting  Corps  will  comb  the 
country  from  end  to  end  in  search  of  slacker 


Enjoying  Talking  Machine  Music  in  Camp 

records,  idle  needles,  phonograph  instruments 
that  aren't  working,  and  every  one  of  such  that 
is  located  will  be  promptly  reported  to  the  or- 
ganization's headquarters  at  21  East  Fortieth 
street,  New  York,  which  will  in  turn  see  that 
it  is  sent  into  the  much-needed  service  of  its 
country. 

For  that,  briefly,  is  the  mission  of  the  move- 
ment supported  by  a  number  of  prominent  peo- 
ple— to  get  every  idle  phonograph,  disc  and 
needle  out  of  the  homes  of  the  country  and  into 
the  camps  and  training  stations  at  home  and 
abroad;  into  the  hospitals  and  battleships;  into 
the  dugouts  and,  yes,  even  into  the  trenches, 
right  under  the  noses  of  the  big  guns  themselves. 

For  in  all  these  places,  say  the  greatest  mili- 
tary authorities,  there  is  a  crying  need  for 
canned  music.  -And  in  the  vast  majority  of 
these  places,  declare  the  same  authorities,  the 
dearth  of  the  canned  music  commodity  threatens 
to  increase  out  of  all  proportion  to  the  supply 
unless  the  patriotic  phonograph  "fans"  of  Amer- 


ica respond'  with  a  never-ending  stream  of  rec- 
ords, needles  and  instruments. 

Indeed,  the  military  authorities  attach  so  much 
importance  to  the'matter  of  music  in  the  build- 
ing up  of  the  soldier's  morale  that  Major-Gen- 
eral  Franklin  J.  Bell  has  accepted  the  honorary 
chairmanship  of  the  movement  to  mobilize  all 
the  available  phonographic  music  power  of  the 
country,  while  the  Advisory  Board  is  made  up 
of  Lee  F.  Hanmer, 
Army  and  Navy  De- 
partment's Commission 
on  Training  Camp  Ac- 
tivities; Chester  J. 
Teller,  Jewish  Welfare 
Board;  Orlando  F. 
Lewis,  War  Camp 
Community  Service; 
William  J.  Mulligan, 
Knights  of  Columbus; 
Captain  George  Darby, 
Salvation  Army;  J.  F. 
Jerome,  Y.  M.  C.  A. 
War  W  o  r  k  Council; 
and  Miss  Katherine 
Scott,  Y.  W.  C.  A.  War 
Work  Council.  Its  Na- 
tional Committee  in- 
cludes, besides  General 
Bell  and  V._  Burnett, 
such  well-known  per- 
Community  tlouse  sons  as   Mrs.  Newton 

D.  Baker,  Mrs.  Franklin  K.  Lane,  Major-Gen- 
eral Thomas  H,  Barry,  Enrico  Caruso,  Madame 
Galli-Curci,  John  McCormack,  Madame  Schu- 
mann-Heink,  Major-General  Hugh  L.  Scott, 
Lieutenant  John  Philip  Sousa,  Miss  Ida  M.  Tar- 
bell,  and  a  hundred  and  fifty  other  men  and 
women  of  equal  prominence  in  the  social,  mili- 
tary, musical  and  public  life  of  the  nation. 

In  live  hundred  cities  and  towns  throughout 
the  country  local  committees  are  already  at 
work  to  make  "Slacker  Week"  a  memorable  oc- 
casion, not  only  for  its  resultant  effects  upon 
the  morale  of  camp  life  whether  at  home  or 
overseas,  but  as  an  earnest  of  the  desire  of  the 
American  public  to  "do  its  bit"  if  necessary  ten 
times  over. 

Dealers  desiring  to  co-operate  will  be  heart- 
ily, welcomed  to  the  fold.  Get  in  touch  with 
headquarters  in  New  York.  The  movement 
merits  the  support  not  only  of  the  public  but 
of  the  retailers  who  can  thus  find  an  avenue  for 
real  service. 


Frank  T.  Nutze,  of  Stephenson,  Inc.,  Writes 
Touching  Story  to  Show  Why  Every  Man 
Should  Do  His  Utmost  in  Subscribing  for 
Bonds — What  a  Spartan  Mother  Is  Doing 


Frank  T.  Nutze,  secretary  of  Stephenson,  Inc., 
well-known  motor  manufacturers,  who  contrib- 
utes much  of  interest  to  the  columns  of  the 
company's  house  organ,  "Newts,"  has  given  over 
the  September  issue  to  the  following,  touching 
and  characteristic  Liberty  Loan  story  from  his 
own  pen.  It  is  a  story  that  should  result  in 
substantial  additions  to  the  Liberty  Loan  sub- 
scription list  from  all  those  who  are  privileged 
to  read  it.  Under  the  title  "The  Gold  Over 
the  Blue,"  Mr.  Nutze  writes: 

"Frequently  on  my  trips  between  the  Big 
City  and  Washington — Washington,  N.  J. — I 
pass  a  little  white  house  alongside  a  certain  part 
of  the  way.  It  lies  at  the  foot  of  a  hill,  and 
in  front  of  it  there  is  a  brick  wall  and  a  green, 
velvety  lawn  slopes  down  to  this  wall.  And 
always,  as  I  pass,  in  the  sitting  room  window 
I  see  a  dear  little  gray-haired  woman,  and  al- 
ways she  sits  there,  rocking  and  knitting,  rock- 
ing and  knitting.  And  in  this  window  there 
hangs  a  service  flag,  with  just  one  star  in  the 
center  .  .  .  and  I  know  that  she  knits  for 
her  boy,  her  boy  'over  there.' 

"And  two  weeks  ago  I  again  passed  along 
this  way  and  passed  the  little  white  house  at 
the  foot  of  the  hill.  And  I  saw  her  there  in 
the  sitting  room  window,  rocking  and  knitting, 
rocking  and  knitting.  And  the  service  flag  was 
in  the  window,  too,  but  there  was  a  gold  star 
over  the  blue  and  only  the  edges  of  the  blue  did 
show  .  .  .  and  she  sat  there  rocking  and 
knitting,  now  for  some  other  boy  'over  there,' 
for  hers,  her  boy,  had  made  the  supreme  sacri- 
fice. And  I  knew  that  her  sorrow  was  sweet- 
ened by  the  thought  that  she  had  been  able  to 
make  the  greatest  contribution  of  all — her  boy. 

"Brother,  we  can't  all  make  that  contribution 
— the  greatest  contribution  of  all.  That  honor 
is  only  for  the  comparative  few.  But  we  can 
help.  And  to-day,  right  now,  our  country  calls 
upon  us  for  that  help.  It  calls  upon  us  to  lend 
our  dollars.  It  called  upon  that  little  gray- 
haired  woman  to  make  the  greatest  contribution 
of  all,  her  son,  and  she  answered,  faithfully  and 
nobly.  It  called  upon  her  boy  to  give  his  all, 
his  life,  and  he  answered  bravely  and  fearlessly. 
And  now  it  calls  upon  us.  Answer  it  quickly, 
brother,  quickly  and  generously.  Answer  it  to- 
day with  a  full  heart,  that  the  curse  may  be 
driven  from  the  land  and  this  hell's  work  done 
for  evermore." 


The  VIVITONE 


Sample  free 

to  any  dealer.  Hun- 
dreds of  dealers  who 
seek  to  sell  goods 
that  surely  create 
Good  Will  have  taken 
advantage  of  this 
offer.  You,  too,  will 
find  an  eager  re- 
sponse from  the  buy- 
ing public.  Write  on 
your  letterhead  for 
Dealers'  Proposition 
and  we  will  send 
free  sample  at  once, 
lit  is  a  staple  and  an 
easy  seller. 


V 

I 

V 

I 

T 
O 
N 
E 


The  Vivitone  Controller  produces  a  vivid,  pure  and  vibrant  tone.  It  is  a 
tube  inserted  into  the  needle  post  of  the  sound  box.  Then  the  steel 
needles  are  inserted  and  may  be  withdrawn  in  the  usual  manner. 

The  Controller  eliminates  all  blasting,  harsh  and  strident  effects  of  the 
steel  needles.  A  heavy  or  loud  needle  is  preferably  used,  as  this  repro- 
duces the  true  color  and  value  of  the  tone  of  instrument  or  voice. 

Favorite  records  take  on  new  Richness'  of  tone  with  the  use  of  the 
Vivitone.  It  can  be  used  with  all  phonographs  that  use  either  ordinary 
steel  or  Tungsten  needles. 

To  demonstrate  it  is  to  change  a  prospect  into  a  buyer.  Remember 
there  are  ten  million  phonograph  owners  who  are  prospective  buyers. 

Each  package  contains  four  tubes  which  will  pfay  thousands  of  records 
and  retails  for  50c.    Very  liberal  discount  to  dealers. 


I 

V 

I 

T 
O 
N 


ivitone  means  live  tone 
and  is  rightly  named. 

t  does  NOT  deaden  the 
sound  if  rightly  used. 

ictrolas,  Columbias  and 
Vocalions  sound  better. 

nstrumental  and  vocal  se- 
lections are  improved. 

he  mechanical  sounds 
disappear. 

ne  controller  plays  sev- 
eral thousand  records. 

o  argument  is  needed — , 
just  a  demonstration. 

very  record  >  buyer  is 
your  prospect. 


VIVITONE   CONTROLLER  COMPANY 


400,  401,  402  BELL  BLOCK 


CINCINNATI,  OHIO 


92 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


URGES  PEACE  PREPARATION 

Senator  Weeks  Proposes  a  Congressional  Re- 
construction Committee 


Washington,  D.  C,  October  8. — Creation 
of  a  special  Congressional  committee  on  after- 
the-war  reconstruction  is  proposed  in  a  resolu- 
tion introduced  to-day  by  Senator  Weeks  of 
Massachusetts.  He  said  the  end  of  the  war 
might  come  sooner  than  many  expected,  and 
that  the  country  should  be  prepared  with  a  pro- 
gram to  meet  the  situation. 

"At  the  end  of  the  war,"  said  Senator  Weeks, 
"we  are  likely  to  have  a  merchant  fleet  larger 
than  that  of  any  country  in  the  world.  We  have 
constructed  some  of  the  greatest  shipbuilding 
plants  in  the  world,  and  it  is  probably  safe  to 
say  that  those  will  have  a  capacity  under  after- 
war  conditions  sufficient  to  build  and  repair  the 
merchant  fleets  of  the  civilized  world.  What  are 
we  going  to  do  with  these  shipyards? 

"What  are  we  going  to  do  with  all  the  manu- 
facturing plants  and  other  establishments  cre- 
ated for  war  purposes,  the  machinery  for  which 
lllllll 


may  or  may  not  be  available  for  after-war  pro- 
duction? What  are  we  going  to  do  with  the 
millions  of  war  workers  now  employed  and  who 
will  find  themselves  out  of  employment  at  once 
when  peace  has  been  declared?  The  Govern- 
ment must  take  some  action  to  protect  these 
war  workers." 


UNUSUAL  TEST  FOR  THE  NEW  EDISON 

That  the  new  Edison  is  capable  of  standing 
up  under  extraordinary  strain  is  evidenced  by 
the  performance  of  an  instrument  at  McDaniel's 
Restaurant,  Newark,  O.  This  instrument  was 
installed  some  twenty-one  months  ago  and  has 
been  continually  used,  night  and  day,  ever  since. 
Figuring  conservatively,  at  one  hundred  Re- 
Creations  played  each  and  every  day  for  the  full 
period  of  twenty-one  months,  it  will  be  seen  that 
over  sixty-three  thousand  pieces  have  been 
played  by  this  instrument.  A  performance  like 
this  is  worthy  of  commendation.  The  instru- 
ment to-day  is  in  perfect  condition,  flawless  in 
every  particular,  and  during  the  entire  period  it 
has  not  needed  nor  had  repairs  of  any  kind. 

iniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


LYRIC 
RECORDS 


|  An  immediate  opportunity  for  the  progressive  dealer  j 

|  LAY  IN  A  STOCK  OF  LYRIC  RECORDS  | 

|  They    sell   themselves  I 

1  and  sell  your  machines  1 

|  LYRIC  RECORDS  appeal  because  of  their  wonderful  natural  m 
|    tone  and  musical  quality — and  because  there  is  no  surface  scratch. 

1         LYRIC  RECORDS  can  be  played  without  an  attachment  g 

1    on  all  machines  equipped  with  the  universal  tone  arm  ;  and  on  old-  | 

1    style  machines,  by  using  a  standard  attachment.  jj 

THE  LYRIC  CATALOGUE   includes  all  that  is  best  in  | 

1    the  world's  literature  of  standard  songs,  operatic  arias,  instrumental  1 

|j    solos,  band  and  orchestra  records,  etc.  S 

NEW  BULLETINS  issued  monthly,  giving  the  best  of  the  | 

|    new  song  hits  and  dances.  ■ 

Inquire   of    Your    Jobber  j 

OR  WRITE  TO  | 

|  Lyraphone  Company  of  America  ] 

I  Manufacturers  I 


12-14  WEST  37th  STREET         NEW  YORK,  N.  Y.  j 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is  de- 
signed for  the  service  of  all  classes  of  our  readers,  includ- 
ing those  who  make,  and  those  who  sell,  talking  machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has  a 
wide  and  enviable  reputation  as  a  repairer  of  talking  ma- 
chines and  conducts  an  exclusive  talking  machine  repair 
shop  at  176  Sixth  avenue,  New  York.  Tell  him  your  trou- 
bles through  The  World  and  he  will  help  you  if  possible. 
The  service  is  free. — Editor.] 


SOME  QUERIES  AND  ANSWERS 

September  25,  1918. 
Talking  Machine  World  Repair  Column: 

I  have  had  trouble  with  Victrola  6  winding 
shafts  breaking  off  in  the  winding  key — is  this 
caused  by  defective  parts  or  lack  of  oil?  Have 
sent  motors  to  our  distributors  and  had  new 
winding  shafts  put  in  and  they  break  off  in  the 
same  way.  Can  you  tell  us  anything  we  can 
do  to  prevent  this? 

M.  S.  G.  Co.,  New  York. 
Answer — If  you  replace  motor  in  cabinet  with- 
out putting  the  rubber  or  felt  washers  on  the 
motor  board  screws,  between  the  cabinet  lid  and 
motor  casting,  the  result  will  always  be  broken 
winding  shafts.  These  little  spacing  washers 
bring  the  winding  shaft  and  hole  in  winding  key 
escutcheon  into  correct  alignment  and  should 
never  be  left  out  in  replacing  a  motor. — A.  H. 
Dodin. 

September  10,  1918. 

Talking  Machine  World: 

Can  you  tell  me  where  to  obtain  a  list  of  the 
sizes  and  lengths  of  main  springs  used  in  dif- 
ferent talking  machine  motors? 

N.  Steel  Co. 
Answer — Do  not  know  of  any  list  other  than 
one  published  by  the  "Voice  of  the  Victor" — the 
trade  paper  of  the  Victor  Talking  Machine  Co. — 
giving  the  lengths  and  widths  of  all  Victor  main 
springs. 

September  20,  1918. 
Editor  Talking  Machine  World: 

Dear  Sir — Can  you  tell  us  where  to  get  the 
wax  preparation  used  on  sound  boxes  where 
the  needle  arm  touches  the  mica?  We  have 
tried  beeswax,  but  it  seems  to  be  too  soft.  Also 
would  like  to  know  if  it  is  necessary  to  put  this 
wax  on  both  sides  of  the  mica. 

L.  Kremer. 

Answer — Mix  two  parts  of  beeswax  and  one 
part  rosin — heat  this  mixture  until  it  will  run 
and  stir  together  thoroughly  and  the  result 
should  be  a  good  mixture  which  will  not  be  hard 
enough  to  crack  or  soft  enough  to  spread  when 
touched.  It  is  not  absolutely  necessary  to  place 
wax  on  both  sides  of  the  mica.  The  wax  is 
placed  at  this  point  to  make  a  positive  airtight 
connection. 


ATTRACTIVE  ANNA  CASE  WINDOW 

An  Anna  Case  window  display  at  the  Edison 
Shop,  New  York,  recently,  despite  its  simplicity, 
attracted  an  unusual  amount  of  attention.  The 
display  consisted  of  one  large  photograph  and 
twelve  small  photographs  of  Miss  Case,  set 
off  by  pieces  of  plush,  with  appropriate  signs 
asking  the  public  to  step  in  and  hear  the  Re- 
Creations  of  her  voice  on  the  New  Edison. 


SCHUBERT 

Double  Disc  RECORDS 

A  $30  Reco-d  Investment  Starts  YOU 
with  complete,  up-to-date  list  of  Popu- 
lar Vocal   and  Instrumental  Selections 

lO-INCH  DOUBLE  DISC 

20  to  30  New  Selections  Monthly 

We  guarantee  you  against   loss  of 

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Liberal  Discounts  Send  for  Details 

BELL  TALKING  MACHINE  CORPORATION 

(Record  Department) 
44  WEST  37th  STREET,  NEW  YORK,  N.  Y. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


93 


DOEHLER  DIE -CASTINGS 

for  tone  arms,  sound  boxes  and  talking  machine  attachments 
are  STANDARD  throughout  the  industry. 

Of  the  many  instruments  produced  to-day  from  the  most 
prominent  makes  down,  the  greater  number,  by  far,  are  equipped 
with  Doehler  die-cast  tone  arm  and  sound  box. 

The  enormous  output  of  our  three  large  plants  permits  of 
advantages  to  the  users  of  die-castings,  as  regards  prices  and 
deliveries,  not  otherwise  possible. 

Doehler  die  -  Casting  Go. 

MAIN  OFFICE  AND  EASTERN  PLANT 
WESTERN  PLANT       B  O  KLY^J  •         •  Y»   NEW  JERSEY  PLANT 

TOLEDO. OHIO.  NEWARKV*LJ. 


RAISE  OVER  FOUR  MILLIONS  AT  LIBERTY  LOAN  RALLY 

Talking  Machine  Men  Play  Prominent  Part  in  Success  of  Demonstration  of  Allied  Music  Trades  at 
Carnegie  Hall,  New  York— Caruso,  Galli-Curci,  McCormack  and  Heifetz  Appear 


It  took  active  work  on  an  adding  machine  to 
keep  track  of  the  Liberty  Loan  subscriptions 
tliat  poured  in  at  the  great  rally  and  concert  of 
the  Allied  Music  Division,  Fourth  Liberty  Loan, 
at  Carnegie  Hall,  New  York,  on  Monday  night. 
September  30,  and  when,  after  an  hour  of  excite- 
ment, the  officials  called  a  halt,  a  total  of  over 
$4,000,000  in  subscriptions  was  announced.  It 
topped  the  rally  last  spring  by  over  $1,500,000, 
and  the  amount  subscribed  is  held  to  be  the 
largest  ever  realized  at  any  single  gathering  in 
this  country  since  the  beginning  of  the  war. 

Individual  subscriptions  came  so  fast  that  it 


John  McCormack 

was  impossible  for  J.  Newcomb  Blackmail  and 
his  valued  assistants  to  tabulate  and  credit  them 
accurately,  but  they  ranged  in  amounts  from  $50 
up  to  hundreds  of  thousands  each,  subscriptions 
from  $25,000  to  $100,000  being  so  frequent  they 
were  common;  the  largest  single  subscription 
was  that  of  the  Victor  Talking  Machine  Co.  for 
$500,000. 

The  announcement  that  four  of  the  most 
prominent  *  artists  in  the  world — Galli-Curci, 
Heifetz,  Caruso  and  McCormack — would  appear 
on  one  program  at  the  rally  served  naturally  to 
fill  Carnegie  Hall  to  the  limit,  and  everyone  who 
was  fortunate  enough  to  receive  a  ticket  had 
first  to  sign  a  Liberty  Loan  subscription  blank 
for  a  substantial  amount  at  the  headquarters  of 
the  Allied  Music  Division.  The  larger  the  sub- 
scription the  better  the  seats,  and  the  best  boxes 
brought  $100,000  each.  This  forehanded  method 
of  disposing  of  the  seats  resulted  in  subscrip- 
tions of  something  over  $2,000,000  before  the 
doors  opened. 


The  sum  total  of  the  concert  is  that  the  Al- 
lied Music  Division  succeeded  in  passing  its 
quota  mark  of  $4,000,000  within  three  days  after 
the  official  opening  of  the  drive,  and  with  nearly 


V 


Enrico  Caruso 

three  weeks  in  which  to  work  along  ordinary 
lines  toward  the  announced  goal  of  $6,000,000 
for  the  music  industry  and  profession.  From 
an  artistic  standpoint  the  concert  was  a  huge 
success,  due  largely  to  the  efforts  of  C.  G.  Child, 
head  of  the  recording  department  of  the  Vic- 


sion,  who  arranged  the  details  of  this  event. 

Arthur  Pryor's  American  Band  opened  the 
program  with  the  playing  of  a  number  of  pop- 
ular selections,  and  then  as  the  spotlight  fell 
upon  a  detail  of  marines  and  bluejackets  with 
bayonets  fixed  crouched  about  the  flag  in  its 
defense,  John  McCormack  sang  "The  Star  Span- 
gled Banner,"  as  few  of  the  audience  ever  heard 
it  sung  before.  It  was  a  thrilling  moment.  Mr. 
McCormack  then  held  the  stage  with  his  sing- 
ing of  "Dear  Old  Pal  of  Mine,"  by  Lieut.  Gitz- 
Rice,  "Keep  the  Homes  Fires  Burning,"  and  as 
an  encore,  his  famous  prayer  song,  "God  Be 
With  Our  Boys  To-night." 

Jascha  Heifetz  played  Chopin's  "Nocturne  in 
E  Flat  Major,"  and  the  Introduction  and  Taren- 
telle  by  Sarasate,  and  then  responded  to  sev- 
eral encores.     He  was  in  splendid  form. 

Galli-Curci,  the  latest  sensation  in  opera,  sang 
"Caro  Mio  Ben,"  by  Giordani;  "The  Lass  With 


Jascha  Heifetz 

tor  Talking  Machine  Co.,  and  chairman  of  the 
concert  committee  of  the  Allied  Music  Divi- 


Mme.  Galli-Curci 

the  Delicate  Air,"  by  Dr.  Arne,  and  the  mad 
scene  from  "Lucia."  The  soprano  aroused  the 
greatest  enthusiasm.  As  encores  she  sang 
"Drink  to  Me  Only  With  Thine  Eyes,"  and  then 
"Annie  Lai.irie"  in  English. 

Caruso  sang  several  light  selections  in  his  in- 
imitable style,  and  then  the  stirring  number 
"Victor}',  Victory,"  accompanied  by  Pryor's 
Band,  the  English  words  of  which  were  writ- 
ten by  his  wife.  It  was  when  Caruso  sang 
"Over  There,"  first  in  English  and  then  in 
French,  however,  that  the  audience  jumped  to 
its  feet  and  gave  the  tenor  the  reception  of  the 
evening.  He  closed  with  a  thrilling  rendition 
of  the  "La  Marseillaise"  in  French. 

The  speaker  of  the  evening  was  Job  E. 
Hedges,  who  was  introduced  by  Benjamin 
Strong,  chairman  of  the  Liberty  Loan  Com- 
mittee, and  who  made  one  of  the  best  addresses 
of  his  career.  Mr.  Hedges  led  up  briefly  to 
the  cause  of  the  war,  and  why  America  was  in 
(Continued  on  page  94) 


94 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


PHONOGRAPH  DEALERS 

Oifr  new  PUR-I-TONE  reproducer  No.  11 
fitted  to  all  types  of  Victor  machines,  for  play- 
ing Edison  disc,  Pathe  and  all  other  makes  of 
hill  and  dale  records,  is  now  ready  for  ship- 
ment. This  new  reproducer  is  easily  the  finest 
reproducer  of  its  kind  manufactured,  as  it  re- 
produces ALL  hill  and  dale  records  with  won- 
derful clarity  of  sound,  with  great  volume.  The 
reproduction  of  Edison  disc  records  is  espe- 
cially fine,  and  is  sure  to  satisfy  the  most 
exacting  critics.  Reproducer  MUST  be  heard 
to  be  appreciated.  Gold  sample  sent  on  receipt 
of  $4.00;  nickel,  $3.75;  quantity  prices  on  ap- 
plication. Money  refunded  if  not  thoroughly 
satisfactory. 

Manufactured  by 

NEW  ENGLAND  TALKING 


MACHINE  CO. 


Largest  Manufacturers  of  Phonograph 
Accessories  in  the  World 


16-18  Beach  St. 


Boston,  Mass. 


tion  with  the  concert.  The  committee  is  as 
follows:  Mark.  P.  Campbell,  chairman;  J.  New- 
comb  Blackmail,  vice-chairman;  Charles  Jacob, 
treasurer,  and  Albert  Behning,  secretary.  The 
concert  was  under  the  direct  supervision  of  C. 
G.  Child,  and  a  representative  of  the  music  and 
trade  committee.  Henry  C.  Brown  directed 
the  publicity,  and  Sherwood  M.  Hard  staged 
the  concert.  Here  it  might  be  said  that  seldom 
have  the  stage  and  auditorium  of  Carnegie  Hall 
been  more  elaborately  decorated  than  on  the 
night  of  the  rally,,  when  the  national  colors  in 
stands  and  draperies  were  used  in  profusion. 


LIBERTY  LOAN  RALLY  A  SUCCESS 

(Continued  from  page  93) 

it,  and  aroused  great  enthusiasm  on  several  oc- 
casions. His  condemnation  of  German  kultur 
and  German  practices  were  of  the  strongest. 

In  urging  support  of  the  loan  Mr.  Hedges 
said:  "The  test  of  patriotic  generosity  is  not 
what  we  give  but  what  we  have  left.  May  "we 
say  we  gave  our  all.  The  question  to  be  an- 
swered is,  whether  we  are  to  live  by  the  grace 
of  God,  or  by  the  favor  of  man." 

A  distinctive  patriotic  touch  was  given  to  the 
meeting  by  the  presence  on  the  stage  of  details 
of  American  soldiers,  bluejackets  and  marines, 
together  with  eight  members  of  the  French  For- 
eign Legion,  two  of  whom,  Capt.  Druland  and 
Lieut.  Ramelet,  are  wearers  of  that  coveted 
decoration,  the  Legion  of  Honor.  A  detail  of 
Brazilian  marines  also  appeared. 

Just  before  Caruso  sang  J.  Newcomb  Black- 
man,  vice-chairman  of  the  concert  committee, 
took  the  stage  and  in  a  live  address  told  of  the 
object   of   the    rally,    how   the    distribution  of 


tickets  had  been  made  the  means  of  getting  new 
subscriptions,  and  how  it  was  hoped  that  those 
present  would  not  go  out  without  signing  more 
subscription  blanks.  Mr.  Blackman  then  took 
up  the  work  of  announcing  subscriptions  as  re- 
ceived. The  girls  of  the  Motor  Corps,  and  of 
the  National  League  for  Women's  Service,  then 
went  through  the  audience  making  collections, 
and  the  announcements  of  the  amounts  came 
thick  and  fast.  Over  $3,000,000  had  been  totaled 
when  Caruso  took  the  stage,  and  after  his  sing- 
ing about  $1,000,000  more  were  turned  in. 
There  were  prospects  of  some  hundreds  of  thou- 
sands of  dollars  more  to  be  garnered  when  Mr. 
Blackman  called  a  halt  close  to  midnight  and 
asked  that  further  subscriptions  be  sent  to  the 
headquarters  oLthe  committee. 

From  the  viewpoint  of  patriotic  fervor,  for 
practical  results,  and  for  the  caliber  of  the  mu- 
sical program,  the  rally  proved  most  satisfac- 
tory and  much  credit  is  due  the  members  of 
the  Allied  Music  Division,  and  particularly  the 
representatives  of  the  talking  machine  industry 
connected  therewith  for  their  work  in  connec- 


AN  INTERESTING  ISSUE 

October  Number  of  the  "'Columbia  Record"  Has 
Many  Selling  Helps  for  Dealers 

The  October  issue  of  the  "Columbia  Record," 
the  house  organ  published  monthly  by  the  Co- 
lumbia Graphophone  Co.,  reached  Columbia 
dealers  this  week,  and  this  issue  contains  a  num- 
ber of  selling  helps  that  the  dealers  are  utilizing 
to  excellent  advantage. 

On  the  front  page  there  are  reproduced  three 
photographs  showing  how  moving  picture  the- 
atres, rotar3'  clubs  and  display  windows  are  be- 
ing used  to  feature  the  remarkable  record  made 
by  General  Pershing,  which  was  recently  an- 
nounced by  the  Columbia  Graphophone  Co.  On 
this  page  there  are  also  several  photographs  of 
"Mickey,"  otherwise  known  as  Mabel  Normand, 
who  will  be  featured  in  the  photo  play  "Mickey," 
to  be  released  shortly.  Two  special  Columbia 
records  will  be  introduced  during  the  next  few 
weeks  featuring  the  music  that  has  been-  spe- 
cially written  for  this  photo  play. 

On  another  page  of  this  "Columbia  Record" 
there  is  a  list  of  some  of  the  famous  Columbia 
artists  whose  concert  tours  for  the  coming  sea- 
son will  be  inaugurated  in  the  near  future.  The 
dealers  are  given  the  itineraries  of  these  artists, 
in  order  that  they  may  tie  up  their  publicity 
effectively  and  efficiently  with  the  concerts  and 
recitals.  There  are  also  the  usual  number  of 
advertising  suggestions. 


The  BUSH  &  LANE  Phonograph 

We  are  making  it  a  criterion  of  quality  in  Talking  Machines 

It's  a  remarkable  musical  instrument,  that's  what  it  is,  of  rich,  sonorous,  natural  tone, 
beautifully  cased. 

You  may  well  be  proud  to  show  the  BUSH  &  LANE  to  your  customers  and  prouder 
still  to  have  them  hear  it. 

It's  not  only  a  good  all  round,  absolutely  high-grade  machine, 
but  it  has  some  notable  and  exclusive  features — such  as  our 
specially  designed  and  rightly  constructed  tone  chamber,  our  own 
graduating  modifier  and  other  talking  and  result-producing 
points. 

The  BUSH  &  LANE  is  a  fully  satisfying  machine  for 
everybody,  including  the  most  severe  and  best  posted  critics. 


WRITE  FOR  PICTORIAL  AND  TEXTUAL 
INFORMATION  OF  THE  COMPLETE  LINE 


BUSH  &  LANE  PIANO  CO 

HOLLAND,  MICHIGAN 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


m 


Lazaro — Barrientos  —  Stracciari — Baklanof  f 
—you'll  be  reading  of  their  operatic 
triumphs  soon.  So  will  your  customers. 


SEIDEL  IS  A  COLUMBIA  ARTIST 

Celebrated  Violinist  to  Make  Records  For  Co- 
lumbia Library  Exclusively 


G.  C.  Jell,  general  manager  of  the  Columbia 
Graphophone  Co.'s  recording  laboratories,  an- 
nounced this  week  that  Toscha  Seidel,  the  young 
violinist  who  is  expected  to  be  one  of  the  fore- 
most violinists  of  the  present  day,  had  been  en- 


1^ 


»IC7>.  9S0RS 


Toscha  Seidel 
gaged  to  make  records  for  the  Columbia  library 
exclusively.  Mr.  Seidel's  first  records  will  be 
announced  in  the  very  near  future,  and  musical 
critics  who  have  visited  the  Columbia  labora- 
tories during  the  past  week  are  enthusiastic  re- 
garding their  musical  and  sales  possibilities. 

Toscha  Seidel,  although  only  eighteen  years 
of  age,  has  been  a  student  of  the  violin  for  many 
years.  Since  childhood  he  has  been  studying 
under  Professor  Leopold  Auer,  who  has  won 
international  renown  as  the  mentor  of  some  of 
the  world's  most  famous  violinists.  As  a  boy 
Toscha  Seidel  played  in  some  of  the  leading 
cities  in  Continental  Europe,  where  he  was  ac- 
claimed as  a  prodigy. 

Mr.  Seidel  appeared  several  times  on  the  local 
concert  stage  last  season,  giving  concerts  at 
Carnegie  Hall,  which  were  attended  by  capacity 
audiences.  His  playing  won  the  commendation 
of  well-known  critics,  who  were  particularly 
impressed  with  his  remarkable  technique  and 
the  warmth  of  expression  evidenced  in  his  play- 
ing. A  concert  tour  that  will  call  for  his  .ap- 
pearance in  the  leading  cities  of  this  country 
will  be  inaugurated  very  shortly,  a.nd  there  is 
no  doubt  but  that  Mr.  Seidel  will  be  one  of  the 
most  successful  violinists  on  the  concert  stage 
this  year. 

His  four  Columbia  records  include  selections 


Columbia  Graphophone  Co 

NEW  YORK 


that  thoroughly  reflect  Mr.  Seidel's  masterly  art; 
among  these  numbers  being  Dvorak's  "Humor- 
esque"  and  Schumann's  "Traumerei."  An  in- 
tensive campaign  featuring  Mr.  Seidel's  records 
will  be  introduced  by  the  Columbia  Co.,  which 
will  co-operate  with  the  dealers  in  announcing 
Mr.  Seidel's  records  in  their  respective  localities. 


JAPANESE  HAVE  OWN  TRADE  PAPER 


The  Phonograph  World  Published  in  Tokyo 
Displays  Some  Excellent  Yankee  Ideas — The 
World  Also  Popular  in  Far  East 


MICKEL  BROS.  CO.  RED  CROSS  UNIT 

Eighteen  Feminine  Members  of  Organization 
Engaged  in  Very  Useful  War  Work 


Omaha,  Neb.,  October  7. — Unique  among  the 
Red  Cross-  Auxiliaries  here  is  the  unit  made  up 
ot  em  ployes  of  Mickel  Bros.  Co..  the  Victor 
wholesalers,  every  member  of  which  has  a  rela- 
tive in  the  service.  There  are  eighteen  mem- 
bers in  the  Auxiliary,  and  they  meet  one  eve- 
ning each  week.  In  addition  to  doing  usual  Red 
Cross  work  they  are  this  year  supporting  four 
French  orphans,  and  at  the  same  time  arranging 
to  send  Christmas  boxes  to  the  men  of  the 
Mickel  Bros,  organization  in  service. 

Mrs.  George  E.  Mickel  and  Mrs.  T.  L.  Yard 
assist  the  girls  in  their  work.  Miss  Mayme  A. 
Jardine  is  chairman  and  the  unit  includes  Mrs. 
John  Gunn,  Mrs.  E.  A."  Miller,  Mrs.  Pauline 
Lynch,  Mrs.  O.  M.  Branson  and  Misses  Esther 
Jacobsen,  Eva  Jacobscn,  Honore  Yard,  Bess 
Greenberg.  Sarah  Givens,  Eva  HeffeUinger, 
Gwynuthe  Trothe,  Josephine  Cleaver,  Effie  Eg- 
gcrt,  Adalyn  Solliday,  Lucile  Ellis,  Alma  Dar- 
ling and  Agnes  Slaven. 


The  talking  machine  industry  in  Japan  has  a 
most  substantial  trade  paper  all  its  own,  under 
the  title  of  "The  Phonograph  World,"  copies  of 
which  have  reached  New  York.  Judging  from 
the  appearance  of  the  columns,  even  though  we 
do  not  read  Japanese  fluently,  it  would  appear 
as  though  the  talking  machine  men  of  the 
Flowery  Kingdom  are  firm  believers  in  adver- 
tising. There  are  also  a  plentiful  number  of 
illustrations,  and  a  liberal  supply  of  trade  text 
in  the  fifty  or  more  pages  of  the  average  num- 
ber. Xot  the  least  interesting  feature  of  a  re- 
cent issue  is  the  manner  in  which  advertising 
illustrations  from  The  Talking  Machine  World 
were  used  again  by  the  Japanese  after  a  native 
touch  had  been  given  to  the  costumes. 

Incidentally  it  may  be  mentioned  that  The 
Talking  Machine  World  has  for  many  years  en- 
joyed a  wide  circulation  in  Japan  and  other 
countries  in  the  Far  East,  a  fact  that  will  be 
attested  to  by  numerous  advertisers  who  have 
received  answers  to  their  ads  in  The  World  from 
those  countries. 


ROBERT  E.  CLARK^WITH  Y.  M.  C.  A. 

Robert  E.  Clark,  well-known  Edison  artist, 
is  at  present  doing  valuable  work  with  the  Y. 
M.  C.  A.,  as  a  musical  director  in  the  army 
camp  in  the  Southeastern  Military  Department, 
and  according  to  Y.  M.  C.  A.  officials  is  accom- 
plishing wonderful  results. 


DEMAND  FOR  RECORD  RACKS 

I.  Davega,  Jr.,  Inc..  Victor  wholesalers,  125 
West  125th  street,  Xew  York,  have  had  remark- 
able success  in  the  selling  of  their  record  racks. 
As  a  companion  sales  help  for  the  demonstra- 
tion booth  they  are  now  offering  a  record  box 
divided  in  three  parts,  the  first  for  records  to  be 
played,  the  second  for  those  sold  and  the  third 
for  those  rejected.  The  box  has  a  capacity  of 
twenty-four  records  and  is  already  proving  its 
value. 


TEN  INCH 


Operaphone 

PLAY  WITH  STEEL  NEEDLE 
ON  ALL  UNIVERSAL  TONE  ARM  MACHINES 

Records 

COMPLETE  CATALOGUE  SENT  ON  REQUEST 

OPERAPHONE  CO.,  INC.,  LONG  ISLAND  CITY,  N.  Y. 


96 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


i 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 

19  CITY  ROAD  -  -  -  LONDON,  E.  G.  ENGLAND 

Manufacturers  of  the  world  known  COMPACTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors  Mantyctured 


Mermod  Freres 


St.  Croix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  is 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  enquiries  should  be  directed  to 


THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  C.  ENGLAND 


J 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


97 


soss 


INVISIBLE  HINGES 


Preserve  Beauty 


In  many  beautifully  designed,  finely  finished  Talking  Machines,  Pianos,  Music  Cabinets, 
Piano  Players  and  Benches,  the  elimination  of  the  unsightly  protruding  Hinge  is  essential 
to  preserve  the  beauty  of  the  design. 


Design  and  Construction 


The  fine  ca-binet  work  which  is  required  in  many  instances  to  preserve  the  disguise  of  the  instrument  requires  that  the 
hinges  be  as  inconspicuous  as  possible.    SOSS  Hinges  are  invisible. 

WRITE  FOR  CATALOGUE  "T" 

SOSS  MANUFACTURING  COMPANY,      435  Atlantic  Avenue,  BROOKLYN,  N.  Y. 


DETROIT— 922  David  Whitney  Bldg. 
SAN  FRANCISCO-164  Hansford  Bldg. 


LOS  ANGELES— 600  Metropolitan  Bldg. 

CHICAGO— John  C.  Bold  &  Co.,  Clark  and  Washington  Sts.,  Conway  Bldg. 


SOME  LIVE  RECORD  PUBLICITY 

How  the  Local  Dealers  Are  Featuring  the  New 
"OkeH"  Records  in  Their  Stores 

The    accompanying    photographs    will  give 
some   idea   of   the   publicity   being  given  the 
"OkeH"  record  by  dealers  handling  this  line. 
During  the  past  few  weeks  the  Otto  Heineman 


Display  of  Ridgely's  Music  House 


Phonograph  Supply  Co.,  manufacturer  of  the 
"OkeH"  record,  has  been  advised  by  the  dealers 
that  this  record  is  achieving  signal  success,  and 
these  window  displays  bear  eloquent  testimony 
to  this  fact. 

C.  E.  Ridgley,  who  conducts  a  very  successful 
musical  instrument  store  at  1503  Third  avenue, 
never  handled  any  line  of  records  pridr  to  be- 


Kraft's  OkeH  Window  Display 


coming  interested  in  the  "OkeH"  record  line. 
After  listening  to  several  of  the  new  piano  rec- 
ords included  in  the  "OkeH"  library,  he  gave 
the  Otto  Heineman  Co.  a  substantial  order,  stat- 
ing that  he  intended  to  exploit  the  line  ener- 
getically this  fall.  This  window  display  pro- 
duced many  sales  of  "OkeH"  records,  and  Mr. 
Ridgley  is  enthusiastic  regarding  future  possi- 
bilities for  "OkeH"  business. 

Fred  Kraft,  who  conducts  establishments  in 
the  Hudson  Terminal  and  in  the  Grand  Central 
Terminal  Concourse,  is  handling  the  "OkeH" 
record  line  in  both  of  his  stores.  Mr.  Kraft  is 
well  known  in  the  retail  talking  machine  field, 
and  the  fact  that  he  has  chosen  the  "OkeH" 
record  for  exploitation  is  a  significant  tribute 
to  its  selling  powers. 


SOME  EDISON  TONE  TEST  NEWS 

Nearly  600  Recitals  Already  Booked  by  Edison 
Dealers  for  This  Fall— A  List  of  the  Promi- 
nent Artists  Who  Are  Giving  Tone  Tests 


The  unique  series  of  recitals  known  as  Edison 
tone  tests  are  making  a  bigger  hit  this  season 
than  ever  before.  A  total  of  583  recitals  have 
been  booked  for  this  fall.  These,  with  the  1,742 
previously  given,  make  a  total  of  2,325  recitals 
which  will  have  been  given  by  this  Christmas. 
This  means  that  over  two  million  people  will 
have  heard  this  convincing  demonstration  of  the 
New  Edison. 

At  present  Miss  Alcock  is  touring  in  Nebraska 
for  Schultz  Bros.  Dalhart  is  favoring  the  St. 
Louis,  New  Orleans  and  Atlanta  zones.  The 
Ellerman-Seydel  tour  has  finished  four  weeks 
near  Pittsburgh  and  will  be  heard  in  Iowa  and 
Minnesota  until  the  holidays.  Ellison  has  had 
to  split  up  his  time  between  five  different  zones. 
Madame  Ferrell  is  on  the  Coast,  after  filling  en- 
gagements in  Iowa,  Colorado  and  Utah.  The 
charming  Fleming  Trio  are  spending  twelve 
happy  weeks  with  Harger  &  Blish,  Edison  job- 
bers at  Des  Moines  and  Sioux  City. 

Miss  Gardner  has  been  in  Canada  and  Iowa 
and  will  finish  her  season  in  the  Middle  West 
shortly  before  Christmas. 

Madame  Le  Fontenay  opened  in  eastern  Penn- 
sylvania, after  which  she  visits  the  Indianapolis 
and  Omaha  zones  each  for  four  weeks.  Marie 
Morrisey  covers  New  Brunswick,  Canada,  New 
England  and  central  New  York  during  a  ten- 
week  tour.  Madame  Rappold  will  give  some 
big  recitals  in  the  South.  Betsy  Lane  Shep- 
herd is  squeezing  in  eight  weeks  in  the  Middle 
West  before  going  on  a  twenty-week  concert 
tour  of  her  own. 

Marie  Tiffany  also  gives  eight  weeks  in  the 
Richmond,  Atlanta  and  Cincinnati  zones  before 
the  opera  season  opens  in  November. 

Alice  Verlet  started  out  in  Idaho  and  works 
East  via  Des  Moines,  Chicago  and  Albany. 
Hardy  Williamson  favors  New  England. 

A  gratifying  feature  of  the  Edison  tone  test 
campaign  is  that  the  majority  of  dealers  who 
once  give  recitals  repeat.  There  are  dealers 
who  have  booked  as  many  as  ten  recitals  since 


No.  101 

the  campaign  opened  three  years  ago.  These 
dealers  are  located  in  various  parts  and  in  towns 
of  varying  size,  and  no  one  locality  seems  any 
more  suited  to  the  tone  test  than  another. 

RETURNS  FROM  EXTENDED  TRIP 

R.  F.  Bolton,  Sales  Manager  of  Columbia  Co., 
Tells  of  Visit — Rosenblatt  Records  Popular 


R.  F.  Bolton,  sales  manager  of  the  Columbia 
Co.'s  international  record  department,  returned 
Monday  from  an  extended  trip  which  included 
a  visit  to  the  company's  branches  in  Pittsburgh, 
Cleveland,  Indianapolis,  Chicago,  Minneapolis, 
Omaha,  Kansas  City,  Dallas,  St.  Louis  and  Cin- 
cinnati. At  all  of  these  branches  Mr.  Bolton 
conferred  with  the  branch  managers  regarding 
international  record  business,  and  was  gratified 
to  learn  that  the  sales  totals  for  September 
showed  a  very  substantial  increase  over  last 
year. 

The  new  Columbia  records  recently  made  by 
the  Serbian  Tambouritza  Orchestra  are  meeting 
with  an  active  sale  everywhere,  and  Columbia 
dealers  appreciate  the  fact  that  these  records 
can  be  merchandised  to  splendid  advantage 
through  the  use  of  effective  sales  arguments. 
Musically,  the  records  made  by  the  Serbian 
Tambouritza  Orchestra  have  won  considerable 
praise,  and  a  new  record  by  this  organization 
will  be  released  this  month. 

Columbia  dealers  handling  the  company's  for- 
eign-language records  are  taking  a  keen  interest 
in  the  campaign  that  is  being  prepared  in  behalf 
of  the  records  made  by  Cantor  Joseph  Rosen- 
blatt. An  artistic  hanger  featuring  the  records 
of  this  well-known  cantor  is  now  ready  for  dis- 
tribution to  the  trade,  and  as  Cantor  Rosen- 
blatt is  starting  an  extended  concert  tour  this 
month  this  hanger  can  be  tied  up  very  effec- 
tively with  his  tour.  On  November  20  a  new 
Columbia  record  entitled  "The  Soldiers  of  Zion," 
sung  by  Cantor  Rosenblatt,  will  be  in  the  hands 
of  Columbia  representatives.  The  timely  and 
patriotic  character  of  this  selection  insures  its 
hearty  reception  among  lovers  of  this  class  of 
music. 

For  Foch  and  freedom,  buy  Liberty  Bonds — 
then  buy  more  of  them. 


MAGNET  DECALCOMANIE  NAMEPLATES 

;oR  TALKING  MACHlMe 
CABINETS  Etc  1 


SOLO  BY 

HURTEAU.WILLIAMS&CO.I" 

MONTREAL    OTTAWA 


Pamphlets  with  fac-simile  illus- 
t        trations  and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 

126  Liberty  .'Street  New  York  City 


son,®  mw 

minus  EUMiggg®. 

laneKiK^KiE.mc 


98 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


TALKING  MACHINE  MEN,  INC.,  AFTER  JOBBER-RETAILERS 

Following  Suggestions  Made  at  Regular  Meeting  Last  Month,  Resolutions  Are  Presented  and 
Adopted  at  Special  Session  Asking  That  Retailing  by  Jobbers  Be  Stopped 


September  was  a  lively  month  for  the  Talking 
Machine  Men,  Inc.,  inasmuch  as  they  not  only 
held  their  regular  meeting  in  the  Assembly 
Rooms  of  the  Merchants'  Association  in  the 
Woolworth  Building  on  September  18,  but  also 
held  a  special  meeting  and  luncheon  at  the  Cafe 
Boulevard  on  September  27,  the  latter  for  the 
purpose  of  introducing  a  resolution  asking  that 
steps  be  taken  to  persuade  the  jobbers  to  re- 
frain from  selling  at  retail  during  the  period 
of  the  present  shortage  at  least.  At  the  reg- 
ular meeting  much  attention  was  given  to  the 
letter  sent  out  by  one  of  the  large  talking  ma- 
chine manufacturers  advising  the  trade  that  the 
output  of  machines  would  be  cut  down  50  per 
cent,  or  more  below  normal,  and  that  there 
would  also  be  a  drop  in  record  output.  The 
dealers  gave  considerable  thought  to  ways  and 
means  for  overcoming  this  shortage  in  some 
manner. 

Irwin  Kurtz,  M.  Max  and  E.  Leins  were 
appointed  a  special  committee  to  find  ways  and 
means  of  curbing  price  cutters,  especially  of 
the  type  who  erase  the  numbers  on  talking  ma- 
chines, a  particularly  flagrant  case  of  that  sort 
being  brought  to  the  attention  of  the  associa- 
tion in  a  recent  police  court  trial.  Some  effort 
will  again  be  made  to  have  a  law  passed  by  the 
legislature  applying  to  talking  machines  as  it 
now  applies  to  automobiles,  in  which  it  is  a 
felony  to  mar,  destroy  or  erase  the  distinguish- 
ing marks. 

The  committee  is  also  authorized  to  publicly 
commend  the  work  of  a  city  detective  who  took 
a  prominent  part  in  bringing  the  above  case  to 
trial.  M.  Max  was  appointed  a  member  of  the 
executive  committee  of  the  association  to  suc- 
ceed Max  Landay,  who  recently  resigned. 

President  Coughlin  was  authorized  to  repre- 
sent the  body  on  the  Allied  Music  Committee 
for  the  Fourth  Liberty  Loan.     A  notification 


has  been  forwarded  to  that  organization  inform- 
ing them  of  Mr.  Coughlin's  appointment. 

A  letter  was  read  from  the  secretary  of  the 
Tri-State  Victor  Dealers'  Association  in  reply 
to  a  letter  from  the  local  body  looking  forward 
to  forming  a  national  association. 

During  the  last  year  several  efforts  have  been 
made  to  arrange  some  plan  whereby  dealers 
might  readily  exchange  merchandise  in  which 
they  were  overstocked  for  other  goods  with 
which  competitors  might  be  burdened  and  in 
this  wa3r  giving  each  other  service  to  mutual 
advantage.  Messrs.  Kurtz,  Max,  Mielke  and 
Lazarus  were  appointed  to  further  plans  to  that 
effect. 

Resolution  Adopted  at  Special  Meeting 

At  the  special  meeting  and  luncheon  at  the 
Cafe  Boulevard  on  September  27  the  local  job- 
bers and  dealers,  together  with  representatives 
of  the  Philadelphia  and  Pittsburgh  Dealers'  As- 
sociations, and  E.  J.  Ding-ley,  manager  of  the 
order  department  of  the  Victor  Co.,  were  the 
guests  of  the  Talking  Machine  Men,  Inc.  M. 
Max,  manager  of  the  talking  machine  depart- 
ment of  Gimbel  Bros.,  New  York,  was  intro- 
duced by  President  Coughlin  and  presented  the 
following  resolution,  after  explaining  the  ideas 
of  the  retailers  in  presenting  it. 

Mr.  Max  explained  that  the  shortage  of  stock 
has  become  so  serious  that  the  dealers  viewed 
with  alarm  the  fact  that  the  jobbers  could  side- 
track part  of  the  supply  to  their  own  retail  de- 
partments and  be  frequently  able  thereby  to  of- 
fer machines  and  records  that  the  dealer  could 
not  obtain.     The  resolution  as  introduced  read: 

"Resolved,  That  the  Victor  Talking  Machine 
Co.  of  Camden,  N.  J.,  has  at  all  times  dealt 
fairly  and  justly  with  the  jobbers  and  the  deal- 
ers in  its  product  and  has  at  all  times  shown 
its  equitable  spirit  of  dealing. 

"And,  whereas,  By  the  written  statement  of 


the  13th  inst.  issued  by  its  officers  in  which  it" 
approved  the  action  of  our  Government  in  cur- 
tailing all  industries  except  those  deemed  to  be 
essential  in  the  winning  of  the  war  in  which  it 
is  engaged,  the  company  has  thus  evidenced  its 
spirit  of  patriotism  which  is  unanimously  ap- 
proved by  members  of  the  Talking  Machine 
Men,  Inc.,  and  as  we  believe  by  all  patriots  of. 
this  nation. 

"Whereas,  Though  such  action  curtails  its 
output,  we  believe  it  sends  forth  its  best  efforts 
to  produce  the  greatest  quantity  of-  machines 
and  records  and  is  using  its  best  methods  to 
equitably  distribute  its  product  to  all  the  job- 
bers in  the  product,  who  should  deliver  it  equi- 
tably to  retail  dealers  therein. 

"Whereas,  It  is  alleged  that  some  of  the  job- 
bers without  the  sanction  of  the  Victor  Talking 
Machine  Co.  have  taken  the  product  thus  deliv- 
ered and  instead  of  distributing  it  to  the  retail 
dealers  in  equitable  shares,  use  the  same  by 
retailing  it,  unwarrantedly,  to  their  ownadvan- 
tage,  thus  because  of  the  difference  in  discounts 
taking  an  unfair  advantage  of  the  "regular" 
dealer,  to  whom  the  jobber  should  deliver  the 
required  merchandise  when  equitably  required 
to  do  so;  if  that  were  done  it  would  thus  give 
the  splendid  Victor  product  a  better  opportunity 
to  become  still  more  popular,  by  its  broader 
distribution;  thus  resulting  in  an  advantage  to 
the  Victor  Company,  to  the  jobbers  and  the 
dealers  therein. 

"Resolved,  That  the  Talking  Machine-  Men-, 
Inc.,  desire  it  to  be  distinctly  understood  tha{ 
the  strength  of  its  recommendation  lies  in  its 
fairness,  in  disapproving  of  the  retailing  of  the 
Victor  product  by  the  jobbers  therein  and  recl- 
ommend  to  the  Victor  Talking  Machine  Gq. 
that  such  measures  as  are  equitable  and  necest- 
sary  to  protect  the  rights  of  the  retail  dealers 
in  the  Victor  product  be  made  effective  as  sooia 
as  may  be  consistent  with  fairness  to  all  perj- 
sons  interested  therein. 

"Resolved,  That  a  copy  of  this  resolution  be 
forwarded  to  the  Victor  Talking  Machine  Col. 
of  Camden,  N.  J.,  for  its  consideration  and  acf- 
tion  thereon." 

During  the  course  of  the  discussion  there  was 
a  lively  tilt  between  a  well-known  jobber  and 
dealer  over  the  charge  of  the  latter  that  one  of 
his  customers  had  asked  for  a  certain  popular 
record,  and  that  upon  being  told  that  the  dealer 
was  unable  to  obtain  it,  made  a  bet  with  him 
that  the  record  could  be  obtained  in  some  other 
store.  He  stated  that  the  customer  went  to 
the  jobber's  retail  department  and  secured  six 
records  of  the  desired  title.  The  jobber  ap- 
peared at  luncheon  in  his  own  defense,  and  held 
that  inasmuch  as  the  dealer  was  not  on  his  lislt 
there  was  no  discrimination  shown  in  the  fact 
that  he  was  unable  to  get  those  particular  rec- 
ords from  that  particular  jobber. 

A  member  of  the  executive  committee  has- 
tened to  explain  that  the  resolution  was  nojt 
based  upon  any  specific  charge  made  againsjt 
the  jobber  by  any  dealer,  but  had  been' thought 
out  long  before  such  cases  came  up  before  thje 
association. 

Several  jobbers  and  dealers  discussed  briefly 
the  question  of  the  jobber  acting  also  as  re- 
tailer, after  which  Edward  J.  Dingley,  manager 
of  the  order  department  of  the  Victor  Talkinjg 
Machine  Co.,  was  introduced  and  discussed  the 
situation  simply  as  it  referred  to  the  Victor 
output  of  machines  and  records.  Mr.  Dingley 
declared  that  the  resolution  had  to  go  to  the 
directors  of  the  Victor  Co.  for  final  action,  and 
pointed  out  that  much  of  the  early  development 
of  the  Victor  business  was  due  to  the  support 
of  such  jobbing  organizations  as  Sherman,  Clay 
&  Co.,  the  J.  W.  Jenkins'  Sons  Co.,  Lyon  & 
Healy,  and  other  concerns  of  like  caliber,  who 
also  acted  as  dealers. 

The  adoption  of  the  resolution  as  originally 
drafted  ended  the  discussion,  and  the  final  re- 
sults will  be  awaited  with  interest. 


The  Cromwell  Music  Co.,  Siloam,  Ark.,  has 
taken  over  the  Edison  phonograph  agency  from 
the  Benton  County  Hardware  Co.,  which  plans 
to  feature  that  line  in  a  big  way. 


THE  PARR  CENTRAL  UNIVERSAL  TONE-ARM 


(Patent  Applied  for) 
This  is  the  position  for  playing 
Lateral  Cut  Records 
In  changing  the  position  to  play  the  hill 
and  dale  type,  the  weight  of  tone- 
arm  is  automatically  increased 

The  Parr  Tone  Arm  is  adjustable  to  any 
length  required.  The  needle  always  rests 
at  the  same  point,  setting  in  the  direct  cen- 
ter in  playing  either  position.  This  has 
been  the  objective  of  all  past  tone  arm  pro- 
ductions. Means  are  incorporated  for  tak- 
ing up  the  wear,  thereby  overcoming  any 
tendency  for  loose  joints,  which  is  the  chief  cause  of  "chattering." 

The  design  of  the  tone  arm  permits  perfect  playing  of  either  type  of 
record  without  additional  attachments.  The  sound  box  can  be  turned, 
allowing  the  needle  to  be  changed  with  ease,  and  by  a  reverse  movement 
the  box  returns  to  its  normal  playing  position. 

Parr  Magnetic  Reproducer  fitted  with  the 
Vibratone  Patent  Diaphragm 

The  most  sensitive  of  reproducers.  The  permanent  magnetic  device,  an  integral 
part  of  the  reproducer,  acts  on  the  stylus  box.  Its  possibilities  in  giving  warmth  and 
delicacy  in  the  tonal  reproduction  of  quiet  passages  make  old-style  sound  boxes  seem 
obsolete.  And  in  fortissimo  passages  where  ordinary  reproducers  create  unpleasant, 
music  destroying  blasts,  caused  by  the  needle  jumping  and  losing  its  grip  the  Parr 
Magnetic  Reproducer,  with  its  marvelous  flexibility,  follows  every  wave  and  vibration 
in  the  record  and  takes  everything  the  record  holds. 

crystallizing,  always  resilient  Vibratone  Patented  Diaphragm 

Possessing  all  the  good  points  of  mica  diaphragms,  it  overcomes  all  mica's  bad 
features.  Guaranteed  uniform  in  quality,  free  from  bubbles,  blisters  and  waves,  the 
Vibratone  Patented  Diaphragm  is  non-porous,  non-absorbent. 

It  has  a  definite  function  and  it  performs  it.  It  improves  tone;  in  fact  it  creates 
new  tone  possibilities  for  every  reproducer  of  other  types. 

PARR  MANUFACTURING  CORP. 

ONE  UNION  SQUARE       -       -       -       NEW  YORK 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


99 


SUBSCRIBE  $406,000  AT  LUNCHEON 

Allied  Music  Committee  Fourth  Liberty  Loan 
Keeps  Up  Its  Good  Work — J.  N.  Blackman 
Urges  That  Everybody  Buy  to  the  Limit  and 
Then  Borrow  to  Buy  Some  More 


A  meeting  and  luncheon  of  the  Allied  Music 
Division  Fourth  Liberty  Loan  was  held  at  the 
Hotel  McAlpin  on  Tuesday,  October  8,  and  was 
attended  by  practically  all  chairmen,  vice-chair- 
men and  captains  making  up  the  general  com- 
mittee. Chairman  Mark  P.  Campbell  made  a 
most  encouraging  report  of  what  had  already 
been  accomplished  before,  at  and  since  the 
great  rally  at  Carnegie  Hall,  and  those  in  charge 
of  the  various  trade  and  professional  divisions 
"also  reported  what  progress  had  been  made  to 
date. 

One  of  the  speakers  was  Morris  K.  Parker, 
in  charge  of  the  work  of  the  Rainbow  Division 
for  the  Liberty  Loan  Committee,  who  told  of 
the  task  that  faced  the  division,  and  for  that 
matter  the  country  at  large  in  going  over  the 
-top  with  the  loan. 

J.  Newcomb  Blackman,  vice-chairman,  gave 
an  inspiring  talk,  during  the  course  of  which  he 
urged  that  everyone  in  the  trade  plunge  to  the 
limit  in  buying  the  bonds,  and  advised  that  those 
who  had  reached  the  limit  of  their  cash  re- 
sources should  apply  to  their  bank,  and  learn 
■of  the  plans  made  by  the  bankers  for  loaning 
money  with  which  to  make  Liberty  Bond  in- 
vestments. 

In  order  to  keep  the  spirits  from  flagging  it 
■was  suggested  that  the  members  of  the  com- 
mittee at  the  luncheon  should  subscribe  again 
on  their  own  account,  the  result  being  that 
$406,000  was  subscribed  by  those  around  the 
table  in  a  comparatively  short  space  of  time. 
It  was  also  announced  at  the  meeting  that  Galli- 
Curci,  in  addition  to  donating  her  services  at  the 
rally,  thereby  contributing  in  no  small  part  to 
its  success,  had  also  subscribed  through  the 
Allied  Music  Committee  for  $20,000  in  bonds, 
and  that  other  artists  had  also  made  generous 
subscriptions. 


DAILY  RECITALS  AT  EDISON  SHOP 

Winter  Schedule  Now  Resumed — Helping  Loan 
Drive  on  Fifth  Avenue 


Edward  C.  Boykin,  manager  of  the  Edison  Fifth 
avenue  retail  showrooms,  New  York,  reports 
•^exceptional  sales  during  the  past  month.  The 
daily  recitals  which  have  been  resumed  are  being 
well  attended. 

During  the  Fourth  Liberty  Loan  drive  a  figure 
of  a  traffic  officer  was  placed  on  the  sidewalk  in 
front  of  the  building.  The  figure  was  life- 
sized  and  operated  one  of  the  familiar  traffic- 
regulating  devices  which  read  "Stop,  Buy  Lib- 
erty Bonds." 

"CHARMAPHONE"  MAKES  ITS  DEBUT 

m   

The  R.  L.  Kenyon  Mfg.  Co.,  Mexico,  N.  Y., 
has  just  placed  on  the  market  a  complete  line 
of  machines  which  will  be  merchandised  as  the 
"Charmaphone"  talking  machine.  At  the  pres- 
ent time  the  line  consists  of  five  models,  includ- 
ing two  table  and  three  floor  cabinets. 

The  "Charmaphone"  is  equipped  with  a  Uni- 
versal tone  arm.  playing  all  makes  of  records, 
and  the  R.  L.  Kenyon  Co.  has  paid  particular 
attention  to  the  cabinet  work  on  these  instru- 
ments. The  company  has  delayed  announcing 
this  new  machine  in  order  to  be  in  a  position 
to  supply  its  dealers  with  prompt  deliveries, 
and  at  the  present  time  is  able  to  take  care  of 
the  demands  of  its  clientele  for  fall  and  holiday 
business. 


H.  J.  SMITH— Jewel  Manufacturer 

MANUFACTURER  OF -Phonograph  Diamond  and  Sap- 
phire Reproducing  Points— Recording  Laboratory  Jewels 
— Jewel  Bearings  for  Electrical  Instruments — Rough 
Diamond — Diamond  Powder  — Experimental  Work. 

Telephone  2896  Market 

833  BROAD  STREET       NEWARK,  N.  J. 


OFFER  NEW  MACHINE=CABINET  UNITS 

Geo.  A.  Long  Cabinet  Co.  Introduces  Interest- 
ing Innovation  to  the  Trade 


The  George  A.  Long  Cabinet  Co..  Hanover, 
Pa.,  has  just  issued  to  the  trade  a  new  and 
interesting  combination  of  machine  and  cabinet 
in  two  styles,  both  so  designed  that  the  machine 
and  cabinet  fit.  together  perfectly  and  have  the 
appearance  of  a  single  unit,  thus  carrying  out 
the  primary  purpose  intended.  This  is  the  first 
venture  of  the  George  A.  Long  Co.  in  the  ma- 
chine field,  and  has  been  made  according  to  of- 
ficers of  the  company  with  a  view  to  meeting 
the  demand  of  those  people  who  desire  a  small 
machine  and  also  a  cabinet  that  would  match  it 
perfectly. 

The  specifications  of  the  new  instrument,  to- 
gether with  wholesale  prices,  are  to  be  found  in 
the  Long  Co.'s  ad  on  another  page  of  The  Talk- 
ing Machine  World  this  month. 

The  company  has  also  announced  a  new  style 
record  cabinet  made  in  mahogany,  golden  oak 
and  other  finishes,  and  which  has  been  designed 
to  fit  a  new  type  of  machine  shortly  to  be 


marketed  by  one  of  the  prominent  companies. 
In  this  connection  they  have  issued  a  very  in- 
teresting folder  which  dealers  should  write  for. 


G.  W.  LYLE  OFF  TO  PACIFIC  COAST 

George  W.  Lyle,  assistant  to  the  president  of 
the  Pathe  Freres  Phonograph  Co.,  Brooklyn, 
N.  Y.,  left  Monday  for  a  month's  trip  to  the 
Pacific  Coast.  Mr.  Lyle  will  visit  the  Pathe 
jobbers  en  route,  and  judging  from  the  splendid 
business  being  closed  by  the  Pathe  dealers  he 
will  receive  excellent  reports  of  the  business 
situation  in  the  different  cities  he  visits. 


SECURE  AE0LIAN=V0CALI0N  AGENCY 

Philadelphia,  Pa..  October  7.— Gimbel  Bros., 
who  have  secured  the  representation  here  of  the 
Aeolian-Vocalion,  and  are  advertising  it  exten- 
sively, are  doing  a  very  good  business.  They 
are  the  first  of  the  firms  here  to  handle  this  fine 
instrument.  They  are  demonstrating  it  on  the 
first  floor  of  their  store,  as  well  as  in  the  talk- 
ing machine  department,  which  is  located  on  the 
seventh  floor. 


STICK  TO  YOUR  TRENCH 

LIKE  THE  BOYS  AT  THE  FRONT 


STICK  TO  YOUR  TRENCH 

Remember,  you've  got  to  stick  to  your  trench — 
Yes,  stick  like  glue  to  your  trench. 

You  dig  while  it's  dark,  and  you  work  while  it's  light. 

And  then  there's  the  "listening  post"  at  night. 

Though  you're  soaked  to  the  skin  and  chilled  to  the  bone; 

Though  your  hands  are  like  ice,  and  your  feet  like  stone; 

Though  your  watch  is  long,  and  your  rest  is  brief, 

And  you  pray  like  hell  for  the  next  relief; 

Though  the  wind  may  howl,  and  the  rain  may  drench, 

Remember,  you've  got  to  stick  to  your  trench — 

Yes,  stick  like  mud  to  your  trench. 

There's  a  rush  and  a  dash,  and  they're  at  your  wire, 

And  you  open  the  hell  of  a  rapid  fire; 

The  Maxims  rattle,  the  rifles  flash; 

And  the  bombs  explode  with  a  sickening  crash. 

You  give  them  lead,  and  you  give  them  steel, 

Till  at  last  they  waver,  and  turn,  and  reel. 

You've  done  your  job — there  was  never  a  blench 

You've  given  them  Hell,  and  you've  saved  your  trench; 

BY  GOD,  YOU'VE  STUCK  TO  YOUR  TRENCH! 

Capt.  C.  W.  Blackall, 
(Fighting  in  France). 


FIGHT  TO  A  FINISH 

SELFISHNESS  —  INDIFFERENCE—  OVER  CONFIDENCE 

We  CAN  and  MUST  "Stick  to  our  trenches,"  at  home, 
by  buying  LIBERTY  BONDS  until  the  last  drop  of 
our  financial  blood  is  given.  Then  when  our  fighting 
heroes  return  they  can  say:  "By  God,  you've  stuck 
to  your  trench." 

BUY  LIBERTY  BONDS 

and  HOLD  THEM' 


Talking  Machine  Co. 

97 Chambers  St.    Near  Church  St  New  York 

Victor  Distributers 


100 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


"Plionograpk 

Is  the  Personification  of 


Phonograph  Distinction 


MUSIC 


IN 


ART 


ART 


IN 


MUSIC 


DON'T  BUY  INFRINGEMENTS 

THIS  TYPE  OF  PHONOGRAPH  CABINET  IS  PATENTED 

Th&  Windsor  Phonograph  Cabinet  is  now  Protected  by  U.  S.  Patent 
Issued  September  24th,  1918 

A  complete  line  oj  Period  Styles  and  Upright  Models  playing  all  disc  records 

WRITE  FOR  A  CATALOG 


Wt)t  l^mbsior  Jf urntture  Co. 


■    1420  CARROLL  AVE. 


CHICAGO,  ILL.  ■ 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


101 


EXPRESS  RATE  INCREASE  PLANNED 

McAdoo  Approves  Increase  to  Produce  Nearly 
$24,000,000  Per  Year— Hearing  on  October  8 


Director  General  McAdoo  has  approved  the 
application  of  the  American  Railway  Express 
Co.  for  a  rate  increase  sufficient  to  yield  $23,- 
670,000  a  year,  and  sent  the  application  to  the 
Interstate  Commerce  Commission  for  final  ac- 
tion. Public  hearings  on  the  matter  began  on 
Tuesday,  October  8. 

A  recent  advance  in  the  rates  realized  $10,- 
000,000  a  year  which,  it  was  announced,  had  been 
absorbed  in  increasing  wages.  Mr.  McAdoo 
was  sure  that  $12,000,000  additional  revenue 
would  be  necessary.  He  said  the  express  busi- 
ness was  being  conducted  at  a  loss,  which  has 
been  borne  by  the  Railroad  Administration.  He 
has  asked  the  Interstate  Commission  to  take 
speedy  action  on  the  matter. 

Public  Service  Commissioner  Travis  H.  Whit- 
ney, as  a  member  of  the  .Special  War  Com- 
mittee of  the  State  Utilities  Commissioners,  said 
the  committee  had  made  a  strong  protest  against 
the  increase  in  rates,  but  that  it  was  clear  be- 
fore he  left  Washington  the  increase  would  be 
made.   

FORMAL  "OPENING"  A  SUCCESS 


The  recent  formal  "opening"  of  the  new  talk- 
ing machine  department  in  the  Meiklejohn  store 
in  Providence,  R.  I.,  was  a  tremendous  success. 
This  establishment,  which  was  described  in  a 
previous  issue  of  The  World,  is  one  of  the  most 
complete  in  Rhode  Island,  and  under  the  man- 
agement of  Mr.  Longfellow  promises  to  be  one 
of  the  successful  establishments  in  that  section. 


FOUR  RULES  FOR  GREATER 
PERSONAL  EFFECTIVENESS 


If  you  would  increase  your  service-ren-  | 

dering  power,  you  must  know  yourself,  j 

through  self-analysis,  and  having  become  | 

|    acquainted    with    the     service-rendering  | 

qualities  possessed  by  you,  you  must  so  § 

nourish  them  and  use  them  that  they  will  j 

I    unfold  or  develop.  j 

II  | 

1       If  you  would  increase  your  service-ren-  | 

I    dering  power,  you  must  become  a  good  j 

|    judge  of  human  nature.  I 

I                                 111  I 

\       If  you  would  increase  your  service-ren-  | 

\    dering  power,  you  must  know  your  busi-  j 

[    ness,  and  come  to  know  it  through  and  | 

\    through.  | 

IV  J 

|       If  you  would  increase  your  service-ren-  1 

|    dering  power,  you  must  so  apply  your  de-  | 

[    veloped  service-rendering  qualities,  your  § 

|    knowledge   of   human   nature   and   your  | 

I    knowledge  of  your  business,  that  you  will  | 

1    create  in  the  minds  of  those  with  whom  j 

1    you  deal  or  come  in  contact  the  effects  | 

I  of  favorable  attention,  interest,  desire,  ac-  | 
|    tion,  confidence  and  satisfaction. 

Howard  Elliott.  1 

"liiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiilNiiiiiiiiiiiiiiiiiiiiinn 

HOW  TO  HELP  DISABLED  SOLDIERS 


WAR  EXCISE  TAXES 

ARE  CUT  IN  HALF 


Senate  Finance  Committee  Reduces  Taxes  on 
Talking  Machines  and  Records  to  5  Per  Cent. 
— Exemption  of  Pianos  Causes  Feeling 


The  Victor  department  of  the  Dunlap  store 
in  Belvidere,  111.,  has  been  bought  out  by  the 
Talking  Machine  Co.,  of  Rockford. 


The  Michigan  Furniture  Co.,  Youngstown,  0.; 
has  taken  the  agency  for  the  Pathe  line. 


The  Red  Cross  Institute  for  Crippled  and 
Disabled  Men,  11  Fourth  avenue,  New  York, 
would  be  glad  to  hear  from  manufacturers  who 
desire  to  co-operate  in  placing  war  veterans  who 
have  been  wounded  in  some  form  and  who  can- 
not light,  in  useful  manufacturing  fields.  The 
talking  machine  industry  can  help  by  using  these 
men  in  its  factories,  and  it  would  be  well  to 
get  in  touch  with  this  organization  as  soon  as 
possible. 


Washington,  D.  C,  October  10. — The  Senate 
Finance  Committee  in  its  consideration  of  the 
various  sections  of  the  proposed  new  War 
Revenue  bill  as  presented  by  the  House  took  up 
yesterday  Section  900,  placing  taxes  upon  mu- 
sical instruments  of  various  sorts.  Heeding  the 
various  arguments  put  before  it  the  committee  re- 
duced the  proposed  excise  tax  on  graphophones, 
phonographs,  talking  machines  and  records  to 
5  per  cent,  in  place  of  the  10  per  cent,  proposed 
by  the  House,  and  at  the  same  time  made  tax 
free  pianos  and  pipe  organs  on  the  plea  that 
they  were  used  by  churches,  missions  and  Sun- 
day schools. 

It  appears  that,  although  the  talking  machine 
interests  are  somewhat  pleased  over  the  fact 
that  the  proposed  tax  on  machines  and  records 
has  been  cut  in  half,  they  are  still  disappointed 
over  the  fact  that  the  tax  has  been  placed  only 
on  piano  players  and  that  pianos  would  then 
get  off  scot  free  of  tax,  as  was  the  case  in  the 
first  bill.  It  is  the  claim  of  the  talking 'ma- 
chine men  that  by  taxing  all  musical  instru- 
ments no  discrimination  will  be  shown  and  the 
burden  would  be  lightened  on  each  section  of 
the  industry. 

At  the  present  time  no  details  are  available 
regarding  the  action  taken  on  Section  909,  pro- 
viding for  a  floor  tax  of  10  per  cent,  on  the 
musical  instruments  covered  by  war  excise 
taxes,  although  it  is  the  understanding  that  the 
floor  taxes  have  also  been  cut  in  half,  or  down 
to  5  per  cent. 


E.  P.  Northbutt  has  sold  his  taking  machine 
business  in  Walton,  Ky.,  and  opened  a  new  store 
in  the  suburb  of  Cincinnati,  O.,  which  will  be 
completely  equipped. 


Model  1750-A 

Golden  Oak  and  Mahogany 
Finish  only. 

Dimensions  15/^  xl7}4 
42  inches  High 

Price  $17.50  Net  Cash 
FOB  Factory,  plusWarTax. 


A  TIMELY  OFFERING 


T  T  ERETOFORE  it  has  been  a  very  serious  problem  for  the  Dealer 
to  secure  the  smaller  types  of  machines  with  the  proper  sort  of  disc 
record  cabinet  to  make  the  outfit  look  like  a  complete  floor  type 
machine. 

We  have  solved  the  problem,  and  offer  the  two 
types  shown.  Each  outfit  is  offered  complete  as 
shown — Machine  and  Cabinet. 

Specifications  of  Mechanical  Equipment: 

Powerful  Double  Spring  Motor  (Markels  M-2). 
Plays  three  10-inch  records  without  rewinding. 
Worm  Drive,  Gray  Fibre  Gear.  10-inch  Felt 
Covered  Turntable,  with  Stop  and  Speed  Regulator. 
Universal  Tonearm. 

Orders  will  not  be  accepted  for  less  than 
ten  complete  outfits  in  proportions  of  3 
Mahogany  finish  and  7  Golden  Oak. 

Shipments  will  be  made  according  to  date  of  receipt 
of  order. 

Place  your  orders  NOW. 

The  Geo.  A.  Long  Cabinet  Company 

Hanover,  Pa. 


Model  1500-A 

Golden  Oak  and  Mahogany 
Finish  only. 

Dimensions  15^x17^ 
39  inches  High 

Price  $15.00  Net  Cash 
FOB  Factory,  plus  War  Tax 


102 


THE   TALKING    MACHINE  WORLD 


October  15,  1918 


HOLD  THEIR  ANNUAL  MEETINGS 

Sonora  Phonograph  Corp.  and  Sonora  Phono- 
graph Sales  Co.  Elect  Officers  for  Year 


The  Sonora  Phonograph  Corp.  recently  held 
its  annual  meeting  of  directors  at  which  the 
following  officers  were  re-elected  for  the  ensu- 
ing year:  George  E.  Brightson,  president  and 
treasurer;  J.  N.  Beach,  vice-president;  Joseph 
Wolff,  secretary;  W.  J.  Farquhar,  assistant 
treasurer;  W.  Varrin,  comptroller.  The  direc- 
tors for  the  coming  year  are  the  same  as  during 
the  past  fiscal  year,  being  J.  N.  Beach,  George 
E.  Brightson,  H.  P.  Chilton,  Waldo  G.  Morse 
and  Joseph  Wolff. 

The  Sonora  Phonograph  Sales  Co.,  Inc.,  also 
held  its  annual  meeting  recently  and  the  fol- 
lowing officers  were  elected:  George  E.  Bright- 
son,  president;  Lewis  Cruger  Hasell,  vice-presi- 
dent; Joseph  Wolff,  treasurer;  E.  H.  Jennings, 
secretary  and  assistant  treasurer;  J.  T.  Pringle, 
comptroller,  and  Erank  J.  Coupe,  manager  sales 
and  advertising.  The  only  change  in  this  list 
oi  officers  is  the  election  of  Mr.  Jennings  as 
secretary,  succeeding  J.  Schechter,  who  re- 
signed. Mr.  Jennings  was  formerly  assistant 
treasurer  of  the  company  and  occupies  the  posi- 
tion of  secretary  in  addition  to  his  other  duties. 

The  following  directors  were  elected  for  the 
ensuing  year:  George  E.  Brightson,  John  A. 
Eckert,  L.  C.  Hasell,  Waldo  G.  Morse,  Joseph 
W.  Stinson,  Joseph  Wolff  and  Frank  J.  Coupe. 
The  only  change  in  the  board  of  directors  is 
the  election  of  Mr.  Coupe,  who  succeeds  J. 
Schechter.  Mr.  Coupe  is  one  of  the  most  pop- 
ular members  of  the  talking  machine  industry, 
and  the  remarkable  success  he  has  achieved  as 
manager  of  sales  and  advertising  for  the  So- 
nora Phonograph  Sales  Co.  has  been  recognized 
by  the  company  in  his  election  as  a  director. 


A  LOSS  TO  THE  INDUSTRY 


In  a  recent  chat  with  a  representative  of  The 
World  regarding  general  conditions  in  the  talk- 
ing '  machine  industry  George  E.  Brightson, 
president  of  the  Sonora  Phonograph  Corp.,  com- 
mented upon  the  great  loss  to  the  industry  that 
.was  occasioned  by  the  recent  resignation  of 
Louis  F.  Geissler  as  general  manager  of  the 
Victor  Co.  Mr.  Brightson  stated  that  he  firm- 
ly believed  that  the  industry  as  a  whole  will 
suffer  a  severe  loss  as  a  result  of  Mr.  Geissler's 
decision  to  take  a  less  active  interest  in  busi- 
ness affairs  in  the  future. 


CAPT.  HASTINGS  SENDS  MESSAGE 


Capt.  Thomas  W.  Hastings,  of  New  York, 
formerly  connected  with  the  Pease  Piano  Co., 
and  likewise  member  of  the  Talking  Machine 
Men,  Inc.,  was  one  of  the  American  officers  on 
the  firing  lines  in  France  who  sent  back  through 
^Lincoln  Eyre,  the  New  York  World  war  cor- 
respondent, messages  urging  the  liberal  buying 
of  Fourth  Liberty  Bonds  in  this  country. 


Bee 


croft 


Thirty  desirable  record*.  You  may  not  have  all  of  these  aelecbo: 
We  will  gladly  play  any  record  for  you. 


EC)  " 


•  ism1; 


^js^ssai 


Record  Cabinets 

Made  by 
Nanes  Art  Furniture  Co. 
New  York  City 

Record  Envelopes 


PIANO  CREAM 

is  wonderful  for  restoring  the  lustre 
to  Talking  Machines 


"READY  FILES"  FOR  RECORDS 


CLEMENT  BEECROFT  ftKSsfef 


IA 


EDISON  FORCES  HELPING  LOAN 

Taking  Active  Part  in  Making  the  Fourth  Lib- 
erty Loan  a  Success 


DEATH  OF  HAL  DORIAN 


Thomas  A.  Edison,  Inc.,  have  been  taking  an 
active  part  in  the  Fourth  Liberty  Loan  cam- 
paign. The  three  previous  loans  have  been  en- 
thusiastically supported  by  every  member  of  the 
Edison  organization,  and  now  that  the  Fourth 
Loan  is  being  subscribed  the  Edison  forces  are 
doing  their  utmost  to  put  it  over  the  top.  At 
the  Edison  factories  in  Orange,  N.  J.,  the  cam- 
paign has  been  carried  on  by  means  of  special 
meetings,  public  speeches,  musical  events,  and 
various  other  publicity  mediums.  Thomas  A. 
Edison  himself  has  been  busy  for  many  months 
doing  invaluable  work  for  the  Government,  and 
those  associated  with  him  in  his  commercial  en- 
terprises are  also  doing  their  bit  in  their  own 
way,  as  the  rapidly  mounting  subscription  list 
to  the  Fourth  Loan  demonstrates. 


Hal  Dorian,  a  son  of  Marion  Dorian,  chief 
auditor  of  the  Columbia  Graphophone  Co.,  New 
York,  died  last  week  at  the  home  of  his  father 
in  New  York  City,  after  a  brief  illness.  Mr. 
Dorian,  who  was  about  thirty-three  years  of 
age  at  the  time  of  his  death,  was  formerly  as- 
sociated with  the  Columbia  Co.  and,  until  he 
entered  the  automobile  business  a  few  months 
ago,  had  been  actively  connected  with  the  talk- 
ing machine  industry  for  a  number  of  years.  He 
was  popular  among  his  associates  and  co-work- 
ers, who  are  deeply  grieved  to  learn  of  his 
sudden  death.    A  widow  survives  Mr.  Dorian,  i 


LANGUAGE  RECORDS  IN  SCHOOLS 


The  charter  of  the  Quincy  Phonograph  &  Art 
Co.,  411  Hampshire  street,  Quincy,  111.,  has  been 
surrendered  and  the  corporation  dissolved.  Fol- 
lowing the  retirement  of  L.  E.  &  J.  E.  Cald- 
well from  the  business,  which  was  purchased  by 
A.  F.  Odell  last  spring. 


The  Kehrberg-Schneider  Co.,  LeMars,  la., 
have  purchased  the  talking  machine  business  of 
Louis  Bellaire  in  that  city. 


Dealers  are  reporting  good  sales  of  Language 
Phone  Method  language  records  to  educational 
institutions,  especially  to  the  schools  and  col- 
leges that  are  preparing  students  for  war  serv- 
ice. The  War  Department's  recent  order,  mak- 
ing the  study  of  languages  compulsory  in  the 
Students'  Army  Training  Corps  camps  and 
schools,  has  given  great  stimulus  to  the  sales 
of  language  records.  The  F.  M.  C.  French 
Military  Course  is  especially  popular  with  these 
schools,  for  it  covers  all  departments  of  the 
service. 


Freemen  buy  bonds,  slaves  wear  them. 


HAVE  YOU  SEEN  OUR  SET  OF  OCTOBER 
VICTOR  DISPLAY  CARDS? 


Your  Wholesaler  has  a  complete  Set. — Ask  to  See  it  !  and  compare  with  other  Victor  Service 
for  Originality,  Quality  and  Price. 

IMPORTANT  NOTICE! 

Owing  to  enormous  increase  in  cost  of  labor,  material  and  stock  and  added  detail  required  by  the 
post  office  in  arranging  parcels  for  shipment,  we  are  obliged  to  increase  the  price  of  ALL  new 
subscriptions  on  and  after  November  1st,  to  $3.00  per  month,  plus  postage. 

GET  YOUR  ORDER  IN  BEFORE  THE  NEW  PRICE  GOES  INTO  EFFECT. 

Sold  exclusively  through  Victor  Wholesalers 

ED.  USOSKIN,  Inc.,  230  w.  17th  St.,  new  york  city 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


103 


Good  things  come  in  threes.  There  are 
three  great  operatic  arias  in  the  October 
Mid-Month.  Sung  by  three  world-famous 
artists  for  Columbia. 


Columbia  Graphophone  Co 

NEW  YORK 


TRADE  ACTIVE  IN  ATLANTA  AND  THROUGHOUT  THE  SOUTH 

Dealers  Look  for  Very  Active  Business  Based  Upon  Their  Ability  to  Get  Goods — Leading  Job- 
bers Are  All  Oversold  Both  in  Machines  and  Records — News  of  Month 


Atlanta,  Ga.,  October  7. — The  volume  of  busi- 
ness in  talking  machines  in  this  city  was  some- 
what less  in  September  than  in  several  months 
previous  to  that  time,  and  this  is  not  to  be  won- 
dered at,  when  we  take  into  consideration  the 
fact  that  the  draft  set  in  good  and  strong  about 
the  middle  of  the  month,  and  that  every  man 
practically,  from  eighteen  to  forty-six  inclu- 
sive, was  affected  as  a  possible  phonograph  pur- 
chaser. However,  toward  the  end  of  the  month 
there  was  quite  a  quickening  in  the  tone  of 
business,  and  dealers  are  now  enjoying  a  con- 
siderable revival  over  what  was  moving  during 
the  first  three  weeks  of  the  month  of  September. 

The  Haverty  Furniture  Co.,  the  largest  re- 
tailers of  the  Columbia  line  in  the  Southern 
States,  also  Pathe  dealers,  say  that,  while  their 
sales  were  not  quite  equal  to  the  very  large 
sales  of  August  and  July,  they  have  no  rea- 
son for  complaint,  this  year's  total  sales  to  date 
being  so  far  in  excess  of  1917  that  the  monthly 
average  is  very  gratifying.  They  report  an  ac- 
tive sale  of  the  better  type  Grafonolas,  retailing 
at  $100  up,  and,  in  fact,  there  are  very  few  of 
the  medium  and  low-priced  instruments  obtain- 
able. 

Manager  Thornton,  of  this  concern,  states  that 


Genuine  Period  Styles 

Authentic  adaptations  of  Adam,  Louis  XVI,  Sheraton 
and  Queen  Anne  periods,  harmonizing  perfectly  with 
the  styles  whose  names  they  bear,  are  a  feature  of  the 
case  work  on  the  Marvelous 

MAGNOLA  "Built  by  Tone  Specialists" 


.TcKii>j  tKe  Music  Come  Oul 


Give  us  the  Opportunity  to  tell  you  more  about  this 
and  other  sales-making  features  of  MAGNOLA  con- 
struction, by  sending  us  your  name  and  address. 

We  have  a  handsome  catalog,  illustrated  in  colors, 
that  tells  Magnola's  story — and  is  yours  for  the 
asking. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


he  is  looking  for  a  very  satisfactory  autumn  and 
holiday  business,  and  is  making  preparations  to 
take  care  of  it  to  the  best  of  his  ability.  Buel 
Crawley,  some  time  back  connected  with  the 
Columbia  line  in  another  store  in  this  city,  has 
been  engaged  as  assistant  at  Haverty's,  and  is 
well  pleased  with  his  new  connection,  and  is 
making  some  fine  sales. 

The  talking  machine  departments  of  the 
Haverty  Co.  in  Savannah,  Ga.,  Charleston  and 
Columbia,  S.  C,  Birmingham,  Ala.,  Memphis, 
Tenn.,  and  Dallas  and  Houston,  Tex.,  all  report 
fine  business. 

The  Atlanta  Talking  Machine  Co.,  dealers  in 
the  Columbia  and  Vocation  lines,  are  fortunate 
in  having  obtained  the  services  of  Miss  Hood, 
formerly  of  the  Phillips  &  Crew  Piano  Co.,  in 
their  sales  department.  This  young  lady  has 
already  made  a  reputation  for  herself  in  the 
talking  machine  world,  and  her  many  customers 
and  friends  wish  her  the  best  success  possible 
in  her  new  connection. 

This  store  report  a  very  lively  business  in 
September.  They  were  in  an  excellent  strategic 
position,  having  a  complete  and  trained  sales 
force  at  a  time  when  it  is  almost  impossible  to 
get  and  keep  experienced  employes. 

I.  M.  &  R.  D.  Bame,  Victor  and  Sonora  deal- 
ers, say  that  they  are  having  a  nice  business 
on  the  better  grade  machines,  retailing  at  $100 
up.  They  expect  a  continued  activity  indefi- 
nitely. 

A  report  from  eight  dealers  on  popular  rec- 
ords is  that  the  six  best  sellers  are  "Just  a 
Baby's  Prayer  at  Twilight"  in  any  form,  "If  He 
Could  Fight  Like  He  Can  Love,  Then  It's  Good 
Xight  Germany,"  "I'm  Sorry  I  Made  You  Cry," 
"Oh,  Frenchy,"  "K-K-K-Katy,"  "Belgian  Rose." 
However,  all  records  are  in  great  demand  with 
stocks  considerably  broken,  and  salable  num- 
bers short. 

The  demand  for  records  is  best  illustrated  by 
one  Columbia  dealer  in  Georgia  who  wired,  "If 
you  can't  ship  this  year's  records,  ship  last 
year's,"  thus  indicating  that  anything  in  the  na- 
ture of  music  is  wanted. 

The  Cable  Piano  Co.  are  continuing  an  ac- 
tive business,  with  all  Victrolas  being  sold  as 
fast  as  they  come  in,  and  short  stock  with  not 
much  relief  in  sight.  Their  record  sales  are  ex- 
ceedingly large. 

Phillips  &  Crew  Piano  Co.,  the  oldest  Victor 
dealers  in  Georgia,  are  in  the  fortunate  posi- 
tion of  having  a  fair  stock  in  their  wholesale 
Victrola  department  with  which  to  "feed"  their 


MAKE  YOUR  SHOW  WINDOWS  PAY  YOUR  RENT 

Record  Display  Stands,  Hold  any  Size  Record 
Golden  Oak  or  Mahogany  Finish — 5  Sizes 

No.  341.  1  Record  $1.00  ea. 
No.  342.  2  Records  $1.25  ea. 
No.  343.  3  Rerords  $1.50  ea. 
No.  344.  4  Records  SI.  75  ea. 
No.  345.  5  Records  $2.00  ea. 
THE  OSCAR  ONKEN  CO. 
No. 6651  4th  St., Cincinnati, 0. 


retail  store,  although  with  -their  most  efficient 
organization  they  would  get  their  share  of  any 
business  moving  under  any  conditions. 

Reports  from  the  State  at  large  and  from  the 
Southeastern  territory  are  to  the  effect  that  all 
phonograph  dealers  are  enjoying  a  satisfactory 
volume  of  business. 

The  Columbia,  Victor  and  Edison  jobbers  or 
distributors  report  that  they  are  oversold  for 
weeks  ahead  and  the  demand  for  phonographs 
is  far  in  excess  of  the  supply. 

The  feature  of  the  month  was  the  advance 
in  the  price  of  the  New  Edison  and  the  opening 
of  the  first  exclusive  Aeolian-Vocalion  store  in 
this  territory.  The  Victory  Phonograph  Co.  re- 
cently opened  with  the  full  Vocalion  line  and  at 
once  began  booking  a  substantial  business. 


The  Aeolian-Vocalion  phonographs  and  rec- 
ords are  now  being  handled  in  Washington,  D. 
C,  by  Lamsburg  &  Bro.,  the  big  department 
store.  G.  C.  Maust  is  in  charge  of  the  de- 
partment. 


n  n  f\  f\  y  C  AUTOMATIC 
D  l\  UU  IV.  J  REPEATING 

PHONOGRAPH 


THE  WONDER  INSTRUMENT 

Plays  and  repeats  any  kind  or  size  record — any  desired 
number  of  times — then  stops  automatically  with  the  tone 
arm  suspended  off  to  the  right  in  the  air.  Any  child  can 
operate  it  - 

WONDERFUL   TONE  WONDERFUL  FINISH 

WONDERFUL  IN  ITS  SIMPLICITY 

The  Machine  Creates  Interest  and  Discussion. 
It  is  Self- Advertising 
WONDERFUL  SELLER 
DEALERS — Send  for  Particulars,  Prices,  Terms. 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 


104 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


Interesting  Review  of  the  Financing  of  Dealers' 
Deferred  Payment  Sales 


In  a  recent  interview  with  Harrison  Durant, 
financial  supervisor  of  Thomas  A.  Edison,  Inc., 
a  representative  of  The  Talking  Machine  World 
received  many  interesting  statements  that  should 
prove  of  value  to  the  trade. 

"It  has  been  six  months  since  we  inaugurated 
the  arrangement  with  the  Commercial  Invest- 
ment Trust  for  the  financing  of  Edison  dealers' 
deferred  payment  sales — better  known  as  the  C. 
I.  T.  Plan,"  said  Mr.  Durant.  "The  complete 
success  of  the  plan  deserves  some  comment. 
Probably  every  Edison  dealer  is  more  or  less 
familiar  with  its  history.  How  we  spent  a  con- 
siderable sum  to  collect  data  which  would  throw 
light  on  the  'instalment  problem,'  and  how  we 
endeavored  to  make,  it  possible  for  the  Edison 
dealer  to  do  an  unlimited  amount  of  instalment 
business.  Our  efforts  were  in  the  face  of  dis- 
couraging conditions,  conditions  which,  as  the 
war  continued,  certainly  did  not  improve. 

"Our  initial  efforts  were  directed  along  the 
line  of  trying  to  better  the  relations  between  in- 
dividual dealers  and  their  individual  bankers: 
We  made  considerable  progress  and  there  are 
many  dealers  to-day  and  many  banks  which  are 
enjoying  more  profitable  relations  as  a  result 
of  those  efforts.  Certainly  the  proper  place  for 
the  dealer  to  finance  his  business  is  with  his  local 
bank. 

"However,  it  is  not  always  possible  to  obtain 
adequate  local  accommodation.  Comparatively 
few  dealers  .are  in  the  phonograph  business  ex- 
clusively. Their  banks  may  readily  enough  take 
care  of  their  ordinary  business  requirements,  but 
when  it  comes  to  phonograph  paper,  well,  they 
simply  were  not  educated  up  to  it.  Although, 
as  stated,  we  benefited  many  dealers  and  many 
banks  by  the  results  of  our  initial  work,  it  was 
a  slow  process. 

"Then  came  the  thought  that  it  would  be  best 
to  prove  our  theories  before  placing  them  in 
practice;  that  is,  literally,  practice  what  we 
preached.  The  great  benefit  we,  and  indirectly 
our  dealers,  had  received  through  our  East 
Orange  Experimental  Store  was  sufficient  ex- 
cuse for  this  new  experiment.  We  said:  'Let 
us  arrange  for  an  institution  to  accept  Edison 
paper  from  any  section  of  the  country,  including 
Canada,  and  to  accept  it  in  just  the  form  pre- 
sented— not  on  a  specially  prepared  fool-proof 
contract.  If  our  theory  as  to  the  manner  in 
which  phonograph  instalment  paper  should  be 
handled  works  out  satisfactorily  under  those  con- 
ditions then  little  argument  is  required  to  show 
the  local  banker  just  what  Edison  paper  really 
is.' 

The  Experiment 

"We  had  no  way  of  knowing  how  much  paper 
we  would  receive.  We  did  not  want  to  offer  any 
plan  which  could  not  absorb  any  amount  offered 


The  Commercial  Investment  Trust  was  the  only 
concern  which  would  meet  our  terms.  By  that 
we  mean  that  the  present  charges  for  the  C.  I. 
T.  Plan  are  those  fixed  by  us,  and  accepted  by 
the  Commercial  Investment  Trust.  They  were 
terms  we  figured  as  being  the  highest  a  dealer 
could  afford  to  pay — and  we  figured  that  the 
dealer  could  well  afford  to  pay  them  if  he  was 
unable  to  obtain  sufficient  local  accommodation. 
We  repeat  today  what  we  stated  six  months  ago 
— the  C.  I.  T.  Plan  is  the  cheapest  discounting 
proposition  offered  any  phonograph  dealer  with 
which  we  are  familiar. 

"Not  only  that  but  its  flexibility  is  an  added 
attraction.  We  have  approved  accommodation 
to  individual  dealers  from  amounts  ranging  as 
low  as  $75  to  as  high  as  $25,000.  We  have  suc- 
cessfully proved  the  safety  of  fixing  the  limit  of 
accommodation  on  the  value  of  the  paper  rather 
than  on  the  financial  worth  of  the  dealer.  The 
plan  provides  for  a  very  simple  means  of  keep- 
ing a  check  on  a  dealer's  instalment  collections 
— a  check  which  enables  us  to  recognize  good 
paper  from  poor  paper.  There  is  no  limit  to  the 
dealer  who  always  meets  his  obligations  and  who 
always  submits  collateral  which  is  up  to  our 
standard. 

Making  a  Record 

"Many  thousand  dollars'  worth  of  Edison  in- 
stalment paper  has  passed  through  our  hands 
during  the  past  few  months.  We  are  building 
up  a  record  for  the  economical  and  safe  handling 
of  this  class  of  collateral,  which,  when  we  are 
ready  to  disclose  it,  will  open  the  eyes  of  the 
most  conservative  banks.  Think  of  it,  any  kind 
of  paper  drawn  on  all  manner  of  forms  from 
all  sections  of  the  country,  all  being  absorbed 
by  one  institution!  If  it  is  good  collateral  in 
New  York  City,  it  is  100  per  cent,  better  in  the 
dealer's  own  locality. 

"So,  we  feel  our  experiment  has  been  most 
successful.  Our  dealers  can  truthfully  say, 
'Why,  Mr.  Banker,  surely  if  my  paper  is  ac- 
ceptable in.  New  York,  it  should  be  acceptable 
with  you.'  We  are  grateful  to  the  Commercial 
Investment  Trust  for  the  very  efficient  manner 
in  which  they  are  developing  the  plan,  and,  on 
our  dealers'  account,  we  are  glad  such  a  plan  is 
possible  at  a  time  when  financial  accommoda- 
tion is  a  most  uncertain  commodity. 

"Any  Edison  dealer  of  good  standing  can 
utilize  this  plan  with  his  jobber's  assistance. 
Whether  the  dealer  is  an  old  friend  or  a  new 
one,  whether  he  is  a  big  dealer  or  a  little  dealer, 
or  whether  he  does  business  on  the  Pacific  Coast 
or  the  Atlantic — it  is  all  one  and  the  same  to 
the  C.  I.  T.  For  the  dealer  who  cannot  obtain 
sufficient  local  accommodation  we  commend  the 
plan.  If,  on  the  other  hand,  we  can  be  of  assist- 
ance in  establishing  better  relations  between  a 


::       ::    By  Harrison  Durant 

dealer  and  his  banker  in  connection  with  Edi- 
son instalment  paper,  we  are  only  too  glad  to 
give  the  banker  the  benefit  of  our  experience. 
Whether  it  is  the  C.  I.  T.  Plan  or  any  other 
plan,  or  whether  it  is  a  question  of  assisting  the 
dealer  in  making  similar  arrangements  with  his 
own  bank,  our  financial  supervisor  is  here  at  the 
factory  and  ready  at  all  times  to  assist  in  every 
way  possible." 


SOME  SEASONABLE  NOVELTIES 

National  Toy  Co.  Introducing  Several  Which 
Should  Appeal  to  Dealers  During  Holidays 


The  National  Toy  Co.,  273  Congress  street, 
Boston,  Mass.,  are  receiving  large  demands  for 
their  various  talking  machine  specialties.  The 
Boxers,  Ragtime  Rastus  and  Uncle  Sam  and 
Kaiser  Bill  have  become  popular  throughout  the 


Ragtime  Rastus  Window  Display 

country.  The  approaching  Christmas  season  has 
given  renewed  interest  to  this  line,  as  many 
dealers  feature  this  toy  in  their  windows  upon 
the  revolving  turn  table  of  a  machine.  Its  at- 
traction value  is  strong,  and  has  been  the  sub- 
ject of  comment  at  various  times  in  the  daily 
press. 

Although  the  window  shown  herewith  ap- 
peared in  Boston,  this  has  been  duplicated  on 
Fifth  avenue,  New  York,  and  in  practically 
every  town  and  city  in  the  country.  In  view 
of  current  happenings,  it  is  expected  that  the 
toy  in  which  Uncle  Sam  administers  punishment 
to  Kaiser  Bill  will  prove  very  popular. 


Immediate  Deliveries  of  the  STERLING 

"  The  Phonograph  of  Sterling  Tone  and  Quality" 


""J^HE  Sterling  phonograph  is  no  experiment,  but  an  established  line, 
having  been  on  the  market  since  1914.  Handle  a  line  that  is  known — 
a  product  of  experienced  phonograph  manufacturers. 

Every  model  is  equipped  with  a  universal  tone-arm  playing  all  records. 
The  motor  is  the  best  that  can  be  secured  and  the  cabinet  work  is  ex- 
ceptionally fine. 

Liberal  trade  discounts. 


Eight  Models 


Guaranteed  in 
Every  Detail 


Immediate 
Deliveries  of 
Any  Quantity 


CompactO  Phonograph  Co.,  31  East  12th  Street,  New  York  City 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


105 


IMPORTANT  PATENT  GRANTED 


HAS  BUSH  &  LANE  AGENCY 


The  Windsor  Furniture  Co.  Secure  Protection 
on  a  Most  Ingenious  Method  of  Disposing  of 
the  Records  in  Their  Artistic  Cabinets 


Fred  K.  Kurtz  to  Represent  This  Well-Known 
Phonograph  Line  in  Chicago 


Chicago,  III.,  October  10. — The  Windsor  Fur- 
niture Co.  announce  that  on  September  24,  1918, 
they  were  granted  U.  S.  patent  protection  for  a 
new  and  valuable  extension  of  the  characteristic 
Windsor  console  cabinet,  which  they  have  de- 
veloped so  successfully.  As  is  well  known,  the 
Windsor  phonograph  cabinets  are  of  the  con- 
sole type  and  the  new  patent  is  granted  on  a 
most  ingenious  method  for  disposing  of  the  rec- 
ords in  vertical  filing  order  in  a  special  space 
adjoining  and  on  a  level  with  the  part  of  the 
console  which  contains  the  machine  itself.  In 
this  manner  the  console  dimensions  are  faith- 
fully preserved,  as  well  as  the  characteristic 
lines  of  the  design.  The  patent  is  granted  on 
the  mechanical  claims  involved,  not  merely  on 
the  design,  and  is  the  first  mechanical  patent, 
the  company  believes,  yet  granted  on  phono- 
graph cabinets.  Windsor  machines  are  brought 
out  in  a  variety  of  beautiful  period  styles,  and 
their  new  catalog  shows  that  they  are  also 
bringing  out  several  upright  cabinet  styles. 
The  Windsor  is  highly  superior  in  all  respects 
of  design  and  workmanship  and  has  already  de- 
veloped a  large  circle  of  enthusiastic  patronage. 


Hinners  Organ  Co.  are  the  owners  of  the 
Pekin  Music  House  opened  recently  in  Pekin,  111. 


Made 
UP  to  a 

Standard  NEW  YORK 


wm 


mm 


Prices 
Range 
from 

$80 

to 

$165 

Four  Styles 


Ready  for 
Immediate 
Delivery 


Territory  open  for  Agents. 

Send  for  details  and  dealers'  discounts. 
Helpful  booklets  furnished  to  Cutptone  dealers  free. 

Gulp  Phonograph  Co. 


240  Broadway 


New  York 


Record  Delivery 
Envelopes 

Safe  -  Swift  -  Secure 


The  heavy  ,paper 
means  protection; 
the  button  and  cord 
mean  speed  —  you 
can  wait  on  more 
customers. 

Brind  out  YOUR 
OWN  NAME. 
Every  time  an 
envelope  leaves  your 
^  store,  let  the  adver- 
tisement on  it  take 
your  name  to  the 
homes  and  bring  new 
trade.  The  advertising 
more  than  pays  for  the  envelope. 
Write  for  samples  and  prices. 

Lewis  C.Frank,  694  Book  Bldg.,  Detroit 


Fred  K.  Kurtz,  who  has  spent  a  lifetime  in 
the  manufacturing  and  selling  ends  of  the  music 
industries,  has  been  made  Chicago  representa- 
tive for  the  Bush  &  Lane  phonograph,  made  by 
the  Bush  &  Lane  Piano  Co.,  Holland,  Mich. 
He  has  secured  downtown  warerooms  and  oc- 
cupies office  space  with  Wyman  &  Babb  on  the 
sixth  floor  of  the  Republic  Building  for  the  pres- 
ent. 


VICTOR  CO.  REPLIES  TO  RESOLUTION 


The  Talking  Machine  Men,  Inc.,  have  received 
from  the  Victor  Talking  Machine  Co.  a  formal 
reply  to  the  resolution  adopted  at  the  recent 
special  meeting  of  that  organization  asking  the 
Victor  Co.  to  take  action  to  have  jobbers  dis- 
continue the  retailing  of  Victor  goods.  The 
reply  will  be  made  public  at  the  regular  meeting 
of  the  Talking  Machine  Men,  Inc.,  to  be  held 
on  Wednesday  of  this  week. 


SWINDLERS  ARE  SENTENCED 


Reference  was  made  in  The  World  for  August 
to  the  arrest  of  a  man  named  John  W.  Rogers 
arid  an  accomplice  named  Silvia,  who  were 
charged  with  swindling  numerous  talking  ma- 
chine dealers  in  this  city,  the  arrest  being 
brought  about  through  the  united  efforts  of  C. 
H.  Ditson  &  Co.,  John  Wanamaker  and  Bloom- 
ingdale  Bros.,  who  succeeded  in  developing  a 
plan  that  enabled  them  to  secure  the  arrest  of 
the  swindlers.  This  week  these  two  parties 
were  found  guilty.  Rogers  wa>s  sentenced  to 
serve  thirteen  months  in  Elmira  Reformatory, 
and  Silvia  to  serve  not  less  than  a  year  and 
four  months,  and  not  more  than  two  years  and 
eight  months  in  jail. 


INTRODUCE  CULPTONE  PHONOGRAPH 


The  Culp  Phonograph  Co.,  240  Broadway, 
New  York  City,  through  their  president,  A. 
Culp,  made  the  initial  announcement  of  their 
new  line  of  talking  machines  this  month,  known 
as  the  "Culptone."  The  four  models  compris- 
ing the  line  have  cabinet  design  of  exceptional 
merit,  and  are  equipped  with  up-to-the-minute 
accessories  and  have  a  price  range  of  wide  lati- 
tude. An  ingenious  slogan  has  been  adopted 
by  the  company,  "Made  UP  to  standard  and  not 
DOWN  to  price." 


SECURE  PURITAN  AGENCY 


The  Kranich  &  Bach  store  in  Chicago  has 
taken  on  the  entire  line  of  Puritan  phonographs 
manufactured  by  the  United  Phonographs  Corp., 
of  Sheboygan,  Wis. 


RECORDS  FOR  THE  SOLDIERS 

The  Sharp  Music  Co.,  Denver,  Colo.,  have 
been  collecting  records  and  talking  machines  for 
the  soldiers  and  recently  made  a  large  shipment 
to  the  boys  "over  there."  The  campaign  was  a 
most  successful  one  in  every  respect  and  won 
the  approval  of  the  public. 


A  new  talking  machine  department  has  been 
opened  on  the  main  floor  of  "The  Fair,"  the 
well-known  department  store  on  State  street, 
Chicago.  The  Victor  and  Columbia  lin"es  are 
handled. 


"NICHOLSON" 

New  Catalog  Showing  New  Styles 

RECORD  CABINETS 

strictly  high-grade  construction  at  pricea 

BELOW  COMPETITION 

Write  for  a  copy  of  the  catalog  and  our 
special  free  advertising  help  for  dealers. 

K.  NICHOLSON  FURNITURE  CO.^ir 

Sectional  Bookcases  and  Record  Cabinet* 


The  Most  Wonderful  Talking 
Machine  at  the  Price 

The  Charmaphone 

An  Instrument  of  Supreme  Value, 
Tone  and  Quality 


m  _ 

m 


No.  100 

Wholesale  Price  $42.50  and  War  Tax 
Terms  5%  — 10  days,  Net  60  days. 

A  high  class  Mahogany  finished  Cabinet  44"  high 
and  1 8"  wide  and  2 1 "  deep. 

It  is  equipped  with  a  Heineman  No.  3  Motor  which 
will  play  five  records  without  rewinding  and  is 
guaranteed  by  the  manufacturer. 

The  large  Tone  Arm  and  Sound  Box  used  is  the 
same  as  used  by  other  manufacturers  of  machines 
selling  as  high  as  $200.00. 

The  record  cabinet  has  three  shelves  as  illustrated. 

It  is  equipped  with  a  modifier  and  ballbearing 
casters. 

All  parts  heavily  nickel  plated.  This  machine  must 
be  seen  to  be  appreciated. 

Let  us  send  you  a  Sample  Machine.  . 
We  carry  a  line  of  Phonographs  from  $9.50  up. 

Write  for  Catalogue  and  Price  List. 

R.  L.  Kenyon  Mfg.  Co. 

Mexico,  N.  Y. 


106 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line. 


SALES  EXECUTIVE  of  high  caliber  with  a 
past  record  of  things  accomplished  and  an  in- 
timate knowledge  of  manufacturing  and  who  has 
recently  placed  on  the  market  with  signal  suc- 
cess one  of  the  representative  talking  machine 
lines  in  the  trade  will  consider  new  connection. 
My  highly  specialized  services  will  be  of  par- 
ticular value  to  some  big  live  concern  ambitious 
to  become  or  continue  real  factors  in  the  talk- 
ing machine  field.  Address  "Box  554,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

RELIABLE  phonograph  factory  executive, 
experienced  in  motors  and  cabinets,  and  thor- 
oughly familiar  with  all  repair  work  wishes  to 
better  his  position.  Excellent  references.  Ad- 
dress "Box  555,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

WANTED — New  and  second-hand  Victor  and 
Columbia  talking  machines  and  records.  Spot 
cash  paid  for  them.  Deninger  Cycle  Co., 
Rochester,  N.  Y. 

WANTED — An  experienced  man  to  assemble 
and  pack  phonographs.  Address  "Box  556," 
care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 


POSITION  WANTED — Assistant  manager  of  branch  of 
America's  largest  phonograph  supply  factory,  is  open  for 
executive  position.  Address  "Box  548,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York. 


PHONOGRAPH  recorder  required,  thoroughly  experi- 
enced and  able  to  install  and  operate.  Replies  confidential. 
Address  "Box  558,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— City  salesman  or  department 
manager — by  man  of  twelve  years'  experience.  Best  refer- 
ences. State  particulars.  Address  Box  549,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

We  have  an  opening  for  one  or  two  good  salesmen. 
Salesmen  that  are  willing  to  work,  hustle  and  bring  re- 
sults. Prefer  man  who  will  work  on  commission.  Must 
come  well  recommended,  send  information  and  references 
in  first  letter.  Address  "Box  550,"  care  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York. 

FOR  SALE. — Thriving  business,  Columbia  Agency,  with 
full  line  of  records,  also  a  few  pianos.  Store  is  equipped 
with  demonstration  booths.  Ideal  location.  Will  sell  to 
purchaser  at  inventory.  Address  "Box  551,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

REPRESENTATIVE  exceptionally  well  known  on 
Pacific  Coast,  already  carrying  several  representative  lines, 
offers  representation  to  one  or  two  more  non-conflicting 
lines  in  that  territory.  Will  be  glad  to  consider  your  prop- 
osition. Address  "Box  553,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 


POSITION  WANTED — Young  lady  with  .  several  years' 
experience  in  managing  Victor  and  Columbia  phonograph 
and  record  departments,  also  music  roll  departments,  and 
handling  large  sales  force,  is  desirous  of  securing  perma- 
nent position  with  large  music  house.  Can  furnish  refer- 
ences. Address  "Box  557,"  care  The  I  alkiiTg  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

SITUATION  DESIRED— Production  manager  and  super- 
intendent seeks  position.  Seventeen  years'  experience.  Can 
reduce  costs  and  increase  production.  Highest  references. 
Address  "S.  P.  25,"  care  The  Talking  Machine  World,  209 
South  State  St.,  Chicago,  111. 


PRODUCTION  MANAGER— FACTORY  SUPERIN- 
TENDENT—Expert  production  man  seeks  position.  Loca- 
tion no  special  object.  First-rate  handler  of  men.  Seventeen 
years'  practical  experience  in  talking  machine  manufacture. 
Is  competent  to  plan,  and  reduce  costs  and  increase  pro- 
duction in  all  branches.  Has  special  skill  in  the  matters 
pertaining  to  the  woodwork  and  cabinet-making  and  as- 
sembling and  finishing.  Can  give  the  highest  of  references 
and  demonstrate  his  ability.  Will  work  for  $200  per  month, 
and  is  worth  it.  Address  "S.  P.  26,"  Talking  Machine 
World,  209  South  State  St.,  Chicago,  111. 


RETAIL  MANAGER  OPEN— Young  man,  married,  long 
experience  as  retail  manager,  open  for  exclusive  store  or 
department  executive,  talking  machines  or  pianos  or  both. 
Middle  West  preferred.  Address  "08,"  Talking  Machine 
World,  209  South  State  St.,  Chicago,  111. 

SITUATION  WANTED— By  expert  with  eleven  years' 
experience  in  all  branches  phonograph  line,  making,  assem- 
bling and  repairing.  Can  take  complete  charge  of  mechani- 
cal end.  Had  charge  of  some  of  large  concerns  in  the 
manufacturing  and  assembling  from  motor  to  complete 
machine.  Am  a  good  systematizer  and  organizer.  Address 
"A.  U.  1,"  care  The  Talking  Machine  World,  209  South 
State  St.,  Chicago,  111. 

SITUATION  WANTED— Who  can  use  a  high-class  man- 
ager, either  wholesale  or  retail,  capable  of  taking  exclusive 
charge  and  producing  results?  Have  had  over  ten  years' 
experience,  willing  to  locate  anywhere.  Address  "Box  540," 
care  The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 


SITUATION  WANTED— Salesman  (35)  acquainted 
with  every  angle  of  the  business.  Phonographs,  records  and 
sundries.  Vigorous  result  getter  on  road.  Drawing  account 
against  commission.  Address  "Phonographs,"  22  East  125th 
St.,  New  York. 

POSITION  WANTED— Talking  machine  salesman,  five 
years'  experience.  Inside  position  large  city  preferred. 
Familiar  with  all  well  known  machines.  References.  Ad- 
dress "A.  P.  2,"  Talking  Machine  World,  209  So.  State  St., 
Chicago,  111. 

WANTED — Thoroughly  experienced,  aggressive  Edison, 
Victor  and  Columbia  manager  is  open  to  manage  depart- 
ment. Any  location.  Success  guaranteed.  Address  "J. 
L.  8,"  care  The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 

SITUATION  WANTED— Trade  builder  open  for  po- 
sition November  1.  My  record  of  sales  will  be  of  interest 
to  manufacturers  who  wish  to  further  their  output.  Ad- 
dress "Box  560,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— By  wholesale  phonograph  and 
piano  salesman.  Open  for  position  to  travel  east  of  Chi- 
cago. Held  last  position  2'/2  years.  Phonograph  position 
preferred.  Best  of  references.  Address  "Box  536,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York. 


STEEL  NEEDLES 

AND  PHONOGRAPH  PARTS 

Steel  needles,  full  tone,  in  envelopes,  per  1,000  needles...  0.75 

Sapphire  needles  for  Edison  dian,  each   0  30 

Sapphire  needles  for  Pat.he  dise.  each   o!30 

Genuine  Edison  diamond  for  disc,  each   2.25 

Main  springs  for  Edison  disc,  IY2",  each   1.75 

Main  springs  for  Columbia  disc,  1",  each   0.65 

Main  springs,  %"  oblong  hole,  each   0.35 

Main  springs  for  Columbia  disc,  %"  round  hole.  each...  0.30 

Governor  springs  for  Columbia  motor,  each  2c;  per  100..  1.50 

Governor  springs  for  Victor  motor,  each  2c.;  per  100.....  1.50 

Governor  screws  for  Columbia  motor,  each  la;  per  100...  0.75 

Governor  shafts  for  Blick  or  Wonder  motor,  each   0.15 

Governor  shafts  for  Heineman  No.  0  or  11,  each   0.20 

Governor  gear  wheels,  for  Triton  motor,  each       0.10 

Mica  diaphragms,  1st  for  Victor  soundbox,  each   0.15 

Mica  diaphragms,  1st  for  Columbia  soundbox,  each   0  25 

Mica  diaphragms,  1st  for  all  Standard  soundboxes,  each.  0  22 

Turn-table,   felt  green,   10",   each   0.20 

Turn-table,    felt  green,    12",    each  \\  o!25 

Motors,  double  springs  cut.  with  12"  T.  T.,  each   5.25 

Motors,  single  spring  cpt.  with  10"  T.  T. ,  each   2.25 

Toncarms,  universal,  with  mica  soundbox  No.  K-l,  each.  2.00 

Tonearms,  universal.  No.  H2.  Sonora  style,  ear'h   3.00 

Soundbox,  fit  Victor  tonearm.  No.  H-l,  each   1.75 

Soundbox,  fit  Standard  tonearm.  No.  K-5.  each   0.75 

Barrels,  assembled,  for  Blick  or  Triton  motors,  each   0.60 

Barrel,  bottom  gears,  Blick  or  Triton  motors,  each..  ..  0  25 

Key's  Slatted,  Blick  or  Triton,  each   0  25 

Key's  Thread,  for  Flemish,  each  \  0  25 

Needle  cups,  fit  on  Columbia,  per  100  \  2.50 

Needle  cups,  with  covers,  for  used  needles,  per  100   3.75 

All  orders  must  be  accompanied  with  remittance. 
Prices  subject  to  change  without  further  notice. 

FAVORITE  PHONOGRAPH  ACCESSORY  CO. 

1491  DeKalb  Avenue  Brooklyn,  N.  Y. 


FOR  SALE 

Phonograph  records,  lateral  cut,  10  and  12  inch 
standard  make,  a  fine  assortment  of  vocal  and  in- 
strumental selections.  Also  steel  needles,  finest 
quality,  in  bulk  and  packages. 

I.  DECKINGER 
3064  Albany-Crescent  Ave.  New  York 


A  REAL  SALESMANAGER  wanted,  experienced 
in  the  phonograph  business.  Must  be  a  live  wire 
and  able  to  handle  a  staff  of  salesmen  successfully. 
Apply  to  the  Chopin  Phonograph,  Ltd.,  Keewadyn 
Building.   Winnipeg,  Canada. 


FOR  SALE 

A  balance  of  a  large  stock:  5,000  Victor,  Columbia 
and  Emerson  records;  500  1-inch  main  springs  at 
28c;  500  micas  for  Columbia  sound  boxes  at  20c; 
10  and  12  inch  turn  tables,  10c.  and  20c.  Complete 
large  covered  machines  18x20  at  $6.50,  14  inches 
high. 

N.  WALCER 
144  Ludlow  St.  New  York 


WE  are  in  the  market  to  buy  a  laboratory  plating 
and  pressing  outfit.  Who  has  one?  What  is  your- 
price? 

_  We  also  wish  to  make  arrangements  for  commer- 
cial pressing  of  records.  Give  us  deliveries,  price, 
capacity.  10-inch,  single  and  double  face.  "Box 
559,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 


MANY  SONORA  VISITORS 


The  executive  offices  of  the  Sonora  Phono- 
graph Sales  Co.,  Inc.,  were  visited  this  week 
by  quite  a  number  of  the  company's  jobbers 
who  are  attending  the  annual  convention  of  the 
National  Wholesale  Druggists'  Association,  and 
who  took  advantage  of  this  opportunity  to  visit 
Sonora  headquarters  and  make  a  unanimous  plea 
for  immediate  carload  shipments  of  Sonora  pho- 
nographs. 

Among  these  callers  were  H.  E.  Hillman,  of 
Wheeling,  W.  Va.;  Fred  E.  Yahr,  treasurer  of 
the  Yahr  &  Lange  Drug  Co.,  Milwaukee,  Wis.; 


Sewall  D.  Andrews,  of  the  Minneapolis  Drug 
Co.,  Minneapolis,  Minn.;  G.  B.  Moxley,  of  the 
Kiefer-Stewart  Co.,  Indianapolis,  Ind.,  and 
Chas.  Gibson  and  Nelson  P.  Snow,  of  the  Gib- 
son-Snow Co.,  at  Syracuse,  N.  Y.  All  of  these 
callers  spoke  most  encouragingly  of  the  busi- 
ness situation  in  their  respective  territories, 
stating  that  their  sales  of  Sonora  machines  were 
limited  only  by  the  available  supply  of  merchan- 
dise. They  are  all  looking  forward  to  a  banner 
fall  and  holiday  business,  and,  in  a  conference 
with  the  Sonora  executives,  emphasized  the  fact 
that  they  needed  large  shipments  of  instru- 
ments in  order  to  cope  with  this  demand. 


MUSIC  HELPS  SPEED  UP  WORKERS 

Phonographs  Installed  in  Cincinnati  Establish- 
ment as  Aid  to  Production 


21"  wide 


The  Most  Wonderful  Talking  Machine 

of  the  present  age  at  the  price,  considering  cabinet,  tone  and  quality. 

The  name  "Wegman"  has  been  before  the  music-loving  public 
since  1882. 

Solid  mahogany,  5  record  motor,  12"  turntable,  tone  modifier, 
graduated  regulator,  plays  all  records.   All  parts  heavily  nickel  plated. 

Write  for  dealers'  proposition. 

We  are  also  in  a  position  to  furnish  cabinets  only. 

Wegman  Talking  Machine  Co. 

Office,  47  Clinton  Ave.,  So.         Rochester,  N.  Y. 


Cincinnati,  O.,  October  7. — The  music-with- 
meals  idea  is  now  being  supplanted  by  the 
music-with-work  theory,  which  a  local  dry 
cleaning  establishment  is  putting  into  practical 
effect.  This  enterprising  .  firm  has  installed 
throughout  its  factory  enough  phonographs  to 
provide  lively  entertainment  the  whole  day  long. 
It  is  a  pleasant  way  of  saying  "speed  up"  and 
has  the  desired  effect  on  the  workers  who  have 
taken  to  the  new  idea  with  great  zest.  The 
idea  has  been  tried  out  with  success  elsewhere. 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  505  5th  Ave.,  N.  Y. 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


107 


CS6e 
HENEY 

PHONOGRAPH 

Plays  all  records  better" 


Large  surplus  stock  now  in  New  York  City 
for  immediate  deliveries  in  New  York  and 
Northern  New  Jersey. 

Write  for  Catalog  and  attractive  Agency  proposition. 

BURTON  GOLLVER 

Rep.  New  York  and  Northern  New  Jersey 

4  West  40th  Street  Telephone 

NEW  YORK  CITY  Mu"ay  hm  6576 


THE  ORIGIN  AND  USE  OF  GRAPHITE 

Some  Facts  Concerning  This  Important  Mineral 
of  Which  Little  Is  Generally  Known 


Although  graphite  is  deemed  practically  essen- 
tial in' the  lubrication  of  every  talking  machine 
motor,  particularly  in  the  lubrication  of  the 
springs  thereof,  there  is  little  generally  known 
in  the  trade,  however,  of  the  origin  of  that  min- 
eral, where  it  is  found  and  the  manner  in  which 
it  is  prepared  for  the  mines.  The  following  in- 
formation regarding  graphite,  published  by  the 
U.  5-  Graphite  Co.,  should  therefore  prove  of 
interest : 

Although  graphite  is  used  by  all  of  us  in 
one  form  or  another  every  day  of  our  lives, 
there  is  a  surprisingly  small  number  of  people 
that  have  even  a  passing  knowledge  of  its  origin, 
its  characteristics,  or  in  fact  the  purposes  for 
which  it  is  utilized. 

Graphite  comes  from  Ceylon,  Korea,  Mada- 
gascar, Mexico,  Europe  and  also  occurs  fre- 
quently throughout  the  United  States  and  Can- 
ada. 

There  are  two  formations  of  graphite — crys- 
talline or  "flake,"  and  non-structural  or  amor- 
phous. 

"Flake"  graphite  is  imported  into  the  United 
States  principally  from  Ceylon  and  Madagascar, 
and  this  together  with  the  high  quality  and 
close  grading  demanded  by  the  nature  of  the 
finished  articles  into  which  it  is  developed  give 
it  a  high  market  value.  Probably  the  best  known 
product  of  flake  graphite  is  the  crucible  used 
so  extensively  by  chemists  and  metallurgists, 
and  in  the  process  of  manufacture  in  brass  foun- 
dries and  steel  mills.  A  crucible  must  be  able 
to  withstand  tremendous  heat  with  minimum  de- 
terioration either  from  the  heat  itself  or  from 
the  physical  strain  imposed  by  handling  and  by 
the  molten  substance  being  heated  in  it.  In 
addition  it  must  be  capable  of  conducting  heat 
quickly  and  efficiently. 

Flake  graphite  is  also  used  extensively  in  the 
manufacture  of  electrodes,  electrical  contacts, 
dynamo  brushes,  etc.,  and  must  necessarily  pos- 
sess high  and  uniform  electrical  carrying  ca- 
pacity. 

The  amorphous  variety  of  graphite,  which  is 
produced  throughout  the  United  States  and 
largely  in  the  State  of  Colorado,  where  large  de- 
posits have  recently  been  discovered  and  devel- 
oped, is  also  imported  from  Korea,  Canada  and 
Mexico,  and  presents  many  physical  charac- 
teristics very  different  from  the  crystalline 
product.  It  is  marketed  in  the  form  of  a  grayish 
black  powder,  and  adapts  itself  to  service  more 
utilitarian  than  scientific,  and  due  to  its  larger 
and  more  general  production,  its  monetary  value 
is  greatly  below  that  of  the  flake  variety.  Its 
industrial  uses  are  many,  including  for  instance, 
foundry  facing,  that  is,  a  powder  applied  to  the 
face  of  sand  molds  to  prevent  the  taking  up  of 
silica  by  molten  metal;  axle  grease,  a  cheap  but 
effective  commodity  used  everywhere;  paint,  to 
protect  metal  surfaces  from  the  corrosive  action 
of  climate,  smoke,  steam  or  chemical  fumes; 
polish  for  locomotive  front  ends;  greases  in 
many  varieties  for  use  on  mine  cars,  machines, 
cables,  gears,  chains,  etc. 

.These  of  course  are  only  a  few  of  the  uses 
to  which  graphite  of  both  varieties  is  adapted, 
but  they  serve  to  give  an  idea  of  the  range  of 
service,  the  general  usefulness,  and  the  com- 
parative values  of  the  two  formations. 


The  Kaiser  has  not  invested  in  War  Savings 
Stamps.    Are  you  like  the  Kaiser? 


STIMULATING  THE  SALES  FORCE 

How  It  May  Be  Made  to  Push  Your  Product 
Intelligently — Some  Pertinent  Remarks  That 
Are  of  General  Interest  to  Dealers  Everywhere 


How  to  induce  a  sales  force  to  handle  your 
product,  to  push  it  intelligently — that  is  the 
problem  that  confronts  almost  every  manufac- 
turer, said  the  proprietor  of  a  large  establish- 
ment recently.  In  this  connection  we  repro- 
duce some  quotations  from  a  booklet  on  the  sub- 
ject which  is  illuminating  because  of  its  general 
application : 

"Selling  Is  Knowing. — Selling  the  goods  has 
certain  requirements.  One  man  we've  known 
who  tried  to  dodge  the  duty  by  daily  talking  the 
weather  to  a  frazzle — letting  his  goods  talk 
themselves.  Another  man  finally  decided  that 
salesmanship  consisted  in  a  fine  lot  of  phrases 
like  'It's  the  best,'  and  'There's  nothing  finer.' 

"Yet,  as  clerks  they  were  then,  so  clerks  they 
have  remained.  For  one  thing  they  never 
learned — that  for  a  man  to  sell  goods  he  must 
know  goods. 

"So  study  the  merchandise  you  handle  as 
you  would  your  friends.  KNOW  their  every 
quality,  characteristic  and  difference.  Be  able  to 
say  'This  is  so,  because.' — and  prove  it.  For 
the  very  alphabet  of  selling  is  facts.  Get  these 
facts.     Make  them  a  part  of  you. 

"The  Sales  Key  to  Salaries. — Many  things  en- 
ter into  your  advancement — and  its  visible  token, 
the  dollars.  If  you  are  prompt  at  work  the 
boss  smiles — loyal  to  the  house,  he  appreciates 
— and  always  cheery,  he  gives  you  his  confi- 
dence. 

"But  when  it's  raise-time,  what  does  he  go 
on?  'Figures  don't  lie,'  some  one  has  told  him. 
Your  sales  book  is  going  to  be  his  evidence  to 
convict  or  promote  you.    Character,  ability  and 

REPAIRS 

All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


TALKING  MACHINE  REPAIR 
AND  SALES  CORPORATION 

ANDREW  H.  DODIN,  President 

176  Sixth  Avenue  New  York 

TELEPHONE,  CHELSEA  8437 


ambition  can  all  play  their  part,  but  it's  the 
sales  that  are  going  to  make  you  a  higher-paid 
salesman;  sales  that  are  going  to  let  you  press 
onward.  Watch  your  sales.  Don't  miss  a 
chance  to  build  them.  Sales  is  the  watchword 
of  salesmanship. 

"This  booklet  gives  the  few  truths  which  are 
essential  to  every  salesman  of  any  product.  If 
you  would  boost  yourself  upward,  read  it.  For 
the  dollars  that  lie  within  it,  make  this  infor- 
mation yours." 

JOSEPH  I.  CARROLL'S  NEW  POST 

Arthur  A.  Cushman,  director  of  sales,  Emer- 
son Phonograph  Co.,  announces  the  appoint- 
ment of  Jos.  I.  Carroll  as  manager  of  sales  for 
this  company. 

IN  CHARGE  IN  NEW  ENGLAND 

W,  H.  Shire  has  been  appointed  New  Eng- 
land manager  of  the  Emerson  Co.  with  head- 
quarters in  Boston. 

OPENS  NEW  YORK  OFFICE 

Burton  Collver,  who  now  represents  the 
wholesale  interests  of  the  Cheney  Talking  Ma- 
chine Co.,  with  headquarters  in  New  York,  is 
carrying  a  large  surplus  stock  of  Cheney  pho- 
nographs for  immediate  delivery,  including  the 
Console  models  designed  and  executed  by 
Berkey  &  Gay,  the  renowned  makers  of  fine  art 
furniture. 

MAESTROLA  MAHOGANY  CABINET 
MACHINES,  SIZE  15x15x7^ 

Motor  worm  gear  plays  2V4  to  3  ten  inch  records,  one  wind- 
ing.  Prices  $4.50  in  100  lots,  in  dozen  lots  $5.00  each, 
sample  machine  $5.50.    Cash  with  order. 


Steel  needles  and  phonograph  parts  selling  at  the  old 
prices  during  October  regardless  of  the  scarcity  of 
these  supplies.  Now  is  the  time  to  place  your  order.  Be 
wise  and  save  money. 


FULTON  TALKING  MACHINE  COMPANY 
640  Broadway  New  York  City,  N.  Y. 


SHELTON  ELECTRIC 
PHONOGRAPH  MOTOR 

We  have  increased  our  factory  facili- 
ties to  handle  the  demand  for  the 
Shelton  Electric  Motor,  and  are 
now  ready  to  make  prompt  deliveries. 
Write  for  out  Special  Agency  Proposition 

SHELTON  ELECTRIC  CO. 

30  East  42nd  Street,  NEW  YORK 


108 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


2  GRESHAM  BUILDING,  BASING  HALL  STREET  E.  C,  LONDON,  W.  LIONEL  STURDY,  MANAGER. 


Growing  Feeling  of  Optimism  Prevails  Through- 
out the  Gramophone  Industry  in  Great  Brit- 
ain, Due  Primarily  to  the  Glorious  Successes 
of  the  Allies  on  the  European  Battle  Fields 
and  the  Confidence  Aroused  That  Daylight  Is 
Now  Ahead  and  That  the  End  of  the  War  Is 
at  Last  in  Sight — Increased  Demand  for  Rec- 
ords a  Notable  Feature  of  the  Month — 
Larger  Machine  Output  Now  Necessary  to 
Meet  Increasing  Demand — News  of  Month 


London,  E.  C,  England,  October  3. — As  in 
the  case  of  most  industries,  other  than  those 
catering  to  actual  every-day  necessaries,  the 
gramophone  trade,  indeed,  the  whole  music  and 
allied  commercial  undertakings,  are  undoubtedly 
very  sensitive  to  political  and  economic  influ- 
ence, the  more  so  these  days  of  strife.  It  is 
therefore  with  no  great  surprise  that  one  learns 
of  the  existence  of  .  a  strong  tendency  towards 
increased  sales,  partly,  it  is  true,  to  the  bad 
weather  conditions  which  have  prevailed  of  late, 
but  in  the  main  attributable  to  the  glorious  suc- 
cesses of  the  Allies  on  the  European  battlefields. 
The  recent  splendid  news  of  the  first  independ- 
ent success  of  the  American  army  has  aroused 
a  spirit  of  high  confidence.  For  the  first  time 
in  a  period  of  over  four  years  of  bloodshed 
the  people  are  able  to  see  daylight  ahead.  The 
measure  of  our  enemies  has  been  taken,  and 
we  feel  this  side,  thanks  to  the  mighty  assist- 
ance of  the  United  States,  that  while  there  is 
yet  a  stern  period  to  face  before  the  Prussian 
defense -is  reduced,  the  end  is  at  last  in  sight. 
Determination  to  pursue  and  attain  an  unquali- 
fied successful  conclusion  of  this  fight  for  the 
maintenance  of  civilization  is  stronger  than  ever, 
the  people  are  animated  by  the  will  to  conquer, 


and  in  that  are  sustained  with  the  significance 
of  the  magnificent  part  now  taken  by  our  cous- 
ins from  across  the  wide  Atlantic. 

Can  one  then  wonder  that  there  is  a  spirit 
of  relief  and  hope  abroad?  Even  the  predis- 
posed pessimists  are  smiling.  There  prevails 
a  mood  of  general  cheerfulness.  Our  reservoir 
of  gladness  and  hope  is  again  unlocked  to  some 
purpose.  Money  is  freer.  There  is  a  call  for 
music.  The  gramophone  dealer  has  "felt"  it. 
He  is  selling  more  records,  and  it  will  be  up  to 
the  manufacturers  to  increase  their  output  con- 
siderably. The  demand,  too,  from  the  front  is 
greater  than  ever.  Our  soldiers  want  music 
wherever  they  go.  And  they  shall  have  it,  even 
though  the  home  trade  suffers. 

Thus  do  we  find  that  business  conditions  are 
generally  excellent.  Record  sales  are  great. 
Efforts  must  be  made  by  manufacturers  to  in- 
crease output,  and  night  shifts,  when  labor  can 
be  found,  will  soon  be  necessary.  The  class  of 
music  provided  is  mainly  of  the  ephemeral  or- 
der, but  it  is,  on  the  average,  good.  Anyway,  it 
is  what  is  wanted,  and  the  main  thing  at  the 
moment  is  certainly  to  completely  satisfy  the 
demand.  The  experience  of  dealers  is  that  of- 
ficers and  men  on  leave  prefer  music  of  the 
lighter  variety,  and  at  the  front  the  call  is  al- 
ways for  selections  of  the  very  latest  of  Lon- 
don's repertoire  in  presentation  at  the  theatres, 
music  halls,  etc.  Hence,  in  the  main,  record 
lists  are  compiled  along  these  lines. 

If  there  were  available  a  larger  output  of  ma- 
chines, all  would  be  well.  The  shortage,  how- 
ever, is  likely  to  prevail  during"  the  war  period, 
as  there  seems  little  or  no  possibility  of  any 
British  output  of  motors  in  bulk.  There  is,  of 
course,  official  restriction  on  the  utilization  of 


machine  tool  capacity  for  this  class  of  work,  and 
inclination  is  generally  averse  to  the  employ- 
ment of  skilled  labor  thereon.  It  is  true  at- 
tempts have  been  made  by  scratch  labor  on 
comparatively  worn  out  tools  in  the  production 
of  gramophone  mechanism.  One  could  not  ex- 
pect the  result  to  be  other  than  failure  in  view 
of  the  very  great  accuracy  required  for  this 
output.  A  successful  motor  can  only  be  pro- 
duced by  highly  skilled  mechanics  on  first-class 
machines.  The  many  operations  necessitated 
call  for  precision  workmanship  on  precision 
tools;  single-purpose  machines  in  a  good  many 
of  the  operations  entailed  being  absolutely  es- 
sential. These  are  not  available  until  the  need 
for  war  output  is  canceled  by  the  attainment  of 
peace.  Until  that  glorious  event  is  possible 
the  trade  must  be  content  to  rely  upon  Swiss 
imports  of  motor  mechanism  and  much  other 
of  the  metal  parts  and  accessories  for  talking 
machines.  When  "the  day"  arrives  all  our 
energies  will  be  concentrated  towards  the  pro- 
duction of  all  we  need  in  the  way  of  gramo- 
phones so  as  to  exclude,  if  nothing  else  can, 
further  reliance  upon  enemy  sources.  But  it 
is  to  be  devoutly  hoped  that  our  manufacturers 
will  receive  official  protection  in  the  re-estab- 
lishment of  their  pre-war  industries  by  the  only 
certain  method  of  strong  legislation  designed 
to  prevent  the  dumping  of  enemy  products  on 
this  and  our  colonial  markets.  To  that  end  all 
good  citizens  will  accord,  we  think,  every  sup- 
port to  the  Government  of  the  day. 
"His  Master's  Voice"  Records'  Increased  Price 
With  an  almost  certain  imposition  in  view  of 
a  luxury  tax  upon  records,  there  is  a  strong- 
tendency  to  anticipate  events  by  the  prior  in- 
troduction of  new  prices,  doubtless,  with  the 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world    as  the 

HALL-MARK  OF  QUALITY 


Branches 


Agencies 


"His  Master's  Voice" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  Skandlnavlsk  Graminophon-Aktl- 
eselskab,  Frihavnen,  Copenhagen. 

FRANCE:  Cle.  Frangaise  du  Gramophone,  115 
Boulevard  Richard  Lenoir,  Place  de  la  R£pub- 
llque,  Paris. 

SPAIN:  CompaBla  del  Gram6fono,  56-58  Balmes, 
Barcelona. 

SWEDEN:  Skandlnaviska  Grammophon-Aktle- 
bolaget,  Drottnlng  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg) ;  No.  1 
Solyanka,  Solyanol  Dvor,  Moscow;  9,  Golovinsky 
Prospect,  Tlflls;  Nowy-Swiat  30,  Warsaw;  33, 
Alexandrowskaya  Ulltsa,  Riga ;  11  Mlcbailovskaya 
Dlltsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd.,  139,  Bal- 
llaghatta  Road,  Calcutta ;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain : 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:    Gramophonium,  Ltd.,  118-120 

Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown ;  Mackay  Bros.,  Post  Box  251 ,  Johannes* 
burg;  Mackay  Bros.  &  McMahon,  Post  Box  419, 
Durban ;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfontein;  Franz  Moeller,  Post  Box  108,  East 
London;  B.  J.  Ewins  &  Co.,  Post  Box  80,  Queens- 
town;  Handel  House,  Kimberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 

EAST    AFRICA:      Bay  ley    &    Co.,  Lourenzo 

Marques. 

HOLLAND:   American  Import  Co.,  22a,  Amsterd 

Veerkade,  The  Hague. 

ITALY:  A.  Bossi  &  Co.,  Via  Oreflcl  2,  Milan. 

EGYPT  (Also  for  the  Soudan,  Greece  and  the 
Ottoman  Empire) :  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


October  IS,  1918 


THE    TALKING    MACHINE  WORLD 


109 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  108) 


J.  Stead  &  Co.,  Ltd. 

Manor  Needle  Works 

SHEFFIELD,  ENGLAND 

MANUFACTURERS  OF 

Talking  Machine 

Main  Springs 

Best  Prices — Best  Quality 
Inquiries  Solicited 


object  of  relieving  the  public  of  direct  pay- 
ment and  also  to  avoid,  if  possible,  the  expense 
involved  by  the  suggested  adhesive  duty  stamp 
as  a  means  of  collection.  In  more  ways  than 
one  it  would  obviously  be  advantageous  in  elimi- 
nation of  confusion,  trouble  and  expense  for 
the  official  accountants  to  check  sales  at  the 
factory  end,  allowing  rebate  for  returned  rec- 
ords, and  collect  the  duty  on  the  spot,  say, 
every  month.  Several  members  of  the  select 
committee  were  in  favor  of  this  course.  It  will 
certainly  receive  sympathetic  consideration  when 
the  official  terms  of  the  proposed  bill  are  de- 
bated in  Parliament. 

It  is  not  suggested  for  one  moment  that  the 
foregoing  is  the  main  guiding  principle  for  the 
introduction  of  new  record  prices  at  this  stage. 
It  is  certainly  not  unassociated  with  the  coming 
luxury  duty  on  records,  but,  apart  therefrom, 
there  is  every  justification  for  raising  the  retail 
prices  of  discs  of  all  denominations.  Wherever 
one  looks  to-day,  production  costs  and  values 
generally  are  unfortunately  meteoric.  Record 
ingredients,  in  fact,  all  materials  are  more 
costly  each  week,  prices  constantly  fluctuate, 
there  is  no  stability,  and  each  monthly  balance 
sheet  shows  a  proportionate  reduction  of  profits 
in  comparison  with  its  immediately  preceding 
period.  The  necessary  introduction  of  women 
labor  has  proved  over-expensive,  and  encour- 
agement in  the  shape  of  increased  rates  of  pay- 
ment is  all  too  frequently  essential  in  order  to 
retain  their  services,  and  thus  ensure  a  suffi- 
cient output  of  satisfactorily  finished  records. 

That,  in  brief,  is  the  position.  It  outlines  a 
few  only  of  the  many  difficulties  of  manufac- 
turers. But  they  have  all  to  be  faced,  and  over- 
come, in  which  regard  the  principle  of  good 
finance  plays  the  most  important  role.  Without 
a  reasonable  margin  of  profit,  these  production 
troubles  of  war  time  could  not  be  successfully 
met.  It  is  a  fact  that  manufacturers'  profit  has 
become  beautifully  less.  And  to-day  there  is 
little  or  no  margin  with  which  to  play.  It  fol- 
lows, therefore,  that  the  retail  price  must  be 
increased  as  an  actual  necessity  in  the  interests 
of  continued  output.  Such  action  was  fore- 
shadowed by  your  correspondent  quite  some 
time  ago.     And  it  is  now  au  fait  accompli. 

In  the  march  of  progressive  action,  the 
Gramophone  Co.,  Ltd.,  stands  boldly  forth  as 


the  first  to  move.  Announcement  has  been 
made  to  the  trade  of  an  all-round  increase  of 
6s  each  in  the  price  of  their  single  and  double 
plum,  black  and  violet  label  records.  All  other 
of  their  records  (the  higher-priced  variety  above 
5/)  remain  at  the  old  figure.  A  form  is  pro- 
vided for  dealers  to  make  a  return  of  their 
stocks  in  order"  that  in  the  event  of  a  return  to 
the  old  prices  when  normal  conditions  once 
again  prevail,  the  company  may  be  in  a  position 
to  decide  upon  any  reasonable  adjustment  in 
favor  of  those  dealers  who  now  supply  the  re- 
quired information,  which  is  a  judiciously  fair 
proposition  in  the  interests  of  "His  Master's 
Voice"  dealers.  New  needle  prices  have  also 
been  announced.  This  advice  to  the  trade  is 
accompanied  by  a  warning  against  any  infringe- 
ment of  prices,  and  reads  as  follows:  "Any  sale 
of  the  above  records  and  needles  on  or  after 
the  16th  of  September,  1918,  at  less  than  the 
new  retail  prices  will  be  construed  as  a  breach 
of  the  price  maintenance  agreement." 

As  to  other  makes  of  records,  especially  the 
2s.  standard  variety,  there  is  good  ground  for 
the  belief  that  revision  of  prices  must  be  made 
within  the  near  future.  If,  in  this  case,  the 
luxury  tax  is  not  anticipated  by  an  early  in- 
crease, it  will  be  the  more  difficult  for  manufac- 
turers to  secure  their  due  after  this  measure  be- 
comes law.  The  time  for  action  is  now,  and  I 
confidently  believe  that  by  the  time  these  lines 
reach  the  London  reader,  a  declaration  of  policy 
will  have  been  made  by  all  the  2s.  record  firms. 
I  even  go  so  far  as  to  anticipate  the  increase, 
at  sixpence  per  record.  It  is  absolutely  neces- 
sary for  the  manufacturer,  the  factor,  and  the 
dealer.  Were  it  otherwise,  I  should  not  advo- 
cate any  such  policy  in  war  time;  the  only 
justification  for  this  step  is  the  necessity  brought 
about  by  increased  costs  of  production,  and  at 
that  I  leave  it. 

Meeting  of  New  Association 

At  a  recent  committee  meeting  of  the  Associa- 
tion of  Gramophone  &  Musical  Instrument  Man- 
ufacturers, those  present  were:  M.  E.  Rick- 
etts,  president,  in  the  chair;  Frank  Samuel,  vice- 
president;  Louis  Sterling,  D.  J.  Blaikley,  H. 
Hinks  Martin,  M.  F.  Cooksey,  A.  G.  Houghton, 
Geo.  Murdoch,  H.  J.  CuUum,  E.  C.  Paskell,  C. 
E.  Timms,  secretary. 

Applications  for  membership  from  the  fol- 
lowing houses  were  unanimously  approved  and 
accepted:  Dalton  &  Sons,  Leicester  and  Derby; 
Stockall,  Marples  &  Co.,  Ltd.,  Clerkenwell 
road;  H.  E.  Hornby,  Hills  place,  Oxford  street; 
R.  J.  Ward  &  Sons,  Liverpool;  Wm.  Moore 
Holloway.  ' 

The  need  for  this  association  and  its  useful- 
ness to  members  was  shown  in  the  extensive 
correspondence  reported  by  the  secretary  as 
received  and  replied  to,  dealing  with  a  variety 
of  questions  of  supplies,  import  and  export  for- 
malities, etc.,  matters  of  common  knowledge  to 
the  larger  houses,  but  presenting  diffculties  to 
the  smaller   firms,  who   are  in   the  majority. 


Soundboxes 

IF  you  are  after  a  genuine  offer  of 
soundboxes,  you'll  do  well  to 
communicate  with  us  immediately. 
We  have  tens  of  thousands  of  perfect 
soundboxes,  fitted  with  the  best 
quality  mica.  Confidently  recom- 
mended for  cheaper  machines,  ab- 
solutely reliable  and  give  excellent 
reproduction.  Price  to  clear 
$50  per  gross,  F.  O.  B.  London. 

Orders  for  less  than  gross  lots  not  accepted 


Wire  "Knolaskpe,  London". 

W.H.  Reynolds  (1915)  Ltd. 

45,  City  Road,  London,  E.  C. 


Write  for  new  illustrated 
Complete  Catalogue 


This  pooling  of  information  of  general  and  spe- 
cial interest  provides  some  of  the  best  work 
for  such  an  association  and  is  calculated  to 
help  the  trade  considerably. 

Supplies  of  main  springs  and  needles  in  the 
gramophone  section,  and  mouth  organs  in  the 
musical  wholesale  section  are  some  of  the 
smaller  troubles  of  the  present  time  which  are 
receiving  the  attention  of  the  association  on 
behalf  of  members. 

Of  the  larger  and  most  important  issues,  the 
recommendations  of  the  Ministry  of  Reconstruc- 
tion are  having  close  consideration  with  a  view 
to  their  adaptation  to  the  needs  of  the  indus- 
try, and  an  interview  on  the  subject  will  shortly 
take  place  at  the  Ministry. 

The  luxury  tax  report  was  also  closely  criti- 
cized and  discussed.  The  absurdity  of  the  sched- 
ule as  it  affects  the  trades  within  this  association 
is  apparent,  the  special  classification  of  violins  at 
£7  and  the  relegation  of  all  other  musical  in- 
struments of  an  equally  important,  artistic  and 
democratic  character,  such  as  violoncello,  cor- 
net, etc.,  to  the  £1  limit,  being,  to  say  the  least 
of  it,  preposterous. 

On  the  motion  of  Frank  Samuel,  seconded  by 
.Louis  Sterling,  it  was  unanimously  resolved  that 
the  association  shall  deal  with  the  whole  ques- 
tion of  the  luxury  tax  as  it  affects  the  interests 
of  its  members  and  of  the  trades  represented 
by  the  association.  A  special  committee  com- 
prising Louis  Sterling,  D.  J.  Blaikley,  M.  F. 
Cooksey,  with  officers  ex-officio,  was  appointed 
to  go  thoroughly  into  the  matter,  and  a  vigorous 
campaign  will  shortly  be  instituted,  in  which 
members  will  be  invited,  and  will  doubtless  be 
only  too  well  pleased  to  co-operate. 

{Continued  on  page  1100 


GUARDSMAN  RECORDS 


REGISTERED 


TRADE  MARK 


10  inch  and  12  inch  Lateral  Cut 

We  can  ship  you  immediately,  any  quantity  of  Records : 

BANDS  ORCHESTRAS  INSTRUMENTAL  SOLOS  VOCAL 

WIDE  SELECTION  OF  CLASSICAL  AND  POPULAR  TITLES 

The  Latest  American  and  British  works  are  promptly  recorded  by  the  best 
artists  of  the  day. 

Get  a  trial  lot  at  once  (your  regular  orders  will  follow)  and  secure  yourself 
for  the  coming  season's  trade. 

Apply  for  Lists  and  Prices  to  INVICTA  RECORD  COMPANY,  Ltd. 

Cables:  Duarrab,  London  1  New  Inn  Yard,  London,  E.  C,  England 


110 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  109) 


"Winner"  Record  Sales  Forging  Ahead 

The  line  of  demarcation  between  what  used 
to  be  termed  the  season  as  distinct  from  the 
slack  summer  trade  has  become  almost  unrec- 
ognizable since  the  need  for  gramophonic  music 
to  entertain  the  troops  stimulated  trade  to  an 
abnormal  extent  throughout  every  month — 
every  week  of  the  year.  Military  requirements 
in  this  regard  are  continuous,  the  demand  for 
machines  and  records  being  almost  as  great  in 
the  summertime  as  during  winter. 

It  is  not  therefore  surprising  to  learn  that 
most  record  companies  have  participated  to  a 
gratifying  degree  in  this  extra  trade,  and  in  con- 
sequence it  is  somewhat  beside  the  point  to 
refer  to  the  "coming"  season's  sales  prospects. 
There  is,  of  course,  a  difference,  as  applied  to 
the  purely  civilian  purchases,  and  in  that  re- 
spect only  can  one  be  permitted  to  express  an 
opinion. 

The  Winner  Record  Co.  is  "all  out"  this  year 
for  a  larger  trade  than  ever.  Business,  I  learn, 
has  been  exceptionally  good  throughout  the 
summer  months,  and  some  increment  thereof 
was  not  entirely  unexpected  at  this  period.  To 
grapple  with  the  situation  output  will  need  to 
be  considerably  augmented,  if  that  be  possible, 
and  to  that  end  a  special  effort  has  been  made 
with,  at  the  time  of  writing,  every  probability 
of  success.  This  is  not  altogether  confined  to 
output.  The  artistic  side  has  also  received  at- 
tention, the  company  being  ever  ready  and  at 
all  times  willing  to  put  into  effect  any  develop- 
ment in  the  direction  of  improved  production 
that  practical  results  justify.  Thus,  in  a  meas- 
ure, do  we  find  the  secret  of  "Winner"  recording 
quality  and  perfective  results  in  productive  ef- 
fort. 

"His  Master's  Voice"  Special  Issues 

Sp-ecial  issues  are  announced  by  the  Gramo- 
phone Co.,  Ltd.,  of  records  of  London's  two 
latest  successes — -"Tails  Up"  and  the  "Soldier 
Boy."  We  have  yet  to  hear  these  productions, 
but  from  all  accounts  as  to  the  attractiveness 
of  the  music  are  predisposed  in  their  favor.  The 
music  is  described  as  bright  and  of  that  char- 
acter which  quickly  determines  the  success  of 
a  p\ay.  These  two  productions  have  therefore 
achieved  an  almost  instantaneous  popularity, 
and  its  effect  is  sure  to  enhance  the  value  from 
a  sales  viewpoint  of  the  excellent  series  of 
records  now  before  the  trade.  "Tails  Up"  is 
drawing  big  audiences  at  the  Comedy  Theatre, 
and  the  "Soldier  Boy"  is  equally  busy  at  the 
Apollo.  In  each  case  there  are  four  double 
"His  Master's  Voice"  records  comprising  the 
choice  of  the  vocal  and  instrumental  items,  all 
recorded  by  first-class  artists. 

Death  of  Sir  Herbert  Marshall 

The  musical  world  has  heard  with  keen  regret 
of  the  death  in  his  sixty-seventh  year  of  Sir 
Herbert  Marshall,  head  of  the  great  piano  and 
player  firm  of  Sir  Herbert  Marshall  &  Sons, 
Ltd.,  Leicester  and  London.  The  influence  of 
his  efforts  for  the  advancement  of  music  was 


felt  far  beyond  his  native  town  of  Leicester, 
where  he  founded  the  Leicester  Philharmonic 
Society.  Sir  Herbert  was  honorary  representa- 
tive of  the  Royal  Academy  and  Royal  College 
of  Music.  In  1896  he  was  Mayor  of  Leicester, 
in  i905  he  received  the  honor  of  Knighthood, 
and  in  the  parliamentary  elections  of  1910  Sir 
Herbert  twice  unsuccessfully  contested  the  Mar- 
ket Harboro  Division.  His  loss  will  be  widely 
felt. 

Some  New  Board  of  Trade  Rulings 

At  a  recent  meeting  -of  the  Association  of 
Gramophone  &  Musical  Instrument  Manufac- 
turers &  Wholesale  Manufacturers  it  was  re- 
ported that  on  July  31  the  Board  of  Trade  in- 
formed the  Industry  Committee  that  the  rec- 
ommendation for  permits  would  be  necessary 
with  regard  to  imports  from  the  United  States, 
and  that  the  goods  required  by  the  gramophone 
trade  could  not  be  considered  important  enough 
to  warrant  the  granting  of  such  permits.  The 
following  protest  to  the  Board  of  Trade  on 
August  IS  renewed  the  concession  of  five  tons 
per  month  to  cover  all  imports  to  those  firms 
entitled  to  import  licenses.  It  is,  however,  nec- 
essary to  first  apply  to  the  Licensing  Depart- 
ment, 17  Little  Titchfield  street,  London,  for  a 
permit  to  purchase. 

The  Association  Committee  was  also  informed 
by  the  Board  of  Trade  that  mouth  organs  could 
not  be  imported  from  Japan  and  Switzerland  ex- 
cept through  the  Army  and  Navy  Canteen 
Board. 

The  ration  of  steel  for  the  gramophone  springs 
and  needles  expired  on  August  21,  and  a  new 
ration  has  been  applied  for,  the  committee  hav- 
ing approached  the  Board  of  Trade  for  permis- 
sion to  import  needles  from  Japan.  This  mat- 
ter is  now  under  consideration. 

French  Prohibited  Exports 

The  Board  of  Trade  has  recently  published  a 
list  of  goods,  the  exportation  of  which  from 
France  is  prohibited.  Among  the  items  on  the 
list  we  notice  discs  and  rolls  for  gramophones 
and  phonographs. 

"Aladdin"  Needles 

M.  Hirst  &  Co.,  of  Grove  road,  Willesden, 
London,  announce  under  the  above  name  the 
issue  of  needles  that  will  play  for  several  rec- 
ords. Any  sound  introduction  of  this  charac- 
ter at  this  period  when  needles  are  somewhat 
scarce  will  doubtless  be  accorded  a  good  wel- 
come by  the  trade. 

The  Opening  of  the  Concert  Season 

The  opening  of  the  promenade  concert  sea- 
son at  the  Queen's  Hall  draws  attention  to  the 
work  of  the  indefatigable  Sir  Henry  J.  Wood 
as  the  orchestral  leader.  His  fine  orchestra  is 
of  course  the  predominant  attraction  of  the 
"proms,"  and  its  conductor  is  always  looked 
to  with  unfailing  confidence  to  provide  music 
of  a  kind  that  will  uphold  the  reputation  of 
London.  It  is  a  high  ideal,  but  Sir  Henry  Wood 
has  never  failed  his  public  yet  nor  is  he  likely 
to  do  so.    He  gives  his  audiences  what  he  knows 


REX  GRAMOPHONE  CO. 

arc  making  a  Specialty  of 

EXPORT 

in 

Horn,  Hornless  &  Portable  Disc  Machines 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2 

Cable  Address  "Lyrecodisc,  London"  Enquiries  Solicited 


they  like,  with  a  soupcon  of  new  music.  Among 
the  works  to  be  performed  during  the  opening 
nights  is  Sir  Henry's  own  impressive  arrange- 
ment of  Rachmaninoff's  tragic  Prelude  in  C 
sharp  minor,  and  it  is  expected  that  a  little 
later  we  shall  be  given  those  masterly  Grana- 
dos'  Five  Spanish  Dances.  It  is  the  reflection 
of  this  same  careful  study  of  his  public's  tastes 
in  the  selection  of  works  for  performance  that 
has  resulted  in  such  a  stupendous  success  for 
Sir  Henry  Wood's  records  on  Columbia,  for 
which  house  he  records  exclusively. 
Columbia  Graphophone  on  a  Theatrical  Tour 
We  understand  that  Horace  Hunter  recom- 
mences a  lengthy  new  provincial  tour  thijs 
month  with  his  dramatic  sketches  "Under  Sus- 
picion" and  "The  Years  Between."  In  the  latter, 
it' may  be  recalled,  a  tense  situation  hinges  upon 
a  gramophone  and  a  record  of  "I  Hear  You 
Calling  Me,"  probably  the  only  legitimate  and 
plausible  situation  of  the  kind  ever  set  on  the 
stage.  For  this  Mr.  Hunter  uses,  as  he  did  be- 
fore, a  Columbia  Graphophone,  the  record  being 
sung  by  Miss  Violet  Essex  specially  for  the  pro- 
duction. 

The  War  Adventures  of  a  Decca  Dulcephone 

Few  machines,  I  should  imagine,  have  been 
in  such  tight  corners  as  the  battle-scarred  Decca 
recently  returned  to  the  makers,  Barnett  Sam- 
uel &  Sons,  Ltd.,  this  city,  direct  from  service. 
For  over  two  years  it  has  been  the  medium  of 
providing  entertainment,  an  almost  human  link 
with  home,  for  many  brave  fellows,  some  of 
whom  have  since  made  the  great  sacrifice.  Its 
record  of  service  is  inscribed  on  the  case,  such 
terribly  historic  names  as  Laventie,  Ypres, 
Somme,  Cambrai,  and  others,  testifying  to  the 
many  times  it  has  been  under  enemy  fire.  And 
yet,  through  it  all,  a  not  particularly  serious 
bullet  wound  was  the  only  result,  though  quite 
ineffective  in  putting  it  out  of  action.  The  wear 
and  tear  alone  is  the  cause  of  its  homecoming. 
It  is  a  tribute  to  all  Deccas,  and  this  one  in 
particular,  that  they  are  so  splendidly  con- 
structed as  to  withstand  for  so  long  a  period 
the  destructive  conditions  of  war  life  and  usage, 
as  did  the  warrior  under  mention,  which,  by 
the  way,  is  still  capable  of  an  acceptable  tune. 
It  now  reposes  in  the  great  British  war  mu- 
seum, where,  as  the  chairman  said  in  his  letter 
of  acknowledgment,  "it  will  be  carefully  pre- 
served for  all  time  as  a  national  relic." 

We  regret  to  learn  of  the  death  on  September 
2  of  J.  Harris,  the  principal  of  the  well-known 
factors,  R.  B.  &  H.  Harris,  of  35  South  Anne 
street,  Dublin. 


EDISON  BELL 


CABLE 
THONOK1NO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


111 


LATEST  PATENTS  RELATING  TO  TALKING 
MACHINES  AND  RECORDS 


Washington,  D.  C,  October  8. — Repeating  and 
Stopping  Attachment  for  Disc  Phonographs. — 
Frank  H.  Adams,  Cleveland,  O.  Patent  No. 
1,275,823. 

The  objects  of  this  invention  are,  first,  to  en- 
able a  disc  phonograph  machine  to  automatic- 
ally repeat  the  playing  of  records  indefinitely; 
and  second,  when  desired,  to  enable  the  machine 
to  automatically  stop  itself  when  the  playing 
of  a  record  has  been  completed. 

In  the  drawing  Figure  1  is  a  plan  view  of 
a  disc  phonograph  machine  equipped  with  the 
invention.  Fig.  2  is  a  front  elevation  of  so 
much  of  said  machine  as  is  necessary  to  show 
said  invention.  Fig.  3  is  a  bottom  view  of  the 
track  arm  and  connections.  Fig.  4  is  a  side  ele- 
vation thereof.     Fig.  5  is  a  perspective  view 


showing  the  track  arm  lifter,  and  a  part  of  the 
track  arm  and  its  adjuncts  adjacent  to  said  lifter. 
Fig.  6  is  an  end  view  of  the  turned  down  end 
of  slide  12. 

Sound  Box. — Frederick  W.  Schaefer,  Cranford, 
N.  J.,  assignor  to  the  Aeolian  Co.,  New  York. 
Patent  No.  1,275,764. 

This  invention  relates  to  sound  boxes  for  talk- 
ing machines,  and  in  particular  to  those  of  the 
so-called  convertible  or  universal  type,  which 
may  be  used  to  play  records  of  both  the  vertical 
and  the  lateral-cut  forms. 

Under  ordinary  conditions  it  is  customary, 
due  to  the  difference  in  the  way  in  which  the 
sound  waves  are  recorded  in  the  grooves,  either 
to  shift  the  sound  box  bodily  from  one  position 
to  another  when  changing  from  one  type  of  rec- 
ord to  a  record  of  different  type,  or  else  to  util- 
ize a  stylus  bar  having  a  shiftable  stylus  holder 
which  may  be  moved  from  one  position  to  an- 
other, according  to  the  type  of  record  to  be 
played.  In  certain  other  forms  of  universal 
sound  boxes,  two  separate  stylus  holders  are 
provided,  one  for  use  in  playing  each  type  of 
record,  each  holder  being  furnished  with  its  own 
screw  or  other  clamp  to  retain  the  stylus  in 
place  in  the  socket  or  bore  of  the  holder.  All 
of  these  constructions  require  appreciable  ma- 
nipulation before  playing  can  be  commenced, 
and  some  of  them  are  comparatively  expensive 
to  manufacture. 

The  present  invention  has  for  its  primary  ob- 
ject ito  simplify  the  construction  above  de- 
scribed, by  avoiding  all  of  the  preliminary  ma- 
nipulation and  reducing  the  number  of  neces- 
Tia  £  '  Tits.  3 


sary  parts  without,  however,  in  any  way  impair- 
ing the  effectiveness  of  the  former  constructions. 
According  to  the  illustrated  embodiment  of  the 
invention,  a  substantially  right-angled  stylus  bar 
is  provided,  the  lower  arm  of  which  is  made  H- 
shaped  and  is  both  widened  and  thickened  to 
permit  the  formation  in  its  vertical  members  of 
a  pair  of  spaced,  parallel  sockets,  one  for  use 
when  playing  vertical-cut  records  and  the  other 


for  lateral-cut  records.  The  cross-piece  of  this 
arm  has  its  rear  face  cut  away,  the  cut  extend- 
ing across  the  rear  faces  of  the  vertical  mem- 
bers, so  as  to  intersect  both  sockets,  and  being, 
designed  to  receive  in  it  a  cross-bar  or  clamp, 
the  ends  of  which  overlie  the  sockets.  The  bar 
is  thereby  enabled  to  retain  a  stylus  in  either 
socket,  its  movements  incidental  to  the  engage- 
ment or  release  of  the  stylus  being  effected  by 
means  of  a  screw  which  is  engaged  with  the 
central  portion  thereof. 

Figure  1  is  a  face  view  of  a  sound  box  equip- 
ped with  the  improved  stylus  bar.  Figs.  2  and 
3  are  enlarged,  fragmental  detail  views  of  the 
clamp  portion  of  the  bar,  Fig.  2  being  a  face 
view,  and  Fig.  3  an  edge  view.  Figs.  4  and  5 
are  enlarged  horizontal  and  vertical  sections  of 
the  clamp,  taken,  respectively,  on  lines  4 — 4  and 
5 — 5  of  Fig.  2. 

"Phonograph. — Newman  H.  Holland,  West 
Orange,  N.  J.,  assignor  to  New  Jersey  Patent 
Co.,  same  place.    Patent  No.  1,275,257. 

This  invention  relates  to  phonographs  and 
more  particularly  to  phonographs  of  the  busi- 
ness or  commercial  type.  It  has  for  its  primary 
object  to  provide  improved  means  whereby  the 
reproducer  stylus  of  the  phonograph  can  be 
moved  or  spaced  back  for  the  purpose  of  caus- 
ing the  repetition  of  any  portion  of  the  record 
whenever  the  operator  who  is  transcribing  the 
record  so  desires.  This  object  is  attained  by 
means  of  a  construction  wherein  the  reproduc- 
ing stylus  can  be  shifted  back  over  a  part  of 
the  record  to  repeat  the  same  without  the  neces- 
sity of  being  lifted  from  the  record,  this  con- 
struction greatly  facilitating  the  rapidity  and 
efficiency  of  operation  of  the  back  spacing  de- 
vice. 

A  further  object  of  the  invention  is  to  provide 
an  improved  construction  wherein  the  control- 
ling means   for  the   back  spacing  mechanism 


may  be  positioned  at  a  convenient  position  for 
actuation  by  the  transcriber  while  the  latter  is 
operating  the  typewriting  machine,  the  preferred 
position  for  this  purpose  being  adjacent  the  key- 
board of  said  machine. 

Figure  1  is  a  rear  elevation  partly  in  section 
of  said  embodiment  of  the  invention;  Fig.  2  is 
a  transverse  vertical  section  taken  on  the  line' 
2 — -2  of  Fig  1 ;  Fig.  3  is  a  view  partly  in  vertical 
section  and  partly  in  elevation  of  a  detail  of  con- 
struction; Fig.  4  is  a  vertical  sectional  view  taken 
on  the  line  4 — 4  of  Fig.  2;  Fig.  5  is  a  view  sim- 
ilar to  Fig.  4  showing  the  same  parts  in  a 
slightly  different  position;  Fig.  6  is  a  view  partly 
in  horizontal  section  and  partly  in  plan  of  a 
detail  of  construction;  and  Fig.  7  is  a  perspec- 
tive view  of  one  of  the  elements  of  the  back 
spacing  means. 

Sound  Modifying  Means. — Alcorn  Rector,  Cleve- 
land, O.    Patent,  No.  1,275,089. 

This  invention  relates  to  sound  reproducing 
devices  used  with  and  which  form  a  part  of 
what  are  commonly  known  as  talking  machines; 
and  the  object  thereof  is  to  provide  an  auxiliary 
mechanism  or  device  adapted  to  co-operate 
with  the  vibrating  stylus  present  in  sound  re- 
producing devices  of  the  type  or  kind  in  com- 
mon use,  and  the  purpose  of  which  is  to  elim- 
inate or  reduce  to  a  minimum  the  grating, 
scratching,  and  other  objectionable  noises  for- 
eign to  the  selection  recorded  upon  the  record 
and  intended  to  be  reproduced,  but  which  noises 
are  nevertheless  emitted  in  the  use  of  most  re- 
producers; the  elimination  of  the  objectionable 


noises,  however,  being  accompanied  by  no  ma- 
terial reduction  in  the  volume  or  change  in  the 
quality  of  the  selection  reproduced. 

In  various  prior  devices  designed  to  improve 
the  quality  of  the  sound  reproduced  by  neutral- 
izing noises  foreign  to  the  selection  to  be  ren- 
dered, the  vibratory  movement  of  the  stylus 
has  ordinarily  been  opposed  or  dampened  by  a 
spring  member  acting  in  opposition  to  the  move- 
ment of  the  stylus  through  a  soft,  yielding,  or 
resilient  member;  and  in  such  devices  such 
modification  or  reduction  of  the  objectionable 
noises  referred  to  as  has  been  secured  has  been 
accompanied  by  a  considerable  reduction  of  the 
volume  of  the  selection  intended  to  be  repro- 
duced, as  well  as  also  by  a  more  or  less  unde- 
sirable change  in  the  quality  of  the  tone  pro- 
duced. In  the  device,  however,  the  movement 
of  the  vibrating  stylus  is  communicated  to  a 
member  adapted  to  partake  of  the  movement 
of  the  stylus  or  stylus-carrying  member  through 
a  non-yielding  connection,  engagement,  or  con- 
tact between  the  two  and,  while  the  objection- 
able noises  hereinbefore  referred  to  are  elim- 
inated or  reduced  to  a  minimum,  particularly 
those  of  high  pitch  which  are  the  more  trouble- 
some, there  is  no  concomitant  material  reduc- 
tion in  the  volume  of  the  sound  produced,  or 
change  in  the  quality  of  the  tone  of  the  selec- 
tion recorded  and  reproduced. 

In  the  drawings  Figure  1  is  a  view  showing 
the  device  in  end  elevation  and  as  attached  to 


the  diaphragm  casing  of  a  common  type  of 
sound  reproducing  device.  Fig.  2  is  a  view 
showing  a  side  elevation  of  the  elements  shown 
in  Fig.  1;  Fig.  3  is  a  view  showing  an  end 
elevation  of  a  modified  form  of  the  device,  as 
seen  from  a  position  to  the  left  of  Fig.  4;  Fig. 
4  is  a  view  showing  the  elements  shown  in 
Fig.  3  in  side  elevation;  Fig.  5  is  a  view  show- 
ing the  resilient  support  of  the  form  of  the 
device  shown  in  Figs.  1  and  2,  detached;  Fig. 
6  is  a  similar  view  showing  the  form  of  re- 
silient support  employed  in  the  form  of  the  in- 
vention shown  in  Figs.  3  and  4;  Figs.  7  and  8 
are  fragmentary  sectional  views  showing  the 
threaded  sleeve  carried  by  the  resilient  sup- 
port of  the  device,  and  the  adjustable  member 
thereof  carried  by  said  sleeve;  Fig.  9  is  a  view 
showing  an  end  elevation  of  the  form  of  the 
device  shown  in  Figs.  3  and  4,  as  seen  from  a 
position  to  the  right  of  Fig.  4. 

Talking  Machine  Record. — Thor  Raje,  Los  An- 
geles, Cal.     Patent  No.  1,275,087. 

This  invention  relates  to  talking  machines 
and  particularly  to  an  improved  form  of  record 
for  use  in  connection  with  such  machines  and 
the  primary  object  is  to  provide  a  record  of 
such  form  that  a  greater  length  of  groove  may 
be  provided,  thus  permitting  the  rendition  of 
compositions  of  greater  length  than  usual  on 
other  types  of  records. 

Talking  machines  of  the  well-known  types 
are  usually  adapted  for  playing  records  of  the 
disc  and  cylinder  type,  the  disc  machines  hav- 
ing grown  into  more  general  favor  in  the  re- 
cent years.  The  cylinder  records,  which  are 
usually  employed  in  the  cheaper  machines  and 
in  offices  and  places  of  business,  are  relatively 
short  and  small  in  diameter,  and  the  length 
of  the  compositions  which  may  be  reproduced 
thereon  are  necessarily  limited.  The  record 
grooves  in  the  disc  type  of  records  decrease  in 
diameter  gradually  as  the  reproduction  of  the 
composition  progresses  and  thus,  the  speed  of 
the  disc  being  always  the  same,  it  is  obvious 
that  the  groove  speed  will  be  greater  near  the 
periphery  of  the  disc  than  at  the  inside  and  will 
gradually  decrease  as  the  needle  of  the  repro- 
{Continucd  on  page  112) 


112 


THE    TALKING    MACHINE  WORLD 


October  15,  1918 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  111) 


ducing  element  moves  toward  the  center  of  the 
disc.  This,  of  course,  causes  a  corresponding 
change  in  the  speed  of  the  composition,  and  in 
many  cases  is  unsatisfactory. 

Referring  to  the  drawings,  Figure  1  is  an  end 
view  of  one  of  the  improved  records  in  position 
on  the  drum.  Fig.  2  is  a  fragmentary  longi- 
tudinal section  of  several  records  in  position 
on  the  drum  and  arranged  for  continuous  or 


series  playing.  Figs.  3  and  4  are  views  sim- 
ilar to  Fig.  2  hut  showing  different  forms  of 
records  and  modifications  thereof  which  may  be' 
optionally  employed  in  some  instances  to  greater 
advantage  than  the  form  shown  in  Fig.  2.  Fig. 
5  is  a  longitudinal  sectional  elevation  of  a  talk- 
ing machine  arranged  for  playing  the  records 
set  forth  in  this  application. 

Phonograph. — Harry  Adams,  United  States 
Navy.     Patent  No.  1,274,361. 

This  invention  relates  to  a  toy  phonograph 
or  sound  producing  device  and  the  object  of 
the  invention  is  to  produce  a  toy  phonograph 
which  is  novel  in  construction  and  operation, 
simple  to  operate  and  portable  and  also  light 
in  weight  so  that  a  child  can  readily  handle 
and  operate  the  device,  and  a  further  object 
of  the  invention  is  to  produce  a  toy  phono- 
graph which  can  be  manufactured  at  a  very 
small  cost. 

Referring  to  the  drawings  Figure  1  is  a  side 
elevation  of  the  phonograph;  Fig.  2  is  a  front 
elevation  of  Fig.  1;  Fig.  3  is  a  detached  view 


of  the  spindle  upon  which  the  record  cylinder 
is  mounted;  Fig.  4  is  a  sectional  view  of  the 
record  cylinder;  and  Fig.  5  is  a  sectional  view 
showing  mechanism  for  increasing  the  speed  of 
the  record  cylinder. 

Phonograph. — John  M.  Waddell,  Greenfield,  O. 
Patent  No.  1,274,640. 

An  object  of  this  invention  is  to  produce  an 
improved  phonograph  in  which  improved  in- 
strumentalities are  employed  for  modifying  the 
intensity  of  the  sound  waves  without  producing 
muffled  effects,  while  simultaneously  serving 
ornamental  and  useful  purposes  in  an  article 
of  furniture  other  than  a  phonograph  cabinet. 

Figure  1  is  a  front  elevation  of  a  phonograph 
embodying  this  invention.  Fig.  2  is  a  trans- 
verse sectional  elevation  taken  on  the  line  2 — 2 
of  Fig.  1.     Fig.  3  is  a  plan  view  of  the  phono- 


graph embodying  this  invention,  the  lid  being 
completely  raised.  Fig.  4  is  a  transverse  sec- 
tional view  taken  on  the  line  4 — 4  of  Fig.  3,  the 
lid  being  shown  in  normal  raised  position. 

Sound  Reproducer. — Alexander  N.  Pierman, 
Newark,  N.  J.,  assignor  to  New  Jersey  Patent 
Co.,  West  Orange,  N.  J.    Patent  No.  1,275,302. 

This  invention  relates  to  sound  -  reproducers 
of  the  pneumatic  type,  or,  generally  speaking, 
of  the  type  in  which  undulations  corresponding 


to  sound  waves  are  impressed  upon  a  current 
of  any  suitable  moving  fluid  by  a  suitable  valve 
operated  in  accordance  with  sound  vibrations, 
as  by  connection  with  a  reproducing  stylus 
tracking  a  record  groove.  The  principal  object 
of  the  invention  is  to  construct  a  reproducer 
having  a  sensitive  valve  of  a  novel  character, 
which  is  operated  in  such  a  manner  as  to  give 
a  reproduction  of  sound  of  clear  and  excellent 
qualities  and  the  desired  degree  of  amplifica- 
tion. 

Figure  1  represents  a  side  elevation  partly  in 
section  of  a  sound  reproducer  embodying  the 
preferred  form  of  the  invention,  the  valve  be- 
ing shown  in  closed  position;  Fig.  2  is  a  frag- 
mentary view  similar  to  that  of  Fig.  1,  showing 
the  valve  in  open  position;  Fig.  3  is  a  cross 
section  taken  on  line  3 — 3  of  Fig.  1  and  look- 

FigJ  fig.S.  pig.5. 

fife 


Fig'} 


ing  in  the  direction  of  the  arrow;  Fig.  4  is  a 
plan  view  of  the  preferred  form  of  valve;  and 
Fig.  5  is  a  plan  view  of  a  port  plate  suitable 
for  use  with  the  valve  of  Fig.  4. 

Sound  Box  for  Talking  Machines. — Alva  D. 
Jones,  Philadelphia,  Pa.     Patent  No.  1,275,936. 

In  sound  boxes  for  talking  machines  as  gen- 
erally constructed,  it  is  well  known  that  the 
same  in  use  frequently  emit  a  metallic  or 
scratchy  sound  accompanying  the  reproduction 
of  sound  from  the  sound  reproducing  tablet. 

This  invention  consists  of  a  novel  construc- 
tion of  sound  box  wherein  the  principal  portion 
thereof  which  co-operates  with  the  diaphragm 
is  constructed  of  a  hardened  and  somewhat 
thickened  wall  of  rubber  or  the  like  cured  to  a 
degree  of  hardness  simulating  the  human  throat 
or  palate,  said  wall  having  secured  thereto  a 
metallic  ring,  plate  or  casting  having  thereon 
arms  provided  with  bearings  for  the  stylus  bar, 
whereby  a  device  is  cheaply  produced  having 
peculiar  recording  or  reproducing  qualities,  and 
wherein  any  surface  sounds  or  metallic  or 
scratchy  noises  are  eliminated  or  absorbed  in 
said  hardened,  thickened  wall  of  the  sound  box, 
the  resultant  device  having  peculiar  reproducing 


qualities  which  closely  resemble  the  action  of 
the    human    throat    or    palate    in  reproducing 

sounds. 

Figure  1  represents  a  front  elevation  of  a 
sound  box  embodying  the  invention.  Fig.  2 
represents  a  section  on  line  x — x  Fig.  1.  Fig 
3  represents  a  sectional  view  of  a  modified  form 
of  construction  embodying  the  principles  seen 
in  Fig.  1.  Fig.  4  represents  a  sectional  view 
of  another  embodiment  of  the  invention.  Fig. 
5  represents  a  front  elevation  of  Figs.  3  and  4, 
showing  the  preferred  manner  of  mounting  the 
stylus  bar  in  its  bearings.  Fig.  6  represents  a 
sectional  view  of  another  embodiment  of  the 
invention.  Fig.  7  represents  a  sectional  view 
of  the  gasket  device  seen  in  Fig.  6,  before  the 
same  is  bent  into  the  position  seen  therein. 
Fig.  8  represents  a  front  view  of  the  disc  of 
Fig.  6. 

Sound  Box. — Robert  Head,  New  York,  assignor 
to  the  Aeolian  Co.,  same  place.  Patent  No. 
1,275,914. 

This  invention  relates  to  sound  boxes  for  talk- 
ing machines,  and  in  particular  to  those  of  the 
so-called  convertible  or  universal  type,  which 


may  be  used  to  play  records  of  both  the  ver- 
tical and  the  lateral-cut  forms. 

Under  ordinary  conditions  it  is  customary, 
due  to  the  difference  in  the  way  in  which  the 
sound  waves  are  recorded  in  the  grooves,  either 
to  shift  the  sound  box  bodily  from  one  position 
to  another  when  changing  from  one  type  of 
record  to  a  record  of  different  type,  or  else  to 
utilize  a  stylus  bar  having  a  shiftable  stylus 
holder  which  may  be  moved  from  one  position 
to  another,  according  to  the  type  of  record  to 
be  played.  In  certain  other  forms  of  universal 
sound  boxes,  two  separate  stylus  holders  *are 
provided,  one  for  use  in  playing  each  type  of 
record,  each  holder  being  furnished  with  its 
own  screw  or  other  clamp  to  retain  the  stylus 
in  place  in  the  socket  or  bore  of  the  holder. 
All  of  these  constructions  require  appreciable 
manipulation  before  playing  can  be  commenced, 
and  some  of  them  are  comparatively  expensive 
to  manufacture. 

The  present  invention  has  for  its  primary 
object  to  simplify  the  constructions  above  de- 
scribed, by  avoiding  all  of  the  preliminary  ma- 
nipulation and  reducing  the  number  of  neces- 
sary parts  without,  however,  in  any  way  im- 
pairing the  effectiveness  of  the  former  con- 
structions. According  to  the  illustrated  embodi- 
ment of  the  invention,  a  substantially  L-shaped 
stylus  bar  is  provided,  the  lower  arm  of  which 


is  both  widened  and  thickened  to  permit  the 
formation  of  a  pair  of  spaced,  parallel,  vertical 
sockets  therein,  one  for  use  when  playing  ver- 
tical-cut records  and  the  other  for  lateral-cut 
records.  This  arm  is  then  split  vertically  from 
end  to  end,  so  as  to  form  two  counterpart 
spring  jaws,  the  plane  of  the  split  intersecting 
both  sockets;  and  the  arm  is  then  fitted  with  a 
single,  centrally-located  clamping  screw  which 
acts  to  alternatively  open  or  close  the  jaws, 
thereby  releasing  or  securing  a  stylus  in  either 
playing  position  or  both  styli  at  the  same  time. 

Figure  1  is  a  face  view  of  a  sound  box 
equipped  with  the  improved  stylus  bar.  Figs. 
2  and  3  are  enlarged,  fragmental  detail  views  of 
the  clamp  portion  of  the  bar,  Fig.  2  being  a 
face  view,  and  Fig.  3  an  edge  view.  Fig.  4  is  a 
bottom  plan  view.  Fig.  5  is  an  enlarged  view  of 
the  clamping  screw. 

Means  for  Recording  and  Reproducing  Sounds. 
— Max  Shulman,  New  York.  Patent  No.  1,- 
278,042. 

This  invention  consists  in  novel  features  and 
the  objects  are: 

First:  To  provide  a  means  for  recording  and 
reproducing  sounds,  which  may  be  readily  at- 
tached to  the  cabinets  of  standard  sound  repro- 
ducing machines. 

Second:  To  improve  the  sundry  details  of 
said  means  for  recording  and  reproducing 
sounds. 

Third:  To  provide  a  ready  means  for  pro- 
ducing records  of  sound,  which  may  be  em- 
ployed for  educational  and  other  purposes. 

Fourth:  To  have  said  means  simple,  durable 
and  inexpensive. 

In  the  drawings  Figure  1  is  a  sectional  ele- 
vation on  the  line  A — B  of  Fig.  2  of  the  means 

Fid. 


for  recording  and  reproducing  sounds,  shown 
as  connected  to  the  cabinet  of  a  standard  ma- 
chine. Fig.  2  is  a  plan  thereof.  Fig.  3  is  a 
plan  of  the  recording  card.  Fig.  4  is  a  cross- 
section  of  the  recording  card  on  the  line  C — D 
of  Fig.  4, 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


113 


RECORD  BULLETINS  FOR  NOVEMBER,  1918 


COLUMBIA  GRAPHQPHONE  CO. 

77744  Ma   Curly   Headed    Baby    (Clutsam).  Soprano 

solo,  orch.  accomp  Hulda  Lashanska 

A2614  Funiculi  Funicula  (A  Merry  Heart)  (Denza). 
Hawaiian  guitar,  banjo  and  ukulele, 

Louise,  Ferera  and  Greenus  Trio 
Louise,  Ferera  and  Greenus 
Maria  Mari    (Di   Capua).     Intro.  "Ciribiribin." 
Hawaiian  guitar,  banjo  and  ukulele, 

Louise,  Ferera  and  Greenus  Trio 
Louise,  Ferera  and  Greenus 
A6070  Second  Hungarian  Rhapsody  (Liszt), 

Philharmonic  Orchestra  of  New  York 
Waltz    of    the    Flowers    ("Nutcracker  Suite") 
(Tschaikowsky) , 

Philharmonic  Orchestra  of  New  York 
77089  Rigoletto.    Pari  Siamo — Act  I,  Scene  II  (Verdi). 

Baritone  solo,  orch.  accomp.  ..  .Riccardo  Stracciari 
46737  Rigoletto.    Questa  O  Quella  (Amongst  the  Fair 
Throng)   (Verdi).    Tenor  solo,  orch.  accomp., 

Hipolito  Lazaro 
A6071  Loch  Lomond  (Old  Scottish  Melody).  Baritone 

solo,  orch.  accomp  Oscar  Seagle 

Drink  to  Me  Only  With  Thine  Eyes.  Baritone 

solo,  orch.  accomp  Oscar  Seagle 

A2625  From  the  Land  of  the  Sky-Blue  Water  (Cad- 
man).     Mezzo  soprano,  orch.  accomp, 

Barbara  Maurel 
By    the    Waters    of    Minnetonka  (Lieurance). 

Mezzo  soprano,  orch.  accomp  Barbara  Maurel 

7791  1  La  Gioconda.  Pescator,  Affonda  L'Esca  (Fisher- 
man, Thy  Bait  Now  Lower)  (Ponchielli) .  Bari- 
tone and  Columbia  Male  Opera  Chorus, 

Georges  Baklanoff 
A2609  Freedom    For    All    Forever    (Hilliam).  Tenor 
and  Columbia  Stellar  Quartet.    Orch.  accomp., 

Vernon  Stiles 
We'll  Never  Let  the  Old  Flag  Fall  (Kelly). 
Tenor  and  Columbia   Stellar  Quartet.  Orch. 

accomp  Vernon  Stiles 

A2615  Serenade      Les    Millions    D'Arlcquin  (Drigo). 

Accordion  solo   Guido  Deiro 

My  Florence  (Deiro).  Accordion  solo.. Guido  Deiro 
A2612  De  Molay  Commandery  March  (Hall), 

Naval  Reserve  Band 

Invercargill  (Lithgow)  Naval  Reserve  Band 

A2610  The  Messenger  Boy  March  (Anstead  and  Forth). 

Xylophone  solo,  orch.  accomp  Howard  Kopp 

Orchids — Three-step    (Blake).     Bell   solo,  orch% 

accomp  Howard  Kopp 

A2611  Indianola — Fox-trot  (Henry  and  Omivas).  In- 
tro. "Those  Draftin'  Blues"  (Pinkard), 

Wilber  C.  Sweatman's  Original  Jazz  Band 
Oh!  You  La!  La! — Medley  one-step  (Tush).  In- 
tro. "I  Want  Him  Back  Again"  (Brown), 

Wilber  C.  Sweatman's  Original  Jazz  Band 
A6073  Everything  is  Peaches  Down  in  Georgia — Med- 
ley fox-trot  (Ager  and  Meyer).  Intro.  (1) 
'  "God  Sparc  Our  Boys  Over  There"  (Jerome 
and  Mahoney);  (2)  "France,  We  Have  Not 
Forgotten  You"  (Ager);  (3)  "Alice,  I'm  in 
Wonderland"  (Morse).    Under  the  supervision 

of  G.  Hepburn  Wilson  ..Prince's  Band 

You're  in  Style  When  You're  Wearing  a  Smile 
— Medley  one-step  (Brown,  Kahn,  Van  Al- 
styne).  Intro.  (1)  "Cheer  Lip,  Father,  Cheer 
Up,  Mother"  (Paley) ;  (2)  "When  We  Went 
to  Sunday  School"  (Van  Alstyne).  Under 
the  supervision  of  G.  Hepburn  Wilson, 

Prince's  Band 
A6066  Mama's  Blues — Medley   fox-trot    (Tohnson  and 
Farrell).     Intro.   (1)   "After  To-night"  (Far- 
rell);    (2)   "Then   You're   Dancing  an  Ameri- 
can Rag"   (Ward).     Violin  and  piano  duet, 

Jockers  Brothers 
Some  Shape — One-step    (Cobb).      Violin  and 

piano  duet  Tockers  Brothers 

A6072  Blue  Rose  Waltz   (Logan).     U  nder  the  super-  . 

vision  of  G.  Hepburn  Wilson ...  Prince's  Orchestra 
Nona  Waltz   (Vandersloot).     Under  the  super- 
vision of  G.  Hepburn  Wilson ...  Prince's  Orchestra 
A6069  U.  S.  Army  Landers— Part  I  (Tobani).  Prompt- 
ing by  John,  H.  Haselton  Prince's  Orchestra 

U.     S.     'Army     Lanciers — Part     II  (Tobani). 
Prompting  by  Joihn  H.  Haselton .  Prince's  Orchestra 
A2622  Li'l  Liza  .Line  (Delachan).    Baritone  and  male 
quartet,  banjo  and  piano  accomp., 

Harry  C.  Browne  and  Peerless  Quartet 
Oh,  Boys,  Carry  Me  'Long  (Foster).  Baritone 
solo,  banjo  and  piano  accomp.  .  .Harry  C.  Browne 
POPULAR  HITS 
A2617  How  I  Hate  to  Get  Up  in  the  Morning  (Berlin). 

Baritone  solo,  orch.  accomp  Arthur  Fields 

Let's  Bury  the  Hatchet   (Burkhart).  Baritone 

solo,  orch.  accomp  Arthur  Fields 

A2618  My  Little  Gypsy  Wanda  (Levensen  and  Carton). 

Tenor  solo,  orch.  accomp  Lewis  James 

Roses  of  Picardy   (Wood).     Tenor  solo,  orch. 

accomp  Charles  Harrison 

A2624  When  You  Come  Back,  And  You  Will  Come 
Back   (Cohan).     Baritone  solo,  orch.  accomp., 

George  Macfarlane 
What  a  Wonderful   Message  from  Home  (Eu- 
gene).   Baritone  solo,  orch.  accomp., 

George  Macfarlane 
A2620  The   Yanks  Are  at  it  Again    (Cowan).  Bari- 
tone and  male  quartet.    Orch.  accomp., 

Arthur  Fields  and  Peerless  Quartet 
We  Don't  Want  the  Bacon  (What  We  Want  is 
a    Piece    of    the    Rhine)    (Carr,    Russell  and 
Ravens).    Male  voices,  orch.  accomp. 

Peerless  Quartet 
A2616  Smiles  (Roberts).     Tenor  duet  orch.  accompT. 

Campbell  and  Burr 
Waters  of  Venice   (Floating  Down  the  Sleepy 
Lagoon)  i  (A.  Von  Tilzer).     Tenor  duet,  orch. 

accomp  Campbell  and  Burr 

A2623  Pickaninnie's  Paradise  (Osborne).  Orch.  ac- 
comp...... Sterling  Trio 

Everything  is  Peaches  Down  in  Georgia  (Ager 

and  Meyer)     Orch.  accomp  Sterling  Trio 

A2621  Come  Along  Ma  Honey  (Down  Upon  the 
Swanee  River)  (Weeks).  Tenor,  orch.  ac- 
comp Henry  Burr  and  Broadway  Quartet 

Liza  Jane  (Creamer  and  Layton).    Tenor  duet, 

orch.  accomp  Campbell  and  Burr 

A2613  Dear  Little  Boy  of  Mine   (Ball).     Tenor  solo, 

orch.   accomp  Charles  Harrison 

The   Night   N  ursery    (Arundale).     Tenor  solo, 

orch.  accomp  Henry  Burr 

A2619  One  For  All  and  All  For  One  (A.  Von  Tilzer). 

Tenor  solo,  orch.  accomp  Hugh  Donovan 

Victory  (Wilson,  Bard  and  Jerome).  Baritone 

solo,  orch.  accomp  Arthur  Fields 

A6065  Flower  Song  (Lange).     Violin,  flute  and  harp 

trio  Stell,  Henneberg  and  Surth 

Sweet  Longing  ("Romance")  (Menzel).  Violin, 

flute  and  piano  trio  Stell,  Lufsky  and  Prince 

E4013  Savski  Volovi  (Waves  of  the  Sea)— Waltz, 

Serbian  Tamburiza  Sextet 
Mali  Mili   (Dear  Little  One) — Waltz, 

Serbian  Tamburiza  Sextet 


A1836 
A 1884 

A7S16 
A7517 
A7520 

A7505 
A7523 


A7525 


MUSIC  FOR  THE  CHILDREN'S  HOUR 
DESCRIPTIVES 
Danse  Macabre  (Saint  Saens) ....  Prince's  Orchestra 
Dance  of  the  Goblins  (Recker-Loraine), 

Prince's  Orchestra 
Dialogue   For   Three    (J.   Val   Hamm).  Flute, 

clarinet  and  oboe  Columbia  Instrumental  Trio 

Serenade.    French  horn  and  flute. 

Wagner  and  Lufsky 

MARCHES 

Father  of  Victory  Prince's  Band 

Italian  Riflemen  ■  Prince's  Band 

High  School  Cadets  March  Prince's  Band 

March  Lorraine  .'...Prince's  Band 

Flashing  Glory  March  Prince's  Band 

The  Life  Guard  March  Prince's  Band 

STORIES 

The  Toyman's  Shop,  from  "More  Mothers," 

May  Murray 

The  Story  of  Busy  Mary,  from  "Kindergarten 
Review"  May  Murray 

,The  Little  Half  Chick,  from  "For  the  Chil- 
dren's Hour"  Wanda  Hilborn 

Epaminondas  and  His  Auntie,  from  "Stories  to 
Tell  the  Children"  Wanda  Hilborn 

Johnny  Chuck  Finds  the  Best  Thing  in  the 
World,  from  "Old  Mother  West  Wind."  Chil- 
dren's stories  Thornton  W.  Burgess 

The  Joy  of  the  Beautiful  Pine.  Children's 
stories  ...Thornton  W.  Burgess 

Peter  Rabbit  Plays  a  Joke,  from  "Old  Mother 
West  Wind."    Children's  stories, 

Thornton  W.  Burgess 

Little  Joe  Otter's  Slippery  Slide,  from  "Old 
Mother  West  Wind."     Children's  stories, 

Thornton  W.  Burgess 


3088  Go  Get  'Em — One  step  (Manholz),. 

Jaudas'  Society  Orchestra 

3089  Here  Comes  the  Groom   ('-'Betty")  (Burt), 

Billy  Murray 

3106  Good-night,  Dinny,  and  God  Bless  You  (Gart- 

lan)  George  McFadden 

3118  Mother  ("Her  Soldier  Boy")  (Romberg), 

George  Wilton  Ballard 
3127  Sonata  in  C  Major  (Frosini).    Accordion ..  P.  Frosini 


EDISON  RE-CREATIONS 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 
18497  Everything  is  Peaches  Down  in  Georgia, 

American  Quartet 

Carolina,  I'm  Coming  Back  to  You.  .Peerless  Quartet 

18502  That  Soothing  Serenade  Henry  Burr 

On  the  Level  You're  a  Little  Devil, 

Helen  Clark  and  Henry  Burr 

18505  Oui,  Oui.  Marie  Arthur  Fields 

We  Don't  Want  the  Bacon  Peerless  Quartet 

18506  Oil!    How   I    Wish   I    Could   Sleep   Until  My 

Daddy  Comes  Home  Henry  Burr 

There's  Nobody  Home  But  Me  Charles  Hart 

VOCAL  AND  INSTRUMENTAL  RECORDS 

45155  Smiles  Lambert  Murphy 

The  Radiance  in  Your  Eyes  Reinald  Werrenrath 

18501  Cohen  Gets  Married — Humorous  Monologue, 

Monroe  Silver 
Cohen    on    His    Honeymoon — Humorous  Mono- 
logue Monroe  Silver 

18504  Sabre  and  Spurs  March  Sousa's  Band 

Solid  Men  to  the  Front— March  Sousa's  Band 

18507  Hindustan — Fox-trot  (for  dancing), 

Joseph  C.  Smith's  Orchestra 
'N'  Everything — Fox-trot  (for  dancing), 

Joseph  C.  Smith's  Orchestra 

red  seal  Records 

Amei.ita  Galli-Curci,  Soprano — Giuseppe  De  Luca,  Tenor 
In  Italian 

88596  La  Traviata — Imponete   (Now  Command  Me)  — 

Act  II  Verdi 

Mabel  Garrison,  Soprano — In  French 
64790  Lc   Con   d'Or — llymne   au   Soleil    (The  Golden 

Cockerel — Hymn  to  the  Sun) . . .  Rimsky-Korsakow 
Philadelphia  Orchestra,  Leopold  Stokowski,  Conductor 
64768  Peer  Gynt  Suite  No.  1 — Anitra's  Dance, 

Edvard  Grieg 

Clarence  Whitehill,  Baritone 
64789  Mate  o'  Mine  Leslie  Cook  and  Percy  Elliott 


29010 
29011 
29009 

3583 
3580 
3587 
3595 
3593 

.  3594 

3585 
3599 

3591 
3600 

3598 
3581 
3582 
3584 
3590 
3589 
3596 
3586 

3592 
3588 
3579 

3597 


EDISON  AMBEROL  RECORDS 

ROYAL  PURPLE  RECORDS 
Elle  ne  Croyait  Pas  (Pure  as  a  Flower),  Mig- 
non   (Ambroise  Thomas).     Tenor,  in  French, 

orch.  accomp  P.  A.  Asselin 

Freedom  For  All  Forever  (H.  C.  Hilliam).  Iiari- 
tone  and  mixed  voices,  orch.  accomp., 

Arthur  Middleton  and  Chorus 
Ridonami  la  calma!   (Restore  Again  My  Peace) 
(F.  Paolo  Tosti).     Baritone,  in  Italian,  orch. 

accomp  Taurino  Parvis 

REGULAR  LIST 
Aloha  Land — Hawaiian  Waltz  (Wallie  Herzer), 

Waikiki  Hawaiian  Orch.  (with  Louise  and  Ferera) 
Boccaccio — Selection  (Franz  von  Suppe), 

Creatore  and  His  Band 
Everything's  Funny  to  Me  (Theo.  H  Northmp). 

Laughing  song,  orch.  accomp  Sallie  Stembler 

Hello,  Central,  Give  Me  No  Man's  Land  (Jean 

Schwartz).    Soprano,  orch.  accomp. ..  .Gladys  Rice 
If   He   Can    Fight   Like   He   Can    Love,  Good- 
Night  Germany!   (George  W.  Meyer).  Orch. 

accomp  Elaine  Gordon 

I'm  Goin'  to  Fight  My  Way  Right  Back  to  Caro- 
lina (Baskette-Spiess).    Tenor,  orch.  accomp., 

Vernon  Dalhart 
I'm  Sorry  I  Made  You  Cry — Jazz  Fox-trot  (N. 

J.  Clesi)  Earl  Fuller's  Famous  Jazz  Band 

In  the  Land  o'  Yamo  Vamo  (Funiculi  Funiculi, 
Funicula)    (Fred    Fisher).     Tenor   and  male 

voices,  orch.  acoomp  Bill v  Murray  and  Chorus 

Land  Where  the  Roses  Never  Fade  (B.  D.  Ack- 

ley).    Baritone,  orch.  accomp  Robert  E.  Clark 

(a)  "Little  Tonunv  Went  a-Fishing  (J.  C.  Macy) ; 
(b)  The  Musical  Trust  (Henry  Hadley).  Male 

voices,  unaccomp  Criterion  Quartet 

Mammy's    Chocolate    Soldier    (Archie  Gottler). 

Mixed  voices,  orch.  accomp  Harmony  Four 

Mignon  Fantasia — Part  I   (Ambroise  Thomas), 

American  Symphony  Orchestra 
Mignon  Fantasia — Part  II   (Ambroise  Thomas), 

American  Symphony  Orchestra 
Molly  O  Medley — Waltz  for  dancing, 

Jaudas'  Society  Orchestra 
My  Old   Shako   (H.  Trotere).     Bass,  orch.  ac- 
comp Peter  Dawson 

Nona,  Waltz  (F,  W.  Vandersloot), 

Imperial  Marimba  Band 
Oui,  Oui,  Marie  (Fred  Fisher), 

Rachael  Grant,  Billy  Murray  and  Chorus 
Rock-a-Bye    Your   Baby   With   a  Dixie  Melody 
(Jean  Schwartz).    Tenor,  orch.  accomp, 

Vernon  Dalhart 
Sabre    and    Spurs   March    (Tohn    Philip  Sousa, 

Lieut.  U.  S.  N.  R.  F.)...New  York  Military  Band 
Sliding  Sid — One-step  (Abe  Losch), 

New  York  Miitary  Band 
There  are  Tears  in  Your  Dear,  Dear  Eyes  (Will- 
iam H.  Perrins).    Contralto,  orch.  accomp., 

Helen  Clark 

When  You  Come  Back  (and  You  Will  Come 
Back).  There's  the  Whole  World  Waiting  for 
You  (George  M.  Cohan).  Male  voices,  orch. 
accomp  Premier  Quartet 


S0406  Just  a  Baby's  Prayer  at  Twilight  (M.  K.  Jerome), 
First  soprano,  second  soprano  and  alto, 

Homestead  Trio 
Lorraine  (My  Beautiful  Alsace-Lorraine)  (Fred 
Fisher).    Tenor  and  Chorus  Vernon  Dalhart 

50472  'Round  Her  Neck  She  Wears  a  Yeller  Ribbon 

(For  Her  Lover  Who  is  Fur  Fur  Away)  (Geo. 

Norton)  ..Byron  G.  Harlan  and  Chorus 

Further  it  is  from  Tipperary  ("Odds  and  Ends 
of  1917")  (Dudley-Godfrey-Burns), 

Billy  Murray  and  Chorus 

50473  I'll  Take  You  Back  to  Italy  ("Jack  o'  Lantern") 

(Irving  Berlin) .    Conversational  duet, 

Ada  Jones  and  Billy  Murray 
Tickle  Toe   ("Going  Up!")    (Louis  A.  Hirsch). 
Tenor  and  chorus  Vernon  Dalhart 

50474  Dixie  Volunteers  (Leslie-Ruby).     Male  voices. 

Premier  Quartet 
I'm  Going  to  Follow  the  Boys  (James  V.  Mon- 
aco).   Conversational  duet, 

Rachael  Grant  and  Billy  Murray 

50475  Homeward    Bound    (Geo.    W.    Meyer).  Tenor 

solo  George  Wilton  Ballard 

I'll    Come   Back   to   You   When   it's   All  Over 
(Kerry  Mills).    Baritone  and  chorus. Edward  Allen 


PATHE  FRERES  PHONOGRAPH  CO. 


All  records  in  this  list  marked  with  a  star  (*)  are  for 
immediate  release  and  sale. 

POPULAR  "HITS"  OF  THE  MONTH 
2043  l*Oh,   How   I  Hate  to  Get  Up  in  the  Morning 

(Berlin).    Baritone  solo  Arthur  Fields 

When   You  Come  Back,   And  You  Will  Come 

Back  (Cohan).     Baritone  Solo  Louis  Winsch 

20436'Smiles  (Roberts).   Duet. Ruth  Lenox  and  Henry  Burr 
The  Pickaninny's  Paradise  (Osborne) ..  Sterling  Trio 
20438*A  Soldier's  Dream  (Gay).    Contralto  solo, 

Lois  Fairman 

Good-Bye,  Mother  Machree  (Ball) ..  .Invincible  Four 
20435*Everything  is  Peaches  Down  in  Georgia  (Ager- 

Meyer)  The  Farber  Girls 

Good-bye,  Alexander   (Creamer-Layton) , 

Collins  and  Harlan 
20437*When    I    Get   Back   to    My   American  Blighty 

(Fields-Morse).    Baritone  solo  Arthur  Fields 

I'm  Going  to  Spend  My  Vacation  With  a  Dear 
Old  Relation  (Silvers).     Baritone  solo, 

Louis  Winsch 

NEW  STANDARD  BALLADS  SUXG  IX  ENGLISH 
27013  Dear  Old  Pal  of  Mine  (Lieut.  Gitz-Rice).  Tenor 

solo  Paul  Althouse 

The  Americans  Come  (Foster).    Tenor  solo, 

Paul  Althouse 
52033  Sing  Me  to  Sleep  (Greene).    Tenor  solo, 

Craig  Campbell 
Thine    Eyes    So    Blue   and    Tender  (Lassen). 

Tenor  solo  Craig  Campbell 

29204  There's  a  Land  (Allitsen)    Baritone  solo, 

Frank  Oldfield 
Bedouin  Love  Song  (Pinsuti).    Baritone  solo, 

Frank  Oldfield 

20432  My  Boy  (Huhn)     Contralto  solo  Helen  Clark 

Good-Bye,  Sweet  Day  (Vannah).    Contralto  solo, 

Helen  Clark 

25020  Battle   Hymn  of   the   Republic    (Howe).  Bari- 
tone solo  Percy  Ilemus 

The  Battle  Cry  of  Freedom   (Root).  Baritone 

solo  Percy  Hemus 

NEW  SACRED  SOLOS 

40137  The    Trumpet    Shall    Sound,    from    "Messiah"  ' 

(Handel).    Baritone  solo  B.  Stonehill 

The    Lord    is    My    Light    (Allitsen).  Baritone 

solo  B.  Stonehill 

Down  South  (Myddlcton).  Banjo  and  accor- 
dion duet  Edward  Boynton  and  D.  Boudini 

Blue  Bells  of  Scotland  (Old  Scottish  Air).   Con-  ■ 
certina  solo  Albert  Prince 

29216  Carnival   of  Venice   (with  variations)  (Arban). 

Cornet  solo,  piano  accomp  Bohumir  Kryl 

Irish  Fantaisie.  Intro.  "A  Little  Maid  Milking 
Her  Cow,"  "The  Wearing  of  the  Green."  Cor- 
net solo,  piano  accomp  Bohumir  Kryl 

VIOLIN,  'CELLO  AND  FLUTE  TRIOS 
40140  Then    You'll    Remember    Me,    from    "The  Bo- 
hemian Girl"  (Balfe)  Ackroyd  Trio 

Serenade  (Gounod)  Ackroyd  Trio 

NEW  PATHE  "DE  LUXE"  DANCE  RECORDS 
20440*Djer  Kiss — Waltz  (Ager) ...  American  Republic  Band 
Howdy! — One-step   (Sam  Fox), 

American  Republic  Band 
29218*Sand  Dunes— One-step  (Gay), 

American  Republic  Band 
Watermelon  Whispers — Fox-trot  (Green), 

American  Republic  Band 
20441*Beale  Street  Blues — Fox-trot  (Handy), 

Wadsworth's  Novelty  Dance  Orchestra 
The  Weary  Blues — Fox-trot  (Kelley-Wyer) , 

Wadsworth's  Novelty  Dance  Orchestra 
20430*The  Jazz  Dance — -Fox-trot  (Overstreet), 

Blake's  Jazzone  Orchestra 
Jazzin'  Around — One-step  (Fuller).    Piano  duet 

and  drums  The  Morse  Trio 

27015  Swedish    Wedding   March — No.    1  (Soderman). 

Piano  solo  Rudolph  Ganz 

La  Fileuse  (Raff).    Piano  solo  Rudolph  Ganz 

NEW  BAND  AND  ORCHESTRA  RECORDS 

40138  Dolores — "Spanish  Dance"  (Breton) — Part  I, 

Garde  Republicaine  Band  of  France 
Dolores — "Spanish  Dance"  (Breton) — Part  II, 

Garde  Republicaine  Band  of  France 

40139  Faust  Waltz — Finale,  Act  I  (Gounod), 

Pathe  Freres  Orchestra 
La  Giralda — Overture  (Adam), 

Pathe  Freres  Orchestra 

29217  The    Nightingale    and    the    Frogs  (Eilenberg). 

Characteristic  American  Regimental  Band 

The  Village  Band  (Gaunt).  Humorous  Char- 
acteristic American  Regimental  Band 

20434  General  Pershing  March  (Vandersloot), 

American  Regimental  Band 
The  Irish  Regiment — March  (De  Witt), 

American  Regimental  Band 
SPECIAL   RELISTING   OF  NATIONAL  FOLK  SONG 

OF  BELGIUM,  "LA  BRABANCONNE" 
40104  La  Brabanconne — Belgian  National  Hymn  (De- 
place).'  Pathe  Military  Band 

Chant  du  Beige — Union  et  Patrie  (Moeremans), 

Pathe  Military  Band 

54017  The  Star-Spangled  Banner  (Key).     Tenor  solo, 

Lucien  Muratore 
NEW   OPERA   AND  CLASSIC  VOCALS 

54018  Faust— "Salut  demeure"  (All  Hail.  Thou  Dwell- 

(Continucd  on  page  114) 


114 


THE    TALKING    MACHINE  WORLD 


October  IS,  1918 


RECORD  BULLETINS  FOR  NOVEMBER 

{Continued  from  page  113) 

ing  Lowly)  (Gounod).    Tenor  solo  In  French, 

Lucien  Muratore 
54015  Aida — "O  cieli  azzurri"  (Oh,  Azure  Sky)  (Ver- 
di).    Soprano  solo  in  Italian  Claudia  Muzio 

52032  Tales  of  Hoffman— "Doll's  Song"  (Offenbach). 

Soprano  solo  Grace  Hoffman 

Sweet   Bird   that   Shun'st  the  Noise  of  Folly 
(Handel).     Soprano  solo  Grace  Hoffman 


EMERSON  PHONOGRAPH  CO. 

THE  iNIEW  LARGE-SIZE  RECORDS 
Patriotic  and  Popular  Song  Hits 

988  Kitchen  Police  Poor  Little  Me  (Sgt.  Irving  Ber- 

lin).   Baritone  Solo,  orch.  accomp..  .Eddie  Nelson 
I   Can   Always   Find   a   Little   Sunshine  in  the 
Y.   M.    C.    A.    (Sgt.    Irving   Berlin).  Tenor 
Solo,   orch.  accomp  Henry  Burr 

981  For  Your  Boy  and  My  Boy  (Van  Alstyne-Kahnl . 

Vocal  Quartet,  orch.  accomp  .Peerless  Ouartet 

I  Want  to  Go  Back  to  Blighty  (Walker-David- 
son).   Baritone  Solo,  orch.  accomp. .  .Greek  Evans 

982  Smiles      (Callahan-Roberts).       Baritone  Solo, 

orch.  accomp  George  Beaver 

You  Keep  Sending  'Em  Over  and  We'll  Keep 
Knocking  'Em  Down  (Mitchell-Ruby).  Patri- 
otic Solo,  orch.  accomp  ..Eddie  Nelson 

983  Roek-a-Bye   Your   Baby   With   a   Dixie  Melody 

(Lewis-Young-Schwartz).         Baritone  Solo, 

orch.  accomp  George  Beaver 

Big  Chief  Killahun  (Irving  Berlin).  Baritone 
and  Tenor  Duet,  orch.  accomp. .....  Collins-Harlan 

984  I  Love  to  Be  a  Sailor  (Harry  Lauder).  Scotch 

Character  Song,  orch.  accomjp  Evan  Davies 

I  Love  a  Lassie  (Lauder-Grafton).  Scotch  Folk 
Song,  orch. -accomp  Evan  Davies 

989  Garden  of   My   Dreams   (Buck-Stamper-Hirsch) . 

Tenor  Solo,  orch.  accomp  George  Gordon 

Till  I'm  Called  by  the  Master  Above  (James 
Donahue-Ernest  R.  Ball).  Tenor  Solo,  orch. 
accomp  Robert  Bruce 

990  I'm  Waiting  for  You,  Liza  Jane  (Creamer-Lay- 

ton).    Comedy  Ballad,  orch.  accomp.  .Collins-Harlan 
Macaroni      Joe  (Donahue-Dubin-Lyons-Yosco). 
Comic  Patriotic  Solo,  orch.  accomp., 

George  L.  Thompson 
987  I  Hear  You  Calling  Me  (Henry-Warren).  Tenor 

Solo.  orch.  accomp  Frank  Woods 

Bedouin     Love    Song     (Pinsuti-Taylor) .  Bass 

Solo,  orch.  acoomp  Wilfred  Glenn 

994  The  Bandolero  (Leslie  Stuart).    Bass  Solo,  orch. 

accomp  Wilfred  Glenn 

Sweet  and  Low  (Barmby).    Vocal  Quartet,  orch. 

accomp  Liberty  Quartet 

LATEST  DANCE  RECORDS 

991  Castle  Valse  Classique   (Dvorak's  Humoresque) 

(Ford    T.    Dabney).     Xylophone    Solo,  orch. 

acoomp  George   Hamilton  Green 

Watermelon  Whispers  (George  Hamilton  Green). 
Fox-Trot  Xylophone  Solo,  orch.  accomp, 

George  Hamilton  Green 
986  Blue  Rose  (Frederic  Knight  Logan).  Waltz, 

Emerson  Military  Band 
Full-O'-Snap    (Spencer   Williams).  Fox-trot, 

Emerson  Military  Band 
993  When  You  Come  Back  and  Bring  Me  a  Letter 
From  My  Home  Town   (Medley)  (Cohan-An- 
derson).    One-step,   Banjo,   Piano   and  Saxo- 
phone....... Van  Eps  Banta  Trio 

A  Coon  Band  Contest  (Arthur  Pryor).  One-step, 
Instrumental  Ouartet  Van  Eps  Banta  Quartet 

985  Hindustan    ( WalTace-Weeks).  Fox-trot, 

Emerson  Military  Band 
Ange  D'Amour   (Angel  of  Love)  (Waldteufel- 
Gressinger).    Waltz  Emerson  Military  Band 

992  Sand  Dunes  (Byron  Gay).     Oriental  One-step, 

Emerson  Military  Band 
Shuttle  Fox-Trot  (G  M.  Selling), 

Emerson  Military  Band 


7410 


7411 


7412 


7413 


7414 


7415 


7416 


7417 


741: 


EMERSON  PHONOGRAPH  CO. 

THE  iNEW  SEVEN-INCH  RECORDS 

PATRIOTIC  AND  POPULAR  SONG  HITS 

When  You  Come  Back  and  You  Will  Come 
Back  (There's  the  Whole  World  Waiting  for 
Yooii)  (George  M.  Cohan) — Patriotic solo, 
orch.  accomp  Eddie  Nelson 

I  Want  to  Be  Loved  By  a  Soldier  (Fink-Silver) 
■ — Contralto  solo,  orch.  accomp  Edith  King 

For  Your  Boy  and  My  Boy  (Van  Alstyne- 
Kahn) — Vocal  quartet,  orch.  accomp., 

Peerless  Ouartet 

I'm  Going  to  Fight  My  Way  Right  Back  to  Car- 
olina (Baskette-Spiess) — Patriotic  character 
song,  orch.  accomp  Eddie  Nelson 

A  Rainbow  From  the  U.  S.  A.  (Mahoney-Jerome- 
Wenrick) — Vocal  quartet,  orch.  accomp.. 

Peerless  Ouartet 

America,  He's  For  You  (Andrew  B.  Sterling) — 
Patriotic  solo,  orch.  accomp  Robert  Rice 

The  Yanks  Are  At  It  Again  (Brown-Cowan)  — 
Patriotic  solo,  orch.  accomp  (Bud)  Bernie 

When  Uncle  Joe  Steps  Into  France  (Grossman- 
Winkle) — Patriotic  character  song,  orch. 
accomp  Collins  and  Harlan 

Garden  of  My  Dreams  (Buck-Stamper-Hirsch)  — 
Tenor  solo,  orch.  accomp  George  Gordon 

Good  Night,  Little  Girl,  Good  Night  (Hays- 
Macy) — Tenor  solo,  orch.  accomip  Robert  Rice 

I  Love  to  Be  a  Sailor  (Harry  Lauder) — Scotch 
character  song,  orch.  accomp  Jock  Simpson 

I  Love  a  Lassie  (Lauder-Grafton) — Scotch  folk 
song,  orch.  accomp  Jock  Simpson 

What  An  Army  of  Men  We'd  Have  (If  They 
Ever  Drafted  the  Girls)  (Piantadosi-Glogau) — 
Comedy  song,  orch.  accomp  Ben  Linn 

Down  in  the  Jungle  Land  (Fields-Morse) — Tenor 
and  baritone  duet,  orch.  accomp.. 

Collins  and  Harlan 

DANCE  HITS 
Hindustan  (Wallace-Weeks) — Fox-trot, 

Emerson  Military  Band 
Tiger  Rose  Waltzes  (Reid-DeRose), 

Emerson  Military  Band 
Rose  Room  (Art  Hickman) — Fox-trot, 

Emerson  Military  Band 
Ange   D'Amour    (Angel   of   Love)  (Waldtenfel- 

Greissinger) — Waltz  Emerson  Military  Band 

Blue  Rose  Waltz  (Frederic-Knight-Logan), 

Emerson  Military  Band 
Full-Of-Snap  (Spencer-WiUiams) — Fox -trot, 

Emerson  Military  Band 


LATEST  "OKEH"  RECORDS 

1078  Flow    Gently    Sweet    Afton  (Burne-Spilman). 

Tenor  solo.  orch.  accomp  Reed  Miller 

Forgotten    (Wulschner-Cowles).     Baritone  solo, 

orch.  accomp  Frederic  Wheeler 

7006  Tosca — "E  lucevan  le  stelle"   (The  Stars  Were 

Shining')    (Puccini).     Tenor   solo.    orch.  ac- 


comp George  Lambert 

Faust — "Dio    possente"    (Even    Bravest  Heart) 

(Gounod).     Orch.  accomp  Filippo  Antonio 

1077  A  Dream  (Cory-Bartlett).    Orch.  accomp., 

George  I.ambert 
A    Perfect    Day    (Carrie    Jacobs- Bond) .  Orch. 
accomp  Marie  Morrisey 

1079  I    Hear   You    Calling  Me  (Harford-Marshall). 

Orch.  accomp  Charles  Hart 

Happy  Days  (Thomson-Strelezki).  Orch.  ac- 
comp Marie  Morrisey 

1080  In  Old  Madrid  (Troterre).    Orch.  accomp., 

Frederic  Wheeler 
Thy  Sentinel  Am  I   (Oxenford-Watson) .  Orch. 
accomp  .Frank  Croxton 

1081  The  Moon  Has  Raised  Her  Lamp  Above  (Bene- 

dict).   Orch.  accomp  Hart  and  Phillips 

Asleep  in  the  Deep  (Lamb-Petrie).  Orch.  ac- 
comp Frank  Croxton 

1082  The  Sweetest  Story  Ever  Told  (Stults).  Orch. 

accomp  Marie  Morrisey 

The  Skylark's  Song  (Bennett-Buck).  Orch. 
accomp  '  Dudley  Buck 

1083  Where  is  My  Boy  To-night  (Lowry).    Orch.  ac- 

comp Frederic  Wheeler 

The  Vacant  Chair  (Washburn-Boot).  Orch.  ac- 
comp Meyers  and  Gillette 

1085  I  Want  to  Learn  to  Dance,   from  "The  Kiss 

Burglar"    (MacDonough-Hubbell) .     Orch.  ac- 
comp Sam  Ash 

When  I'm  Looking  at  You,  from  "Ziegfeld  Fol- 
lies,  1918"    (Buck  Stamper).     Orch.  accomp., 

Irving  Kaufman 

1084  Bring  Me  a  Rose  (Shisler).     Orch.  accomp., 

Harry  Ellis 

The  Night  Nursery  (Kelly-Arundale) .  Orch. 
accomp  Henry  Burr 

1086  Smiles,  from  "Passing  Show,   1918"  (Callahan- 

Roberts).    Orch.  accomp  Lenox  and  Kent 

Since  I  Met  Wonderful  You,  from  "The  Kiss 
Burglar"  (MacDonough-Hubbell).  Orch.  ac- 
comp Sam  Ash 

1087  When    I    Get    Back    to    My    American  Blighty 

(Fields-Morse).    Orch.  accomp  Arthur  Fields 

Tim  Rooney-'s  at  the  Fightin'  (Flynn).  Orch. 
accomp  Charles  Hart 

1088  Roses  of  Picardy  ( Weatherly-Wood) .     Orch.  ac- 

comp Joseph  Phillips 

When  We  Meet  in  the  Sweet  Bye  and  Bye 
(Murphy).    Orch.  accomp  Sterling  Trio 

1089  A    Soldier's   Reverie    (Arthur   Hadley).  Orch. 

accomp  Joseph  Phillips 

When  the  Sun  Goes  Down  in  Flanders  (Flee- 
son-Von  Tilzer).     Orch,  accomp  Charles  Hart 

1090  A  Rainbow  from  the  U.  S.  A.  (Mahoney-Jerome- 

Wenrich).     Orch.  accomp  Peerless  Quartet 

While  the  Incense  is  Burning  (Smith).  Orch. 
accomp  Joseph  Phillips 

1091  My  Angel  of  the  Flaming  Cross  (Gay).  Orch. 

accomp....  '.  Greek  Evans 

There's  a  Picture  in  My  Old  Kit  Bag  (Al 
Sweet).    Orch.  accomp  Henry  Burr 

1092  LTncle  Sammy  (Holzmann).    Orch.  accomp., 

Arthur  Fields 
She'll  Be  Waiting  When  You  Come  Back  Home 
(Rega'-Farran    and    Chiaffarelli).      Orch.  ac- 
comp Sterling  Trio 

1094  Good-bye,     Mother     Machree      (Brennan-Hall) . 

Orch.  accomp  Harry  McClaskey 

Oh,  Moon  of  the  Summer  (Night  (Flynn).  Orch. 
accomp  Harry  Ellis 

1095  After   You've    Gone    (Creamer-Layton) .  Orch. 

accomp  Irving  Kaufman 

The  Pickaninny's  Paradise  (Ehrlich-Osborne). 
Orch.  accomp.  Sterling  Trio 

1096  Everything  is  Peaches  Down  in  Georgia  (Clarke- 

Ager-Meyer).    Orch.  accomp. .'.  Collins  and  Harlan 
Lovin'  (Warfield).    Orch.  accomp  Ada  Jones 

1097  Florida  Moon  (Heagney).    Orch.  accomp., 

Sterling  Trio 
Wondrous    Eyes    of    Araby  (Brown-Spencer). 
Orch.  accomp  Harvey  Hindermyer 

1098  Why   Do   They    Call    Them   Babies  (Harriman- 

Egan).    Orch.  accomp  Elaine  Gordon 

An  East  Side  Restaurant  Scene  (Geo.  L.  Thomp- 
son).    Trap  effects  George   L.  Thompson 

1099  I'm  Gonna  Pin  a  Medal  on  the  Girl  I  Left  lie- 

hind    (Intro.   Rock-a-Bye   Baby   with   a-  Dixie 
Melody)    (Berlin-Schwartz) .  Fred  Van  Eps  Ouartet 
The  Missouri  Waltz  (Logan-Eppel).     Orch.  ac- 
comp F.  Wheeler  Wadsworth 

1100  Just  Blue  (Wadsworth-Arden)  All  Star  Trio 

When  You  Come  Back  (Cohan-Anderson).  (In- 
tro. Bring  Me  a  Letter  from-  My  Old  Home 
Town)  Fred   Van   Eps  Quartet 

1103  Moments     Musicaux — Valse     Badinage  (Schu- 

bert-Liadou)  Paul  Eisler 

Romance — Op.  45,  No.   1   (Alfred  Grunfeld), 

Paul  Eisler 

1104  Rubinstein  Melodie — Op.  3,  No.  1  (Rubinstein). 

Piano  accomp  Vladimir  Dubinsky 

Polonaise   (Albert  Chiaffarelli).     Orch.  accomp.. 

Albert  CTiiaffarelli 

1105  The  American  Rose  (Victor  Herbert), 

The  Park  Instrumental  Quartet 
Melodie — Op.  18,  No.  1  (Moszkowski), 

The  Park  Instrumental  Ouartet 

1101  Smiles    (Robert),    from    "The    Passing  Show, 

1918."     Orch.  accomp  F.  Wheeler  Wadsworth 

Djer  Kiss  (Dear  Kiss)   (Ager)  Band 

1102  Prestissimo   in   G   Major,   from   Verdi's  Strong 

Quartet  in  G  Major  (Verdi), 

Berkshire  String  Quartet 
Minuetto   in    G   Minor,   from   Hayden's  String 
Quartet  No.  34  (Haydn), 

Berkshire  String  Ouartet 

1093  I'm   Goin'   to    Fight   My    Way    Right   Back  to 

Carolina  (Baskette-Spiess).    Orch.  accomp., 

Kaufman  Brothers 
You'll   Find   Old  Dixieland   in   France  (Clarke- 
Meyer).    Orch.  accomp  Arthur  Fields 


EMPIRE  TALKING  MACHINE  CO. 


PATRIOTIC  SONGS  AND  POPULAR  HITS 

6221  Liberty  Bell  (Mohr).    Orch.  accomp., 

Empire  Male  Quartet 
Keep  the  Home  Fires  Burning  (Novella).  Orch. 
accomp  Empire  Male  Ouartet 

6222  Soldier's  Farewell   (Kinkel).     Orch.  accomp., 

Empire  Male  Quartet 
Good-Bye,    Little    Girl,    Good-Bye  (Edwards). 
Solo,  orch.  accomp  David  Irwin 

6223  Keep    Your    Head    Down.    Fritzie    Boy  (Lieut. 

Gitz-Rice).    Solo,  orch.  accomp  Arthur  Fields 

Frenchy  (Conrad).     Solo,  accordion  accomp., 

Arthur  Fields 

6224  I  Miss  That  Mississippi  Miss  That   Misses  Me 

(Wendling)  Empire   Male  Quartet 

When    Me   Meet   in    the    Sweet    Bye   and  T'.ye 
(Murphy).     Orch.  accomp  Sterling  Trio 

6225  Oui,  Qui,  Marie   (Wee,  Wee,  Marie)  (Fisher). 

Solo,  orch.  accomp  Arthur  Fields 

I  Hate  to  Lose  You   (Gottler).     Orch.  acconip., 

Peerless  Quartet 

6226  Hush  a   Bye,   Ma   Baby    (Logan-Eppel).  Duet, 

orch.  accomp....  Campbell  and  Bun- 
All  I  Want  Is  a  Cottage.  Some  Roses  and  You 
(Harris)   Campbell  and  Burr 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Ga„  Columbia  Graphopbone  Co.,  63  N. 

Pryor  St. 

Baltimore,  Md.,  Columbia  Graphophone  Co.,  16 

South  Howard  St. 
Boston,  Columbia  Graphophone  Co.,  137  Federal 

St. 

Buffalo,  N.  Y„  Columbia  Graphophone  Co.,  737 
Main  St. 

Chicago,  111.,  Columbia  Graphophone  Co.,  14  N. 

Michigan  Are. 
Cincinnati,  O.,  Columbia  Graphophone  Co.,  427- 

429  W.  Fourth  Ave. 
Cleveland,  O.,  Columbia  Graphophone  Co.,  137S 

Euclid  Ave. 

Dallas,  Tex.,  Columbia  Graphophone  Co.,  1011 

Elm  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Place. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  401 

Woodward  Ave. 
Indianapolis.  Ind.,  Columbia  Graphophone  Co., 

207-217  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

1027  McGee  St. 
Los  Angeles,  Cal.,  Columbia  Graphophone  Co., 

745  S.  Broadway. 
Minneapolis,  Minn.,  Columbia  Graphophone  Co., 

412-414  Nicollet  Are. 
New  Haven,  Conn.,  Columbia  Graphophone  Co., 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphophone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 

Omaha,  Neb.,  Schmoller  &  Mueller  Piano  Co. 
Philadelphia,  Pa.,  Columbia  Graphophone  Co., 

210  N.  Broad  St. 
Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Portland,  Me.,  Columbia  Graphophone  Co.,  43 

Exchange  St. 
Portland,  Ore.,  Columbia  Graphophone  Co.,  428- 

431  Washington  St. 
Salt    Lake   City,   Utah,   Columbia   Stores  Co., 

221  South  West  Temple. 
San  Francisco,  Cal..  Columbia  Graphophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 
Spokane,    Wash.,    Columbia    Stores    Co.,  818 

Sprague  Ave. 
St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 

Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columbia    Graphophone    Co.,   54-56  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


6227  Way  Down  Home  (Frost).    Orch.  accomp., 

Empire  Male  Quartet 
Where    the    Morning    Glories    Grow  (Whiting- 

Kahn-Kgan).    Orch.  accomp  Empire  Ouartet 

STANDARD  VOCAL  SELECTIONS 

6228  Little  Grey  Home  in  the  West   (Lohr).  Solo. 

orch.  accomp  Ira  Allen 

Can't  You  Heah  Me  Callin',  Caroline?  (Roma). 
Solo,  orch.  accomp  Ben  Pilgrim 

6229  Love's   Old   Sweet   Song    (Molloy).  Contralto, 

Hawaiian  accomip  Una  Drake 

Whispering  Hope  (Hawthorne).    Duet,  orch.  ac- 
comp Tean  Sterling  and  Una  Drake 

HAWAIIAN  SELECTIONS 

6230  I  Want  to  Go  Back  to  Honolulu  (Cunha-War- 

ren).     Solo,  ukulele  accomp  Alfred  Alexander 

On  the  South  Sea  Isle  (Von  Tilzer).  Ukulele 
accomp  Sterling  Trio 

6231  Ua  Like,  Noa  Like  (Sweet  Constancy).  Hawai- 

ian guitars  Louise  and  Ferera 

Hula  Medley.    Hawaiian  Guitars.  . Louise  and  Ferera 
DANCE  AND  BAND  SELECTIONS 

6232  U.  S.  Boy  Scouts  Official  March  (Ellsworth). 

Empire  Military  Band 
INaval  Reserve  March  (Sousa) . Empire  Military  Band 

6233  Smiles  (Roberts).    Fox-trot ...  Empire  Military  Band 
Moments    of    the    Dance    (from    "Head  Over 

Heels")   (Kern).    One-step.  .  Empire  Military  Band 

6234  The  Darklown  Strutters'  Ball   (Kossiter).  Fox- 

trot Empire  Military  Band 

The  Tickle  Toe   (from  "Going  Up")  (Hirsch). 
One-step  Empire  Military  Band 

6235  Indianola  (Henry-Ovinas).  Fox-trot, 

Empire  Military  Band 
Have    You    Seen    the    Ducks?    (from  "Hitchy 
Koo")    (Goetz).     One-step.  .Empire  Military  Band, 


October  15,  1918 


THE    TALKING    MACHINE  WORLD 


Some  Leading  Jobbers  of  Talking  Machines  in  America 


1856 


1916 


VICTOR 

DISTRIBUTORS 

VICTORS  EXCLUSIVELY 

We  make  a  specialty  of  getting  the  trier 
out  on  time — every  time. 

The  Rudolph  Wurlitzer  Co. 

CINCINNATI  AND  CHICAGO 

Two  points  of  supply;  order  from  the  nearer 


YAHR  &  LANGE  DRUG  CO. 

MILWAUKEE,  WIS. 

Wholesale  Distributors  for 
THl  iNSTBUMCNT  OT  QUALITY  ■ 

.ssJsW**^    CLEAR   A3   A   BELL  C 

in  Wisconsin 
and  Upper  Michigan 


Smith.  Kline  &  French  Co. 

PHILADELPHIA 
Wholetale  Distributors  for 


THl  INSTftUMINT  Of  QUALITY 


CLEAR    AS   A  BELL 


In  PENNSYLVANIA,  NEW  JERSEY 
and  DELAWARE 


C.  L.  Marshall  &  Co. 

Wholesale  Distributors 
for  Michigan 

SW  INSTRUMXMT  Of  OuALtT 
onor, 
CLEAR   AS  A  BELL 

The  Ohio  Sales  Company,  Inc. 
Wholesale  Distributors 
for  Ohio 

810-11  EMPIRE  BLDG-.  DETROIT,  MICH. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON,  D.  C. 
231  N.  HOWARD  STREET.  BALTIMORE,  MD 


W.  J.  DYER  &  BRO. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  .11 
Points  in  the  Northwest 


Hillman  &  Son  Phonograph  Co. 

Wheeling,  Weit  Virginia 

Exclusive  Wholesale  Distributors  for  West 
Virginia  and  Virginia 


TOE  INSTRUMENT  Or  QUALITY 

potior. 


CkEAl 


IS  A  BELL 


All  model*  (hipped  promptly  from  our  large 
warehouse,  1126  Main  Street 

Diamond  Needles  and  Sapphire  Needles  for  Sale 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


StandakdTalki/vg  JIachi/vc  Co.  ■ 

Pittsburgh 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
218-220  NORTH  SECOND  STREET,  RICHMOND,  VIRGINIA 
Write  for  Dealers'  Proposition 


Strevell-Paterson  Hdw.  Co. 

Wholesale  Distributors 


Utah,  Idaho,  Colorado,  Wyoming 
and  New  Mexico 


y*fegam  TK£  IKSTRUMZMT  OF  QUALITY 

€onor, 


CLEAR    AS  A  SELL 


Complete  Stock  on  Hand  at  Alt  Times 
SALT  LAKE  CITY  UTAH 


Southern  Victor  Dealers 

Largest  Stock  VICTROLAS  and  RECORDS. 
Prompt  Shipment  end  Low  freight  Rates. 

WALTER  D.  MOSES  &  CO. 

Oldest  Music  House  in  Virginia  or  North  Carolina. 

RICHMOND,  VA. 


OLIVER 
DITSON 
COMPANY 

BOSTON 


Largest  VICTOR  Talking 
Machine  Distributors  East  of 

Chicago.   


Creators  ol  "The  Fastest  Victor 
Service."  Let  at  tell  yon  more 
about  oar  service. 


Sherman,  play  ♦&  Co. 

San  Francisco,  Los  Angeles,  Portland.  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  Electric  Supply  &Equipment  Co. 

Exclusive  Wholesale  Distributors  for 
Southern  New  England 
the  instrument  or  quality 

«anor 

^tjr    CLEAR   AS  A   BELL  C 

Complete  stocks  carried  in  Boston  and  Hartford 
Little  Bldg.  103  Allyn  St. 


BOSTON,  MASS. 


HARTFORD,  CONN. 


The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


Have  You  Noted  the  Growth  of 
This  Department? 
Special  Rates  for  Jobbers'  Direc- 
tory on  Application 

During  the  past  six  months  this  Jobbers' 
Director}-  has  grown  steadily  in  importance. 
It  affords  progressive  jobbers  an  opportunity 
to  keep  their  names  before  the  dealers  con? 
sistently  and  regularly,  and  provides  repre- 
sentation in  the  Jobbers'  Directory  of  the 
publication  which  is  the  recognized  authority 
of  the  industry.        , .. S&j 

.Toin  the  progressive  jobbers  on  this  page 
next  month,       .  U-rv*-- 


ROUNTREE-CHERRY 

RICHMOND  VIRGINIA 

Wholesale  Distributors  for 


STH,  INSTRUMENT  Of  QUALITY 
01X011 
CLEAR   AS  A  BELL. 


"'Ku^^^trrnfrt  be  satisfied! 

IN  NORTH  AND  SOUTH  CAROLINA 


Victor  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

177  Tremont  Street,  Boston 

VICTOR  DISTRIBUTORS 


The  New  Edison 


A  Master  Product 

of 

A  Master  Mind 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS, 
THE  NEW  EDISON  DIAMOND  AMBEROLA  AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles-^-Edison  Phonographs,  Ltd. 
San  Francisco — Edison  Phonographs, 

Ltd. 


Denver- 


COLORADO 
-Denver  Dry  Goods  Co. 


CONNECTICUT 
New    Haven — Pardee-Ellenberger  Co., 

Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago— The  Phonograph  Co. 

James  L  Lyons.    (Amberola  only.) 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Des  Moines — Harger  &  Blish. 
Sioux  City — Harger  &  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co.,  Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 

MICHIGAN 
Detroit — Phonograph    Co.,    of  Detroit. 

MINNESOTA 
Minneapolis — Laurence  H.  Lucker. 

MISSOURI 
Kansas  City — The  Phonograph   Co.  of 

Kansas  City. 
St.  Louis— Silverstone  Music  Co. 

MONTANA 
Helena — Montana  Phonograph  Co. 

NEBRASKA 
Omaha — Shultz  Bros. 

NEW  JERSEY 
Paterson — James  K.  O'Dea  (Amberola 
only). 

NEW  YORK 
Albany — American  Phonograph  Co. 


New  York — The  Phonograph  Corp.  of 

Manhattan. 
Syracuse — Frank  E.  Bolway  &  Son,  Inc. 

W.    D.    Andrews    Co.  (Amberola 

only.) 

Buffalo— W.  D.  &  C.  N.  Andrew  Co. 
(Amberola  only.) 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs,  Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phonograph  Co. 
Pittsburgh — Buehn  Phonograph  Co. 
Williarosport — W.  A  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co.  (Amberola 
only.) 

TEXAS 

Dallas  —  Texas-Oklahoma  Phonograph 

Co. 


UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 

VIRGINIA 

Richmond— The  C  B.  Haynes  Co„  Inc. 

WISCONSIN 
Milwaukee — The    Phonograph    Co.  of 
Milwaukee. 

CANADA 

Montreal — R.  S.  Williams  &  Sons  Co., 
Ltd. 

St  John— W.  H.  Thome  ft  Co.,  Ltd. 
Toronto — R.  S.  Williams  ft  Sons  Co., 

Ltd. 

Vancouver— Kent  Piano  Co.,  Ltd. 
Winnipeg — R.  S.  Williams  ft  Sons  Co., 
Ltd. 

Calgary— R.   S.  WiBdams  ft  Sons  Co., 
Ltd. 


VOL.  XIV.   No.  11. 


SINGLE  COPIES,  25  CENTS 
PER   YEAR.  TWO  DOLLARS 


makers  jd 
sellers  of 
talking^ 
machines 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  November  15, 1918 

3minMHBHDnwiiaiiniiirannnnailltmniniainilumiintif  mi  urn  imttm  HiiiimtiiiiiiiiiiiiiiiiiHiuiiiiiuiiiiininiimirmiiiiiimiiiiiiimiiiniHiaituuiiniiinKniiiiiiiiiiiiiiii  iiiuiiiiiuiiiimiiitTiiifiiuiitHinnifirain  mmiirtiDtniitiiiiiiniiniiTitiitiKiitiiiiiiiuniniiiitliiitu  miiinniiiiiiiuniOTiiiintiiiiHiiitinntuimiiinuitainiiniiiiiiiiiini  iiiininnniiiMtiiiiiiniiiiiiiiiiiMUHinittinitHiniinniiiitiKii*- 


The  instrument  by  which 
the  value  of  all  musical 
instruments  is  measured 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50 

Mabojany  or  Oak 


sawmill  miiuiiiiDiniDiinmiiiiii  uiimiiiiniiiitiiinu  uiiiiiiiiiiiiiiiiiiuiiiiiiiiiin  iiiimn  iniiiuiiiiiiimiiiiiiiiiiiiiiiiiiiiuiiiiinium 


llllllllllinillHil'lll'll!!!!  li! 


THE    TALKING   MACHINE  WORLD 


November  15,  1918 


Of  Interest  to  the  Entire  Phonograph  Trade 


Semi-Permanent,  Silvered 

IN  line  with  the  well  known  policy  of  Sonora  to  endorse 
and  market  only  that  which  represents  the  highest  stand- 
ard of  quality  and  efficiency,  we  are  pleased  to  announce 
the  perfection  of  a  Semi-Permanent,  Silvered  Needle  that 
possesses  all  the  advantages  possible  with  such  a  needle 
without  carrying  with  it  any  disadvantages. 


The  points  of  superiority  of  these 
needles  are  sufficient  to  make  their 
use  permanent  with  every  phono- 
graph owner,  and  that  of  the  Steel 
Needle,  or  other  substitutes,  for- 
ever undesirable. 

The  three  strong  outstanding  ad- 
vantages of  this  needle  are : 

Saves  constant  changing. 

Plays  from  50  to  100  times  before 
wearing  out. 

Adds  to  the  life  of  the  records,  be- 
cause the  record  engaging  point  does 
not  enlarge  as  it  wears,  retaining  the 
same  diameter  throughout. 


i^nora  jUjtfttnrjraiJlif  £>uUb  Company 


Incorporated 

George  E.  Brightson,  President 

279  Broadway,  New  York 
Canadian  Office:  Ryrie  Building,  Toronto 


DEALERS : 

Make  your  Needle  Sales  count 
by  selling  the  Sonora  Semi-Perma- 
nent Silvered  Needle.  It  runs  into 
volume  quickly.  These  needles  are 
put  up  in  packages  of  five,  and  are 
sold  for  30c  retail.  Attractive  ad- 
vertising material  will  be  sent  with 
each  initial  shipment  of  needles. 

Suitable  matter  descriptive  of  this 
needle  has  been  prepared  and  will 
be  sent  on  request. 

Send  in  your  order  for  a  sample 
shipment. 


Sonora  Semi-Permanent 
Silvered  Needle 
After  Being  Used 
Fifty  Times 


Semi  JSmaneot 


Package  of  five— 30c 

Three  Grades — Loud,  Medium,  Soft 


Ordinary 
Steel 
Needle 
After 
Being  Used 

Once 
NOTE  THE 
BLUNT 
POINT 


New  Steel  Needle 


The  Talking  Machine  World 


Vol.  14.   No.  11 


AN  INSPIRATION  TO  THE  ARTISTS 

Victor  Trade-Mark  Forms  Basis  for  Two  Clever 
and  Pertinent  Cartoons  Which  Are  Founded 
on  the  Request  of  Germany  for  an  Armistice 

The  famous  Victor  trade-mark  rarely  ever 
escapes  the  cartoonist  when  he  wants  ideas  to 
suit  great  national  occasions.  "His  Master's 
Voice"  has  been  an  inspiration  to  artists  not 
only  in  this  country,  but  throughout  the  world. 
It  is  so  uniquely  effective  that  it  adapts  itself 
most  happily  in  expressing  much  in  the  hands 


HE  HEARS  THE  WILSON  REPLY  RECORD 


A  Timely  Cartoon  From  the  Montreal  Star 

of  those  gifted  men  who  discuss  in  a  pictorial 
way  the  great  questions  of  the  day. 

The  recent  correspondence  between  President 
Wilson  and  the  German  Government  in  regard 
to  an  armistice  inspired  the  Montreal  Daily  Star 
of  October  15  to  put  out  the  cartoon  pictured 
herewith,  unquestionably  the  very  best  of  its 
kind  that  we  have  seen.  Westerman,  in  the 
Ohio  State  Journal,  also  had  a  cartoon  in  that 

HIS  MASTER'S  VOICE 


Another  Treatment  in  Ohio  State  Journal 


publication  of  October  21,  which,  while  not  so 
effective  as  that  of  his  Canadian  confrere,  is 
also  very  pertinent. 

Really,  it  is  difficult  to  know  what  our  car- 
toonists could  do  with  the  Victor  trade-mark  on 
great  occasions. 

WATCHING  DEPRECIATION 

Depreciation  is  an  inevitable  cost  of  doing 
business.  It  is  felt  that  not  until  within  the 
past  decade  have  the  grantors  and  receivers 
of  credit  appreciated  the  character  and  extent 
of  this  depreciation  cost,  but  the  careful  student 
is  beginning  to  realize  that  it  is  something  which 
ought  to  be  taken  account  of  in  all  its  angles 
by  merchants. 

INSTALL  EDISON  PHONOGRAPHS 

G.  L.  Bell,  manager  of  the  phonograph  depart- 
ment of  the  Kent  Piano  Co.,  Ltd.,  of  Vancouver, 
B.  C,  advises  The  World  that  they  have  re- 
cently placed  three  new  Edison  phonographs  on 
three  of  the  steamships  operated  by  the  Cana- 
dian Pacific  Railroad. 


New  York,  November  15,  1918 


COLUMBIA  SERVICE  FLAG 

Banner  Displayed  in  Executive  Office  Has  534 
Stars,  With  One  Gold  Star  in  Border 


The  Columbia  Graphophone  Co.  are  now  dis- 
playing a  service  flag  in  their  executive  office  in 
the  Woolworth  Building,  New  York,  which  tells 
the  story  that  534  of  the  great  Columbia  family 
have  gone  into  the  war  and  have  been  and  are 
doing  their  mightiest  to  help  Uncle  Sam  bring 
democracy  and  a  "square  deal"  to  those  nations 
that  have  been  transcending  the  rights  of  hu- 
manity and  justice.  In  this  service  flag  there  is 
one  gold  star  in  the  border,  which  signifies  that 
one  Columbia  man  has  made  the  "supreme  ef- 
fort" and  honored  himself  in  so  doing. 

It  may  be  interesting  to  remark  that  one  of 
the  stars  of  the  534  stands  for  President  Fran- 
cis H.  Whitten,  who  is  now  in  the  U.  S.  Navy.' 
The  Columbia  men  represented  in  this  service 
Hag  are  serving  in  practically  every  line  of  ac- 
tivity on  land  and  sea. 


TAKES  CHARGE  IN  BAYONNE 

Samuel  J.  Smith,  formerly  connected  with 
New  York  establishments,  has  been  selected  as 
the  new  manager  of  the  Bayonne  Talking  Ma- 
chine Co.,  Bayonne,  X.  J.,  succeeding  the  late 
Lewis  Gurans,  whose  death  caused  such  keen 
regret  among  a  large  army  of  friends  and  busi- 
ness associates.  Mr.  Smith  intends  to  develop 
business  for  this  house  along  progressive  and 
efficient  lines. 


Miss  Maud  Powell,  the  eminent  American  vio- 
linist, whose  Victor  records  have  won  such 
wide  acclaim,  has  been  visiting  the  military 
camps  of  the  country  and  is  very  enthusiastic 
over  her  reception,  and  the  appreciation  dis- 
played by  the  soldiers  for  good  music. 

"We  have  been  underestimating  the  taste, 
the  enthusiasm,  the  spirit  of  our  fighting  men," 
declared  Miss  Powell  as  she  turned  from  her 
desk  to  plunge  wholeheartedly  into  a  discus- 
sion of  one  of  her  favorite  topics — the  boys  in 
the  service.  She  was  busy  autographing  talk- 
ing machine  records,  adding  to  each  carefully 
inscribed  signature  a  little  individual  message, 
and  on  the  last  disc  was  written  "Our  hearts 
are  with  you."  She  might  have  said  without 
egotism  "my  heart,"  for  the  major  part  of  her 
time  and  practically  her  entire  thought  are  given 
nowadays  to  the  service  of  the  American  army. 

"I  wish  you  could  see  them  as  I  have  seen 
them,"  she  went  on,  "crowding  into  Liberty  the- 
atres, sitting  wedged  together  on  hard  benches, 
the  men  on  the  very  ends  sitting  back  to  their 
neighbors  to  hold  themselves  on  the  narrow 
edge,  some  on  the  floor,  others  on  the  steps  of 
the  stage,  sometimes  squatting  right  at  my  feet 
as  I  play,  and  all  of  them  intent  to  the  last 
note:  Forty  minutes  is  what  I  usually  plan  for 
a  program.  But  I  rarely  play  less  than  an  hour, 
and  often  it  runs  into  an  hour  and  forty  minutes 
or  even  two  hours.  When  men  will  listen  that 
long 'to  music  which  the  managers  scornfully 
call  'high  brow,'  under  the  most  uncomfortable 
physical  conditions,  and  beg  for  more  and  more 
and  more  when  you  try  to  stop,  you  may  know 
they  want  more.  They  like  the  best.  I  play 
the  same  things  I  give  at  concerts— not  long, 
too  abstruse  selections,  but  Bach,  Beethoven,  the 
classics  of  the  violin.  And  the  response!  No 
audience  is  so  rapt,  none  so  completely  mine. 
They  know  my  repertoire  and  call  for  their  fa- 
vorites. T  wish  some  of  the  men  who  have 
politely  suggested  that  in  my  program  we 
might  insert  'something  lively — a  little  vaude- 


Price  Twenty-five  Cents 


DISCONTINUE  APPROVAL  SYSTEM 

Talking  Machine  Dealers  in  Louisville  Place 
the  Ban  on  the  Sending  Out  of  Machines  and 
Records  on  Trial — Also  Limit  Deliveries 


Louisville,  Ky.,  November  1. — The  talking 
machine  shops  in  Louisville  at  a  conference  held 
in  the  Hotel  Henry  Watterson  last  week  con- 
tributed their  mite  to  America's  might  in  the 
nationwide  movement  to  win  the  war.  Leading 
dealers  in  phonographs  and  phonograph  records 
attended  the  meeting  and  decided  that,  as  an 
effort-saving  measure,  they  would  adhere  strictly 
hereafter  to  the  policy  of  not  sending  out  talk- 
ing machines  and  records-  on  approval. 

Only  new  machines  and  new  records  will 
figure  in  the  business  from  now  on.  Further 
the  dealers  decided  that  beginning  at  once  they 
will  abide  by  the  one-delivery-a-day  plan  that  is 
being  urged  on  merchants  by  the  Government. 
These  reforms  in  the  business  were  made  at  the 
request  of  Eugene  Straus,  chairman  of  the  Com- 
mercial Economy  Division,  Kentucky  Council  of 
National  Defense.  A  dinner  preceded  the  meet- 
ing at  which  the  action  was  taken. 

This  policy  of  discontinuing  the  sending  of 
records  on  approval  is  one  that  is  being  gen- 
erally adopted  throughout  the  country. 

The  concerns  present  that  voted  for  the  poli- 
cies outlined  were  Herman  Straus  &  Sons,  Stew- 
art Dry  Goods  Co.,  J.  Bacon  &  Sons,  Kaufman- 
Straus,  Central  Furniture  Co.,  Adler  Manufac- 
turing Co.,  Schupp  &  Schmitt,  Grafonola  Co., 
and  Trumbo  Furniture  Co. 


vflle  act,  for  instance,'  could  see  the  boys'  faces 
and  hear  their  applause.  It  would  convince 
them,  as  it  has  me,  that  the  men  in  service  have 
as  keen  an  appreciation  of  the  best  in  music  as 
any  audience  in  the  country." 

Miss  Powell  pointed  to  the  records  before 
her  in  witness  of  her  claim.  Ever  since  Amer- 
ica entered  the  war  she  has  been  donating  talk- 
ing machine  records  for  which  the  boys  have 
asked. 

"By  the  way  they  ask  for  records,  I  know  that 
their  enthusiasm  for  good  music  is  not  feigned," 
Miss  Powell  went  on.  "It  is  one  thing  to  ap- 
plaud politely  some  one  whom  you  know  to  have 
come  miles  over  bad  roads  and  on  uncertain 
train  schedules  to  play  for  you.  It  is  quite 
another  thing  to  request,  as  the  talking  machine 
record  you  want  most  to  have,  a  violin  solo  of 
the  'high  brow'  type.  That  is  why  I  say  we 
have  underestimated  the  taste  of  American  sol- 
diers by  giving  them  low  grade  music,  cheap 
popular  stuff.  For  the  appeal  of  a  selection 
must  be  universal  if  it  is  to  be  played  again  and 
again  to  hundreds  of  men  drawn  from  all  walks 
of  life,  without  growing  stale  or  boresome.  Yet 
you  can  see  what  they  want:  they  have  asked 
for  these" — and  she  indicated  the  pile  she  had 
autographed,  with  their  varying  subjects  of 
Sarasate,  Beethoven  and  her  own  harmonizing 
of  American  negro  melodies. 

"I  have  stripped  my  own  cabinet  bare,"  went 
on  Miss  Powell,  "not  of  'slacker  records,'  as  the 
Phonograph  Record  Recruiting  Corps  calls  the 
idle  ones  most  people  have,  but  of  the  records 
I  actually  play  and  love  myself.  My  favorites! 
are  all  gone,  and  I  can't  deny  there  was  a  wrench 
in  parting  with  them.  Yet  I  believe  that  is  the 
very  contribution  we  each  of  us  should  make — 
the  thing  that  we  love  so  much  ourselves  that 
it  hurts  to  part  with  it.  In  some  way  the  sac- 
rifice itself  will  make  the  contribution  mean 
more  to  the  boys — though  they  may  not  know 
the  actual  pull  of  the  separation;  somehow  the! 
gift  that  is  given  from  the  heart  reaches  best." 


MAUD  POWELL  TELLS  HOW  THE  FIGHTING  MEN  LOVE  MUSIC 

Recently  Returned  From  Tour  of  Camps  and  Tells  How  the  Soldiers  Like  the  Best  in  Music — 
Sends  Autographed  Records  to  Boys  at  Front — Encourages  This  Move 


4 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


Increasing  the  Efficiency  of  Sales  Force  as  a 
Means  of  Augmenting  Sales 


W.  E.  Dewell,  manager  of  the  Edison  phono- 
graph department  of  the  Killian  Co.  Cedar 
Rapids,  la.,  who  handle  the  Edison  exclusively, 
is  a  firm  believer  in  the  fact  that  salesmanship 
is  the  most  important  item  in  business,  and 
holds  that  the  successful  salesman  is  one  who 
makes  a  systematic  study  of  his  selling  prob- 
lems and  seeks  constantly  to  improve  his  meth- 
ods and  increase  his  efficiency. 

"I  have  always  maintained  that  the  increase 
in  sales  comes  from  the  increased  efficiency  of 
your  sales  people,"  says  Mr.  Dewell.  "In  other 
words  the  increase  comes  from  within  your 
store  rather  than  from  without.  You  can  in- 
crease your  volume  of  business  very  materially 
without  an  additional  looker  or  prospect  if  your 
sales  people  are  in  the  proper  state  of  mind. 

"The  method  used  to  accomplish  this  is  shown 
herewith.  Once  every  month  I  prepare  such  a 
bulletin,  a  copy  to  each  sales  person,  and  every 
morning  one  of  the  sales  people  calls  our  atten- 
tion to  the  qualities  listed  so  that  every  day  in 
the  year  we  are  confronted  with  success  quali- 
ties rather  than  thoughts  that  hamper  our  busi- 
ness and  under  this  training  some  of  my  sales 
people  have  increased  their  sales  from  60  to 
80  per  cent.  Two  of  my  young  men  in  less 
than  two  years  time  have  secured  positions  as 
department  managers  and  are  still  using  the  suc- 
cess thoughts. 

"Most  sales  people  know  the  things  that  are 
listed  on  attached  papers,  but  forget  to  use 
them,  so  that  our  monthly  bulletins,  with  daily 
reference  to  them,  keep  those  thoughts  foremost 
in  their  minds." 

A  sample  of  Mr.  Dewell's  monthly  bulletin 
reads  as  follows: 

Analysis  of  Phonograph  to  be  Studied  and  Used 
— Questions  to  Ask  Ourselves  and  be  Answered 

"(a)  Who  produced  or  manufactured  it? 

"(b)  What  is  the  method  of  production? 

"(c)  Where  was  it  produced? 

"(d)  Of  what  is  it  composed? 

"How  does  it  compare  as  to  finish,  material, 
workmanship  and  price  with  competitive  articles 
put  out  for  the  same  purpose? 

"Can  it  be  shown  that  its  value  to  the  pur- 
chaser compares  favorably  with  its  cost? 

"What  is  its  purpose— in  other  words,  what  is 
it  good  for? 

"How  can  it  be  analyzed  in  such  a  way  as  to 
appeal  by  a  logical  process  of  argument  to  the 


reason  and   best  judgment   of  the  customer? 

"What  portions  of  it  can  be  used  to  appeal  to 
the  emotional  or  spiritual  nature  of  the  cus- 
tomer? 

"To  what  class  of  people  can  it  be  sold?  If 
it  can  be  sold  to  several  classes  of  people,  is 
there  a  distinctive  line  of  argument  for  each 
class? 

"We  must  study  and  apply  analysis  in  order 
that  we  may  be  able  to  analyze  all  kinds  of 
instruments,  our  competitors'  as  well  as  our  own. 


Eleven  Positive  Qualities 
to  Practice  for  a  Month 

READ  THEM  EVERY  DAY 


/ — Analysis 

2 —  Judgment 

3 —  System 

4—  Work 

5 —  Concentration 


6 —  Initiative 

7 —  Ambition 

8 —  Enthusiasm 

9 —  Courtesy 

10- — Agreeableness 


1 1 — Optimism 


What  appears  to  be  a  small  point  of  difference 
will  often  close  the  sale  if  the  point  is  shown 
to  be  superior.  Our  ability  then,  to  so  analyze 
the  instruments  of  all  makes  that  our  point  of 
superiority,  although  it  may  be  small,  is  clearly 
brought  out,  very  often  closes  the  sale. 

"Everything  else  being  equal,  a  customer  pre- 
fers to  buy  from  the  Killian  Company.  There- 
fore, we  must  watch  that  everything  is  equal. 

"People  will  not  buy  in  a  department  that  is 
dirty,  or  service  poor,  or  sales  people  incom- 
petent. They  will  not  buy  from  a  salesman  who 
is  poorly  dressed,  or  discourteous,  or  a  poor 
salesman,  especially  if  he  has  a  good  com- 
petitor. 

"We  must  thoroughly  understand  the  con- 
struction of  our  instrument.  We  must  learn  to 
think  the  same  thoughts  which  the  man  had  who 
made  it.  If  we  can  do  that,  if  we  can  find  out 
the  reason  for  taking  every  step,  we  are  getting 
a  basic  knowledge,  which,  after  we  have  learned 
how  to  talk  it,  will  fill  our  hearts  with  courage 
and  confidence,  and  our  mouth  with  words, 
which  are  not  only  the  result  of  skill,  but  will 


By  W.  E.  Dewell 


be  skilfully  put.  It  is  a  great  thing  to  thor- 
oughly understand  every  point  in  the  talk  or 
argument  you  are  going  to  make,  but  it  is  a 
much  greater  art  to  be  able  to  talk  the  ideas 
effectively. 

"The  salesman  whose  arguments  are  not 
strong,  forceful,  energetic,  and  backed  up  by  a 
magnetic,  healthful  body,  filled  with  pure  red 
blood,  and  whose  functions  are  not  performed 
normally,  is  greatly  handicapped. 

"The  greatest  salesman  is  the  one  who  is  learn- 
ing all  the  time,  and  thinking  all  the  time,  con- 
tinually digging  deeper  into  his  subject  for  bet- 
ter ideas  and  better  arguments. 

"The  cry  of  the  hour  is  for  a  broader  knowl- 
edge and  more  thoroughness. 

"A  man's  personality  does  not  come  By  acci- 
dent. It  is  a  natural  gift,  just  as  his  mind  and 
muscle  are  natural  gifts,  and  like  them  it  must 
be  cultivated.  Develop  it  by  eliminating  every- 
thing that  is  bad,  and  cultivating  everything  that 
is  good. 

"Cut  out  the  blues  as  well  as  worry  and  jeal- 
ousy and  envy,  and  all  their  relatives.  They 
are  man's  worst  enemies.  Fill  your  whole  mind 
and  lips  with  energy,  hope,  sunshine  and  an  in 
vincible  determination  to  do  things.  Feel  every 
minute  of  the  day  that  it  is  the  best  day  you 
ever  had.  Like  thoughts  are  always  attracted 
to  each  other.  To  think  and  feel  enthusiasm, 
confidence  and  success,  will  develop  in  you  a 
splendid  personality,  and  set  in  motion  the  forces 
that  will  bring  prosperity  and  power. 

"Be  in  dead  earnest,  and  your  prize  can  be  the 
world." 


VICTOR  DEALERS  PLEDGE  LOYALTY 


The  recent  statement  issued  by  the  Victor 
Talking  Machine  Co.,  setting  forth  the  present 
problems  of  the  company  in  the  matter  of  pro- 
duction, as  well  as  giving  an  idea  of  the  manner 
in  which  the  Victor  factory  is  being  devoted 
in  part  to  work  for  the  Government,  has  brought 
pleasing  response  from  dealers  throughout  the 
country.  Hundreds  of  letters  have  been  re- 
ceived at  the  Victor  factory  from  dealers  prais- 
ing the  company  for  putting  its  patriotism  first, 
and  expressing  the  intention  of  carrying  on  in 
the  face  of  all  difficulties  until  such  time  as  the 
company  can  again  meet  in  full  the  demands 
for  its  products. 


LEGERDEMAIN  and  VICTOR  SERVICE 


We.  nave  no  Ma  gician's  Bag  of  Tricks — 
We  Cannot  Pull  Machines  and  Records 
Out  of  Empty  Hats — But  We  Are  Here  to 
Give  the  Victor  Dealer  the  Best  Service  Pos- 
sible and  With  the  Spirit  of  Sincerity  Always 
Evident. 


I  T  S  O  N 


ERVICE 


BOSTON 


DITSON'S 

The  Wartime  Service 
VICTOR  EXCLUSIVELY 


NEW  YORK 


November  15,  1918 


THE   TALKING   MACHINE  WORLD 


o 


Victrola  VI,  $32.50 

Oak 


Victrola  IX,  $60 

Mahogany  or  oak 


|     Victrola  XI,  $115 

Mahogany  or  oak 


"Will  there  be  a 
Victrola  in  your  home  f 
this  Christmas?" 

There's  a  lot  in  the  power  of  sugges- 
tion, and  we're  again  using  this  phrase  in 
our  advertising  to  suggest  the  Victrola  for 
Christmas. 

We  get  the  people  thinking  "Victrola" 
and  every  Victor  retailer  benefits  by  it. 

Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 

"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine  Company 
designating  the  products  of  this  Company  only. 
Warning:  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of 
any  other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important   Notice.     Victor  Records  and  Victor  Machines  are  scientifically 
co-ordinated  and  synchronized  in  the  processes  of  manufacture,  and  their  use, 
one  with  the  other,  is  absolutely  essential  to  a  perfect  reproduction. 


Victrola  XVI,  $225 

Victrola  XVI,  electric.  $2S2.50 
Mahogany  or  oak 


Victor  Wholesalers 


Albany,  N.   Y  Gately-Haire  Co..  Inc. 

Atlanta.  Ga  Elyea-Austell  Co. 

Phillips  &  Crew  Piano  Co. 

Austin,    Tex  The  Talkinf  Machine  Co.,  of 

Texas. 

Baltimore,   Mil  Cohen  &  Hughes. 

E.  F.  Droop  8r  Sons  Co. 

H.  R.  Eisenbrandt  Sons.  Inc. 

Bangor,  Me  Andrews  Music  House  Co. 

Birmingham,   Ala.  Talking  Machine  Co. 
Boston,  Matt  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  ft  Sons  Co. 
Brooklyn,  N.  I...  American  Talking  Mch.  Co. 

G.  T.  Williams. 
Buffalo,  N.  T  W.  D.  &  C.  N.  Andrews. 

Neal.  Clark  &  Neal  Co. 

Burlington,  Vt  American  Phonograph  Co. 

Butte,    Mont  Orton  Bros. 

Chicago,   m  Lyon  &  Healy. 

The  Rudolph  WurliUer  Co. 

Chicago  Talking  Machine  Co. 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  W.  H.  Buescher  &  Sons 

Co. 

The  Collister  ft  Sayle  Co. 

The  Eclipse  Musical  Co. 

Columbus,   O  The  Perry  B.  Whitsit  C. 

Dallas,  Tex  Sanger  Bros. 

Denvar,    Col*  The  Hext  Music  Co. 

The  Knight-Campbell  Music 
Co. 

Fff.-.'fr-':.i'.n.¥P>T  !  EaBSjjgEEEG 


Des  Moines,  la.... 

Detroit.  Mich  

Elmira.  N.  Y  

El    Paso.  Tex  

Honolulu,  T.  H  

Houston,  Tex  

Indianapolis,  Ind.. 
Jacksonville,  Fla.. 
Kansas  City,  Mo.. 

Lincoln,  Nebr  

Little  Rock,  Ark.. 
Los  Angeles.  Cal. . 
Memphis,  Tens.... 
Mil  wankee.  Wis . . . 
Minneapolis,  Minn. 

Mobile.  Ala  

Montreal,  Can  

Nashville,  Tenn.  

Newark,  N.J  

New  Haven,  Conn. 
New  Orleans,  La... 
New  York,  N.  Y... 


Mickel  Bros.  Co. 
Grinnell  Bros. 
Elmira  Arms  Co. 
W.  G.  Walz  Col 
Bergstrom  Music  Co..  Ltd. 
Thas.  Goggan  &  Bro. 
Stewart  Talking  Machine  Co. 
Florida  Talking  Machine  Co. 
J.  W.  Jenkins  Sons  Music  Co. 
Schmelzer  Arms  Co. 
Ross  P.  Curtice  Co. 
O.  K.  Houck  Piano  Co. 
Sherman,  Clay  &  Co. 
O.  K.  Houck  Piano  Co. 
Badger  Talking  Machine  Co. 
Beckwith,  O'Neill  Co. 
Wm.  H.  Reynalds. 
Berliner     Gramophone  Co., 
Ltd. 

0.  K.  Houck  Piano  Co. 
Price  Talking  Machine  Co. 
The  Horton-Gallo-Creamer  Co. 
Philip  Werlein.  Ltd. 
Blackman  Talking  Mach.  Co. 
Emanuel  Blout. 

C.  Bruno  &  Son,  Inc. 

1.  Davega,  Jr.,  Inc. 
S.  B.  Davega  Co. 
Charles  H.  Ditson  It  Co. 
Landay  Bros.,  Inc. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 


Omaha,  N.br  A.  Hospe  Co. 

Mickel  Bros.  Co. 

Peoria,  ni  Putnam-Page  Co.,  Inc. 

Philadelphia.    Pa..  Louis  Huehn  Co..  Inc. 

C.  J.  Heppe. 

The  George  D.  Ornstein  Ce. 

Penn  Phonograph  Co..  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  ft  Son,  Inc. 
Pittsburgh,    Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mrllor  Co..  Ltd. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen.  Inc. 

Portland,    Ore  Sherman.  Clay  &  Co. 

Providence,  R.  I... J.  Samuels  ft  Bro..  Inc. 
Richmond.  Va  The  Corlev  Co..  Inc. 

W.  D.  Moses  ft  Co. 
Rochester,  N.  Y . . .  E.  J.  Chapman. 

The  Talking  Machine  Co. 

Salt  Lake  City,  U.  Consolidated  Music  Co. 

The  John  Elliott  Clark  C*. 
San  Antonio.  Tex.Thos.  Goggan  &  Bros. 
San  Francisco,  Cal.  Sherman,  Clay  It  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Sionx  Falls.  S.  D.. Talking  Machine  Exchange. 
Spokane,  Wash ....  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber-Brenner  Music  Cs. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo.  O  The  Whitney  ft  Currier  Co. 

Washington,  D.  C.Cohen  ft  Hughes. 

E.  F.  Droop  ft  Sens  Co. 

Robt.  C.  Rogers  Co. 


6 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


ALL  RECORD  CUSTOMERS  ARE  ALBUM  CUSTOMERS 

A  Place  for  Every  Record  and  Every 
Record  in  its  Place 


MAKING  THEIR  SELECTION 


Albums  are  an  Indispensable  Requisite  in  the 

talking  machine  business  and  wherever  records  are 
sold.  Practical  and  handy.  Save  time  and  records. 
A  profitable  adjunct  to  the  business. 

We  manufacture  disc  Record  Albums  to  fit  cabi- 
nets of  all  sizes  and  styles.  With  the  indexes  they 
are  a  complete  system  for  filing  all  disc  records. 

We  have  unexcelled  manufacturing  facilities,  and 
considering  quality  our  prices  are  the  lowest.  Write 
us,  giving  quantity  you  may  desire,  and  we  will 
quote  prices. 

OUR  ALBUMS  ARE   MADE  TO  CONTAIN  VICTOR, 
COLUMBIA,  EDISON,  PATHE  AND  ALL 
OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


HOW  TO  CAPITALIZE  THE  CAPABILITIES  OF  THE  SALESMAN 

The  Best  Way  to  Attain  This  Result  Is  Not  to  Interfere  with  the  Salesman's  Policy  of  Handling 
Customers — Manager  or  Credit  Man  Should  Not  "Butt"  In 


We  have  all  had  the  experience  of  seeing  the 
manager  of  a  store  hover  in  the  offing  as  a 
salesman  was  handling  a  customer,  and  indi- 
cate by  every  action  that  he,  the  manager,  was 
in  a  nervous  sweat  for  fear  that  the  salesman 
might  not  be  able  to  handle  the  deal  even 
though  it  consisted  merely  of  taking  a  couple  of 
clean  collars  out  of  a  box  and  getting  the  thirty 
or  forty  cents  therefor.  We  have  also  seen  the 
manager  deliberately  butt  into  the  transaction 
and  simply  kill  the  pleasing  impression  that  was 
being  made  by  the  salesman.  Under  both 
situations  it  is  not  hard  to  imagine  just  what 
the  salesman  is  thinking  and  how  he  feels.  If 
his  feelings  and  his  thoughts  were  put  into  exe- 
cution, the  manager  would  probably  be  a  pretty 
sick  man.  i 

For,  the  manager  to  butt  in  and  assist  the 
salesman  gives  the  impression  to  even  the  most 
casual  customer  that  the  salesman  is  not  com- 
petent and  cannot  be  depended  upon,  proba- 
bly an  impression  just  opposite  to  that  which 
the  manager  seeks  to  create.  ,  The  time  to  train 
and  coach  salesmen  is*  during  the  off-hours  and 
not  in  the  presence  of  customers.  On  this 
important  subject  "The  Voice  of  the  Victor"  for 
October  had  the  following  comments  to  make: 

"When  a  salesman  is  really  successful  in  his 
work  he  is  so  by  virtue  of  his  own  personality 
and  his  own  methods.  Why  then  take  the 
chance  of  spoiling  sales  by  having  a  third  party 
butt  into  the  game? 

"Music  has  been  called  the  language  of  the 
emotions,  and  while  it  has  been  called  a  variety 
of  other  things  that  definition  will  suffice  for 
the  present.  In  any  case,  we  all  know  that  the 
music-loving  public  is  made  up  quite  largely  of 
people  who  are  essentially  sensitive — and  there- 
fore easily  offended. 

"It  stands  to  reason  that  if  the  salesman  has 
been  able  to  bririg  the  customer  up  to  the  clos- 
ing point  he  must  have  been  able  to  establish 
some  sort  of  sympathetic  understanding  and 
consequently  it  would  seem  that  to  introduce  the 
credit  man  or  the  manager  at  this  point  would 
be  more  likely  to  result  in  a  discord  rather  than 
in  added  harmony. 


"We  humans  are  not  built  according  to  the 
same  specifications  by  a  long  shot.  A  credit 
man  by  the  very  nature  of  his  business  has  to 
be  of  the  cold  type  and  there's  something  of  the 
hard-shell  crab  about  managers — otherwise  in- 
stead of  managing  their  business  their  business 
would  soon  be  managing  them.  Neither  of  them 
will  usually  possess  the  infectious  enthusiasm 
that  is  so  necessary  to  the  salesman.  Circum- 
stances compel  them  to  be  judicial  rather  than 
ardent — and  there  you  are! 

"It  would  seem  then  that  the  way  to  capitalize 
the  capabilities  of  the  salesman  for  all  they  are 
worth  would  be  to  keep  the  credit  man  in  the 
office — with  the  door  shut. 

•  "The  salesman  is  already  on  friendly  terms 


with  the  customer  and  when  it  comes  to  the 
question  of  terms,  references  and  so  on  there  is 
a  reserve  fund  of  friendliness  on  both  sides  of 
the  fence  sufficient  to  withstand  many  jolts. 

"Having  progressed  that  far  we  may  be  pretty 
sure  that  the  salesman  is  much  less  likely  to 
put  questions  the  wrong  way,  and  when  it  comes 
to  the  real  facts  concerning  credit — well — peo- 
ple don't  pick  up  a  Victrola  and  walk  off  with 
it,  and  the  salesman  will  have  ample  opportunity 
to  talk  things  over  himself  with  the  credit  man 
long  before  the  instrument  in  question  is  act- 
ually delivered  to  the  customer. 

"Selling  musical  instruments  to  music-loving 
people  is  not  at  all  the  same  thing  as  establish- 
ing credit  at  a  bank.  Do  you  suppose  it  would 
add  anything  to  the  audience's  enjoyment  of  an 
opera  if  the  management  put  the  box  office  on 
the  stage? 

"Personally,  we  think  it  would  result  in  a 
considerable  loss  of  appetite." 


TALKING  MACHINE  EXPORTS  GROW 


Exports,  Including  Records,  for  Seven  Months 
Ending  July  31,  Totaled  $2,693,868 


Washington,  D.  C,  October  31. — In  the  sum- 
mary of  exports  and  imports  of  the  commerce 
of  the  United  States  for  the  month  of  July, 
1918  (the  latest  period  for  which  it  has  been 
compiled),  which  has  just  been  issued,  the  fol- 
lowing figures  on  talking  machines  and  records 
appear: 

The  dutiable  imports  of  talking  machines  and 
parts  during  July,  1918,  amounted  in  value  to 
$20,209,  as  compared  with  $45,827  worth,  which 
were  imported  during  the  same  month  of  1917. 
The  seven  months'  total  ending  July,  1918, 
showed  importations  valued  at  $216,162,  as  com- 
pared with  $318,071  worth  of  talking  machines 
and  parts  imported  during  the  same  period  of 
1917. 

Talking  machines  to  the  number  of  3,257, 
valued  at  $119,021,  were  exported  in  July,  1918, 
as  compared  with  7,247  talking  machines, 
valued  at  $170,751,  sent  abroad  in  the  same 
period  of  1917.  The  seven  months'  total  showed 
that  we  exported  45,229  talking  machines,  valued 
at  $1,359,798,  as  against  47,163  talking  machines, 
valued  at  $1,1,96,637,  in  1917,  and  31,177  talking 
machines,  valued  at  $791,093,  in  1916.    The  total 


exports  of  records  and  supplies  for  July,  1918, 
were  valued  at  $267,671,  as  compared  with  $127,- 
580,  in  July,  1917.  For  the  seven  months  end- 
ing July,  1918,  records  and  accessories  were  ex- 
ported, valued  at  $1,334,070,  as  compared  with 
$1,074,368,  in  1917,  and  $604,948,  in  1916. 


BOOSTING  THE  EDISON  IN  OKLAHOMA 

A  recent  "Booster  Trip"  was  made  by  the 
Enid  Commercial  Club  through  neighboring 
towns  of  Oklahoma.    The  accompanying  photo- 


This  Trade-Mark 
on  a  Record  Album 
Stands  for^Quality 


A  complete  line  of  albums — from  the  lowest-priced 
good  album  to  the  finest  metal  back  album  made. 

Write  for  sample  of  our  3  grades 

New  York  Album  &  Card  Co.,  23-25  Lispcnard  St.,  New  York 


Delivery  Autos  of  H.  W.  Lee  Music  Co. 

graph  was  taken  at  Marshall,  Okla.,  and  shows 
the  four  salesmen's  cars  of  the  H.  W.  Lee 
Music  Co.,  exclusive  Edison  dealers  of  Enid,  that 
accompanied  the  members  of  the  Enid  Commer- 
cial Club  and  assisted  them  in  their  propaganda 
work. 


WHERE  MUSIC  IS  BADLY  NEEDED 

The  medical  supply  base  at  Port  Newark  ger- 
minal, N.  J.,  is  a  comparatively  new  army  post 
and  suffers  from  the  deficiencies  of  newness. 
There  is  no  Y.  M.  C.  A.,  no  community  theatre 
— no  nothing,  not  even  a  phonograph. 

If  you  have  a  talking  machine  and  records, 
"low  or  high  brow,"  that  you  feel  would  be  do- 
ing their  bit  better  serving  in  the  army,  send 
them  along  to  Private  George  Liesner,  Medical 
Corps,  Port  Newark  Terminal,  N.  J. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


7 


k"MS  MASTERS  YO\CE\A 

Ij^^^  REG.  U.S.  PAT.  OFF. 


ii'im  immimimiiMil^  '^*^'^*,^>*^!=iS1iMll^^  ■■11111111111 


a 


THE   TALKING    MACHINE  WORLD 


November  IS,  1918 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  J.  Raymond  Bill, 
373  Fourth  Ave.,  New  York;  Assistant  Treasurer,  VVm.  A.  Low. 

J.  B.  SPILLANE,  Editor 
J.  RAYMOND  BILL,  Associate  Editor 

Trade  Representatives :  B.  Brittain  Wilson,  L.  M.  Robinson,  Wilson  D.  Bush, 

C  Chace,  V.  D.  Walsh,  E.  B.  Munch,  L.  E.  Bowers,  A.  J.  Nicklin 

Boston:        John  H.  Wilson,  324  Washington  Street 
Chicago  Office:      E.  P.  Van  Harlingen,  Republic  Building,  209  South   State  Street. 

Telephone,  Wabash  5774 
London,  Eng.,  Office:       2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $2.25;  all  other  countries.  $3.75.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $4.50  per  inch,  single  column,  per  insertion.  Cm  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $125.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

Ve&~  NOTICE  TO  ADVERTISE R S.— Advertising  copy  should 
reach  this  office  by  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones— Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 

NEW  YORK,  NOVEMBER  15,  1918 


EVEN  in  the  midst  of  war  and  pestilence  the  talking  machine 
trade  refuses  to  be  throttled.  Proof  of  this  statement  is 
found  in  the  fact  that  although  during  the  past  month  the  Spanish 
influenza  epidemic  has  swept  the  country,  practically  paralyzing 
the  industry  in  certain  cities,  to  say  nothing  of  crippling  the  sales 
staffs  of  the  various  stores,  while  the  Liberty  Loan  took  the 
patriotic  away  from  their  businesses  and  put  them  at  the  service 
of  Uncle  Sam,  talking  machine  sales  kept  right  on  increasing. 
From  every  section  of  the  country  comes  the  same  report,  the 
volume  of  business  being  limited  only  by  available  stock.  Some 
houses  actually  showed  a  percentage  of  increase  during  October, 
as  compared  with  the  same  month  of  the  previous  year — this 
could  hardly  be  believed  were  the  figures  not  offered  in  sup- 
port of  the  claims. 

Each  year  the  wiseacres  declare,  and  have  declared,  that  the 
peak  of  the  talking  machine  business  has  been  reached ;  that 
the  trade  will  get  into  the  normal  rut  just  as  other  industries. 
Even  though  we  have  a  first-class  war  on  our  hands  business 
totals  keep  growing,  and  the  end  is  not  yet. 


THE  report  of  the  action  taken  by  the  War  Industries  Board 
in  the  matter  of  supplies  of  various  sorts  for  the  talking  ma- 
chine manufacturing  trade,  as  presented  by  the  War  Service 
Committee  of  the  talking  machine  industry,  should  serve  to  set 
at  rest  the  fears  of  many  of  those  in  the  trade  that  their  busi- 
ness will  be  irreparably  crippled  by  the  Federal  orders. 

There  has,  of  course,  been  a  curtailment  ordered — curtail- 
ment that  on  the  face  of  it  seems  rather  heavy,  but  which  under 
actual  conditions  should  not  prove  a  burden  too  heavy  for  the 
trade  to  bear.  And  it  must  be  remembered  that  the  announced 
regulations  are  effective  only  until  January  1,  after  which  time 
a  readjustment  will  take  place,  based  upon  the  progress  of  the 
war,  and  other  matters  of  national  and  economic  importance. 

The  trouble  has  been  that  there  have  been  too  many  rumors, 
too  much  careless  handling  of  facts,  or  alleged  facts.  Daily  news- 
papers have  seized  upon  any  item  from  Washington  referring 
to  the  regulation  of  talking  machine  output,  and  given  it  un- 
welcome prominence.  These  rumors  and  newspaper  reports  have 
naturally  had  their  effect  in  disturbing  men  in  the  industry  who 
did  not  know  which  way  to  turn.  With  the  facts  before  them, 
however,  they  know  just  where  they  stand  and  can  govern  them- 
selves accordingly. 


With  war  turning  so  strongly  in  favor  of  the  Allies,  it  is  to 
be  hoped  that  the  expected  victory  and  the  peace  that  will  come 
with  it  may  be  realized  shortly.  It  may  be  some  months  in  the 
future,  but  the  crisis  is  passed.  That  much  we  know.  Members 
of  the  talking  machine  trade  must  take  courage  and  make  every 
endeavor  to  "carry  on"  as  strongly  as  possible  during  the  emer- 
gency in  order  to  be  able  to  take  advantage  of  the  return  to  nor- 
mal conditions. 

Members  of  the  trade  must  realize  that  as  they  are  feeling 
the  effects  of  the  war  and  the  demands  it  makes  upon  the  coun- 
try's resources,  so  is  every  other  non-war  industry.  In  fact,  in 
many  particulars  the  talking  machine  trade,  due  in  no  small 
measure  to  the  efforts  of  those  representing  it  at  Washington, 
is  in  better  shape  than  many  other  industries,  so  far  as  percentage 
of  curtailment  and  percentage  of  supplies  available  go. 

MUCH  has  been  said  and  written  of  the  necessity  of  shorten- 
ing retail  credits  on  talking  machines  by  insisting  upon 
larger  down  payments,  as  well  as  larger  monthly  instalments, 
in  order  to  enable  the  dealer  to  keep  a  proper  cash  balance,  to 
keep  his  books  clean,  and  thereby  be  better  able  to  meet  the 
financial  requirements  of  his  business. 

Quite  as  important  as  securing  proper  terms,  however,  is 
the  question  of  collections.  Every  payment  that  is  skipped  means 
a  fair  percentage  of  loss  to  the  dealer,  and  he  should,  therefore, 
see  to  it  that  no  payments  are  skipped,  that  the  money  comes 
when  it  is  due,  or  if  not,  that  suitable  action  is  taken. 

This  collection  question  applies  particularly  to  accounts  that 
have  been  running  for  a  considerable  time,  and  for  one  reason 
or  another  have  become  rather  dormant.  There  are  thousands 
of  machines  out  on  instalments  at  terms  that,  if  made  now,  would 
spell  ruination  for  the  dealer.  Each  day  such  machines  are  out 
their  value  increases,  and  yet  the  old  terms  remain  the  same. 
It  is  only  by  wiping  out  such  accounts,  either  by  going  strong 
on  the  collection  end  or  by  repossessing  in  cases  where  collec- 
tions are  impossible,  that  the  dealer  can  expect  to  break  even  on 
the  deal. 

Cash  is  the  biggest  asset  any  merchant  can  have  these  days. 
The  ability  to  discount  his  bills  means  that  if  there  is  any  prefer- 
ence to  be  shown  in  the  matter  of  stock  allotment  he  is  going 
to  get  it.  It  means  that  he  will  be  able  to  meet  without  delay 
the  tax  bills  from  the  Government,  and  the  dozen  and  one  other 
expenses  that  have  cropped  up  during  the  war.  It  means  that 
he  has  money  upon  which  he  can  draw  interest  instead  of 
having  that  money  tied  up  in  slow-paying  accounts,  where  the 
interest  is  of  a  negligible  quantity. 

Keep  the  accounts  paid  up,  or  take  the  instrument  back. 
This  is  not  the  time  for  hesitating  or  for  tolerating  the  prac- 
tices that  in  ordinary  times  might  be  winked  at  because  com- 
petition was  strong.  Every  machine  out  on  instalments  means 
one  less  on  the  floor  to  sell,  and  if  it  is  not  being  paid  for 
promptly,  it  is  eating  into  the  profits  of  the  business. 

Talking  machine  dealers — many  of  them — have  solved  the 
collection  problem  by  selling  machines  only  for  cash.  They  find 
that  they  can  get  rid  of  all  available  stock  on  this  basis,  and  at 
the  same  time  leave  the  worries  of  the  instalment  accounts  to 
the  other  fellow. 


THE  recent  drive  of  the  organization  known  as  the  Phono- 
graph Records  Recruiting  Corps  to  gather  all  unused,  or  what 
are  termed  "slacker"  records,  for  distribution  among  soldiers  and 
sailors  in  camps,  hospitals  and  ships,  brought  forth  excellent 
results  despite  the  fact  that  for  months  past  various  organizations 
in  the  different  sections  of  the  country,  including  the  Red  Cross 
and  Y.  M.  C.  A.,  have  been  soliciting  records  along  similar  lines. 

The  interesting  fact  is  that  the  drive  for  "slacker"  records 
has  led  to  a  realization  that  there  is  a  genuine  opportunity  for 
providing  new  records  for  the  fighting  men,  for  it  has  been  found 
that  many  people  were  inclined  to  turn  over  only  records  for 
which  they  had  absolutely  no  use — records  of  popular  songs  of 
months  or  years  ago,  or  records  of  songs  of  '61  or  thereabouts, 
that  have  absolutely  little  appeal  to  the  average  soldier  who, 
but  a  few  months  ago,  was  in  civil  life  and  in  close  touch  with 
music  of  the  day. 

Even  in  the  army  these  soldiers,  through  the  medium  of 
entertainments  and  through  the  playing  of  their  bands,  have 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


9 


kept  in  touch  with  the  new  things  in  popular  music,  and  naturally 
do  not  feel  kindly  toward  records  that  are  passe.  As  was  stated 
in  The  World  recently,  the  Government  does  not  give  the  fight- 
ing men  second-hand  food  or  clothing,  so  why  should  they  be 
expected  to  be  satisfied  with  second-hand  music? 

We  are  glad  to  learn  that  the  Phonograph  Records  Recruit- 
ing Corps  have  a  campaign  now  on  foot,  in  which  prominent 
members  of  the  trade  have  interested  themselves,  that  has  for  its 
object  the  supplying  of  new  records  to  the  soldiers  and  sailors. 
The  plan  is  to  be  worked  through  the  dealers  in  every  section 
of  the  country,  who,  while  engaged  in  the  patriotic  work  of  sup- 
plying new  records  to  men  in  the  service,  likewise  find  them- 
selves in  the  way  of  making  some  legitimate  profit  in  the  trans- 
action. 

Many  relatives  and  friends  of  soldiers,  whether  or  not  they, 
themselves,  own  machines,  would  be  only  too  glad  to  purchase 
the  latest  records  to  be  sent  to  their  friends  in  the  service,  if 
the  matter  was  brought  to  their  attention  in  the  proper  manner. 
The  new  campaign  has  for  its  object  the  focusing  of  public  at- 
tention on  this  question  of  supplying  up-to-date  music  to  our 
fighting  men,  and  it  should,  without  question,  meet  with  the 
success  it  deserves. 


AS  The  World  goes  to  press,  the  new  War  Revenue  bill  is 
still  in  process  of  discussion,  but  not  far  enough  advanced 
to  permit  of  any  satisfactory  guess  as  to  when  it  will  be  finally 
moulded  into  acceptable  shape,  passed  and  signed. 

The  Senate  Finance  Committee  some  time  ago  reached  Sec- 
tion 900  of  the  bill,  covering  excise  taxes  on  musical  instruments, 
and  decided  to  retain  the  10  per  cent,  tax  on  talking  machines, 
music  boxes,  hand  organs  and  piano  player  mechanisms,  re- 
ducing the  tax  from  10  per  cent,  to  5  per  cent,  on  pianos  and 
organs,  other  than  pipe  or  hand  organs,  and  entirely  freeing 
church  organs.  Even  after  passing  from  the  hands  of  the  Senate 
Finance  Committee  this  section  of  the  bill,  as  well  as  the  other 
sections,  may  be  considered  as  being  only  in  tentative  form,  and 
some  sections  may  be  entirely  rewritten  before  the  bill  actually 
becomes  a  law. 

The  fight  now  being  waged  is  directed  against  the  floor  tax 
provision  of  the  law,,  which  in  the  case  of  talking  machines  would 
mean  that  the  dealer  will  be  called  upon  to  bear  a  tax  of  10  per 
cent,  on  every  instrument  on  record  in  his  store  at  the  time  the 
law  went  into  effect.  The  floor  tax  clause  has  been  denounced 
as  a  most  iniquitous  piece  of  legislation,  and  if  passed  very  likely 
will  prove  a  burden  to  many  dealers  .who,  while  holding  sizable 
stocks,  cannot  realize  the  cash  necessary  to  pay  the  floor  tax 
demanded. 

Meanwhile,  the  War  Revenue  bill  will  still  bear  close  watch- 
ing, for  the  trade  can  only  be  certain  of  its  provisions  when  it 
finally  leaves  the  President's  hands.    Up  to  that  time  there  may 


be  changes  that  will  add  still  further  to  the  burdens  of  the  in- 
dustry. It  is  only  by  keeping  in  close  touch  with  the  situation  in 
Washington  that  contemplated  changes  can  be  protested  against 
and  perhaps  forestalled.  Dealers  everywhere  should  not  fail  to 
write  their  Senators  and  allow  them  to  know  how  they  feel  on 
this  important  question. 


CERTAINLY  the  music  interests  of  the  country,  with  which 
the  talking  machine  trade  was  prominently  identified,  made 
a  record  that  will  stand  out  prominently  in  trade  history  in  con- 
nection with  the  securing  of  subscriptions  for  the  Fourth  Lib- 
erty Loan.  In  the  New  York  district  alone  Allied  Music  rounded 
up  a  total  of  over  six  and  a  half  million  dollars  for  the  Loan,  to 
say  nothing  of  more  than  one  million  dollars  raised  in  the  Chicago 
trade,  and  substantial  sums  in  every  city  of  importance  through- 
out the  country. 

Were  the  subscriptions  to  the  Loan  made  by  the  music  in- 
terests or  made  through  their  direct  efforts  brought  together  in 
one  total,  there  is  no  question  but  that  the  figure  would  prove 
astounding  not  only  to  those  who  have  been  engaged  in  the  work, 
but  to  the  laymen  who  unfortunately  frequently  underrate  the 
importance  of  music.  It  has  happened,  however,  that  only  in  a 
few  districts  were  the  music  interests -directly  organized  in  sup- 
port of  the  Loan,  and  in  other  sections, of  the  country  it  is  im- 
possible to  separate  the  subscriptions  by  and  through  musical 
circles  from  the  general  total.  However,  music  both  in  the  trade 
and  profession  has  more  than  done  its  share.  It  has  again  proven 
conclusively  its  importance  and  its  essentiality  not  alone  in  pre- 
serving the  morale  of  the  nation,  but  in  tendering  material  finan- 
cial support  to  the  Government  in  its  war  program. 

Although  suffering  severe  financial  loss  through  necessary 
curtailment  of  output,  for  instance,  the  members  of  the  talking 
machine  trade  dug  deep  and  often  into  their  financial  resources 
for  the  purchase  of  Liberty  Bonds,  and  in  a  great  many  instances 
taxed  their  financial  credit  in  support  of  the  Loan.  Surely  the 
patriotism  of  the  trade  and  profession  has  never  been  more 
clearly  demonstrated. 

Not  only  did  the  talking  machine  trade,  every  division  of  it, 
buy  bonds  till  it  hurt,  but  it  was  due  largely  to  the  generosity 
of  the  recording  artists  that  the  great  rally  at  Carnegie  Hall  on 
September  30,  which  opened  the  drive,  proved  such  an  unquali- 
fied success  and  brought  in  almost  enough  subscriptions  to  cover 
the  allied  music  quota  in  the  New  York  district,  set  at  $4,350,000. 
At  the  final  luncheon  of  the  committee  at  the  Hotel  McAlpin, 
where  nearly  one  and  three-quarter  million  dollars  was  sub- 
scribed by  those  at  the  tables,  the  talking  machine  artists  fur- 
nished the  entertainment. 

There  is  no  question  but  that  this  trade  did  its  full  duty  and 
a  little  bit  more  in  making  the  greatest  Loan  in  the  history  of 
nations  a  success. 


Beans  !! 


Right  now  we're  all  in  the  trenches ! 

We  want  more  goods  and  plenty  of  turkey.  Neces- 
sity compels  us  to  sell  what  we  can  get — and  eat  beans. 
But  beans  are  rich  in  protein  and  life-sustaining. 

Thanksgiving  finds  us  all  better  off  than  last  year 
and  in  1919  we  hope  you  and  the  Pearsall  Kid  will 
get  the  wish — plenty  of  turkey. 

In  the  meantime,  Pearsall  Service  is  on  a  war-time 
schedule  and  doing  everything  in  its  power  to  serve  you. 

Silas  E.  Pearsall  Co. 

Wholesale  Distributors  of  Victrolas  and  Records 

10  East  39th  Street  NEW  YORK 


10 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


To  Purchasers  of  Brilliantone  Steel  Needles 


CAUTION 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


11 


The  Customer: 

"Have  you  a  record  by  So  and  So?"  Per- 
haps you  aren't  sure.  A  glance  at  the  New 
Artists'  Section  of  the  New  Catalog  tells 
you.  Helpful. 


Columbia  Graphophone  Co 

NEW  YORK 


NEW  PATHE  "ACTUELL"  PRESENTS  REVOLUTIONARY  IDEA 

Special  Diaphragm,  Embodying  New  Principle,  Reproduces  the  Tones  From  the  Record  in  Full 
Volume  Without  the  Aid  of  Sound  Box,  Tone  Arm  or  Amplifying  Horn 


In  the  Pathe  "Actuell,"  officially  announced  by 
the  Pathe  Freres  Phonograph  Co.  to  a  dozen  or 
so  invited  guests  at  a  luncheon  at  the  company's 
factory  in  Brooklyn  on  October  28,  there  is 
found  a  phonograph  of  a  distinctly  revolution- 
ary type  without  sound  box  or  tone  arm  and 
entirely  devoid  of  any  form  of  amplifying  horn. 
In  other  words,  it  represents  a  distinct  new  form 
of  phonograph  reproduction,  representing  years 
of  experimenting  and  long  and  careful  work  of 
the  Pathe  experts  in  its  final  development  to  a 
point  of  practicability. 

The  fact  that  this  new  type  of  phonograph  !s 
now  ready  for  presentation  to  the  trade  means 
that  not  only  have  the  Pathe  experts  worked 
out  to  perfection  a  new  process  of  reproducing, 
but  they  have  been  compelled  to  design  an  en- 
tirely new  form  of  cabinet  to  hold  it.  The  ab- 
inet  with  the  reproducing  mechanism  shown  is 
illustrated  herewith. 

The  "Actuell"  consists  principally  of  a  'arge 
cone-shaped  diaphragm  of  parchment  fitted  into 
a  large  circular  aluminum  frame.  The  center 
of  the  diaphragm  is  connected  by  a  wire,  under 
tension,  witli  the  needle  holder.  The  sound  as 
it  comes  from  the  record  sets  up  vibrations  in 
the  wire,  and  the  vibrations  are  released  in  the 
form  of  recognizable  sound  directly  from  the 
diaphragm.  The  volume  of  sound  is  controlled 
by  a  special  attachment  on  the  arm  protecting 
the  wire,  for  those  who  desire  this  method,  but 
is  more  readily  controlled  by  the  opening  and 
closing  of  the  doors  of  the  cabinet.  There  are 
two  doors  in  front,  each  of  which  may  be  closed 
separately,  and  a  large  door  on  the  side  which 
also  gives  control  to  the  tonal  volume. 

The  circular  frame  holding  the  diaphragm  is 
constructed  of  aluminum,  heavily  gold  plated, 
as  is  the  tube  through  which  the  wire  runs  from 
the  needle  to  the  diaphragm,  as  well  as  the  other 
metal  parts  of  the  attachment.  The  simple 
twist  of  the  needle  holder  permits  the  playing 
of  either  hill  and  dale  or  lateral  cut  records  on 
the  same  machine,  and  it  therefore  makes  the 
new  reproducer  practically  universal  in  its  ap- 
plication. It  is  claimed  for  the  Pathe  "Actuell" 
that,  inasmuch  as  the  sound  comes  in  its  full 
volume  direct  from  the  reproducer  to  the  ear,  it 
does  not  suffer  from  the  overtones  or  conflict- 
ing vibrations  that  sometimes  develop  when  the 
sound  is  carried  through  an  amplifying  current 
and  likewise  by  reducing  the  number  of  fac- 
tors incident  to  tone  reproduction  also  reduces 
the  chances  of  unsatisfactory  reproduction. 

At  the  official  demonstration  exhaustive  tests 
were  made  of  the  new  reproducer  diaphragm  on 
Pathe  and  other  standard  makes  of  machines, 
with  a  great  variety  of  records,  and  it  did  not 
require  an  expert  to  testify  as  to  the  tone 
volume  of  the  new  reproducer  or  to  the  fact 
that  through  its  use  surface  noise,  if  not  en- 
tirely eliminated,  is  reduced  to  a  point  where 
it  is  not  audible. 


In  introducing  the  "Actuell"  E.  A.  Widmann, 
president  of  the  Pathe  Freres  Phonograph  Co., 
said  that  for  over  thirty  years  the  inventive 
minds  in  the  phonograph  line  have  been  experi- 
menting to  improve  the  small  diaphragm  now  in 
general  use  and  thereby  improve  tone  reproduc- 
tion.    Innumerable  experiments  have  also  been 


The  New  Pathe  "Actuell" 

made  with  various  types  of  tone  arms,  horns, 
sound  boxes,  etc.,  and  in  some  instances  with 
apparent  success.  He  stated  that  experiments 
had  shown  that  a  disc  record  made  a  number  of 
years  ago  was  in  most  respects,  and  particularly 
in  the  matter  of  tone  quality,  equal  to  the  rec- 
ords made  by  the  same  manufacturers  to-day, 


indicating  that  improvements  that  have  been 
made  have  been  in  the  line  of  reproduction. 

Through  the  use  of  the  new  device  the  tone, 
whether  it  be  of  the  voice  or  a  musical  instru- 
ment, is  thrown  to  every  part  of  the  room  with 
equal  intensity,  and  not  thrown  by  the  means 
of  a  horn  in  one  particular  direction. 

"The  object  of  this  device,"  said  Mr.  Wid- 
mann, "is  particularly  directed  to  the  attain- 
ment of  direct  propagation  in  free  air  from  a 
record  of  self-sustaining  sound  waves,  substan- 
tial!}' corresponding  to  the  original  recorded 
sounds,  in  intensity  or  amplitude,  as  well  as  in 
pitch  and  timbre.  The  sound  waves  are  ampli- 
fied on  the  body  of  this  device  the  same  as  the 
tcne  of  a  string  is  amplified  on  the  body  of  a 
violin  and  faithfully  transmits  the  vibrations  of 
the  record  in  a  manner  that  the  results  are  ac- 
tual reproduction  of  the  original  voice  or  in- 
strument, without  change  cf  character  and  with- 
out appreciable  loss  of  energy." 

For  the  present  the  phonographs  embodying 
the  new  "Actuell"  reproducing  method  will  hi 
confined  to  one  style,  similar  to  that  illustrated. 
The  elimination  of  the  horn  makes  it  possible 
to  increase  the  width  and  decrease  the  depth  of 
the  cabinet,  believed  to  be  an  attractive  feature 
in  the  horn,  and  by  increasing  the  width  pro- 
vides more  room  for  the  filing  of  records. 

Those  present  at  the  luncheon,  in  addition  to 
Mr.  Widmann,  included  C.  C.  Ccnway,  vice- 
president  of  the  Hallet  &  Davis  Piano  Co.,  Bos- 
ton; W.  J.  Craig,  general  manager  and  vice- 
president  of  the  Pathe  Freres  Phonograph  Co., 
Ltd.,  Canada;  Frank  L.  Dyer,  the  well-known 
patent  attorney,  formerly  actively  connected 
with  the  phonograph  trade;  H.  B.  Ray,  advertis- 
ing manager  of  the  company;  Frank  D.  Lewis, 
chief  engineer  of  the  Pathe  Co.;  representatives 
of  the  trade  press  and  others. 

After  an  extended  demonstration  of  the  "Ac- 
tuell,"- in  which  records  of  all  types  and  a  great 
variety  of  makes  were  given  exhaustive  com- 
parative tests,  several  of  the  guests  were  taken 
on  a  tour  of  inspection  through  the  big  Pathe 
plant,  observing  with  much  interest  the  great 
activity  prevailing  therein. 


The  Coeola  Phonograph  &  Cabinet  Corp.,  of 
New  York,  was  recently  incorporated  with  a 
capital  stock  of  $10,000.  Those  interested  are 
A.  Posen,  H.  Rothstein  and  J.  A.  Kohn. 


THE  REGINAPHONE 


A  phonograph  of  the  highest  grade 
with  many  exclusive  features.  The  new 
Regina  Sound-box  is  the  greatest  im- 
provement in  talking  machines  in 
years,  reproducing  all  hill  and  dale 
and  lateral  cut  records  equally  well, 
and  in  a  manner  unsurpassed. 

Territory  arrangements  with  active  dealers. 

THE  REGINA  CO. 


New  Regina  Sound-Box 

Send  for  particulars. 

47  West  34th  Street,  NEW  YORK 
209  S.  Wabash  Ave.,  CHICAGO.  ILL. 


Manufacturers  of  the  Regina  Music  Box  and  other  musical  instruments  for  over  25  years. 


12 


THE   TALKING    MACHINE  WORLD 


November  IS,  1918 


If  You  Do   Not   SELL   Why  Do  You  Not? 


There  Are  Many  Reasons 
Why  You  Should 


If  You  Knew  the  Reasons 
We  Know  You  Would 


Some  of  the  Reasons  Why  You  Should 


The  Reason 

Of  profit  on  their  sale 

The  Reason 

Of  their  tonal  qualities 

The  Reason 

Of  non-injury  to 
records 


The  Reason 
Of  economy  in  their  use 

The  Reason 

£  Or  customers' satisfaction 

The  Reason 

Of  increase  in  the 
sale  of  records 


There  Are  Also  Good  Reasons  Why  You  Should  Sell 
The  "B  and  H"  Repointing  Device 


The  Reason 

That  there's  a  profit 
in  its  sale. 

The  Reason 

That  it  restores  a 
used  needle  to  its 
original  condition. 


For  the  above  and  for 
other  good  and  suffi- 
cient   reasons,  you 


The  Reason 

That  each  needle  may 
be  repointed  eight  or 
nine  times. 

The  Reason 

That  each  repointing 
improves  the  tone. 


V.  S.  PATENT  DECEMBER  5.  1916 

Retail  Price,  $2.00 


should  write  us  at  once 
for  further  particulars 
and  prices. 


"B..<H"  FIBRE  MANUFACTURING  COMPANY 

CHICAGO,  ILL. 


33-35  WEST  KINZIE  STREET 


November  IS,  1918 


THE    TALKING   MACHINE  WORLD 


13 


Customer  Courtesy— Importance  of  its  Mean- 
ing to  Talking  Machine  Dealers      By M  A  M°rle> 


Gaining  new  and  retaining  old  customers  can 
be  made  a  realization  by  the  talking  machine 
dealer  who  undertakes  to  solve  this  matter  that 
at  times  becomes  a  problem  by  some  simple 
rules.  But  simple  as  they  are,  they  must  be 
strictly  adhered  to  in  order  to  attain  the  ends 
desired.  A  disregard  for  some  of  the  funda- 
mentals often  becomes  a  costly  error  to  the  man 
of  business,  and  while  perhaps  not  aware  of  the 
reason  for  his  losses,  goes  forward  in  a  blind 
manner  that  only  makes  his  future  success  more 
difficult  of  attainment. 

There  are  several  qualifications  that  are  de- 
manded "for  success.  Primary  among  these 
courtesy  is  to  be  considered,  for  the  business 
man  who  is  courteous  has  many  strong  argu- 
ments that  will  help  him  to  increase  his  sales. 
Many  of  us  go  to  the  store  where  we  know  that 
the  reception  will  be  pleasant  and  the  conduct 
of  the  proprietor  or  the  salesperson  marked  by 
that  extra  eagerness  to  please.  We  like  this 
kind  of  treatment,  and  though  we  might  be  in 
the  nature  of  a  grouch  ourselves,  we  still  look 
for  and  admire  the  contrary  in  the  man  who 
seeks  to  sell  us  either  machines  or  records. 

Realizing  this,  how  many  dealers  bring  this  to 
bear  with  all  the  force  and  power  that  is  im- 
plied therein?  What  percentage  of  the  dealers 
cultivate  this  attribute  and  put  into  practice  the 
little  helps  that  will  be  found  so  much  a  force 
in  its  greater  development?  The  little  things 
count — the  seeming  trivial  items  in  the  day's 
labors  that  do  so  much  to  bring  the  sum  total 
of  the  efforts  that  will  increase  our  power  in  the 
community  in  which  we  live  and  barter  and  sell. 

Greeting  the  customer  with  a  smile,  a  word  of 
cheer  and  an  eagerness  to  prove  yourself  of  serv- 
ice, at  once  arouses  in  the  mind  of  the  prospect 
a  feeling  of  interest.  He  feels  that  you  have  a 
personal  desire  to  see  that  his  wants  are  well 
cared  for,  and  that  if  it  is  possible  to  meet  his 
desires  this  will  be  done.  You  may  not  be  able 
to  supply  these  requests,  but  at  least  your  man- 
ner will  imply  that  you  are  willing  to  do  so, 
and  this  makes  up  for  something  that  you  may 
not  have  in  stock.  In  case  you  do  not  have 
in  stock  the  machine  or  record  requested  you 
can  offer  him  something  else.  You  have  a 
record,  for  instance,  that  will  please  him,  and 
there  should  be  no  trouble  in  making  this  evi- 
dent quickly.  If  your  actions  are  indifferent 
he  will  leave  your  store  with  a  feeling  that 
you  are  too  independent  to  be  courteous. 

In  addition  to  being  courteous  there  are  also 
the  items  of  quality  in  the  character  of  the  ma- 
chines and  records  offered  and  the  service  you 
render  your  customers.  There  is  a  sign  that  is 
in  one  store  in  a  large  city  that  reads,  "Our 
Motto:  Quality,  Courtesy,  Service."  The  term 
courtesy  is  practised  here  and  its  value  is  noted 
in  a  way  that  is  good  to  see.  A  polite  greeting, 
attention  and  a  pleasant  "thank  you"  do  much  to 
round  out  a  purchase,  and  you  leave  a  store  of 
this  kind  with  a  feeling  that  the  proprietors  and 
salespeople  really  wish  to  have  you  call  again. 

Strictly  speaking,  customer  courtesy  includes 
quality  and  service,  for  you  are  there  to  please 
and  how  can  this  be  possible  if  your  stock  is 
not  the  best  and  the  kind  of  service  you  render 
only  of  the  indifferent  type?  So  the  three  are 
co-existent,  and  each  has  a  part  to  play  in  the 
sum  total  that  the  dealer  has  to  keep  well  in 
mind.  If  he  overlooks  any  of  these  he  will  find 
that  the  neglect  has  been  the  cause  of  lost  sales 
that  cannot  be  readily  made  up.  They  are 
vital  to  his  real  success,  and  if  he  does  not  be- 
lieve this  is  a  fact  let  him  give  the  matter  a 
serious  test  and  watch  the  results.  The  indif- 
ferent dealer  is  that  man  who  soon  finds  out 
that  his  neglect  has  been  costly.  The  public 
has  been  educated  to-day  to  look  for  a  great 
deal  of  consideration,  and  the  wise  dealer  is  the 
man  who  is  going  to  see  that  this  phase  of  his 


business  is  given  a  fair  and  satisfactory  trial. 

Why  not  make  this  matter  the  leading  idea 
in  the  conduct  of  your  business?  Perhaps  you 
have  done  so  in  the  past.  If  this  is  the  case 
has  it  not  been  proven  a  profitable  plan?  But 
even  if  you  have  endeavored  to  do  so  is  there 
still  possible  an  idea  that  can  be  added  to  the 
list,  an  effort  made  that  will  prove  to  be  a 
greater  help?  What  rules  have  you  made  for 
the  salespeople  that  cover  this  plan,  and  how 
well  have  they  been  trained  in  this  important 
part  of  the  business-getting  system?     If  you 

Hill 


Quality  and  Service  m 

Added  to  Courtesy  J 
Are  Never-Failing 

■     Trade  Winners  ■ 


leave  it  to  them  they  might  not  fully  grasp  its 
real  value.  Of  course,  you  will  try  to  see  that 
all  your  customers  are  given  a  fair  deal,  and  to 
do  this  demands  that  you  resort  to  the  most 
careful  plans. 

Some  of  your  employes  might  be  courteous 
at  times,  and  then  at  another  forget  this  unless 
you  have  been  more  than  careful  in  making  your 
rules  strict.  The  fact  that  it  costs  nothing  to 
be  polite  makes  the  labor  one  that  is  doubly 
profitable.  It  pays  even  a  larger  profit,  for  the 
pleased  customer  becomes  the  living  advertise- 
ment for  your  store,  and  this  is  the  kind  that 
brings  the  quickest  and  largest  returns.  Others 
may  fail  at  times,  but  the  pleased  customer  is 
eager  to  say  a  good  word  for  you,  and  you  can- 
not afford  to  make  even  one  enemy  customer 
in  all  the  trade  that  lies  within  your  territory. 

Every  live  talking  machine  dealer,  however, 
fully  understands  the  magnitude  of  having  a 
llllllllllllllllllllllllllllllllllllllllllllllllllllillllllllllllllllllll^ 


first-class  stock  of  instruments  and  records  to 
offer  his  trade.  He  understands,  too,  the  value 
of  making  his  stock  display  attractive.  He  notes 
the  importance  of  making  his  store  of  such  ap- 
peal by  its  character  that  it  will  naturally  draw 
good  customers.  He  combines  these  attributes 
with  those  of  quality,  service  and  courtesy,  and 
then  goes  forward  in  a  sea  that  is  not  beset  with 
reefs  and  shoals  that  will  wreck  his  industrial 
ship. 

He  is  determined  to  make  every  man  or 
woman  or  child  (and  the  latter  of  to-day  is  the 
customer  of  to-morrow)  welcome  to  his  place 
of  business.  He  is  going  to  prove  to  them  that 
he  is  there  for  service,  and  that  he  is  not  gOr 
ing  to  permit  anything  or  anyone  to  stand  in 
his  way  to  prove  his  right  to  a  hearing  in  the 
court  of  customer  opinion  and  good  will.  Now 
this  is  going  to  take  a  great  deal  of  care,  and  it 
is  going  to  demand  of  him  and  his  employes, 
everyone  of  them,  a  larger  share  of  that  extra 
attention  to  the  little  details  that  might  have 
heretofore  escaped  him.  Very  often  these  little 
items  that  are  passed  by  with  a  wave  of  the  hand, 
and  which  are  looked  upon  as  of  no  material  im- 
portance, are  vital.  It  might  be  that  the  deal- 
er has  been  neglectful  of  these,  feeling  that  they 
were  only  trivial  affairs  that  would  be  over- 
looked by  the  trade.  So  they  are  at  times,  but 
the  repetition  makes  them  increase  in  size,  and 
in  the  eyes  of  the  customer  they  become  as 
mountains  of  neglect.  They  will  not  be  toler- 
ated for  any  length  of  time. 

Give  your  customers  every  courteous  consid- 
eration. Give  them  the  best  in  service,  in  qual- 
ity, in  attention,  in  stock,  in  delivery,  in  fact,  in 
every  part  of  your  undertaking,  so  that  there 
will  be  no  comebacks.  The  added  cost,  the  in- 
creased labor  and  the  time  that  you  expend  in 
bringing  to  perfection  this  larger  measure  of 
service,  will  be  found  an  asset  that  is  of  the 
most  significant  value  to  you  in  making  your 
name  and  success  go  hand  in  hand  for  greater 
achievements. 


J.  B.  Scofield,  formerly  manager  of  the  talk- 
ing machine  department  of  the  Cable  Piano  Co., 
Toledo,  O.,  is  now  fighting  on  the  Italian  front 
with  the  332nd  U.  S.  Infantry. 
ilililllllllllllllllllllllllllllllllllllllllllllillllllllllllllllllM 


jjmportant  Announcement 

Prices  of  Steel  Needles 

Have  Advanced  to  15c.  a  Package  Retail 

Owing  to  the  continued  scarcity  of  needles 
we  have  decided  for  the  best  interests  of 
the  trade  to  limit  the  shipments  of  no  more 
than  50,000  to  any  one  dealer. 

MAGIC  TONE  NEEDLES,  LOUD  ONLY 

70c.  per  lOOO 

Subject  to  change 

The  present  offer  is  for  your  immediate  acceptance. 

I.  DA  VEGA,  Jr.,  Inc. 


■ 


VICTOR  FACTORY  DISTRIBUTORS 

125  West  125th  Street 

ii 


NEW  YORK 


14  THE     TALKING     MACHINE     WORLD  November  IS  191S 


WORLD  PHONOGRAPH  CO. 

MANUFACTURERS 
The  Instrument  of  Quality 


We  can  take 
care  of 
immediate 
wants 


77  PLAYS  ALL  RECORDS 

Every  "World"  Phonograph  is  built  by  master 
artisans  in  our  own  factory. 

Correct  design,  high-grade  construction,  durability, 
appearance  and  finish  are  features  of  the  "World" 
Phonograph. 

Manufactured  fop 

WORLD  PHONOGRAPH  CO. 

GENERAL  OFFICES  AND  FACTORY 

736-738  TILDEN  STREET  CHICAGO,  ILL. 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


15 


The  Application  of  Period  Decoration  to 
Talking  Machine  Cabinets — The  Hepplewhite 


likewise  to  the  designing  of  other  furniture  and 
managed  to  give  to  the  various  pieces  a  dis- 
tinctiveness that  has  marked  his  work  as  un- 


The  talking  machine  designer  of  to-day  who 
is  giving  attention  to  the  reproduction  of  the 
English  period  styles  will  find  much  in  the 
designs  of  Hepple- 
white to  gain  for 
that  style  earnest 
consideration;  for 
the  designs  of  Hep- 
plewhite, although 
in  most  every  in- 
stance designed  be- 
fore 1788,  may  be 
used  with  perfect 
freedom  to-day  in 
adding  embellish- 
ment to  modern  fur- 
niture. 

Of  all  the  famous 
cabinet  makers  of 
the  eighteenth  cen- 
tury, and  they  in- 
cluded Chippendale, 
Sheraton  and  the 
Adam  brothers, 
none  produced  sueh 
a  small  number  of 
impractical  designs 
as  Hepplewhite. 
Nearly  every  one  of 
his  designs  shown  in 
his  book,  "The  Cab- 
inet Maker  and  Up- 
holsterer's Guide," 
published  in  1788, 
can  be  used  to-day 
just  as  it  was  orig- 
inally created.  Al- 
though  formality 
was  the  rule  of  his 
time  in  the  matter  of 
household  furniture, 
Hepplewhite  man- 
aged to  incorporate 
richness  in  his  de- 
signs while  still  ob- 
serving the  general 
demands  of  the 
period.  Of  course, 
Hepplewhite's  repu-  Examples  of  Hepplewhite  Designs 

tation  rests  most  firmly  upon  his  chairs,  and  in  usual  even  to  this  day  of  great  achievement, 
the  chair  he  showed  a  distinct  preference  for  the  In  his  designs  he  favored  ovals  and  curves 
shield-back.    However,   he   gave   his  attention     of  all  descriptions.    His  table  tops  were  in- 


laid or  painted  by  noted  artists  of  the  day. 
His  furniture,  as  a  rule,  was  made  lighter 
than  was  that  of  Chippendale,  and  he  depended 
for  enriching  his  effects  upon  a  generous  use 
of  pier  glasses  and  mirrors.  Hepplewhite  was 
one  of  the  few  designers  whose  works  can  be 
observed  today  just  as  he  designed  them,  for 
his  book,  "The  Cabinet  Maker  and  Upholster- 
er's Guide,"  published  by  A.  Hepplewhite  &  Co. 
in  1788,  is  said  to  be  found  in  the  principal 
libraries  and  to  be  consulted  at  first  hand. 

The  accompanying  plate  gives  some  general 
idea  of  the  characteristic  Hepplewhite  designs 
as  applied  to  various  pieces  of  furniture. 

Hepplewhite  was  partial  to  inlaid  and  painted 
designs  and  the-  inlay  was  always  beautifully 
simple.  His  chairs  and  other  furniture  were  in 
reality  first  covered  with  a  coat  of  Japanese 
lacquer,  and  on  this  ground  the  delicate  orna- 
ments were  painted.  Gold  on  a  black  ground 
was  a  favorite  combination,  and  the  ornamenta- 
tion for  the  most  part  inclined  toward  floral 
designs. 

In  adapting  the  motifs  favored  by  Hepple- 
white to  talking  machine  cabinets  of  the  pres- 
ent day,  care  must  be  used  in  preserving  the 
general  fitness  of  things.  Ordinary  cabinets 
cannot  be  turned  into  a  Hepplewhite  model 
by  sticking  on  a  few  motifs  at  random  any 
more  than  a  Ford  car  can  be  turned  into  a 
Packard  by  changing  the  hubs.  The  design 
has  to  be  either  all  Hepplewhite  or  not  Hepple- 
white, and  the  definite  carrying  out  of  the 
period  idea  must  be  planned  with  the  design- 
ing of  the  cabinet  in  the  beginning.  For  that 
matter  the  same  rule  holds  good  in  the  adap- 
tation of  any  period  design  to  cabinets. 

Of  the  customers  who  buy  cabinets  in  Hep- 
plewhite design,  nine  out"  of  ten  will  select  a 
cabinet  with  some  definite  object  in  view  and 
with  some  definite  understanding  as  to  what  it 
represents.  Even  though  the  proportion  of 
those  who  know  were  smaller,  it  would  still  be 
a  matter  of  wisdom  to  cling  to  accuracy  for 
the  benefit  of  the  sophisticated. 


The  new  Victrola  department  of  Geo.  S.  Dales, 
120  Main  street,  Akron,  O.,  was  formally  opened 
for  public  inspection  the  closing  days  of  last 
month,  and  the  arrangement  and  display  of 
talking  machines  and  records  came  in  for  much 
commendation. 


Reproducer 


CERTAIN  PATENTED  FEATURES 

found  in  PHON  d'  AMOUR  exclusively  make  the 
PHON  d'  AMOUR  a  re-creation  in  the  phono- 
graph field. 

The  PHON  d'  AMOUR  marks  the  first  real  de- 
parture in  construction  since  phonographs  were  first 
offered  to  the  public. 


THE  REPRODUCER  IN  PHON  d'  AMOUR 

is  an  entirely  new  and  greatly  improved  "sound  box."  It  is  finished  through- 
out with  the  precision  of  a  watch. 

It  is  the  patented  features  in  PHON  d'  AMOUR  that  make  the  difference 
and  which  make  this  instrument  the  phonograph  with  the  Soul  of  a  Violin. 


Copyright,  1917,  by 
The  Fritz6ch  Phonograph  Co. 
Trade  Mark 


THE  FRITZSCH  PHONOGRAPH  COMPANY 


228-230  West  7th  Street 


CINCINNATI,  OHIO 


16 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


Columbia 

Grafonola 


The  New  Columbia 
Record  Catalog 


An  improved  edition,  with  new  sections; 
new  features;  new  ideas  for  the  Columbia 
Owner  and  the  Columbia  Dealer 


The  Columbia  Dealer  may  well  be  proud  of  the  New  Catalog!  In  bind- 
ing, in  style,  in  arrangement  and  in  material  it  is  far  superior  to  any  past 
issue.  Not  only  has  the  typography  been  improved  from  the  standpoint  of 
readability,  but  the  illustrations  and  the  features  have  been  greatly  enlarged 
and  improved.  It  is  an  interesting,  informative  book  about  phonograph  music. 

In  the  New  Catalog  are  a  number  of  innovations  of  real  sales  value  to 
Columbia  merchants.  One  of  these  is  the  method  of  making  up  the  various 
sections  —  Part  I.  being  a  list  of  all  artists  making  records  for  Columbia. 
Thus,  when  a  customer  asks,  "Have  you  records  by  so  and  so?"  you  have 
the  answer  at  your  finger's  tip. 


Part  II.,  a  complete  alphabetical  list 
of  all  Columbia  Records,  has  been  greatly 
improved  by  being  broken  up  into  fa- 
miliar sub-heads. 

Your  customers  will  want  this  New  Catalog. 
Make  it  an  inducement  for  them  to  come  to 
your  shop.    That  means  business  for  YOU! 


COLUMBIA  GRAPHOPHONK  COMPANY 


New  York 


Sell  Foreign  Language  Records,  small  in- 
vestment— quick  turnover — good  profits. 

International  Record  Dept. 
102  West  38th  Street  New  York 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


17 


Columbia 

Grafonola 


Make  the  New  Catalog 
Make  New  Customers 


People  like  catalogs  —  particularly  people 
who  own  phonographs 


A  record  catalog  is  a  source  of  inspiration  to  the  music 
lover;  a  silent  salesman  in  the  home,  working  for  the 
Columbia  Dealer. 

Put  the  new  Columbia  Catalog  to  w  ork  for  you.  Let 
your  customers  know  you  have  it;  send  copies  to  your 
mailing  list;  display  it  in  your  windows  —  above  all,  study 
it  and  know  what  it  contains. 

The  New  Catalog  is  a  decided  improvement  over  any 
edition  ever  published  before. 


It  will  be  a  veritable  encyclopaedia  of 
valuable  information  for  the  Columbia 
salesman,  imparting  a  knowledge  of  the 
artists  who  make  Columbia  Records  and 
of  the  records  themselves  that  wrill  inev- 
itably result  in  increased  selling  capacity. 

Feature  the  New  Catalog  in  your  windows. 
People  who  come  in  for  it  will  often  stop 
to  buy  records. 


COLUMBIA  GRAPHOPHONK  COMPANY 


New  York 


Sell  Foreign  Language  Records,  small  in- 
vestment— quick  turnover — good  profits. 

International  Record  Dept. 
102  West  38th  Street  New  York 


18 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


DON'T  MAKE  'EM  LIKE  IT,  GIVE  'EM  WHAT  THEY  WANT 

Play  a  Record  for  the  Customer  That  He  Knows  and  Likes  and  He'll  Think  You're  a  Great  Judge 
of  Good  Music — Even  the  Preacher  Man  May  Like  a  Little  Jazz  Occasionally 


Sam  Small  as  a  matter  of  business — at  least 
that  was  his  alibi — took  particular  pains  to  spend 
several  afternoons  and  evenings  each  week  in 
the  hall  of  the  two-a-day,  which  is  just  plain 
vaudeville  theatre,  in  the  jazz  joints  on  the  main 
stem,  or,  if  not  there,  listening  more  or  less  at- 
tentively to  the  music  of  some  new  operettas, 
or  kidding  himself  that  he  was  really  getting  full 
value  for  the  price  of  a  seat  at  the  grand  opera. 
After  gathering  that  great  variety  of  music  into 
his  soul,  Sam  just  felt  that  he  could  count  him- 
self as  an  authority.  He  bulled  himself  into 
the  belief  that  he  knew  it  all,  and  the  fact  that 
he  fell  for  his  own  dope  proved  that  he  was 
some  little  shoveler  of  the  camouflage. 

When  some  innocent  prospect  would  wander 
into  Sam's  store  for  a  demonstration  of  -ma- 
chines and  records,  he  would  just  simply  trot 
out  a  record  of  the  latest  music  he  heard,  or 
next  to  the  latest,  if  he  did  not  have  the  latest 
in  stock,  and  proceed  to  let  it  go.  He  didn't 
lose  many  sales,  and  any  lack  of  enthusiasm  on 
the  part  of  the  prospect  was  put  down  to  igno- 
rance, and  winked  at  as  such.  The  big  blow- 
off  came,  however,  when  a  big  blonde  dame  with 
a  purple  feather  in  her  yellow  hat,  and  wearing 
number  ten  brogans,  blew  in  and  nodded  her 
head  in  response  to  the  inquiry  as  to  whether 
she  wanted  to  listen  to  how  a  machine  played. 
Sam  had  heard  an  Irish  tenor  warble  the  night 
before  and  naturally  slipped  on  the  record  of 
"Kathleen  Mavourneen."  The  dame  stood  it 
nobly  for  about  ten  bars,  and  then  blurted  out, 
"That  don't  bane  music  ay  lak.  Ay  guess  ay 
go."  Sam  almost  had  to  tie  her  to  the  chair 
until  he  could  sail  to  the  rack  of  Swede  records 
and  dig  through  the  dust  for  something  that 
would  tickle  the  servant  girl's  heart.  It  was 
just  Swede  to  him,  but  it  was  music  to  her. 

Sam  learned  his  lesson.  His  old  slogan  had 
been:  "Make  'em  like  it.  I  know  best."  But. 
he  tore  up  the  past  performance  sheet,  got  him 
a  new  line  of  dope  and  changed  the  slogan  to: 
"Find  out  what  they  want."  He  went  into  a 
trance  and  without  the  use  of  much  second  sight 
found  out  why  an  aged  party  had  not  gone  into 
raptures  over  a  selection  from  the  latest  "Fol- 
lies." The  old  party  hadn't  seen  the  show  and 
the  music  meant  nothing  to  him,  as  Sam  found 
out  when  he  played  over  the  records  of  another 
show  that  he,  himself,  had  not  seen. 


The  first  rule  in  his  little  red  book  was  then 
made  to  read:  "Find  out  what  shows  they've 
seen  and  then  shoot  'em  the  music.  They'll 
like  it  because  they  know  it."  The  second  rule 
was:  "Cut  out  the  deaf  and  dumb  signal  sys- 
tem and  get  the  prospect  talking,  and  that  talk 
will  most  likely  give  the  low  down  on  their 
nationality.  Then  give  'em  the  music  from  the 
old  home  town."  "Gee,"  thought  Sam.  "If  I 
had  played  Swede  music  for  an  Irishman,  in- 
stead of  Irish  music  for  a  Swede,  what  a  beau- 
tiful funeral  I'd  have  had."  The  third  rule  read: 
"When  a  sweet  young  thing  cries  for  the  record 
of  a  new  popular  song  not  in  stock,  don't  just 
tell  her  you  haven't  got  it.  Tell  her  she  will 
get  tired  of  it  anyhow  in  two  weeks  and  sell 
her  something  for  half  a  dollar  more  that  will 
last  longer. 

"Even  the  preacher  man  doesn't  want  to  hear 
hymns  all  the  time.  It  is  his  business  to  listen 
to  them  in  church,  but  when  he  is  home  and 
away  from  the  flock,  a  little  jazz  doesn't  go  so 
rotten  at  that.  Sell  them  what  they  like — what 
they  understand,"  says  Sam.  "When  a  speaker 
tells  an  audience  something  they  already  know 
they  think  he  is  a  wise  guy.  When  he  tells 
them  something  they  don't  know  they  generally 
think  he  is  a  liar.  But  don't  make  the  mistake 
of  playing  them  something  they  know  too  well. 
More  than  one  murder  has  been  committed  be- 
cause the  wrong  music  was  played  at  the  wrong 
time.  If  you  don't  believe  it,  try  playing  the 
Wacht  Am  Rhine'  in  the  open  store  for  a  pro- 
German  without  bolting  the  door  and  having 
the  rear  exit  clear.  When  the  mob  breaks  in 
there  will  be  no  time  to  waste  in  finding  a  new 
address." 


C.  H.  RICHARDSON  ENTERS  SERVICE 

Manager   of  Talking  Machine  Department  of 
Clark  Music  Co.,  Syracuse,  Joins  U.  S.  A. 


Charles  H.  Richardson,  for  some  time  man- 
ager of  the  talking  machine  department  of  the 
Clark  Music  Co.,  Syracuse,  N.  Y.,  has  left  to 
join  the  United  States  Tank  Service.  He  is  the 
tenth  employe  of  the  Clark  Music  Co.  to  enter 
the  service,  most  of  the  men  now  being  in 
France,  and  if  he  can  fight  like  he  can  sell, 
look  out  Germany. 


EDISON  TONE  TEST  CAMPAIGN 

Distinguished  Artists  Who  Will  Be  Heard  in  583 
Recitals  Which  Have  Been  Booked  by  Edison 
Dealers  for  This  Fall  and  Winter 


In  last  month's  World  (page  97)  details  were 
given  of  the  great  Edison  tone  test  campaign 
now  under  way,  in  which  a  total  of  583  recitals 
have  been  booked  by  dealers  for  this  fall. 
These,  with  the  1,742  previously  given,  make  a 
total  of  2,325  recitals  which  will  have  been 
given  by  the  coming  Christmas.  This  means 
that  two  million  people  will  have  heard  dem- 
onstrations of  the  New  Edison.  The  artists 
participating  in  this  tour  are  pictured  herewith. 


Marie  Tiffany  Irma  Seydel 

Soprano  Violin  Florence  Ferrell 

Soprano 


Le  Fontenay  Ida  Gardner 

Fleming  Trio  Soprano  Contralto 

PUSH  PINS  FROM  OLD  NEEDLES 

All  That  is  Needed  Now  is  to  Make  Talking 
Machine  Needles  from  Old  Push  Pins 


One  bright  mind  recently  contributed  to  one 
of  the  popular  magazines  the  description  of  a 
method  for  utilizing  old  talking  machine  needles 
in  the  making  of  push  pins.  According  to  the 
description,  the  needle  is  set,  pointed  upward 
in  a  small  mould  and  sealing  wax  poured  around 
the  head  of  the  needle,  forming  a  button-like 
top.  If  another  bright  mind  will  come  along 
and  tell  how  to  make  good  talking  machine 
needles  out.  of  old  push  pins,  he  will  be  doing 
something  that  will  prove  of  trade  interest. 


The  Sampson  Music  Co.,  Boise,  Idaho,  re- 
cently purchased  the  entire  stock  of  Colum- 
bia Grafonolas  and  records  of  the  Kellerman 

Piano  Co.  The  stock  was  moved  to  the  Samp- 
son Co.  store. 


Ward's  Khaki 


Grade  "D"  Cover  with  No.  3  Straps. 


Moving  Covers 

PROTECT  YOUR  MACHINES  FROM  ALL 
KINDS  OF  WEATHER 

and  will  enable  you  to  deliver  them 
free  from  dust,  scratches,  bruises 
and  all  other  finish  destroyers 

Our  covers  are  faced  with  Standard  Khaki, 
lined  with  a  heavy  grade  flannel,  interlined 
with  an  exceptionally  good  grade  of  heavy 
cotton  or  felt,  diagonally  and  closely  quilted, 
and  manufactured  according  to  the  usual 
superior  "WARD  New  London  "  quality. 

Grade  "D",  medium  size,  $6.00 
Grade  "D",  large  size,  $6.50 
Grade  "K",  medium  size,  $8.00 
Grade  "K",  large  size,  $9.00 

Carrying  Straps:  No.  1  $1.00;  No.  2  $2.00;  No.  3 $3. 50 
ORDER  SAMPLE  COVER  ON  APPROVAL 

With  Name  of  Machine  silk  embroidered  on  any  Cover;  extra, __30c. 

Witb  Dealer's  Name  and  Address,  first  Cover;  extra-  $1.15 

Same  on  additional  Covers,  each  extra    60c. 

Write  for  booklet 

The  C.  E.  Ward  Co. 

(Well-known  Lodge  Regalia  House) 

101  William  St.,  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


Supplement  to  Talking  Machine  World 


AEOLIAN-VOCALION 
PUBLICITY 


ONE  of  the  important  factors 
in  The  Aeolian  Company's 
success  has  been  the  char- 
acter of  its  advertising.  For  many 
years  this  has  been  maintained  at 
the  highest  level  and  has  set  the 
standard  not  only  for  advertisers  in 
the  music  trade,  but  for  practically 
all  others  using  magazine  and 
newspaper  space. 

Aeolian  instruments  are  natural 
leaders  in  their  various  lines  by 
right  of  intrinsic  superiority.  At 
the  same  time,  Aeolian  advertising 
has  contributed  essentially  to  the 
widespread  and  ready  acceptance 
of  this  leadership. 

Aeolian-Vocalion  publicity  is 
typically  Aeolian.  Strong,  dignified 
and  convincing,  it  is  as  far  above 
the  level  of  ordinary  phonograph 
advertising  as  the  Vocalion  itself 
towers  above  ordinary  phonographs. 

Dealers  who  handle  the  Aeo- 
lian-Vocalion and  new  Vocalion 
Record,  are  aware  of  this.  They 
are  directly  benefitted  by  the  na- 
tional publicity  of  the  Vocalion  and 
indirectly  by  the  newspaper  cam- 
paigns conducted  in  mediums  with 
large  spheres  of  influence  outside 


of  their  immediate  environments. 
Likewise,  the  provision  made  by 
The  Aeolian  Company,  whereby 
dealers  may  profit  through  partici- 
pation in  the  national  publicity  is 
an  added  advantage  to  those  who 
handle  the  Vocalion. 

Reproductions  of  Vocalion  and 
Vocalion  Record  advertisements 
appear  on  the  three  pages  follow- 
ing. These  reflect  the  general 
character  of  Vocalion  publicity  and 
are  current  at  the  moment. 

The  advertisement  on  the  next 
page  is  a  reproduction  of  one  of 
the  full  pages  in  color,  appearing 
monthly  in  the  "  Saturday  Evening 
Post."  Those  following  are  news- 
paper advertisements  being  run  in 
various  large  cities. 

The  unquestioned  superiority 
of  the  Aeolian-Vocalion;  its  many 
advantages  and  selling  features; 
the  extraordinary  character  of  the 
new  Vocalion  Record ,"  the  excep- 
tional service  rendered  to  dealers ; 
and  the  unapproached  quality  of 
Vocalion  publicity,  make  the  rep- 
resentation of  this  instrument  an 
invaluable  asset  to  every  progres- 
sive music  merchant. 


Catalog  and  complete  information  sent  upon  request 

THE   AEOLIAN  COMPANY 

AEOLIAN  HALL,  NEW  YORK 


Supplement  to  Talking  Machine  World 


v'" 


A; Ma  sterpie  ce  of  Re pr  od  uction 


§  Mishliirp 

GIULIO  CRIMI 


The  New  Vocalion  Record — 
Crimi's  MOn  With  the  Play." 

THIS  wonderful  aria  from  "Pagliacci"  is  far 
more  than  a  mere  song.  In  its  beautiful 
melody  the  composer  has  sounded  the  depths 
of  human  emotion.  The  very  notes  themselves  voice 
the  anguish  of  the  poor  clown  who,  despite  a  break- 
ing heart,  must  Carry  through  his  part  to  the  end. 

Giulio  Crimi  has  outdone  himself  in  making  this 
record.  One  of  the  greatest  tenors  alive  today,  his 
talent  and  his  art  have  found  real  inspiration  in  the 
magnificent  results  achieved  by  the  Vocalion  system 
of  recording. . 

Those  who  hear  Vocalion  Records  played  upon 
the  Aeolian-Vocalion,  listen  amazed  to  new  musical 
effects  from  the  phonograph.  Full,  rich  and  clear,  the 
tones  of-  the  human  voice  come  from  the  instrument 
with  all  the  beauty  and  freshness  of  nature's  endow- 
ment. 

In  perfecting  this  wonderful  new  system  of  re- 
cording—in making  a  record  commensurate  with  the 
unrivalled  musical  character  of  the  Vocalion — the 
Aeolian  Company  has  put  the  musical  world  still 
further  in  its  debt.  One  more  notable  feature  of 
advantage  it  has  also  added  to  the  sum  of  those 
already  possessed  by  this  instrument. 


The  Aeolian-Vocalion  is  a  product  of  the  world's  leading 
manufacturers  of  musical  instruments.  As  a  phonograph,  it 
occupies  the  same  position  of  distinguished  leadership  as  this 
maker's  other  famous  instruments. 

The  features  of  the  Aeolian-Vocalion  that  give  it  pre- 
eminence, are  first  of  all  a  musical  quality  that  is  unapproached. 
Second — a  personal  control  of  expression  through  its  celebrated 
"Graduola"  that  no  other  phonograph  possesses.  Third — a 
beauty  and  distinctiveness  of  appearance  that  has  set  an  en- 
tirely new  standard.  Fourth  —  a  perfection  of  mechanical 
devices,  such  as  its  Automatic  Stop,  that  bespeaks  the  un- 
rivalled skill  and  experience  of  its  makers.  And,  finally,  the 
notable  advantages  it  possesses  in  its  Universal  Tone-Arm, 
which  permits  the  Vocalion  to  play  all  makes  of  records  in 
addition  to  the  exclusive  privilege  of  playing  the  wonderful 
new  Vocalion  Records. 


THE  AEOLIAN  COMPANY  announces  the  initial  and  exclusive  voice 
recordings  of  Giulio  Crimi,  leading , Italian  tenor  of  the  Chicago  Opera  Company. 

Signor  Crimi  has  been  the  sensation  of  the  past  season  with  the  Chicago 
organization.  Bis  magnificent  voice  has  the  irresistible  charm  and  freshness  oj 
youth,  to  which  is"  added  a  musicianly  sense  of  artistic  values  capable  oj  standing 
the  lest  of  comparison  with  other  world-famous  tenors. 


EOLIAN 

vocalion 

"Aeolian 
ompany 


VOCALION 
STYLE  "/" 

Illustrated,  price 
$225.  Other  conven- 
tional models,  equip- 
ped with  Graduola, 
are  priced  from 
$115  upward;  with- 
out Graduola,  from 
$50.  '  Many  beauti- 
ful. Period  models, 
priced  from  $240. 

All  prices  subject 
to  change. 


london  ^/Ieolian Hall 

NEW  YORK 


PARIS 


Supplement  to  Talking  Machine  World 


ORCHESTRAL  MUSIC 

THE  GRANDEUR  AND 
RICHNESS  OF  THE  GREAT 
INSTRUMENTAL  CHORUS 
VOICED  WITH  MOVING 
REALISM 
BY  THE 

AEOLIAN 
VOCALION 


TO  put  into  the  hands  of  music- 
lovers  a  phonograph  so  won- 
derfully constructed  that  it  can 
actually  reproduce  the  tonal  sonority 
of  the  orchestra — its  height  and 
depth  and  breadth  of  voice — 

To  give  them  a  phonograph  on 
which  every  distinctive-voiced  or- 
chestral instrument  is  clearly  recog- 
nizable— on  which  the  wistful  strings 
and  pallid  flutes,  mellow  clarinets 
and  pealing  brasses  sing  their  parts 
with  perfect  and  thrilling  individ- 
ualism— 

And,  above  all,  to  put  into  their 
hands  a  conductor's  baton — a  won- 
derful new  controlling  device  by 
which  they  may  lead  the  orchestra- 
may  color,  shade  and  modify  just  as 
the  orchestra  conductor  himself  ex- 
presses his  ideas  in  the  talents  of^his 
assembled  players. 

This  is  the  achievement  of  tthe 
Aeolian  Company  in  producing  its 
extraordinary  new  phonograph — the 
Aeolian-Vocalion. 


"  Truly  the  Aeolian-Vocalion  is 
the  climax  of  phonograph  develop- 
ment. With  distinctive  beauty  of 
exterior — with  unapproached  tonal 
richness  and  capacity  and  with  its 
exclusive  feature  for  personal  expres- 
sion control  (the  Graduola),  the  su- 
premacy it  has  so  quickly  gained  is 
but  the  measure  of  its  manifold 
superiority." 

THE  AEOLIAN  COMPANY 

AEOLIAN  HALL         NEW  YORK 


Supplement  to  Talking  Machine  World 


Price  $1.    A2  2007 

AT  DAWNING 

CCADMAN, 

COLIN  O'MORE  Tenor 

Vocation  Orchestra  Accompaniment 


Colin  O'More 

A  great  future  awaits  this  splen- 
did young  tenor,  whose  voice  of  ex- 
traordinary beauty  will  be  recorded 
exclusively  on  Vocation  Records. 

Following  his  recital  at  Aeolian 
Hall  on  Saturday,  October  19th, 
Colin  O'More  is  engaged  for  a  re- 
cital tour  which  will  cover  the  prin- 
cipal musical  centers  of  America 
and  will  familiarize  thousands  of 
music  lovers  with  the  delightful 
charm  of  his  artistry. 


Style  500,  Price  $175 


COLIN  O'MORE 

The  Gifted  Irish  Tenor 
Will  Make  Vocalion  Records  Exclusively 

COLIN  O'MORE  possesses  one  of  those  rare  voices  that  makes  you  glad  or 
sad  as  the  spirit  of  the  song  dictates.    This  talented  young  tenor  adds  new 
beauties  of  tone  and  interpretation  to  the  old  familiar  ballads  that  every- 
one loves.    His  artistry  is  both  finished  and  spontaneous. 

Vocalion  Records  have  reproduced  Colin  O'More's  voice  with  remarkable 
fidelity.  Through  the  naturalness  of  the  new  system  of  Vocalion  recording,  the 
individual  quality  of  this  unusual  voice,  rich  in  heart  appeal,  is  brought  to  you 
with  amazing  realism. 

The  Vocalion  Records  of  Colin  O'More  will  be  played  for  you  at  any  time. 
You  will  find  many  favorites  among  the  selections  recorded. 

\  22007— 10-inch— $1.00 


Vocalion 
Records 
by 

Colin  O'More 


At  Dawning  {Cadman) 
I  Hear  a  Thrush  at  Eve  {Cadman)  J 
Bonnie  Sweet  Bessie  {Gilbert)  22002— 10-inch— $1 .00 

You  C£l™&  Me  WarshaU)     \  Z2006— 10-inch— $1 .00 
Who  Knows  {Ball)  ) 


THE  AEOLIAN-VOCALION 


As  an  unequalled  medium  for  interpreting 
Vocalion  and  all  other  standard  makes  of  records, 
the  Aeolian- Vocalion,  the  world's  most  artistic 
phonograph,  stands  supreme. 

The  advantages  of  this  wonderful  instrument 
are  manifold.    Its  clear  beautiful  tone  has  placed 


it  in  an  individual  class,  far  removed  from  the 
ordinary  phonograph. 

By  means  of  the  Graduola,  a  musicianly  and 
exclusive  device,  new  beauties  of  expression-con- 
trol are  possible  to  the  owners  of  the  Aeolian- 
Vocalion. 


Aeolian-Vocalions  from  $50  upward      Graduola  Models  from  $115 
Distinctive  Period  Styles  from  $240 

THE  AEOLIAN  COMPANY 

Makers  oj  the  famous  Pianola    Largest  manufacturers  of  musical  instruments  in  the  world 

In  MANHATTAN  In  THE  BRONX  In  BROOKLYN  In  NEWARK 

29  West  42d  Street  367  E.  149th  Street  11  Flatbush  Ave.  895  Broad  Street 


November  15,  1918 


THE   TALKING   MACHINE  WORLD 


19 


INDIA  SEEN  FROM  THE  VIEWPOINT  OF  THE  BUSINESS  MAN 

Why  the  United  States  Gets  Only  a  Small  Share  of  the  Business  of  That  Country — Present  Condi- 
tions and  What  the  Future  Offers  as  the  Result  of  Social  Reforms — Many  Interesting  Facts 


A  most  interesting  visitor  to  New  York 
just  now  is  Valabhdas  Runchordas,  head  of 
Valabhdas  Runchordas  &  Co.,  Bombay,  and  sole 
proprietor  of  the  Talking  Machine  &  Indian 
Record  Co.,  of  Bombay,  Calcutta  and  Madras. 
Mr.  Runchordas  is  in  the  United  States  in  the 
interests  of  his  business  as  a  general  importer 
and  at  the  same  time  to  pay  particular  attention 
to  the  matter  of  securing  talking  machine  and 
record  supplies  of  various  kinds.  He  has  been 
active  in  the  talking  machine  field  in  India  for 
over  twenty  years,  and  states  that  before  the 
war  the  great  volume  of  business  was  done  with 
machines  and  records  of  German  make.  The 
forced  withdrawal  of  these  products  from  the 
market  has  opened  up  a  field  for  fresh  importa- 
tions with  other  countries. 

Small  American  Business  in  India 

Mr.  Runchordas  offered  the  interesting  infor- 
mation that  before  the  war  only  7.3  of  the  total 
importations  into  India  came  from  the  United 
States,  and,  although  European  trade  was  al- 
most entirely  cut  off  by  the  war,  especially 
trade  with  the  Central  Powers,  in  1917  the  im- 
portations from  the  United  States  were  only 
12.9,  the  greatest  volume  of  imports,  of  course, 
being  from  Great  Britain.  When  from  the  total 
volume  of  American  export  business  handled  in 
India  is  taken  the  great  business  of  the  Stand- 
ard Oil  Co.,  the  Remington  Typewriter  Co.  and 
the  Singer  Sewing  Machine  Co.,  it  will  be  seen 
that  there  is  not  a  very  material  business  done 
in  other  American  lines.  The  principal  reason 
for  the  fact  that  American  products  do  not  fig- 
ure more  prominently  in  the  Indian  field,  it  is 
said,  is  that  American  manufacturers  are  in- 
clined to  be  conservative  in  their  methods,  and 
put  forth  their  efforts  in  endeavoring  to  force 
their  standard  styles  and  designs  upon  the  na- 
tive buyers  rather  than  follow  the  example  of 
European  manufacturers  and  redesign  their 
products  to  meet  the  wishes  and  requirements 
of  the  export  trade.  In  more  than  one  case  this 
failure  to  meet  the  native  demands  even  by 
making  slight  changes  in  styles  has  forced  In- 
dian importers  to  stop  handling  American  prod- 
ucts. 

Low-Priced  Records  Have  the  Call 

The  reason  for  the  large  business  enjoyed  in 
German  records  in  India  before  the  war  was  due 
to  the  fact  that  they  could  be  sold  at  a  low  price, 
approximately  40  cents  for  the  double-sided  rec- 
ords, and  were  offered  in  recordings  of  native 
dialects  of  which  there  are  about  130,  between 
thirty  and.  forty  having  been  recorded  thus  far. 
American  cylinder  records  were  sold  to  a  con- 
siderable extent  in  India,  while  the  cylinder  rec- 
ords and  machines  were  the  vogue,  but  since  the 
accession  of  the  disc  the  trade  has  swung  to 
Europe.  When  it  comes  to  records  of  European 
or  American  music,  especially  vocal  recordings, 
the  Indian  trade  demands  English  records,  as 
the  English  accent  is  more  familiar  to  them. 

Indian  talking  machine  buyers  appear  to  favor 
the  horn  machines,  particularly  those  selling  at 
low  prices — $6  to  $15  American  money.  To  date 
American  manufacturers  have  offered  cabinet 
machines  so  popular  in  this  country,  but  which 
command  prices  that  prohibit  their  extended  sale 
in  India. 

Japanese  Invading  Indian  Field 

Since  the  beginning  of  the  war  the  Japanese 
have  given  much  attention  to  the  development 
of  the  talking  machine  trade  in  India,  and  are 
especially  active  in  supplying  machines  in  parts 
of  the  sort  required  in  that  country.  The  pur- 
chasing power  of  the  majority  of  natives  of 
India  is  very  limited,  particularly  outside  of  the 
Bombay  Presidency,  and  the  large  cities  of  the 
other  provinces,  and,  although  India  as  a  whole 
has  a  population  of  over  350,000,000,  three  and 
one-half  times  that  of  the  entire  United  States, 
the  yolume  of  business  that  can  be  handled  is 
little,  if  any,  larger  than  is  taken  care  of  under 
normal  conditions  in  a  city  the  size  of  San 
Francisco. 


There  are  at  present  only  something  like  200,- 
000  Europeans,  mostly  Englishmen,  in  India, 
and  upon  them  the  merchants  must  depend  for 
the  market  for  higher-priced  talking  machines 
and  pianos.  Moreover,  a  large  proportion  of  the 
European  population  consists  of  clerks  and  un- 
der officials,  whose  financial  condition  does  not 
permit  them  to  indulge  very  extensively  in  lux- 
uries and  semi-luxuries.  It  is  believed  that  if 
American  manufacturers  study  the  Indian  field 
thoroughly  and  prepare  to  cater  to  the  peculiar 
demands  of  that  country  in  the  matter  of  sup- 
plies and  prices,  they  will  have  a  good  oppor- 
tunity of  participating  in  its  expected  commer- 
cial development. 

There  is  at  present  in  effect  an  import  duty 
of  7y2  per  cent,  based  on  trade  prices  of  talk- 
ing machines  and  records,  and  to  this  must  be 
added  rather  heavy  ocean  freight  rates. 

The  question  of  caste  in  India  is  a  big  one, 
the  original  four  castes  of  some  centuries  ago 
having  been  divided  and  subdivided  through  va- 
rious political  and  social  disagreements  until 
there  are  now  existing  something  like  over  3,000 
distinct  castes.  Of  these  the  members  of  the 
Bhattia  caste  are  recognized  as  the  leaders  in  the 
commercial  life.  The  members  of  this  caste,  al- 
though centered  in  Bombay  Presidency,  are  to 
be  found  in  all  of  the  various  sections  of  India, 
and  in  recent  years  in  other  countries,  particu- 
larly Japan,  and  are  found  to  develop  in  busi- 
ness with  greater  rapidity  and  more  success  than 
others  of  their  race. 

Bright  Prospects  for  Commercial  Growth 

Much  of  the  slowness  of  India's  commercial 
growth,  it  is  declared,  is  directly  traceable  to 
the  existence  of  the  caste  system.  Up  until  a 
comparatively  few  years  quite  rigid  caste  regu- 
lations covering  his  method  and  mode  of  living 
made  it  practically  impossible  for  the  Bhattia  to 
travel  overseas  and  into  foreign  countries  with- 
out running  the  risk  of  losing  caste,  considered 
a  very  grave  punishment.  There  was  started, 
however,  a  wave  of  social  reform,  with  Mr. 
Runchordas  as  one  of  the  active  reformers. 
Many  of  the  caste  regulations  were  set  aside, 
with  the  result  that  the  Bhattia  can  now  feel 
free  to  travel  about  at  will,  although  still  ob- 
serving the  chief  laws  of  his  caste. 

It  is  expected  that  after  the  war  these  leaders 
among  the  Indian  merchants  will  tend  more 
and  more  to  foreign  travel  with  a  view  to  get- 


ting in  personal  contact  with  exporters  in 
Europe  and  America,  thus  gaining  at  first  hand 
an  intimate  knowledge  of  the  markets.  Under 
such  conditions  the  development  of  Indian  trade 
should  be  rapid  and  untrammeled.  Numerous 
commercial  organizations  have  been  formed  in 
India  in  the  past,  and  particularly  in  the  Bom- 
bay Presidency,  with  a  view  to  promoting  the 
industrial  development  of  the  country.  Shortly 
before  the  war  there  was  organized  the  Indian 
Commercial  Congress,  designed  to  promote  both 
the  domestic  and  foreign  trade  of  India,  but  ac- 
tivities have  practically  ceased  for  the  duration 
of  the  war. 

Meanwhile,  manufacturing  in  India  has  ad- 
vanced at  a  rapid  rate,  a  fact  particularly  true 
of  the  cotton  industry,  1,318,810,126  yards  of  cot- 
ton goods  having  been  manufactured  in  that 
country  during  the  year  1916-1917.  This  indus- 
trial development  is  expected  to  enable  India 
to  prosper  to  a  point  where  the  country  will 
provide  a  fertile  field  for  foreign  manufacturers. 

Where  United  States  Consuls  Are  Located 

At  the  present  time  the  United  States  has 
Consuls  in  Calcutta,  Rangoon,  Madras,  Colom- 
bo, Bombay,  Karachi  and  Adel,  with  Consular 
representatives  in  Bucrah  and  Chittagong.  It 
is  his  belief  in  after-war  development  of  In- 
dian commerce  that  has  moved  Mr.  Runchordas 
to  make  his  present  extended  visit  to  the  United 
States.  It  is  his  belief  in  India's  commercial 
future  that  also  prompted  Mr.  Runchordas  to 
take  an  active  interest  as  a  director  in  the 
Shrikrishna  Stores  Co.,  Ltd.,  a  chain  of  mercan- 
tile establishments  conducted  without  profit  for 
the  purpose  of  providing  a  practical  education  in 
merchandising  for  Indian  youths. 

He  plans  to  remain  in  New  York  and  other 
Eastern  cities  for  a  month  or  six  weeks  before 
working  his  way  back  to  the  Pacific  Coast. 

Mr.  Runchordas  has  been  a  subscriber  to  The 
Talking  Machine  World  since  its  inception,  and 
through  it  has  become  very  familiar  with  the 
concerns  and  situation  in  the  talking  machine 
trade  in  this  country.  Incidentally  he  con- 
tinued his  World  subscription,  on  a  cash  basis, 
for  a  number  of  years  to  come. 


"INTERESTING  AND  VALUABLE" 

The  "Pathe  Phono-Cinema-Chine"  in  a  recent 
letter  from  Shanghai,  China,  enclosing  a  sub- 
scription for  The  World  under  date  of  Septem- 
ber 13,  writes  enthusiastically  about  the  merits 
of  The  Talking  Machine  World,  the  contents 
of  which  this  institution  has  found  most  inter- 
esting and  valuable. 


It's  a  Pretty  Good  Idea  to  always 
keep  in  mind  the  fact  that  a 


JCHUBEFJ 

will  bear  the  closest  inspection ;  its  par- 
ticular qualities  warrant  investigation, 
and  hundreds  of  friends  everywhere  loudly 
extol  its  superiority. 


SIX  MODELS  $60.00  UP 


SCHUBERT 
RECORDS 


A  $30  investment  starts  yon  with  complete,  up-to-date  list 
of  Popular,  Vocal  and  Instrumental  selections;  20  to  30  new 
selections  monthly;  10-Inch  Double  Disc.    Write  for  details. 


The  BELL  TALKING  MACHINE  CORPORATION 


Office*  and  Show  Rooms: 
44  West  37th  Street,  New  York 


Factory : 

85  Southern  Boulevard,  Bronx,  New  York 
Export  Department,  498-504  Broadway,  New  York,  N.  Y.,  E.  U.  A. 

Smith- Woodward  Piano  Co.,  1018  Capitol  Are.,  Houston,  Tex.,  Local  Distributor 
Special  Australian  Representative,  B.  LESCHHAU.  350-2  Flinders  Lane,  Melbourne 


20  THE     TALKING     MACHINE     WORLD  November  15,  1918 


* 

Edison  Message  No.  31 


Victory ! 


The  music  of  the  Allies — the  music  that  sweeps 
over  No  Man's  Land  to  the  frightened  and  defeated 
hordes  of  Germany — now  screams  with  the  trium- 
phant note  of  Victory. 

The  supreme  moments  of  the  war  are  approach- 
ing; and  then  the  era  of  reconstruction  and  "Peace 
on  earth,  good  will  to  men." 

The  patriotic  enthusiasm  of  the  people  of 
America  that  is  calling  for  "Unconditional  Sur- 
render" can  be  strengthened  and  enhanced  by  the 
rightly  directed  influence  of  music. 

The  Edison  Dealer  who  believes  in  this 
"unnegotiated"  settlement  of  the  war  and  who 
rightly  uses  the  musical  influence  he  commands  will 
help  the  cause  of  Victory — Victory  on  the  fields  of 
battle  and  Victory  for  himself  in  his  own  business. 

THOMAS  A.  EDISON,  Inc. 

Orange,  N.  J. 


* 


* 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


21 


Keeping  Good  Help  Should  Be  a  Prime  Con- 
sideration With  Live  Dealers  -  -  by  Joseph  a.  can-on 


The  shrewd,  far-sighted  merchant  recognizes 
one  all-important  feature  in  the  conduct  of  his 
business — the  value  of  good  help.  But  beyond 
simple  recognition,  he  appreciates  quality  of 
service,  and  appreciating,  he  rewards  it. 

It  can  be  accepted  almost  as  an  axiom  that 
the  superiority  or  inferiority  of  a  dealer's  help 
determines  the  success  or  failure  of  his  store. 
Where  there  is  strong  competition  it  is  prac- 
tically certain. 

The  merchant  who  is  abreast  of  the  times, 
who  is  ambitious  to  build  up  a  thriving  trade, 
and  is  ever  alert  to  the  benefits  derived  from 
attracting  the  best  class  of  customers  to  his 
store — those  who  buy  frequently  and  buy  in 
quantity  and  pay  cash — realizes  that  this  can  be 
done  only  by  devoting  his  thought  and  energy 
to  improving  his  stock,  its  systematic  arrange- 
ment, and  its  attractive  display — but  above  all 
by  giving  excellent  service,  which  means  em- 
ploying neat,  courteous,  intelligent  and  smart 
help. 

It  is  not  an  easy  matter  to  get  exactly  the  high 
grade,  willing  worker  one  wishes,  but  it  is  always 
possible  to  develop  to  a  higher  point  of  efficiency 
the  ability  of  the  help  one  has  at  hand,  if  thought 
is  given  to  the  proposition. 

Two  Classes  of  Employers 

One  employer  dominates  his  help  too  arbi- 
trarily, and  thus  stifles  their  growth  and  lessens 
their  worth.  He  is  bent  on  impressing  his  own 
importance  and  his  superiority  of  mind  ^and 
knowledge.  The  other  employer  treats  his  em- 
ployes with  consideration;  he  invites  suggestion, 
encourages  initiative  and  arouses  a  lively  and 
profitable  interest  in  all  his  clerks  in  the  suc- 
cess of  his  business.  He  makes  of  them  an  en- 
thusiastic and  productive  part  in  the  upbuild  and 
expansion  of  his  mercantile  progress. 

Few  if  any  men  or  women  fail  to  respond  to 
fair  treatment.  They  will  do  better,  more  ear- 
nest and  more  accurate  work  if  their  employer  is 
less  of  a  "boss"  and  more  of  a  "human  being" 
in  his  dealings  with  them.  It  is  then  greatly 
to  the  advantage  of  the  employer  to  appeal  to 
that  side  of  a  man's  nature — and  every  man  has 
such  a  side — which  awakens  in  him  good  im- 
pulses; to  draw  from  a  man  that  which  is  best 
in  him  rather  than  by  a  harsh,  overbearing  and 
unsympathetic  attitude  force  to  the  surface  an 
indifferent,  sullen  and  oftentimes  antagonistic 
disposition  toward  an  employer. 

A  Paying  Investment 

When  you  employ  clerks  you  have  an  invest- 
ment. Why  not  make  it  pay?  How  can  you  do 
this?  Show  by  your  interest  in  them  that  you 
regard  them  as  an  important  factor  in  your 
business.  Hold  weekly  meetings;  discuss  your 
merchandising  problems  with  them;  your  plans 
for  the  next  season;  your  future  prospects.  Be 
frank  with  them.  Let  them  exchange  ideas  on 
policies;  invite  criticisms  from  them;,  show  a 
broad,  open  mind  and  the  results  will  amaze 
you.  You'll  receive  a  number  of  sound  and 
valuable  ideas.  You'll  put  seriousness,  ambition 
and  enthusiastic  interest  where  formerly  ex- 
isted, perhaps,  frivolity,  indifference  and  luke- 
warmness. 

The  clerk  is  human.  He  wants  recognition 
quite  as  much  as  you  and  I,  and  once  it  is  given 
he  will  be  a  better,  more  valuable  clerk. 

Developing  Latent  Ability 

Don't  despise  your  clerk  simply  because  he 
is  a  clerk.  He  may  not  be  one  long.  The  clerk 
of  to-day  is  the  successful  merchant  of  to- 
morrow. Husband  the  ability,  cleverness  and 
resources  of  your  clerks.  Make  them  an  asset, 
not  a  liability.  Stimulate  them  to  think,  to 
originate,  to  co-operate.  The  obscure  fellow 
behind  that  remote  counter  may  have  the  very 
idea  that  if  told  would  solve  your  greatest  diffi- 
culty. He's  timid.  He's  afraid  to  speak.  You've 
never  inspired  him  to  do  so. 


Don't  belittle  the  office  boy,  the  stenographer, 
or  the  man  or  girl  behind  the  counter.  Each 
has  a  brain;  each  can  think.  Teach  them  to  do 
so.    Urge  them  to  develop. 

The  most  dangerous  man — be  it  the  boss  him- 
self— in  any  outfit  is  the  one  who  stifles  the 
growth  of  subordinates.  The  most  effective 
executive  is  he  who  takes  the  employes  at  hand 
and  handles  them  in  a  way  that  will  bring  the 


■  Good  Help  Invalu-  m 

1  able  If  the  Retail  j 

|  Merchant  Has  an  ■ 

M  Eye  to  the  Future  ■ 

most  good  out.  of  each  and  rounds  them  all  into 
the  smoothest  running,  most  animated  and 
greatest  producing  machine. 

The  Big  Fellows 
Carnegie  was  not  always  a  steel  magnate. 
Rockefeller  was  not  born  an  oil  king.  Marshall 
Field  did  not  open  his  eyes  in  the  lap  of  luxury, 
nor  did  F.  W.  Woolworth  start  his  mercantile 
career  with  a  chain  of  stores.  Each  had  his 
humble  beginning.  No  doubt  in  their  very  early 
days  of  clerkship  some  employer  failed  to 
profit  by  the  brain  and  latent  ability  they  had. 
Who  can  say  there  are  not  young  men  of  equal 
talents  now  occupying  clerkships  in  small  stores 


in  cities,  towns  and  villages  throughout  the 
country?    Time  will  tell. 

The  Value  of  Incentive 

To  bring  out  in  any  progressive  young  man  or 
woman  his  strongest,  most  intelligent  and  pains- 
taking efforts,  merchants  and  storekeepers,  retail- 
ers as  well  as  wholesalers,  are  realizing  the  value 
of  offering  a  special  inducement — an  incentive. 
The  extra  compensation  will  be  returned  many 
fold.  A  yearly  or  semi-annual  bonus  in  the  form 
of  a  percentage  of  the  profits  is  often  given,  or 
a  commission  on  increased  sales  in  the  clerks' 
department,  and  frequently  special  commissions 
are  paid  to  speed  up  the  sale  of  the  slow-mov- 
ing merchandise.  There  are  many  variations  of 
the  idea,  all  for  the  mutual  benefit  of  the  em- 
ployer and  employe.  No  progressive  storekeep- 
er will  hesitate  to  adopt  such  a  plan,  for  he 
will  see  at  once  that  anything  which  will  enthuse 
his  employes  to  sell  greater  quantities  of  mer- 
chandise will  mean  largely  increased  profits  for 
himself,  and  he'll  be  only  too  happy  to  allow  the 
clerks  a  reasonable  share  of  what  they  have  pro- 
duced by  their  additional  energy  and  fidelity.  ' 
A  Practical  Suggestion 

What  better  way  to  sell  phonograph  records, 
especially  the  earlier  numbers?  An  extra  com- 
mission on  slow-moving  numbers  would  stir  up 
the  clerks  in  charge  to  unusual  activity.  They 
would  work  overtime;  would  canvass  your  cus- 
tomers in  their  off  hours;  would  seek  out  new 
customers,  and  would  devise  ingenious  advertis- 
ing schemes  to  boost  the  sales  in  their  depart- 
ment, not  alone  on  slow  numbers,  but  on  all 
numbers.  Such  a  plan  would  put  spirit,  dash 
and  permanency  into  the  organization.  It  would 
advertise,  your  store  as  an  up-to-the-minute, 
progressive  enterprise  of  the  first  magnitude. 

This  idea  applies  equally  to  the  small  store  as 
well  as  the  larger  one.    Try  it.    It  cannot  fail. 


<1XU< 


v/pneon 

t    1  lA*  it 

Incomparable 


A  tone  that  is  ineffably 
exquisite — not  phonographic 


Delpheon  $75  Model 

THE  DELPHEON  COMPANY 

BAY  CITY       ::       ::       ::  MICHIGAN 

OR  WRITE  TO  DISTRIBUTORS   


22 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


The  Trade  In  Boston  And  New  England 

JOHN  H.  WILSON,  MANAGER,  324  WASHINGTON  STREET,  BOSTON,  MASS. 


Boston,  Mass.,  November  5.— The  Liberty 
Loan  and  the  epidemic  of  influenza,  which  have 
monopolized  public  attention  for  several  weeks, 
each  in  its  own  way  to  be  sure,  have  not  over- 
looked Boston.  So  far  as  the  loan  is  con- 
cerned the  talking  machine  industry  came  to 
the  front  in  good  shape,  and  every  house  in 
the  city  has  made  quite  a  record  for  itself  in 
the  number  and  amount  of  subscriptions.  Now 
comes  the  big  drive  for  the  allied  welfare  in- 
terests and  this,  too,  will  find  many  friends 
among  the  same  industry. 

In  the  meantime,  the  epidemic  was  an  unwel- 
come visitor  in  Boston's  midst.  It  hit  business 
pretty  hard  here,  and  in  some  cases  badly  crip- 
pled the  jobbers  and  dealers,  who  had  to  work 
with  lessened  volume  of  labor.  While  many 
persons  were  out  ill  for  short  or  long  periods 
of  time  the  fatalities  happily  were  very  few. 
Secure  Records  for  the  Fighters 

The  week  just  ended  was  designated  "Rec- 
ords-for-Fighters  Week,"  and  was  devoted,  as 
in  other  places,  to  a  campaign  for  records  for 
the  use  of  enlisted  men  in  various  branches  of 
the  service.  A  number  of  the  Boston  talking 
machine  dealers  featured  the  campaign  in  their 
advertisements,  and  one  could  not  pass  some  of 
the  windows  without  having  his  or  her  atten- 
tion attracted  to  the  campaign  into  which  the 
stores  threw  themselves  with  great  vigor.  The 
sum  total  of  records  promises  to  be  a  notable 
contribution  to  the  welfare  of  the  soldiers  in 
service. 

Some  Brunswick  Phonograph  News 

The  Brunswick-Balke-Collender  Co.  has  just 
had  a  carload  of  machines  arrive,  and  there  is 
no  difficulty  experienced  in  disposing  of  them, 
for  business  in  general  with  this  headquarters 
is  very  good.  F.  J.  Smith,  who  has  been  as- 
sociated with  the  company  for  eight  years  in 
other  of  its  departments,  is  now  devoting  his 
time  to  the  Brunswick  line  of  machines  as  the 
successor  to  F.  H.  Walter.  Mr.  Smith  was  up 
to  Pittsfield,  in  the  western  part  of  the  State, 
a  while  ago  giving  a  demonstration  of  the 
Brunswick  at  the  headquarters  of  Rice  &  Kelly, 
talking  machine  dealers,  and  there  were  so  many 
inquiries  about  the  Brunswick  proposition  be- 
cause of  the  good  impression  that  it  made  that 
the  house  has  a  number  of  good  prospects  ahead. 
M.  J.  Graff,  who  was  with  the  Brunswick's  Bos- 
ton house  for  a  time,  coming  here  from  the 
Western  factory,  is  now  in  service  and  is  at 


the  Great  Lakes  Naval  Training  Station.  Mr. 
Walter,  who  went  into  service  last  month,  has 
been  heard  from  at  Pelham  Bay,  N.  Y. 

Escaped  Ravages  of  the  Grip 

When  the  Pardee-Ellenberger  Co.  gets  a  con- 
signment of  Edison  goods  at  its  Oliver  street 
quarters  it  is  a  case  of  shaking  the  dice  to  see 
what  dealer  gets  the  goods.  That's  how  Man- 
ager Frederick  Silliman  facetiously  puts  it. 
This  headquarters  was  most  fortunate  in  being 
able  to  escape  the  ravages  of  the  grip,  but  Man- 
ager Silliman  took  the  precaution  to  have  the 
women  bring  their  lunches  and  at  the  same  time 
he  kept  the  traveling  men  in,  for  in  the  mean- 
time there  was  work  enough  for  them  to  do 
right  inside.     A  wise  step! 

Business  Coming  Along  Pretty  Swift 

H.  L.  Coombs,  of  the  Boston  offices  of  the 
Emerson  Co.,  is  getting  rapidly  acclimated  to 
Boston,  and  is  finding  everything  to  his  liking, 
especially  now  that  he  has  got  pleasantly  lo- 
cated in  Brookline.  Business  is  coming  along 
pretty  swift  these  days,  and  Mr.  Coombs  has 
been  obliged  to  rearrange  his  suite  of  offices 
so  as  to  get  larger  stock  quarters.  The  new 
issues  of  Emerson  records  are  finding  favor 
with  all  the  dealers,  so  reports  Mr.  Coombs. 
Vocalion  Co.  Activity 

The  Vocalion  Co.  is  sending  out  l.OOO  letters 
to  prospective  customers  calling  attention  to 
the  merits  of  the  instrument,  and  those  receiv- 
ing these  letters  cannot  but  be  impressed  with 
the  handsome  letter  head  which  adorns  the 
paper,  for  it  is  both  artistic  and  striking.  Man- 
ager Hindley  did  a  very  clever  stroke  the  other 
day  when  he  was  able  to  get  a  Vocalion  machine 
installed  into  the  third  act  of  "Billetted,"  which 
Miss  Margaret  Anglin  is  playing  at  the  Hollis 
Street  Theatre.  The  machine  is  used  to  great 
advantage  and  plays  an  important  part  in  the 
development  of  the  final  minutes  of  the  scene. 
Manager  Hindley  has  added  to  his  staff  Frank 
B.  Lincoln,  who  was  the  manager  of  the  talking 
machine  department  of  Timothy  Smith  Co.  in 
Roxbury.  Mr.  Lincoln  comes  to  Manager 
Hindley  as  a  Vocalion  enthusiast,  for  he  had 
become  acquainted  with  the  instrument  while 
with  the  Roxbury  house,  which  carried  it. 
Emphasize  the  Importance  of  Music 

In  the  Boylston  street  window  of  the  C.  C. 
Harvey  Co.  there  is  a  series  of  low  panels 
stretching  around  from  side  to  side  which  are- 
attracting  considerable   attention.      There  are 


ten  of  these  panels  and  they  are  a  part  of  the 
National  Child  Welfare  Exhibit,  which  is  now 
touring  the  country.  These  panels,  which  are 
in  colors,  indicate  the  importance  of  music  to 
the  growing  child  and  every  phase  of  youthful 
development  is  incorporated  in  some  pleasing 
manner.  This  house  features  the  Victor  and 
the  Edison  lines,  and  for  both  of  these  Manager 
White  reports  there  is  a  good  demand. 
General  Trend  of  Business  Pleases 

Frank  S.  "Horning,  the  Victor  factory  repre- 
sentative mentioned  last  month  as  having  lately 
come  upon  the  scene,  tells  The  World  corre- 
spondent that  he  is  well  satisfied  with  the  gen- 
eral trend  of  Victor  business  in  this  territory. 
He  has  made  .the  acquaintance  of  all  the  Victor 
dealers  hereabouts,  is  enthusiastic  over  the  type 
of  men  that  handle  the  company's  product  here 
and  finds  an  eager  disposition  to  boost  the  busi- 
ness in  every  legitimate  manner  possible.  Par- 
ticularly is  he  impressed  with  the  uniform  cour- 
tesy to  help  brother  dealers  in  these  days  when 
there  is  a  recognized  shortage  of  goods.  As 
for  Boston,  he  is  getting  to  like  the  old  town  the 
longer  he  stays  here,  he  says. 

To  Distribute  the  OkeH  Records 

Richard  Nelson,  local  manager  of  the  So- 
nora  Co.,  has  been  over  in  New  York  the  past 
few  days  making  final  arrangements  for  the  re- 
ceipt of  large  quantities  of  the  OkeH  records, 
which  are  being  put  out  by  the  Otto  Heineman 
Co.  everywhere  with  great  success.  Mr.  Nel- 
son has  had  these  records  for  distribution 
among  dealers  for  the  past  three  weeks,  and  he 
reports  that  there  has  been  a  wide  demand  for 
them  throughout  this  territory.  Joseph  H. 
Burke,  associate  manager  of  the  Sonora,  who 
has  been  making  his  headquarters  for  the  most 
part  in  Hartford,  Conn.,  for  the  past  few  months, 
is  now  dividing  his  time  between  there  and  the 
local  office,  as  there  is  much  work  for  him  to 
do  on  this  end. 

It  Is  Now  Lieut.  Chas.  F.  Simes 

The  Veeco  Co.,  manufacturers  of  the  Veeco 
electric  motors  for  talking  machines,  248  Boyl- 
ston street,  of  this  city,  report  that  from  in- 
quiries and  orders  now  being  received,  manu- 
facturers are  very  much  interested  in  the  Veeco 
motor.  Existing  conditions  prevent  the  filling 
of  orders  as  promptly  as  the  company  would 
like,  but  it  is  hoped  that  the  situation  will  be 
relieved  shortly. 

Charles  F.  Simes,  formerly  sales  manager  of 


Behind  the  Go-operation 

we  are  now  extending  in  Eastern  Victor  Service 
lies  the  hope,  that  when  the  great  world  war  has 
come  to  a  victorious  close  we  may  look  back  on  a 
period  during  which  we  attained  a  reputation  among 
Victor  dealers  for  giving  practical  help  to  them  in 
the  solution  of  their  war-time  problems. 

EASTERN  TALKING  MACHINE  CO. 


177  TREMONT  STREET 


BOSTON,  MASS. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


23 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  22) 


Send  for  Descriptive  Circular 

Demonstration  Booths 
and  Record  Cases 

IN  STOCK  OR  TO  ORDER 


FRANK  B.  CURRY 
19  Wareham  St.  Boston,  Mass. 


the  Veeco  Co.,  who  enlisted  in  the  102nd  Field 
Artillery  as  a  private  as  soon  as  war  was  de- 
clared, has  just  been  made  a  second  lieutenant 
of  Artillery  in  France,  according  to  advices 
received  this  week.  The  102nd  Field  Artillery 
was  a  part  of  the  26th  Division  that  has  fought 
almost  continuously  from  January  to  July.  Mr. 
Simes  was  wounded  in  action  and  spent  some 
time  in  a  Base  Hospital.  He  worked  his  way 
up  through  the  various  non-commissioned 
grades,  and  was  finally  sent  to  a  school  of  in- 
struction for  officers  where  he  won  his  com- 
mission. 

Leaves  on  a  Sad  Errand 

Ricardo  Constantino,  in  charge  of  the  foreign 
record  department  of  the  Grafonola  Co.  of  New 
England,  has  hurried  across  the  continent  to 
be  with  his  father,  Florencio  Constantino,  the 
Spanish  tenor,  who  is  said  to  be  dying  at  Los 
Angeles,  Cal.  The  son  has  been  with  the 
Grafonola  Co.,  under  Manager  Arthur  C.  Eris- 
man,  for  some  time  and  is  highly  esteemed  by 
the  trade. 

An  Attractive  Window  Background 

In  the  large  show  window  of  the  Vocalion 
Co.  in  Boylston  street  is  a  fivefold  screen 
which  serves  as  a  background  for  the  Vocalion 


HENEY 

PHONOGRAPH 

"Plays  all  records  better" 

Large  surplus  stock  now  in  New  York  City 
for  immediate  deliveries  in  New  York  and 
Northern  New  Jersey. 

Write  for  Catalog  and  attractive  Jigency  proposition. 

BURTON  GOLLVER 

Rep.  New  York  and  Northern  New  Jersey 


4  West  40th  Street 
NEW  YORK  CITY 


Telephone 
Murray  Hill  6576 


Novel  Window  Arrangement 

exhibit.  The  paintings  in  each  panel  are  thor- 
oughly warlike  and  they  are  the  work  of  Miss 
E.  Tremaine,  of  the  Massachusetts  Normal  Art 
School.  The  central  panel,  which  is  more  than 
six  feet  high,  shows  an  American  soldier  and 
sailor  listening  to  the  strains  of  "The  Star 
Spangled  Banner,"  which  float  from  a  nearby 
Vocalion.  In  the  background  the  national  col- 
ors are  suggested  in  the  sky  effect,  but  this  is 
not  brought  out  in  the  photograph.  In  the 
other  panels  one  sees  a  British  soldier,  an  Ital- 


ian, a  French  and  a  Belgian,  each  listening  to 
his  own  native  air.  The  body  of  the  panels  is 
of  a  cream  white.  The  screen  has  attracted  a 
great  deal  of  attention  from  passers-by. 

Featuring  the  Edison  Line 

The  F.  H.  Thomas  Co.,  whose  headquarters 
in  the  Back  Bay  are  admirably  located  to  meet 
a  select  class  of  customers  within  a  limited 
zone,  is  featuring  the  Edison  Diamond  Disc 
phonograph.  The  official  laboratory  model  is 
specifically  mentioned  in  the  company's  litera- 
ture, and  this  model  is  finding  many  purchasers. 
Increasing  Call  for  Cheney  Phonographs 

H.  L.  Royer  continues  to  meet  with  marked 
success  in  exploiting  the  merits  of  the  Cheney 
phonograph,  and  he  is  constantly  getting  in- 
quiries from  leading  dealers  and  heads  of  homes 
who  are  anxious  to  possess  what  appeals  to 
them  as  a  leading  type  of  talking  machine.  Two 
dealers  who  have  recently  taken  on  the  Cheney 
line  are  A.  E.  Phenney,  of  Hyde  Park,  and  John 
J.  Kelley,  of  Lynn,  the  latter  having  placed  a 
large  order  for  machines.     George  J.  Krum- 


scheid,  who,  as  Mr.  Royer's  outside  man,  is  meet- 
ing with  marked  success  in  interesting  dealers 
in  the  Cheney,  could  get  around  better  if  only 
his  Maxwell  wouldn't  balk  so.  His  car  is  not 
acting  half  so  well  as  Mr.  Royer's  little  Dodge, 
which  gets  him  everywhere  in  short  order. 
Thos.  W.  Hindley  to  Marry 
Thomas  W.  Hindley,  manager  of  the  Vocalion 
Co.,  is  soon  to  become  a  benedict.  Within  a  few 
weeks  probably  he  will  marry  Miss  Ethel  Hud- 
son Hayden,  of  Watertown,  who  has  been  his  sec- 
retary and  cashier  at  the  Boston  store.  It  is 
Mr.  Hindley's  purpose  to  find  a  home  either  in 
Watertown  or  Belmont,  either  of  which  is  quite 
convenient  to  the  downtown  business  section  of 
the  city. 

Issue  Attractive  Booklet 
.  The  New  England  Talking  Machine  Co.,  16-18 
Beach  street,  manufacturers  of  the  well-known 
"Perfection"  line  of  phonograph  accessories, 
have  recently  issued  a  very  attractive  book- 
let on  their  line  of  "Perfection"  Flexitone  re- 
(Continued  on  page  24) 


 Oldest  and  Largest 

Manufacturers  of  Talking 
Machine  Needles  in  the 

World — There  are  several  reasons 


W.  H.  BAGSHAW  CO.,  Lowell,  Mass. 


24 


THE   TALKING   MACHINE  WORLD 


November  IS,  1918 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND  (Continued  from  page  23) 


producers,  and  "Pur-I-Tone"  reproducers  and 
"Perfection"  ball  bearing  tone  arms.  Ade- 
quate space  is  given  in  the  description  to  the 
qualities  and  accomplishments  of  each  indi- 
vidual number  and  the  booklet  is  well  illustrated 
throughout. 

Manager  Mann  Sees  Better  Future 

Manager  Fred  Mann  sees  a  better  future  for 
the  Columbia  line  as  well  as  for  the  talking  ma- 
chine business  in  general  than  in  some  time  past. 
Dealers  with  whom  he  comes  closely  in  con- 
,  tact  everywhere  report  a  steadily  increasing  de- 
mand for  Columbia  products  and  owners  of  ma- 
chines eagerly  look  forward  to  the  appearance 
of  the  new  record  lists.  It  is  not  easy  these 
days  to  keep  dealers  in  a  happy  frame  of  mind 
when  orders  usually  far  exceed  a  company's 
ability  to  fill,  but  Manager  Mann  and  his  large 
and  well-ordered  staff  exercise  the  utmost  fair- 
ness in  dealing  with  dealers,  and  in  the  long 
run  there  is  little  complaint. 

Pathe  Supply  Improving 

The  supply  of  Pathe  goods  is  coming  along 
considerably  better  these  past  few  weeks,  which 
has  enabled  Manager  R.  O.  Ainslie  to  make  a 
fairly  liberal  provision  to  the  trade.  The  staff 
of  demonstrators,  mentioned  a  couple  of  months 
ago  as  having  undertaken  the  job  of  enlisting 
the  attention  of  the  public  in  the  outlying  sec- 
tions, has  been  able  to  gather  in  an  encouraging 
number  of  prospects. 

Pittsburgh  Columbia  Manager  in  Town 

A  visitor  to  the  wholesale  department  of  the 
Columbia  the  latter  part  of  October  was  S.  H. 
Nichols,  manager  of  the  Pittsburgh,  Pa.,  of- 
fice of  the  company.  He  came  over  to  dis- 
cuss some  business  matters  with  Manager  Mann. 
C.  E.  Sheppard,  of  this  company,  mentioned  last 
month  as  having  passed  through  a  terrible  or- 
deal because  of  the  epidemic,  is  back  at  work, 
but  has  not  yet  fully  regained  his  strength. 
Both  the  anxiety  incident  to  the  death  of  both 
his  wife  and  brother  and  the  serious  illness  of 
his  child  and  himself  told  upon  him  consider- 


ably. All  his  Columbia  associates,  however, 
with  whom  Mr.  Sheppard  is  very  popular,  are 
glad  to  again  have  him  with  them. 

Business  Good  With  Ditson  Co. 
Business  continues  good  at  the  Oliver  Ditson 
Co.'s  Victor  headquarters,  where  Henry  A. 
Winkelman,  the  manager,  is  able  to  keep  his 
trade  sufficiently  supplied  with  Victor  goods  to 
meet  all  pressing  needs.  The  October  business 
here  was  very  satisfactory,  the  house  experienc- 
ing the  response  to  the  general  request  of  the 


Boston,  Mass.,  November  4. — The  Boston  talk- 
ing machine  trade  was  shocked  about  the  mid- 
dle of  October  to  learn  of  the  death  of  Elton  F. 
Taft,  president  and  general  manager  of  the 
Eastern  Talking  Machine  Co.  at  his  home  in 
Brookline.  Mr.  Taft  had  been  ill  only  a  short 
time  and  because  of  a  weak  heart  could  not 
survive  the  shock  following  an  operation.  Be- 
cause of  the  prevalence  of  the  epidemic  the 
funeral  was  private,  but  there  were  floral  of- 
ferings from  many  friends  and  business  asso- 
ciates, one  tribute  coming  from  the  Victor  Co. 
The  burial  was  in  Forest  Hills  Cemetery. 

Mr.  Taft  was  a  native  of  Providence,  R.  I., 
and  was  forty-five  years  of  age.  Before  coming 
tf)  this  city  he  was  employed  by  J.  A.  Foster 
&  Co.,  talking  machine  dealers  in  Providence, 
For  a  time  he  traveled  for  Thomas  A.  Edison 
through  New  England  and  during  this  period 
he  made  a  host  of  friends  in  the  territory,  and 
with  many  of  these  he  continued  to  have  close 
business  relations  the  rest  of  his  life.  When 
the  late  W.  H.  Beck  was  the  president  of  the 
Eastern  Talking  Machine  Co.  he  brought  Mr. 
Taft  into  the  concern.  That  was  eighteen  years 
ago.  He  made  Mr.  Taft  general  manager,  and 
when  Mr.  Beck  died  four  years  ago  Mr.  Taft 


authorities  that  the  public  begin  their  Christ- 
mas shopping  early.  It  looks  like  a  busy  No- 
vember for  this  house. 

Secures  the  Pathe  Agency 
M.  J.  Sullivan,  Inc.,  of  Lawrence,  Mass.,  who 
recently  secured  the  exclusive  agency  for  the 
Pathe  phonograph  and  records  in  this  city,  in- 
augurated the  opening  of  their  Pathe  depart- 
ment last  week  with  great  success.  The  Pathe 
department  was  crowded  all  day  and  far  into 
the  evening  of  the  opening  day,  and  prospects 
for  an  excellent  business  during  the  coming  sea- 
son are  very  bright. 


was  selected  to  succeed  him,  and  he  had  held 
that  position  ever  since.  Mr.  Taft  belonged  to 
no  organizations  and  was  essentially  a  home 


Wm.  J.  Fitzgerald 


man.  He  always  paid  the  strictest  attention  to 
business,  but  the  trade  at  large  got  a  glimpse 
of  him  now  and  then  on  the  occasion  of  the 
large  talking  machine  gatherings  which  he  found 
time  to  attend.  He  is  survived  by  his  widow 
and  one  son,  Elton  C.  Taft,  now  in  the  navy. 

It  was  fortunate  for  the  Eastern  Talking  Ma- 
chine Co.  that  in  the  death  of  Mr.  Taft  there 
is  an  experienced  man  to  succeed  him.  This 
man  is  William  J.  Fitzgerald,  who  learned  the 
business  under  the  watchful  eye  of  Mr.  Taft, 
who  always  regarded  him  most  highly.  Mr. 
Fitzgerald  is  to  be  business  manager,  and  he  as- 
sumes his  new  post  following  a  seventeen  years' 
association  with  the  company.  For  two  years 
and  a  half  Mr.  Fitzgerald  traveled  for  the  com- 
pany and  was  thus  brought  into  intimate  rela- 
tions with  the  leading  men  in  the  trade,  the 
Victor  in  particular.  For  some  time  past  he 
has  been  wholesale  manager.  He  has  often 
been  sought  by  other  houses,  but  he  has  been 
faithful  to  the  Eastern  Co.  and  Mr.  Taft,  with 
whom  his  relations  have  always  been  most 
pleasant.  In  his  travels  he  has  gone  off  on 
special  missions  for  Mr.  Taft  and  to  his  credit 
it  may  be  said  that  during  the  long  period  of  a 
scarcity  of  goods  due  to  war  conditions  prob- 
ably few  jobbers  have  so  well  satisfied  their 
clientele  as  has  Mr.  Fitzgerald,  as  he  has  been 
able  to  purchase  records  from  points  as  far  as 
the  distant  South,  and  in  this  way  he  has  been 
able  to  keep  his  company  in  the  foreground. 
Mr.  Fitzgerald  possesses  rare  tact,  good  judg- 
ment and  an  even  disposition,  qualifications 
that  have  played  a  conspicuous  part  in  bringing 
him  and  the  company,  of  which  he  now  is  busi- 
ness manager,  to  its  present  high  standard. 


A.  Cohn  has  opened  a  new  store  in  Bakers- 
field,  Cal.,  for  the  handling  of  Brunswick  phono- 
graphs and  Pathe  records. 


When  you  refuse  to  recognize  your  opponent's 
ability,  you  do  yourself,  as  well  as  him,  an  in- 
justice. 


MANUFACTURERS- 
JOBBERS-DEALERS 


PerfecUon  Universal  Tone  Arm  and  Reproducer 
No  8  set  In  position  for  playine  "lateral"  cut 
records. 


Our  PERFECTION  line  of  tone  arms  and  repro- 
ducers are  now  complete  and  are  attachable  as  fol- 
lows: 

No.  3  tone  arm  and  PUR-I-TONE  reproducer  plays 
Victor  and  Columbia  records  on  Edison  Disc  Machines. 

No.  4  tone  arm  and  Nos.  4,  7  and  8  PUR-I-TONE 
reproducers  play  Victor  and  Columbia  records  on 
Edison  Disc  Machines. 

No.  5  tone  arm  with  PUR-I-TONE  reproducer  plays 
all  makes  of  hill  and  dale  records  on  Edison  Disc 
Machines. 

No.  6  UNIVERSAL  tone  arm  and  PUR-I-TONE 
reproducer  plays  ALL  makes  of  records  on  Edison 
Disc  Machines. 

Nos.  3  and  7  PUR-I-TONE  reproducers  are  fitted 
to  Columbia  machines  for  playing  Victor  and  Columbia 
records. 

No.  7  PUR-I-TONE  reproducer  is  fitted  to  Victor 


PerfecUon  Universal  Tone  Arm  and  Reproducer 
No.  6  set  In  position  for  playing  "hill  and  dale" 
cut  records. 


machines  for  playing  Victor  and  Columbia  records. 

No.  11  PUR-I-TONE  reproducer  plays  all  makes 
of  hill  and  dale  records  on  Victor  machines. 

No.  11-A  PUR-I-TONE  reproducer  plays  all  makes 
of  hill  and  dale  records  on  Columbia  machines.  No. 
11  and  11-A  reproducers  are  especially  fitted  to  Victor 
and  Columbia  machines,  and  are  easily  the  finest  built 
in  the  world.  Guaranteed  not  to  blast  on  any  record, 
and  will  reproduce  Edison  Disc  records  with  perfect 
clarity  of  sound,  also  with  excellent  volume  and  reso- 
nance of  sound. 

No.  9  PUR-I-TONE  Reproducers  fitted  to  Bruns- 
wick machines  that  have  tone  arms  with  detachable 
reproducers. 

First-class  high-grade  product,  finely  plated  and 
carefully  assembled,  making  this  line  the  leading 
phonograph  accessory  line  of  the  world. 


Manufactured  by 

New  England  Talking  Machine  Co. 

The  Largest  Manufacturers  of  Phonograph  Accessories  in  the  World 

16-18  BEACH  STREET  BOSTON,  MASS. 

Write  for  prices  and  information  as  to  how  these  accessories  are  attached  and  used  on  the  leading 

makes  of  phonographs 


WM.  J.  FITZGERALD,  BUSINESS  MANAGER  OF  EASTERN  CO. 

Takes  Charge  of  Weil-Known  Boston  House  Following  the  Death  of  President  Elton  F.  Taft, 
Whose  Passing  Has  Caused  Universal  Regret  in  the  Trade 


November  IS,  191$ 


THE    TALKING    MACHINE  WORLD 


25 


■  The  new  larg'e  size 


rcon 


/ 


/ 


/ 


/ 


/ 


/ 


Retail  at  75  cents 

Emereon  Phonograph  Company^ 


/ 


/ 


/ 


Emerson 
Phonograph 
Company,  Inc. 
3  W.  35th  St.,  N.  Y. 


3  West  35th  Street 

Boston,  80  Boylston  St. 


New  York 

Chicago,  7  E.  Jackson  Boulevard 


/ 


/  Please  send  me 

/  information  about  the  new 

large  size  Emerson  Records. 


/ 


/  Name 


/ 


/ 


City  , 


f/  State 


26 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


"Traviata" 

Barrientos  and  Lazaro  in  their  first  con- 
certed number— this  month.  IPs  "Parigi 
0  Cara,"  the  tremendous  climax  of  Verdi's 
most  dramatic  opera. 


Columbia  Graphophone  Co 

NEW  YORK 


DAMBOIS  WITH  THE  AEOLIAN  CO. 

Distinguished  Belgian  'Cellist  to  Make  Vocalion 
Records  Exclusively — A  Valuable  Acquisition 


VICTOR  TRADE=MARK  SHOW  CARD      OFFERING  NEW  CRYSTOLA  STYLES 


Maurice  Dambois,  the  famous  Belgian  'cellist, 
has  consummated  arrangements  with  the  Aeo- 
lian Co.,  whereby  he  will  make  Vocalion  records 
exclusively.  This  famous  'cellist  is  noted  for 
the  quality  of  his  tone,  which  is  unsurpassed  in 
its  purity  and  d&pth,  and  his  interpretations  are 
characterized  by  a  wealth  of  poetic  feeling.  The 
company  makes  the  claim  "that  the  Vocalion 
records  of  his  (Maurice  Dambois)  art  are  the 
most  beautiful  phonograph  reproductions  of 
'cello  music  ever  heard.  Appealing  and  sym- 
pathetic as  the  'cello  is  always,  the  Dambois 
Vocalion  records  bring  out  in  perfection  the 
natural  beauty  of  the  instrument  and  present  a 
wonderful  tone-picture  of  the  playing  of  this 
master  'cellist." 


A  POPULAR  PLACE  TO  VISIT 


Large  Demonstrating  Room  at  Lord  &  Taylor's 
Victrola  Department  Fitted  Up  as  Nursery 


There  is  no  more  popular  place  in  the  vast 
Lord  &  Taylor  establishment  in  New  York  than 
the  Victrola  department.  Children  as  well  as 
grownups  are  to  be  found  there,  for  one  of  the 
spacious  demonstrating  rooms  has  been  fitted  up 
as  a  nursery  with  games  and  toys,  and  more 
especially  a  small-sized  Victrola,  on  which  is 
always  heard  interesting  children's  records,  both 
educational  and  entertaining.  While  their  par- 
ents shop,  the  children  have  a  great  time  en- 
joying their  games  and  the  Victrola  music.  It 
is  a  great  idea  and  one  that  will  doubtless  appeal 
to  other  big  stores  throughout  the  country. 


CURTAIL  NEEDLE  PRODUCTION 

The  War  Industries  Board  has  just  issued  an 
order  curtailing  the  production  of  sixteen  in- 
dustries for  the  purpose  of  saving  fuel,  labor, 
capital,  material  and  transportation  for  essen- 
tial war  work.  Among  those  enumerated  are 
the  manufacture  of  talking  machine  needles,  the 
curtailment  being  50  per  cent,  of  the  1917  pro- 
duction. 


SECURED  RECORDS  FOR  SOLDIERS 

The  talking  machine  department  of  the  Outlet 
Co.  in  Providence,  R.  I.,  was  a  busy  spot  the 
closing  week  of  October,  being  headquarters  for 
the  campaign  conducted  by  the  National  Rec- 
ord Recruiting  Corps  of  New  York  for  the  se- 
curing of  records  for  the  soldiers.  A  goodly 
number  was  secured. 


IMPORT  REGULATION  ON  JEWELS 

Washington,  D.  C,  October  21. — According  to 
a  ruling  just  issued  by  the  War  Industries 
Board,  the  New  General  Import  License  Regu- 
lation No.  27  does  not  include  jewels  for  phono- 
graph needles,  which  may  therefore  be  im- 
ported under  the  old  form  of  license. 


Very  Artistic  Presentation  of  the  Victor  Trade- 
Mark  in  Colors  Issued  for  the  Use  of  Dealers 
— Accompanying  Letter  Explains  Its  Value 


The  Crystola  Co.,  of  Cincinnati,  Report  an  Ex- 
cellent Demand  for  Their  Products,  Which 
Are  Steadily  Growing  in  Favor 


The  Victor  Talking  Machine  Co.  have  issued 
a  very  handsome  card  in  colors  of  the  Victor 
trade-mark  for  display  in  show  windows,  below 
which  appears  the  following  text:  "The  famous 
trade-mark  of  the  Victor  Talking  Machine  Co. 
is  on  all  genuine  Victor  instruments  and  rec- 
ords. 'Victrola'  is  also  the  registered  trade- 
mark of  this  company,  designating  its.  products 
only.  Such  genuine  Victor  products  are  on  sale 
in  this  store."  In  this  connection  the  company 
states: 

"  'The  best-known  trade-mark  in  the  world — 
familiar  to  more  Americans  than  any  of  the 
world's  great  masterpieces.'  That  is  how  Col- 
lier's Weekly  described  'His  Master's  Voice.'  It 
is  a  true  statement  of  facts  which  every  Victor 
dealer  has  ample  reason  to  contemplate  with 
justifiable  pride. 

"Publicity  alone  won't  make  a  trade-mark  fa- 
mous, but  quality  merchandise  backed  by  the 
right  kind  of  publicity  will,  and  'His  Master's 
Voice'  owes  its  popularity  to  the  fact  that  it 
has  always  stood  for  all  that's  best  in  music. 
The  importance  of  this  trade-mark  and  of  our 
trade-mark  word,  'Victrola,'  is  not  perhaps  fully 
realized,  and  we  suggest  that  you  give  these 
cards  the  greatest  possible  display. 

"The  public  to-day  knows  that  it  pays  to  seek 
the  trade-mark  of  the  manufacturer  as  the  surest 
and  safest  method  of  identifying  quality  prod- 
ucts. These  cards  positively  identify  you  as  a 
Victor  merchant  engaged  in  marketing  the  best 
quality  merchandise  that  human  skill  and  in- 
genuity can  produce.  It  will  pay  you  to  display 
prominently  this  'hall  mark  of  quality'  in  your 
show  windows." 


Cincinnati,  O.,  November  4. — The  Crystola 
Co.,  of  this  city,  are  placing  on  the  market  a 
number  of  their  latest  styles  of  phonographs, 
which  not  only  reflect  the  highest  skill  of  the  de- 
signer's art,  but  musically  they  represent  a  very 
high  standard.  The  members  of  this  company 
have,  paid  particular  attention  to  the  matter  of 
tone  reproduction  and  the  acoustic  properties 
of  their  cabinets,  with  the  result  that  the  Crys- 
tola phonograph  to-day  stands  as  a  worthy  ex- 
ample of  reliable  construction  in  the  domain  of 
talking  machines. 

Business  with  the  company  is  very  brisk,  and 
there  is  evident  an  increasing  appreciation  of 
the  attractiveness  of  their  products.  In  their 
advertisement  elsewhere  the  Crystola  Co.  wish 
it  to  be  distinctly  noted  that  they  manufacture 
the  original  Crystola  and  desire  further  that  it 
should  not  be  confused  with  any  similar  sound- 
ing name  or  combination  of  names.  The  Crys- 
tola as  it  is  made  today  is  a  creation  that  stands 
absolutely  on  its  merits  and  commands  support 
on  that  basis. 


Germany  has  proved  itself  absolutely  super- 
efficient  in  one  way.  It  has  secured  the  enmity 
of  the  whole  civilized  world. 


INSTALL  SEVEN  UNICO  BOOTHS 

Seven  of  the  latest  types  of  Unico  demon- 
strating booths,  made  by  the  Unit  Construc- 
tion Co.,  Philadelphia,  have  been  installed  by 
the  Wilson  Avenue  Piano  &  Talking  Machine 
Co.,  of  Chicago.  The  equipment  in  connection 
with  these  booths  is  most  artistic,  and  it  is  con- 
ceded that  there  are  few  establishments  as  at- 
tractive as  the  Victor  department  controlled  by 
this  company. 

The  Unit  Construction  Co.  have  won  a  nation- 
al reputation  for  the  character  of  their  goods, 
and  are  kept  as  busy  as  can  be  filling  orders 
for  their  equipment  from  all  parts  of  the 
country. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Automatic 
Stop  on  the  market.  They  give  excellent 
service,  are  easily  installed  and  are  absolutely 
guaranteed. 


Send  50  cents  for  Sample  Stop 


KIRKMAN  ENGINEERING  CORPORATION,  237  Lafayette  St,  New  York 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


27 


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DONT  BUY-OONT  SELL-DOIH  MAKE 

INFRINGEMENTS 


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THE  ONLY  MECHANICAL  PATENT  EVER  ISSUED 

in  this  country  on  a  Phonograph  Cabinet  as  far  as  we  know 

Any  Phonograph  Cabinet  that  has  the  record  compartment  alongside  the  instrument  as 
shown  in  the  above  illustration  is  an  infringement  on  the  Windsor  Patent 

DO  NOT  BE  MISLED  BY  INTERESTED  PARTIES 

but  have  a  competent  patent  attorney  give  you  his  opinion  on  this  patent 

Write  the  Commissioner  of  Patents  at  Washington,  D.  C,  enclosing  five  cents  in  cur- 
rency, for  an  official  copy  of  Patent  No.  1279743  which 
covers  this  type  of  Phonograph  Cabinet 

WRITE  FOR  A  CATALOGUE 

l^tnbsior  Jf urmture  Co. 


1420  CARROLL  AVE. 


ESTABLISHED  1885 


CHICAGO,  ILL. 


niiii 


28 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


TALKING  MACHINE  DEALERS 


•READ  THIS- 


"The  finest  and  most  delicate  pieces  of  mechanism  do  not  prove 
efficient  unless  properly  lubricated.  Skill,  Genins,  Invention 
and  Workmanship  must  have  the  proper  Oil.  Stop  and  con- 
sider this  when  you  have  to  boy  an  Oil  for  household  ose.'' 


IS  BEST 

FOR  ANY  TALKING  MACHINE 

Being  made  in  our  Watch  Oil 
Dep't,  the  same  care  given  in  re- 
fining as  in  our  "  Watch  Oil,"  as 
all  gums  and  impurities  are  ex- 
tracted, leaving  it  Colorless,  Odor- 
less and  Stainless. 

BEWARE  OF  SCENTED  OILS 

Machines  will  not  clog  if  oiled  with  NYOIL, 
NYOIL  is  used  by  the  U.  S.  Gov't  in  Army 
and  Navy.    A  cria.'  order  will  make  a  perma- 
nent customer  of  you. 

Ladies  use  NYOIL  for  Sewing  Machines, 
for  it  is  stainless. 

Sportsmen  find  NYOIL  best  for  Guns,  for  it 
keeps  them  from  rusting. 
NYOIL  is  put  up  in  loz.,  3%  oz.  and 
8  oz.  Bottles,  and  in  Pint, 
Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


EDISON  "ROYAL  PURPLE"  ARTISTS 

Taurine-  Parvis  and  P.  A.  Asselin  Make  First 
of  a  Series  of  Records  for  the  Edison  Am- 
berola — Both  Have  Achieved  Wide  Fame 


In  the  November  supplement  of  Edison  Am- 
berol  records  are  two  "Royal  Purple"  numbers 


Taurino  Parvis,  Italian  Baritone 

sung  by  artists  new  to  Thomas  A.  Edison,  Inc. 
Taurino  Parvis,  the  prominent  Italian  oper- 


P.  A.  Asselin,  French  Tenor 

atic  baritone,  has  had  a  wonderful  musical  his- 
tory.    He  is  now  singing  at  the  Metropolitan 

EXACT  SIZE 


Opera  House  in  New  York  City  and  looks  back 
upon  his  long  and  successful  engagements  at 
Covent  Garden,  London,  La  Scala,  Milan,  for 
six  seasons,  Teatro  Colon,  Buenos  Aires,  and 
seven  seasons  in  Petrograd. 

P.  A.  Asselin  was  born  in  Canada.  After 
finishing  his  musical  education  he  entered  upon 
a  concert  career  and  made  a  brilliant  success. 

It  is  the  Edison  policy  to  present  only  the 
most  famous  voices  on  the  Royal  Purple  rec- 
ords. The  selections  this  month  are  quite  in 
line  with  this  purpose.  ■ 

GERMAN  RECORDS  INTERNED 

Executive  Committee  of  Talking  Machine  Deal- 
ers' Association  of  Kentucky  Take's  Action 

Louisville,  Ky.,  November  3 —The  following 
resolution  was  .unanimously  adopted  and  the 
list  of  records  below  was  selected  at  a  meet- 
ing of  the  executive  committee  of  the  Talking 
Machine  Dealers'  Association  of  Louisville,  Ky., 
held  at  Hotel  Watterson  recently: 

"Whereas,  Edison,  Columbia  and  Victor  rec- 
ord stocks  now  on  hand  in  the  trade  generally 
include  vocal  selections  in  the  German  language 
and  instrumental  records  of  German  airs,  and 

"Whereas,  traffic  in  these  German  records, 
or  the  playing  of  them  is  not  consistent  with 
our  conception  of  true  Americanism. 

"Be  it  Resolved  that  there  be  prepared  at  once 
a  list  of  all  Victor,  Edison  and  Columbia  rec- 
ords in  any  essential  respect  German,  including 
other  records  of  a  pacifist  nature  or  by  organi- 
zations or  artists  of  known  pro-German  ■  ten- 
dencies; and  that  such  list  be  supplied  to  our 
membership  and  the  trade,  with  the  recommen- 
dation of  this  committee  that  the  records  named 
therein  be  immediately  withdrawn  from  stock 
and  interned  for  the  period  of  the  war." 

The  following  are  the  numbers  of  records 
that  were  interned  by  all  dealers  who  handle 
the  following  lines:  Edison,  50;  Columbia,  260, 
and  Victor,  575. 

On  Saturday,  October  19,  all  firms  who  are 
members  of  the  Talking  Machine  Dealers'  Asso- 
ciation of  this  city,  had  on  display  in  their  win- 
dows these  records,  featuring  them  with  a  ball 
and  chain  around  them,  and  had  them  in  a  jail, 
or  something  around  them,  to  show  that  they 
were  interned  for  the  duration  of  the  war. 


KEEP  EVERLASTINGLY  AT  IT 

More  Necessary  Than  Ever  Now  to  Keep  Your 
Name  Before  the  Public 


In  sending  out  their  wonderfully  well  selected 
budget  of  window  hangers  and  streamers,  as 
well  as  magazine,  educational  and  agricultural 
advertising  for  November,  the  Victor  Talking 
Machine  Co.  very  succinctly  point  out:  "  'Keep- 
ing everlastingly  at  it'  is  a  mighty  good  slogan 
for  any  advertiser  even  in  normal  times.  To- 
day it's  more  necessary  than  ever  if  the  ad- 
vertiser hopes  to  keep  his  name  before  the 
public  and  thus  retain  the  prestige  and  good 
will  it  has  required  years  to  build." 


WM.  A.  SCHREINER  GOES  TO  SPOKANE 

Well-Known  Dealer  Service  Man  for  Columbia 
Co.  Goes  With  Eilers  Music  House 

William  A.  Schreiner,  long  associated  with  the 
Columbia  Graphophone  Co.  in  New  York,  most 
recently  as  local  dealer  service  man,  has  re- 
cently affiliated  himself  with  the  Eilers  Music 
House,  Spokane,  Wash.,  where  he  will  have 
charge  of  the  publicity  work  for  that  well- 
known  chain  of  Grafonola  retail  stores.  Mr- 
Schreiner's  intimate  knowledge  of  service  re- 
quirements gained  by  his  long  experience  should 
insure  him  success  in  his  new  position.  Mr. 
Schreiner  was  at  one  time  connected  with  the 
old  Twenty-third  street  store  of  the  Columbia 
Co.,  then  went  with  the  F.  G.  Smith  Co.  and  C. 
Bauer  &  Sons,  Brooklyn,  before  occupying  his 
last  position  with  the  Columbia  Co. 

UDELL  WORKS  VERY  ACTIVE 

Indianapolis,  Ind.,  November  2. — The  Udell 
Works,  this  city,  report  that  they  are  at  present 
enjoying  a  splendid  cabinet  business  and  that 
owing  to  existing  conditions  the  chief  problem 
right  now  is  to  fill  orders  and  get  shipments  in 
the  hands  of  talking  machine  dealers  who  have 
long  featured  Udell  products. 

One  of  the  officials  of  the  company  states 
that  the  Government's  order  against  the  intro- 
duction of  new  styles  has  not  affected  the  com- 
pany to  any  degree,  and  says:  "We,  of  course, 
have  had  to  confine  ourselves  to  the  old  patr 
terns,  but  the  truth  of  the  matter  is  that  these 
have  been  tried  and  not  found  wanting,  which 
is  proven  by  the  fact  that  the  trade  buys  them, 
sells  them  and  then  comes  back  for  more." 


WHY  NOT  ORDER  A  SAMPLE 

17*1  T7  l  Y^T  TTTI"?  Reproducer  and  HEAR 
*  ■L-'-l— 1  I  ^1  11— j1\  tne  improvement  it  makes 
in  tone  and  detail  of  your  records  ?         ::  :: 

Samples  $4.00.    Satisfaction  guaranteed 
or  money  refunded 

FLETCHER -WICKES  CO. 


6  E.  LAKE  STREET 


CHICAGO,  ILL. 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


29 


Magnificent! 

11  Trovatore"  and  "Carmen"  played  by  the 
Metropolitan  Opera  Orchestra !  The  biggest 
classic  instrumental  ever  put  on  a  Columbia 
Record. 


THREE  NEW  VICTRQLAS 

Victor  Co.  Announces  Styles  IV,  VI  and  XXV 
Containing  Exclusive  Victor  Features 


The  Victor  Talking  Machine  Co.  recently  is- 
sued literature  announcing  three  new  Victrolas, 
IV,  VI  and  XXV. 

The  new  Victrola  IV  is  equipped  with  sound- 
ing boards  at  the  aperture  of  the  amplifying 
compartment;  this,  with  the  decided;  improve- 
ment in  the  appearance  of  cabinet,  will  serve  as 
a  distinct  identifying  mark  in  comparison  with 
the  Victrola  IV-A. 

The  new  Victrola  VI  is  equipped  with  a  re- 
movable motor  board  while  the  improvement  in 
cabinet  design  is  immediately  apparent.  The 
new  Victrola  VI  will  be  supplied  in  mahogany 
or  oak,  and  as  the  need  of  a  mahogany  instru- 
ment of  this  type  has  long  been  recognized  this 
instrument  will  find  a  ready  market  awaiting  its 
public  announcement. 

The  new  Victrola  XXV  is  equipped  with  an 
enlarged  tapering  tone  arm  and  new  tapering 
sound  box  tube. 

Shipments  of  these  new  styles  will  soon  go 
forward  to  wholesalers,  and  it  is  very  probable 
that  they  will  reach  warerooms  in  about  three 
to  six  weeks,  according  to  the  distance  from  the 
factory. 


NEW  PATHE  RECORD  BULLETIN 


December  List  of  Pathe  Records  Presented  in 
Folder  of  Simplified  Design  in  Keeping  With 
Government's  Conservation  Plan 


In  keeping  with  the  Government's  request  for 
the  conservation  of  paper  and  printing  mate- 
rials, the  Pathe  Freres  Phonograph  Co.  have 
presented  their  list  of  records  for  December  in 
much  simplified  form  as  compared  with  previous 
bulletins.  The  entire  bulletin,  printed  in  the 
form  of  an  eight-page  folder,  is  devoid  of  any 
color  but  black,  but  is  nevertheless  attractively 
arranged  and  laid  out  and  does  not  in  any  sense 
suggest  overeconomy.  For  the  convenience  of 
the  dealer  the  bottom  half  of  the  last  page  has 
space  for  the  name  and  address  for  mailing  pur- 
poses, together  with  room  for  the  dealer's  im- 
print. When  folded  over  once  and  fastened 
with  a  specially  designed  Pathe  rooster  label, 
the  new  bulletin  may  be  sent  by  post  most  con- 
veniently. 

The  front,  or  title  page,  bears  a  portrait  of 
Muratore,  and  the  announcement  of  his  two 
latest  records,  namely,  "Le  Regiment  de  Sambre 
et  Meuse,"  the  national  marching  song  of 
France,  and  the  aria  from  "Monna  Vanna,"  both 
being  compositions  which  will  undoubtedly  make 
a  wide  appeal. 


COTTON  FLOCKS 


FOR, 


Record  Manufacturing 
THE  PECKBAM  MFG.  CO.,  BSSXBL^M 


Columbia  Graphophone  Co 

NEW  YORK 


PORTLAND  ASSOCIATION  MEETS 

Oregon  Dealers  Consider  the  Plans  for  Form- 
ing a  National  Association  in  Trade 


Portland,  Ore.,  November  5. — The  first  meet- 
ing of  the  season  of  the  Talking  Machine  Deal- 
ers' Association  of  Portland  was  held  at  the  Im- 
perial Hotel  recently.  The  attendance  was  not 
as  large  as  at  former  meetings,  owing  to  the 
fact  that  there  had  been  a  mistake  in  sending 
out  the  invitations.  After  dinner  the  president, 
E.  B.  Hyatt,  called  the  meeting  to  order,  and 
C.  A.  Alphouse  read  the  minutes  of  the  last 
meeting  and  then  read  some  letters  received 
from  dealers  in  other  cities  in  the  East.  The 
first  letter  was  from  the  Talking  Machine  Men, 
Inc.,  of  New  York,  in  regard  to  forming  a  na- 
tional association  of  talking  machine  dealers. 
The  communication  was  received  with  great 
favor  and  referred  to  the  secretary,  C.  A.  Alp- 
house, with  instructions  to  see  what  action  can 
be  taken  that  may  assist  in  forming  a  national 
association.  A  letter  containing  resolutions 
adopted  by  the  Talking  Machine  Men,  Inc.,  in 
which  they  condemned  action  of  Eastern  job- 
bers handling  both  retail  and  wholesale  trade, 
was  also  received.  The  local  association  laid 
the  resolutions  on  the  table  for  the  time  being 
until  there  was  a  better  representation  of  the 
Portland  dealers  present. 

L.  D.  Heater,  manager  of  the  Columbia 
Graphophone  Co.,  tendered  his  resignation,  as  he 
was  in  wholesale  business  and  didn't  think  it 
fair  to  the  other  dealers  to  remain  a  member  of 


the  association  which  is  composed  of  retail 
dealers.  The  resignation  was  not  accepted  and 
a  committee  was  appointed  to  wait  upon  Mr. 
Heater  and  ask  him  to  reconsider  the  matter,  as 
his  resignation  would  be  regretted  by  all  the 
dealers,  who  considered  him  a  valuable  and  ef- 
ficient member  of  the  local  association. 

A  committee  was  appointed  to  secure  new 
members  and  to  see  that  measures  be  taken  to 
make  these  meetings  enjoyable  and  profitable  to 
the  entire  membership. 


USES  PHONOGRAPH  TO  LURE  SEALS 


Voices  of  Prima  Donnas  Attract  Seals  to  Within 
Range  of  Hunter's  Rifle 


Portland,  Ore.,  November  2. — A  new  use  has 
been  found  for  the  phonograph  by  Edward 
Corfee,  a  hunter  employed  by  the  Washington 
State  Fish  and  Game  Commission,  in  making  it 
the  means  to  lure  the  destructive  hair  seals  to 
their  doom.  Mr.  Corfee,  under  instructions 
from  the  commission,  spent  several  months  at 
Useless,  Mutiny  and  Cultus  Bay  on  the  Lower 
Puget  Sound  hunting  these  destructive  animals, 
who  prey  upon  the  salmon.  It  is  said  that  one 
seal  destroys  more  than  a  thousand  dollars' 
worth  of  salmon  in  a  single  season. 

The  phonograph  was  taken  to  the  beach  and 
the  seals  no  sooner  hear  the  sweet  strains  of 
some  prima  donna  than  they  come  above  the 
surface  of  the  water  to  listen.  Then  the  hunter's 
rifle  would  speak  and  there  would  be  one  less 
seal  to  diminish  the  salmon  pack. 


Have  You  Suffered  from  the 
Needle  Shortage? 

HERE  IS  THE  REMEDY 

The  LIBERTY  STYLUS,  a  semi-permanent  needle  play- 
ing from  100  to  300  records,  will  enable  you  to  forget  the 
needle  shortage,  for  rve  guarantee  prompt  deliveries. 

,  This  Stylus  is  the  only  semi-permanent  needle  on  the 
market  that  can  be  used,  removed  at  any  time,  and  re- 
placed in  the  needle  holder,  without  lessening  the  tone 
quality  or  damaging  the  record. 

The  LIBERTY  STYLUS  is  manufactured  in  full,  medium 
and  soft  tone,  and  is  marketed  in  packages  of  three 
needles  to  a  package,  50  packages  in  a  box. 

Free  Samples  to  the  Trade 

IIRPPTV    QTVI  IK   rn       149 Kirby Avenue> West 

LilD£iI\  1    I       O  I    I  LUJ     \*  \J . ,      DETROIT,  MICHIGAN 


30 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


Three  Big  Values  -Three  Big  Sellers 


Model  No.  3 

$125.00 


Model  No.  6 

$90.00 


Model  No.  5. 

$75.00 


MANDEL  PHONOGRAPHS— made  by  one  maker — backed  to 
the  limit  by  the  manufacturer,  means  a  service  that  guarantees  your  success. 

The  MANDEL  embodies  massiveness  in  cabinet  design,  efficiency  in 
mechanical  construction  and  richness  in  tonal  quality.  These  three  factors 
are  the  making  of  a  good  talking  machine.  And  the  MANDEL  is  a 
good  machine. 

The  three  models  here  illustrated  are  producing  big  results  for 
MANDEL  dealers.  Three  popular-priced  phonographs  —  each  model 
giving  the  consumer  greater  value  for  his  money  than  he  could  ordinarily 
obtain. 

And  to  the  dealer  we  offer  a  wonderfully  attractive  proposition — a  co- 
operative plan  that  makes  it  pay  him  to  sell  MANDEL  Phonographs. 

Write  for  full  details — today 


A  Letter  from  Missouri — Name  and  Address  on  Request 

MANDEL  MFG.  CO., 

Chicago,  111. 
Gentlemen: 

Please  book  my  order  for  immediate  shipment  by  freight,  the  following: 
Two  Style  No.  3  MANDEL  Phonographs,  Oak  finish. 
Two  Style  No.  3  MANDEL  Phonographs,  Mahogany  finish. 
Each  purchaser  of  the  MANDEL  is  delighted  with  the  rich  tone  value  and  each 
sale  draws  more  sales.     I  sold  the  last  MANDEL  today,  so  please  rush  out  this  ship- 


ment.    I  want  to  keep  the  MANDEL  on  my  floor. 


(A  MANDEL  DEALER) 


MANDEL 
MANUFACTURING  CO. 

501-511  So.  Laflin  Street,  Chicago,  Illinois 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


31 


The  Spirit  of  Service  and  Go-operation  is 
Developing  in  the  Talking  Machine  Industry 


The  spirit  of  service,  or  co-operation,  has 
been  developing  steadily  in  all  branches  of  in- 
dustry. In  fact,  every  day  we  are  realizing  how 
much  one  leans  upon  the  other.  The  war  in 
Europe  has  demonstrated  most  vividly  how  Gov- 
ernment and  business  must  work  hand  in  hand, 
each  aiding  the  other,  in  order  to  secure  the 
colossal  results  aimed  at  in  winning  the  war. 

Fighting  methods  in  business  will  always  ex- 
ist, but  they  will  be  along  fairer  lines,  for  a 
reformation  is  well  under  way,  and  the  spirit 
underlying  this  movement  is  far  stronger  than 
many  people  imagine.  In  every-day  business 
we  find  that  the  merchant  and  the  manufacturer 
are  working  hand  in  hand  to  achieve  the  de- 
sired results. 

"Service"  is  the  foundation  on  which  a  greater 
and  more  successful  business  structure  is  being 
built.  The  manufacturer  to-day  is  spending 
thousands  of  dollars  preparing  suitable  advertis- 
ing matter  in  the  form  of  catalogs,  window  dis- 
play cards,  circulars,  in  fact,  all  kinds  of  printed 
matter  most  attractively  arranged,  whereby  the 
talking  machine  dealer's  business  is  helped,  and 
his  path  toward  success  made  more  easy. 

It  would  seem  that  this  generous  offer  of  co- 
operation on  the  part  of  the  manufacturer 
would  be  seized  upon  with  avidity  by  talking 
machine  dealers,  and  eagerly  utilized.  Yet  we 
hear  of  complaints  from  manufacturers  of 
talking  machines  who  are  sending  out  suitable 
literary  matter  in  the  way  of  helps  and  hints 
to  the  trade,  that  their  suggestions  are  not  ac- 
cepted or  utilized  as  they  should  be.     In  other 


words,  there  is  a  lack  of  that  co-operation  which 
is  essential  to  the  success  of  this  service  plan. 

This  attitude  is  somewhat  surprising,  for  the 
closer  the  intercourse  between  the  manufacturer 
and  the  dealer  the  better  for  all  concerned. 
When  suggestions  are  sent  out  by  manufac- 
turers which  do  not  appeal  to  the  dealer  he 
ought  to  make  it  a  point  to  write  and  tell  why, 
and  if  he  can  see  a  better  way  of  handling  the 


Dealers  Should 
Adopt  Every  New 
Idea  That  Will 
Enable  Them  to 
Meet  Competition 


subject  his  suggestions  will  certainly  be  received 
by  the  manufacturer  in  the  proper  spirit.  For 
it  takes  real  co-operation  on  the  part  of  both 
manufacturer  and  dealer  to  put  any  suggestion 
into  practice. 

It  takes  time  and  money  on  the  part  of  the 
manufacturer  to  produce  ideas  which  are  dis- 
tinctly aimed  to  aid  the'  dealer  and  to  help  him 


to  sell  his  goods.  It  should  be  the  duty  of  the 
dealer  handling  the  goods  of  the  manufacturer 
to  co-operate  enthusiastically  so  as  to  put  these 
ideas  into  use  unless  they  are  faulty  or  can  be 
improved  upon. 

Manufacturers  to-day  are  giving  serious  con- 
sideration to  any  atid  every  plan  that  will  tend 
to  help  their  own  and  their  dealers'  business. 
Many  of  them  have  opened  bureaus  for  this  pur- 
pose under  the  management  of  capable  men, 
where  special  literature  is  prepared  and  plans 
outlined  to  help  dealers  promote  business  in 
their  locality.  This  is  a  most  commendable 
plan;  it  is  along  those  progressive  lines  that  help 
to  build  up  great  enterprises. 

But  all  these  efforts  are  a  waste  of  time  unless 
dealers  are  alive  to  the  necessity  for  action.  It 
is  certainly  disheartening  to  spend  time  and 
money  in  setting  forth  ways  and  means  of  help- 
ing the  business  of  a  dealer  when  he  treats  with 
apparent  indifference  the  various  sales  helps 
sent  out  by  manufacturers. 

Conditions  at  present  render  it  imperative  for 
the  dealer  to  discard  all  old-fashioned,  anti- 
quated methods  of  doing  business,  and  to  adopt 
every  new  idea  and  method  which  will  help  him 
to  meet  successfully  the  keener  competition 
which  has  developed  since  the  beginning  of  the 
war,  and  the  dealer  who  deliberately  disregards 
and  neglects  to  use  those  aids  which  the  manu- 
facturers offer  him  is  certainly  not  conducting 
his  business  efficiently,  or  with  a  view  to  secur- 
ing maximum  results  in  his  sales  and  profits 
columns. 


THE  VICTOR  TRAVELING  FORCE 


The  Men  Who  Now  Form  the  Connecting  Link 
Between  the  Factory  and  the  Dealer 


lyn;  F.  McGalliard,  Kansas  and  Missouri;  R.  S. 
Cron,  Georgia,  Florida  and  Alabama;  P.  F.  Mur- 
ray, Pittsburgh  and  Western  Pennsylvania;  Ben 
Whitlin,  Philadelphia  and  Eastern  Pennsylvania; 
W.  T.  Davis,  Baltimore,  and  P.  A.  Ware,  Ohio. 


WARNS  OF  CREDIT  ABUSE 

Harding  Declares  Too  Free  Use  Will  Increase 
Cost  of  War 


As  soon  as  this  country  declared  war  on 
Germany,  the  traveling  department  of  The  Vic- 
tor Co.,  in  common  with  the  other  important  de- 
partments of  the  organization,  began  to  lose 
men — men  who  were  among  the  first  to  answer 
their  country's  call  and  won  commissions  or  en- 
listed in  various  branches  of  the  service.  With 
a  dozen  men  of  the  department  in  service  it  be- 
came necessary  to  reorganize  the  traveling 
force,  which  as  now  constituted  is  as  follows: 
H.  A.  Beach,  manager;  C.  Lloyd  Enger,  assistant 
manager;  L.  M.  Willis,  Texas;  Thomas  Mc- 
Creedy,  New  York  City;  F.  S.  Horning,  Boston; 
H.  D.  Smith,  Western  New  England;  J.  A. 
Frye,  California  and  Northwest;  H.  A.  Lamor, 
New  York  State;  J.  E.  Dunham,  Indiana  and 
Michigan;  L.  R.  Yeager,  Chicago;  W.  F.  Fries, 
Iowa,  Minnesota,  North  and  South  Dakota;  H. 
A.  Brennan,  Northern  New  Jersey  and  Brook- 


A  GREAT  EDUCATIONAL  FACTOR 

The  Brooklyn  Citizen  in  a  recent  article 
pointed  out  that  the  talking  machine  as  an  edu- 
cational factor  has  tremendous  value.  Through 
this  means  the  children  can  become  familiar  with 
all  that  is  best  in  music,  either  vocal  or  instru- 
mental; they  can  learn  not  only  the  music  but 
about  the  composers,  and  the  great  men  and 
women  who  sing  and  play  various  instruments. 


VICTROLA  FOR  THE  SOLDIERS 


The  recreation  hall  at  Ft.  St.  Philip,  which 
was  built  in  one  day  as  a  gift  by  the  Elks  Club 
of  New  Orleans  to  the  soldiers,  is  now  boasting 
of  a  beautiful  Victrola,  which  has  been  installed 
by  the  Philip  Werlein  Co.,  Inc. 


W.  P.  G.  Harding  of  the  Federal  Reserve 
Board,  in  an  article  in  the  November  number 
of  Syste  m  on  "The  Abuse  and  Use  of  Credit  " 
says  that  "too  free  use  of  credit  will  affect  us 
in  at  least  four  ways: 

"It  will  make  credit  for  war  purposes  more 
difficult  to  obtain,  and  consequently  higher  in 
price.  It  will  tend  to  force  prices  to  greater 
heights,  because  civilian  business  will  then  be 
able  to  compete  with  the  Government,  and  they 
will  bid  against  each  other.  This  will  increase 
the  cost  of  living,  and  also  the  cost  of  the 
war.  It  will  impair  the  strength  of  our  gold 
reserve,  which  must  be  maintained,  as  we  are  to 
remain  upon  a  gold  basis. 

"Our  gold  will  be  one  of  our  strongest  assets 
after  the  war,  and  any  course  which  now  affects 
that  reserve  will  hamper  us  in  getting  back  to  a 
normal  peace  basis." 


The  Duo-Tone 

EQUIPPED  WITH  TUNGSTEN  NEEDLES 


Soft 

without 


Thousands  of  talk- 
ing  machine 
owners  are  using 
the  Duo-Tone  and 
De  Luxe  Needles. 


Loud 


changing 


The  De  Luxe  Stylus 

SEMI-PERMANENT 
Plays  lOO  to  300  Records 


No  Scratch  or  Hiss 


Perfect  Points 


Mr.  Dealer:  Are  you  interested  in  increasing  your  profits  and  satisfy- 
ing your  customers?  Would  you  invest  $11.75  to  make  a  quick  profit 
of  $7.45?  If  so,  order  at  once  our  attractive  Counter  Display  Stand  or 
Silent  Salesman,  containing  12  Duo-Tones  and  24  packages  De  Luxe 


Needles. 


Descriptive  circulars  furnished.     De  Luxe  stylus  furnished 
separately.    Write  for  samples  and  discounts. 


The  Duo-Tone  Company,  Ansonia,  Conn. 


32 


THE   TALKING    MACHINE  WORLD 


November  IS,  1918 


The 


Qrystotd 


is  Musically  and  Scientif  ically  Correct 


The  Horn  is  made  of  Glass. 
Strange?  Not  at  all.— The  Horn 
should  be  a  REFLECTOR  and 
not  a  sounding  board. 

On  pages  157  and  158  of  "The 
Science  of  Musical  Sounds"  appears 
the  following : 

"The  Horn  of  itself  cannot  originate  any 
component  tone  and  hence  cannot  add 
anything  to  the  composition  of  the  sound. 
.   .   .   .   The  Horn  is  an  air  resonator 

and  not  a  sound-board  

The  walls  of  the  Horn  should  be 
smooth  and  rigid." 

—PROF.  DAYTON  C.  MILLER,  D.  Sc. 

Case  School  of  Applied  Science, 

Cleveland,  Ohio. 

Beveled-edge  Mirrors — New  Dia- 
phragm—Ball-bearing needle  finger 
— etc.,  etc.,  are  essential  and  ex- 
clusive features  that  distinguish  the 
CRYSTOLA  and  make  it  an  in- 
strument of  Surpassing  Excellence. 


Your  inquiry  for  New  Proposition  to  Dealers  will  be  welcomed. 

The  CRYSTOLA  COMPANY 

Elm  and  McFarland  Streets,  Cincinnati,  Ohio 

Note :  —  We  manufacture  the  original  Crystola.    Do  not  confuse  it 
with  anysimiliar  sounding  name  or  combination  of  names. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


33 


Happenings  in  Dominion  of  Canada 


INFLUENZA  EPIDEMIC  DISTURBS  BUSINESS  IN  MONTREAL 

Regulation  of  Business  Hours  in  Retail  Establishments  Hurts  Sales — Numerous  New  Stores 
Opened — Changes  Among  the  Salesmen — General  News  Worth  Recording 


Montreal,  Can.,  November  4.— The  commer- 
cial situation  has  been  greatly  disturbed  by  the 
worst  epidemic  that  has  ever  visited  this  city. 
The  retail  trade  are  compelled  to  close  their 
doors  early  and  open  up  at  10.30  a.  m.  As  a 
consequence  sales  have  fallen  off  very  mate- 
rially. Manufacturing  in  almost  every  line  of 
industry  is  curtailed,  owing  to  the  large  number 
of  employes  that  are  laid  up;  this  applies  as  well 
to  the  retail  as  well  as  wholesale  and  manufac- 
turing industries.  This  is  a  very  bad  season  of 
the  year  to  have  business  upset,  as  it  is,  owing 
to  the  rush  of  orders  that  are  still  to  be  com- 
pleted for  interior  points  before  the  season  of 
navigation  closes. 

C.  O.  B.  O'Brien's  many  friends  in  the  trade 
will  undoubtedly  be  pleased  to  learn  that  he  is 
now  With  C.  W.  Lindsay,  Ltd.,  as  salesman  in 
their  phonograph  salons.  Miss  D.  H.  Faucher, 
late  of  Layton  Bros.,  is  also  connected  with 
Lindsay's  in  their  main  store. 

Layton  Bros,  advertise  the  fact  that  they  have 
20,000  records  on  hand  to 'select  from,  which  in- 
clude Columbia  and  Edison  makes. 

For  the  convenience  of  patrons  the  United 
Globe  Exchange,  Geo.  J.  Lifton,  manager,  is 
opening  joint  branch  stores  in  different  districts 
of  Montreal  for  the  exchange  and'  the  sale  of 
records.  The  new  store  at  the  corner  of  Guy 
and  Notre  Dame  street  is  now  in  full  operation. 
The  head  office  is  at  204  St.  Catherine  street, 
West. 


Toronto,  Can.,  November  3. — "Less  than  4  per 
cent,  of  my  phonograph  sales  have  been  to  peo- 
ple whom  I  did  not  solicit,"  said  S.  C.  Thorn- 
ton, of  Dundas,  Ont,  at  the  recent  convention 
of  Edison  dealers  in  this  city.  This  was  over 
a  period  of  three  and  one-half  years  in  a  town 
of  5,000  people.  Mr.  Thornton  was  addressing 
the  convention  on  "How  I  Get  Prospects,"  and 
he  declared  that  the  town  dealer's  prospect  list 
is  his  most  valuable  asset.  In  getting  prospects 
he  told  of  two  methods:  First,  from  the  town 
assessment  rolls  he  secured  the  name  of  every 
resident,  age,  occupation,  religion,  owner  or  ten- 
ant, value  of  property,  number  of  children  and 
their  ages.  Worthless  names  were  discarded, 
the  others  card  indexed  with  the  information. 
A  canvassing  campaign  was  mapped  out,  the 
town  being  worked  by  wards.  For  three  suc- 
cessive weeks  the  people  were  circularized  with 
good  live  literature.  The  third  one,  an  Am- 
berola  on  three  days'  trial,  was  offered.  At  the 
same  time  Mr.  Thornton  conducted  an  adver- 
tising campaign  by  newspaper,  concert  pro- 
grams, etc.,  and  slides  in  the  movie.  The 
show  window  displays  and  cards  were  linked 
up  with  the  campaign. 

The  personal  canvass  then  commenced.  Out 
of  200  names  selected  from  the  first  ward  Mr. 
Thornton  stated  that  he  secured  between  140 
and  150  prospects  to  30  per  cent,  of  whom  sales 
were  made  within  a  few  months.  "The  rest  I 
followed  up  in  the  usual  manner  and  many  have 
since  developed  into  sales,"  said  Mr.  Thornton. 
"Besides,  I  secured  a  good  number  of  piano 
prospects,  also  record  customers,  orders  for 
piano  tunings  and  repair  work.  The  piano 
tunings  paid  the  cost  of  advertising  and  cir- 
cularizing. 

"  'Second  method.'  Did  it  ever  occur  to  you 
that  these  days  every  factory  has  a  large  per- 
centage of  employes  who  are  earning  big  wages, 
and  if  you  could  secure  their  names  you  would 


Quite  a  number  of  the  local  talking  machine 
and  piano  dealers  during  the  recent  "flu"  epi- 
demic when  the  theatres  and  places  of  amuse- 
ment were  closed  by  order  of  the  Board  of 
Health  advertised:  "Don't  be  without  music  be- 
cause the  theatres  are  closed."  "Sickness  does 
not  prevent  you  having  music  at  home,"  etc. 

The  Ideal  Phonograph  Co.,  Sherbrooke,  Que., 
has  dissolved  partnership  and  a  new  firm  formed 
under  the  same  style. 

Cassavant  Freres,  the  well-known  organ 
builders  of  St.  Hyacinthe,  Que.,  are  now  manu- 
facturing talking  machines  and  cabinets. 

The  Parlor  Furniture  Mfg.  Co.,.  Ltd.,  Pointe 
aux  Trembles,  Que.,  is  manufacturing  phono- 
graph cabinete  in  addition  to  its  regular  line  of 
furniture. 

The  Playola  Co.,  Ltd.,  Toronto,  has  opened  a 
Montreal  office  at  248  St.  James  street. 

V.  H.  Hopper,  who  was  for  some  time  asso- 
ciated with  the  Western  Gramophone  Co.,  Ltd., 
Calgary,  Alta.,  branch,  has  joined  the  sales  staff 
of  the  Brunswick  Shop,  Montreal. 

J.  Donat  Langelier,  Ltd.,  are  manufacturing 
the  Disc-O-Phone  at  their  factory  in  Pointe  aux 
Trembles,  Que.,  and  are  meeting  with  success 
with  the  placing  of  this  machine  in  various  Ca- 
nadian centers. 

A.  T.  Pike,  late  of  the  Cecilian  Co.,  Toronto, 
has  joined  the  selling  force  of  Layton  Bros., 
replacing  W.  W.  O'Hara,  who  resigned  to  go 
into  business  on  his  own  account. 


have  a  valuable  list  of  A-l  prospects?  Through 
a  friend  I  obtained  100  or  more  names  of  muni- 
tion workers  making  from  $5  to  $10  a  day,  these 
I  circularized  and  followed  up  as  I  did  in  former 
method.  I  secured  even  more  prospects  from 
this  list  and  eventually  sold  50  per  cent,  of 
them." 

The  Canadian  Symphonola  Co.,  Ltd.,  have 
been  appointed  Canadian  distributors  for  Charles 
H.  Elting  &  Co.,  Chicago  manufacturers  of 
springs,  motors  and  tone  arms. 

Caroline  Lazzari,  contralto,  of  the  Chicago 
Opera  Co.,  Edison  artiste,  received  a  warm  re- 
ception at  Massey  Hall  recently.  The  R.  S. 
Williams  &  Sons  Co.,  Ltd.,  report  a  good  demand 
for  her  entire  repertoire  of  Edison  recordings. 

I.  Montagues  has  returned  to  Toronto  from  a 
week's  combined  business  and  pleasure  trip  to 
New  York,  where  he  conferred  with  the  Sonora 
Corp.  and  arranged  for  regular  deliveries  of  the 
models  that  are  not  yet  being  manufactured 
in  Canada. 

A.  L:  E.  Davies,  who  returned  to  Toronto  a 
short  while  ago  to  take  charge  of  the  Robert 
Simpson  Co.'s  talking  machine  department,  is 
greatly  pleased  with  the  musical  progress  of  his 


home  city  as  evidenced  by  the  regular  demand 
for  the  better  class  of  music.  "His  Master's 
Voice"  Red  Seal  records  he  finds  in  regular 
request  by  homes  formerly  addicted  almost  ex- 
clusively to  popular  songs. 

Walter  F.  Evans,  head  of  the  well-known 
music  house  of  Vancouver,  B.  C,  bearing  his 
name,  was  a  recent  trade  visitor  to  Eastern 
points,  including  Montreal  and  Toronto.  Mr. 
Evans,  who  is  an  aggressive  distributor  of  "His 
Master's  Voice"  lines,  which  he  has  featured  for 
years,  and  who  is  well  known  in  connection  with 
the  Heintzman  &  Co.  district  agency,  had  no 
note  of  pessimism  in  his  interviews  with  the 
Easterners.  In  Vancouver  general  business 
conditions  and  prospects  are  better,  and  alto- 
gether the  Sunset  City  continues  an  attractive 
residential  and  business  city,  the  people  grow- 
ing more  musical  each  year  and  more  apprecia- 
tive of  the  place  of  music  in  individual  and  na- 
tional life.  Mr.  Evans  is  himself  a  gifted  mu- 
sician and  has  contributed  largely  of  his  talent 
toward  the  musical  advancement  of  this  city. 


SOME  TRADE  CHANGES  IN  WINNIPEG 

The  Phonograph  Shop,  Ltd.,  Marks  a  New  De- 
velopment in  the  Local  Trade — New  Type  of 
Talking  Machine  Demonstrated  by  Inventor 


Winnipeg,  Can.,  November  3. — A  tangible  proof 
of  the  invasion  of  the  phonograph  is  to  be  found 
locally  in  the  fact  that  the  city  of  Winnipeg 
now  has  a  shop  selling  talking  machines  and 
records  exclusively.  A  few  months  ago  a  com- 
pany known  as  the  Phonograph  Shop,  Ltd.,  of 
which  Arthur  G.  Joy  is  the  manager,  purchased 
the  phonograph  business  of  Cross,  Goulding  & 
Skinner  and  since  then  have  conducted  an  ex- 
clusive phonograph  shop  in  the  same  premises. 
They  have  the  franchise  in  Winnipeg  for  the 
Brunswick  phonograph  and  records  and  also  act 
as  selling  agents  for  Columbia  Grafonolas  and 
Columbia  records. 

An  unusual  program  was  recently  heard  at  the 
regular  Men's  Musical  Club  recital  in  this  city. 
A  local  inventor,  S.  R.  Seabrook,  demonstrated 
to  the  members  of  the  M.  M.  C.  his  newly  per- 
fected talking  machine  in  a  lengthy  lecture  re- 
cital. The  writer  was  privileged  to  hear  the 
machine  at  a  private  demonstration  and  was  de- 
cidedly impressed  with  certain  features  of  the 
invention.  Mr.  Seabrook  has  been  bending  all 
of  his  efforts  of  late  on  the  construction  of  a 
large  machine  designed  for  theatre,  public  halls 
and  public  parks,  which  he  claims  will  carry 
three  miles  and  even  farther  than  that  over 
water.  It  was  principally  this  machine  that  was 
used  at  the  lecture  recital,  although  four  ma- 
chines in  all  were  utilized  in  the  demonstration. 
An  exhaustive  program  of  instrumental  and 
vocal  numbers  was  given,  and  Mr.  Seabrook 
thoroughly  explained  the  new  and  original  fea- 
tures of  his  machine.  Chief  among  these,  it 
would  appear,  is  a  system  of  forced  draught, 
which  intensifies  and  increases  the  volume  of 
sound  as  well  as  emphasizing  the  undertones. 
The  elliptical  shape  of  the  horn  is  also,  it  is 
(Continued  on  page  34) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


TORONTO  DEALERS  GOING  STRONGLY  AFTER  PROSPECTS 

One  Dealer  Declares  That  Only  4  Per  Cent,  of  His  Business  Came  Unsolicited — Describes  Methods 
of  Prospect  Getting — Some  Recent  Changes  in  the  Trade — Walter  F.  Evans  a  Visitor 


34 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


Songs  at  Twilight 

Longer  evenings  now.  More  time  at  home 
for  music.  That's  an  idea  that  brings  busi- 
ness—properly pushed. 


Columbia  Graphophone  Co. 

NEW  YORK 


TRADE  CONDITIONS  IN  CANADA 

(Continued  from  page  33) 

claimed,  an  improvement,  having  the  effect  of 
straightening  out  the  sound  waves  and  project- 
ing them  in  a  concentrated  area.  The  composi- 
tion with  which  the  horn  is  lined  is  still  an- 
other novel  feature,  and  is  responsible  for  the 
increased  clarity  obtained.  The  novelty  of  the 
event  doubtlessly  accounted  for  the  large  at- 
tendance of  people  at  the  lecture  recital  who 
seemed  greatly  interested. 

Reinald  Werrenrath,  the  Victor  artist,  will 
give  a  recital  in  Winnipeg  the  latter  part  of 
November. 

The  Russian  Symphony  Orchestra  is  billed  to 
visit  Winnipeg  shortly.  All  Columbia  dealers 
and  the  Phonograph  Shop  in  particular  are  using 
printer's  ink  most  freely,  announcing  the  fact 
that  the  Only  records  obtainable  of  the  Russian 
Symphony  Orchestra  and  Florence  Macbeth,  the 
coloratura  soprano  of  the  company,  are  made 
by  the  Columbia  Co. 

Marie  Morrisey,  contralto,  of  the  Edison  staff 
of  artists,  with  Theodore  Speering,  violinist, 
gave  a  series  of  ten  recitals  in  Manitoba  points 
recently. 

The  opera,  "Have  a  Heart,"  was  recently  heard 
here,  and  J.  J.  H.  McLean  &  Co.,  Ltd.,  report  a 
large  call  for  Victor  records  of  this  score. 


COLUMBIA  DEALERS  HOLD  MEETING 


A  BUSY  ESTABLISHMENT 

The  Music  Shop,  exclusive  agents  for  the  Aeo- 
lian-Vocalion  at  124  "South  Hill  street,  Griffin, 
Ga.,  report  an  excellent  demand  for  these  instru- 
ments; they  are  making  a  strong  appeal  to  the 
people  of  that  territory. 


/TONE  ARMS  X  SOUND  BOXES 

Dealers 

If  you  want  the  best, 
be  sure  that  the  ma- 
chines you  handle 
are  equipped  with 

MUTUAL 

TONE  ARMS  AND 
SOUND  BOXES 


Mutual  Talking  Machine  Co.,  Inc. 

145  West  45th  Street,  New  York 


First  Gathering  of  the  Fall  Season  Well  At- 
tended— Toscha  Seidel  Introduced — Mark  P. 
Campbell  and  G.  W.  Hopkins  Speak 


More  than  150  Columbia  dealers  in  the 
metropolitan  territory,  accompanied  by  the 
members  of  their  sales  staffs,  accepted  the  in- 
vitation'of  the  Columbia  Graphophone  Co.  to  be 
present  at  the  first  monthly  meeting  of  the  1918 
fall  season  to  be  held  under  the  auspices  of 
the    local    Columbia    branch.     This  meeting, 


Toscha  Seidel 

which  was  held  in  the  Waldorf  Apartments  at 
the  Waldorf-Astoria  Hotel,  was  a  signal  suc- 
cess, and  Lambert  Friedl,  manager  of  the 
Columbia  Co.'s  New  York  branch,  was  heartily 
congratulated  by  the  dealers  on  the  interesting 
program  that  he  had  prepared  for  their  enter- 
tainment. 

These  monthly  meetings  were  inaugurated  by 
Mr.  Friedl  the  early  part  of  1918,  and  although 
their  prime  purpose  was  to  introduce  the  mid- 
month  records  in  order  to  give  the  dealers  an 
opportunity  to  place  their  orders  after  receiving 
an  actual  demonstration  of  the  records,  these 
meetings  have  also  served  to  introduce  to 
Columbia  representatives  many  of  the  new  art- 
ists who  are  now  making  records  for  the  Colum- 
bia library.  In  other  words,  the  dealers  were 
given  an  opportunity  to  meet  these  artists  and 
become  personally  acquainted  with  them,  there- 
by welding  a  personal  bond  that  is  invaluable. 

At  the  last  meeting  Mr.  Friedl  presided, 
and  in  his  opening  remarks  paid  a  tribute 
to  the  loyalty  of  the  Columbia  dealers,  thank- 
ing them  for  their  splendid  support  during  the 
past  year  in  the  face  of  discouraging  conditions. 
His  address  contained  a  timely  note  of  patriot- 


ism with  an  interesting  resume  of  business  con- 
ditions as  they  exist  at  the  present  time,  and 
the  outlook  for  the  future. 

The  November  mid-month  records  were  then 
played  by  O.  F.  Benz,  of  the  general  sales  de- 
partment, and  they  were  enthusiastically  re- 
ceived. 

Mr.  Friedl  then  introduced  Mark  P.  Camp- 
bell, chairman  of  the  Allied  Music  Trades  Com- 
mittee, Fourth  Liberty  Loan,  who  made  one 
of  his  usual  stirring  addresses  in  behalf  of  the 
Loan.  As  a  mark  of  their  appreciation  of  Mr. 
Campbell's  address,  and  his  untiring  efforts  in 
behalf  of  the  Loan,  the  dealers  presented  him 
with  a  handsome  total  of  additional  subscrip- 
tions which  was  turned  in  to  the  Fourth  Liberty 
Loan  through  his  committee. 

The  next  speaker  on  the  program  was  George 
W.  Hopkins,  general  sales  manager  of  the 
Columbia  Graphophone  Co.,  and  one  of  the  rec- 
ognized authorities  in  the  world  of  wholesale  and 
retail  merchandising,  who  delivered  an  effective 
discourse  on  Columbia  Grafonola  and  Columbia 
record  merchandising,  in  which  he  advanced  sug- 
gestions and  ideas  that  were  heartily  applauded 
by  everyone  present.  Mr.  Hopkins  has  been  as- 
sociated with  some  of  the  leading  mercantile 
organizations  in  the  country,  and  his  familiar- 
ity with  every  detail  of  retail  merchandising  has 
enabled  him  to  give  Columbia  representatives 
invaluable  ideas  whenever  he  has  an  oppor- 
tunity of  addressing  them.  On  Wednesday,  for 
example,  he  submitted  a  thought  which,  if  car- 
ried out,  will  undoubtedly  increase  their  record 
sales  100  per  cent.  This  suggestion  is  especially 
opportune  at  the  present  time  in  view  of  the 
shortage  of  machines,  and  the  fact  that  there 
is  no  immediate  relief  in  sight.  It  therefore  be- 
hooves the  dealers  to  concentrate  on  the  devel- 
opment of  record  sales  in  order  to  show  satis- 
factory sales  totals. 

The  "star"  event  of  the  afternoon  was  the  in- 
troduction of  Toscha  Seidel,  the  young  Russian 
violinist,  who  was  recently  added  to  the  Colum- 
bia recording  library,  and  who  will  make  Colum- 
bia records  exclusively.  Mr.  Seidel  was  intro- 
duced by  Theodore  H.  Bauer,  director  of  the 
Columbia  Co.'s  concert  and  operatic  depart- 
ment, who  is  responsible  in  a  considerable  meas- 
ure for  Mr.  Seidel's  acquisition  to  the  Columbia 
recording  staff. 

Mr.  Seidel  was  enthusiastically  received  by  the 
Columbia  dealers,  and  his  rendition  of  several 
standard  selections  served  to  emphasize  the  fact 
that  this  young  artist,  who  has  been  acclaimed 
by  musical  critics  as  one  of  the  leading  violinists 
of  the  present  day,  well  deserves  the  praise  be- 
stowed upon  him  in  Europe  and  this  country. 
His  Columbia  records,  which  go  on  sale  immedi- 
ately, were  also  played  for  the  dealers,  and  each 
record  was  a  faithful  reproduction  of  Mr.  Seidel's 
remarkable  technique  and  warmth  of  expression. 
This  violinist,  who  inaugurated  his  1918  con- 
cert season  last  week,  will  undoubtedly  add  to 
his  laurels  this  year. 


Make  your  quarters  grow.    Buy  Thrift  Stamps 


The  Talking  Machine  World,  New  York,  November  15,  1918 


WHY  WAIT  FOR  MERCHANDISE? 

Waiting  Does  Not  Pay  Rent 

You  Have  to  Sell  Hot  Cakes  While  They  Are  Hot,  and 

Hits  While  They  Are  Hits 

We  Will  Make  Immediate  Delivery  on  the  Latest  Broadway  Hits 


1101 


1074 


1072 


1096 


1107 


Smiles — Dance 
Djer  Kiss 

Oh,  How  I  Hate  to  Get  Up  in  the 
Morning — Vocal 

Good  Morning,  Mr.  Zip,  Zip,  Zip. 

I'm  Sorry  I  Made  You  Cry — Vocal 
I  Hate  to  Lose  You 

Everything  Is  Peaches   Down  in 
Georgia — Vocal 

Lovin' 

Tell  That  to  the  Marines — Vocal 
Ring  Out  Liberty  Bell 

Vocal 


^^|My  Belgian  Rose- 

1  Dreaming  of  Home,  Sweet  Home 


1086 


1073 


1099 


1106 


1108 


1112 


and  others 


Smiles — Vocal  Duet 
Since  I  Met  Wonderful  You 

When  You  Come  Back — Vocal 
Hearts  of  the  World 

The  Missouri  Waltz — Dance 

I'm  Gonna  Pin  a  Medal  on  the  Girl 
I  Left  Behind 

f  I  Ain't  Got  Weary  Yet— Vocal 
K-K-K-Katy 

Oh,  How  I  Wish  I  Could  Sleep  Until 
My  Daddy  Comes  Home — Vocal 

What  a  Wonderful  Message  from 
Home 

Dear  Old  Pal  of  Mine— Vocal 

I'm  Gonna  Pin  a  Medal  on  the  Girl 
I  Left  Behind 


Send  in  Your  Order  and  Cash  in  on  the  Popularity  of 

These  Big  Numbers 


Otto  Heineman  Phonograph  Supply  Co. 

INCORPORATED 
25  WEST  45th  STREET,  NEW  YORK 

FACTORIES,  ELYRIA,  O.— NEWARK,  N.  J. 
PUTNAM,  CONN.         SPRINGFIELD,  MASS. 

ATLANTA  SEATTLE 


CHICAGO 


TORONTO 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


CONSERVATION  RULES  FOR  TALKING  MACHINE  INDUSTRY 

Government,  Through  War  Industries  Board,  Issues  Formal  Program  for  Guidance  of  Manufac- 
turers— Number  of  Styles  Limited,  as  Is  the  Use  of  Metal  for  Certain  Parts  and  Trimmings — 
Record  Cut-Out  System  to  Be  Discontinued  and  Size  of  Monthly  Lists  Reduced  50  Per  Cent. 


Numerous  rumors  and  many  plain  guesses 
have  been  circulated  in  the  trade  as  to  the  cur- 
tailment orders  that  have  been  issued,  or  would 
be  issued,  covering  the  manufacture  of  talking 
machines  and  parts.  Members  of  the  trade  can 
now  rest  easy,  however,  owing  to  the  fact  that 
under  date  of  October  28  the  Conservation  Divi- 
sion of  the  War  Industries  Board  at  Washing- 
ton issued  its  formal  notice  of  curtailment  as 
applied  to  the  talking  machine  trade.  The  of- 
ficial notice  addressed  to  manufacturers  of  talk- 
ing machines  is  most  plain  in  its  wording,  and 
with  introductory  comments  reads  in  full  as 
follows : 

Records  and  Needles 

In  order  to  meet  war  requirements  and  other 
essential  needs  it  is  of  primary  importance  that 
the  country's  resources  be  used  to  full  advantage 
and  that  we  husband  our  supplies  of  material, 
equipment,  labor  and  capital. 

The  Conservation  Division,  in  co-operation 
with  numerous  industries,  is  putting  into  effect 
plans  for  saving  essential  material  and  equip- 
ment, for  simplifying  manufacturing  operation 
and  for  reducing  the  amount  of  capital  tied  up 
in  manufacturers',  wholesalers'  and  retailers' 
stock. 

It  appears  that  manufacturers  of  talking  ma- 
chines are  making  a  greater  variety  than  is  nec- 
essary in  time  of  war,  and  that  it  will  be  entirely 
practicable  to  effect  a  material  reduction  as  a 
measure  of  conservation.  It  is  particularly  de- 
sirable to  eliminate  every  unnecessary  use  of 
steel,  which  is  urgently  required  for  war  pur- 
poses. 

The  enclosed  program  has  been  drawn  up 
with  the  assistance  and  advice  of  representatives 
of  your  industry.  It  will  be  made  effective,  as 
it  is  now  issued,  unless  substantial  reasons  are 
immediately  presented  to  show  that  by  some 
modifications  the  needs  of  the  Government  can 
be  met  more  effectually.  If  you  have  any  sug- 
gestion whereby  greater  economy  can  be  secured 
we  shall  be  glad  to  receive  them. 

Conservation  Division,  War  Industries  Board. 
The  Conservation  Program 
Schedule   for   Manufacturers   of   Talking  Ma- 
chines, Records  and  Needles. 
Talking  Machines 

No.  1.  Models:  Each  manufacturer  to  restrict 
his  production  to  not  more  than  six  standard 
models  or  types,  but  in  no  case  to  exceed  the 
number  of  models  or  types  that  he  made  in 
1917.  A  different  cabinet  construction  consti- 
tutes a  change  in  model.  Each  manufacturer 
to  file  with  the  Miscellaneous  Product  Section 
of  the  War  Industries  Board  specifications  of 
the  models  he  proposes  to  continue.  No  change 
thereafter  to  be  made  in  models,  or  new  models 
or  types  to  be  introduced  or  manufactured  dur- 
ing the  period  of  the  war. 

No.  2.  Finish:  Each  manufacturer  to  restrict 
the  number  of  finishes  in  his  line  to  three  as 
follows:  one  mahogany,  either  red  or  brown, 
as  each  manufacturer  may  elect;  one  golden  oak 
and  one  fumed  oak. 

No.  3.  Electric  Motors:  The  manufacture  of, 
talking  machines  with  electric  motors  to  be  dis- 
continued. 


No.  4.  Name  Plates:  The  use  of  metals  other 
than  zinc  for  name  plates  to  be  discontinued. 

No.  5.  Casters:  The  use  of  casters  with  metal 
wheels  to  be  discontinued. 

No.  6.  Wheels:  The  use  of  wheels  other  than 
casters  to  be  discontinued. 

No.  7.  Horns:  The  manufacture  of  metal 
horns  to  be  discontinued. 

No.  8.  Needle  Cups:  Metal  needle  cups  to  be 
eliminated. 

No.  9.  Locks  and  Keys:  Locks  and  keys  to 
be  eliminated. 

No.  10.  Metal  Knobs:  Metal  knobs  on  doors 
or  top  covers  to  be  eliminated. 

No.  11.  Record  ejector  for  filing  of  records  to 
be  eliminated. 

Records 

No.  12.  The  so-called  cut-out  system,  provid- 
ing for  the  return  of  records  by  the  dealers  to 
manufacturers  monthly  or  annually  to  be  dis- 
continued. This  does  not  apply  to  records 
purchased  by  dealers  previous  to  the  date  of 
this  schedule. 

No.  13.  The  monthly  issue  of  new  recQrds  by 
each  manufacturer  not  to  exceed  50  per  cent,  of 
his  average  month's  issue  during  1917. 

No.  14.    Record  catalogs  to  be  issued  not  more 
than  one  a  year  and  to  be  as  condensed  as  pos- 
sible.   Each  manufacturer  now  issuing  a  month- 
ly supplement  to  reduce  it  at  least  50  per  cent. 
Needles 

No.  15.  Each  manufacturer  to  confine  his  pro- 
duction of  metal  needles  to  not  more  than  two 
styles,  size  or  weight. 

No.  16.  Needles  to  be  put  up  in  envelopes 
only. 

General 

No.  17.  Each  manufacturer  when  the  supply 
now  on  hand  is  exhausted  to  discontinue  the  dis- 
tribution of  metal  stands  for  displaying  records. 

No.  18.  This  schedule  to  be  made  effective  im- 
mediately. 

B.  M.  Baruch,  Chairman. 
315-650,  October  28,  1918'. 


CHRISTINE  MILLER  SINGS  AT  CAMPS 

Christine  Miller,  the  prominent  Edison  star, 
has  been  called  to  Washington,  D.  C,  by  the 
National  War  Work  Council  to  make  arrange- 
ments for  a  tour  of  about  twenty  army  camps  in 
the  Eastern  and  Southeastern  States.  Miss 
Miller's  first  engagement  was  at  Camp  Lee,  Va., 
where  she  sang  before  an  audience  of  about 
3,000  enthusiastic  soldiers.  It  will  take  her  some 
weeks  to  complete  the  tour  as  outlined  by  the 
Nat  ional  War  Work  Council. 


STEADY  GROWTH  IN  FRENCH  TRADE 

In  a  table  of  imports  into  France  covering  the 
years  1916-17,  prepared  by  Consul-General 
Thackara  in  Paris,  and  designed  to  show  the 
trend  of  French  trade  with  the  United  States 
during  those  years,  it  is  found  that  musical  in- 
struments to  the  value  of  $234,822  were  imported 
into  France  from  the  United  States  in  1917,  as 
compared  to  a  total  of  $183,345  imported  for  the 
year  1916,  a  gain  of  something  over  25  per  cent. 


MAGNET  DECALCOMANIE  NAMEPLATES 

POP  TALKING  MACHlMt 

-CABINETS  Etc.  "E 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 


126  Liberty  Street 


New  York  City 


SOIL®  BW 


nmiminimirj™ 


Scotford  Qbnearm 

and 

Superior  Universal 
Reproducer 

One Ideal 
Combination 

Plays  All  lTlakes  of  Records 
as  ihey  should  be  played 

Price  of  Sample  Prepaid 
nickel,  $5.25  Qold,  §6.50 

Jtdfusted  for  Cabinet 
measuring  S%  inches  from  center  of  Tonearm 
base  to  center  of  Turntable  shaft 


Distinctive  Features 

CThe  Reproducer  pivots  on  its  axis  (as  illus- 
trated above),  taking  the  correct  angle 
for  all  makes  of  records,  and  the  needle 
retains  same  center  in  both  positions. 

Surface  noise  is  less  than  with  any  other 
reproducer  —  surface  scratchings  being 
reduced  to  a  minimum  through  perfect 
proportioning  of  the  srglus  construction, 
and  placing  the  needle  in  the  center  of 
the  groove  at  the  correct  angle. 

The  split  construction  of  the  frame  and 
face  ring  of  the  Reproducer,  together 
with  the  method  of  pivoting  the  stylus 
bar,  and  perfect  insulation — effect  a  sen- 
sitive and  free  vibration — and  prevent  a 
pinched  tone  resulting  at  any  time  from 
natural  contraction  or  expansion  of  the 
metal  parts. 

CThe  reproduction  is  the  mellow,  natural 
quality  of  tone — absolutely  getting  away 
from  the  usual  sharpness  and  metallic 
effect  so  noticeable  in  most  reproducers. 

Sound  waves  act  upon  the  same  principle 
as  light  waves — they  travel  in  a  straight 
line  until  they  meet  some  obstruction, 
from  which  they  are  deflected  at  right 
angles.  The  right  angle  turn  at  the  back 
of  the  Scotford  Tonearm  causes  less 
breaking  up  and  confusion  of  the  sound 
waves  than  occurs  in  the  curved  arm. 

CThe  connection  between  the  Reproducer 
and  Tonearm  is  perfectly  insulated  with 
a  hard  rubber  bushing.  Inside  diameter 
of  the  Tonearm  is  correct  to  accommo- 
date the  volume  obtained  from  the  latest 
records. 

The  right-side  turn  for  changing  needle  is 
handier  than  the  old  style  turn-back,  and 
when  in  position  for  the  Hill-and-Dale 
records  there  is  no  interference  with 
lowering  the  cabinet  cover. 
CThe  lateral  movement  at  the  base  is  sim- 
ple, free  and  permanently  satisfactory. 
Inside  there  is  no  obstruction  to  interfere 
with  passage  of  the  sound  waves.  There 
are  no  loose  balls  in  the  bearings,  there- 
fore no  buzzing  noise  can  occur  from  the 
great  vibration  on  high  notes. 

1- 

Barrthart  Brothers 
&  Spirtdler 

rtlonroe  and  CThroop  Streets  ~-Chicaqo 

QaniiEMfliJMiE 


36 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


Wholesale  Representation  Desired  in  Large  Distributing  Centers 

Very  advantageous  connections  can  be  made  at  this  time.    WRITE  NOW  ! 

The  Tel-O-Tone  has  a  number  of  new  and  strong  talking  and  selling  points  not  to  be  found  in  any  other 

phonograph.    Let  us  tell  you  more  ! 


We  have  passed  and 
left  behind  the  days 
of  experimentation 


Our  guarantee  affords, 
as  few  others  can,  un- 
limited insurance  to 
wholesaler  and  retailer 
alike. 


Tel-O-Tone 

De  Luxe 
Retails  $200 


Tel-O-Tone 

(Reg.  U.  S.  Pat.  Off.) 

"  The  Soul  of  Music 
Dwells  Within" 


Our  specifications  are 
absolutely  standard 
throughout;  equip- 
ment, material  and 
workmanship  of  high- 
est obtainable  quality 


We  claim  unequalled 
clearness  of  reproduc- 
tion and  challenge 
comparisons. 


The  Western  News  Company,  21-29  East  Austin  Ave.,  Chicago,  111. 


Retail  Display  Room,  730  Republic  Building,  Chicago,  III.,  U.  S.  A. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


37 


TALKING  MACHINE  BEING  FEATURED 

Milwaukee  Association  of  Music  Industries 
Wins  Praise  for  the  Quality  and  Excellence 
of  the  Page  Advertising  Now  Being  Issued 


Milwaukee,  Wis.,  .November  2. — The"  Milwau- 
kee Association  of  Music  Industries,  originator 
of  the  co-operative  method  of  music  advertis- 
ing, which  began  its  third  campaign  on  Octo- 
ber 18  by  the  publication  of  a  full-page  adver- 
tisement dealing  mainly  with  the  value  of  the 
musical  instrument  in  the  home  under  present- 
day  conditions,  is  arousing  the  enthusiasm  of 
its  members  as  the  subsequent  advertisements 
appear. 

The  advertising  drive  embraces  a  period  of 
ten  weeks,  during  which  an  average  of  two  full 
pages  will  be  published  each  week.  The  sec- 
ond advertisement  told  of  "The  Magic  of  the 
Phonograph"  in  suiting  every  mood  with  music, 
and  as  may  be  seen  from  the  illustration  here- 
with was  confined  purely  to  a  talking  machine 
sales  talk.  The  third  was  devoted  to  music 
roll  advertising,  and  the  others  which  will  fol- 
low, treating  of  various  phases  of  the  industry, 
will  be  of  like  interest. 

The  expense  of  this,  as  well  as  previous  cam- 
paigns, is  borne  by  the  association,  which  raises 
such '  special  funds  by  the  voluntary  subscrip- 
tions of  its  members,  who  are  asked  to  con- 
tribute according  to  the  volume  of  business  they 
do.  In  this  manner  $4,000  was  raised  a  year 
ago;  $1,200  last  spring,  and  $1,200  during  the 
past  month,  or  a  total  of  nearly  $6,500  to  cover 
three  drives.  The  names  of  all  members  of  the 
association  are  published  in  connection  with 
each  advertisement  under  the  trade-mark  and 
corporate  title  of  the  organization. 

Individual  members  of  the  association  find  it 
exceedingly  profitable  to  re-enforce  the  co-op- 
erative ads  with  smaller  ones  of  their  own,  ef- 
fectively linking  up  the  general  campaign  with 
their  particular  stores.  This  plan  also  has  pro- 
duced some  very  excellent  "copy."     The  as- 


sociation campaign  is  being  conducted  through 
the  medium  of  the  Milwaukee  Journal,  which 
has  by  far  the  largest  circulation  of  any  local 
newspaper.  The  advertising  department  of  this 
paper  is  giving  the  association  and  individual 


T^usicto  Suit^urAtood 


campaign,  and  Paul  F.  Netzow,  chairman,  and 
C.  L.  Dennis,  secretary  of  the  National  Associa- 
tion of  Piano  Merchants,  who  are  actively  in- 
terested in  this  work,  are  to  be  complimented  on 
the  success  so  far  achieved. 


y<* Phonograph 


AT  THE  TIPS  of  your  fingers  you  have  the  music 
that  you  love,  whenever  rt  suits  your  pleasure,  through  the  magic  of  the 
phonograph.  Within  this  wonder-working  cabinet  is  confined  the  whole 
realm  of  music — yours  to  release  at  will.  Whether  it  be  vocaJ  or  instrumental  mu- 
sic, opera  or  folk  song,  patriotic  or  scntimentaJ.  ragtime  or  classic,  you  have  it 
faithfully  reproduced  at  your  command  by  the  talking  machine. 

Without  stepping  from  your  door  you  are  entertained  by 

great  singers,  thrilled  by  stirring  marches,  fulled  by  sweet  melodies;  inspired  by 
patriotic  airs, "or  brought  to  your  feet  by  impetuous  dance  music  No  matter  what 
your  mood,  there  is  music  to  fit.  If  you  want  to  dance,  you  have  the  quiet  dreamy 
waltz,  or  the-snappy  fox-trot.  The  favorite  selections  of  every  member  of  the  fam- 
ily are  recorded  on  the  discs,  ready  for  all  to  enjoy. 

Not  lot  a  long  timt,  ami  perttapt  ntoet  again,  will  yoaoe  able  to 
bay  that  Phonograph  at  the  pnee  yoacanbuy  it  today.  Tit*  termt 
ol  payment  make  it  eary  for  yon  to  hmve  mane  in  your  Some. 


Milwaukee, 


^Association 
-Industries  Inc 


Marie  Dealers  Who  Make  It  Easy  for  You  to  Buy  with  Confidence 


VICTOR  SUPPLEMENT  FOR  DECEMBER 

List  of  "Best  Sellers"  Contained  in  December 
Supplement — No  New  Records  Listed 


The  Victor  Talking  Machine  Co.  has  recently 
issued  an  announcement  to  the  trade  calling  at- 
tention to  the  December  Supplement  which  has 
just  been  issued,  and  which  contains  a  selected 
list  of  records  for  which  there  has  been  so 
great  a  demand  that  it  has  been  impossible  to 
keep  dealers  supplied  with  adequate  stocks  of 
the  same.  No  new  records  are  to  be  listed  for 
December,  this  being  the  first  time  that  the 
established  precedent  of  issuing  new  records  at 
the  first  of  the  month  has  not  been  followed. 
All  of  the  record  manufacturing  facilities  of  the 
company  have  been  concentrated  on  the  records 
listed  in  the  December  Supplement,  and  the 
Victor  Co.  is  endeavoring  to  catch  up  with  the 
demand  for  these  records  this  month.  The 
January  Supplement  will  offer  new  records  in 
accordance  with  the  usual  custom,  and  in  addi- 
tion a  supplement  will  be  issued  containing  for- 
eign-language record  listings. 


COLUMBIA  CO.  DIVIDEND 

The  Columbia  Graphophone  Co.  has  declared 
its  regular  semi-annual  dividend  of  3]/2  per  cent, 
on  its  common  and  preferred  stock,  payable  No- 
vember 15  to  stock  of  record  November  1. 


Association  Ad  on  Talking  Machines 

members  as  well  the  benefit  of  its  planning  and 
production  service  without  charge. 

There  is  no  question  that  the  sales  of  talking 
machines,  pianos,  rolls  *  and  records  will  be 
stimulated  to  a  higher  degree  by  this  publicity 


INCORPORATED 


The  Royal  Talking  Machine  Corp.,  Chicago, 
has  been  incorporated  with  a  capital  stock  of 
$100,000.  with  Chas.  Hanson,  Andrew  Olson  and 
E.  Robinson. 


—The  Leonard  Markels  QUTTeRfLy  ^Jdjbr^ 


Specifications 


Beveled  gear  noiseless  winding, 

New  ratchet  device  that  prevents  clicking. 

Bakelite  intermediate  gear — absolutely  silent. 

Plays  seven  10-inch  or  five  12-inch  records  at  one 

winding. 
Cast  iron  nickeled  frame. 
Powerful,  durable,  compact,  accessible. 
Built  especially  for  the  highest-grade  machines. 
Guaranteed  in  every  minutest  detail. 


The 

Leonard  Markels 
Jewel  Bearing 
Butterfly  Motor 

has  revolutionized  the  motor  in- 
dustry. It  is  silent  running  and 
silent  winding  and  represents  the 
acme  of  perfection  in  motor  con- 
struction. 

This  motor  has  achieved  phenomenal  success, 
and  is  being  used  exclusively  by  leading  phono- 
graph manufacturers  in  all  parts  of  this  country 
and  Canada. 

Write  today  for  a  copy  of  our 
New  Butterfly  folder 


LEONARD  MARKELS   -   165  William  St.,  New  York 


38 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


The  most  wonderful  Talking  Machine  of  the  present  age  at  the  price 
An  Instrument  of  Supreme  Value,  Tone  and  Quality 


FOR  ITSELF 


No.  100— $100 


The  Cleartone  has  become  very  popular  because  of 
its  quality,  splendid  value  and  the  advertising  and 
sales  campaign  that  now  stands  in  back  of  it.  Dealers! 
Watch  us  grow  —  write  for  our  agency  and  grow 
with  us. 

SUNDRY  DEPARTMENT 


MOTORS — No.  1;  double-spring,  10-inch 
turntable,  plays  2  10-inch  records,  $3.25;  No. 
6,  double-spring  10-inch  turntable,  plays  3 
10-inch  records,  $4.00,  with  12-inch  turntable, 
$4.25;  No.  8,  double-spring,  12-inch  turntable, 
plays  3  10-inch  records,  castiron  frame,  $5.85 ; 
No.  9,  double-spring,  12-inch  turntable,  plays 
3  10-inch  records,  castiron  frame,  bevel  gear 
wind,  $6.85;  No.  10,  double-spring,  12-inch 
turntable,  plays  4  10-inch  records,  castiron 
frame,  bevel  gear  wind,  $7.85;  No.  11,  double- 
spring,  12-inch  turntable,  plays  7  10-inch  rec- 
ords, castiron  frame,  bevel  gear  wind,  $9.75. 

TONE  ASMS  AND  REPRODUCERS— Play 
all  records— No.  2,  $1.45  per  set;  No.  4,  $3.95 
per  set ;  No.  6,  $3.75  per  set ;  No.  7,  $3.75  per  set ; 
No.  8,  $3.75  per  set ;  No.  9,  $3.25  per  set. 

MAIN  SPRINGS— No.  00,  %  in.,  9  ft.,  39c. 
each;  No.  01,  %  in.,  7  ft.,  29c.  each;  No.  1,  % 
in.,  10  ft.,  49c.  each  ;  No.  2,  }f  in.,  10  ft.,  49c.  each  ; 
No.  3,  %  in.,  11  ft.,  59c.  each;  No.  4,  1  in.,  10 
ft.,  59c.  each;  No.  5,  1  in.,  11  ft.,  heavy,  75c. 
each;  No.  6,  1%  in.,  11  ft.,  95c.  each.  We  also 
carry  other  size  main  springs  to  fit  Victor, 
Columbia  and  all  other  motors  at  nominal 
prices. 


RECORDS— POPULAR  AND  GRAMMA  VOX, 
new  10-inch,  double-disc,  lateral  cut,  all  in- 
strumental selections  35c.  each. 

GOVERNOR  SPRINGS— To  fit  VICTOR, 
COLUMBIA  and  all  other  motors  at  moderate 
prices.  Special  prices  on  large  quantities  to 
Motor  Manufacturers. 

GENUINE  DIAMOND  POINTS,  for  playing 
Edison  records,  $1.75  each. 

SAPPHIRE  POINTS,  for  playing  Edison 
records,  18c.  each. 

SAPPHIRE  BALLS,  for  playing  Path<§ 
records,  22c.  each. 

NEEDLES,  steel,  75c.  per  thousand  in  10  000 
lot. 

We  also  manufacture  special  machine  parts,  such  as 
worm  gears,  stampings,  or  any  screw  machine  parts  for 
motor;  reproducer  and  part  manufacturers. 

Special  quotations  given  to  quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84-page  catalog,  the  only  one  of  its  kind 
In  America,  illustrating  33  different  styles  of  talking  ma- 
chines and  over  500  different  phonographic  parts,  also 
gives  description  of  our  efficient  Bepair  Department 


No.  65— $65 


Lucky  13  Phonograph  Co.,3and  46  East  12th  St.,  New  York 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


39 


12-15-25 

Do  your  Christmas  selling  early.  Get  your 
Fall  Advertising  Campaign  going  full  speed 
ahead  now— you'll  be  ready  for  the  big 
spurt  of  December  15-25. 


Columbia  Graphophone  Co 

NEW  YORK 


LOOK  FOR  ACTIVE  EARLY-HOLIDAY  BUSINESS  IN  BUFFALO 

Business  Normal  Following  Lifting  of  Influenza  Ban — Vocalion  Line  With  Denton,  Cottier  &  Dan- 
iels— New  Business  Organization  Formed — Help  Gather  Talking  Machines  for  Soldiers 


Buffalo,  N.  Y.,  November  3. — By  proclamation 
of  Mayor  Buck,  of  this  city,  the  quarantine  laid 
on  Buffalo  on  account  of  the  Spanish  influenza 
has  been  lifted.  The  disease  played  havoc  with 
the  selling  forces  of  the  talking  machine  dealers 
and  jobbers.  While  no  deaths  in  the  trade 
were  recorded  several  members  were  tied  up  at 
home  for  a  time  on  account  of  illness.  The 
opening  of  all  theatres,  schools  and  various 
other  places  since  the  checking  of  the  influenza 
epidemic  and  the  settlement  of  the  strike  have 
helped  to  put  the  early-holiday  business  in  talk- 
ing machines  at  full  speed.  This  rush  promises 
to  continue  right  through  November  and  the 
early  part  of  December,  when,  according  to  the 
advertised  wishes  of  the  merchants  of  Buffalo, 
most  of  the  Christmas  purchases  will  have  been 
completed. 

What  is  said  to  be  the  most  extensive  adver- 
tising campaign  ever  conducted  in  Buffalo  in 
connection  with  the  sale  of  talking  machines  is 
now  being  handled  by  Denton,  Cottier  &  Dan- 
iels, who  announce  that  they  "have  taken  the 
representation  of  the  Aeolian-Vocalion  and  the 
new  Vocalion  record."  This  feature  news  is 
being  heralded  broadcast  in  page  ads  in  the 
Buffalo  newspapers,  which  are  also  using  col- 
umns of  news  stories  about  the  event.  The  set- 
up of  the  ad  is  similar  to  that  which  recently 
appeared  in  The  Talking  Machine  World,  re- 
ferring to  the  same  subject.  The  advertisement 
reiterates  what  Buffalonians  for  several  genera- 
tions have  known  "that  Denton,  Cottier  & 
Daniels  is  not  only  recognized  as  one  of  the 
strongest  constructive  forces  in  the  music  trade, 
but  enjoys  the  confidence  and  respect  of  its 
public  to-day,  in  a  measure  rarely  equaled  in 
the  music  or  any  other  industry." 

The  completion  of  several  specially  selected 
lists  of  Victor  records  is  announced  by  Neal, 
Clark  &  Neal.  These  include  "patriotic  music, 
dance  music  and  Christmas  music." 

William  H.  Daniels,  of  Denton,  Cottier  &  Dan- 
iels; Ralph  C.  Hudson,  president  of  J.  N.  Adam 
&  Co.,  and  Edward  Hengerer,  president  of  the 
William  Hengerer  Co.,  all  of  which  firms  handle 
talking  machines,  have  been  appointed  leaders  of 
a  new  business  men's  organization,  known  as 
the  All-for-Buffalo  Committee.  This  was 
formed  to  safeguard  Buffalo's  industrial  and 
commercial  life  and  prevent  any  further  inter- 
ruption of  street  car  service. 

"Caruso  Sings  HERE"  was  a  sign  recently 
used  in  the  show  window  of  Robert  L.  Loud, 
Victrola  dealer.  This  was  especially  effective 
at  the  time  of  the  cancelation  of  the  Caruso 
concert  scheduled  for  this  city.  The  quarantine 
was  responsible  for  the  closing  order.  Clifford 
Ford  has  been  appointed  general  floor  manager 
of  the  Loud  store. 

William  H.  Rielly,  salesman  for  the  Utley 
Piano  Co.,  Inc.,  New  Edison  dealers,  has  turned 
over  worth-while  contributions  to  the  Soldiers' 


Smoke  Fund.  They  were  furnished  by  those 
whom  Mr.  Rielly  carried  in  his  automobile  dur- 
ing the  street  car  strike.  Contributions  were 
stimulated  by  a  sign  at  the  side  of  his  car. 

"We  could  use  several  carloads  of  Sonoras  if 
we  could  get  them,"  was  the  comment  of  L.  M. 
Cole,  Sonora  representative,  who  recently  visited 
Buffalo. 

A  large  holiday  order  for  Pathe  talking  ma- 
chines was  recently  given  by  the  Koenig  Piano 
Co.  to  A.  D.  Ogden,  New  York  State  repre- 
sentative of  the  Hallet  &  Davis  Piano  Co. 

Talking  machine  dealers  who  are  booming  the 
plan  for  the  purchase  of  Christmas  gifts  this 
month  include  A.  Victor  &  Co.,  J.  N.  Adam  & 
Co.,  Walbridge  &  Co.,  William  Hengerer  Co., 
Bing  &  Nathan,  Bricka  &  Enos,  Household  Out- 
fitting Co.  and  Adam,  Meldrum  &  Anderson  Co. 

Peace  that  will  come  from  the  complete  sur- 
render of  Germany  is  advocated  by  R.  C.  Scher- 
merhorn,  who  recently  expressed  that  sentiment 
in  a  letter  to  a  Buffalo  friend.  Mr.  Schermer- 
horn,  former  manager  of  the  store  of  Robert  L. 
Loud,  Victrola  dealer,  is  now  in  the  Quarter- 
master's Department  at  Washington. 

The  newsboys'  booth  established  in  front  of 
the  store  of  A.  Victor  &  Co.,  Pathephone  job- 
bers, during  the  Fourth  Liberty  Loan  cam- 
paign, was  responsible  for  the  sale  of  several 


thousand  dollars'  worth  of  bonds.  Entertain- 
ment and  four-minute  speakers  were  furnished 
daily  at  the  booth. 

While  on  a  recent  visit  to  Buffalo,  where  she 
filled  an  engagement,  Mme.  Amelita  Galli-Curci 
visited  the  store  of  Denton,  Cottier  &  Daniels. 
There  she  listened  to  a  few  of  her  records  on 
the  Victrola. 

Talking  machines  and  other  musical  instru- 
ments for  the  soldiers  at  Fort  Porter,  Buffalo, 
are  being  collected  by  the  Chromatic  Club. 


PLAY  VICTROLA  AND  KEEP  HEALTH 


That  Is  the  Advice  Offered  by  Omaha  News- 
paper During  Recent  Influenza  Epidemic 


Evidently  the  Victrola  stands  high  in  the  opin- 
ion of  the  people  of  Omaha,  Neb.  In  a  recent 
newspaper  story  suggesting  precautions  against 
catching  Spanish  influenza  it  was  advised  on  the 
authority  of  the  Health  Commissioner  to  "stay 
at  home  and  don't  have  any  visitors."  After 
pointing  out  the  danger  of  getting  into  crowds, 
or  even  having  a  half  dozen  guests  at  home,  the 
story  reads: 

"So  the  cautious  ones  will  stay  at  home,  keep 
the  windows  open,  read  the  religious  books  or 
Sunday  papers,  or  play  the  Victrola.  It  is  also 
advised  by  Dr.  Manning  to  go  out  and  take  long 
walks  in  the  open  air." 

From  the  stimulated  demand  for  records  of 
all  types  it  is  apparent  that  many  people  in 
Omaha  took  the  advice  to  play  the  Victrola. 


Phonograph  Dealers — Attention ! 

The  Fourth  Liberty  Loan  went  over  big 

"Hook  Up"  to  the  Pathe  Line  and 
"Go  Over"  With  Us 

A  few  desirable  territories  still  open 
Write  Today 


The  Fischer  Company 

(Oldest  Pathe  Jobbers) 

940  CHESTNUT  AVENUE  CLEVELAND,  O. 


40 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


The  Trade  In  Philadelphia  And  Locality 


Philadelphia,  Pa.,  November  6. — The  talking 
machine  business  in  Philadelphia  in  October 
showed  about  the  same  conditions  as  the  pre- 
vious month,  and  was  somewhat  disappointing 
in  the  limited  supply  of  goods  that  the  many 
dealers  were  able  to  maintain.  They  sold  every- 
thing they  could  get,  and  how  much  more  they 
could  have  sold  is  a  question,  but  they  were  only 
able  to  get  about  half  the  amount  of  stock  of 
October  a  year  ago,  and  consequently  business 
showed  an  equal  falling  off.  They  do  not  look 
for  any  material  change  in  the  coming  months — 
in  fact,  until  the  end  of  the  war — but  they  do 
not  seem  discouraged,  for  they  expect  to  get 
the  business  some  time. 

Columbia  Had  Good  October 

The  Columbia  branch  report  that  they'  had 
an  excellent  business  in  October.  Manager  A. 
J.  Heath  says:  "We  have  been  able  to  keep 
our  people  well  supplied  with  records — especial- 
ly the  popular  selling  numbers  for  which  there 
has  been  a  big  demand.  There  has  been  quite 
a  shortage  on  machines,  although  we  have  re- 
ceived a  few  shipments  which  have  enabled  us 
to  keep  our  dealers  partially  supplied."  Mr. 
Heath  went  to  New  York  hoping  that  he  would 
be  able  to  speed  up  shipments.  The  influenza 
epidemic  played  havoc  with  the  Columbia  or- 
ganization, but  every  one  is  back  again  to  work 
with  the  exception  of  E.  A.  Manning,  the  credit 
manager,  who  has  been  lying  at  the  point  of 
death  the  past  two  weeks. 

Among  the  recent  Columbia  visitors  were  F. 
W.  Zerker,  of  York,  Pa.,  and  Mr.  MacDowell, 
of  the  Lauter  Co.,  of  Easton,  Pa.  C.  R.  Lamm, 
who  was  in  charge  of  the  trade  promotion  de- 
partment of  the  Columbia,  was  assigned  to  one 
of  the  Georgia  cantonments  and  was  made  a 
sergeant  within  two  months.  W.  A.  Quinn,  a 
former  employe,  is  now  in  the  Naval  Reserves. 

At  the  Dictaphone  offices  the  reports  are  most 
encouraging.  C.  K.  Woodbridge,  the  new  serv- 
ice manager,  has  just  paid  the  local  offices  a 
visit.  Last  month  was  the  largest  month  the 
Dictaphone  has  ever  had  in  the  volume  of  sales. 
New  Brunswick  Distributors 

Manager  C.  B.  Chew,  of  the  Brunswick  phono- 
graph headquarters,  spent  several  days  up  the 
State  this  week.  This  firm  is  making  big  in- 
roads in  the  business  in  all  sections  of  the  east- 


TALKING  MACHINE  DEALERS 

can  greatly  increase  their  profits  without  additional 
overhead   expense,  by  selling  the  world-famous 

Weymann  "KEYSTONE  STATE" 
Musical  Instruments 

a  combination  that  has  proved  to  be  an  instantaneous  success. 

Write  for  catalogue 

H.  A.  WEYMANN  &  SON 


Victor 
Wholesalers 


Manufacturers 


Established  1864 


1108  Chestnut  St. 
Philadelphia,  Pa. 


em  part  of  the  State.  They  report  that  their 
business  has  been  very  fine.  They  have  been 
getting  in  machines  promptly  the  past  week,  re- 
ceiving two  carloads  of  Brunswick  from  Du- 
buque, la.,  one  car  containing  183  machines. 
The  J.  C.  Bright  Co.,  of  Lansdale,  Pa.,  one  of 
the  largest  distributors  in  this  State,  have  taken 
on  the  Brunswick,  and  are  introducing  it  through 
their  chain  of  stores.  Among  the  recent  Bruns- 
wick visitors  was  P.  L.  Deutsch,  secretary  of  the 
company. 

Have  Felt  the  Influenza  Epidemic 
The  Penn  Phonograph  Co.  have  felt  the  influ- 
enza   epidemic  and  the   curtailment  of  stock, 
which  has  sent  their  business  off  considerably. 


A  Good  Time  To  Lay  In  Your 
Supply  of  Accessories 


LundstrOm   GabinetS— ?n,^°f  tje  best  selling  propositions  in  the 

lalking  Machine  business  today. 

Record  Cleaner  Brushes— A  neat  plVsh  brush- leather  back— finds 

a  ready  sale. 

n  j   x   A  necessity  for  every  talking  machine  with  a  lid.    Makes  a 

IVeCOrO  LlteS     fine  Christmas  gift. 

Needle   Cutters  ^yon  &  Healy  and  the  Record  Lite  Fibre  Needle  Cut- 
ters.   Best  cutters  on  the  market. 

His  M «iet*>r'«  VnlfP  A  Plaster  Paris  Miniature-  Four  inches  hl'gh- 
IS   IViaSter  J>    V  OlCe      Sei|s  like  hot  cakes>    Order  a  sample  dozen. 


Penn  Phonograph  Co.,  Inc. 


913  ARCH  STREET 


PHILADELPHIA 


Victor  Wholesalers  Exclusively 


E.  Hippie,  of  their  sales  force,  returned  on  Mon- 
day of  this  week  after  an  absence  of  several 
weeks  with  the  influenza.  Among  the  visitors 
at  the  offices  was  F.  K.  Dolbeer,  well  known  for 
a  number  of  years  in  talking  machine  circles, 
but  now  associated  with  the  Overland  Automo- 
bile Co.  The  firm  received  a  postal  card  this 
week  from  one  of  their  former  men  from  the 
firing  line  in  France — Corporal  J.  B.  Iannarella. 
He  is  in  the  Tank  Corps. 

Why  Louis  Buehn  Is  Optimistic 

The  Louis  Buehn  Co.  have  a  very  attractive 
window  at  present.  Mr.  Buehn  says:  "We  are 
selling  all  the  goods  we  get,  and  that  is  not 
many."  But  he  takes  an  optimistic  view  of  the 
situation,  and  believes  that  this  condition  is  only 
temporary.  "I  am  not  disgusted  nor  discour- 
aged," he  said,  "I  know  this  is  not  going  to 
last,  and  later  on  we  will  do  a  better  business 
than  ever.  Probabilities  are  that  there  will  be 
a  slight  improvement  the  coming  month." 
Doing  Satisfactory  Business 

The  firm  of  Blake  &  Burkart,  the  largest  deal- 
ers here  in  the  Edison,  report  that  they  had  a 
very  satisfactory  October,  and  that  they  were 
able  to  get  goods  in  sufficient  quantities  to  meet 
their  demands.  They  have  been  handicapped 
during  the  month  somewhat  on  account  of  the 
illness  of  so  many  of  their  men.  H.  C.  Trader, 
of  the  office  force,  was  at  home  ill  with  the 
influenza  for  two  weeks,  and  C.  J.  Levering,  one 
of  the  salesmen,  was  also  away  for  the  same 
length  of  time. 

Business  in  the  Edison  dictating  machine  in 
Philadelphia  in  October  was  very  good,  and 
considerably  ahead  of  last  year.  Nelson  C. 
Durand  was  a  visitor  .in  Philadelphia  the  first 
week  in  November. 

New  Pathe  Accounts 

Walter  Eckhardt,  head  of  the  Philadelphia 
Pathephone  Co.,  was  in  an  exuberant  mood  over 
the  business  of  his  firm  in  October  and  said: 
"Business  in  October  was  so  good  I  hate  to  tell 
about  it.  We  had  in  October  our  greatest  month 
in  spite  of  the  influenza  by  more  than  63  per 
cent." 

The  Pathe  Co.  during  October  connected  with 
some  very  important  accounts,  including  the 
well-known  firm  of  Braunsteen-Blatt  Co.  at  At- 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


41 


Sell  Wisely 
During  November 


HHHE  shortage  of  goods  dictates  that  every 
care  should  be  used  in  your  Credit  Depart- 
ment  to  give  preference,  first,  to  cash  cus- 
tomers ;  second,  to  charge  customers ;  third,  to 
customers  paying  large  down-payments  and 
terms,  and  fourth,  to  regular  terms  customers. 

This  policy  will  strengthen  your  financial  position  and 
put  you  in  excellent  shape  to  take  care  of  the  predicted 
new  era  for  IQIQ. 

Meanwhile,  rest  assured  that  every  energy  back  of  Buehn 
Service  is  being  utilized  for  your  progress. 


The  Louis  Buehn  Company, 

Victor  Wholesalers 


Philadelphia 


lantic  City,  where  they  opened  a  very  fine  de- 
partment, and  are  doing  a  whale  of  a  business. 
H.  A.  Weymann  &  Son  Activity 

H.  A.  Weymann  &  Son  have  reported  a  num- 
ber of  new  dealers  for  their  Keystone  State  line 
of  musical  instruments.  This  line  is  proving 
very  valuable  to  numbers  of  Victor  dealers 
throughout  the  country,  as  it  is  the  means  of 
adding  additional  profit,  but  is  at  the  same  time 
entirely  non-conflicting  to  their  regular  line. 
The  co-operation  of  the  dealers  in  sending  in 
their  orders  as  far  in  advance  as  possible  has 
enabled  H.  A.  Weymann  &  Sons  to  make  satis- 
factory distribution  of  these  goods. 

During  the  Fourth  Liberty  Loan  the  window 
of  H.  A.  Weymann  &  Son  on  Chestnut  street 
attracted  much  comment  on  its  timeliness  and 


The  BEST  TALKING 
MACHINE  NEEDLE 

On  the  Market — Packed  in  Counter  Salesman 


gfj» — r-)  "«  pack*01 


VIOLJ^HOME 


PHONOGRAPH  NEEDLES 

EACH  NEEDLE  WILL  PLAY  10  RECORDS 


NEEDUEWIU.PLA.Y  IO  RECORDS 


50  Needles  to  a  box  and  they  retail  at  10c.  per  Box. 
60  Boxes  to  a  package  $6.00. 
This  package  costs  you  $3.90  net. 
Your  profit  is  $2.10  and  your  customer  gets  a  needle  that 
will  give  satisfaction. 

60  Broadway 
Brooklyn,  N.Y. 
Manufacturers  of  Musical  Instruments 
Canadian  Wholesale  Agent,  H.  A.  BEMISTER 

10  Victoria  St.,  Montreal,  Can. 


The  Fred.  Gretsch  Mfg.  Co. 


patriotism.  Much  attention  is  always  given  by 
this  house  to  their  window  display.  Favorable 
comment  on  the  same  is  not  alone  limited  to 
Philadelphia,  but  one  of  their  recent  displays 
was  reproduced  and  commented  upon  in  the 
"Voice  of  the  Victor." 


DIAMOND  DISC  PRICES  ADVANCE 


New  Prices  for  Edison  Re-Creations  Which  Go 
Into  Force  on  November  15 


In  a  general  bulletin  to  its  jobbers  Thomas 
A.  Edison,  Inc.,  announces  an  advance  in  prices 
of  its  Diamond  Disc  re-creations.  The  ad- 
vance is  made  effective  November  15,  1918,  and 
until  further  notice  applying  to  all  shipments 
made  on  that  date  and  thereafter  irrespective 
of  when  orders  were  placed.  The  following  is 
a  comparison  of  the  present  and  future  list  prices 
on  which  its  discount  to  jobbers  is  figured: 

List  Pres-    List  Price  Effec- 
Class  ent  Prices      tive  Nov.  15 

No.  50001  and  up   $1.00  ■  $1.15 

No.  80010  and  up   1.50  1.70 

No.  82031  and  up   2.00  2.25 

No.  82510  and  up   2.50  2.75 

No.  83004  and  up   3.00    ■  3.25 

No.  84001  and  up   4.00  4.25 

In  its  bulletin  Thomas  A.  Edison,  Inc.,  lays 
stress  upon  the  fact  that  these  advances  are 
the  result  of  careful  consideration  and  reflect 
the  extreme  of  moderation.  Referring  to  the 
forthcoming  Federal  excise  taxes  the  bulletin 
says : 

"At  the  moment  we  dp  not  know  what  tax 
will  be  imposed  on  phonograph  records  by  the 
pending  Revenue  bill,  and  accordingly  cannot 


include  such  tax  in  our  increased  prices.  Fur- 
thermore, while  recognizing  the  convenience  of 
such  action  we  are  opposed  to  it  as  unfair  to 
the  ultimate  consumer,  and  we  believe  the  prac- 
tice is  one  that  is  looked  on  with  disfavor  by 
various  Governmental  authorities. 

"When  the  new  Revenue  bill  becomes  effec- 
tive we  shall  bill  the  excise  tax  to  jobbers  as  a 
separate  charge." 

Provisions  also  are  made  for  aii  adequate  re- 
turn allowance  to  dealers  to  cover  re-creation 
overstocks  and  the  details  of  such  re-crea- 
tion returns  are  arranged  as  to  simplify  the  pro- 
cedure now  in  effect  for  the  dealer  and  to  save 
transportation. 


ENLARGING  SPACE  FOR  RECORDS 


The  C.  F.  Murray-Smith  Co..  of  Wilkes-Barre, 
Pa.,  are  finding  their  Amberol  record  trade  ex- 
panding to  such  an  extent  that  it  has  become 
necessary  to  use  much  of  the  space  formerly 
devoted  to  the  disc  line,  and  to  take  additional 
space  for  the  disc.  The  contemplated  addition 
will  make  the  department  some  fifty  feet  in 
length  with  two  booths  on  each  side  and  a  disc 
and  Amberola  display  in  the  center. 


The  Anthony  Furniture  Co.,  of  Providence,  R. 
I.,  has  adopted  the  following  slogan  for  its  talk- 
ing machine  department:  "The  cosiest  Victrola 
rooms  in  Providence." 


,■  •  The  pessimist  always  hears  the  katydids  an- 
nouncing the  coming  of  winter  first. 


WESTERN  VENEER  PRODUCTS  CO. 

3900  CHOUTEAU  AVENUE,  ST.  LOUIS,  MO. 

Largest  Manufacturers  of  3-ply 
Veneer  Phonograph  Shipping  Cases 

Ask  for  Prices  and  Samples 


42 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


"Send  for  Catalog" 

More  sales  are  snared  by  that  phrase  than 
any  other  trick  in  the  ad-man's  bag.  Are 
you  featuring  your  new  catalogs  with  your 
trade? 


Columbia  Graphophone  Co. 

NEW  YORK 


SAN  FRANCISCO  TRADE  IS  ACTIVE  DESPITE  CONDITIONS 

Brighter  Outlook  Held  for  Business  Now  That  Epidemic  Is  Conquered — Welcome  for  N.  F.  Milnor 
— New  Machine  Makes  Its  Debut — California  Phonograph  Co.'s  New  Quarters — Other  News 


San  Francisco,  Calv  October  28. — Business  has 
not  been  all  that  might  have  been  desired  here 
during  the  month  of  October,  but  sales  are  con- 
sidered well  up  to  expectations  in  view  of  the 
circumstances.  During  the  first  half  of  the 
month,  or,  to  be  more  exact,  during  the  period 
of  the  Fourth  Liberty  Loan  campaign,  the  sell- 
ing of  talking  machines,  records,  etc.,  took  sec- 
ondary place  to  the  securing  of  bond  subscrip- 
tions, and  then  the  Spanish  influenza  came 
along,  causing  business  generally  to  slump  even 
more  than  it  had  under  the  pressure  of  the  loan 
drive.  All  schools,  theatres  and  other  public 
meeting  places  were  ordered  closed,  people 
were  advised  to  avoid  crowds,  and  when  appear- 
ing away  from  home  to  wear  masks,  all  of  which 
has  had  a  strong  tendency  to  keep  people  off  the 
street  and  out  of  the  stores.  From  present  indi- 
cations the  ban  will  soon  be  lifted,  however,  and 
then  the  music  stores,  as  well  as  other  lines 
of  business,  hope  to  make  up  for  lost  time. 
New  Columbia  Manager  Welcomed 

The  Western  trade  bade  farewell  to  Fred  A. 
Dennison  as  Pacific  Coast  manager  of  the  Co- 
lumbia Graphophone  Co.  during  the  past  month, 
and  welcomed  his  successor,  Nathan  F.  Mil- 
nor, into  their  midst.  Mr.  Milnor  has,  as  he 
puts  it,  just  been  getting  acquainted  thus  far, 
and  incidentally  putting  some  finishing  touches 
on  the  company's  handsome  new  offices  and 
salesrooms  on  the  second  floor  of  the  Day- 
light Building  in  Sutter  street.  Lack  of  stock 
has  a  tendency  to  curb  aggression,  he  says,  in 
seeking  new  business. 

George  W.  Lyle  a  Welcome  Visitor 

A  welcome  visitor  to  the  local  trade  about  the 
middle  of  October  was  George  W.  Lyle,  gen- 
eral manager  of  the  Pathe  Freres  Phonograph 
Co.,  while  making  a  tour  of  the  country.  He 
had  visited  in  southern  California  before  reach- 
ing the  Golden  Gate  City,  and  after  spending 
a  few  days  in  this  vicinity  continued  his  travels 
to  the  Pacific  Northwest.  With  the  introduction 
of  new  capital  into  the  Western  Phonograph 
Co.  and  the  incorporation  of  the  business  Mr. 
Lyle  expects  "big  things"  in  this  territory  in 


the  way  of  increased  business  for  the  Pathe 
line.  This  company  has  the  distributing  agency 
for  Pathe  machines  and  records  in  the  States 
of  California,  Arizona  and  Nevada,  and  is 
branching  out  in  a  very  promising  manner. 
New  Wholesale  Quarters  Opened 

A  new  talking  machine  has  just  made  its  ap- 
pearance in  San  Francisco.  It  is  The  Lois, 
offered  by  the  United  Talking  Machine  Co.  R. 
F.  Bowles  is  manager.  He  has  opened  an  of- 
fice and  sample  room  at  417  Montgomery  street, 
and  from  here  will  cover  the  territory  west  of 
Denver.  In  addition  to  The  Lois  line  of  talking 
machines  Mr.  Bowles  has  the  Western  distrib- 
uting agency  for  Operaphone  records,  also  a  new 
line  here.  The  two  in  his  estimation  make  a 
very  strong  combination. 

G.  E.  Morton  Joins  the  Colors 

Another  San  Francisco  talking  machine  man 
has  given  heed  to  the  call  for  men  to  serve  the 
colors.  G.  E.  Morton,  manager  of  the  Em- 
porium talking  machine  department,  is  the  man 
in  question.  He  has  made  arrangements  to 
enter  the  Artillery  Officers'  Training  Camp  at 
Camp  Taylor,  Ky.,  and  expects  to  be  called  very 
shortly.  Meanwhile  he  is  continuing  his  regular 
duties,  and  a  successor  has  not  been  named  to 
take  his  place. 

Larger  Quarters  for  California  Phonograph  Co. 

The  California  Phonograph  Co.,  of  which  F. 
A.  Levy  is  president  and  general  manager,  has 
fitted  up  extra  space  in  the  basement  of  its 
store  on  Market  street,  above  Sixth,  in  order  to 
take  care  of  a  larger  reserve  stock  of  records. 
Other  facilities  have  been  improved  also,  tend- 
ing to  keep  pace  with  the  growth  of  the  busi- 
ness. Mr.  Levy  comments  particularly  on  the 
big  gain  in  the  demand  for  records  in  the  last 
few  months,  which  he  attributes  largely  to  the 
increased  interest  in  patriotic  music.  At  pres- 
ent things  are  quiet,  but  Mr.  Levy  looks  for 
normal  selling  to  return  as  soon  as  the  epidemic 
passes  over. 

Muratore  Records  Help  Loan  Drive 

The  Stern  Talking  Machine  Co.,  according  to 
Frederick  Stern,  has  experienced  a  tremendous 


CRYSTAL  EDGE  MICA  DIAPHRAGMS 


M 
I 

C 
A 


Let  us  send  you  samples  today  of  our  dia- 
phragms and  you  will  readily  understand  why 
the  best  talking  machines  are  equipped  with 
Crystal  Edge  Mica  diaphragms  exclusively. 

We  use  only  the  very  finest  selected  mica, 
the  best  diaphragm  material  in  the  world. 


PHONOGRAPH  APPLIANCE  CO.,  109  West  Broadway,  NEW  YORK 


call  for  the  records  of  Lucien  Muratore,  since 
his  appearance  here  during  the  Fourth  Liberty 
Loan  campaign.  The  attractive  advertising  done 
by  the  Pathe  Co.  has  helped  out  wonderfully, 
he  says.  Mr.  Stern  is  now  anxiously  awaiting 
a  large  shipment  of  Pathe  records. 

Now  Comes  the  Lady  Traveler 

In  keeping  with  the  spirit  of  the  times  Walter 
S.  Gray,  jobber  of  talking  machine  trade  acces- 
sories, has  employed  a  lady  traveler.  She  is 
Miss  Hazel  Layton,  who  has  had  quite  a  bit  of 
experience  in  the  retail  end  of  the  game,  and 
is  making  a  very  good  initial  showing  in  booking 
wholesale  orders.  At  present  she  is  out  on  a 
Southern  trip.  To  provide  more  office  space 
and  also  more  room  for  displaying  his  lines  Mr. 
Gray  has  taken  another  office  in  the  Chronicle 
Building,  and  is  using  his  old  quarters  for  show- 
ing bulky  goods  only. 

Brunswick  Line  for  Wiley  B.  Allen  Co. 

The  Wiley  B.  Allen  Co.  has  put  in  a  stock  of 
Brunswick  phonographs  and  is  conducting  a 
strong  campaign  in  their  behalf,  which  George 
W.  Hughes  says  is  bringing  very  good  results. 

Kohler  &  Chase  have  again  added  talking  ma- 
chines, after  confining  their  attention  to  pianos, 
players  and  sheet  music  for  some  time.  The 
Pathe  lines  is  featured. 


PUBLICITY  CAMPAIGN  IN  DALLAS 

Music  Dealers  Combine  in  Advertising  Drive  in 
Which  the  Talking  Machine  is  Featured 


The  Dallas  Music  Industries  Association  has 
been  conducting  a  very  active  campaign  in  the 
daily  newspapers  of  that  live  Texas  city  in 
which  page  ads  have  been  used  to  splendid  ad- 
vantage. In  this  publicity  the  talking  machine 
has  come  in  for  a  large  share  of  consideration, 
and  one  advertisement  in  particular  shows  the 
value  of  music  in  the  workroom  and  factory,  as 
well  as  in  the  home.  It  points  out  that  talking 
machine  music  is  a  tonic  and  relaxation  and 
eases  the  load  and  increases  the  pleasure  of 
every  human  being — man,  woman  or  child. 
The  concerns  jointly  interested  in  this  cam- 
paign are  the  Bush  &  Gerts  Piano  Co.,  Brooks 
Mays  &  Co.,  Field  Lippman  Piano  Stores,  W.  A. 
Green  Co.,  G.  H.  Jackson,  Leyhe  Piano  Co., 
The  Edison  Shop,  Sanger  Bros.,  Thos.  Goggan 
&  Bros.,  Titche-Goettinger  Co.,  Will  A.  Wat- 
kin  Co.,  Western  Automatic  Music  Co.,  and 
the  Adam  Schaaf  Piano  Co. 


A  MUCH  TRAVELED  GRAFONOLA 

Concord,  N.  H.,  November  5. — The  Harriott 
Music  Co.,  Columbia  dealers  here,  recently  made 
a  sale  of  a  Columbia  Grafonola  which  Mr.  Har- 
riott believes  will  establish  a  record.  The  sale 
was  made  to  a  missionary  who  is  stationed  at 
Monteaba,  Africa.  The  Grafonola  will  travel 
from  Concord  and  New  York  to  the  West  In- 
dies, thence  to  Cape  Town  and  Mombasa,  thence 
inland  1700  miles,  the  greater  part  of  this  dis- 
tance being  covered  by  native  porters.  It  is 
expected  that  the  Grafonola  will  not  reach  its 
destination  for  nearly  six  months. 


The  Talking  Machine  World,  New  York,  November  15,  191$ 


Otto  Heineman  Phonograph  Supply  Co. 

INCORPORATED 
25  WEST  45th  STREET,  NEW  YORK 

FACTORIES,  ELYRIA,  O. — NEWARK,  N.  J. 
PUTNAM,  CONN.        SPRINGFIELD,  MASS. 

CHICAGO  ATLANTA  SEATTLE  TORONTO 


MOTOR 
PERFECTION 


The  achievements  and  progress  in  phono- 
graph motor  manufacturing  in  recent  years 
are  emphasized  in  the  latest  designs  of 


HEINEMAN  and  MEISSELBACH  MOTORS 


Heineman  Motor  No.  77 


Meisselbach  Motor  No.  16 


HEINEMAN  and  MEISSELBACH  Motors  are  recognized  the  world 
over  as  the  best  horizontal  and  vertical  spring  motors  that  are  produced. 

They  are  offered  to  the  trade  with  an  iron-clad  guarantee  from 
the  world's  largest  manufacturers  of  phonograph  motors. 


GIVE!   GIVE!!  GIVE!!! 

The  Boys  are  still  "Over  There"  and  will  be  for  some  time  to  come 
— they  need  the  comfort  the  United  IVar  Work  can  provide. 

Through  sheer  joy  for  the  Peace  that  has  come  at  last 

GIVE!   GIVE!!  GIVE!!! 
to  the  UNITED  WAR  WORK  DRIVE— NOVEMBER  11 -18th 


President 


November  15,  1918 


THE   TALKING    MACHINE  WORLD 


43 


FAVORABLE  TRADE  REPORTS  FROM  PITTSBURGH  DISTRICT 

Home  Entertainment  During  Influenza  Epidemic  Helped  Sales  of  Records — Standard  Co.  Booming 
"In  Stock"  Records — Rotary  Club  Donates  Grafonolas — Many  New  Representatives  Recorded 


Pittsburgh,  Pa.,  November  4. — The  talking 
machine  trade  in  this  section  has  not  apparently 
suffered  to  any  great  degree  as  a  result  of  the 
Spanish  influenza  and  the  quarantines  enforced 
by  the  health  authorities  in  efforts  to  stamp 
out  the  disease.  Due  to  the  prohibition  of  pub- 
lic gatherings,  and  the  closing  of  theatres  and 
picture  houses,  the  thoughts  of  many  home  peo- 
ple turn  to  entertainment  within  their  own 
houses,  and  record  sales  jumped  accordingly. 

A.  B.  Smith,  assistant  manager  of  the  Colum- 
bia Co.  branch,  stated  that  the  sales  of  records 
for  last  month  far  exceeded  similar  sales  for  Oc- 
tober, 1917.  He  said:  "We  are  more  than 
gratified  with  the  sales  of  Columbia  records. 
Our  dealers  have  been  very  energetic  in  adver- 
tising and  giving  publicity  to  the  records  that 
were  issued  during  October,  and  as  a  result 
sales  have  been  far  in  excess  of  what  we  had  an- 
ticipated." Mr.  Smith  also  indicated  that 
Grafonolas  were  moving  satisfactorily. 

At  the  Standard  Talking  Machine  Co.  of- 
fices it  was  learned  that  the  company,  through 
its  service  department,  is  making  laudable  ef- 
forts to  bring  to  the  attention  of  its  clients 
the  use  of  "In  Stock"  records.  Very  attrac- 
tive posters,  with  lists  of  "In  Stock"  records, 
are  printed.  These  posters  are  for  the  use  of 
dealers  and  to  be  displayed  in  the  shops  or  show 
window.  By  "In  Stock"  records  are  meant  rec- 
ords that  can  be  supplied  at  any  time  in  rea- 
sonable quantities,  and  they  include  many  excel- 
lent numbers.  The  Standard  Co.  has  just  added 
a  new  press  and  other  equipment  in  its  printing 
department. 

A.  N.  Ansell,  manager  of  the  Victrola  depart- 
ment of  McCreery  &  Co.,  who  returned  a  few 
days  ago  from  a  business  trip  to  New  York,  is 
prepared  for  a  brisk  Christmas  trade.  The  Vic- 
trola department  under  his  direction  is  one  of 
the  largest  in  the  city  and  the  demonstration 
rooms  are  attractively  fitted  up.  Owing  to  the 
war  all  of  the  male  members  of  the  sales  force 
in  the  department  have  been  called  to  the  colors 
and  their  places  have  been  taken  by  young 
women,  who  are  proving  very  acceptable  sales- 
persons. Mr.  Ansell  reported  excellent  sales 
for  October.  On  the  last  day  of  the  month  he 
sold  two  Victor  machines,  each  priced  at  $225, 
and  an  additional  order  of  $100  worth  of  Vic- 
tor records  for  each  within  a  half  hour. 

George  S.  Hards,  manager  of  the  Victrola 
department  of  the  W.  F.  Frederick  Co.,  and  A. 
R.  Meyer,  manager  of  the  Victrola  department 
of  the  Joseph  Home  Co.,  both  active  members 
of  the  Talking  Machine  Dealers'  Association  of 
Pittsburgh,  were  ill  for  some  time  during  the 
past  month,  but  are  now  back  "on  the  job." 

The  Rotary  Club  of  Pittsburgh  in  order  to 
furnish  music  to  the  soldiers  in  the  camps  in 
this  vicinity  have  thus  far  donated  eight  $60 
Grafonolas  and  a  number  of  Columbia  records. 
They  were  purchased  through  the  S.  Hamilton 
Co.'s  talking  machine  department,  which  is  un- 
der the  direction  of  T.  E.  Shortell. 

H.  J.  Brennan,  manager  of  the  Pittsburgh 
Pathe  Shop,  is  very  optimistic  concerning  the 
holiday  business  outlook  in  Pathe  machines  and 
Pathe  records.  He  said:  "We  have  made  ample 
provision  for  providing  for  the  demands  of  our 
retail  dealers  as  well  as  the  retail  sales  in  our 
local  branch.  Our  road  men  who  have  covered, 
within  the  past  few  days,  territory  in  western 
Pennsylvania,  eastern  Ohio  and  West  Virginia, 
have  booked  many  orders  for  early  Christmas 
delivery.  We  have  just  arranged  for  the  open- 
ing of  a  new  Pathe  shop  in  Youngstown,  O., 
where  the  Michigan  Furniture  Co.  has  been 
given  the  agency  for  Pathe  machines  and  rec- 
ords." 

The  J.  M.  Hoffman  Co.,  a  leading  music  house, 
has  taken  the  agency  for  the  Brunswick  phono- 
graph. They  also  handle  the  Starr  phonograph 
and  Gennett  records. 

A.  A.  Buehn,  manager  of  the  Buehn  Phono- 
graph Co.,  Edison  jobbers,  reported  very  excel- 


lent sales  for  October,  and  is  anticipuating  a 
brisk  holiday  sale  of  Edison  machines  and  rec- 
ords. 

Gray  &  Martin,  who  handle  the  Sonora  line, 
have  very  fine  and  spacious  quarters  in  the 
Jenkins  Arcade.  Their  demonstration  rooms 
are  attractively  fitted  up.  Sales  of  the  Sonora 
machines  were  said  to  be  very  satisfactory,  and 
it  was  stated  that  all  machines  that  could  be 
shipped  in  time  for  Christmas  delivery  would 
be  disposed  of.  The  Household  Furniture  ,Co. 
also  sell  the  Sonora  machine,  and  last  week  had 
a  fine  display  of  the  Sonora  styles  in  their  large 
show  windows. 

The  Dauler-Close  Furniture  Co.  for  some  time 
past  have  been  conducting  an  advertising  cam- 
paign on  behalf  of  the  Cheney  phonograph  with 
excellent  results. 

Miss  Lillian  A.  Wood,  in  charge  of  the  Vic- 
tor educational  department  of  the  C.  C.  Mellor 


Co  .  gave  a  very  successful  demonstration  of  the 
Victor  methods  in  a  pleasing  talk  and  Victrola 
recital  before  the  pupils  and  faculty  of  the  West- 
ern Pennsylvania  Institution  of  the  Blind.  The 
program  included  folk  and  Indian  songs  and  was 
well  received.  Miss  Grazella  Puliver,  of  the 
Victor  staff  of  educational  supervisors,  spent 
several  days  in  Pittsburgh  on  professional  work. 
She  then  left  for  Madison,  Wis. 

P.  W.  Simon,  the  well-known  Victor  dealer  of 
Uniontown,  Pa.,  was  a  recent  Pittsburgh  visitor. 

S.  H.  Nichols,  manager  of  the  Columbia  Pho- 
nograph Co.'s  local  office,  is  spending  several 
weeks  in  Boston  on  business. 

The  Kaufmann  &  Baer  Co.,  who  have  the  local 
agency  for  the  Aeolian-Vocalion,  as  well  as  the 
Vocalion  records,  have  made  a  special  an- 
nouncement concerning  Christmas  buying  of 
those  instruments,  advising  that  selections  and 
purchases  be  made  as  soon  as  possible.  At  the 
present  time  the  company  has  an  excellent  as- 
sortment of  machines  on  hand. 

J.  A.  Endres,  sales  manager  in  the  Pitts- 
burgh district  for  the  Brunswick  phonograph, 
reports  a  very  brisk  demand  from  the  dealers. 


The  Phonograph  You  Will 
Eventually  Handle 

TO  improve  our  models  at  the  minimum  cost  we  have  decided  to 
concentrate  our  efforts  of  production  upon  the  marketing  of  but 
T-W-0  popular-priced  models.    This  we  feel  is  the  most  advis- 
able course  in  face  of  the  difficult  manufacturing:  conditions  to-dav. 


Model  I 


Height  42  inches,  Width  17 
inches,  Depth  19  inches. 

Retail  Price,  $70.00 


Model  Number  TI  is  similar  to  model  Number  1  in 
construction  differing  in  dimensions  only,  the  same 
being:  height  A6]/2  inches — depth  21  inches — width 
19  inches. 

Retail  Price,  $85.00 

We  positively  believe  that  the  fruits  of  our  efforts 
are  absolutely  the  best  that  can  be  produced  for  the 
money.  We  do  not  offer  our  product  to  the  trade 
as  a  "bargain,"  but  as  greater  value  for  the  price 
than  any  other  machine  on  the  market.  We  invite 
the  most  careful  and  deliberate  inspection  and  com- 
parison. 

Our  stock  is  so  complete  at  all  times  as  to  insure 
prompt  and  immediate  shipments.  However,  trans- 
portation is 'so  uncertain  it  is  advisable  to  order  as 
far  in  advance  of  your  needs  as  possible  to  avoid 
delay  and  disappointment. 


Distributors  of  Lyric  Records 
and  Wall-Kane  Steel  Needles 


Write  Immediately)  for  Unusual  Liberal  Discounts  and  Territory 


ORDER  YOUR  SAMPLE  NOW 


0PER0LL0  PHONOGRAPH  COMPANY 


54  W.  Lafayette  Blvd. 


DETROIT,  MICH. 


44 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


3.5  mm  m  m  m  m  m  mm  m  m  m  mmm  ™™™ggmmz?Emg&^ 


NOT 


Just  Another 
"Machine" 


It's  Not  a 

Machine 

at  All 


It's  a  Supreme  Musical  Instrument 

THE  FULTON  FONOGRAF 


Artistically  and  Acoustically  RIGHT 


There's  our  big  absolutely  exclusive  feature,  the  spun  metal  vibra- 
tory horn.  It  gets  a  clear,  resonant,  soft,  penetrating,  beautiful 
tone  and  aids  and  abets  our  own  exclusive,  acoustically  perfect,  thin 
model  sound  box  in  accurately  reproducing  the  voice  or  instrument 
of  the  recording  artist. 

The  motor,  made  in  our  oxen  plant,  under  the  personal  super- 
vision of  the  inventor,  is  a  mechanical  wonder  and  never  causes 
the  slightest  variation  of  pitch  because  of  uneven  operation. 

The  Fulton  Cover  Support  is  a  delight.     A  touch  raises  the 
cover.    It  stops  at  any  desired  position,  does  not  warp  the  lid  and 
cannot  fall,    injuring    sensitive  c=========« 

fingers. 

We  make  our  own  cases  and 
they  are  models  of  artistic  cab- 
inet work. 

In  other  words  the  Fulton 
Fonograf  is  made  by  us  in  its 
entirety.  We  stand  behind  it 
in  every  respect. 


Style  A  Closed 


The  Fulton  Fonograf  looks 
different  and  is  different. 

It's  a  natural  leader  and 
with  it  you  cannot  fail  to  cap- 
ture the  best  trade  and  the  best 
paying  trade  in  your  community. 


Better  write  for  full  information  today  Agencies  are  being  estab- 
lished rapidly  and  you  cannot  afford  to  miss  the  one  best  bet  in  the 
talking  machine  field  today. 


FULTON-ALDEN  COMPANY  I 

Factory  and  General  Offices,  WAUKEGAN,  ILL. 
Chicago  Warerooms  :  305-309  E.  Jackson  Blvd. 


.  ■ 

Style  A  Open 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


45 


INFLUENZA  EPIDEMIC  DEMORALIZES  CLEVELAND  TRADE 

Dealers  Pleased  at  Better  Outlook — Death  of  Henry  N.  Brainard^-The  WameKnk  "Sale — Talking 
Machine  Dealers'  Association  to  Meet  Late  This  Month — Records  for  Soldiers — Other  News 


Cleveland,  O.,  November  4. — Cleveland's  talk- 
ing machine  dealers  were  hard  hit  during  the 
last  two  weeks  of  October  and  the  first  few  days 
of  November  because  of  the  epidemic  of  influ- 
enza, which  caused  the  health  authorities  to 
close  retail  stores  at  5  p.  m.  daily,  Saturday  in- 
cluded. 

The  closing  order  kept  thousands  of  people 
employed  away  from  music  and  other  stores. 
The  short  noon  hour  did  not  afford  time  for 
shopping.  The  early  store  closing  Saturdays 
and  other  days  barred  these  people  from  stores 
during  work  hours,  so  retailers  of  talking  ma- 
chines as  well  as  concerns  offering  other  lines 
of  goods  found  themselves  without  patrons. 

Talking  machine  dealers  took  the  new  turn  of 
ill-£vents  as  a  part  of  conditions. 

The  closing  ban  hit  hard  the  slogan  for  early 
holiday  shopping  being  sounded  by  all  talking 
machine  dealers,  but  the  ban  of  the  health 
moguls  will  probably  be  lifted  in  a  week  and 
members  of  the  Talking  Machine  Dealers'  Asso- 
ciation of  Northern  Ohio  say  they  will  then  get 
into  the  fight  for  early  holiday  orders  with  a 
vim. 

The  Brunswick-Balke-Collender  Co.'s  Huron 
road  store  reports  a  good  run  of  business  in  its 
talking  machines  during  October.  "Business 
has  been  hard  hit  by  the  epidemic,"  said  Man- 
ager W.  F.  Young,  "but  we  are  preparing  for 
ail  unusually  large  holiday  trade  and  are  book- 
ing many  orders  for  Christmas  delivery." 

Charles  K.  Bennett,  president  of  the  Talking 
Machine  Dealers'  Association  of  Northern  Ohio, 
announces  that  the  concert  proposed  by  the 
organization  has  been  postponed  on  account  of 
the  "flu"  epidemic.  The  concert  was  originally 
scheduled  for  about  the  middle  of  November. 
No  date  has  been  set,  although  steps  had  been 
taken  by  a  committee  to  make  the  concert  an 
interesting  one. 

The  epidemic  also  knocked  out  the  October 
meeting  of  the  association  members.  The  No- 
vember meeting  has  been  fixed  for  the  third 
Thursday  at  6  p.  m.  Dealers  are  urged  to  at- 
tend to  discuss  ways  and  means  of  getting  early 
holiday  trade. 

The  Conrad-Baisch-Krohle  Co.,  Euclid  avenue 
furniture  dealers,  are  using  talking  machines  as 
trade  attractions.     The  firm's  present  window 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


'McKir>j  TheA\usic  Corr\e  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


display  of  machines  and  records  is  almost  equal 
to  that  of  any  talking  machine  dealer  in  the 
city. 

"We  find  these  machines  excellent  trade  pro- 
ducers," said  a  member  of  the  firm,  "and  our 
sales  of  machines  are  constantly  increasing. 
Often  in  fitting  out  homes- we"  include  a  talking 
machine  and  several  records.  Machines  are  now 
regarded  by  many  persons  as  household  fur- 
nishings, and  newly  wed?  accept  this  new  con- 
dition and  buy  accordingly." 

H.  L.  Garford,  the  head  of  the  Garford  Mfg. 
Co.,  makers  of  talking  -machines,  in  Elyria,  O., 
has  given  most  of  his  time  to  the  district  draft 
board  in  Cleveland  during  the  past  year.  Mr. 
Garford's  financial  sacrifice  has  been  heavy, 
but  he  has  entered  no  complaint.  His  usual 
midwinter  trips  to  his  Pacific  Coast  home  have 
been  cut  out  for  two  winters  and  he  is  still  on 
the  job  at  the  old  court  house,  this  city,  almost 
daily.  Few  Ohio  men  of  his  means  have  been 
more  self-sacrificing  in  the  cause  of  winning  the 
war. 

The  Harmony  Music  Shoppe  Co.,  which  re- 
cently took  over  the  piano,  player-piano  and 
talking  machine  business  of  the  Hart  Piano 
Co.,  has  added  a  novel  and  attractive  show  win- 
dow booth  to  the  "shoppe"  in  the  Arcade.  Presi- 
dent W.  S.  Raeder,  of  the  company,  reports 
good  business  and  an  expansion  of  the  talking 
machine  features  of  his  business. 

Because  "music  is  a  war  weapon"  Mayor 
Harry  L.  Davis  has  named  a  committee  consist- 
ing of  James  A.  Taylor,  Joe  Folkman,  William 
H.  Krippendorf,  Charles  Henderson  and  John 
A.  Doan  to  take  steps  to  collect  as  many  talk- 
ing machines  and  records  as  possible  to  be  sent 
to  training  camps  for  soldiers.  This  action 
was  taken  in  response  to  the  national  move- 
ment to  provide  more  music  for  soldiers  and 
others  engaged  in  war  activities.  Talking  ma- 
chine dealers  of  the  city  have  promised  their 
co-operation  in  this  new  movement. 

Henry  M.  Brainard,  seventy-four,  for  over 
fifty  years  the  head  of  the  Brainard  Sons  Co. 
music  store,  died  October  27.  The  store  was 
founded  by  his  father,  Silas  Brainard,  one  of 
the  city's  pioneers.  The  store  was  well  patron- 
ized. 

The  Collister  &  Sayle  Co.,  Victor  retailers, 
staged  one  of  the  best  Hallowe'en  window  dec- 
orations of  the  city.  The  night,  however,  was 
not  observed  on  account  of  the  epidemic,  which 
caused  a  cessation  of  all  public  meetings  in  the 
city. 

"Let  this  Christmas  be  one  of  good  music 
and  good  cheer"  is  the  message  the  music  de- 
partment of  the  May  Co.  is  sending  to  patrons 
this  year.  Manager  Dan  J.  Nolan,  of  the  com- 
pany's big  music  department,  is  pushing  the 
early  sale  of  talking  machines,  records,  player- 
pianos  and  other  musical  instruments.  He  re- 
ports an  unusually  large  number  of  early  book- 
ings for  Christmas  delivery. 

The  purchase  recently  of  the  entire  stock  of 
the  J.  T.  Wamelink  &  Sons  Piano  Co.  by  the 
Starr  Piano  Co.  caused  the  passing  of  a  music 
house  established  by  J.  T.  Wamelink  in  1835. 
The  Huron  road  store  of  the  Wamelink  house 
was  also  taken  over  by  the  Starr  Co.,  whose 
district  manager  is  E.  G.  Taylor,  who  came  to 
Cleveland  twelve  years  ago  from  Johnstown, 
Pa.  He  now  has  charge  of  four  stores  in  Cleve- 
land, the  main  house,  in  Huron  road,  that  of  the 
Wamelink  concern,  a  new  branch  in  Prospect 
avenue,  and  another  at  Woodland  and  East 
Fifty-fifth  street,  besides  stores  in  Elyria, 
Akron  and  elsewhere  in  northern  Ohio.  Eugene 
Wamelink  has  gone  with  the  Starr  people.  The 
stock  includes  a  large  number  of  talking  ma- 
chines, records  and  other  instruments  which  are 
being  disposed  of  at  special  sales. 

Buescher's  store  is  pushing  Victrola  war  rec- 
ords through  local  advertising  and  otherwise 
getting  a  fair  share  of  business. 


No.  1410  Rim  Table  for  Victrola 
IX  or  IXA  Mahogany 

Holds  5  Victor  Albums 

INCREASE 
RECORD 
SALES 
WITH 

UDELL 

CABINETS 

AN  attractive,  solidly  built,  ef- 
ficiently  fitted  cabinet  en- 
courages machine  owners  to  buy 
more  and  better  records,  and  pro- 
tects those  records.  It  doubles  the 
practical  value  of  the  machine. 

|t  takes  little  salesmanship  to  con- 
vince a  customer  of  the  facts  and 
every  cabinet  sale  means  a  two 
way  profit  on  the  cabinet  itself 
and  on  the  new  records  sold. 

Make  UDELL  Cabinets  keep 
up  your  profit  average. 

A  catalog — free  on  request — will  help 
you  decide. 


TRADE  MARK 


THE  UDELL  WORKS 

1205  W.  28th  Street 
INDIANAPOLIS  INDIANA 


46 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


"The  Quality  Phonograph 


An 

Enlargement 

of  the 

Pathe 

Sapphire 

Ball 

and  PatliS 

Record  Grooves 

No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place 
of  needles.   It  need  not  be  changed. 

Long  Life  to  Records 

(Pathe  Guarantee) 
We  guarantee  every  Pathe  Record  to  play 
at  least  one  thousand  times  with  the  Pathe 
Sapphire  Ball,  without  impairment  to  the 
unexcelled  beauty  of  tone  and  without 
showing  any  perceptible  wear  on  the 
record. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  in- 
crease or  decrease  the  tonal  volume  of  the 
Pathe  Phonograph  at  will. 

Plays  All  Records 

Each  Pathe  Phonograph  plays  not  only 
Pathe  Records,  but  all  other  makes  of 
records,  and  plays  them  perfectly. 


The  best  selling  point  is 
better  than  ever  today! 


17VER  since  its  origin,  the  Pathe  Sapphire  Ball 
has  been  the  best  phonograph  selling  point  for 
the  dealer.  Because  it  is  exclusive,  permanent — 
does  away  with  needle  changing  altogether — pro- 
duces pure  natural  tone  and  gives  long  life  to 
records. 

Today,  with  needles  rising  in  price  by  the  minute  and 
rapidly  disappearing  from  the  market,  this  big  exclusive 
Pathe  feature  is  not  alone  a  better  selling  point  than  ever 
before.  It  insures  the  dealers  against  a  possible  future 
stoppage  of  his  phonograph  sales. 

Right  now,  when  we  can  [assure  you  immediate  and 
full  deliveries  of  Pathe  Phonographs,  get  in  your  orders. 

Do  you  know  what  "The  Other  20%"  is  ?  Write  for 
book  "The  Other  20%"  and  it  will  tell  you  plainly  and 

convincingly. 

Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  N.  Y. 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


MURATORE 


Other  Models  $32.50  to  $1000 


Principal  Tenor 
Chicago  Opera  Company 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


47 


At  Least  one 

thousand  times 

"What!  Guaranteed  Records?" 


easier  to  sel 


Well,  that  certainly  means 
Records,  doesn't  it  ? 

Especially  when — 

It  further  means  the  latest  American  music  be- 
fore out  on  other  records  and  a  complete  selection 
of  the  "old  world's"  music  never  out  on  other 
records. 

Read  the  Pathe  Guarantee  :  — 


"We  guarantee  every  Pathe  Record  to  play  at  least 
one  thousand  times  with  the  Pathe  Sapphire  Ball, 
without  impairment  to  the  unexcelled  beauty  of 
tone  and  without  showing  any  perceptible  wear  on 
the  record." 


And  don't   miss  any  more  of  the 
Guarantee  alone  makes  for  the  dealer. 
Pathe  Dealer's  proposition  today! 


sales  this 
Write  for 


Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  N.  Y. 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


ALL  MURATORE'S 
Records  are  Pathe  Records 


48 


THE   TALKING   MACHINE  WORLD 


November  IS,  1918 


MCA 


NO  STAINS  IN  OUR 

DIAPHRAGMS  OF  BEAUTY 

THE  INTERNATIONAL  MICA  COMPANY 

Factory,  37th  and  Brandywine  Streets  Office  and  Sales  Department,  1228  Filbert  Street 

PHILADELPHIA 


SUBSCRIBE  $6,632,550 
TO  FOURTH  LIBERTY  LOAN 


Talking  Machine  Industry  Helps  New  York's 
Allied  Music  Division  Go  Over  the  Top  by 
50  Per  Cent. — How  Talking  Machine  Men 
Worked  to  Roll  Up  the  Tremendous  Total 


Music  again  came  to  the  forefront  in  New 
York  and  vicinity  during  the  recent  drive  for 
the  Fourth  Liberty  Loan,  when  the  Allied  Music 
Division,  in.  which  the  talking  machine  industry 
was  strongly  represented,  went  "over  the  top" 
with  a  total  of  $6,632,550,  more  than  50  per  cent, 
over  the  quota  of  $4,350,000  set  for  the  division. 

Inasmuch  as  all  divisions  of  the  music  trade 
and  profession  combined  in  rolling  up  the  rec- 
ord for  Allied  Music,  it  was  not  regarded  as  a 
matter  of  policy  to  announce  the-  subscriptions 
from  any  one  section  and  thereby  provide  oppor- 
tunities for  comparison,  but  it  can  be  said  that 
the  talking  machine  industry,  which  subscribed 
something  like  $1,000,000  to  the  Third  Liberty 
Loan,  observed  strictly  the  injunction  to  double 
up  the  Third  Loan  subscription  for  the  Fourth 
Loan,  and  then  went  a  little  bit  further.  There 
is  at  least  one  subscription  of  $500,000,  and  an- 
other for  $400,000  from  talking  machine  com- 
panies that  were  credited  to  the.  Allied  Division, 
and  subscriptions  of  $100,000  or  $200,000  were 
.surprisingly  plentiful,  despite  the  fact  that  war 
with  its  consequent  effect  upon  production  has 
been  a  severe  strain  on  the  finances  of  the  trade. 

To  single  out  any  of  those  working  on  com- 
mittees who  garnered  the  talking  machine  men's 
subscriptions  and  who  were  most  largely  respon- 
sible for  the  result  would  prove  a  somewhat 
difficult  task  because  everyone  put  forth  a 
maximum  of  effort  for  the  common  end.  Al- 
though Mark  P.  Campbell  was  chairman  of  the 
Allied  Music  Division,  J.  Newcomb  Blackmail 
was  vice-chairman  of  the  division,  and  in  direct 
charge  of  the  campaign  in  the  talking  machine 
trade,  those  assisting  him  being  H.  L.  Willson, 
who  looked  after  the  subscriptions  for  the 
manufacturers;  Roy  J.  Keith,  who  had  charge 
of  the  jobbers  and  wholesalers'  section;  Ed- 
ward L.  Boykin,  who  was  responsible  for  the 


subscriptions  of  the  dealers,  and  C.  G.  Child, 
through  whose  efforts  Galli-Curci,  Caruso,  Mc- 
Cormack  and  Heifetz  were  secured  for  the  great 
rally  at  Carnegie  Hall  on  September  29,  the  de- 
tails of  which  were  given  in. The  World  last 
month. 

As  vice-chairman  of  the  entire  division  Mr. 
Blackmail  had  a  big  job  on  his  hands,  and  realiz- 
ing the  fact  thoroughly,  simply  forgot  his  reg- 
ular business  for  the  three  weeks'  period  and 
gave  all  his  thoughts  and  energies  to  helping 
Uncle  Sam.  In  the  talking  machine  trade 
proper  the  sub-chairmen  and  captains  also  for- 
got business  for  the  nonce,  and  enlisted  their 
selling  abilities  in  the  cause  of  the  loan,  with 
results  that  speak  for  themselves. 

ORGANIZATION  IS  MOST  TIMELY 

President  Reis,  of  the  Tri-State  Victor  Dealers' 
Association,  Speaks  of  Postponement  of 
Their  Regular  Meeting  and  Also  Why  Dealers 
Should  Get  Together  and  Work  Together 

St.  Louis,  Mo.,  November  3. — The  Tri-State 
Victor  Dealers'  Association,  announced  to  meet 
in  this  city  October  23,  was  a  victim  of  the  in- 
fluenza quarantine.  President  Val  Reis  and 
Secretary  J.  F.  Ditzell  have  announced  that  the 
meeting  will  be  held  later,  probably  some  time 
during  November,  and  that  they  will  make  every 
effort  to  arrange  a  more  elaborate  program  than 
they  had  in  mind  for  the  October  meeting. 

This  greater  program  idea  is  partially  due  to 
the  fact  that  for  the  October  meeting  the  Caruso 
concert  was  a  strong  attraction.  This  was  to 
have  taken  place  on  the  evening  of  October  22, 
and  the  officers  of  the  association  believed  that 
every  Victor  dealer  would  be  greatly  interested 
in  this  concert  and  would  come  a  day  ahead  to 
hear  Caruso,  who  has  done  so  much  for  their 
record  list.     But  the  Caruso  concert  has  gone 


Only  in  a  few  districts  were  the  music  inter- 
ests organized  separately  for  the  loan,  and  in 
Chicago,  for  instance,  they  rolled  up  a  total  of 
well  over  a  million.  Owing  to  the  fact  that 
many  members  of  the  trade  and  profession 
worked  as  individuals  and  members  of  the  gen- 
eral committee,  it  is  impossible  to  compile  fig- 
ures showing  the  real  work  of  the  music  inter- 
ests in  the  entire  country  for  the  loan,  but  the 
fact  remains  that  the  $6,000,000,000  Fourth  Lib- 
erty Loan,  the  largest  loan  in  the  world's  his- 
tory, was  oversubscribed  by  $900,000,000,  and 
the  talking  machine  trade  will  display  no  undue 
egotism  in  claiming  credit  for  doing  its  full 
share  and  a  little  more,  making  the  loan  the 
success  it  was. 

over  to  April  or  May,  because  of  opera  engage- 
ments, so  it  cannot  well  figure  in  the  Tri-State 
annual  meeting. 

"We  must  hold  this  meeting  as  soon  as  pos- 
isble,"  said  President  Reis,  "or  the  members  will 
begin  to  think  that  this  is  sort  of  a  private  as- 
sociation for  the  benefit  of  the  St.  Louisans 
who  happen  to  be  officers.  Nothing  is  further 
from  our  minds.  We  want  every  dealer  inter- 
ested and  helping  to  solve  the  many  problems 
that  confront  every  Victor  dealer,  as  well  as 
other  talking  machine  dealers.  We  feel  that  it 
is  up  to  the  Victor  dealers  to  take  the  first 
step  in  this  line,  as  they  always  have  been  the 
leaders  in  the  trade  and  should  maintain  that 
position. 

"Further  than  that,  we  believe  that  this  is  the 
proper  time  to  cement  organizations.  Just  now 
the  trade  is  on  a  higher  plane  as  to  credits, 
cash  payments,  abolition  of  free  service  and 
freedom  from  other  evils  than  ever  before,  and 
we  feel  that  if  we  can  get  all  the  members  to- 
gether now,  we  can  take  important  steps 
toward  holding  dealers  of  the  country  in  line 
when  machines  become  more  plentiful,  and  the 
old  evils  are  again  likely  to  arise  in  the  trade. 

"I  have  been  thinking  much  of  late  about  these 
things,  and  it  appears  to  me  that  the  musical 
instrument  trade  is  making  a  serious  mistake 
at  present  by  not  taking  up  the  matter  of  local 
organizations  now  while  practically  everybody 
is  falling  in  line  with  the  best  ideas  of  credits 
and  limit  of  free  service.  Now,  while  all  hands 
can  agree,  would  be  the  time  to  talk  it  over  ahd 
get  together  and  there  would  be  a  much  better 
opportunity  of  keeping  these  agreements.  All 
dealers  now  know  the  advantage  of  having  busi- 
ness done  in  a  businesslike  way,  and  it  is  riot 
hard  to  bring  them  together  on  almost  any  rea- 
sonable proposition. 

"Here  in  St.  Louis  I  happen  to  know  that  the 
man  who  formerly  was  the  freest  with  credit 
now  is  getting  even  higher  payments  than  some 
of  his  competitors.  He  boasts  now  of  this. 
It  would  be  much  easier  to  get  them  all  in  line 
now  and  after  they  get  in  practice  while  there 
are  no  temptations  they  might  stick  indefi- 
nitely." 


TALKING  MACHINE  MAN  MURDERED 

D.  P.  Proodian,  who  has  conducted  for  the 
past  five  years  a  thriving  business  in  talking 
machines  at  158  North  Main  street,  Providence, 
R.  I.,  was  recently  murdered  in  his  store  by  a 
man  who  attempted  robbery.  The  assailant 
has  been  captured  and  will  face  a  murder  charge. 


M.  Welte  &  Sons,  Inc.,  who  a  short  time  ago 
took  on  the  Cheney  talking  machine  in  their 
studios  on  Fifth  avenue  at  Fifty-third  street, 
report  much  success  with  the  line.  The  tone 
value  and  attractive  cabinet  designs  of  these 
talking  machines  provide  a  fitting  side  line  for 
the  particularly  high-grade  line  of  pianos  and 
autograph  pianos  produced  by  this  company. 


The  Wide  Awake 
Phonograph  Dealer 

Knowing  that  the  diverting  of  raw  materials  by  the 
government  for  war  purposes  has  curtailed  the  output 
of  all  Phonograph  Manufacturers,  is  concentrating  his 
effort  on  other  sources  of  revenue  than  the  selling  of 
new  Phonographs. 

He  is  Increasing  His  Record  Sales 

The  "BLISS"  Reproducer,  with  its  treated  silk  dia- 
phragm, affords  an  incomparable  aid  to  the  dealer  in 
selling  Phonograph  records. 

The  "BLISS"  Reproducer  eliminates  that  unnatural  sharpness  of  mica — it  reproduces 
with  better  articulation,  tone  quality,  and  volume. 

Phonograph  owners  who  have  become  tired  of  the  unnatural  reproduction  of  their 
phonograph  records  would  again  become  enthusiastic  purchasers  if  the  merits  of  the 
"BLISS"  Reproducer  were  brought  to  their  attention. 

Every  standard  make  of  Phonograph  can  be  improved  if  fitted  with  a  "BLISS" 
Reproducer. 

Other  Phonograph  Specialties  that  we  are  featuring  are  the  "Disk-Lite,"  an  electric 
lighting  attachment  adaptable  to  any  phonograph,  and  the  "Phono-Lite,"  an  automatic 
lighting  attachment  for  the  New  Edison ;  also  Diamond  and  Sapphire  Points, 
Pathe  Sapphire  Points,  Lakeside  Rotometers,  Johnson  Electric  Motors.  B  &  H  Fibre 
Needles,  B  &  H  Fibre  Needle  Repointers,  and  the  Vallorbes  Semi-Permanent  Needles. 

Write  for  our  dealers'  price  list, — or 
may  our  Parcel  Post  Salesman  call? 

WILSON-LAIRD  PHONOGRAPH  CO.,  Inc. 

29  West  34th  Street  NEW  YORK  CITY 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


49 


SIS 


UNICO 


Designs  and  Construction 
Patented 


SYSTEM 


THE  SALES  BUILDER 


Unico  Demonstrating  r\ooms 
Excel  from  Every 
Standpoint 


DESIGN    .  . 
CONSTRUCTION 

FINISH 

EFFICIENCY  . 
ECONOMY.    .  . 

DELIVERY   .  . 


Six  standard  styles 
Special  period  styles 

Patented,  Interlocking 
Portable  Units 
Sound  Insulated 

All  standard  Oak, 
Mahogany  and.  Enamels 

Increased  sales  at  louver 
cost  per  sale 

Moderate  first  cost 
Always  an  Asset 
Adaptable  any  location 

Prompt  shipments  from 
stock  ready  for  imme- 
diate use 


Unico  Bracks  and  Counters 
Maximum  Capacity 
Minimum  Space 


DESIGN  .  .  .  . 
CONSTRUCTION 

FINISH  

EFFICIENCY  .  . 
ECONOMY .   .  . 

DELIVERY    .    .  . 


Patented   to  correspond 
with  Unico  Rooms 

Sectional  Units  adapta- 
ble to  any  space 

All  standard  Oak,  Ma- 
hogany and  Enamels 

All    records  always 
available  instantly 

Moderate  Equipment 
Cost 

Lower  Operating  Cost 

Prompt  shipments  from 
stock  in  all  finishes 


Install  a 
Complete  Unico  Department 


U 
N 
I 

C 
O 


DEMONSTRATING  ROOMS 
RECORD  RACKS 
RECORD  COUNTERS 
CEILING  DECORATIONS 
ARCH  TREATMENTS 


The  Unico  System  has 
Increased  Sales  and  Profits 
for  almost  1000  dealers 


- 

I 


Send  to-day  dimensions  of  your  available  space.  Plans  and 
estimates  for  a  complete  department  will  reach  you  promptly 

THE  UNIT  CONSTRUCTION  COMPANY 

RAYBURN  CLARK  SMITH,  President 
Fifty-eighth  Street  and  Grays  Avenue,  PHILADELPHIA,  U.  S.  A. 


50 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


A  STRIKING  COLUMBIA  WINDOW  DISPLAY  FOR  DECEMBER 


The  dealer  service  department  of  the  Colum- 
bia Graphophone  Co.  has  prepared  a  December 
window  display  which  will  amply  fulfil  dealers' 
Christmas  requirements  this  year.  With  a 
Grafonola  or  two,  and  a  set  of  brilliantly  litho- 
graphed cards  and  cut-outs,  a  complete  holiday 
offering  is  covered,  and  the  dealer's  store  front 
rendered  an  attractive  spot  which  reflects  the 
Christmas  spirit  and  makes  the  passer-by  realize 


window,  comprise  this  set.  The  large  window 
streamer  worded,  "Which  Grafonola  Will  You 
Buy,"  may  be  affixed  to  the  glass  slightly  above 
the  eye,  while  the  "Dance  Hits"  and  "Song  Hits" 
cards  will  balance  it  on  either  side,  also  pasted 
to  the  glass.  The  two  half-sheet  cards,  "Songs 
of  Yuletide"  and  "Barrientos  and  Lazaro  Duet," 
can  be  placed  at  either  side  of  the  window  as 
shown,  while  the  four  smaller  cards  and  five 


IT  CLT  FV'Q  GRAPHITE  PHONO 
ILi  JLIj  M.    J  SPRING  LUBRICANT 

Haley  °o  Lubricant  makes  the  Motor  make  good 
Is  prepared  in  the  proper  consistency,  will  not  run  out,  dry  up,  or . 
become  sticky  or  rancid.   Remains  in  its  orijinal  form  indefinitely. 
Put  up  in  1 ,  5,  10,  25  and  50-pound  cans  (or  dealers. 

This  lubricant  is  also  put  up  in  4-ounce  cans  to  retail  at  25  cents 
each  under  the  trade  name  of 

FITDFKA   noiseless  talking 

LVJIlILIlrl    MACHINE  LUBRICANT 

Write  for  special  proposition  to  jobbers. 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 


a  cut-out  for  a  prominent  place  in  the  display. 
"The  Gold  and  Silver  Waltz,"  combined  jvith 
"While  I  Am  Crying  for  You,"  by  the  Gypsy 
Orchestra,  is  a  record  of  great  interest,  and  its 
prominence  in  the  window  display  material  is  an 
indication  of  how  the  public  is  receiving  this 
new  form  of  music  which  bids  fair  to  rival  the 
Hawaiian  craze  of  a  few  years  ago. 

The  Columbia  monthly  window  display  serv- 
ice will  be  continued  through  the  year  1919 
along  even  more  elaborate  lines. 


PROPOSED  FLOOR  TAX  CONDEMNED 

Executive  Committee  of  Talking  Machine  Men, 
Inc.,  Passes  Resolution  Protesting  Against 
Floor  Tax  Clause  in  New  War  Revenue  Bill 


A  Holiday  Window  Prepared  by  the  Dealer  Service  Department  of  the  Columbia  Co. 


what  is  the  most  seasonable  of  gifts.  The  cen- 
tral figure  in  the  window  is  the  Columbia  maga- 
zine ad  for  December,  which  points  out  to  the 
public  that  the  dealer's  store  is  the  market  place 
for  the  extensively  advertised  Grafonola.  Here 
an  opportunity  is  afforded  the  dealer  of  becom- 
ing an  active  part  of  the  vast  publicity  cam- 
paign, and  cash  in  on  the  big  expenditure  of 
the  Columbia  Co.  in  newspaper  and  magazine 
mediums. 

The  display  is  technically  described  as  fol- 
lows: Fifteen  cards  and  cut-outs,  all  equipped 
with  easels  and  ready  to  be  exhibited  in  the 


record  cut-outs  may  be  artistically  arranged  in 
the  foreground. 

Five  record  display  holders,  each  listing  one 
of  the.  new  Columbia  December  records  and  il- 
lustrated by  means  of  a  flap  attached,  offer  a 
novelty  which  is  pleasing  to  the  eye  and  quite 
unusual.  In  connection  with  these  holders  the 
Columbia  metal  window  display  records  may  be 
used  to  excellent  advantage,  and  the  commer- 
cial product  spared  from  damage  by  the  sun, 
which  is  liable  to  occur  at  this  season  of  the 
year,  when  awnings  are  not  used. 

A  popular  E  series  record  has  been  allotted 


A  meeting  of  the  executive  committee  of  the 
talking  Machine  Men,  Inc.,  was  held  on  Oc- 
tober 25,  1918,  at  the  office  of  the  president, 
James  T.  Coughlin,  487  Eighth  avenue,  New 
York  City.  A  motion  was  made  and  seconded 
that  a  resolution  in  regard  to  the  new  floor 
tax  be  adopted,  which  read  as  follows: 

"Whereas,  The  new  floor  tax,  Sections  909- 
910,  as  now  contemplated  is  unfair,  unjust  ;  and 
detrimental  to  the  interest  of  our  members  and 
that  the  legal  committee  be  instructed  to  con- 
tinue their  efforts  with  the  Senate  Finance  Com- 
mittee in  order  to  have  this  new  impost  elim- 
inated; inasmuch  as  a  tax  has  already  been  rJaid 
on  the  goods;  further 

"The  proposed  tax  would  work  a  grievous  in- 
justice on  nearly  every  talking  machine  dealer, 
who  in  order  to  do  business  must  of  necessity 
carry  a  complete  catalog  of  records,  many  of 
which  are  slow  sellers  and  almost  dead  stock; 
furthermore  for  the  reason  that 

"The  trade  is  at  present  laboring  under  severe 
difficulties  occasioned  by  reduced  discounts  and 
a  serious  shortage  of  stock.  This  association, 
however,  favors  a  tax  which  can  be  collected  at 
the  factory  or  source  of  supply." 

The  executive  committee  also  recommended 
that  the  association  apply  for  membership  in  the 
Music  Industries  Chamber  of  Commerce. 

The  session  of  the  association  was  a  short 
but  highly  important  one. 


AMERICAN 


The  AMERICAN  gives  satisfaction,  and  stays  sold  when 
delivered.  We  are  able  to  supply  our  dealers  for  some 
months  to  come.  The  name,  the  design  and  the  grade  of 
merchandise  are  important  factors,  and  a  line  of  six 
models  in  two  woods  demands  your  attention.  The 
AMERICANS  go  entirely  on  their  merits. 


No.  5 


American 
Phonograph  Co. 

39  Fountain  Street 
GRAND  RAPIDS  MICH. 


No.  8. 


No.  9 


No.  10 


No.  11 


Music  on  both  sides. 
Sapphire  or  steel  needle. 
Popular  and  standard  selections 


SUPPLY 
THE  DEMAND 

For 
Latest 
Broadway 
Hits 

85c. 

In  Canada 
90c. 


Full  particulars  regarding  the 
distribution  of  this  record  will 
be  given  to  any  dealer  or  jobber 
upon  application. 

SUPPLY 
THE  DEMAND 

With 

The 

Record 

of 

Quality 

Hill-and-Dale 
Cut 


IMMEDIATE  DELIVERY 
OF  THE  BIG  SELLERS 

Your  customers  are  asking  for  Smiles,  Belgian  Rose,  and  other 
big  Broadway  hits. 

Can  you  supply  the  demand?  Turning  customers  away  does 
not  help  build  up  your  business.  Handle  OkeH  Records,  and 
give  your  customers  what  they  ask  for,  when  they  ask  for  it. 

The  American  public  wants  what  it  wants  when  it  wants  it. 


O  K  E  H 


RECORDS 


The  Record  of  Quality 


Jobbers 
Dealers 


OkeHRecordS  are  of  special  interest  to  you. 
A  remarkable  proposition. 
Get  in  touch  with  us  today. 

LET  YOUR  EAR  BE  YOUR  JUDGE 


OTTO  HEINEMAN  PHONOGRAPH  SUPPLY  CO.,  Inc. 

25  West  45th  Street,  New  York. 
Gentlemen:- 

I   am   interested   in   your  OkeHRecordS 

Please  put  me  on  your  mailing  list. 

Name  


DEALER  OR  JOBBER 


Street 


City. 


State. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


51 


Featuring  the  Musical  Possibilities  of  the 

Talking    ]VIachine  Ry  William  Braid  White 


[Note. — This  is  the  twenty-first  in  a  series  of  articles  on 
the  general  subject  of  the  musical  possibilities  of  the  talk- 
ing machine.  The  aim  of  the  series  is  to  develop  these  pos- 
sibilities from  all  angles,  thus  opening  up  fields  for  sales 
expansion  oftentimes  neglected  wholly  or  in  part. — Editor.] 

MUSIC  STUDENTS  AS  PROSPECTS 

We  may  resist  the  truth  as  much  as  we  will, 
but  we  cannot  stay  its  progress.  We  may  pre- 
tend to  ourselves  that  the  next  few  years  will 
be  as  past  years  have  been,  that  the  world  will 
wake  from  its  dream  of  torture  to  go  back  to 
old  ways  and  ideals  without  a  spasm  of  change, 
but  we  know  when  we  say  it  that  we  are  talking 
nonsense.  The  world  can  never  go  back,  and 
it  would  be  a  most  unfortunate  thing  for  the 
world  indeed  if  it  could. 

Business 

Now,  among  other  things,  which  will  never 
be  again  as  once  they  were,  is  undoubtedly  the 
business  of  selling  musical  instruments,  espe- 
cially those  elaborate  and  relatively  expensive 
embodiments  known  as  the  talking  machine, 
the  piano  and  the  player-piano.  The  talking 
machine  or  phonograph,  whatever  one  calls  it, 
is  at  the  moment  passing  through  a  very  grave 
and  very  important  crisis  in  its  adventurous  ca- 
reer. The  days  of  promotion  are  decidedly 
past.  The  days  of  public  indifference  are 
gone  for  good.  The  days  of  blind  acceptance 
are  gone,  too.  In  a  word,  the  formative  period 
has  been  left  behind  and  we  find  ourselves  fac- 
ing a  public  grown  strangely  critical  yet  strange- 
ly desirous.  We  'find  before  us  a  demand  for 
music  such  as  the  world  has  never  known  be- 
fore, and  along  with  it  a  critical  taste  and  judg- 
ment, which,  with  all  it  must  yet  learn  before 
it  is  approved  perfect,  is  nevertheless  daily  be- 
coming more  acute  and  exacting. 

New  Ideas 

Such  notices  as  that  of  the  new  reproducer 
which  the  Pathe  people  have  just  announced, 
such  improving,  refining  and  developing  as  we 
see  all  round  us  indicated  in  the  advertising  col- 
umns of  this  paper,  point  alike  to  the  opening 
of  a  new  and  splendid  era.  They  point  also 
to  a  recognition  by  the  trade  of  the  need  for 
higher  and  more  critical  standards,  to  support 
and  meet  the  needs  of  a  more  exigent  public. 

It  is  evident  indeed  that  we  have  much  to 
learn.  We  are  faced  with  the  necessity  for 
bringing  before  the  public  a  more  convincing 
story.  We  must  have  a  new  tale  to  tell  and 
one  which  shall  charm  minds  no  longer  fasci- 
nated by  any  sort  of  sounds  ground  out  from 
any  sort  of  machine.  We  have  to  find  new  and 
better  retail  methods,  and  find  them  now. 
An  Objection 

But  is  it  not  true,  some  one  will  say,  that  the 
great  difficulty  just  now  is  to  get  the  goods? 
Is  there  the  slightest  difficulty  in  selling  such 
machines  and  records  as  we  can  get?  Assured- 
ly not.  There  is  no  difficulty  to-day,  but  things 
may  be  quite  different  to-morrow.  However 
long  the  last  stretch  of  the  road  to  victory  may 
be,  the  end  is  actually  now  calculable.  Victory 
is  coming.  And  with  victory  will  come  the 
manifold  problems  of  demobilization,  of  recon- 
struction and  of  readaptation  to  ways  of  peace. 
It  will  therefore  be  more  than  ordinarily  neces- 
sary for  us  to  have  in  preparation  for  these 
times  new  and  better  machines,  new  and  better 
records,  new  and  better  methods  of  selling. 
A  New  Field 

Much  could  be  said  on  this  subject  that  be- 
longs better  to  articles  on  salesmanship,  but 
there  is  one  special  point  to  which  I  should 
like  to  direct  attention.  When  you  come  to 
think  of  it,  the  musical  possibilities  of  the  talk- 
ing machine  should  always  furnish  the  basis 
for  any  selling  scheme  whatever.  Already  the 
far-sighted  and  enterprising  work  of  the  Victor 
Co.,  to  take  one  prominent  example,  has  brought 
the  message  of  the  talking  machine's  musical 


values  to  the  attention  of  the  people  through  the 
schools,  those  gardens  of  our  social  relations, 
and  it  now  remains  for  us  to  carry  on  this  work 
in  even  more  intensive  ways.  Among  the  many 
possibilities  which  have  not  as  yet  been  culti- 
vated to  any  extent,  but  which  are  worthy  of 
the  closest  investigation  nevertheless,  is  that  of 
linking  up  the  talking  machine  with  the  definite 
and  serious  study  of  music.  As  yet,  indeed, 
the  details  are  not  completely  clear  in  my  own 
mind, -but  I  do  not  speak  at  random.  The  sub- 
ject has  been  before  the  attention  of  musicians 
and  of  practical  talking  machine  men  and  has 
the  utmost  importance  and  value. 

For  the  moment  it  is  possible  only  to  lay 
down  certain  general  ideas,  from  which  per- 
haps may  be  evolved  later  more  specific  rules. 
But  if  the  general  principle  can  be  established 
there  will  be  no  trouble  about  working  out  the 
details  in  due  course. 

For  the  Student 

The  point  I  should  wish  to  press  to  the  utmost 
is  that  the  talking  machine  can  be  promoted,  ad- 
vertised and  sold  as  a  definite  aid  to  the  definite 
and  serious  study  of  music;  an  aid  which  is  quite 
unique  and  which  stands  quite  by  itself,  neither 
taking  the  place  of  any  other  method  or  imple- 
ment or  susceptible  of  supersession  by  any 
other.  The  assertion  is  also  made  here  that 
by  taking  up  and  working  out  this  idea  in  prac- 
tical form,  the  retailing  of  the  talking  machine 
may  be  put  into  a  stronger  position  for  the 
strenuous  times  which  we  shall  have  to  expect 
during  the  post-victory  period.  It  is  not,  and 
is  not  asserted  to  be,  the  only  new  idea  needed, 
but  it  is  asserted  to  be  one  of  the  good  and 
practical  ideas  needed  by  the  trade. 

Consider  a  few  broad  aspects  of  the  question. 
We  have  all  the  elements  and  nothing  is  lack- 
ing save  their  due  correlation.  The  study  of 
music  may  be  considered  under  two  aspects,  as 
professional  work  and  as  work  in  appreciation. 
Nine  persons  in  every  ten  will  be  more  inter- 
ested in  the  second  branch  of  the  subject.  But 
the  tenth  person  will,  of  course,  be  the  more  se- 
rious one  relatively  and  keenly  interested.  What 
can  the  talking  machine  give  to  the  serious  stu- 
dent of  music? 

The  Question  of  Style 

Whether  the  subject  of  study  be  voice,  vio- 

■I 


lin,  'cello  or  piano,  the  talking  machine  can 
always  give  one  thing  in  unlimited  quantity. 
It  can  give  an  unlimited  number  of  examples 
of  style.  To  the  vocal  student  the  oppor- 
tunities for  comparison  of  styles,  of  delivery, 
of  phrasing  and  of  general  artistic  conception 
are  very  numerous  indeed,  and  become  more 
numerous  every  month.  Almost  any  branch  of 
vocal  study  and  vocal  art  can  now  be  subjected, 
through  the  talking  machine  and  its  records,  to 
close  comparative  study.  It  is  literally  as  if  one 
had  the  opportunity  to  take  lessons  in  the  art 
of  singing  from  a  whole  regiment  of  the  best 
singers. 

The  Student  as  a  Sales  Field 

It  seems  to  me  that  this  side  of  the  question 
has  not  yet  been  handled  with  sufficient  intense- 
ness.  The  general  public  have  heard  much 
about  having  Caruso  at  home  and  all  that  sort 
of  thing,  all  of  which  has  been  good  and  useful 
in  its  way.  But  the  music  student  has  not  yet 
been  made  the  object  of  definite  sales  work  de- 
signed to  bring  him  or  her  into  close  vital  con- 
tact with  the  talking  machine  as  with  an  im- 
proved weapon  for  his  study  and  improvement. 
It  seems  to  me  that  we  are  neglecting  the  enor- 
mous number  of  music  students  and  their 
teachers. 

What  is  true  of  the  vocal  student  is  also 
true  of  the  violinist  or  'cellist.  The  recording 
of  the  'cello  is  one  of  the  triumphs  of  the  art 
and  the  same  may  be  said  to-day  of  violin  rec- 
ords, which  are  now  more  than  ever  true  to  life 
and  faithful  representation  of  the  loveliest  mu- 
sical instrument  of  all.  More  and  more,  the 
art  of  recording  begins  to  approach  complete 
fidelity.  More  and  more,  therefore,  it  is  up  to 
us  to  -take  advantage  of  every  situation  and 
of  every  strong  point  that  is  brought  forward. 
These  strong  points  multiply  as.  the  records  and 
the  machines  improve  and  as  the  list  of  gre?1 
artists  becomes  ever  greater  in  size  and  impor 
tance.  We  are  missing  great  opportunities  it 
we  fail  to  seek  out,  develop  and  enlarge  every 
field  of  sales  opened  up  as  new  fields  always 
will  be  opened  up  with  every  improvement  in 
manufacture.  One  of  these  opportunities  is 
sketched  out  here.  I  shall  hope  to  set  it  forth 
in  complete  detail  during  some  subsequent  ar- 
ticles in  this  paper. 


7ih  Floor 
IlllllllOIIIIIIllllllilllini 


229  Fulton  Street 


|  Clifford  A.  Wolf  I 
MANUFACTURER  OF 

1  Diamond  and  Sapphire  j 
1         Phonograph  Points  j 


New  York  City 


Phone.  1678  Cortlandt 


52 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


Style  4 

Mahogany,  $360.00 
Walnut,  $280.00 

Height,  51  inches. 
Depth,  25%  inches. 
Width,  24  inches. 


Walnut,  $345.00 
Height,  51  inches. 
Depth,  25%  inches. 
Width,  24  inches. 


Style  2 
Mahogany, 
$155.00 
Walnut,  $170.00 

Height,  46%  inches. 

Depth,  24  inches. 
Width,  21%  inches. 


Style  00 
Retails  at  $60.00 

Mahogany  or  Oak 


Style  1 
Oak,  $130.00 
Walnut, 
$145.00 
Mahogany,  $130.00 
Height,  46%  inches.  Depth, 
21%  inches.  Width, 
19%  inches. 


THE 

Bush  &  Lane 

Phonograph 


Style  0 
Mahogany,  $95.00 
Oak,  $95.00 


gUILT|by  men  who  have  made  a  life-study  of  tone-production,  the 
Bush  &  Lane  Phonograph  combines  the  principles  of  the  piano's  sound- 
board with  the  highest  ideal  of  case  architecture  and  of  constructional  work- 
manship. It  is  an  instrument  of  UNIQUE,  not  of  ordinary  or  usual,  good 
qualities.  It  stands  in  a  class  by  itself;  for  it  is  among  PHONOGRAPHS 
what  its  famous  NAMESAKE  is  among  PIANOS. 

For  prices,  and  pertinent  compelling  facts,  get  in  touch  with 

Bush  &  Lane  Piano  Company 


HOLLAND,  MICHIGAN 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


53 


AN  IMPORTANT  U.  S.  COURT  DECISION  ON  PRICE  FIXING 

In  Dismissing  Federal  Indictment  Against  Colgate  &  Co.,  Charged  With  Violating  Sherman  Law, 
U.  S.  Circuit  Court  Expresses  Valuable  Opinions  on  Price  Maintenance 


The  members  of  the  talking  machine  trade 
who  are  involved  in,  or  who  have  some  direct 
interest  in,  cases  now  in  the  courts  regarding 
the  rights  of  a  manufacturer  to  fix  retail  prices, 
as  well  as  to  refuse  to  sell  to  dealers  who  fail 
to  maintain  prices,  have  received  with  consider- 
able satisfaction  the  announcement  that  Federal 
Judge  Waddill,  in  the  United  States  Circuit 
Court  for  the  Eastern  District  of  Virginia, 
sitting  in  Norfolk,  Va.,  on  October  29,  dis- 
missed an  indictment  returned  against  Colgate 
&  Co.,  the  soap  and  toilet  powder  manufactur- 
ers, for  alleged  violation  of  the  Sherman  Law. 
This  action  was  on  a  demurrer  by  the  company, 
which  the  Court  sustained. 

Judge  Waddill  sustained  the  contention  of 
Colgate  &  Co.  that  a  manufacturer,  provided  he 
is  not  in  conspiracy  with  other  manufacturers 
of  similar  products,  has  the  right  to  fix  and  en- 
force the  maintenance  of  reasonable  and  fair 
prices  and  that  such  a  manufacturer  is  violating 
no  law  in  refusing  to  sell  again  to  a  retailer 
who  fails  to  maintain  such  a  fixed  price. 

Price  cutting  demoralizes  business,  the  Court 
declared,  and  the  public  is  not  always  bene- 
fited by  temporary  reductions  in  prices  if  the 
article  is  not  a  necessity  and  if  no  monopoly 
exists  in  its  manufacture. 

It  is  expected  that  the  action  of  Judge  Wad- 
dill will  have  a  material  effect  upon  other  cases 
of  a  similar  nature  now  in  the  courts. 

In  analyzing  the  decision,  Charles  Wesley 
Dunn  and  Mason  Trowbridge,  of  counsel  for 
Colgate  &  Co.,  first  referred  to  the  fact  that 
after  the  courts  had  pronounced  illegal  the  old 
system  of  price  maintenance  contract  between 
manufacturers  and  distributors,  the  manufac- 
turers were  forced  to  adopt  other  means,  one  of 
the  plans  being  to  attach  a  notice  to  a  copy- 
righted book  or  patented  article  prescribing  the 
price  at  which  it  could  be  resold,  another  plan 
being  to  license  the  use  of  the  article  by  the 
dealer  and  by  his  customers  as  well.  Author- 
ity to  adopt  both  of  these  plans  is  held  to  be 
vested  in  the  manufacturer  under  the  Patent 
Law,  but  both  methods  were  held  to  be  illegal 
by  the  courts  and  therefore  had  to  be  abandoned, 
the  most  famous  case  under  the  licensing 
method  being  that  of  the  Victor  Talking  Ma- 
chine Co.,  with  which  the  trade  is  familiar. 

After  reviewing  the  failure  of  various  at- 
tempts to  fix  resale  prices,  the  Colgate'  &  Co. 
counsel  said  in  part: 

"This  left  but  one  remedy  to  a  manufacturer 
still  unforbidden  by  the  courts.  He  might  sim- 
ply refuse  to  sell  to  any  dealer  who  would  not 
charge  the  prices  the  manufacturer  suggested. 
Various  concerns  had  adopted  this  policy,  but 
probably  none  of  them  had  employed  it  so 
long  as  Colgate  &  Co.  or  had  stuck  to  it  so 
consistently.  This  company  maintained  it  con- 
tinuously in  some  of  its  lines  for  forty  years 
or  more.  The  policy  has  become  so  far  identi- 
fied with  them  as  to  be  very  generally  known 
in  the  trade  as  the  'Colgate  plan.' 

"In  1917  Federal  District  courts — in  three 
cases  between  private  litigants  in  which  they 
passed  upon  this  sales  plan  as  used  by  other 
companies — instructed  juries  that  this,  too,  cre- 
ated a  combination  in  restraint  of  trade,  and 
was  contrary  to  the  Sherman  act.  Thereupon 
the  Attorney  General  informed  Colgate  &  Co. 
that  they  would  be  indicted  if  they  did  not 
abandon  the  policy.  It  was  not  an  agreeable 
thing  to  invite  a  criminal  prosecution,  especially 
in  the  face  of  these  adverse  rulings,  but  the 
company  felt  that  they  were  fighting  for  a  princi- 
ple and  that  it  was  due  to  themselves  and  their 
customers  to  see  the  thing  through. 

"They  stood  for  the  fundamental  right  of  all 
owners  of  property  to  sell  or  not  as  they  please. 
The  right  of  a  dealer  to  resell  Colgate  products 
which  he  had  bought  and  paid  for,  at  any  price 
he  saw  fit,  was  recognized  fully  by  the  com- 
pany. But  it  claimed  for  itself  a  similar  right 
with  respect  to  goods  it  had  not  yet  parted  with; 


the  right  to  dispose  of  them  as  it  saw  fit,  or,  if  it 
chose,  not  to  dispose  of  them  at  all  to  merchants 
whose  methods  were  injurious  to  itself,  its  dis- 
tributers and  the  public. 

"The  company,  therefore,  accepted  the  indict- 
ment, and  filed  a  demurrer  to  it,  asking  that  it  be 
dismissed.  This  demurrer  has  now  been  sus- 
tained and  the  indictment  quashed  in  a  sweeping 
decision  upholding  all  of  the  company's  conten- 
tions. 

"The  opinion  states  the  vital  issue  raised  by 
the  indictment  to  be  'how  far  one  may  control 
and  dispose  of  his  own  property,'  and  affirms 
the  right  of  any  owner  of  goods  to  sell  them 
or  not  as  he  sees  fit. 

"The  court  recognizes  the  vital  interest  which 
a  manufacturer  has  in  the  prices  at  which  his 
goods  are  resold  and  the  injurious  effect  upon 
his  business  which  may  be  caused  by  price- 
cutting.  It  notes  that  the  public  is  not  by  any 
means  necessarily  benefited  by  price  cutting,  but 
that  a  priee  cutter,  after  he  has  demoralized 

FINE  NEW  QUARTERS  IN  PORTLAND" 

Hyatt  Talking  Machine  Co.  Now  Settled  In  Fine 
New  Home  In  That  City 


the  market  for  a  product,  may  raise  the  price 
upon  it  again  and  individually  profit  by  the 
operation.  The  court  says:  'What  the  public  is 
interested  in  is  that  only  reasonable  and  fair 
prices  shall  be  charged  for  what  it  buys,  and 
it  is  not  claimed  that  the  defendant's  manner 
of  conducting  its  business  has  otherwise  re- 
sulted. 

"Pending  this  decision  the  Federal  Trade 
Commission  had  adopted  the  view  of  the  At- 
torney General  and  in  a  large  number  of  pro- 
ceedings before  it  held  that  a  refusal  to  sell 
to  dealers  who  do  not  adhere  to  indicated 
prices  violates  the  Sherman  Law,  although  it  has 
also  expressly  ruled  that  selling  below  cost  is 
an  unfair  and  unlawful  method  of  competition. 

"Between  these  various  conflicting  rulings 
the  law  will  not  be  finally  established  until  the 
matter  comes  before  the  Supreme  Court.  The 
present  case  is  the  only  proceeding  of  any 
kind  before  a  Federal  tribunal,  squarely  pre- 
senting this  issue,  in  which  any  opinion  has  yet 
been  handed  down,  and  stands  as  the  most  care- 
fully considered  and  deliberate  expression  of 
judicial  opinion  thus  far  uttered.  The  company 
is  confident  that  it  will  be  sustained  by  the 
Supreme  Court." 

NEW  "CONVERTO"  MODEL 

Just  Announced  by  the  Lundstrom  Mfg.  Co.  to 
Accommodate  Latest  Victrola  "VI" 


Portland,  Ore.,  November  4. — The  Hyatt  Talk- 
ing Machine  Co.  are  now  permanently  located 
in  their  handsome  new  quarters  at  350  Adler 
street,  where  no  expense  has  been  spared  in 
making  the  establishment  one  of  the  finest  in 
the  city,  if  not  in  the  State,  devoted  exclusively 
to  the  sale  of  talking  machines. 

The  equipment  includes  twelve  soundproof 
booths  for  the  demonstration  of  machines  and 
records,  all  of  them  arranged  with  a  view  to 
both  general  attractiveness  and  convenience  of 
both  employes  and  patrons.  Ample  record 
space  is  provided  and  the  record  department 
is  readily  accessible  from  any  of  the  booths. 
The  booths  are  furnished  with  handsome  rugs 
and  draperies  to  match  and  supplied  with  com- 
modious upholstered  wicker  chairs  and  tables. 
The  display  rooms  have  a  capacity  of  about 
seventy-five  machines. 

The  Hyatt  Co.  handle  a  well  diversified  line, 
including  the  Victrolas,  Edison  Diamond  Discs, 
Edison  Amberolas,  Grafonolas  and  Brunswick- 
phonographs,  as  well  as  a  large  stock  of  records 
for  the  various  types  of  machines. 


The  C.  J.  Lundstrom  Mfg.  Co.,  of  Little  Falls, 
N.  Y.,  manufacturer  and  patentee  of  the  well- 
known  "Converto"  cabinets  for  the  small  Vic- 
trolas, have  announced  a  new  model  in  the 
mahogany  finish  to  accommodate  the  latest 
mahogany  Victrola  "VI"  just  out. 

The  Lundstrom  Co.  has  also  recently  an- 
nounced a  new  policy  of  distributing  these  cab- 
inets through  the  jobbers  only  to  the  retail  trade 
for  the  protection  of  both  its  wholesale  and 
retail  contingents. 

The  large  representative  list  of  wholesalers 
now  handling  the  "Converto"  cabinets  is  strong 
evidence  of  the  merits  of  this  unique  cabinet. 
They  have  proven  a  tremendous  success  wher- 
ever introduced  and  offer  an  exceptional  oppor- 
tunity for  Victor  dealers  in  these  times  when 
cabinet  machines  are  almost  unobtainable. 


The  Chicago  Talking  Machine  Co.,  who  have 
been  sending  folders  to  their  dealers,  listing 
every  record  in  their  stock  which  they  can  ship 
at  once,  have  received  appreciative  letters  re- 
garding this  move. 


piiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim   iiiiiiiiii]iiinii]ii!iiiiiiiiiiiiiiiiniiiiiiiiiiii| 

1  PRESS  THE  BUTTON- 

THE  MOTOR  STARTS  | 

No  Winding,  No  Noise,  No  Spring  Trouble  | 

I                                            THAT  IS  I 

|  THE  VEECO  WAY  j 

I                  The  improved  VEECO  electric  motor  is  designed  primarily  and  | 

|                   exclusively  for  Talking  Machines.    It  is  smooth  and  noiseless  in  | 

|                   action  and  practically  fool-proof.    Standard  models  run  on  any  | 

voltage  from  100-125,  A.  C.  or  D.  C,  without  adjustment.    Other  | 

|                   models  for  any  voltage  from  6-250.    Furnished  mounted  on  12  | 

|                  or  123-4  inch  mahogany  board  ready  to  install,  or  without  board,  | 

|                  all  ready  to  mount  on  such  board  as  used  by  the  manufacturer.  j 

|  With  the  VITRALOID  turntable,  supplied  with  the  motor,  it 

|                  makes  a  complete  motor  unit  for  high  class  machines.  | 

|                  Send  for  a  sample  NOW  and  place  your  order  at  once  for  early  | 

1                   delivery.  § 

THE  VEECO  COMPANY 

g  3 

248  Boylston  St.                                    Boston,  Mass.  j 

|                  THE  ORIGINAL  PRODUCERS  OF  A  COMPLETE  ELECTRIC  DRIVE  j 

I                               FOR  TALKING  MACHINE  MANUFACTURERS*  USE  | 


=S|IIII1I1I1IIII  Illllllllllllllllllllllllllll  Ill  II  IIIIIIIIIIIIIIIIIIIIII  IlllllllllllllllllllllllllllllllllllllllllllllllllllillllllllllllllllllllllllllUIIIW 


54 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


Over 
There 


Are  given  a  few  of  the  facts  per- 
taining to  a  very  remarkable  op- 


portunity. 

If  you  wish  to  greatly  increase 
your  business  this  winter,  with 
profits  increased  in  proportion — 

Sign  the  coupon  printed  below 
and  mail  same  to  us  at  once. 


THOS.  E.  WILSON  &  CO., 


Gentlemen : — 


Please  send  me  particulars  pertaining  to  your  special 
proposition  on  Wilsonian  Phonographs.  I  understand  that 
this  request  places  me  under  no  obligation  whatsoever. 


Signed 


701  North  Sangamon  St., 
Chicago,  Illinois 


Address 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


55 


A  Complete 
Line 


Backed  By  One  Of  The  World's  Greatest 

Trade  Marks 


fflQNOGRMI 


Seven 
Superb  Models 

Each  of  the  seven  in- 
struments included  in  the 
Wilsonian  line  is  designed 
and  priced  to  appeal  to  a 
distinct  buying  class. 

You  will  have  a  phono- 
graph for  each  prospect 
if  you  handle  the  com- 
plete Wilsonian  line 


Wilsonian 
Prices  Range 

$  45.00 
55.00 
80.00 
100.00 
115.00 
135.00 
165.00 

There  is  a  Wilsonian 
for  every  home. 


Plays 
Any  Record 

The  Wilsonian  plays 
all  makes  of  disc  records 
with  wonderful  clearness 
and  beauty  of  tone.  It 
is  not  necessary  to  make 
annoying  mechanical 
changes  when  varying 
styles  of  records  are  being 
played. 


We  are  also  National  Distributors  for,  and  always  carry 
a  complete  Stock  of,  Paramount  Records 

Write  To-day  For  Our  Dealer  Proposition 
It  Means  Money  To  You 


l 


25  West 
45th  Street 
New  York 


X\  /A  77 


Thos. E.Wilson  &  Co. 


V7 — V7 

U.  S.  A. 


701  North 
Sangamon  Street 
Chicago 


Wilson  &  Co.  branches  are  in  all  principal  cities  including; 

Pittsburgh  Buffalo  Denver  Kansas  City 

Boston  Detroit  Omaha  Charleston 

Philadelphia  Rochester  Dallas  Memphis 

Baltimore  Cleveland  Atlanta  .  i  Spokane 

Salt  Lake  City  New  Orleans  Los  Angeles  Minneapolis 


56 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


NEW! 

The  Columbia  Record  Catalog  is  out— the 
New  one !  And  it's  new  all  through— typog- 
raphy, pictures,  material,  arrangement. 
New  and  better. 


Columbia  Graphophone  Co 

NEW  YORK 


BIG  DEMAND  CAUSES  EMBARRASSMENT  IN  MILWAUKEE 

Stock  Shortage  Makes  Dealer's  Problem  One  of  Allotment  Rather  Than  of  Selling — Looking  For- 
ward to  Post-War  Period — Badger  Co.  President  Honored — General  News 


Milwaukee,  Wis.,  November  9. — The  talking 
machine  trade  of  Milwaukee  is  convinced  that  it 
is  an  unerring  law  of  the  business  world  that  at 
a  time  when  the  demand  is  best  the  supply  is 
shortest.  That  seems  to  be  the  outstanding 
feature  of  the  situation  at  this  time.  In  the 
face  of  probably  the  broadest  and  most  urgent 
demand  for  talking  machines  and  phonographs 
that  has  ever  been  known,  not  only  are  stocks 
in  the  hands  of  retailers  low,  but  jobbers  and 
wholesalers  have  practically  nothing  on  their 
floors,  and,  to  cap  the  climax,  manufacturers 
have  been  requested  to  make  a  further  curtail- 
ment of  production. 

This  is  not  a  rosy  outlook  on  its  face,  but  the . 
prospect  that  within  a  short  time  the  war-torn 
world  will  be  delivered  from  great  evil  offers 
such  encouragement  that  talking  machine  men 
are  glad  to  make  further  sacrifices  at  the  mo- 
ment with  the  knowledge  that  they  are  on  the 
threshold  of  a  new  wonderful  era  for  their  busi- 
ness. 

The  demand  that  has  been  created  is  not  go- 
ing to  be  dissipated  very  soon,  in  the  opinion  of 
local  dealers  and  jobbers  as  well.  There  is 
every  indication  that  it  will  far  outlast  the  pres- 
ent period  of  short  stocks  and  will  manifest  it- 
self when  that  day  comes  when  manufacturers 
again  find  themselves  able  to  return  to  normal 
production.  Therefore  there  is  no  gloom  in  the 
talking  machine  trade  in  Milwaukee. 

"The  demand  for  Victors  unquestionably  is 
the  best  and  broadest  in  our  experience,"  said 
Harry  A.  Goldsmith,  secretary  of  the  Badger 
Talking  Machine  Co.,  Victor  jobber.  "Supplies 
are  perhaps  the  lowest  they  ever  have  been.  On 
top  of  that  we  received  notice  a  few  days  ago  of 
further  curtailment  of  production.  That  makes 
it  a  question  merely  of  distributing  such  stocks 
as  we  can  get  in  the  most  equitable  manner.  Our 
dealers  must  be  satisfied  to  get  delivery  in  the 
proportion  that  we  are  supplied.  All  of  them, 
I  think,  understand  the  situation." 

Mr.  Goldsmith,  like  other  keen  students  of 
conditions,  looks  forward  to  a  post-war  period 
of  the  greatest  development  of  the  talking  ma- 
chine business  since  this  form  of  musical  in- 
strument was  invented. 

"Brunswick  business  is  splendid"  is  the  com- 
ment of  Thomas  I.  Kidd,  manager  of  the  Bruns- 


wick-Balke-Collender  Co.'s  local  branch.  "If  we 
had  the  goods  I  believe  we  could  sell  twice  as 
many  machines.  Our  dealers  throughout  Wis- 
consin and  Upper  Michigan  report  the  largest 
sales  ever  known." 

Charles  J.  Orth,  distributor  of  the  Puritan  in 
Wisconsin  and  Upper  Michigan,  is  conducting 
one  of  the  most  striking  advertising  campaigns 
this  city  has  ever  known.  Mr.  Orth  is  looking 
after  the  retail  interests  of  the  Puritan  in  Mil- 
waukee and  immediate  vicinity  and  scarcely  a 
day  passes  without  the  appearance  of  an  Orth- 
Puritan  ad.  Mr.  Orth  is  personally  respon- 
sible for  the  "copy,"  which  is  distinctly  new  and 
attractive.  He  is  co-operating  with  his  retail 
representatives  throughout  the  territory  and  fur- 
nishing them  with  similar  "copy"  suited  to  their 
peculiar  local  needs. 

Frank  H.  Hochmuth,  Victor  dealer,  347  Third 
street,  is  receiving  the  sympathy  of  the  talking 
machine  trade  at  the  death  of  his  eldest  son, 
Hans  W.  Hochmuth,  who  succumbed  to  pleuro- 
pneumonia, the  outgrowth  of  Spanish  influenza, 
at  the  base  hospital  at  Camp  Custer,  Mich.,  on 
October  21.  Mr.  Hochmuth  spent  nearly  three 
weeks  at  the  bedside  of  his  son  to  minister  to 
his  wants.  The  young  man  was  thirty-two 
years  of  age  and  entered  the  military  service  in 
September,  1917.  Previously  he  was  his  father's 
chief  assistant  in  the  store. 

George  F.  Ruez,  president  of  the  Badger 
Talking  Machine  Co.,  Victor  jobber,  has  been 
honored  by  Bishop  Henni  Assembly,  Fourth  De- 
gree, Knights  of  Columbus,  by  election  as  faith- 
ful purser,  or  treasurer.  Mr.  Ruez  is  an  active 
worker  in  the  ranks  of  the  K.  of  C.  'and  has 
done  Some  particularly  effective  work  in  the 
war  camp  activities  of  the  order. 

Many  Milwaukee  talking  machine  dealers  lo- 
cated in  the  outlying  sections  are  entering  en- 
thusiastically into  the  work  now  being  done  to 
co-ordinate  the  various  neighborhood  business 
men's  associations  into  a  central  body  known 
as  the  Milwaukee  Federation  of  Local  Commer- 
cial Associations.  Community  clubs  to  the  num- 
ber of  eighteen  already  have  joined  the  new 
body.  This  will  greatly  facilitate  the  adminis- 
tration and  enforcement  of  rules  and  regulations 
issued  by  Governmental  authorities  to  promote 
conservation  of  light,  fuel,  man-power  and  other 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us? 

BADGER  TALKING-MACHINE  CO.  ifflSBj"- 


WIS. 


VICTOR  DISTRIBUTORS 


economies  during  the  remainder  of  the  war 
period  and  the  era  of  readjustment  and  recon- 
struction afterward. 

The  new  Aeolian- Vocalion  records  issued  by 
the  Aeolian  Co.  are  becoming  increasingly  pop- 
ular in  Milwaukee  under  the  vigorous  represent- 
ation given  by  the  Edmund  Gram  Music  House. 
Miss  Julia  Wolf,  manager  of  the  Aeolian-Vo- 
calion  department  at  Gram's,  is  doing  splendid 
work  in  the  promotion  of  both  machine  and  rec- 
ord sales. 


WISCONSIN  SONORA  DEALERS  MEET 

Seventy-five  Sonora  Retailers  Guests  of  Yahr  & 
Lange  Drug  Co.  at  Second  Annual  Convention 
Held  in  Milwaukee  Recently 


Milwaukee,  Wis.,  November  2. — The  second 
annual  convention  of  Sonora  dealers  of  Wiscon- 
sin and  Upper  Michigan  was  held  in  Milwau- 
kee on  October  23,  at  the  invitation  of  the  Yahr 
&  Lange  Drug  Co.,  wholesale  representative  in 
this  territory.  Because  of  the  ban  placed  upon 
public  assemblages  of  all  kinds  by  the  health 
authorities  to  combat  the  spread  of  the  epidemic 
of  Spanish  influenza,  the  convention  was  planned 
along  less  elaborate  lines  than  originally  in- 
tended, before  the  disease  gained  such  a  foot- 
hold as  to  virtually  "close  up"  the  entire  city 
and  State.  Nevertheless,  about  seventy-five 
dealers  were  present  and  profited  by  the  busi- 
ness sessions  and  enjoyed  themselves  at  a  din- 
ner party.  Frank  E.  Coupe,  director  of  sales 
and  advertising  for  the  Sonora  Co.,  was  the 
guest  of  honor  and  contributed  much  to  the 
success  of  the  convention. 

Business  meetings  were  held  at  the  Yahr  & 
Lange  wholesale  house,  and  the  dinner  at  the 
new  Milwaukee  Athletic  Club.  Fred  E.  Yahr, 
secretary  of  the  company,  who  is  giving  his  per- 
sonal attention  to  the  Sonora  department,  acted 
as  toastmaster.  H.  M.  Hahn,  Sonora  sales  man- 
ager, was  master  of  ceremonies.  At  the  din- 
ner Mme.  Marie  Yahr,  wife  of  a  brother  to  Mr. 
Yahr;  Edna  Bodden-Hahn,  and  Miss  Audrey 
Eisendrath,  all  of  Milwaukee,  were  soloists. 
Accompaniments  and  solos  were  given  on  the 
Sonora.  Fleetwood  Diefenthaler  accompanied 
Mme.  Yahr,  who  is  a. soprano  of  national  note, 
in  her  principal  selections.  The  convention  was 
voted  a  great  success,  and  every  one  who  at- 
tended returned  to  his  home  much  enthused  and 
even  more  aggressive  a  booster  for  the  Sonora 
than  when  he  came.  The  gathering  emphasized 
once  more  the  good  will  existing  between  the 
Yahr  &  Lange  Co.  and  its  dealers,  and  the 
splendid  spirit  of  co-operation  that  is  making 
the  Sonora  known  in  every  part  of  the  Badger 
State.  .  i| 


SEND  for  illustrated  price  list 

AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 


DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS,  ETC. 

GLOBE  DECALCOMAN1E 

JERSEY  CITY.  N.  J. 


CO. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


57 


ONE  GERMAN  SOLDIER  IS  HATLESS    UNSOLICITED  BUSINESS  IN  ATLANTA 


L.  C.  Mountcastle,  Formerly  a  Talking  Machine 
Man  in  Pittsburgh,  Sends  Back  the  Helmet 
of  a  Prussian  Guard  as  Souvenir 


Many  Sales  of  High-Priced  Instruments  Made 
to  People  Who  Close  Deals  on  First  Visit  to 
Stores — What  the  Leading  Houses  Report 


Pittsburgh,  Pa.,  November  4. — The  Standard 
Talking  Machine  Co.  has  just  received  a  most 
interesting  Boche  souvenir  from  its  former  road 
man,  L.  C.  Mountcastle,  now  a  sergeant  in  the 
103rd  Field  Signal  Corps  in  France.  The  hel- 
met is  particularly  interesting,  inasmuch  as  it 
was  worn  by  one  of  the  Prussian  guards,  the 
crack  German  military  organization,  which  re- 


Sergt.  Mountcastle's  Souvenir 

cently  received  such  rough  treatment  at  the 
hands  of  the  American  soldiers. 

In  sending  the  helmet  Mr.  Mountcastle  wrote: 
"Thought  maybe  the  office  would  like  a  Ger- 
man souvenir,  so  I  am  sending  to-day  a  helmet 
worn  by  one  who  at  one  time  belonged  to  the 
famous  Prussian  guards,  the  Kaiser's  crack 
troop.  Bill  sent  them  against  the  boys  from 
Pennsylvania  and  we  showed  .'em  a  new  road  to 
hell.  You  will  notice  the  helmet  is  camou- 
flaged, and  it  has  the  Prussian  guard  insignia  on 
the  side.  Officers  and  men  wear  the  same  hel- 
met these  days.  Only  the  most  valuable  troops 
are  given  helmets  at  all.  Suppose  Fritz  is  shy 
on  metal. 

"Never  had  so  much  money  in  my  life.  They 
pay  us  regular,  but  we  have  nothing  to  spend 
money  on.  Oui!  if  I  ever  hit  Paris  with  all 
these  francs,  what  a  time  Til  have!" 


The  new  J.  H.  Remick  Co.  store  in  Cleveland 
will  handle  the  Columbia  line. 


DEALERS 

Offset  the  Record  Shortage! 
Keep  Your  Sales-Force  Busy! 
Sell  Our  Language  Records! 

French 
Spanish 
Italian 

ALSO 
F.M.C.  FRENCH 

MILITARY 
CONVERSATION 
Cash  in  now  on  the 

Language  Phone  Method 

and  Rosenthal's  Practical  Linguistry 

It  requires  no  scientific  salesmanship  to  sell  our  records. 
The  courses  are  so  simply  arranged  that  the  demon- 
stration satisfies  the  prospect.  The  French  Military 
Course,  5  Double  Discs,  and  Military  Manual  (Retail 
$10.00)  is  ideal  for  Army,  Navy,  Red  Cross 
Our  Display  Signs  Sell  the  Goods 
Send  for  Particulars  —  Prompt  Delivery 

THE  LANGUAGE  PHONE  METHOD 

992  Putnam  Bldg.,   2  West  45th  Street,  New  York 


Atlanta,  Ga.,  November  8. — The  talking  ma- 
chine business  in  Atlanta  and  the  Southeastern 
territory  for  the  month  of  October  was  very 
satisfactory.  The  shortage  of  goods  in  all  lead- 
ing lines  is  affecting  business  to  some  extent, 
but  at  the  same  time  sales  are  more  easily  made 
than  ever  before  in  the  history  of  the  industry. 
The  purchases  are  made  spontaneously,  the  case 
of  one  dealer  being  typical.  He  sold  seven 
$100  grade  talking  machines  in  one  morning,  and 
he  had  never  heard  of  nor  seen  any  of  his  cus- 
tomers before.  Another  dealer  also  sold  a 
$200  instrument  and  a  $115  instrument  for  cash 
to  persons  whom  he  had  not  solicited  nor 
pressed  to  buy. 

The  Haverty  Furniture  Co.,  Grafonola  and 
Pathe  dealers,  say  that  their  business  for  Oc- 
tober was  indeed  gratifying.  Mr.  Wilson,  the 
manager,  states  that  as  fast  as  he  can  get 
Grafonolas  opened  and  on  display  they  are  sold, 
placed  on  a  truck  and  delivered.  Practically  all 
sales  are  from  $100  up.  He  states  that  the  rec- 
ord business  is  large  and  growing  all  the  time. 
The  Haverty  Co.  report  that  all  of  their  stores 
in  Georgia,  South  Carolina,  Alabama,  Tennes- 
see and  Texas  are  doing  a  nice  volume  of  busi- 
ness. 

The  Atlanta  Talking  Machine  Co.,  Columbia 
and  Aeolian  dealers,  report  business  as  substan- 
tial in  volume  and  satisfactory  as  to  cash  sales, 
first  payments  and  monthly  terms.  They  ex- 
pect a  continued  large  volume  of  business. 
There  is  an  inclination  to  stiffen  first  payments 
and  monthly  terms  all  along  the  line.  Geo.  P. 
Howard,  president  of  this  company,  is  very  op- 
timistic for  the  future. 

The  Atlanta  Phonograph  Co.,  of  whom  it  was 
recently  announced  in  these  columns  that  they 
had  taken  on  the  Columbia  line,  are  reported  as 
doing  a  fine  business.  They  are  fortunately  lo- 
cated in  a  section  of  the  city  where  there  has 
never  before  been  an  aggressive,  active  dealer 
in  any  make  of  talking  machine,  and  have  an  ex- 
cellent location  from  a  strategic  standpoint. 
Mr.  Riley,  proprietor  of  the  store,  is  highly 
pleased  with  his  success  with  the  Columbia  line, 
and  is  looking  forward  to  a  most  satisfactory 
winter  and  holiday  trade. 

The  Cable  Piano  Co.,  exclusive  Victor  dealers, 
are  doing  as  much  business  as  they  can  with 
the  amount  of  goods  they  are  able  to  get.  It 
is  stated  that  they  could  in  all  probability  sell 
any  quantity  of  Victrolas  that  could  be  secured. 
Their  record  business  is  very  large  and  all  rec- 
ords are  in  active  demand,  the  popular  selections 
at  85  cents  going  literally  like  "hotcakes." 
Their  business  in  Red  Seal  records  is  possibly 
the  largest  in  the  city. 

Your  correspondent  in  passing  along  the 
streets  can  see  almost  every  day  some  new 
dealer  in  talking  machines.  All  the  old  line 
companies  are  not  qualifying  any  new  dealers, 
but  there  are  any  number  of  new  makes  on  the 
market,  and  some  of  them  are  of  merit. 

The  Atlanta  district  went  several  million  over 
the  quota  in  the  last  Liberty  Loan  campaign,  the 
city  of  Atlanta  being  about  $2,000,000  over. 

At  a  recent  meeting  held  in  Atlanta  there  was 
formulated  a  plan  for  materially  strengthening 
the  stand  retail  merchants  are  making  for  large 
cash  payments  and  greatly  shortened  terms  on 
retail  sales.  Aiany  merchants  (talking  machine 
dealers  as  well)  have  been  for  some  months 
selling  on  shorter  terms,  and  if  the  talking  ma- 
chine dealer  could  sell,  as  most  other  merchants 
do,  on  thirty,  sixty  and  ninety  days'  time,  it 
would  possibly  be  the  greatest  step  forward  in 
the  recent  history  of  the  industry,  for  the  time 
has  passed  when  the  phonograph  was  a  curiosity 
and  those  long  years  of  approvals,  cut-throat 
terms,  and  almost  impossible  competitive  condi- 
tions, even  for  the  largest  and  strongest  deal- 
ers, have  practically  passed.  It  is  very  gener- 
ally hoped  that  the  new  idea  will  take  root  and 
grow. 


Phono-Grand 

The  Perfect  Instrument 
for  to-day's  Musical 
Needs 

A  Reproducing  Piano 


A  Splendid  Phonograph 

Beautifully  and  compactly 
combined  ;  shape  and  size 
ideal  for  apartment  or 
bungalow  homes. 

Piano  uses  QRS  expres- 
sion rolls.  Phonograph 
Plays  all  Records. 

Everybody  is  delighted  with 
it,  everybody  wants  it. 

The  Phono-Grand  is  the  one  best 
proposition  for  a  big  and  quick 
seller  this  winter. 

Write  Now  for  Facts 

J.  P,  Seeburg  Piano  Co. 

209  South  State  St.  C\*ln*itA  111 
419  West  Erie  St.      tniCdgO,  111. 


58 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


HOLIDAY  ADVERTISING  CAMPAIGN  ON  IN  INDIANAPOLIS 

Talking  Machine  Dealers  After  Christmas  Trade — Pearson  Piano  Co.  Has  Vocalion  Line — How 
Epidemic  Helped  Record  Sales — E.  B.  Knight  Wounded — News  of  Month 


R.  W.  GRESSER'S  NEW  POST 


Indianapolis,  Ind.,  November  6. — With  the 
taking  over  of  the  entire  line  of  the  Aeolian 
Co.  here,  the  Pearson  Piano  Co.  will  handle 
four  makes  of  talking  machines — the  Victor,  the 
Edison,  the  Cheney  and  the  Vocalion. 

The  closing  of  Aeolian  Hall  at  237  North 
Pennsylvania  street  will  be  missed  by  Indianapo- 
lis music  lovers.  The  entire  building  of  three 
floors  and  a  large  basement  was  given  over 
entirely  to  musical  products,  among  which  was 
the  Vocalion.  The  securing  of  the  line  by  such 
a  prominent  house  as  the  Pearson  Co.  will,  how- 
ever, go  far  to  fill  the  gap. 

The  bans  issued  by  the  city  board  of  health 
in  the  effort  to  prevent  the  spreading  of  influenza 
and  pneumonia  have  been  lifted,  much  to  the 
satisfaction  of  talking  machine  dealers,  although 
this  class  of  business  was  not  hit  as  hard  as 
some  other  lines  of  retail  business  for  the  reason 
that  many  people  bought  records  to  entertain 
themselves  at  home,  everything  else  being 
closed  up. 

As  soon  as  the  board  of  health  had  issued  its 
order  closing  theatres,  schools,  churches,  etc., 
and  also  ordered  that  retail  stores  in  the  busi- 
ness district  should' not  open  up  before  9.45  a.  m. 
and  close  at  6.15  p.  m.,  George  F.  Standke,  of 
the  Brunswick  Shop,  took  advantage  of  the 
situation  and  inserted  an  advertisement  in  the 
newspapers  directing  the  attention  of  the  public 
to  the  drastic  closing  orders  with  the  suggestion 
that  talking  machine  owners  lay  in  a  stock  of 
records  and  that  persons  not  having  a  machine 
should  make  a  bee  line  to  the  Brunswick  shop 
and  get  one  at  once.  The  results  from  the  ap- 
peal were  gratifying. 

Word  has  been  received  of  the  wounding  in 
France  of  Emerson  B.  Knight,  formerly  adver- 
tising manager  of  the  Stewart  Talking  Machine 
Co.,  wholesale  jobbers  for  the  Victor  line  here. 
Mr.  Knight  is  with  the  marines  in  France. 


The  latest  word  from  Mr.  Knight  is  that  he  is 
recovering  in  an  evacuation  hospital.  Knight 
was  sent  into  action  two  weeks  after  his  arrival 
in  France.  In  a  letter  describing  the  event, 
Knight  said  the  company  of  marines  he  was  with 
were  sent  to  assist  some  shock  troops.  He  said 
the  boche  artillery  was  sending  shells  over  rap- 
idly and  that  his  squad  finally  reached  an  aban- 
doned German  trench.  Shortly  after  Knight 
said  something  hit  him  and  that  he  knew  no 
more  until  he  awoke  on  a  hospital  cot.  He  was 
wounded  in  the  shoulder  and  said  he  expected  to 
be  out  of  action  for  several  months. 

The  talking  machine  and  music  dealers  have 
joined  together  in  an  advertising  campaign  for 
the  Christmas  season.  In  page  advertisements 
the  dealers  are  appealing  to  the  public  among 
general  musical  lines,  the  names  of  the  dealers 
being  placed  at  the  bottom  of  the  advertise- 
ments. "Music  is  the  spirit  of  Christmas"  is  the 
headline  on  the  latest  advertisement.  The  ap- 
peal also  is  made  for  early  Christmas  shopping. 


Has  Become  Associated  With  the  Southern  Cali- 
fornia Hardwood  &  Mfg.  Co.,  With  Head- 
quarters in  Los  Angeles 


HOW  BUFFALO  WENT  'OVER  THE  TOP' 

Buffalo,  N.  Y.,  November  6. — The  talking  ma- 
chine and  piano  men  of  Buffalo  went  consider- 
ably over  their  quota,  which  was  $215,000  in  the 
Fourth  Liberty  Loan  drive,  and  officially  re- 
ceived an  expression  of  gratitude  for  the  fine 
work  from  the  general  managers  of  the  cam- 
paign. Previous  to  the  drive  there  was  a  get- 
together  dinner  at  the  Hotel  Statler,  presided 
over  by  William  H.  Daniels,  which  helped  ma- 
terially toward  the  unification  of  the  allied  music 
forces.  A  feature  of  this  dinner  was  the  re- 
election of  the  following  officers  of  the  Talking 
Machine  Dealers'  Association  of  Buffalo:  Presi- 
dent, Thomas  A.  Goold;  vice-president,  E.  G. 
Emens;  secretary,  Harry  G.  Towne,  and  treas- 
urer, Mr.  Biesinger. 


R.  W.  Gresser,  formerly  sales  manager  of  the 
Delpheon  Co.,  Bay  City,  Mich.,  manufacturer 
of  the  Delpheon  phonograph,  has  resigned  from 
this  position  and  has  become  associated  with 
the  Southern  California  Hardwood  &  Mfg.  Co., 
Los  Angeles,  Cal.  Mr.  Gresser  left  for  the 
Coast  the  end  of  last  month,  and  according  to 
present  plans  will  have  an  important  announce- 
ment to  make  regarding  his  new  connection  in 
the  very  near  future. 

In  his  present  post  in  Los  Angeles  Mr. 
Gresser  will  have  charge  of  the  phonograph 
division  of  the  Southern  California  Hardwood  & 
Mfg.  Co.,  and  will  have  under  his  direction  the 
manufacturing  and  merchandising  of  this  com- 
pany's popular  line  of  phonographs.  Mr. 
Gresser's  past  experience  in  the  trade  well  quali- 
fies him  to  assume  this  important  position,  and 
his  intimate  familiarity  with  every  detail  of 
talking  machine  manufacture  will  undoubtedly 
enable  him  to  achieve  pleasing  success  in  Los 
Angeles. 

While  associated  with  the  Delpheon  Co.  Mr. 
Gresser  made  frequent  trips  throughout  the 
country,  visiting  the  dealers  and  the  leading 
jobbers.  He  made  a  careful  study  of  the  deal- 
ers' requirements,  and  left  nothing  undone  to 
give  the  dealers  100  per  cent,  service  from  a 
manufacturing  and  sales  standpoint. 

The  Southern  California  Hardwood  &  Mfg. 
Co.  occupies  the  largest  and  oldest  wood-work- 
ing plant  in  the  West,  this  plant  covering  eleven 
acres.  The  company  has  been  achieving  splen- 
did success  with  its  line  of  "Hawthorne"  phono- 
graphs, and  under  Mr.  Gresser's  able  direction 
the  popularity  of  these  products  will  undoubt- 
edly advance  steadily. 


The  Kaiser  has  not  invested  in  War  Savings 
Stamps.    Are  you  like  the  Kaiser? 


YOU  LOSE 

An  opportunity,  Mr.  Dealer,  unless  you  learn  the  MERITS 
and  BIG  FREE  OFFER  on 


The 
ORIGINAL 
and  Only  SAFE 

POLISH, 
CLEANER  and 
REVIVER 
for  PIANOS, 
TALKING 
MACHINES 
and  Delicate 
FURNITURE 

"  Not  a  Floor  Oil 


Packed  in  15c,  30c.. 
Write  your  Jobber 
or 


Space  will  Not 

Permit  the 
Explanation  of 
the  Wonders 


PIANO  CREAM 

Will  Accomplish 


A  Distinctive 
Preparation  for  the 

Musical 
Instrument  Trade 


50c.  Tubes — also  larger  Packages, 
at  once  for  BIG  FREE  OFFER 
communicate  with 


MASTER  MFG.  &  SPECIALTY  CO. 

CAMDEN,  N.  1.  . 

Special  Representative — Clement  Beecroft 


CROFT 


Bee 


RECORD  CABINETS 


Record  Envelopes 


"Ready  Files" 

For  Records 


CLEMENT  BEECROFT 

309  West  Susquehanna  Avenue 

PHILADELPHIA,  PA. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


59 


Rush  Coupon  for  FREE 


Something  brand  new!  Something  infinitely  more 
pleasing  and  satisfying!  A  real  scientific  discovery. 
A  graphophone  needle  that  draws  forth  such  beauty 
and  clearness  of  tone  as  has  never  been  equalled.  A 
needle  that  doubles  the  value  of  the  phonograph  — 
that  trebles  sales  of  needles!  records!  —  machines! 
— that  quadruples  your  profits!  That  will  make  your 


store  stand  first  and  foremost  in  your  locality.  Don't 
put  off!  Send  coupon  NOW  for  free  samples  and 
price  of  the  latest  sensation  —  the  greatest  of  all 
phonograph  needles,  the  Tonofone! 

BETTER  STILL:  Order  a  supply  today.  Increase 
your  Christmas  Sales  of  machines  and  records.  We  will 
give  you  the  right  wholesale  price.  Our  money-back- 
guarantee  protects  you  ABSOLUTELY. 


donofOTtc 

The  Talking  Machine  Needle  That  Puts  Magic  in  Music 


The  Tonofone  is  made  on  entirely  new  principles,  of 
entirely  different  materials.  Instead  of  skipping  or  jumb- 
ling many  of  the  finer  microscopic  undulations  vibrated 
into  the  groove  when  the  record  was  made,  the  smooth, 
resilient,  platinum-like  Tonofone  point  gets  them  all. 

Nor  does  this  wonderful  needle  dig  into  and  mutilate  the  walls  of  the 
groove  and  so  impair  the  record  itself  and  the  volume  and  quality  of  there- 
production.  On  the  contrary,  it  preserves  and  prolongs  the  life  of  the  record. 

It  transmits  each  separate  tone  in  all  the  fullness  and  quality  of  the 
original  rendition.    It  loses  nothing — confuses  nothing.    It  marks  a  dis- 


tinct advance  in  phonograph  music — anew  epoch  in  the  phonograph  world. 

Gone  is  the  scratch — the  twang — the  squeak.  Gone  is  the  last  linger- 
ing blemish  to  phonograph  music!  All  is  eliminated  by  the  Tonofone.  All 
is  replaced  by  a  beauty,  a  clearness,  a  matchless  and  mysterious  purity  of 
tone  that  has  amazed  listeners  everywhere  —  that  can  be  produced, 
positively,  by  no  other  needle. 

Tonofone  needles  play  all  records, both  vertical  cut  and  lateral  cut. 
Can  be  used  on  all  modern  phonographs  and  talking  machines. 
Each  needle  plays  from  50  to  100  records  faultlessly !  Sell 
at  retail  —  4  for  10c  in  attractive  package,  100  packages 
in  a  display  carton. 


Don't  Be  Hide-Bound  by  Precedent! 

Blaze  New  Trails— Sell  What  the  People  WANT! 


Be  progressive !  Be  alive  to  fresh  opportunities!  Get  in  at  the  beginning— when  ideas 

are  new — when  sales  and  profits  are  luscious.    Put  Tonofone  needles  in  stock  and  sell  the  people  what  they 
want.   One  demonstration  will  suffice!    Manufacturers,  dealers,  critics  and  public  all  crazy  about  Tono-  ^ 
fone  results.   Send  the  Coupon  and  see  for  yourself. 

|l  ¥>__]_  If,  for  any  reason,  you  do  not  find  Tonofone  needles  as 

lV101iey-Da.CK   VaUarantee   represented,  and  entirely  satisfactory,  you  may 
return  them  at  our  expense  and  we  will  refund  full  purchase  price. 


PROMPT  DELIVERIES 

Mail 
the 
Coupon ! 


No  sales-losing  delays— no  profit-losing  waits — not  when  you 
order  TONOFONES.  Immediate  deliveries  anywhere. 


Mail 
the 
Coupon ! 


J? 


60 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


By  George ! 

George  Cohan  wrote  it.  George  MacFarlane 
sings  it.  It's  some  record— "When  You 
Come  Back."  Everybody's  buying  it— How 
are  you  fixed  for  a  supply? 


Columbia  Graphophone  Co. 

NEW  YORK 


TWIN  CITY  DEALERS  MAKING  BEST  OF  WAR  SITUATION 

Members  of  Retail  Trade  Appreciate  the  Problems  of  the  Factories  and  Make  Allowances  for  Stock 
Shortage — Foster  &  Waldo  Take  on  Sonora  Line — Jobbers  Flooded  With  Orders 


Minneapolis  and  St.  Paul,  Minn.,  November 
4. — Unless  all  indications  fail  every  talking  ma- 
chine sent  to  Minneapolis  and  St.  Paul  before 
the  holidays  will  be  sold  and  the  dealers  will 
be  yelling  for  more  and  more.  As  a  matter  of 
fact  they  are  complaining  already,  and  if  it  were 
possible  to  sour  the  nature  of  a  talking  machine 
man  some  of  them  would  be  quite  bitter  by  this 
time.  The  dealers,  however,  are  making  the 
best  of  the  situation,  hoping  to  reap  the  reward 
later  on  of  their  present  virtue. 

"We  realize  fully  that  the  Victor  Co.'s  loyalty 
in  participating  in  the  Government's  wartime 
program  has  greatly  diminished  their  output  of 
talking  machines  and  thereby  greatly  reduced 
the  supply  available  for  dealers,"  said  E.  F. 
O'Neill,  of  the  Beckwith-O'Neill  Co.  "Their 
letters  of  September  13  and  October  30,  outlin- 
ing their  position,  have  been  favorably  received 
by  the  Northwestern  dealers  as  unusually  frank 
and  able  statements  of  the  true  situation,  and 
the  men  in  the  trade  are  making  the  best  of  an 
unavoidable  condition.  From  a  wholesale  stand- 
point it  is  now  possible  only  to  distribute  ma- 
chines and  records  in  exactly  the  same  ratio  as 
we  receive  the  same  from  Camden  and  to  view 
the  future  with  an  optimistic  mind.  We  are 
convinced  that  the  end  of  the  war  will  find  the 
Victor  Co.  unimpaired  from  a  manufacturing 


standpoint  and  will  be  able  to  divert  its  organ- 
ization immediately  to  the  regular  channels." 

Foster  &  Waldo  have  added  the  Sonora  line 
to  their  stock  of  Victor,  Edison  and  Columbia 
machines.  This  house  already  is  doing  a  holi- 
day trade  in  talking  machines,  and  the  addition 
of  the  fifth  line,  the  Brunswick,  for  instance,  is 
in  the  range  of  possibility. 

"We  are  helpless  in  the  situation  that  con- 
fronts us,"  declared  George  Mairs,  manager  of 
the  talking  machine  department  of  W.  J.  Dyer 
&  Bro.  "We  are  receiving  orders  from  hun- 
dreds of  points  in  the  Northwest,  which  we  are 
unable  to  fill." 

The  big  Pathe  stock  of  machines  and  records 
held  by  G  Sommers  &  Co.  for  distribution 
throughout  the  Northwest  is  going  rapidly,  ac- 
cording to  Jay  H.  Wheeler,  the  manager.  He 
reports  that  he  already  is  barren  of  the  popular 
No.  7  and  No.  12  styles,  and  only  has  a  fair 
supply  of  the  other  styles.  Seven  men  are  on 
the  road  throughout  the  Minnesota  and  Da- 
kotas  territory,  and  they  virtually  are  swamping 
the  headquarters  with  orders. 

It's  the  same  story  with  the  Columbia  Co.'s 
Northwestern  headquarters.  The  road  men  are 
turning  in  such  large  orders  that  the  local  sup- 
ply nearly  is  exhausted,  and  the  producing  fac- 
tory fails  to  meet  the  incessant  calls.  The 


MELOPHONE  MOTOR 


No.l 


pup 


No.l 


Top  and  Side  Regulator 

COMPLETE  WITH  10-INCH  TURN  TABLE 

Simple  in  construction,  the  most  satisfactory  and  durable  of  all  small  motors. 

Will  play  two  ten-inch  records  with  one  winding. 
Three  years'  successful  record  as  the  best  single  spring  motor  manufactured. 

Immediate  Deliveries  Sample  $2.00 

Write  for  Quantity  Prices 

Melophone  Talking  Machine  Co. 

380  Lafayette  Street,  New  York 


year's  business  already  is  far  in  excess  of  the 
total  for  1917  or  any  other  previous  year. 

Excellent  business  is  being  done  by  the 
Cheney  shops  in  St.  Paul  and  Minneapolis. 

A  letter  from  Robert  Souders,  once  North- 
western manager  for  the  Columbia  Co.,  to  E.  F. 
O'Neill  conveys  the  information  that  the  writer 
is  having  the  time  of  his  life.  He  is  in  charge 
of  the  Y.  M.  C.  A.  hut  for  officers  in  Winchester, 
England,  and  declares  that  it  is  a  great  privilege 
to  work  for  the  men  who  are  putting  the  Huns 
on  the  run. 

Skinner  Chamberlain  &  Co.,  the  big  music 
house  at  Albert  Lea,  Minn.,  announces  that  it 
will  confine  its  phonograph  business  to  the  Vic- 
tor line,  preferring  to  suffer  a  present  sacrifice 
and  have  its  full  compensation  later  on. 

The  Edison  sales  in  the  Northwest,  both  in  the 
retail  stores  in  St.  Paul  and  Minneapolis  and 
the  interior  towns,  already  have  exceeded  the 
1917  totals  in  the  number  of  machines  disposed 
of.  The  money  value,  of  course,  is  far  and 
away  above  the  figures  of  last  year. 

Boutell  Bros,  are  pushing  the  Brunswick  line 
with  characteristic  energy  and  cleverness.  The 
demands  of  the  war  have  taken  George  M.  Nye 
and  his  Brunswick  shop  is  closed,  at  least  tem- 
porarily. 


F.  A.  DENNISON  APPOINTED  MANAGER 

Takes  Charge  of  Columbia  Co.  Branch  in  Buf- 
falo, Succeeding  O.  M.  Kiess,  Who  Enters  Y. 
M.  C.  A.  Overseas  Service 


Fred  A.  Dennison,  formerly  manager  of  the 
Columbia  Graphophone  Co.'s  San  Francisco 
branch,  has  been  appointed  manager  of  the  com- 
pany's Buffalo  branch,  succeeding  O.  M.  Kiess, 
who  has  resigned  in  order  to  enter  the-Y.  M.  C. 
A.  overseas  service.  Mr.  Dennison  is  one  of 
the  "veterans"  of  the  talking  machine  industry, 
and  his  host  of  friends  throughout  the  country 
will  be  glad  to  learn  of  his  appointment  to  the 
management  of  the  Buffalo  branch.  He  has 
for  some  time  been  desirous  of  residing  in  the 
East,  and  his  wish  is  now  gratified.  Mr.  Kiess, 
who  has  achieved  signal  success  as  Buffalo  man- 
ager, will  undoubtedly  be  a  valuable  addition 
to  the  Y.  M.  C.  A.  Overseas  Corps,  and  in  all 
probability  will  leave  for  France  shortly. 


SOLDIERS  APPRECIATE  MUSIC 

Major-General  Shanks  Writes  of  Pleasure  Given 
by  Edison  Machines  on  Troop  Ships 


In  a  letter  recently  received  by  Thomas  A. 
Edison,  Inc.,  Major-General  David  C.  Shanks 
comments  upon  the  contribution  of  the  recently 
donated  Army  and  Navy  models  to  the  content- 
ment, not  only  of  the  troops  en  route,  but  also 
of  the  seamen  and  gun  crews  who  are  subjected 
to  the  constant  hazard  of  crossing  the  sea. 

General  Shanks  remarks  also  on  his  pleasure 
in  the  interest  which  the  American  people  take 
in  the  moral  welfare  and  wholesome  entertain- 
ment of  our  men.  He  feels  that  such  efforts 
are  thoroughly  appreciated  by  the  soldiers. 


November  15,  1913 


THE   TALKING   MACHINE  WORLD 


61 


FURNITURE  STORES  FEATURING  TALKERS  IN  PORTLAND 

Prominent  Establishments  in  Oregon  City  Give  Much  Attention  to  That  Department  and  Handle 
Leading  Lines — Stock  Shortage  Still  a  Problem — General  Trade  News 


Portland,  Ore.,  November  4. — Nearly  all  of 
the  big  furniture  stores  of  Portland  are  selling 
talking  machines'.  Powers'  sells  the  Victrola; 
Jenning's  the  Columbia  Grafonola;  Calef  Bros, 
the  Pathe;  Gadsby's  the  Columbia,  and  Ed- 
ward's the  Columbia.  All  these  are  prominent 
furniture  stores  doing  a  big  business  in  regular 
lines  and  delighted  with  the  success  of  the  differ- 
ent talking  machines  carried  by  them.  All  re- 
port good  and  increasing  sales. 

The  demonstration  rooms  of  the  department 
in  Powers'  furniture  store  are  very  pleasing  to 
the  eye.  Rose-colored  carpets  and  curtains, 
easy  chairs,  beautifully  shaded  lamps  make  an 
attractive  place  to  spend  an  hour  or  so  listening 
to  the  records  that  are  so  willingly  played  for 
customers  by  W.  B.  Maxwell,  in  charge  of  the 
department. 

The  talking  machine  business  at  Wiley  B.  Al- 
len Co.'s  is  doing  remarkably  well.  Paul  B. 
Nor'ris,  manager  of  the  department,  is  keeping 
up  his  reputation  as  an  excellent  salesman.  The 
Brunswick  machine,  which  has  recently  been 
added  to  their  stock,  met  with  instant  favor. 

A  Sonora  has  just  been  sold  by  James  L. 
Loder,  manager  of  the  Bush  &  Lane  talking 
machine  department,  to  Captain  Rouselite,  of 
the  French  motor  ship  "Pecheney,"  a  boat  which 
was  built  in  Portland.  Captain  Rouselite,  who 
is  an  accomplished  musician,  was  delighted  with 
the  Sonora  as  soon  as  he  heard  it.  The  trans- 
action was  for  cash — the  Sonora  costing  $375. 
Since  this  sale  there  have  been  three  other  in- 
quiries from  boats  in  the  harbor  as  a  direct  re- 
sult of  the  sale. 

Leonard  Streibig,  who  has  taken  charge  of  the 
talking  machine  department  of  Wm.  Gadsby  & 
Sons,  is  having  a  successful  fall  trade.  The  Co- 
lumbia Grafonola  is  sold  by  this  house. 

Mrs.  Z.  Baker,  in  charge  of  the  record  de- 
partment of  Sherman,  Clay  &  Co.,  has  been  very 
ill,  but  has  returned  to  work  in  her  department. 
Miss  Llewellyn,  of  the  record  department,  has 
resigned  and  gone  to  the  Sherman,  Clay  store, 
of  Seattle. 

H.  E.  Cress,  who  has  occupied  positions  with 
several  music  houses,  is  now  working  for  Bush 
&  Lane  Co.  in  the  talking  machine  department. 

The  last  Saturday  in  September  was  the  big- 
gest record  day  the  Hyatt  Talking  Machine  Co. 
has  ever  had.  Business  is  rushing  in  their  new 
location. 

Edward's  furniture  store  is  having  a  good  talk- 
ing machine  trade,  said  M.  W.  Davis,  who  is  in 
charge  of  the  department.  This  store  carries 
the  Brunswick,  Vitanola  and  other  machines. 

W.  H.  Burr,  who  has  been  manager  of  the 
talking  machine  department  of  Gadsby  &  Sons, 
retired  on  account  of  ill  health  and  has  been 
succeeded  by  Leonard  Streibig. 

W.  E.  Dodds,  who  has  been  in  charge  of  the 
talking  machine  department  of  Powers'  furni- 
ture store,  has  enlisted  in  the  navy  and  is  in  the 
radio  branch  of  the  service  in  San  Francisco. 

"We  are  away  behind  in  orders,"  said  L.  E. 
Gilman,  manager  of  the  Stradivara  Co.  "Busi- 
ness couldn't  be  better.  The  new  OkeH  rec- 
ords are  in  and  dealers  are  exceptionally  well 
pleased  with  them."  Mr.  Gilman  has  placed  a 
new  agency  in  Seattle  with  the  Standard  Furni- 
ture Co. 

By  a  unique  method  G.  F.  Johnson,  of  the 
G.  F.  Johnson  Piano  Co.,  has  arranged  his  win- 
dows in  a  manner  that  displays  a  hundred  feet 
of  Victor  records  at  one  time.  The  effect  is 
highly  pleasing  to  the  eye,  and  Mr.  Johnson  says 
it  has  resulted  in  large  increase  of  record  sales. 
Robert  Callahan,  who  was  head  of  this  depart- 
ment, has  gone  to  the  Officers'  Training  Camp 
at  the  University  of  Oregon,  his  place  being 
filled  by  Miss  Hayes. 

J.  L.  Loder,  in  charge  of  the  talking  machine 
department  of  Bush  &  Lane,  is  convalescing 
from  an  attack  of  influenza,  as  is  H.  E.  L'An- 
glaise,  manager  of  the  Remick  Song  Shop. 


The  phonograph  department  of  the  Meier  & 
Frank  Co.  is  doing  an  excellent  business.  J.  H. 
Matney  is  head  of  the  department. 

Miss  Florence  Isaacs,  of  Lipman,  Wolfe  & 
Co.'s  sheet  music  and  Victrola  departments,  re- 
ports a  big  record  business.  The  Victor  is  the 
only  machine  carried  by  Lipman,  Wolfe  &  Co. 

A  fine  business  is  being  done  by  the  Bruns- 
wick-Balke-Collender  wholesale  house.  This 
company  furnishes  Brunswick  machines  to  deal- 
ers all  through  the  State,  and  has  six  dealers 
in  Portland.     A.  K.  McKinley  is  manager  of 


the  Portland  branch,  and  A.  W.  Wettler  is  the 
credit  man. 

"The  Record  Shop"  is  a  new  institution-  in 
Portland.  This  little  shop  is  situated  in  the 
Heilig  Theatre  Building — a  most  desirable  loca- 
tion— and  is  conducted  by  C.  H.  Williams.  Co- 
lumbia records  are  on  sale  exclusively. 

L.  D.  Heater,  manager  of  the  Columbia 
Graphophone  Co.,  says  they  have  all  the  busi- 
ness they  can  take  care  of,  but  few  machines. 
There  are  plenty  of  records  and  that  part  of  the 
business  is  better  than  ever.  Frank  Dorian,  who 
has  been  appointed  manager  of  the  Seattle 
branch,  is  due  in  Portland  in  a  few  days. 


Good  advertising  is  force  applied  at  the  right 
point. 


r eg.  u.s.    m  ibhshb  m    pat. off. 

Paramount 
"Records 


30074 


30076 


50006 


New  Releases  Now  Ready 

Smiles — Fox  Trot,  Dance  Orchestra 
Djer  Kiss— Waltz, 

K-K-Katy— Baritone  Solo,  Arthur  Fields 

When  You  Come  Back — Tenor  Solo,  Henry  Burr 

Oh.How  I  Hate  to  GetUp  in  the  Morning — Medley  One  Step  1  Roger's 
Rock-a-bye  Your  Baby — Medley  Fox  Trot  J  Band 


Dealers  and  Jobbers 


Good  Profits: 
Real  Sales  Cooperation: 
Prompt  Deliveries: 
Are  You  Interested  ? 


NEW  YORK 
RECORDING 
LABORATORIES 

Port  Wei^hinqton. 
Wisconsin 


62 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


WE  ARE  CLOSING 
JOBBING  RIGHTS 
AND  TERRITORY 
VERY  FAST 

What  About  You? 


HOFFAY  IS  PROVED 
TO  BE  THE  HIGHEST 
QUALITY  LINE  THERE 
IS  TODAY 


During  1917  our  increase  of 
sales  over  1916  was 

1808% 

See  Talking  Machine  World  issue  March  15,  1918 

During  the  first  1 0  months 
of  1918  we  have  sold 

Nine  Times  As  Much 

as  during  1 9 1  7 

HOFFAY  TALKING 
MACHINE  CO.,  Inc. 

3  West  29th  Street,  New  York  City 


PLANT  IN  WHICH  THE  PARAMOUNT  RECORDS  ARE  MADE 


Chicago,  III.,  November  9. — Perhaps  many 
people  in  the  trade  still  fail  to  realize  that  within 
ninety  miles  of  Chicago  we  now  have  a  modern 
talking  machine  record  plant  of  large  capacity 
and  where  the  dealer  desiring  to  be  posted  in- 
telligently regarding  the  product  he  handles  can 
witness  the  pressing  of  records  under  the  most 
favorable  circumstances. 

As  can  be  seen  by  the  accompanying  illus- 


Grafton,  the  town  in  which  it  is  located,  is  but 
eight  miles  from  Port  Washington,  Wis.,  where 
the  general  offices  of  the  company  are  located. 

The  recording  laboratories  are  located  in  New 
York,  where  the  largest  possible  opportunity  for 
securing  instrumental  and  vocal  talent  exists, 
and  is  under  the  direction  of  Walter  Rogers,  a 
man  of  years  of  experience  in  the  selection  of 
recording  talent.     Both  the  laboratory  experts 


9~    SIB  S*i  ill 

«««HS3  "•wnS8«  "fSBB8II»i55*!Sj 

n 


U  t* 


Geo.  A.  Lowe  Co. 

OGDEN,  UTAH 

Sole  Distributors  of 

HOFFAY  PRODUCTS 

for  the  State  of  Utah,  East- 
ern Nevada,  Western  Wy-  1 
oming,  Southern  and  Eastern  ■ 
Idaho. 


t 


cently  added  a  number  of  prominent  concerns 
to  the  already  formidable  list  of  distributors. 
The  demand  for  Paramount  records  has  grown 
so  rapidly  in  the  last  few  months  that  it  has 
required  the  installation  of  a  number  of  new 
presses  at  the  Grafton  plant. 


A  PLEASING  SOUVENIR 


The  Factory  of  the  New  York  Recording  Laboratories,  Grafton,  Wis. 


tration,  the  plant  in  which  the  Paramount  rec- 
ords are  made  is  ideally  adapted  for  the  pur- 
pose. It  is  literally  a  daylight  factory  and  is 
admirably  located  so  far  as  labor  supply  is  con- 
cerned; in  fact,  the  company  has  experienced 
no  inconvenience  whatever  in  this  respect. 
Transportation  facilities  are  of  the  best,  and 


and  the  capable  superintendent  of  the  pressing 
plant  at  Grafton  are  men  who  were  secured  by 
the  Paramount  interests  after  years  of  experi- 
ence with  the  old  Eastern  record  producing  con- 
cerns. Remarkable  progress  has  been  made  in 
the  organization  of  the  distributive  channels, 
and  the  sales  manager,  M.  A.  Supper,  has  re- 


The  Brilliantone  Steel  Needle  Co.,  Marbridge 
Building,  New  York  City,  are  distributing 
throughout  the  trade  a  very  handy  and  attrac- 
tive souvenir  in  the  form  of  a  leather-covered 
perpetual  memorandum  book,  which  will  be 
found  invaluable  to  recipients. 


Pathephones  for  holiday  gifts  are  command- 
ing a  ready  sale  at  the  A.  F.  Koenig  Piano  Co.'s 
store  in  Buffalo,  N.  Y. 


Ihe  RESURRECTONE 


Bead  the  Trade  Mark  carefully, 
hear   the   machine,   and  you'll 
agree  that  it  is  truly 

The  World's  Musical  Instrument 

Improves  All  Records 


(Trade  Mark  Registered ) 


$125 


"A  music  lover  will  never 
hesitate  to  pay  $10  for  a 
reproducer  that  trebles  the 
musical  value  of  his  records." 


Is  the  only  reproducer  giving  sounds  proper  intonation  and  rhythm,  combined 
with  such  naturalness  and  "warmth"  of  color  as  to  make  them  a  true  resurrection 
of  the  original. 

Using  loud  tone  needle  it  gives  greater  clearness  and  volume  of  sound  and 
fully  50%  less  surface  scratch  than  any  other  reproducer ;  with  a  soft  tone  needle 
or  fibre  needle  the  beauty  of  the  reproduction  is  just  what  it  should  be. 

Prominent  dealers,  upon  testing  this  supreme  reproducer,  state  that  they  had 
not  heard  their  records  before.  Superb  in  voices — colossal  in  instrumental,  orches- 
tras and  bands.    The  "Resurrectone"  makes  your  records  more  salable. 

One  model  fits  Victor  Victrolas,  Sonoras,  and  attachment  for  Edisons.  Other 
model  fits  Columbia  machines  exclusively.  Send  for  samples.  Unless  our  claims 
are  justified,  return  at  once.  Fully  guaranteed.  Net  dealers'  prices,  $5.40  nickel 
plated;  $6.75  gold  plated.    Retail  prices,  $10  and  $12.50,  respectively. 


Write  for  exclusive  territory  proposition. 


HOFFAY  TALKING  MACHINE  CO.,  S 


3  WEST  29th  ST. 
NEW  YORK  CITY 


Other  Models 
$175,  $225.  $275 


November  .15,  1918 


THE    TALKING    MACHINE  WORLD 


63 


VICTOR  TALKING  MACHINE  CCVS  WAR  STATEMENT  NO.  2 

Governmental  Action  in  the  Matter  of  Curtailment  Output  Set  Forth  and  Commented  Upon  on 
Statement  Sent  Out  Under  Date  of  October  30  for  Benefit  of  Dealers 


Following  the  issuance  of  their  first  "War 
Statement"  to  the  trade  on  September  13,  which, 
incidentally,  aroused  much  interest,  the  Victor 
Talking  Machine  Co.,  over  the  signature  of 
Ralph  L.  Freeman,  its  secretary,  issued  "War 
Statement  No.  2"  on  October  30,  setting  forth 
the  report  of  the  conferences  between  the  repre- 
sentatives of  the  industry  and  the  members  of 
the  Priorities  Committee  and  the  Conservation 
Division  of  the  War  Industries  Board  and  the 
rulings  regarding  curtailments  and  other  mat- 
ters that  had  been  issued  as  a  result.  The 
statement  in  full  reads: 

War  Statement  No.  2 

To  the  Trade — The  numerous  appreciative  and  very  in- 
telligent letters  received  in  response  to  our  "War  State- 
ment" of  September  13  leave  no  room  to  doubt  that  the 
trade  is  intensely  interested  in  developments  due  to  the 
war  which  affect  manufacturers  of  talking  machine  products, 
and  we  therefore  issue  this  additional  statement  covering 
the  period  since  September  13. 

On  September  14  the  Priorities  Committee  of  the  War 
Industries  Board  of  the  Council  of  National  Defense  gave 
a  courteous  and  prolonged  hearing  to  the  War  Service 
Committee  of  the  Talking  Machine  Industry,  at  which 
conference  the  needs  of  the  Government  for  its  war  pro- 
gram were  stated  and  full  confirmation  was  given  to  our 


previously  announced  belief  that  the  administrative  officers 
of  the  Government  would  not  curtail  or  in  any  way  in- 
jure our  own  or  other  important  industries  beyond  the 
point  made  absolutely  necessary  by  the  requirements  of 
the  war  program.  At  the  same  time  it  was  pointed  out 
that  substantial  sacrifices  through  reduction  in  volume  of 
output  would  be  required  of  all  industries  except  actual 
producers  of  vital  war  materials  to  the  end  that  labor, 
materials,  fuel,  transportation  and  capital  may  be  diverted 
in  sufficient  volume  to  the  purpose  of  making  a  thorough 
and  quick  job  of  winning  the  war. 

Following  the  conference  above  referred  to,  the  Com- 
missioner of  Priorities  under  date  of  September  30  issued 
a  ruling  which  applies  to  all  manufacturers  of  talking  ma- 
chines and  of  which  the  important  features  are  as  follows: 

1.  A  reduction  of  60  per  cent,  in  consump- 
tion of  iron,  steel,  copper,  brass  and  aluminum 
in  manufacture  of  instruments  during  the  last 
four  months  of  1918  as  compared  with  a  sim- 
ilar period  of  1917. 

2.  Permission  to  purchase  the  materials  nec- 
essary for  the  new  schedules  of  manufacture 
will  be  furnished  to  manufacturers  on  condi- 
tion that  they  and  their  customers  will  observe 
the  required  pledges  as  to  economy  in  use 
thereof. 

Schedules  for  next  year  are  to  be  the  subject  of  further 
conference  with  the  War  Industries  Board,  but  a  com- 
parison of  the  restrictions  now  imposed  upon  the  manu- 
facture of  talking  machine  products  with  those  in  force 


NEW  HEINEMAN  REPRESENTATIVES 

Miller  &  Bloch,  New  York,  Appointed  Jobbers 
in  Greater  New  York  for  Heineman  and  Meis- 
selbach  Products,  Including  OkeH  Records 


The  Otto  Heineman  Phonograph  Supply  Co., 
New  York,  has  announced  the  appointment  of 
Miller  &  Bloch,  110  East  Twenty-third  street, 
New  York,  as  jobbers  for  Heineman  and  Meis- 
selbach  products  in  Greater  New  York.  This 
firm  has  already 
started  an  energetic 
campaign  in  behalf  of 
these  products  and 
particular  attention 
will  be  paid  to  the  de- 
velopment of  Heine- 
man  "OkeH"  record 
business. 

Both  Mr.  Bloch  and 
Mr.  Miller  have  spent 
several  years  in  the 
talking  machine  in- 
dustry, and  are  well 
known  in  the  local 
trade.  Mr.  Bloch  has 
called  upon  the  deal- 
ers in  Brooklyn  and 
Long  Island  for  sev- 
eral years  past,  and  is 
familiarly    known  as 

"Will"  to  the  great  majority  of  the  local  trade. 
He  is  an  indefatigable  worker  and  thoroughly 
appreciates  the  importance  of  rendering  the 
dealers  efficient  service  and  co-operation. 
"Dave"  Miller  will  take  care  of  the  Manhattan 


side  of  East  River  and  the  Jersey  side  of  the 
Hudson,  and  Mr.  Miller  is  planning  an  intensive 
campaign  in  his  territory. 

Miller  &  Bloch  are  firm  believers  in  the  value 
of  efficient  transportation  service,  and  their  dark 
red  delivery  wagons  are  already  winning  consid- 
erable popularity  in  the  local  trade.  One  of 
these  wagons  is  shown  herewith,  and  the 
"OkeH"  record  sign  gives  the  body  of  the  truck 
a  distinctive  and  artistic  appearance. 

In  addition  to  motors,  tone  arms,  records,  re- 


Messrs.  Miller  and  Bloch  and  Their  Delivery  Wagon 

pair  parts,  etc.,  Miller  &  Bloch  will  also  han- 
dle a  complete  line  of  music  rolls,  and  this  im- 
portant branch  of  their  business  bids  fair  to 
assume  large  proportions  in  the  very  near 
future. 


against  other  commodities  encourages  us  to  believe  that 
the  War  Industries  Board  has  a  comprehensive  view  of 
the  situation  and  will  be  as  considerate  in  arriving  at  future 
decisions  as  the  necessities  of  the  case  will  permit. 

Conferences  have  been  also  had  with  the  Conservation 
Division  of  the  War  Industries  Board  for  the  purpose  of 
deciding  upon  practical  economies  in  our  industry.  At 
this  point  it  should  be  borne  in  mind  that  upon  the  degree 
of  our  co-operation  with  the  Conservation  Division  depends 
in  a  large  measure  the  consideration  that  we  may  expect 
to  receive  from  the  War  Industries  Board,  which  is  the 
controlling  body.  As  a  result  of  these  conferences  manu- 
facturers will  be  asked  to  make  many  changes  calculated  to 
conserve  the  essentials  mentioned  in  the  second  paragraph 
hereof.  You  will  be  fully  informed  of  these  changes  as 
soon  as  they  are  definitely  determined  upon,  and  we  have 
the  greatest  confidence  in  your  willingness  to  co-operate 
in  this  means  of  service  to  the  Government. 

A  report  by  the  War  Service  Committee  of  the  talking 
machine  industry  covering  some  of  its  activities  to  date 
and  including  the  order  of  the  War  Industries  Board  is 
being  printed.  This  report,  while  prepared  for  the  manu- 
facturers, will  doubtless  be  of  interest  to  wholesalers  and 
retailers  and  we  have,  therefore,  ordered  sufficient  copies 
which  we  will  mail,  soon  as  received,  to  our  valued  cus- 
tomers. We  bespeak  your  careful  perusal  of  this  report, 
from  which  it  will  be  seen  that  the  interests  of  the  trade 
have  not  been  overlooked. 

We  feel  that  it  would  not  be  proper  to  encourage  too 
optimistic  a  view  of  the  future  and  would  be  inclined  to 
suggest  that  dealers  prepare  for  a  possible  continuance  of 
the  curtailment  in  volume  of  Victor  output,  but  we  feel 
justified  in  pointing  out  the  obvious  faots  that  (a)  the 
forehanded  acts  of  the  Victor  Co.  in  obtaining  Government 
contracts  is  distributing  our  carrying  expenses  over  a  much 
greater  total  output  than  would  otherwise  be  possible  and 
thus  continues  in  a  measure  our  economical  methods  of 
manufacture;  (b)  the  unavoidable  confusion  connected  with 
curtailment  of  a  manufacturing  program  has,  with  us,  been 
passed;  (c)  the  continuance  of  our  organization  is  as- 
sured and  this  will  place,  us  in  an  advantageous  position 
at  the  cessation  of  hostilities;  (d)  all  these  benefits  to 
the  Victor  Co.  accrue  also  to  its  trade,  who  will  quickly 
see  the  advantage  to  all  concerned  of  carefully  consider- 
ing the  entire  situation  before  indulging  in  experiments 
with  substitute  lines  of  goods. 


VICTORY  LOAN  MESSAGE  ON  RECORD 


Canadian  Minister  of  Finance  Makes  Record 
In  Support  of  Recent  Loan  Drive 


Toronto,  Ont.,  November  2. — One  of  the  fea- 
tures of  the  recent  Canadian  Victory  Loan 
drive  was  the  manner  in  which  the  talking 
machine  aided  in  bringing  the  message  of  the 
loan  to  machine  owners  in  every  part  of  the 
Dominion.  Just  before  the  opening  of  the  loan 
drive  Sir  Thomas  White,  K.  C.  M.  G.,  Cana- 
dian Minister  of  Finance,  made  a  special  "His 
Master's  Voice"  record  for  the  purpose  of  act- 
ually informing  the  public,  in  his  own  voice,  con- 
cerning the  need  for  the  second  Victory  Loan. 
Many  thousand  records  of  Sir  Thomas'  speech 
were  distributed. 


EDISON  DEALERS  ENLARGE 

The  C.  F..  Murray-Smith  Co.,  of  Wilkes-Barre, 
Pa.,  are  enlarging  their  Edison  department. 
The  contemplated  changes  will  make  the  de- 
partment some  fifty  feet  in  length  with  two 
booths  on  each  side,  and  a  disc  and  Amberola 
display  in  the  center. 


Do  your  "two  bits."    Get  another  Thrift  Stamp. 


Superior  Die  Castings 

will  Cut  Your  Costs  and  Increase  Tour  Sales 

Tonearm  and  Reproducer  Parts,  Attachments,  Turntable  Hubs,  Motor 
Governor  Discs,  Knobs,  Piano  Player  Parts— accurately  cast  in  Alum- 
inum, White  Brass,  White  Metal  Alloys  or  Zelco  Metal— ready  for  nickel 
or  gold  plating.  €  41  We  employ  a  large  force  of  die  makers  especially 
skilled  in  this  class  of  work  and  operate  a  large  battery  of  die  casting 
machines  of  our  own  design  and  construction  with  a  capacity  of 
50,000  to  100,000  castings  per  day. 


Write  for 
Samples  of  Work  we 
are  doing  in 
this  line 


Send  us 
^=2)     your  Specifications 
or  Models  for 
quotations 


Barnhart  Brothers  *V  Swindler 

Nonroe  and  Throop  Streets   »   Chicago  ▼  Illinois 


64 


THE   TALKING    MACHINE  WORLD 


November  15,  1918 


THE  NEW  EDISON^DIAMOND  AMBEROLA 
MODEL  50 


A  MODERN 
JACK  THE  GIANT  KILLER 

Sixty-five  Phonograph  experts  faced  a 
curtain  behind  which  were  a 

New  Edison 
Diamond  Amberola 

and  a  $200.00  "Talking  Machine"  of  well-known  make. 
Unseen,  the  instruments  alternately  played  the  same  selection. 
A  vote  was  taken  that  unanimously  favored  one  of  them.  It 
was  the  Edison  Diamond  Amberola  that  had  defeated  its 
much  higher  priced  rival. 

This  is  only  one  of  many  similar  tests,  always  with  the 
same  result,  that  have  earned  for  the  New  Edison  Diamond 
A  mberola  the  title  of  "Giant  Killer." 


THOMAS  A.  EDISON,  Inc. 

Amberola  Department 
ORANGE,  N.  J. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


65 


TWO  NEW  VOCALIQN  RECORD  ARTISTS 

First  Recordings  of  Maurice  Dambois,  Famous 
Belgian  Violinist,  and  Colin  O'More,  the  Irish 
Tenor,  Announced  by  Aeolian  Co. 


The  Aeolian  Co.,  New  York,  made  two  im- 
portant announcements  of  new  Aeolian-Voca- 
lion  artists  last  week;  these  two  additions  to 
the  Vocalion  record  library  being  Maurice  Dam- 
bois, the  famous  Belgian  violinist,  and  Colin 
O'More,  the  gifted  Irish  tenor.  Both  of  these 
artists    will   record   for   the  Aeolian-Vocalion 


Announcing  the  O'More  Records 

library  exclusively,  and  their  first  records  are 
now  ready  for  presentation  to  the  trade. 

In  accordance  with  its  usual  custom  of  in- 
tioducing  its  artists  to  the  general  public 
through  the  medium  of  attractive  advertising, 
the  Aeolian  Co.  carried  artistic  large-sized  ad- 
vertisements in  the  leading  New  York  newspa- 
pers advising  music-lovers  that  these  two  artists 
have  joined  the  Aeolian-Vocalion  library.  These 
advertisements  are  shown  in  part,  and  the  dig- 
nity and  quality  of  the  Aeolian-Vocalion  phono- 
graph and  record  library  is  reflected  in  this  ad- 
vertising. 

Maurice  Dambois,  who  has  won  international 


The  AEOLIAN-VOCALION 

The  Dambois  Announcement 

fame  in  musical  circles,  was  born  in  Belgium  in 
1889.  Like  most  musical  artists  who  are  enti- 
tled to  be  called  "great,"  his  extraordinary  talent 
became  evident  at  a  very  early  age.  He  made 
his  debut  before  Her  Majesty  Queen  Marie- 
Henriette  of  Belgium  at  Spa,  playing  the  Saint- 
Saens  concerto  in  "A"  minor,  and  at  the  age  of 
fifteen  was  acclaimed  a  virtuoso.  He  had  won 
unlimited  praise  from  the  leading  critics  here 
and  abroad. 

At  a  recent  recital  which  he  gave  in  Aeolian 
Hall  the  local  newspapers  spoke  of  his  per- 


H.  J.  SMITH— Jewel  Manufacturer 

MANUFACTURER  OF— Phonograph  Diamond  and  Sap- 
phire Reproducing  Points— Recording  Laboratory  Jewels 
— Jewel  Bearings  for  Electrical  Instruments — Rough 
Diamond — Diamond  Powder— Experimental  Work. 

Telephone  2896  Market 

833  BROAD  STREET       NEWARK,  N.  J. 


formance  enthusiastically,  one  well  known  critic 
stating  in  part  as  follows: 

"For  beauty  of  tone  as  well  as  mastery  of  the 
resources  of  his  instrument  Maurice  Dambois, 
who  held  the  interest  of  a  large  audience  at 
Aeolian  Hall  last  evening,  is  scarcely  surpassed 
by  the  great  Casals  himself,  while  the  young 
Belgian  player  has  greater  warmth  of  temper- 
ment.  Maurice  Dambois  makes  his  violoncello 
both  sing  and  dance,  and  occasionally  discourse 
in  eloquent  and  moving  speech,  and  there  is  no 
fine  tone  effect  which  seems  impossible  to  him." 

Musical  critics  who  have  had  an  opportunity 
of  listening  to  Colin  O'More,  the  young  Irish 
tenor,  predict  that  a  great  future  awaits  this 
splendid  young  artist,  who  possesses  one  of 
those  rare  voices  which  give  new  beauties  of 
tone  and  interpretation  to  the  old  familiar 
ballads  that  everyone  loves.  His  artistry  is 
both  finished  and  spontaneous,  and  his  Vocalion 
records  have  reproduced  Colin  O'More's  voice 
with  remarkable  fidelity.  His  first  Vocalion 
records  include  "I  Hear  You  Calling  Me,"  by 
Marshall,  and  "Bonnie  Sweet  Bessie,"  by  Gil- 
bert, and  there  is  no  doubt  but  that  Vocalion 
dealers  will  find  a  wide  demand  for  these  rec- 
ords. 

It  is  interesting  to  note  that  following  his 
recital  at  Aeolian  Hall  on  October  19,  Mr. 
O'More  was  immediately  engaged  for  a  recital 
tour  which  will  cover  the  principal  musical  cen- 
ters of  America  and  which  will  give  thousands 
of  music-lovers  a  chance  to  familiarize  them- 
selves with  the  delightful  charms  of  his  voice. 


REVIVAL  OF  THE  "CHANTEYS" 

Records  of  Famous  Old  Sea  Songs  Coming 
Into  Favor  With  Thousands  of  Boys  Who 
Are  Being  Trained  for  the  Merchant  Marine 


Washington,  D.  C,  November  7. — In  these 
times  in  fact  landlubbers  may  see  "counterfeit 
presentments"  of  sea  sights  and  hear  sea  sounds, 
very  near  the  real  thing,  without  going  far 
from  their  own  firesides,  or  if  they  may  not  do 
so  to-day,  the  time  is  not  far  off  when  they 
will,  for  a  concerted  effort  is  being  made  to 
bring  home  to  the  people  all  that  may  be 
"canned"  of  the  movement  and  accents  of  sailors' 
life. 

In  this  educational  effort — for  it  is  such,  pure- 
ly, undertaken  from  various  angles  by  various 
people,  but  under  authority  of  the  United  States 
Shipping  Board,  official  sponsor  for  the  Mer- 
chant Marine — some  novel  effects  are  being 
worked  out. 

For  example,  in  due  time  it  may  be  expected 
that  sailors'  songs  and  sailors'  chanteys" — as 
sung  in  forecastles  and  at  tasks  on  deck  when 
Jack,  the  Merchant  Mariner  was  a  personage 
afloat  and  ashore,  as  he  is  getting  to  be  again — 
will  be  reproduced  in  the  records  of  the  family 
phonograph. 

Chantey  singing  is  being  revived  in  the  Mer- 
chant Marine,  at  least  on  the  training  ships 
which  are  preparing  Young  America,  at  the  rate 
of  4,000  lads  a  month,  for  service  on  our  vast 
new  commerce  fleets,  and  under  the  new  order 
of  things  it  will  be  possible  for  Bangor,  Maine, 
and  Mesa,  Arizona,  to  hear  in  the  same  hour 
the  actual  notes  and  phrases  of  such  famous 
chanteys  as  "Shenandoah,"  "Bound  for  the  Rio 
Grande"  and  "Blow  the  Man  Down,"  for  the 
record  may  have  them  hard  and  fast  before 
spring  flowers  bloom  again. 

Even  the  nautically  classic  songs  of  Charles 
Dibdin,  the  song-writer  pa.r  excellence  of  the 
sailor,  may  not  be  counted  too  old,  in  spite  of 
their  150  years,  to  find  a  place  beside  Caruso, 
and  Galli-Curci  in  the  family  cabinet  of  talking 
machine  records. 

Quite  in  keeping  with  the  times,  in  fact,  will 
be  the  rolling  chorus  of  that  noble  sentiment  to 
"The  Lass  Who  Loved  a-  Sailor" — that  old-time 
favorite  with  men  of  the  sea: 
But  the  standing  toast  that  pleased  us  most 
-Was  "The  wind  that  blows  and  the  ship  that 
goes, 

And  the  lass  that  loves  a  sailor." 


Immediate  Deliveries 


The  Charmaphone 

An  Instrument  of  Supreme  Value, 
Tone  and  Quality 


No.  100 

Wholesale  Price  $42.50  and  War  Tax 
Terms  5%  — 10  days,  Net  60  days. 

A  high  class  Mahogany  finished  Cabinet  44"  high 
and  1  8"  wide  and  2  1 "  deep. 

It  is  equipped  with  a  Heineman  No.  3  Motor  which 
will  play  five  records  without  rewinding  and  is 
guaranteed  by  the  manufacturer. 

The  large  Tone  Arm  and  Sound  Box  used  is  the 
same  as  used  by  other  manufacturers  of  machines 
selling  as  high  as  $200.00. 

The  record  cabinet  has  three  shelves  as  illustrated. 

It  is  equipped  with  a  modifier  and  ballbearing 
casters. 

All  parts  heavily  nickel  plated.  This  machine  must 
be  seen  to  be  appreciated. 

Let  us  send  you  a  Sample  Machine. 

We  carry  a  line  of  Phonographs  from  $9.50  up. 

Write  for  Catalogue  and  Price  List, 

R.  L.  Kenyon  Mfg.  Co. 

Mexico,  N.  Y. 


66 


THE   TALKING   MACHINE  WORLD 


November  IS,  1918 


BOOSTING  RECORD  BUSINESS  DURING  THE  HOLIDAY  SEASON 

Record  Gift  Certificates  Prepared  for  Use  of  Victor  Dealers  a  Most  Successful  Method  of  Develop- 
ing Record  Trade — Convenient  and  Time  Saving  for  the  Dealers 


gift  certificate,  illustrated  herewith,  the  success 
of  which  the  past  years  has  warranted  its  con- 
tinued use. 


One  thing  the  trade  can  apparently  be  sure  of 
is  that  the  Christmas  demand  for  talking  ma- 
chine records  for  gift  purposes  will  be  fully  equal 
to  that  of  other  years  regardless  of  whether 
sufficient  stock  will  be  available  to  take  care  of 
the  demand.  Many  factors  combine  to  make 
the  giving  of  talking  machines  and  talking  ma- 
chine records  appeal  to  the  average  buyer.  The 
scarcity  and  advanced  prices  in  all  the  usual 
lines   of   Christmas   goods,   coupled    with  the 


feel  just  sure  of  that  friend's  desires,  a  gift  cer- 
tificate will  prove  particularly  convenient.  The 
certificate  calling  for  records  of  a  given  value, 
and  of  the  recipient's  own  selection,  means  that 
the  recipient  is  going  to  get  just  the  records  that 
he  wants,  and  that  he  will  feel  most  appre- 
ciative both  of  the  gift  and  of  the  spirit  of  the 
giver. 

To  the  talking  machine  dealer  the  certificate 
will  save  the  sale  of  a  customer  who  wants  to 


MILITARIZING  THE  HOME 

A  Chicago  Imperialist  Would  Employ  the  Talk- 
ing Machine  as  a  Factor  to  Attain  This  End 


A  GIFT  FOR 
CHRISTMAS  DAY- 

AND  EVERY  OTHER  DAY 

THE  VICTOR  GIFT  CER- 
TIFICATE eliminates  the 
difficulties  of  selecting  suitable 
gifts  for  your  family  and  friends. 
Properly  endorsed,  this  Certifi- 
cate enables  the  recipient  to 
choose  Victor  Records  from  the 
Victor  Catalog  comprising  more 
than  six  thousand  selections. 

This  year  above  all  others 
music  will  prove  a  source  of 
inspiration  and  comfort  in 
millions  of  homes. 

Sign  your  name  on  lower  line, 
the  recipient's  name  on  top 
line  and  return  to  us.  specifying 
the  amount.  The  Certificate 
will  be  mailed  to  any  address 
you  direct,  timed  to  arrive  on 
Christmas  Eve. 


VICTOR  RECORD  CERTIFICATE 


A  Victor  Dealer  Company 

1035  Main  Street,  Philadelphia,  Pa. 


4° 


to. 


-A 


9, 


liltdol^1' 

lictor  Records  of  any  desired  selection  to  the  value  of  %  ^*^-LJV 


~m  DOLLARS 


Because  music  of  your  own  choosing  must  please  you  best, 
the  choice  is  left  to  you.  TJlay  these  Records  bring  you  a 


Form  of  Gift  Certificate  for  Use  of  Victor  Dealers 


Government's  request  that  Christmas  giving  be 
confined  to  useful  articles  and  not  simply  spe- 
cial holiday  goods,  will  turn  the  thoughts  of 
many  to  music,  particularly  in  view  of  the  promi- 
nence that  music  has  assumed  in  the  affairs  of 
the  country  to-day. 

The  campaigns  now  being  carried  on  to  in- 
fluence Christmas  buying  will,  of  course,  and 
for  that  matter  are,  having  their  effect,  but,  al- 
though these  campaigns  may  serve  to  spread 
Christmas  buying  over  a  more  extended  period 
than  usual,  there  must  undoubtedly  be  expected 
some  holiday  rush.  To  offset  this  rush  and  to 
make  the  strongest  appeal  to  the  person  who 
desires  to  make  an  acceptable  gift  to  a  friend 
who  owns  a  talking  machine,  but  who  does  not 


give  records,  but  hesitates  about  selecting  them 
himself.  It  likewise  means  that  the  records 
called  for  in  the  gift  certificate  will  be  selected 
after  Christmas,  and  after  the  bulk  of  the  holi- 
day rush  is  over,  thus  insuring  a  considerable 
saving  of  time  in  selling  records  for  direct  giv- 
ing during  the  week  or  two  before  Christmas, 
when  the  time  of  the  salesman  is  most  valu- 
able. 

The  gift  certificate  for  records  likewise 
brings  the  recipient  to  the  store  with  which  he 
perhaps  has  had  no  previous  business  dealings, 
and  opens  up  for  the  live  salesman  a  chance  for 
booking  a  new  record  customer. 

The  Victor  Talking  Machine  Co.  has  as  usual 
provided  for  the  use  of  its  dealers  the  attractive 


A  writer  in  the  "Hit  or  Miss"  column  of  the 
Chicago  Daily  News  conceives  the  happy  idea 
of  militarizing  the  householder  by  the  following 
method : 

"Some  time  ago  we  discovered  that  by  rig- 
ging up  the  alarm  clock  to  the  phonograph  so 
that  the  latter  played 
'The    Star  Spangled 
Banner'   we    could  in- 
duce  the   family  to 
stand  up  at  a  proper 
hour  of  the  morning 
and,  at  the  same  time, 
we  could  take  the  hor- 
ror out  of  the  alarm 
clock's    wild  shrieks. 
In   this   way   there  is 
nothing  personal  in  this 
matutinal  summons. 
There  is  the  big  idea — 
you  can  set  up  a  me- 
chanical tyrant,  a  just 
one,  to  be  sure,  as  in- 
exorable as  the  law  of 
the   Medes  and  Per- 
sians, and  yet  escape 
blame.      It  smacks 
somewhat  of  socialism 
and  Prussianism,  but  in 
these   times   we  must 
fight  the  junker  with 
fire.    The  army  bugle 
calls    serve  admirably 
in  a  phonograph-alarm 
clock    ordered  house- 
hold.    From  reveille  to  taps  there  is  a  signal 
for  almost  everything,  a  mechanical  reminder 
of  duties  to  be  done.     Of  course,  somebody 
must  adjust  the  alarm  clock  right  along  and 
change  the  records,  but  we  expect  the  manu- 
facturers of  phonographs  to  take  up  this  idea 
and  give  us  soon  a  clockwork  phonograph  that 
will  need  but  one  winding  a  day.     With  one  of 
these  in  every  home  life  should  be  one  grand, 
sweet,  mechanical  something  or  other." 

Righto!  But  hasn't  our  friend  just  observed 
the  result  of  the  militaristic  policy  in  Ger- 
many? Cause  of  real  war!  In  these  days  when 
the  world  is  "fighting  for  democracy"  we  doubt 
if  this  militaristic  scheme  of  making  home  life 
one  grand,  sweet  sob  will  go  "over  the  top." 


r 


Don't  Lose  the  Business 
Momentum 

It's  Harder  to  Start  and  Gain  Speed  Than 
It  Is  to  Keep  Going — Don't  Put  on  the  Brakes 

We  are  putting  forth  every  effort  to  back  up 
our  dealers,  not  only  with  available  stock,  but 
with  sales  promotion  material  and  exploita- 
tion plans  that  will  keep  the  pep  in  their 
business  until  conditions  become  normal. 

Our  Business  Now— and  Always— Is  to  Help  as  Well  as  Wholesale 

ECLIPSE  MUSICAL  CO. 

CLEVELAND  OHIO 


ECLIPSE 


November  15,  1918 


THE    TALKING   MACHINE  WORLD 


67 


HIGHER  PRICED  MODELS 

SOUGHT  IN  CINCINNATI 

Jobbers  Have  Hard  Work  to  Get  Machines  to 
Satisfy  Demands  of  Dealers— Big  Vocalion 
Business — Wurlitzer's  Victor  Trade 


Cincinnati,  O.,  November  8—  Buyers  in  the 
Middle  West  are  seeking  the  higher  priced 
models,  this  being  the  feature  of  the  trade  dur- 
ing the  latter  part  of  October  and  will  continue 
throughout  November,  according  to  a  number  of 
the  jobbers. 

Just  now  there  is  a  wild  scramble  on  the  part 
of  the  jobber  to  get  all  goods  possible.  Each 
and  every  member  of  the  trade  looks  forward 
to  a  complete  clean-up  of  the  stock  which  can 
be  accumulated  between  this  week  and  the  holi- 
day season.  Dealers  are  using  all  kinds  of 
schemes  to  increase  their  supplies,  but  the  mate- 
rial is  not  available. 

The  Phonograph  Co.,  for  one,  is  now  receiv- 
ing freight  in  less  than  carload  lots  and  some 
shipments  by  express,  this  being  a  novelty. 
Muncy  Bros.,  Richmond,  Ky.,  and  the  John  B. 
Carlisle  Co.,  Lebanon,  Ky.,  have  taken  on  the 
Edison  line. 

C.  L.  Byars,  of  the  Aeolian  Co.,  reports  the 
closing  of  the  biggest  October  business  in  the 
Vocalion  department  in  the  history  of  the  local 
Aeolian  store  in  Cincinnati.  Over  50  per  cent, 
of  the  business  was  cash  business,  and  most 
of  the  instruments  sold  were  of  the  larger  types. 

Each  of  the  five  salesmen  in  his  department 
was  given  a  quota  for  the  last  ten  days  of  the 
month,  and  there  was  considerable  rivalry 
among  the  salesmen  in  their  efforts  to  exceed 
their  quota.  The  last  four  days  of  the  contest 
closed  up  in  regular  holiday  fashion.  With  the 
Liberty  Loan  drive  closed  and  the  epidemic  con- 
ditions rapidly  improving,  we  have  every  reason 
to  expect  November  to  be  a  big  month. 

T.  Sigman,  Victor  department,  The  Rudolph 
Wurlitzer  Co.,  reports  excellent  business  during 
October  and  the  first  few  days  of  November, 
saying:  "Mostly  all  of  our  dealers  reported  ex- 
cellent business  for  the  month  of  October,  con- 
sidering the  great  shortage  of  Victor  Victrolas 
and  records,  to  say  nothing  of  the  influenza  epi- 
demic. Accessories  helped  both  the  wholesale 
and  retail  departments  of  the  Wurlitzer  Co.  to 
relieve  the  machine  and  record  shortage  some- 
what. A  special  drive  was  made  on  record 
albums,  record  cabinets,  fibre  needle  cutters, 
record  lites,  and  books  of  the  opera  with  ex- 
cellent results. 

"  'Buy  now'  was  the  Wurlitzer  slogan  for  the 
past  month  and  the  early  shoppers  were  very 
much  in  evidence.  A  marked  increase  in  the 
sale  of  Red  Seal  records  was  noticeable  and 
we  are  looking  forward  to  the  November  and 
December  months  to  be  the  banner  Red  Seal 
record  months." 

Restrictions  are  not  bothering  the  Crystola 
Co.,  which  expects  to  close  the  year  with  abso- 
lutely clean  stock  floors.  The  Cincinnati  com- 
pany finds  it  easiest  to  ship  to  all  points  of  the 
compass  but  due  East.  Albert  Swing,  presi- 
dent, declares  the  outlook  to  be  most  favorable. 

Many  of  the  dealers  in  the  Cincinnati  district 
were  looking  to  the  Cable  Company  to  dispose 
of  its  stock  of  Victrolas  from  the  Cincinnati 
store  in  chunks,  but  such  is  not  the  case.  All 
supplies  have  been  shipped  to  the  store  at  At- 
lanta. 


DEATH  OF  HERBERT  MACK 

Prominent   Music   Dealer   of   Indiana  Passes 
Away  After  a  Brief  Illness 


Herbert  Mack,  owner  of  the  Sonora  Music 
Shop,  Elkhart,  Ind.,  and  also  owner  of  music 
stores  in  South  Bend  and  Laporte,  Ind.,  died 
at  his  home  in  Laporte  recently  after  a  brief  ill- 
ness following  an  operation  for  appendicitis.  In 
addition  to  owning  the  music  stores  Mr.  Mack 
was  assistant  purchasing  agent  for  the  Rumley 
Co.  in  Laporte.  He  was  forty  years  old  and 
is  survived  by  a  widow. 


MR.  "VICTOR"  DEALER 
JUST  THINK  THIS  OVER 

These  are  strenuous  times  and  the  DEALER  who  has  his  Christmas  stock  on  hand  is  indeed  for- 
tunate. As  usual  there  will  be  a  great  demand  for  cabinet  type  machines.  Are  you  prepared  to  meet 
this  demand  or  do  you  intend  to  go  through  the  most  profitable  season  of  the  year  WITH  A  LIMITED 
STOCK? 

The 


Patented  December  11,  1917 

TALKING  MACHINE  CABINET 

has  already  solved  the  Christmas  problem  for  thousands  of  DEALERS.  These  cabinets  are  made  to 
accommodate  the  small  Victrola  models  and  double  your  profits  when  sold  in  connection  with  same.  It 
also  enables  you  to  place  a  cabinet  type  machine  at  a  moderate  price  within  the  reach  of  a  class  of 
people  who  will  not  consider  any  other  make  than  a  VICTROLA  with  all  of  the  advantages  of  the 
more  expensive  models. 

Present  owners  of  the  small  Victrolas  will  readily  appreciate  the  advantages  of  the  "Converto"  and 
by  circularizing  this  field  in  connection  with  your  record  business  you  will  easily  revive  interest  in  your 
line.    "CONVERTO"  sales  will  result  in  increased  RECORD  sales. 

The  C.  J.  Lundstrom  Mfg.  Co.,  Little  Falls,  N.  Y. 

LUNDSTROM  "CONVERTO"  CABINETS  are  broadly  covered 
by  patents.     Infringements  will  be   promptly  prosecuted. 

STRONG  SELLING  POINTS 

Lundstrom  "Converto"  Cabinets  are  made  in  OAK  and 
MAHOGANY  FINISHES  and  convert  the  small  Victrola  into  a 
handsome  cabinet  type. 

Protects  machine  and  records  from  dust. 
Provides  receptacles  for  new  and  used  needles. 

Places  a  genuine  VICTROLA 
with  the  cabinet  type  effect  into  the 
hands  of  the  user  at  a  price  less  than 
is  usually  charged  for  cabinet  ma- 
chines of  unknown  make. 

Place  Your  Order  Promptly 
Through  Your  Wholesaler 


Sound  DoorsOpen  for  Ploy  in 


Converto  Wholesale  Distributors 


Austin,  Tex  The    Talking    Machine    Co.  of 

Texas 

Baltimore,  Md  Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co. 

Birmingham,   Ala  Talking  Machine  Co 

Boston,  Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine  Co. 

Brooklyn,  N.  Y. .  American  Talking  Machine  Co. 

Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Burlington,  Vt  American  Phonograph  Co. 

Butte,  Mont  Orton  Bros. 

Chicago,  111  Lyon  &  Healy 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  Collister  &  Sayle  Co. 

Columbus,  O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The  Knight-Campbell  Music  Co. 


Elmira,  N.  Y  

El  Paso,  Tex  

Kansas  City,  Mo. 

Memphis,  Tenn.. 


Elmira  Arms  Co. 
W.  G.  Walz  Co. 
J.  W.  Jenkins'  Sons  Music  Co. 
Schmelzer  Arms.  Co. 
O.  K.  Houck  Piano  Co. 


Milwaukee,  Wis  Badger  Talking  Machine  Co. 

Mobile,  Ala  Eeynalds  Music  House. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  York,  N.  Y  Emanuel  Blout 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Omaha,  Neb  Mickel  Bros.  Co. 

Peoria,  111  Putnam-Page  Co.,  Inc. 

Philadelphia,  Pa  The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh,  Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 

Standard  Talking  Machine  Co. 
Richmond,  Va  The  Corley  Co..  Inc. 

W.  D.  Moses  &  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Whitney  &  Currier  Co. 

Washington,  D.  C  Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co.  " 


68 


THE   TALKING   MACHINE  WORLD 


November  IS,  1918 


DETROIT'S  BEST  YEAR  WERE  IT  NOT  FOR  STOCK  SHORTAGE 

Good  Reports  From  All  Sides — Campaigns  for  Early  Holiday  Buying — Visits  of  Artists  Help  Rec- 
ord Sales — Hudson  Co.'s  Talk-O-Gram  Service — The  Month's  Interesting  Budget  of  News 


Detroit,  Mich.,  November  6. — Only  a  shortage 
in  the  production  of  talking  machines  stands  in 
the  way  of  making  this  the  best  year  for  the 
dealers.  This  statement  is  made  after  careful 
interviews  gathered  from  the  leading  men  in 
the  industry  in  Detroit  and  throughout  the  State. 
It  is  also  true  that  piano  dealers  are  enjoying 
good  business,  but  nothing  as  compared  to  the 
talking  machine  dealers.  It  has  been  a  fight 
with  dealers  to  secure  enough  stock,  both  ma- 
chines and  records,  but  it  has  been  a  fight 
worth  while  because  the  people  have  certainly 
taken  to  talking  machine  products  as  never  be- 
fore in  their  history. 

Under  the  auspices  of  the  Detroit  Retail  Mer- 
chants' Association  a  campaign  has  already 
started,  urging  people  to  buy  early  for  the  holi- 
days and  to  carry  home  where  they  can  do  so, 
as  well  as  to  carry  home  parcels  unwrapped. 
Quite  a  number  of  talking  machine  dealers  have 
contributed  to  the  fund.  The  campaign  has  al- 
ready made  good  in  co-operation  with  efforts 
along  similar  lines  by  the  dealers.  For  in- 
stance, it  is  no  uncommon  sight  to  see  people 
carrying  new  records  in  the  envelopes  un- 
wrapped; dealers  also  report  that  during  Octo- 
ber they  took  deposits  on  more  machines  than 
ever  before — and  all  were  for  holiday  trade,  peo- 
ple making  deposits  to  assure  getting  them. 

Grinnell  Bros,  and  the  J.  L.  Hudson  Co.  took 
an  active  part  in  the  recent  campaign  to  gather 
records  for  the  soldiers.  They  made  window 
displays  of  the  records  brought  in  and  even  sent 
after  large  quantities.  At  the  Hudson  talking 
machine  shop  old  records  thus  received  were 
first  put  through  the  cleaning  process. 

S.  E.  Clark,  general  manager  of  Grinnell 
Bros.,  says  his  company  is  short  on  talking 
machines  as  well  as  records,  but  that  they  are 
doing  everything  possible  to  get  more  stock. 
Grinnell  Bros,  are  the  only  Michigan  Victor 


jobbers.  Besides  they  have  a  talking  machine 
department  in  all  of  their  branch  stores.  At 
their  main  Detroit  store  nearly  forty  booths  are 
given  over  to  demonstrating  records. 

The  visit  to  Detroit  by  Caruso  in  October 
stimulated  the  sale  of  his  records  very  mate- 
rially. His  concert  here  was  a  tremendous 
success,  thousands  being  turned  away  after 
every  available  inch  of  standing  room  was  dis- 
posed of.  On  November  11  the  noted  Galli- 
Curci  is  scheduled  for  a  recital,  and  already  we 
have  noted  a  number  of  attractive  window  dis- 
plays featuring  her  records. 

The  influenza  epidemic,  which  hit  Michigan 
for  three  weeks  in  October,  resulted  in  many 
talking  machine  stores  shortening  their  hours  of 
business.  The  State  Board  of  Health  put  the 
ban  on  amusements,  public  gatherings,  etc.,  but 
this  had  a  good  effect  on  the  sale  of  talking  ma- 
chine records,  as  people  were  at  home  more  than 
ever.  The  State  ban  was  removed  on  Novem- 
ber 6. 

Max  Strasburg,  74  Library  avenue,  is  winding 
up  his  best  year.  Mr.  Strasburg  has  a  large 
slock  of  machines,  having  prepared  for  the  ap- 
parent shortage  months  and  months  ago.  This 
has  been  ideal  golf  weather,  and  so  Mr.  Stras- 
burg has  been  spending  considerable  time  in 
the  afternoons  out  on  the  links. 

Wallace  Brown  has  opened  his  fall  advertis- 
ing drive  on  Brunswick  phonographs.  Mr. 
Brown  is  having  a  big  fall  trade,  and  he  has 
been  driving  home  several  excellent  thoughts  to 
his  patrons.  One  is  that  "music  at  home  is  the 
best  and  most  economical  way  to  enjoy  the  eve- 
nings during  the  coming  cold  winter  months." 
Another  point  he  brings  out  is  that  the  shortage 
is  getting  serious  in  phonographs,  that  prices 
will  soon  advance,  and  that  now  is  the  time  to 
buy.  We  must  give  every  credit  to  Mr.  Brown 
for  the  timeliness  of  his  advertising — it  is  not 


the  stereotyped  which  is  so  apparent  in  a  great 
deal  of  talking  machine  and  phonograph  adver- 
tising. 

William  H.  Goldblum,  formerly  manager  of 
the  Story  &  Clark  Piano  Co.,  is  now  manager 
of  the  music  department  at  the  People's  Outfit- 
ting Co.  He  handles  the  Victrola  and  Stradi- 
vara  in  talking  machines. 

The  J.  L.  Hudson  Music  Store  is  enjoying  its 
customary  good  business  in  both  machine  and 
record  departments.  This  institution  handles 
the  Victrola,  the  Sonora  and  Cheney  lines  of 
phonographs.  Half  of  the  first  floor  is  exclu- 
sively for  record  sales. 

The  J.  L.  Hudson  Co.  has  inaugurated  the 
Talk-o-Gram  Service  on  the  mezzanine  of  its 
main  store  on  Woodward  avenue.  There  is  a 
charge  of  75  cents  for  four  four-minute  messages 
and  the  same  number  of  replies,  plus  a  6-cent 
charge  on  each  message  for  transmission.  The 
records  can  be  shipped  to  soldier  boys  at  Camp 
Custer,  and  later  the  company  plans  to  extend 
the  service  to  other  camps  in  the  United  States. 
This  service  is  a  feature  of  the  Hudson  Mili- 
tary Shop,  and  is  operated  in  conjunction  with 
the  Dictaphone  branch  of  the  Columbia  Grapho- 
phone  Co. 

R.  B.  Ailing,  manager  of  the  Edison  Shop  and 
the  Phonograph  Co.,  of  Detroit,  is  now  at  Camp 
Taylor,  Louisville,  Ky.,  in  the  Officers'  Training 
School.  During  his  absence  Frank  Faul  will 
look  after  his  interests  in  the  above  companies. 

Letter  received  by  The  World  correspondent 
indicates  that  Private  Peter  C.  Sweeney  is  now 
with  Battery  A,  328th  Field  Artillery,  American 
Expeditionary  Forces,  somewhere  in  France. 
Mr.  Sweeney  was  for  three  years  connected  with 
the  Edison  Shop  of  Detroit,  as  manager  of  re- 
tail sales. 

J.  Henry  Ling,  of  the  Ling  Piano  House,  who 
handles  the  Columbia  line,  is  showing  samples 
to  his  trade  of  a  replayer,  which  he  will,  soon 
put  on  the  market.  It  is  Mr.  Ling's  own  in- 
vention. 

The  Grosse  Pointe  Furniture  Co.,  Grosse 
Pointe,  a  suburb  of  Detroit,  is  using  street  cars 


Tone  must  be  the  prime  factor  in  a  musical  instrument 


RADIVARA. 

Art  Phonograph 


PATENTED 


KNOWN  FOR  TONE" 

An  instrument  of  such  rare  artistic  Beauty  in  Design, 
Workmanship,  and  Tone  that  won  first  place  by  sheer 
Merit. 

From  $60.00  to  $250.00  with  substantial  discounts 
on  a  strictly  one-price  policy,  fully  guaranteed. 

Full  advertising  service,  of  course. 


The  Compton-Price  Company 

Coshocton,  Ohio 


November  15.  1918 


THE   TALKING    MACHINE  WORLD 


69 


to  boost  the  Edison  line,  which  it  handles  ex- 
clusively in  that  millionaire  residential  section. 

A  number  of  jobbers  for  various  lines  of  talk- 
ing machines  declare  that  business  is  good,  and 
that  right  now  they  are  not  as  anxious  to  put 
on  everybody  without  first  conducting  a  rigid 
investigation  relative  to  credits.  "It's  no  trou- 
ble to  sell  your  goods  if  you  can  get  what  the 
customer  wants,"  is  their  contention. 

Wallace  Brown  is  now  handling  the  Emerson 
records,  featuring  them  at  65  cents.  . 

During  the  month  of  October,  through  the  co- 
operation of  the  Phonograph  Co.,  of  Detroit, 
quite  a  number  of  recitals  were  given  in  De- 
troit and  through  the  State  by  Glen  Ellison, 
baritone,  for  the  Thomas  A.  Edison  Co.,  Inc., 
the  purpose  being  to  create  new  interest  in  the 
Edison  phonograph.  In  Detroit  three  recitals 
were  given  before  large  crowds  at  churches  and 
at  the  Masonic  Temple,  under  the  auspices  of 
Frank  A.  Bayley,  of  Bayley's  Music  House,  and 
R.  B.  Ailing,  of  the  Edison  Shop.  Some  of  the 
dates  set  for  the  recitals  through  the  State  had 
to  be  canceled  on  account  of  the  ban  on  public 
gatherings  due  to  the  influenza.  However,  a 
series  of  these  concerts  will  no  doubt  be  given 
during  November  now  that  the  ban  is  removed. 

EXPLOITING  DECALC0MAN1E 

Samples  and  Information  Regarding  That  Prod- 
uct Being  Sent  to  the  Trade 


The  Globe  Decalcomanie  Co.,  Jersey  City, 
N.  J.,  are  sending  out  to  the  trade  a  new  pam- 
phlet showing  the  number  of  samples  of  their 
products.  Prices  of  various  quantities  of  name 
plates  are  also  included,  as  well  as  an  untrans- 
ferred  sample,  which  can.  be  used  in  an  actual 
demonstration.  In  speaking  of  business  con- 
ditions affecting  their  industry  this  season  one 
of  the  officers  of  the  above  firm  recently  said: 
"The  demand  for  decalcomanie  products  during 
the  past  few  months  has  been  quite  heavy. 
Manufacturers,  of  course,  always  place  their 
name  upon  their  products  and  there  are  but 
few  dealers  today  who  have  not  taken  advan- 
tage of  the  benefit  a  name  plate  gives  them  in 
keeping  their  business  before  the  purchaser. 

PATHE  ARMY  AND  NAVY  MODEL 

The  Pathe  Freres  Phonograph  Co.  was  recent- 
ly advised  by  the  United  States  Government 
that  its  Army  and  Navy  model  had  been  se- 
lected for  the  U.  S.  S.  "St.  Francis,"  one  of  the 
new  members  of  the  United  States  Navy.  This 
instrument  was  chosen  after  keen  competition, 
and  the  Pathe  Freres  Co.  is  naturally  gratified 
to  learn  that  its  Army  and  Navy  model  was  the 
ultimate  choice  for  this  new  United  States  war- 
ship. 


The  VIVITONE 

Gives  New  Richness  of  Tone  to 
Your  Favorite  Records 

This  Tone  Controller  is  the  1919  wonder 
of  the  Talking  Machine  World. 

Insert  Vivitone  in  the  needle  post  of  the 
sound  box.  You  will  be  delighted  with  the 
vivid,  pure,  vibrant  tone  that  results. 

Shut  your  eyes  and  you  imagine  you  are 
hearing  the  living  voice  of  the  singer  or 
the  actual  music  of  the  instrument. 

The  Vivitone  can  be  used  with  all  phono- 
graphs that  use  either  ordinary  steel  or 
Tungsten  needles. 

Each  package  contains  four  tubes,  playing 
thousands  of  records.  Retails  for  50  cents 
per  package. 

Sample  free  to  Dealers  who  write  for 
proposition  on  their  letter  head. 

Vivitone  Controller  Company 

400,  401,  402  Bell  Block,  Cincinnati,  O. 


CONCENTRATE  ON  RECORD  SELLING 

The  Development  of  Foreign  Record  Business 
Can  Be  Made  Profitable — Timely  Pointers 


The  shortage  of  records  of  what  are  termed 
the  popular  sort  having  practically  forced  many 
dealers  to  work  more  intensively  on  the  selling 
of  records  of  the  standard  sort  now  in  stock 
or  available,  which  in  the  past  did  not  frequently 
receive  their  full  share  of  attention,  has  also 
brought  about  a  more  general  appreciation  of 
the  opportunities  for  developing  business  among 
the  foreign  element  of  the  population. 

Regarding  the  development  of  foreign  record 
business,  "The  Voice  of  the  Victor"  for  Octo- 
ber says:  "There's  a  reason  why  every  dealer 
should  handle  a  foreign  record  business;  a  rea- 
son that  jingles  merrily  to  the  tune  of  a  bag 
of  silver  dollars.  Yes,  there's  money  in  it — 
more  to-day  than  ever  before,  and  unless  you're 
afraid  of  the  income  tax  you'll  take  our  tip  and 
get  these  catalogs  in  circulation. 

"They'll  bring  the  business  all  right,  and  it's 
mostly  cash  business.  The  foreigner  is,  as  a 
rule,  not  prone  to  intrust  his  money  to  a  bank. 
He  prefers  to  hide  it  in  a  stocking  and  pay  for 
what  he  buys  when  he  buys  it.  And  his  stock- 
ing is  just  bursting  out  at  toe  and  heel,  and 
bulging  all  over  with  bills  and  silver,  for  it's 
wages  that  have  advanced  by  leaps  and  bounds, 
and  the  foreigner  is  a  wage-earner.  But  not 
all  of  the  contents  of  his  weekly  envelope  goes 
into  the  family  bank.  No;  a  good  share  of  it  is 
being  distributed  among  different  merchants  for 
luxuries  and  comforts  he  has  always  cherished 
and  could  never  before  afford.  If  you're  not 
getting  a  share  of  it,  it's  because  you  haven't 
told  him  of  the  hundreds  of  his  native  songs, 
marches  and  folk  dances  he  can  have  on  Victor 
records. 

"So  first  find  out  what  nationalities  are  in- 
cluded among  the  foreign  population  of  your 
city,  and  then  order  catalogs  in  those  languages. 
Get  one  into  the  home  of  every  foreigner  in 
town,  for  they're  all  music-lovers,  especially  of 
the  music  of  their  native  land. 

"Put  yourself  in  the  foreigner's  shoes  for  a 
minute.  Imagine  you're  in  a  strange  land  where 
you  seldom  if  ever  hear  English  spoken.  As 
you're  walking  about  the  street  you  suddenly 
hear  some  such  song  as  'Carry  Me  Back  to  Old 
Virginny.'  How  would  it  affect  you?  You'd 
be  pretty  sure  to  stop  and  listen,  and  then — 
you'd  find  out  the  source  of  that  familiar  music. 
If  you  discovered  that  it  was  a  record  you 
wouldn't  hesitate  long  to  buy  that  record,  and  a 
Victrola,  if  you  could  afford  to.  The  foreigners 
in  your  city  would  be  affected  the  same  way 
by  hearing  a  song  as  typical  of  their  country  as 
'Carry  Me  Back  to  Old  Virginny'  is  of  Amer- 
ica, and,  remember,  they  can  afford  to  buy  Vic- 
trolas  and  records. 

"If  one  song  is  prized  so  highly  by  a  stranger 
in  a  strange  land,  think  what  the  effect  will  be 
upon  the  foreigner  when  he  gets  a  catalog  listing 
many  such  songs.  Songs  which  recall  happy 
memories;  patriotic  marches  that  make  his  blood 
course  more  merrily  through  his  veins,  and  folk 
dances  that  bring  back  the  nimbleness  of  youth 
to  worn  and  tired  bodies. 

"Maybe  you  thought  it  was  necessary  to  speak 
the  different  languages  to  deal  with  these  people, 
but  you  don't.  The  ready  reference  labels  are 
printed  in  English,  and  the  Supplements  in  both 
English  and  the  foreign  language.  Then,  too, 
remember  numerals  look  the  same  in  all 
languages  except  Chinese,  so  the  foreigner  has 
merely  to  point  to  the  number  of  the  record  to 
make  his  wants  known." 

Some  interesting  information  then  follows  re- 
garding the  new  and  complete  foreign  record 
catalogs  just  issued  in  twelve  languages. 


A  feature  of  the  recent  37th  anniversary  sale 
at  J.  N.  Adam  &  Co.'s  store  in  Buffalo  was  the 
celebration  of  "Victrola  week."  "The  real  pur- 
pose of  this  event,"  said  the  company,  "is  to 
acquaint  you  with  our  fine  Victrola  head- 
quarters." 


What  Qualities  Do 
You  Demand  In 
A  Cabinet? 


Appearance? 
Individuality? 
Finish? 
Strength  ? 

JHE  CELINA  CABINET 

has  all  these  qualities.  It 
is  a  cabinet  the  excellence 
of  which  is  readily  recog- 
nized. Made  by  furniture 
specialists.  That  is  why  it 
stands  out  from  others. 

Use  the  CELINA  cabinet 
and  make  your  line  distinct- 
ive. They  come  equipped 
or  unequipped.  A  special 
proposition  for  dealer,  job- 
ber or  manufacturer. 

We  will  be  glad  to  send 
you  all  information 

Celina  Furniture  Co. 

CELINA  OHIO 


70 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


S3 


TO  THESE,  WE  AND  OUR  COUNTRY 
GIVE  HONOR  AND  THANKS 


\ 


~'*iKjf'ff~'» 


'OSEPH  FRUEIDIGS' 


— — — — — taut 

- — — — -  •- — g 


L90 


pre 


IOIJLIS  HARROD 


ARNOLD  GRAHAM 

★  • 


2 

§ 


New  York  Talking  Machine  Company 

119  West  Fortieth  Street 
NEW  YORK 


Chicago  Talking  Machine  Company 

12  North  Michigan  Avenue 
CHICAGO 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


71 


FROM  OUR 

E.  P.  VAN  HARLINGEN, 
Manager 


CHICAGO 


HEADQUARTERS 

World  Office 
Republic  BIdg.,  209  South  State  St.,  Chicago 
Telephone:  Wabash  5774 


Chicago,  III.,  November  8. — Much  activity  is 
seen  this  month  throughout  the  wholesale  trade 
of  Chicago  due  to  the  final  spurt  in  making 
preparations  for  the  rapidly  approaching  holiday 
season.  Many  instruments  have  been  manufac- 
tured during  the  past  few  months  and  set  aside 
in  anticipation  of  a  heavy  demand.  The  demand 
is  now  beginning  and  nearly  all  manufacturers 
arc  prepared  to  deliver  the  goods.  Some  of 
them  were  very  fortunate  in  anticipating  the 
new  curtailment,  which  only  permits  the  making 
of  six  models.  These  particular  manufacturers 
had  been  industriously  working  to  get  down 
their  models  to  no  more  than  six  types,  and  so 
were  in  a  measure  prepared  for  the  curtailment 
order,  which  went  into  effect  October  28.  Some 
of  them  formerly  had  as  high  as  a  dozen  types 
of  instruments,  but  somehow  or  other  they  got 
the  idea  into  their  heads  that  an  entirely  new 
line  containing  only  six  models  would  be  per- 
mitted and  they  had  worked  accordingly.  They 
are  now  having  no  difficulty  in  complying  with 
the  Government's  request.  It  is  the  general 
opinion  that  the  new  order  will  bring  wonder- 
ful results  in  the  talking  machine  industry. 

For  instance,  consider  the  matter  of  finish. 
Formerly  it  has  been  the  custom  to  have 
perhaps  half  a  dozen  different  finishes,  the  ob- 
ject being  to  satisfy  a  trade  that  wanted  to 
match  instruments  up  with  parlor  curtains,  por- 
traits, etc.  The  new  order,  however,  permits 
the  use  of  but  three  finishes,  mahogany,  oak 
and  fumed  oak.  The  mahogany  must  either 
be  red  or  brown,  but  not  both.  This  in  itself 
will  go  far  towards  saving  necessary  coloring 
material. 

The  record  situation  is  slightly  improved. 
The  greatest  change  of  all  is  announced  in  the 
December  advance  list  of  the  Victor  Co.  This 
company  has  issued  a  notice  that  in  lieu  of  the 
usual  list  of  monthly  records  they  are  pressing 
an  especially  selected  list  of  best  sellers.  It  is, 
however,  expected  by  the  majority  of  the  whole- 
sale record  men  that  even  though  their  monthly 
receipts  are  larger  they  will  not  be  able  to  fill 
the  demand  which  they  expect  to  be  made  upon 
them  during  the  next  two  months. 

The  retail  trade  is  moving  nicely,  and  these 
men  are  in  a  fair  way  to  take  care  of  their  de- 
mands for  both  instruments,  records  and  acces- 
sories.    Many  of  the  retail  dealers  who  former- 


ly paid  no  attention  to  accessories,  such  as 
needle  cutters,  electric  lights,  etc.,  have  wakened 
to  the  fact  that  there  is  money  to  be  made  by 
handling  such  parts,  and  have  been  laying  in  a 
supply  of  them.  The  popular  patriotic  rec- 
ords are  still  leading  features. 

Establish  New  Empire  Agency 

J.  H.  Stiff,  of  Atlanta,  Ga.,  has  been  appointed 
.  Southeastern    representative    for    the  Empire 
Talking  Machine  Co.,  and  will  look  after  the 
States  of  Georgia,  Louisiana  and  Alabama. 

Representative  Stiff  writes  the  Empire  Co. 
that  there  is  a  constantly  growing  demand  for 
both  the  Empire  talking  machines  and  the  Em- 
pire records  throughout  that  territory.  This 
is  confirmed  by  the  Empire  Co.  from  the 
numerous  inquiries  which  they  have  received 
from  that  section.  Mr.  Stiff  is  a  man  of  high 
standing  throughout  his  territory  and  has  had 
long  experience  in  the  wholesale  phonograph 
and  piano  business.  He  recently  received  his 
first  shipment  of  Empire  samples,  and  in  writ- 
ing to  the  company  acknowledging  receipt  said 
that  he  was  greatly  pleased  with  both  the  in- 
struments and  the  records,  and  that  they  have 
more  than  fulfilled  his  expectations.  Since  his 
appointment  as  Southeastern  representative  of 
the  Empire  Co.  Mr.  Stiff  has  closed  quite  a  num- 
ber of  new  deals  for  the  Empire  black-faced 
records." 

Six  Best  Sellers 

,  The  Victor  Co.  announce  the  six  best  sellers 
for  the  month  as  follows:  "La  Ronde  des 
Lutins"  (Dance  of  the  Goblins),  "Love's  Gar- 
den of  Roses";  "A  Dream  of  Love"  and  "Mad- 
ame Butterfly";  "Oriental"  and  "Dodola";  "For 
Your  Boy  and  My  Boy"  and  "When  You  Come 
Back";  "When  You  Sang  'Hush-a-Bye  Baby'  to 
Me." 

The  Columbia  Co.  offer  the  following  six  best 
sellers:  "De  Molay  Commandery  March"  and 
"Invercargill";  "Indianola"  and  "Oh,  You  La! 
La!";  "Everything  Is  Peaches  Down  in  Georgia" 
and  "You're  in  Style  When  You're  Wearing  a 
Smile";  "How  I  Hate  to  Get  Up  in  the  Morn- 
ing" and  "Let's  Bury  the  Hatchet";  "The  Yanks 
Are  at  It  Again"  and  "We  Don't  Want  the 
Bacon";  "Pickaninnies'  Paradise"  and  "Every- 
thing Is  Peaches  Down  in  Georgia." 

The  six  best  sellers  announced  by  Pathe  for 
the  month  are:    "Beale  Street  Blues"  and  "The 


Weary  Blues";  "Then  You'll  Remember  Me," 
from  "Bohemian  Girl"  and  "Serenade";  "For- 
Your  Boy  and  My  Boy"  and  "Freedom  for  All 
Forever";  "You'll  Always  Find  a  Lot  of  Sun- 
shine in  My  Old  Kentucky  Home"  and  "After 
You've  Gone";  "Rock-a-Bye  Baby"  and  Wit- 
mark's  "Hit  Medley";  "Hindustan"  and  "Friv- 
olity." 

The  six  best  Edison  sellers  for  the  month  are: 
"Just  Like  Washington  Crossed  the  Delaware, 
General  Pershing  Will  Cross  the  Rhine"  and 
"Makin's  of  the  U.  S.  A.";  "Indianola"  and 
"Down  in  Jungleland";  "Dixieland  Memories, 
No.  1"  and  "Dixieland  Memories,  No.  2";  "Rigo- 
letto  Selections,  Part  1"  and  "Rigoletto  Selec- 
tions, Part  2";  "I'll  Think  of  You— the  Rain- 
bow Girl"  and  "Rainbow  Girl  Fox-Trot"; 
"Zampa  Overture,"  1  and  2. 

The  six  best  Emerson  sellers  for  the  month 
are:  "When  You  Come  Back  and  You  Will 
Come  Back"  and  "When  I  Get  Out  in  No  Man's 
Land,  I  Can  Be  Bothered  With  No  Mule";  "Oh, 
How  I  Hate  to  Get  Up  in  the  Morning"  and 
"Our  Country's  in  It  Now,  We've  Got  to  Win  It 
Now";  'When  I  Send  You  a  Picture  of  Berlin" 
-and  "Oh,  Frenchy";  "I'm  Sorry  I  Made  You 
Cry"  and  "I'm  Always  Chasing  Rainbows"; 
"General  Pershing"  and  "April  Smiles";  "Smiles" 
and  "Since  I  Met  Wonderful  You." 

The  latest  offerings  of  the  OkeH  library  are: 
"Sing,  Ling,  Ting"  and  "Oh,  Lady";  "Alimony 
Blues"  and  "Three  Pickaninnies";  "National  Em- 
blem March"  and  "Naval  Reserve  March"; 
"Keep  the  Home  Fires  Burning"  and  "There's 
a  Long,  Long  Trail";  "Hearts  of  the  World" 
and  "When  You  Come  Back";  "Good-bye,  Alex- 
ander" and  "Mammy's  Chocolate  Soldier." 
Columbia  Gleanings 

W.  C.  Fuhri,  manager  of  the  Chicago  branch 
of  the  Columbia  Graphophone  Co.,  in  reviewing 
the  status  of  the  Western  trade  for  the  month 
of  October  stated:  "The  business  transacted 
was  the  greatest  in  our  history.  The  tendency 
is  towards  higher-priced  models  in  machines, 
while  the  popular  records  continue  to  be  the 
leaders.  We  are  in  excellent  shape  to  take 
care  of  the  holiday  business." 

The  Chicago  branch  of  the  Columbia  Co.  has 
recently  installed  a  new  department,  known  as 
the  city  order  department,  which  is  in  charge  of 
(Continued  on  page  73) 


NEW  PRICES  ON 


The  Wade 


THE  "WAD 
EEDLE  C 


Fibre 
Needle 

Cutter  No.  1 
Price  $2.00 


TheWADE  Fibre  Needle  Cutter 

VJieORrGMAL  "Sepomter 


RFFORF       Tlie20(ormore)  actco 

ORIGINAlREPOINTS 


The  Wade 


^  Needle 

Cutter  No.  2 

Price  $2.50 


Write  for  samples  and  Trade  Discounts 
or  Order  from  your  regular  Distributor 


WADE  &  WADE,  3807  Lake  Park  Ave.,  Chicago,  111. 


72 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


This  24 -sheet 
poster  now 
ready  for 
distribution. 

Ask  for  prices. 


Every  Woman  wants  a  Victrola,  but 
does  she  know  that  yours  is  the 
best  place  to  get  it  ? 

^A  store  is  judged  by  its  advertising  just  as  a  person  is  judged  by 
his  clothes. 

€JHalf  the  battle  is  won  by  "dressing"  your  advertisements  attractively. 
This  you  can  accomplish  with  the  aid  of  the  services  we  provide. 

fljust  one  sale  will  pay  the  cost  of  any  of  these  services  for  a  year. 

Lyon  &  Healy  Victrola  Advertising 


Victrola  Newspaper  Advertising  Service  consists  of  one 
Victrola  advertisement  each  week,  including  matrix  of 
the  illustrations,  proof  sheet  and  copy.  Price  $8.33  per 
month. 

Victrola  Newspaper  Advertising  Half  Service  consists 
of  26  advertisements  per  year,  complete,  at  $4.17  per 
month. 

Victrola  Art  Window  Cards.  Printed  in  colors;  four 
per  month,  i.  e.,  two  14x22  inches  in  size;  two  11x14 
inches  in  size.  They  feature  the  new  Records,  $1.25 
per  month. 

Victrola  Art  Covers.  Use  them  instead  of  envelopes 
for  mailing  the  monthly  Victor  supplement;  beautifully 
printed  in  colors.  Tell  us  how  many  you  need ;  we 
will  quote  prices. 

Victrola  Galli-Curci,  24-sheet  Posters.  Lithographed  in 
colors  with  name  strip,  $2.30  each  in  lots  of  five  or  more. 
Specify  quantity. 


Lyon  &  Healy 

Victrola  Distributors 
CHICAGO 


Victrola  Record  Fairy,  24-sheet  Poster,  $2.30  each  in 
lots  of  five  or  more.     Specify  quantity. 

Victor  Record  and  Knitting  Bags.  Made  of  Kraft  paper 
with  string  handles,  12c  each  in  lots  of  100  or  more. 
Specify  quantity. 

Small  Instruments  Newspaper  Advertising  Service,  thir- 
ty-six illustrations  per  year,  $4.17  per  month. 

Piano  Newspaper  Advertising  Service.  Forty-eight  illus- 
trations per  year,  free  to  Lyon  &  Healy  dealers. 

Soldier  Song  Books.  Featuring  the  latest  patriotic 
songs,  2c  each ;  a  splendid  advertising  novelty.  Specify 
quantity. 


TEAR  OFF  HERE 


No  charge  for  this  Record 
Fairy  Cut-out.  We  will  send 
six  of  these  50c.  cut-outs 
with  each  order  for  our  ad- 
vertising services  received 
this  month.  Lithographed 
in  full  color,  size  12x10. 

Messrs.  Lyon  &  Healy, 
Chicago. 

Please  send  me  the  

 service  and  6  cut-outs. 

My  name  is 


My  addreas  is 


November  15,  1918 


THE   TALKING   MACHINE  WORLD 


73 


Wherever  You  Go 

You  are  sure  to  find  a  dealer  somewhere  selling  a  talking  machine  "without  a  kick."  His 
business  is  growing  steadily.  Why?  If  you  investigate  the  instruments  he  handles  you 
will  find  they  are  rightly  Equipped.  That's  what  counts!  Equipment.  Look  over  your 
machine's  Equipment  a  second  time  and  then  just  remember  that 

The  Chicago  Cover  Balance  Number  1 

is  one  equipment  feature  that  builds  a  dealer's  business.  Can  your  dealers  say  they  are  sell- 
ing talking  machines  "without  a  kick"?  If  not,  write  us  at  once  and  we  will  help  put  your 
machines  on  the  market — "Kickless." 

The  cover  is  "PUT"  and  "STAYS  PUT" 

WE  ALSO  MANUFACTURE  CONTINUOUS  AND  GRAND  TOP  HINGES 

Chicago  Hinged  Cover  Support  and  Balance  Co.  gg&ViuSoS 


(Pat.  Applied  For) 


COVER   BALANCE   No.  I 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  71) 


G.  I.  Stanton.  It  is  entirely  separate  from  all 
the  other  departments  in  the  Chicago  branch, 
such  as  country  business,  etc.,  the  idea  being 
quick  and  efficient  service  for  those  who  call 
personally  for  their  orders. 

Frank  Dorian,  of  the  New  York  executive  of- 
fices of  the  Columbia  Co.,  passed  through  Chi- 
cago recently  on  his  way  to  Seattle.  He  was 
accompanied  by  his  family  and  in  future  will 
make  his  home  in  that  city. 

A.  G.  Decker,  manager  of  the  trade  promo- 
tion department  of  the  Columbia  Chicago 
branch,  announced  the  arrival  of  a  young  lady 
at  his  home  the  other  day. 

Miss  Florence  Bell,  who  was  formerly  W.  C. 
Fuhri's  secretary,  has  arrived  safely  in  France 
with  the  Red  Cross  contingent.  Her  place  in 
the  Chicago  branch  is  being  occupied  by  her 
sister,  Bessie. 

Happenings  at  the  C.  T.  M.  Co. 

L.  F.  Geissler,  general  manager  of  the  Vic- 
tor Co.,  and  R.  J.  Keith,  vice-president  of  the 
Chicago  and  New  York  Talking  Machine  Cos., 
passed  through  Chicago  a  few  days  ago  en 
route  to  the  East  from  a  week's  hunting  trip  in 
Canada.  Both  gentlemen  had  a  lively  time  dur- 
ing the  hunt  and  managed  to  bag  a  number  of 
fine  ducks.  Mr.  Keith  stated  that  there  were 
eleven  varieties  of  ducks  in  their  bag. 

Walter  Geissler,  assistant  credit  manager  for 
the  Chicago  Talking  Machine  Co.,  received  a 
wire  from  his  brother,  E.  A.  Geissler,  general 
manager  for  the  Geo.  J.  Birkel  Co.,  I,os  An- 
geles, that  the  latter's  son,  Ted,  had  died  of 
pneumonia  several  days  ago. 

Corporal  Emmett  O'Connell,  who  was  for- 
merly connected  with  the  record  department  of 
the  Chicago  Talking  Machine  Co.,  was  reported 
killed  in  action  during  activities  in  the  St. 
Mihiel  salient. 

Mastered  a  Difficult  Problem 

The   Chicago  Talking  Machine  Co.  showed 


some  wonderful  speed  and  ingenuity  in  getting 
out  of  a  perplexing  predicament  recently  caused 
by  the  delay  of  their  November  shipments  of 
records.  The  records  were  several  days  late 
and  for  a  while  no  trace  could  be  found  of  the 
cars.  However,  after  much  long  distance  tele- 
phoning, the  shipment  was  located  on  a  car  re- 
pair track  at  Ft.  Wayne,  Ind.  After  much 
wrangling  with  the  railroad  company  the  ship- 
ment was  finally  moved  as  far  as  the  Burnside 
Yards.  This  was  on  the  night  of  October  31, 
and  the  records  were  to  be  on  sale  the  follow- 
ing day.  It  was  then  that  D.  A.  Creed's  in- 
genuity came  to  the  front.  He  got  off  a  dozen 
or  more  large  motor  trucks  and  with  the  cara- 
van made  a  quick  ride  of  about  thirty  miles  to 
the  Burnside  Yards.  The  train  was  already 
hooked  up  and  waiting  orders  to  pull  into  Chi- 
cago. Mr.  Creed  located  the  cars  that  con- 
tained his  shipments,  backed  his  trucks  up  to 
them,  unloaded  them  and  sped  back  to  the  Chi- 
cago warerooms.  Everyone  in  the  office  worked 
all  night  sorting  the  records,  and  at  about  8 
o'clock  the  next  morning  the  same  were  deliv- 
ered and  on  sale. 

Wade  &  Wade  Announce  New  Prices 

Wade  &  Wade,  manufacturers  of  the  well- 
known  Wade  fibre  needle  cutters,  announce  their 
new  prices,  which  went  into  effect  November  1. 
They  are  $2  retail  for  No.  1  and  $2.50  retail  for 
the  No.  2  Wade  cutter. 

New  Wilson  Manager 

Philip  S.  Ridgway,  for  many  years  connected 
with  the  Victor  department  of  Sherman,  Clay 
&  Co.,  in  San  Francisco,  and  for  the  past  two 
years  manager  of  the  Victor  department  of  the 
Cable  Company,  is  now  manager  of  the  phono- 
graph department  of  Thos.  E.  Wilson  &  Co., 
succeeding  the  late  Arthur  L.  Spring.  Mr. 
Ridgway  has  wide  experience  in  both  the  whole- 
sale and  retail  branches  of  the  trade.  He  is 
thoroughly  conversant  as  regards  the  manufac- 


turing of  talking  machines  and  is  therefore  a 
valuable  asset  for  the  Wilson  house. 

Now  General  Manager  of  Fulton-Alden  Co. 

John  R.  Fulton,  whose  photograph  is  repro- 
duced herewith,  has  just  resigned  as  cashier  of 
the  People's  Bank  of  Waukegan,  111.,  of  which 
he  was  the  organizer  and  a  heavy  stockholder, 


John  R.  Fulton 

to  become  general  manager  of  the  Fulton-Alden 
Co.,  of  that  city,  manufacturers  of  the  Fulton 
talking  machine.  Mr.  Fulton  organized  the  Peo- 
ple's Bank  in  1900,  prior  to  which  time  he  had 
been  connected  with  the  First  National  Bank 
for  ten  years.  He  has  been  associated  as  a 
stockholder  with  the  Fulton-Alden  Co.  for  some 
time,  and  he  has  been  naturally  in  close  touch 
(Continued  on  page  75) 


TRANSFER  NAME-PLATES 

We  make  the  Transfer  Name  -  Plates  and  Trade-Marks  for 
the  largest  talking  machine  manufacturers  in  this  country  and 
for  dealers  in  every  state. 

YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner 
back  to  you  for  records  and  his  friends  to  you  for  a  machine. 
Samples,  Suggestions  and  Sketches  Furnished  Free 

THE  MEYERCORD  COMPANY,  CHICAGO 

Largest  Manufacturers  of     OEC  ALCOIV^ANI  A     Transfer  Name-Plates 


q     Largest  Manufacturers  of 


74 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


The 
Ultona — 

a  unique  feature 
of  The  Brunswick 
Method  of  Repro- 
duction. Now 
you  can  play  all 
makes  of  records 
at  their  best. 


Two  Great  Selling 
Features  Every  Brunswick 
Dealer  Appreciates 


THE  Brunswick  Method 
of  Reproduction  has 
brought  about  an  increased 
volume  of  sales.  Dealers 
everywhere  join  in  praising 
this  great  idea. 

Most  dealers  realize  the 
drawbacks  to  old  methods  of 
reproduction,  and  the  pub- 
lic, in  becoming  acquainted 
with  The  Brunsw[ick 
Method,  is  losing  interest 
in  yesterday's  standards. 

The  House  of  Brunswick 
is  educating  the  music-lov- 
ing public  to  make  compar- 
isons. In  its  advertising  in 
national  publications  The 
House  of  Brunswick  is 
stating  compelling  facts  — 
which  few  purchasers  care 
to  ignore. 

The  current  advertising 
campaign    spotlights  two 


features  of  The  Brunswick 
Method  of  Reproduction: 
[1]  The  Ultona  and  [2]  The 
Brunswick  Amplifier. 

A  description  of  the  Ul- 
tona is  enough  to  make  the 
average  buyer  anxious  to  see 
this  new  all-record  player. 

In  speaking  of  The  Bruns- 
wick Tone  Amplifier,  we 
state  how  The  Brunswick 
attains  superior  reproduc- 
tion by  complying  with 
acoustic  laws,  and  how  we 
avoid  old  conceptions. 

By  studying  our  adver- 
tising, you  will  note  that  it 
is  pure  selling  copy,  the 
exact  arguments  you  and 
your  salespeople  can  use 
to  great  advantage.  It  is 
straight  from  the  shoulder, 
and  presents  compelling 
REASONS  WHY. 


This  su^er-phonograph,  as 
hundreds  of  Brunswick  Deal- 
ers will  attest,  has  won  high 
rank  as  a  profit  and  friend- 
maker.  And  its  popularity  is 
ever  increasing. 

We  are  proud  of  its  recep- 
tion and  of  the  fine  dealer 
connections  it  has  brought  to 
The  House  of  Brunswick. 
We  have  placed  our  faith  and 


our  resources  behind  this  pho- 
nograph and  we  know  that  an 
even  greater  future  is  attain- 
able. 

More  and  more!  The]B runs- 
wick  is  ^winning  friends — 
everyone  who  hears^iCrecog- 
nizes  its  worth.  We  intend  to 
increase  this  appreciation  of 
The  Brunswick- — and  every 
Brunswick  Dealer  will  profit 
thereby. 


The  Brunswick-Balke-Collender  Company 


Branch  Houses  In  Principal 
Cities  of  United  States, 
Mexico  and  Canada 


General  Offices: 
Chic^o  and  New  York. 


Canadian  Distributors 
Musical  Merchandise  Sales  Co. 
Excelsior  Life  Building 
Toronto 


The 
Brunswick 
Amplifier 

a  new  idea  in 
tone  reproduc- 
ti  o  n  ,  departing 
from  old  -  time 
crudities.  Tones 
hitherto  lost  are 
nozv  brought  out 
in    rich  clarity. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


75 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  73) 


with  his  brother,  Robert  Fulton,  president  of 
the  company,  and  has  seen  the  development  of 
the  Fulton  machine  with  its  fundamental  vi- 
bratory horn.  He  will  very  easily  adapt  his 
broad  business  knowledge  to  the  organization 
of  which  he  is  now  an  executive. 

As  the  readers  of  The  World  already  know, 
the  company  recently  purchased  the  business  of" 
the  Metal  Specialties  Co.,  of  Benton  Harbor, 
Mich.,  manufacturers  of  motors,  and  W.  R. 
Everett,  who  founded  that  concern,  will  be  the 
superintendent  of  the  Fulton  industry.  The 
company  are  also  preparing  to  make  their  own 
sound  box,  for  which  great  tonal  merit  is 
claimed,  and  of  a  new  cover  support.  A  week 
ago  the  company  established  a  Chicago  office 
at  rooms  309  and  311,  20  East  Jackson  boule- 
vard. President  Robert  Fulton  will  be  in  per- 
sonal charge  of  the  office.  While,  of  course,  a 
full  line  of  the  company's  machines  will  be  on 
exhibit  and  he  will  always  be  glad  to  meet  visit- 
ing dealers,  he  will  devote  a  great  deal  of  time 
to  marketing  the  company's  motors,  sound  boxes 
and  cover  supports  with  other  manufacturers 
of  talking  machines. 

Secure  Protection  of  Console  Type  of  Machine 

A  great  deal  of  interest  has  naturally  been 
created  in  the  trade  by  the  announcement  in  last 
month's  World  that  the  Windsor  Furniture  Co., 
of  this  city,  has  been  granted  a  patent  on  what 


The  Windsor  Harmonizing  With  Surroundings 

is  known  as  the  console  type  of  cabinet  talking 
machine,  covering  the  location  of  the  record 
file  alongside  of  the  machine  itself.  It  is,  ac- 
cording to  H.  C.  Moyer,  president  of  the  Wind- 
sor Furniture  Co.,  the  first  mechanical  patent 
granted  on  a  talking  machine  cabinet.  The 
patent  was  applied  for  something  over  three 
years  ago  and  was  finally  allowed  on  September 
24  of  this  year. 

"To  my  mind  the  development  of  the  console 
type  of  machine  marks  a  distinct  step  in  the 
progress  of  the  talking  machine  industry,"  said 
Mr.  Moyer.  "As  I  understand  it,  for  very  many 
years  the  whole  effort  by  the  three  great  firms 
who  are  the  originators  of  the  industry  was  to 
develop  the  machine  itself  as  a  musical  instru- 


ment. This  they  did  to  a  remarkable  degree, 
but  it  is  not  surprising  that  the  case  was  sac- 
rificed in  some  degree  to  the  instrument.  The 
second  development  of  importance  was  the  de- 
parture from  the  old  external  horn  type  to  the 
cabinet  type  of  machine,  in  which  the  horn  was 
made  an  integral  part  of  the  cabinet  and  took 
the  function  of  a  tone  chamber  beneath  the 
operating  parts  of  the  machine.  It  was  some 
time  before  any  material  change  in  type  of  cab- 
inet was  made,  but  in  the  meantime  the  furnish- 
ing of  homes  of  comparative  wealth  and  re- 
finement had  undergone  a  distinct  change,  and 
the  various  period  types  had  developed.  Nat- 
urally this  company,  which  was  primarily  a  fur- 
niture manufacturing  concern,  was  in  touch  with 
these  changing  modes. 

J'We  produced  the  first  cabinet  without  the 
slightest  intent  on  our  part  of  going  into  the 
business  in  a  commercial  way.  My  mother  had 
a  machine  in  her  home,  and  one  day  asked  me 
if  I  couldn't  make  a  new  cabinet  for  it  so  that 
it  would  harmonize  with  the  Louis  XVI  style 
of  furniture  in  her  living  room.  I  got  working 
on  the  idea,  and,  as  a  result,  we  built  our  first 
console  type,  which  was  the  progenitor  of  this 
type  in  the  talking  machine  field.  It  is  a  very 
logical  development.  The  console  is,  of  course, 
in  no  sense  a  table.  It  is  primarily  an  orna- 
mental piece   of  furniture,  intended  to  stand 

  against  the  wall.    Its  utility 

as  a   container  for  maga- 
zines, bric-a-brac  and  what 
not  is  only  secondary.  It 
occurred  to  me  that  by  in- 
troducing the  console  type 
of  talking  machine  it  would 
simply  fit  in  beautifully  in 
the  decorative  scheme  of  a 
room   and   thus  avoid  the 
introduction  of  another 
piece  of  furniture.    That  in 
short  was  the  genesis  of  the 
idea  with  us,  and  it  was  not 
long  before  we  approached 
a  few  of  our  customers  who 
had  been  buying  art  furni- 
ture   from    us    for  many 
years.      People    like  the 
Tobey  Furniture  Co.,  of  Chicago,  grasped  the 
idea  eagerly,  and  the  popularity  of  this  type  has 
steadily  grown.     Of  course,  there  will  always 
be  a  large  demand  for  the  upright  machines,  but 
it  is  very  apparent  that  the  demand  for  the  con- 
sole type  of  machine  is  rapidly  growing  among 
those  who  can  afford  to  furnish  their  homes  in 
the  most  artistic  manner." 

Start  Window  Dressing  Contest 
The  Talking  Machine  Shop  of  Chicago  is 
noted  for  original  methods  of  attracting  busi- 
ness. One  of  the  latest  stunts  is  to  inaugurate 
a  window  trimming  contest.  They  have  in- 
serted in  the  local  daily  papers  a  pen  drawing 
of  their  building  and  announce  that  they  will 
pay  $200  for  the  best  suggestions  as  to  how  to 


trim  their  main  show  window.  The  prizes  are 
divided  into  five  lots,  the  first  being  a  $100  Lib- 
erty Bond,  the  second  a  $50  bond,  the  third  be- 
ing $25  in  War  Savings  Stamps,  the  fourth  $15, 
and  the  fifth  $10. 

It  was  also  announced  that  this  unique  and 
straight-forward  proposition  is  open  to  every- 
one except  to  employes  of  the  Victor  Co.  and 
the  Talking  Machine  Shop. 

They  request  in  their  ad  that  their  regular 
form  of  rules  be  applied  for.  The  rules  are  then 
sent  out  printed  on  a  large  sheet  of  paper  con- 
taining space  for  applicant's  name  and  address, 
etc.,  and  numerous  lines  to  guide  the  writer  in 
making  his  suggestion. 

Of  course  the  main  idea  of  this  contest  is 
to  get  prospects  for  the  sale  of  talking  ma- 
chines. Therefore  a  small  blank  is  attached  to 
the  end  of  the  paper  on  which  it  is  suggested 
that  if  the  contestant  knows  of  anyone  who  is 
considering  buying  a  Victrola,  will  he  or  she 
please  mention  their  names  and  addresses  on 
the  blank. 

The  list  of  prospects  already  received  by  the 
Talking  Machine  Shop  is  amazingly  large. 
The  "Self-Service  Record  Cabinet" 

Another  new  business-getting  idea  is  the  re- 
cent installation  of  what  is  known  as  a  "self- 
service  record  cabinet."  This  is  a  cabinet  con- 
taining sixty-three  compartments,  each  com- 
partment measuring  three  inches  wide  by  twelve 
high  and  twelve  deep.  The  total  length  of  the 
cabinet  is  approximately  sixteen  feet. 

The  purpose  is  twofold.  The  first  is  that 
records  of  which  there  is  a  plentiful  supply 
can  be  placed  in  the  cabinet.  The  customer  is 
at  liberty  to  make  his  own  choice  without 
waiting  for  the  attendant  and  he  may  then  go 
back  to  the  demonstration  room  and  try  it  over 
for  himself.  In  this  way  much  time  is  saved, 
the  purchaser  selects  more  freely  and  is  apt  to 
purchase  proportionately. 

Again  this  "self-service  cabinet"  comes  into 
good  effect  in  the  following  manner.  At  times, 
in  this  store,  as  in  all  stores,  more  customers 
come  in  than  can  be  taken  care  of  by  the  sales- 
ladies. The  saleslady  cannot  wait  on  more 
than  one  at  a  time,  whilst  the  customers  are  in 
a  hurry  to  make  their  purchases  and  leave. 
As  is  well  known  in  cases  of  this  kind,  the  im- 
patient customer  will  generally  walk  out  with- 
out waiting  his  turn.  There  the  "self-service 
cabinet"  comes  to  the  rescue,  the  purchaser 
takes  advantage  of  the  liberties  offered  him  and 
goes  down  the  line  of  records,  chooses  the  one 
he  wants  and  takes  it  to  the  wrapping  counter 
himself. 

Over  each  compartment  of  the  container  there 
is  a  little  sign  telling  the  price  and  names  of 
the  selections  on  both  faces.  The  results  ob- 
tained during  the  three  weeks  or  more  that 
this  cabinet  has  been  in  service  have  more  than 
paid  for  its  cost. 

The  Victor  Co.,  it  is  said  by  C.  L.  Davidson, 
(Continued  on  page  77) 


UNIVERSAL    TONE  ARM 


NO  SPRINGS 
NOR  WEIGHTS  /, 
TO  ADJUST  P 


MADE  IN 

FOUR 
LENGTHS 


Talking  machine  manufacturers  should  an- 
ticipate their  tone  arm  needs  early  to  insure 
prompt  delivery.  The  demand  for  phono- 
graphs this  Fall  will  be  very  large,  and  it 
is  the  manufacturer  who  places  his  order 
early  that  will  be  given  the  benefit  of 
Empire  service.  Get  in  touch  with  us  at 
once  and  secure  our  quantity  prices  on  this 
splendid  equipment. 

Address  all  inquiries  to  Chicago  Office 


PLAYS  ALL 
MAKES 
OF  RECORDS 
PERFECTLY 

WRITE 
US  FOR 
PRICES 


THE  EMPIRE  PHONO  PARTS  COMPANY 


Sales  Office:  425  SO.  WABASH  AVE.,  CHICAGO.  ILL. 
Factory:  1100-1108  W.  9th  STREET,  CLEVELAND,  OHIO 


76 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


A  Great  Sales  Power 


FOR  EVERY 


PHONOGRAPH  DEALER 


Every  Hiawatha  you  sell 
means  more  sales. 


They  act  as  an  endless 
chain. 

Honest  merchandise  can 
always  repeat. 

Every  Hiawatha  Phono- 
graph can  be  sold  with  your  B 

stamp  of  approval 
and  backed  up  with 
your  business  repu- 
tation. 

Prepare  for  your 
Fall  business. 


FIVE  HIAWATHA  MODELS :    $50,  $75,  $95,  $125  and  $175 
IMMEDIATE  DELIVERY 

Hiawatha  Phonograph  Company 

209  South  State  Street 
CHICAGO.  ILL. 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


77 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  75) 


were  very  much  impressed  by  this  cabinet  and 
took  the  trouble  to  send  one  of  their  repre- 
sentatives to  the  Talking  Machine  Shop  to  find 
out  just  how  it  worked. 

Vitanola  Co.'s  Activities 

As  may  be  seen  elsewhere  in  this  paper  the 
Vitanola  Co.  is  formally  announcing  to  the  trade 
that  in  compliance  with  the  conservation  request 
of  the  Government  it  is  limiting  itself  to  six 
models,  five  cabinet  machines  and  one  art  model. 

S.  S.  Schiff,  general  manager  of  the  company, 
has  made  several  announcements  as  to  this  new 
line  during  the  past  four  months,  as  he  had  con- 
vinced himself  that  a  new  curtailment  order 
would  limit  the  number  of  designs  to  be  manu- 
factured by  any  company.  He  believes  that  he 
is  very  fortunate  in  anticipating  the  Govern- 
ment's desire.  For  the  past  four  months  the 
Vitanola  Co.  have  been  working  along  with  their 
new  models,  and  have  a  plentiful  supply  on  hand 
to  take  care  of  their  trade.  The  models  sent 
out  up  to  the  date  of  curtailment  were  only  the 
six  that  had  been  manufactured  previously.  The 
six  models  being  offered  at  present  are  entirely 
new  in  design  and  construction.  Methods  of 
conservation  of  material  have  been  followed 
in  their  construction  to  a  maximum  and  a  large 
stock  has  been  accumulated  in  preparation  for 
the  Christmas  trade.  All  of  the  old  styles  are 
now  discontinued. 

During  the  past  few  months  Manager  Schiff 
has  been  ceaselessly  toiling  for  the  benefit  of 
Vitanola  dealers.  In  fact,  he  has  been  working 
so  hard  that  he  has  gained  the  soubriquet  "dou- 
ble service,"  due  to  his  initials  S.  S.,  from  his 
associates.  If  he  hears  of  a  new  idea  being  em- 
ployed by  some  dealer,  he  goes  over  it  thor- 
oughly and  gives  it  an  acid  test,  determines  its 
merits,  and  then  sits  down  and  gets  out  a  cir- 
cular letter  making  it  known  to  all  Vitanola 
dealers.  He  has  done  much  good  for  Vitanola 
dealers  by  circularizing  their  territory  for  them, 
writing  up  ads  for  their  local  newspapers,  and, 
in  fact,  doing  everything  possible  to  help  them 
get  business.  He  has  recently  made  a  contract 
with  a  national  bill  posting  concern  and  has 
laid  out  copy  for  a  new  twenty-four  sheet  poster. 
These  posters  will  be  employed  in  vicinities  ad- 
jacent to  Vitanola  dealers'  warerooms. 

A  Timely  Talk  on  a  Timely  Topic 

G.  C.  Fricke,  vice-president  of  the  Lakeside 
Supply  Co.,  believes  that  legitimate  talking  ma- 
chine dealers  are  seriously  hampered  in  their 
work  by  warehouses  and  auctioneers,  who  get 
hold  of  a  cheap  machine  of  flashy  design, 
equipped  with  extra  cheap  motor  and  tone  arm, 
a  machine  that  will  sell  from  appearances  only, 
rather  than  quality.    "We  are  constantly  receiv- 


ing requests,"  said  Mr.  Fricke,  "for  repairs  and 
repair  parts  of  motors  and  tone  arms  for  these 
mushroom  machines,  especially  those  placed  on 
the  market  by  dealers  whose  only  object  is  to 
get  hold  of  a  few  customers,  make  some  sales 
and  forget  whether  the  trade  suffers  or  not. 
Some  of  these  motors  and  tone  arms  are 
brought  in  by  people  who  want  them  repaired. 
Actually  a  legitimate  dealer  would  be  ashamed 
to  offer  such  stuff  to  the  public  even  as  equip- 
ment of  a  $10  machine.  Nevertheless,  these 
dealers  are  getting  prices  similar  to  those  being 
asked  for  the  best  make  of  machines.  When- 
ever we  get  a  request  for  these  type  of  motors 
or  tone  arms  from  some  new  company  we  al- 
ways turn  them  down,  and  we  also  turn  down 
requests  for  repairs  on  these  parts. 

"We  believe  that  an  association  of  jobbers 
should  be  formed  with  a  central  office,  and 
then  whenever  a  jobber  receives  a  request  for 
these  cheap  parts  from  any  manufacturer  the 
name  and  address  of  that  company  should  be 
turned  over  to  the  association  and  its  members 
warned  not  to  have  anything  to  do  with  them. 
The  sole  object  of  such  people  is  quick  money. 
We  know  of  instances  where  these  fellows  go 
from  town  to  town,  start  up  under  new  names, 
get  a  lot  of  goods  on  thirty  days  and  then  dis- 
appear, leaving  a  bunch  of  cheap  machines  in 
their  wake  and  a  bunch  of  sorrowful  purchasers 
as  owners. 

"The  time  is  ripe  now  for  manufacturers  and 
jobbers  to  get  together  and  form  an  associa- 
tion for  mutual  protection.  These  mushroom 
companies  show  themselves  time  and  time  again 
to  be  skips  and  bill  evaders,  and  if  record  were 
kept  of  them  it  would  not  only  protect  the  job- 
bers and  manufacturers,  but  would  prove  of 
great  benefit  to  the  small  company  that  is  just 
starting  up." 

Mr.  Fricke  made  the  announcement  this  week 
that  his  company  has  made  a  fortunate  pur- 
chase of  three  thousand  Stewart  phonographs. 
These  instruments  have  been  made  since  July 
1.  and  the  Stewart  Co.  asserts,  according  to  Mr. 
Fricke,  that  they  are  the  only  ones  that  will 
be  made  by  that  company  until  after  the  war. 
Pseudo  Soldier  Arrested 

According  to  an  item  which  recently  appeared 
in  the  Chicago  Examiner,  Robert  Nicholson, 
formerly  connected  with  the  Cleartone  Phono- 
graph Co.,  327  South  LaSalle  street,  was  turned 
over  to  the  Federal  authorities  charged  with 
posing  as  a  soldier.  Incidentally,  he  is  said  to 
have  admitted  the  theft  of  several  phonographs 
from  the  Cleartone  Co.  Nicholson  is  quoted 
as  leaving  his  position  a  few  days  previous  to 
his  arrest.    He  was  followed  by  detectives  when 


it  was  learned  he  had  sold  one  of  the  Cleartone 
instruments  that  he  appropriated.  The  detec- 
tives later  found  him  at  the  home  of  one  of 
the  waitresses,  Mrs.  Helen  Tracy,  where  he  was 
enjoying  a  selection  being  played  on  one  of 
the  missing  instruments.  Nicholson  had  told 
the  woman  that  he  was  a  veteran  of  both  the 
Philippine  and  Mexican  campaigns  and  proudly 
pointed  to  a  number  of  medals  he  was  wearing. 
Later  he  confessed  that  he  bought  these  medals 
for  ten  cents  each. 

J.  B.  Schiff  in  Service  of  United  States 
The  trade  of  Chicago  has  once  more  asserted 
its  patriotism  and  has  given  another  of  its  well- 
known  members  to  the  service  of  Uncle  Sam. 
The  latest  recruit  is  Jeffrey  B.  Schiff,  who  was 


Jeffrey  B.  Schiff 
called  to  the  colors  on  Tuesday,  October  29. 
About  four  months  ago  Mr.  Schiff  enlisted  in 
the  U.  S.  Naval  Forces  and  made  application 
for  entrance  to  the  Ensign  Naval  Training 
School  on  the  Municipal  Pier,  Chicago.  He  was 
formally  notified  on  Tuesday  to  present  him- 
self at  the  Great  Lakes  Naval  Training  Station 
and  begin  a  three  weeks'  term  of  detention. 
His  first  day  in  detention  brought  him,  as  he 
states,  under  terrific  bombardment.  The  first 
attack  was  from  a  hypodermic  needle,  as  usual, 
and  then  as  soon  as  he  got  out  of  the  surgepn's 
office  he  was  sent  to  the  Quartermaster's  De- 
partment. As  he  was  walking  along  he  was  hit 
with  a  mattress.  He  picked  the  mattress  up, 
as  per  instructions  he  received  from  the  donor, 
(Continued  on  page  79) 


We  Distribute  at  Wholesale  the  OkeHRecordS 


Hill-and-dale  cut.    Double  face, 
10-inch  size.    Retails  at  85c. 


We  Can  Fill  Your  Orders 

Monthly  Bulletin  Mailed 
Free  for  the  Asking 


>l^RECORD  I  I 


Write  Us  Now! 


A  Full  and  Splendid  Line  of  Pa- 
triotic Music,  Popular  Songs, 
Dance  Hits,  Musical  Comedy.Grand 
Opera,  Standard,  Sacred. 


GREAT  ARTISTS!! 


NOW  READY 


Magnola  Talking  Machine  Company 


General  Office* 

711  Milwaukee  Avenue,  Chicago 


OTTO  SCHULZ,  President 

CHICAGO 


Southern  Wholesale  Branch 

1530  Candler  Bldg.,  Atlanta,  Ga. 


78 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


VITANOLA  17,  $300.00 
Brown  Mahogany 


VITANOLA  16,  $200.00 
Mahogany  or  Oak 


VITANOLA  14,  $180.00 
Mahogany  or  Oak 


Announcement 
The  Vitanola  Company 

announces  the  complete  new 
line  of  Vitanolas  — a  new 
phase  in  the  development  of 
sound  -  reproducing  instru- 
ments. New  models,  with 
many  new  and  valuable  im- 
provements—and just  in  time 
for  the  holiday  season. 

The  exquisitely  designed 
cabinets,  the  enlarged  and 
voluminous  tone  chamber, 
the  improved  motor,  the  new 
tone  arm  and  sound  box  are 
all  incorporated  in  our  new 
models. 

Write  for  Prices  and  Terms 

Vitanola  Talking  Machine  Co. 

501-509  W.  35th  St.1  Chicago,  III. 


VITANOLA  12,  $160.00 
Mahogany  or  Oak 


VITANOLA  10,;$120.00 
Mahogany  or  Oak 


VITANOLA  8,  $90.00 
Mahogany  or  Oak 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


79 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  77) 


and  he  went  on  a  few  feet  further  and  was 
struck  by  a  pair  of  navy  brogans.  He  was  con- 
tinually bombarded  for  a  half  hour  with  vari- 
ous items  of  clothing  and  equipment  and  then 
assigned  to  his  bunk.  The  latest  reports  show 
that  he  is  getting  along  very  nicely  and  is 
tickled  to  death  with  his  new  undertaking. 

Mr.  Schiff  is  a  nephew  of  S.  S.  Schiff,  gen- 
eral manager  of  the  Vitanola  Co.,  and  M.  C. 
Schiff,  president  of  the  company.  Since  his 
first  connections  with  the  Vitanola  Co.,  shortly 
after  his  graduation  from  Notre  Dame  Univer- 
sity in  1915,  he  became  active  with  the  Vitanola 
interests  and  was  soon  appointed  secretary  of 
that  company.  His  work  was  of  the  highest 
caliber,  for  he  is  an  excellent  advertising  man, 
as  well  as  correspondent. 

Helping  the  Dealer 
"The  traveling  salesman  who  keeps  tab  on 
just  what  his  dealers  are  doing  is  the  fellow 
who  can  help  his  company  in  a  large  measure," 
said  F.  W.  Clement,  manager  of  the  Chicago 
branch  of  the  Emerson  Phonograph  Co.  "He  is 
continually  confronted  in  calling  on  his  dealers 
with  problems  as  to  why  records  are  selling 
or  why  they  are  standing  still,  and  it  is  up  to 
him  to  spread  the  good  news  in  one  case  and 
lend  a  helping  hand  in  the  other.  If  he  calls 
on  a  dealer,  and  that  dealer  is  making  a  phe- 
nomenal success  with  his  records,  it  is  an  easy 
matter  for  him  to  go  over  the  latter's  plans  and 
find  out  just  how  he  is  achieving  that  success. 
Then  when  he  comes  to  the  dealer  who  is  prac- 
tically standing  still  he  can  help  tremendously 
by  going  over  the  situation  and  suggesting  some 
of  the  plans  of  the  successful  dealer..  In  this 
manner  he  aids,  not  only  the~slow  dealer,  but 
his  company  and  himself. 

"For  example,  I  will  relate  a  case  that  may 
sound  out  of  the  ordinary  to  talking  machine 
dealers,"  he  continued.  "Nevertheless  it  can  be 
tried  out  very  successfully  in  a  small  town  and 
wonderful  results  can  be  obtained.  One  of  our 
men  reported  how  an  Emerson  dealer  in  a  small 
town  in  Indiana,  who  was  asleep  on  the  job, 
woke  up  one  day  and  began  to  sell  records. 
This  dealer  had  a  very  nice  jewelry  store  and 
he  carried  a  side  line  of  talking  machines  and 
Emerson  records.  No  one  ever  came  into  the 
place  except  an  occasional  man  wanting  a  watch 
or  a  clock  fixed,  but  they  never  bought  records. 
The  dealer  looked  out  of  his  door  one  day  and 
saw  business  going  on  in  the  other  stores 
around  him.  The  grocery  store  on  the  corner 
was  busy  and  out  on  the  front  sidewalk  they 
had  a  stand  displaying  their  wares.  The  same 
case  with  the  furniture  dealer.  His  wares  were 
also  on  the  sidewalk.  The  dealer  then  looked 
around  his  own  store  and  made  the  discovery 
that  his  talking  machines  and  records  were  in 
the  back  part  of  the  place,  almost  entirely  hid- 
den from  view.  A  happy  idea  struck  him.  He 
took  them  out  from  the  back  and  put  a  few 
machines  on  the  sidewalk,  with  a  record  rack 
as  well.  One  of  the  machines  was  started  to 
work  and  soon  there  were  several  people  around 
it  listening  to  the  music.  The  dealer  then  put 
the  customary  window  hangers  in  his  window, 
and  soon  the  whole  town  was  wise  to  the  fact 
that  they  could  buy  talking  machines  and  Emer- 
son records  in  that  store." 


Seven  Wilson  Styles  to  Select  From 

The  loss  of  A.  L.  Spring,  whose  sudden  death 
was  such  a  shock  to  the  local  trade,  has  been 
deeply  deplored  by  the  entire  staff  of  Thos.  E. 
Wilson  &  Co.  But  his  successor,  P.  S.  Ridg- 
way,  is  setting  out  with  a  firm  determination  to 
carry  on  worthily  the  work  so  well  begun  by 
Mr.  Spring.  The  Wilsonian  phonograph  line 
now  includes  seven  models,  and  the  company  is 
in  a  position  to  fill  all  orders  to  a  reasonable 
extent.  In  their  advertising  to  the  trade  they 
are  laying  stress  .on  the  fact  that  the  line  is 
"backed  by  one  of  the  world's  great  trade- 
marks," meaning  by  this,  of  course,  the  famous 
"W"  design  of  the  Wilson  house,  which  is  so 
familiar  throughout  the  Middle  and  Western 
sections  of  the  country. 

Fletcher  Reproducer  News 
The  Fletcher- Wickes  Co.,  6  East  Lake  street, 
find  their  principal  trouble  these  days  to  be 
how  to  frame  excuses  for  slow  delivery  to  cus- 
tomers who  wait  impatiently.  At  the  moment 
of  writing  we  are  informed  that  a  release  of 
some  more  steel  has  now  been  obtained  and 
that  many  orders  which  have  been  held  up  for 
want  of  material  can  now  be  filled  at  once. 
Without  discussing  the  special  acoustical  claims 
made  for  the  Fletcher  reproducer,  it  may  be 
said  candidly  that  the  reproduction  secured  by 
its  installation  on  various  machines  we  have 
had  the  opportunity  to  hear  is  decidedly  remark- 
able, especially  in  respect  of  bringing  out  low 
bass  tones,  in  clarifying  orchestral  detail  and 
in  making  piano  accompaniments  distinct  and 
clean  instead  of  muffled  and  half  inaudible. 
The  Fletcher  constitutes,  in  fact,  a  definite  ad- 
vance in  reproducer  construction. 

Woodard  With  Emerson 
C.  J.  Woodard,  one  of  the  best-known  whole- 
sale representatives  in  the  Chicago  trade,  is  now 
associated  with  the  Chicago  branch  of  the 
Emerson  Phonograph  Co.,  and  is  looking  after 
the  territory  comprised  by  Chicago  and  suburbs. 
Since  his  connection  with  the  Emerson  Co.  Mr. 
Woodard  has  opened  quite  a  number  of  new  ac- 
counts throughout  his  territory,  and  Manager 
F.  W.  Clement  is  more  than  pleased  with  the 
results  of  his  work.  His  most  recent  achieve- 
ment has  been  securing  the  well-known  piano 
firm  of  Julius  Bauer  &  Co.  as  an  Emerson  ac- 
count. This  firm  will  handle  the  new  75-cent 
Emerson  double-faced  records. 

Brunswick  Shown  at  Fair 
One  of  the  most  interesting  and  attractive 
booths  at  the  recent  County  Fair  held  at  Can- 


Kenny  Bros.  Co.'s  Exhibit 

ton,  Ohio,  was  that  of  the  Kenny  Brothers  Co., 
of  that  city.    The  booth,  as  will  be  seen  from 
{Continued  on  page  80) 


CaWnets-CaWncis-CaWncts 

For  dealers,  wholesalers  and  jobbers  or  those  who  desire 
to  sell  their  own  brand,  style  and  make  of  talking  machines. 
Let  us  figure  on  what  you  desire.  We  are  not  too  busy  to 
build  your  cabinets. 

Chas.  Passow  &  Sons 


2121  to  2141  ALLPORT  STREET 


CHICAGO,  ILL. 


"The  Blackstone 

(CONCERT  MODEL) 

"The  Talking  Machine  with 
a  Silvery  Voicev 


99 


Retail  Price,  $150.00 

Specifications 

Unusually  large,  massive 
and  handsome  Cabinet 
made  from  the  finest  select- 
ed foreign  and  domestic 
hardwoods;  size,  50  inches 
high,  23  inches  wide  and 
24  inches  deep;  finished  in 
a  genuine  piano  polish, 
mahogany  only.  Has  finest 
double  spring  motor;  uni- 
versal tone  arm;  playing 
perfectly  any  disc  record 
made.  Equipped  with  the 
latest  style  tone  amplifier 
and  modifier.  Special  res- 
onant sound  chamber 
scientifically  constructed  on 
acoustic  principles.  Un- 
usually large  record  filing 
space. 

Unusually  liberal  discounts 
to  dealers,  thereby  insuring 
unusually  good  profits. 

Write  us  for  full  particulars 
— also  about  our  exclusive 
agency  in  your  territory. 

Jobbers  Attention 

We  make  special  machines  under 
your  own  name,  on  contracts  of 
sufficient  size,  when  desired. 

GARVIN-BROWN  CO. 

2501-2503  N.  Western  Avenue,  CHICAGO,  ILL. 


80 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


We  Have  Purchased  from  the  Stewart  Manufacturing  Corporation 
3000  Stewart  Model  "C"  Phonographs 

All  these  machines  have  been  built  since  July  1,  1918,  and 
so  have  all  latest  improvements  including  brass  bearings  on 
motor,  ground  shafts,  cut  gears,  etc. 

The  retail  prices  are  $8.50  east  of  the  Rockies  ; 
$9.00  west  of  the  Rockies;  $9.50  in  Canada  and 
$10.00  in  Western  Canada.  (Write  for  Whole- 
sale Prices.) 

Packed  in  individual  cartons,  5  or  6  to  a  case 

When  present  stock  is  exhausted  no  more  of  these  machines 
will  be  available  till  after  the  war. 

We  can  supply  you  with  phonograph  hardware,  mica  diaphragms,  tone  arms  and  motors.  We  main- 
tain an  expert  repair  department  and  can  supply  parts  for  nearly  all  types  of  motors  and  tone  arms. 

LAKESIDE  SUPPLY  CO.,  Inc.,  202  South  ciark  St.,  CHICAGO,  ILL. 

PHONE,  HARRISON  3840 


FROM  OUR  CHICAGO  HEADQUARTERS  (Continued  from  page  79) 


the  illustration  on  page  79,  was  artistically 
decorated  and  contained  a  full  line  of  pianos, 
player  pianos  and  Brunswick  talking  machines 
handled  by  that  company. 

R.  W.  Kincaid,  manager  of  the  company,  is 
seen  in  the  right  hand  side  of  the  booth.  In 
commenting  upon  the  success  of  the  fair,  Mana- 
ger Kincaid,  stated  that  the  County  Fair  held 
in  Canton  each  year  is  one  of  the  very  biggest 
events,  and  as  a  general  rule  all  business  men 
take  advantage  of  the  opportunity  to  show  a 
line  of  their  wares.  "We  are  advertising  the 
Brunswick  line  extensively  in  the  newspapers 
and  have  had  some  wonderful  results  through 
this  medium,  but  I  found  that  by  taking  ad- 


"Orotund"  and  "Superior" 
Attachments,  Tone  Arms 
and  Jewel  Points 

for 

PERFECT  TONE 

Recommended  by  all  expert  dealers  and 
manufacturers. 

The  "Best"  because  they  will  play  all 
makes  of  records  perfectly,  with  the  least 
mechanical  and  surface  noise,  also  most 
safely. 

"Orotund"  and  "Superior"  attachments 
are  scientifically  made  and  perfect  in  ac- 
tion. The  only  attachments  which  will  give 
satisfaction  when  operated  according  to 
instructions. 

All  up-to-date  dealers  should  handle  at- 
tachments as  there  are  many  favorite  rec- 
ords in  the  world's  library  made  in  both 
hill  and  dale  and  lateral  cut  lines. 

Attachments  made  to  fit  all  standard 
makes  of  talking  machines. 

Write  for  prices  and  descriptive  circular. 

Combination  Attachment  Co. 

20  E.  Jackson  Boulevard 
Chicago,  111. 


vantage  of  a  booth  at  the  fair  wherein  we 
could  show  our  goods  directly  to  perhaps  more 
people  than  the  newspapers  reach,  we  obtained 
results  that  were  far  beyond  our  expectations. 

"The  Brunswick  made  quite  an  impression  on 
visitors  to  our  booth  because  of  the  fact  that 
thousands  of  visitors  were  enabled  to  have  an 
actual  demonstration.  Its  beauty  of  design  and 
fine  tonal  qualities  favorably  impressed  those 
who  heard  it,  and  as  a  result  we  made  numer- 
ous deals  while  the  exhibition  was  on.  Not 
only  were  we  successful  with  our  Brunswick 
demonstration,  but  our  piano  demonstration — 
and  we  handle  a  good  line  of  pianos,  the  Gul- 
bransen  and  Brinkerhoff — also  received  consid- 
erable attention." 

Western  News  Co.'s  Expanding  Business 
The  Western  News  Co.,  of  this  city,  report 
excellent  developments  in  their  wholesale  trade 
during  the  past  month.  Agencies  for  the  com- 
pany are  being  placed,  and  already  have  been  es- 
tablished in  the  States  of  Nebraska,  New  York, 
Ohio,  California,  Minnesota,  Illinois,  South  Da- 
kota, Indiana,  Connecticut,  Alabama,  North  Da- 
kota, Texas,  Oklahoma  and  Mississippi.  The 
company  is  offering  special  advantages  at  this 
time  to  responsible  corporations,  firms  and  in- 
dividuals who  desire  to  tie  up  to  a  large  pro- 
gressive and  completely  organized  institution, 
which  is  able  to  produce  and  actually  is  produc- 
ing a  phonographic  musical  instrument  of  the 
most  splendid  type,  containing  an  array  of  real 
talking  points  and  built  under  conditions  which 
absolutely  guarantee  the  finest  mechanical  and 
musical  results.  The  Tel-O-Tone,  which  is  the 
name  of  the  company's  phonograph,  is  being 
produced  now  in  adequate  quantities  and  in  five 
styles,  which  retail  from  $85  to  $200.  The  popu- 
larity of  the  line  is  becoming  thoroughly  estab- 
lished and  all  who  have  seen  and  heard  it  are 
loud  in  its  praises. 

When  the  Western  News  Co.  undertook  to 
go  into  the  phonograph  field  they  also  deter- 
mined to  go  into  their  new  undertaking  so  thor- 
oughly well  that  from  the  start  they,  should 
have  only  the  best,  without  comebacks.  They 
chose  to  make  a  high-class  article,  mechanical- 
ly and  acoustically  right,  beautiful  to  listen  to 
and  beautiful  to  look  at.  The  motto  of  the 
Tel-O-Tone,  "The  Soul  of  Music  Dwells  With- 
in," is  appropriate  in  every  sense.  The  com- 
pany's retail  warerooms  in  Chicago  are  in  the 
famous  Republic  Building. 
Why  Advertising  Literature  Should  Be  Used 
A  simple  method  of  advertising  that  pays  was 
brought  to  the  attention  of  the  Chicago  office 
of  The  World  recently.  The  story  is  as  follows : 
Up  on  the  North  Side  there  is  a  company  that 


operates  a  chain  of  drug  stores,  and  handles 
well-known  brands  of  talking  machines  and  rec- 
ords which  are  extensively  advertised.  Since 
taking  on  the  line  the  company  had  been  doing 
a  little  business,  but  not  in  sufficient  amount 
to  satisfy  the  manager.  After  investigation  the 
management  came  to  the  conclusion  that  it  was 
not  worth  their  while  to  go  into  the  talking  ma- 
chine business  as  a  side  line  and  were  on  the 
point  of  throwing  the  instruments  and  records 
out  entirely.  Then  they  made  the  discovery 
that  the  business  was  on  the  increase  in  one  of 
their  stores.  So  they  watched  this  store  for  a 
couple  of  weeks.  The  business  kept  on  in- 
creasing. 

Their  curiosity  was  aroused  and  they  made  a 
further  investigation.  Then  they  found  that 
one  of  the  boys  who  wrapped  up  the  packages 
and  made  deliveries  of  goods  was  making  use 
of  the  talking  machine  record  circulars  that  were 
under  the  counter. 

It  seems  that  both  the  talking  machine  com- 
pany and  the  record  company  had  sent  out  to 
all  of  the  stores  a  supply  of  small  leaflets,  ad- 
vertising the  instrument  and  records,  and  these 
were  supposed  to  be  sent  out  in  the  monthly 
mailing  list  or  else  kept  on  the  counter.  They 
had  been  placed,  however,  under  the  counter 
where  no  one  could  see  them,  and  in  this  par- 
ticular store  the  errand  boy  was  making  use  of 
them  to  wrap  up  packages.  As  a  result  every- 
one who  had  a  package  delivered  from  this  store 
received  a  couple  of  circulars,  and  this  in  turn 
resulted  in  calls  on  the  drug  store  for  both  rec- 
ords and  machines.     Of  course,  the  boy  was  un- 


Equip  Your  Phonographs  With 

Perfect  Automatic 

Brakes 

Samples                   /  J 

Also  made 

$1.00  Each  AJ 

with  long 

Cash  with  order  ^^^bJHHh 

brake  shoe 

State  make          BjJlr  ■-'^^L^-.g-. 

for  1  inch 

of  tone  arm  used     Wi>i  '  *  '  ^^L> 

offset 

Patented  Aug.  28.  '17 

Simple  construction  and  easily  attached. 

Made  in  four  styles  to  fit  any  make 

of  tone  arm. 

Write  for  attractive  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  Are.,  Chicago 

November  15,  1918 


THE   TALKING    MACHINE  WORLD 


81 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  80) 


conscious  of  what  he  was  accomplishing  by 
using  these  circulars  in  wrapping  packages,  but 
when  the  management  ascertained  the  results 
orders  were  given  that  the  same  plan  be  fol- 
lowed at  the  rest  of  their  stores. 

Xmas  Posters  Ready 

The  Victor  Department  of  Lyon  &  Healy  is 
receiving  an  unprecedented  demand  from  their 
dealers  throughout  the  country  for  their  new 
twenty-four  sheet  service  posters.  These  post- 
ers are  designed  to  remind  the  public  that  the 
Christmas  season  is  fast  approaching  and  that 
the  instruments  and  records  mentioned  thereon 
are  very  suitable  and  appropriate  as  Christmas 
gifts.  The  posters  are  printed  in  such  a  way 
that  a  space  is  left  whereon  the  dealer's  name 
and  address  can  be  printed. 

L.  C.  Wiswell,  manager  of  the  Victor  depart- 
ment for  Lyon  &  Healy,  stated  that  the  re- 
quests for  December  releases  of  Victor  records 


are  greater  than  he  anticipated  and  from  the 
way  he  looks  at  it  there  will  be  an  enormous 
demand  for  these  records.  Instead  of  the  regu- 
lar monthly  releases  the  Victor  Co.  have 
selected  with  care  sixty-nine  of  their  best  sell- 
ers during  the  past  twelve  months  and  the  press- 
ing plant  will  turn  out  these  numbers  only. 
Fire  Laddies  Happy 

Swift  &i  Co.,  one  of  the  world's  greatest  pack- 
ing companies,  have  just  purchased  a  Bruns- 
wick phonograph  from  the  retail  Brunswick 
store.  The  instrument  together  with  a  fine 
selection  of  Pathe  records  was  presented  to  Fire 
Engine  Co.,  No.  40.  This  engine  company  is 
stationed  in  the  center  of  the  stockyards. 
New  Brunswick  Agents 

It  has  just  been  announced  that  the  Wade 
Graphophone  Shop,  14  North  Michigan  avenue, 
have  taken  on  the  entire  line  of  Brunswick 
phonographs. 


The  department  store  of  L.  Klein,  at  Four- 
teenth and  Halstead,  one  of  the  biggest  de- 
partment stores  outside  of  the  loop  district,  has 
also  installed  a  complete  line  of  Brunswick  in- 
struments. This  deal  was  brought  about 
through  the  efforts  of  Alburn  Lippitt,  who  han- 
dles the  Chicago  territory  for  the  Brunswick  Co. 
New  Vitanola  Catalog 

It  has  just  been  announced  by  the  Vitanola 
Co.  that  their  new  catalog  is  off  the  press.  This 
new  catalog  is  highly  illustrated  and  unique  in 
many  ways.  Its  design  is  entirely  different  from 
anything  that  has  ever  been  offered  the  dealers 
before. 

Orders  Are  Steadily  Increasing 

S.  A.  Ribolla,  manager  of  the  Central  States 
Division  of  the  Otto  Heineman  Phonograph 
Supply  Co.,  reports  the  demand  for  motors  as 
very  active  with  orders  coming  in  in  increasing 
quantities  daily. 


Our  list  of  December  Rec- 
ords contains  20  numbers. 
These  with  the  addition 
of  the  15  numbers  in  the 
November  list  and  20  in  the 
October  list  make  a  total 
of  over  100  selections,  and 
offer  a  large  variety  of  the 
latest  musical  successes. 
For  list  of  December  Em- 
pire records  see  the  Record 
Bulletin  in  this  issue. 


Why  Is  The  Empire  So  Popular? 

Read  This  Letter  from  a  Dealer  : 

EMPIRE  TALKING  MACHINE  CO.,  October  21st,  1918. 

Chicago,  III. 

Gentlemen : 

Kindly  duplicate  my  last  order  for  October  records  and  send  them 
at  once,  also  send  me  as  soon  as  possible  the  machines  which  I  ordered 
from  your  representative  several  days  ago.  I  am  entirely  out  of  machines 
— had  a  big  run  on  them  lately  and  I  can  only  attribute  the  reason  for 
same  is  that  you  now  have  a  good  combination,  good  machines  and  good 
records,  and  we  hope  to  see  you  continue  improvements  on  the  records. 
Yours  very  truly, 

Name  furnished  ok  request. 


The  merchant  who  sells  Empire  Machines  is  selling  more  than 
just  an  ordinary  talking,  machine — he  is  selling  a  satisfaction 
which  becomes  an  ever-increasing  asset  to  his  business.  Empire 
machines  make  happy  homes  and  prosperous  merchants — you  can 
build  up  a  profitable  phonograph  department  by  handling  Empire 
machines.  You  can  get  the  exclusive  Empire  agency  in  your 
city  without  investing  a  large  amount  of  money. 

Made  in  12  models,  retailing  from  $32.50  to  $500.  Each  model 
is  constructed  with  the  utmost  care  and  the  Empire  tone  arm  will 
play  any  make  of  disc  record  perfectly. 


Write  for  our  new  catalog 
and  record  supplements. 

Our  agency  proposition 
will  also  be  sent  you  with 
these. 

Do  so  today — before  some 
other  dealer  in  your  local- 
ity beats  you  to  it. 


Fmpiretaikingmachineco. 

"■^  John  H.  Steinmetz,  President 

429  South  Wabash  Avenue,  Chicago,  111. 


82 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  81) 


R.  C.  WADE  CO.  INTRODUCES  THE  "TONOFONE"  NEEDLE 

Newly  Organized  Company  With  Ample  Capital  and  a  Strong  Business  Organization  Formed  for 
the  Purpose  of  Manufacturing  This  New  Needle,  Which  Is  the  Invention  of  R.  C.  Wade 


Chicago,  III.,  November  4. — The  R.  C.  Wade 
Co.,  incorporated  under  the  laws  of  Illinois, 
makes  its  formal  bow  to  the  talking  machine  in- 
dustry this  month  and  announces  that  it  has 
finally  perfected  its  new  needle,  to  be  known 
as  the  "Tonofone,"  and  that  it  is  now  ready  for 
the  market.  It  is  the  invention  of  R.  C.  Wade. 
It  is  worthy  of  mention  that  this  Tonofone 
needle  is  not  just  an  accident,  but  a  product  of 
long,  intelligent  study  and  the  result  of  tireless, 
patient  experimenting. 

Mr.  Wade  is  an  electrician,  a  clever  ma- 
chinist, a  mechanical  genius,  and  withal  a  great 
lover  of  music.  As  long  as  four  years  ago  he 
became  interested  in  the  possibilities  of  the 
phonograph  needle  as  a  medium  of  sound  repro- 
duction. He  conceived  the  idea  of  a  needle 
"that  would  be  semi-permanent,  that  would 
bring  out  tonal  qualities  impossible  by  means 
of  the  ordinary  steel  needle  and,  at  the  same 
time,  eliminate  those  extraneous  sounds  that  so 
greatly  mar  phonograph  reproduction."  The 
longer  he  worked  the  more  enthusiastic  he  be- 
came and  the  perfected  Tonofone  needle  is  the 
result. 

This  needle  is  made  of  a  combination  of  mu- 
sical metals,  specially  treated  for  the  purpose. 
The  shank  metal  is  adapted,  both  musically  and 
mechanically,  to  receive  and  carry  the  needle 
point  proper,  which,  by  process  of  the  Wade 
construction,  is  so  securely  embedded  in  and  fas- 
tened to  the  shank  as  to  make  the  entire  needle 
practically  one  piece.  The  needle  point  is  both 
ductile  and  resilient  and  is  burnished  smooth 
and  so.  shaped  that  it  follows  the  groove  of  the 
record,  picking  up  and  transmitting,  separately 
and  distinctly,  the  most  minute  undulations  or 
sound  waves — without  scraping  or  scratching  on 
the  bottom  of  the  groove.  In  a  word,  Mr.  Wade 
contends  that  the  Tonofone  needle  is  mechan- 
ically and  musically  correct. 

Mr.  Wade's  first  needles  were  necessarily 
crude  and,  while  satisfactory  in  a  measure,  be- 
ing made  by  hand,  the  process  was  slow  and  the 
cost  prohibitive.  This,  again,  brought  Mr. 
Wade's  inventive  genius  into  play  and  he  in- 
vented and  has  developed  an  automatic  machine, 
on  which  patents  are  pending,  which  turns  out 
the  perfected  and  completed  needles  at  a  rate 
that  permits  of  their  being  sold  in  competi- 


tion with  the  other  and  ordinary  needles  now 
on  the  market. 

The  company,  as  will  be  noted  by  its  advertis- 
ing, has  sufficient  confidence  in  the  merits  of 
the  needle  to  give  an  unqualified  "money-back- 
guarantee."  It  claims  that  the  needle  will 
play  all  records,  both  vertical  cut  and  lateral 
cut,  and  says  "fix  the  needle  securely  in  the 
sound  box  and  without  readjustment  play  record 
after  record."  But  for  best  results  it  advo- 
cates playing  not  more  than  about  fifty  records 
with  each  needle — which,  however,  is  by  no 
means  the  needle's  limitations. 

Meanwhile,  the  proposition  grew  beyond  Mr. 
Wade's  financial  means  and,  after  enlisting  the 
interest  of  two  or  three  immediate  friends,  a 
corporation  was  formed  to  provide  the  neces- 
sary additional  capital  and  to  carry  on  the  busi- 
ness. Mr.  Wade  was  honored  with  the  presi- 
dency, W.  W.  Gorham  was  made  vice-president 
and  Dorchester  Mapes  secretary  and  treasurer. 
The  original  incorporation  was  for  $2,500,  which 
has  now  been  increased  to  $50,000,  with  some- 
thing over  $30,000  paid  in  in  cash,  machinery, 
general  equipment  and  patents.  The  issued 
stock  is  all  in  the  hands  of  the  original  in- 
vestors and  the  balance  is  held  in  the  treasury. 
The  company  is  offering  no  stock  to  the  public. 

Mr.  Gorham,  the  vice-president,  has  had  a 
wide  practical  experience  in  general  merchandis- 
ing and  will  devote  such  of  his  time  as  is  re- 
quired to  the  sales  development  of  the  business. 
Mr.  Mapes,  secretary  and  treasurer,  has  been 
connected  with  "big  business"  in  Chicago  for  a 
long  time.  He  was  first  and  for  many  years  in 
the  employ  of  Franklin  MacVeagh  &  Co.,  whole- 
sale grocers,  entering  their  service  as  office  boy 
and  graduating  as  head  credit  man  and  general 
office  manager.  He  subsequently  served  in  the 
latter  capacity  with  the  Simmons  Co.,  the 
world's  largest  manufacturers  of  metal  beds. 
Mr.  Mapes  is  now  president  of  the  Platinum 
Mining  &  Milling  Co.,  which  operates  the  Ram- 
bler Mine  in  Wyoming,  this  mine  having  the 
unique  distinction  of  being  the  only  lode-vein, 
platinum-producing  mine.  He  was  one  of  the 
charter  members  of  the  Chicago  Credit  Men's 
Association  and  served  on  their  board  of  di- 
rectors for  several  terms.  His  affairs  are  now 
in  such  shape  that  he  can  and  will  give  his  first 


Our  Repair  Department 

WE  ARE  EQUIPPED  TO  DO  REPAIR  WORK  OF  ALL  KINDS 

Our  experts  are  men  of  20  years'  experience  in  the  assembling 
and  repairing  of  all  the  mechanical  parts  of  a  talking  machine 
and  are  capable  of  repairing  and  adjusting  any  kind  of  a 
motor,  sound  box  or  any  other  part  of  any  make  of  machine. 

All  work  guaranteed  to  be  satisfactory  in  every  respect. 

Efficiency  and  quick  service  at  all  times,  with  reasonable  prices. 

Send  us  your  repair  jobs  and  they  will  receive  prompt  attention 


SUCCESSORS' 
Standard  Talking  Machine  Co. 
United  Talking  Mochinu  Co. 
Harmony  Talking  Machine  Co. 
O'NtillJamoe  Co. 
Arstino  Co. 


 no  Machines,  Disc  Records, 

Talking  Machine  Supplies,  Etc 

227  W.  Lake  Street,  CHICAGO,  ILL. 


TRADE  MARK 

CONSOLA" 


attention  to  looking  after  the  executive  office 
of  the  R.  C.  Wade  Co.,  Inc. 

An  extensive  publicity  and  selling  campaign 
has  been  inaugurated.  In  general  the  company 
purposes  following  established  customs  of  the 
phonograph  and  music  trade — it  intends  to 
work,  first,  through  the  jobber  and  distributor, 
but,  until  the  entire  field  has  been  thoroughly 
covered  through  this  medium,  it  proposes  mak- 
ing sales  direct  to  and  opening  accounts  with 
the  retail  dealers,  as  a  means  of  paving  the  way 
for  the  jobber. 

In  a  recent  letter  to  The  World's  Chicago 
office  the  Wade  Co.  states:  "In  general  we  pro- 
pose conducting  our  business  along  lines  that 
are  strictly  in  keeping  with  good  business  ethics. 
We  are  convinced  of  the  superior  merit  of  our 
own  product  and,  without  disparaging  or  con- 
demning any  other,  we  shall  try  arid  try  hard,  by 
all  fair  means,  to  convince  the  public  that  Tono- 
fone needles  are  all  we  claim  for  them." 

The  R.  C.  Wade  Co.  maintains  a  general  of- 
fice at  29  South  La  Salle  street,  and  its  factory 
is  located  at  538  South  Dearborn  street,  Chicago. 


WORLD  PHONOGRAPH  CO.'S  PLANT 


New  Establishment  in  Chicago  Well  Equipped — 
Chas.  Brown  Is  Superintendent 


Chicago,  III.,  November  10. — The  plant  of  the 
World  Phonograph  Co.,  of  this  city,  is  unique 

in  being  one  of 
the  few  plants 
which  to  all  in- 
tents  and  pur- 
poses  manufac- 
tures the  com- 
plete machine  un- 
d  e  r  one  roof. 
The  factory  is  a 
large  five-story 
affair  with  base- 
ment, occupying 
the  space  of  SO  by 
125  feet,  and  laid 
out  in  such  a  way 
World  Co.'s  Factory  that    each  ma- 

chine during  manufacture  is  moved  but  a  few 
feet  at  a  time  instead  of  being  started  on  one 
floor  and  taken  to  an  upper  floor  and  then  back 


World  Phono.  Co.'s  Cabinet  Shop 

to  a  middle  floor  before  it  is  assembled.  It  is 
a  daylight  plant  equipped  with  the  most  modern 
machinery. 

The  World  Co.  is  very  fortunate  in  securing 


World  Phono.  Co.'s  Cabinet  Room 

the  services  of  Chas.  Brown  as  factory  super- 
intendent. Mr.  Brown  is  a  man  of  long  expe- 
rience, having  devoted  practically  all  his  indus- 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


83 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  82) 


trial  life  to  the  manufacture  of  talking  ma- 
chines. Under  his  supervision  the  plant  is  rap- 
idly being  brought  up  to  the  highest  efficiency. 


World  Phono.  Co.'s  Woodworking  Shop 

It  is  centrally  located  within  ten  minutes'  walk 
of  the  loop,  and  is  in  the  immediate  vicinity  of 
Chicago's  greatest  freight  yard  center. 
The  supervision  of  sales  and  general  conduct 


of  the  business  is  being  looked  after  by  Ernest 
G.  Cook,  who  is  secretary  and  general  man- 
ager of  the  company.  Mr.  Cook  is  a  man  of 
long  selling  experience,  the  result  of  which  is 
shown  by  the  number  of  big  houses  he  has 
landed  as  distributors  for  World  phonographs 
in  the  comparatively  short  time  he  has  been  at 
the  helm. 

Since  he  has  been  associated  with  the  concern 
he  has  sacrificed  the  quantity  and  not  the  qual- 
ity of  his  models.  For  this  reason  he  has  con- 
fined his  output  to  two  models.  These  can  be 
had  in  oak  or,  mahogany.  Mr.  Cook  believes 
that  by  concentrating  the  company's  energies  in 
this  way  he  can  reduce  the  cost  of  manufacture 
to  a  great  extent. 

The  World  Phonograph  Co.  have  recently  es- 
tablished two  new  branches,  one  at  202  Guardian 
Building,  Denver,  Colo.  This  branch  will  at- 
tend to  the  wants  of  the  Western  part  of  the 
country.  The  other  branch  was  established  at 
4400  Euclid  avenue,  Cleveland,  O.,  to  take  care 
of  business  in  that  section. 


A.  L.  SPRING  DIES  SUDDENLY 

Prominent  Chicago  Piano  and  Talking  Machine 
Man  Passes  Away  After  Attack  of  Double 
Pneumonia — Had  Long  Career  in  the  Trade 

Chicago,  III.,  November  4.— Arthur  L.  Spring, 
one  of  the  best-known  piano  and  talking  ma- 
chine men  in  the  country,  died  at  his  home  in 
Chicago  on  Thursday,  October  17,  of  double 
pneumonia.  Mr.  Spring  was  one  of  the  men 
in  the  trade  whom  everybody  thought  well  of. 
He  was  said,  by  those  who  knew  him,  to  be  a 
friend  of  a  kind  that  is  few  and  far  between. 
Every  place  he  went,  and  he  traveled  the  coun- 
try for  a  good  many  years,  he  was  always  wel- 
comed with  a  hearty  handshake,  as  his  lovable 
disposition  was  unforgettable. 

He  received  his  early  training  as  a  piano  man 
with  the  firm  of  M.  Steinert  &  Sons  Co.,  of  Bos- 
ton, seventeen  years  ago.  After  several  years 
with  this  firm  he  resigned  and  became  asso- 
ciated with  Denton,  Cottier  &  Daniels,  of  Buf- 
falo, with  whom  he  remained  for  a  period  of 
four  years.  Upon  severing  his  connections 
with  this  firm  he  went  to  St.  Louis  as  sales  man- 
ager of  the  Aeolian  Co.'s  branch  in  that  city. 
He  served  in  this  capacity  for  about  six  years 
and  then  went  over  to  the  old  Detroit  branch 
of  the  P.  A.  Starck  Co.,  where  he  remained  for 
two  years.  He  then  returned  to  the  Aeolian 
Co.,  and  was  connected  with  their  wholesale  Vo- 
calion  department  up  until  about  ten  weeks  ago, 
when  he  assumed  both  the  wholesale  and  retail 
managerships  of  Thos.  E.  Wilson  &  Co.,  talk- 
ing machine  division.  Two  weeks  ago  he  made 
a  trip  to  St.  Louis  in  the  interests  of  this  com- 
pany. While  in  St.  Louis  he  contracted  the 
influenza,  which  caused  him  to  return  to  his 
home. 

He  is  survived  by  a  widow  and  three  children, 
one  of  whom  is  but  three  months  old.  His 
body  was  shipped  to  Buffalo,  N.  Y.,  where  his 
wife's  parents  reside. 

Be  it  said  to  the  credit  of  his  last  employers, 
Thos.  E.  Wilson  &  Co.,  that  everything  pos- 
sible was  done  by  them  to  assist  Mr.  Spring  and 
his  family  in  his  last  hours. 

VOCALION  AGENCY  FOR  PEARSON  CO. 

Prominent  Indianapolis  Piano  House  to  Repre- 
sent the  Aeolian  Co.'s  Vocalion  Products,  as 
Well  as  the  Pianola  in  That  City 

An  important  announcement  has  been  made 
by  the  Aeolian  Co.  to  the  effect  that  the  agency 
for  the  Aeolian  Co.  line  of  Vocalions  and  Vo- 
calion records  in  Indianapolis,  together  with  the 
Pianola  and  piano  lines,  has  been  placed  with 
the  Pearson  Piano  Co.,  the  old-established  and 
prominent  piano  house  of  that  city. 

The  arrangement  comes  at  a  most  opportune 
time,  inasmuch  as  the  lease  on  the  building  oc- 
cupied by  the  Aeolian  Co.  branch  in  Indian- 
apolis will  expire  shortly,  and  in  placing  the 
agency  with  the  Pearson  Co.  the  Aeolian  Co. 
will  be  enabled  to  close  that  branch,  with  the 
feeling  that  they  will  have  most  adequate  repre- 
sentation throughout  the  territory.  The  Pear- 
son Piano  Co.,  in  addition  to  its  store  in  In- 
dianapolis, also  operates  a  half  dozen  success- 
ful branches  in  various  parts  of  the  State. 

The  Pearson  Co.,  fully  alive  to  the  prestige 
that  goes  with  the  agency  for  the  Aeolian  Co. 
product,  have  arranged  to  devote  their  excel- 
lent facilities  to  the  fullest  degree  in  the  ex- 
ploitation of  the  Aeolian-Vocalion  and  Vocalion 
records.  A  special  department  will  be  devoted 
to  Vocalions,  for  which  there  is  a  big  field  in 
Indianapolis  and  vicinity. 

The  Pearson  Co.  have  arranged  to  take  over 
the  stock  at  present  on  hand  at  the  Aeolian  Co. 
branch,  and  the  work  of  transferring  the  stock 
is  already  in  progress. 

The  charter  of  the  Quincy  Phonograph  &  Art 
Co.,  411  Hampshire  street,  Quincy,  111.,  has  been 
dissolved.  The  business  was  taken  over  last 
March  by  A.  F.  Odell. 


Dealers,  Jewelers,  Phonograph  Merchants 

GUARANTEE  your  profits  with  satisfactory  sales  and 
gain  the  everlasting  gratitude  of  your  customers  by  ac- 
quainting them  with  the 

BLOOD  PHONOGRAPH  PRODUCTS 

That  it  is  a  BLOOD  invention,  manufactured  under  the  personal  supervision  of  Mr.  Blood,  ABSOLUTELY 
GUARANTEES  the  trade  that  it  is  of  the  best  in  the  world. 

Blood's  Concert  Reproducer 

created  an  immense  sensation  during  the  War  Show  in 
Chicago  when  it  was  estimated  that  over  250,000  people 
heard  it.  The  result — 75%  of  the  first  output  was  sold  at 
retail  from  our  own  shop,  with  less  than  2%  returns. 
Every  day  brings  happy  expressions  from  purchasers. 

MANY  DEALERS  in  Chicago,  some  of  the  largest  in 
the  Trade,  have  proved  that  the  BLOOD  REPRODUCER 
is  a  "dead-sure"  seller — in  fact,  sells  itself  upon  hearing. 
When  they  feel  that  a  talking  machine  customer  is  getting 
away,  they  slip  on  a  BLOOD  REPRODUCER  and 
"clinch"  the  sale. 

AS  AN  ACCESSORY,  you  will  not  alone  "drive  home" 
satisfaction  on  your  own  past  phonograph  sales,  but  also 
profit  on  the  past  sales  of  your  competitor. 

The  BLOOD  REPRODUCER  does  not  "resurrect  cre- 
ation" but  simply  reproduces  NATURAL  AS  LIFE, 
which  makes  it  a  ready  seller  at  $6.00  (Mica)  and  $7.00 
(Mica,  Gold)  when  fitted  with  the  proper  flanges  for  the 
machine  you  wish  to  equip. 

WATCH  THIS  SPACE 

for  other  remarkable  BLOOD  Phonograph  Accessories 
which  will  be  announced  from  time  to  time. 

Order  Your  Blood  Reproducer  NOW 

Usual  Discounts.    Samples  and  Shipments  sent  C.  O.  D.  to  all 

Phonograph  Repair  Shop  59  ^cv"llsl 


84 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


Knights  o9  the  Road 

Your  catalogs  are  your  traveling  salesmen. 
They  go  into  every  home  in  your  territory. 
Get  a  supply  of  the  New  Catalogs  and  put 
them  to  work  for  you. 


MRS.  E.  J.  BREWSTER  IN  CHARGE 

Appointed  Manager  of  Sonora  Phonograph  Sales 
Co.'s  Fifth  Avenue  Salon 


Mrs.  Edmond  J.  Brewster,  who  has  been  as- 
sistant manager  of  the  Sonora  Phonograph 
Sales  Co.'s  Salons  at  Fifth  avenue  and  Fifty- 
third  street  for  the  past  two  years,  has  been 
placed  in  charge  of  these  handsome  demonstra- 
tion rooms. 

Chas.  S.  Ellis,  formerly  manager  of  this  es- 
tablishment, has  been  called  to  fill  the  vacancy 
occasioned  by  the  death  of  H.  W.  Bender,  for- 
merly manager  of  the  Sonora  retail  warerooms 
at  279  Broadway. 

Mrs.  Brewster  has  been  in  charge  at  the  Fifth 
Avenue  Sonora  Salons  since  October  1,  and 
during  the  month  of  October  her  sales  totals 
for  the  month  were  double  the  figures  for  last 
October.  November  has  started  in  equally  as 
well,  and,  judging  from  all  indications,  will  show 
a  substantial  increase  over  last  ,year.  Mrs. 
Brewster  is  ideally  qualified  for  her  present  post, 
and  has  achieved  remarkable  success  in  intro- 
ducing the  Sonora  phonograph  to  the  high-class 
Fifth  avenue  clientele. 


WILL  BUY  TALKING  MACHINES 

War  workers  are  flocking  to  Niagara  Falls, 
N.  Y.,  where  homes  to  accommodate  them  will 
be  built  by  the  Government  at  a  total  cost  of 
$1,650,000.  This  enterprise  spells  the  extension 
of  the  trade  of  the  talking  machine  dealers  of 
that  city. 


Ideal  for  Holiday  Sales 

In  that  period  of  uncertainty  as  to  what 
to  give,  show  your  customers  the 

CORTINA 
Phone-Method 

Sell  them  the  records,  the  talking  machine  and 
the  text  books.  The  Cortina  Military  French- 
English  course  is  especially  adapted  for  those 
going  'over  there." 


Send  for  full  information, 
ter  and  window  displays. 


Advertising  mat- 


The  Cortina  Academy 

12  East  46th  Street    ::     New  York 


Columbia  Graphophone  Co. 

NEW  YORK 


NEW  BOOK  BY  WM.  MAXWELL 


Vice-President  of  Thos.  A.  Edison,  Inc.,  Com- 
pletes Interesting  Work  on  Salesmanship 


William  Maxwell,  vice-president  of  Thomas 
A.  Edison,  Inc.,  has  completed  a  new  book  on 
salesmanship  which  is  to  be  published  by  the 


William  Maxwell 

J.  B.  Lippincott  Co.,  of  Philadelphia,  next  Jan- 
uary. The  volume  is  entitled  "The  Training  of 
a  Salesman." 

Mr.  Maxwell's  previously  published  volumes 
and  his  articles  in  Collier's  Weekly  and  other 
magazines  during  the  past  two  years  have 
earned  him  a  national  reputation  as  a  writer  on 
the  art  of  salesmanship.  His  business  career 
justifies  the  authoritative  tone  of  his  writing, 
for  he  has  conceived  and  executed  some  of  the 
biggest  and  most  successful  manufacturers'  sell- 
ing campaigns  that  have  ever  been  conducted 
in  the  United  States. 


COLUMBIA  OFFICIALS  ON  SICK  LIST 

The  influenza  epidemic,  and  its  twin  brother, 
the  plain  but  severe  cold,  served  for  a  time  to 
deplete  seriously  the  Staff  of  the  executive  of- 
fices of  the  Columbia  Graphophone  Co.  H.  L. 
Willson,  general  manager  of  the  company,  was 
confined  to  his  home  with  a  severe  cold  just 
when  he  was  in  the  middle  of  his  work  of  pre- 
paring his  report  on  the  priorities  question  as 
chairman  of  the  War  Service  Committee  of  the 
Talking  Machine  Industry.  Edward  N..  Burns, 
vice-president  of  the  company,  was  also  on  the 
sick  list,  as  was  also  Edmund  F.  Sause,  export 
manager,  who  for  a  time  was  very  seriously  ill. 


"There's  no  time  like  the  present,"  said  the 
opportunist  sagely. 

"There's  no  time  but  {he  present,"  said  the, 
other  chap  more  sagely. 


DORIAN  COMBATS  WAR  REVENUE  BILL 

Chief  Auditor  of  Columbia  Graphophone  Co. 
Spends  Ten  Days  in  Washington  and  Receives 
Promises  of  Favorable  Consideration  of  Argu- 
ments Before  Bill  Is  Reported  to  Senate 


Marion  Dorian,  chief  auditor  of  the  Colum- 
bia Graphophone  Co.,  returned  recently  from  a 
ten-day  stay  in  Washington  in  connection  v*ithi 
the  new  War  Revenue  bill.  Mr.  Dorian  ap- 
peared before  the  Senate  Finance  Committee, 
which  now  has  the  bill  under  consideration,  and 
interviewed  the  different  members  of  the  com- 
mittee as  well  as  other  members  of  the  Sen- 
ate, in  the  interests  of  the  talking  machine  in- 
dustry. Mr.  Dorian  stated  that  his  arguments 
for  a  more  favorable  consideration  of  the  talk- 
ing machine  interests  were  well  received,  and 
that  the  members  of  the  committee  promised 
to  give  them  careful  attention.  The  chairman) 
of  the  Senate  Finance  Committee  promised  that 
the  rate  of  tax  on  talking  machines  was  to  be 
taken  up  for  reconsideration  before  the  bill 
was  finally  reported  to  the  Senate. 

Mr.  Dorian  stated  that  there  was  consider- 
able ambiguity  about  the  action  of  the  bill  with 
respect  to  the  floor  tax,  and  said  that  sugges- 
tions had  been  made  with  a  view  to  removing 
this  ambiguity  and  at  the  same  time  reducing 
the  floor  tax  to  the  lowest  possible  minimum. 

Mr.  Dorian  went  to  Washington  on  October 
19,  and  did  not  return  to  his  desk  until  October 
29.  He  was  busy  every  moment  while  at  the-' 
National  Capital,  and  in  addition  to  his  work  hi 
connection  with  the  War  Revenue  bill  also  lent 
assistance  to  the  War  Service  Committee  of 
the  Talking  Machine  Industry,  with  a  view  to 
obtaining  priority  orders  from  the  War  Indus- 
tries Board. 


HURT  AMERICAN  MERCHANTS 


German  Agents  Take  Advantage  of  Trade-Mark 
Discrepancies 


Washington,  D.  C,  November  9. — -German 
agents  seeking  to  obstruct  the  expansion  of 
American  trade  have  taken  advantage  of  the 
wide  differences  between  trade-mark  laws  of 
North  and  South  America  and  thereby  have 
forced  American  merchants  to  pay  ruinous 
prices  for  recognition  of  their  wares  in  Latin- 
American  countries. 

This  charge  is  made  in  a  statement  issued  to- 
day by  the  International  High  Commission  an- 
nouncing that  progress  is  being  made  in  rati- 
fication by  American  nations  of  the  convention 
establishing  two  trade-mark  registration  bu- 
reaus, one  for  North  and  Central  America  and 
the  West  Indian  republics  and  the  other  for 
South  America. 


Instead  of  waiting  until  just  before  Christmas 
customers  of  Charles  J.  Hereth,  the  East  Gene- 
see street,  Buffalo,  dealer,  have  already  begun 
to  buy  New  Edisons  fron}  him.  These  are  in- 
tended^ a§  holiday  gifts. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


85 


ESTABLISH  MANY  AGENCIES 

Burton  Collver  Doing  Good  Work  for  the  Che- 
ney in  New  York  and  New  Jersey  Territories 
Which  He  Controls— Trade  Outlook  Good 


During  the  past  few  weeks  Burton  Collver, 
wholesale  representative  for  the  Cheney  phono- 
graph for  New  York  and  northern  New  Jersey, 
has  established  several  important  agency  con- 


vantage  of  Mr.  Collver's  invitation  to  call  at 
the  studios. 

Burton  Collver  is  well  known  to  the  piano 
and  general  music  trade  throughout  the  country, 
as  he  was  associated  with  the  piano  industry  for 
many  years  before  becoming  wholesale  repre- 
sentative for  the  Cheney  phonograph.  During 
recent  years  he  occupied  important  positions 
with  the  American  Piano  Co.,  M.  Welte  &  Sons 
and  Grinnell  Bros.,  and  he  has  won  the  esteem 
and  friendship  of  the  dealers  throughout  the 
country.  He  is  most  enthusiastic  regarding 
the  future  of  the  Cheney  phonograph,  and  is 
now  making  plans  whereby  Cheney  dealers  in 
this  territory  will  receive  efficient  service  and 
co-operation  during  the  coming  year. 


WHAT  TALKER  INDUSTRY  IS  DOING 

Excellent  Points  Made  in  Interesting  Interview 
With  H.  L.  Willson 


EDISON  SALES  ADVISORY  BOARD 

Ten  Executives  of  Thos.  A.  Edison,  Inc.,  Com- 
pose Board  Which  Will  Help  Edison  Dealers 
Solve  Various  Problems  in  Their  Business 


Burton  M.  Collver 

nections  for  this  high-grade  instrument.  These 
agencies  have  inaugurated  extensive  campaigns 
in  behalf  of  the  Cheney  phonograph,  and  judg- 
ing from  the  enthusiasm  of  these  representatives 
this  line  is  meeting  with  signal  success  in  this 
territory. 

Mr.  Collver  has  opened  Cheney  studios  at  4 
West  Fortieth  street,  New  York,  where  dealers 
are  invited  to  call  and  thoroughly  investigate  the 
distinctive  qualities  of  the  Cheney.  These 
studios  are  located  in  the  heart  of  the  Fifth  ave- 
nue shopping  district,  and  during  the  past 
month  many  out-of-town  dealers  have  taken  ad- 


Thomas  A.  Edison,  Inc.,  has  just  organized  a 
Sales  Advisory  Board,  which  will  be  at  the  serv- 
ice of  Edison  dealers  throughout  the  country, 
and  which  will  give  advice  and  suggestions  re- 
garding selling  problems,  window  displays,  ad- 
vertising methods  and  other  matters  of  impor- 
tance to  retailers.  The  personnel  of  the  board 
is  as  follows: 

William  Maxwell,  consulting  director  of  sales 
promotion;  T.  J.  Leonard,  director  of  sales 
forces;  L.  C.  McChesney,  advertising  (general); 
A.  P.  Burns,  general  and  technical  questions 
and  promoting  sales;  V.  E.  B.  Fuller,  public 
demonstrations — recitals,  curtain  tests;  A.  J. 
Palmer,  advertising  copy  and  sales  letters;  Har- 
rison Durant,  finances,  instalment  sales,  etc.; 
Laura  Scribner,  window  displays  and  interior 
decorations;  E.  Trautwein,  mechanical  prob- 
lems; C.  B.  Hayes,  musical  matters;  R.  K.  Cum- 
mings,  secretary  of  the  board. 

Each  member  of  the  board  is  an  expert  in 
some  one  special  line,  and  the  services  of  a  board 
of  this  kind  will  prove  very  valuable  to  Edison 
dealers  everywhere. 


There  has  been  prepared  and  has  appeared  in 
various  daily  papers  a  most  interesting  inter- 
view with  H.  L.  Willson,  chairman  of  the  War 
Service  Committee  of  the  Talking  Machine  In- 
dustry, regarding  the  work  the  industry  is  do- 
ing and  the  sacrifices  it  is  making  toward  the 
winning  of  the  war.  The  interview  sets  forth 
the  fact  that  the  Government  has  ordered  a  60 
per  cent,  curtailment  in  the  output  of  talking 
machines,  which  will  result  in  lost  business 
amounting  to  about  $25,000,000  per  year.  In 
the  interview  Mr.  Willson  emphasizes  particu- 
larly the  great  service  that  talking  machines  and 
records  are  rendering  and  have  been  rendering 
for  the  period  of  the  war,  in  providing  music 
for  the  entertainment  and  solace  of  the  Ameri- 
can fighting  man  at  home  cantonments,  on  ships 
and  on  the  fighting  fronts  and  in  the  hospitals  in 
Europe,  to  say  nothing  about  maintaining  the 
morale  of  the  war  workers  and  others  interested 
at  home.  !  -m\ 


SECURE  THE  EDISON  AGENCY 

The  Kesselman-O'Driscoll  Co.,  well-known 
talking  machine  dealers  of  Milwaukee,  Wis.,  has 
secured  the  agency  for  the  Edison  Diamond 
Disc  phonographs,  in  addition  to  the  Victor  line, 
which  they  have  handled  for  some  time  past. 
The  company  has  a  fine  shop  at  258  West  Water 
street,  Milwaukee. 


REPORT  ACTIVITY  IN  NEW  YORK 

The  New  York  headquarters  of  the  Bruns- 
wick-Balke-Collender  Co.  report  brisk  activity. 
Chester  Abelowitz,  now  on  a  New  England  trip, 
is  sending  in  very .  favorable  reports  from  that 
section  of  the  country.  P.  L.  Deutsch,  of  the 
Chicago  headquarters,  paid  a  flying  visit  to  the 
New  York  office  last  week. 


LONG  CABINETS 


No.  83 

In  all  finishes.  Specially  adapted  for 
use  with  Columbia  50,  Model  "D." 
Front  posts  made  to  follow  lines  of 
posts  on  Columbia  75,  Model  "F." 


FIRST  and  FOREMOST 

In  the  cabinet  field. 

Why?    Because  we've  specialized  in 

CONSTRUCTION 
FINISH  and 
ADAPTABILITY 

Our  supremacy  in  these  essentials 
warrants  your  handling  the  perfect 
line. 

That's  why  you  should  anticipate  your 
wants  NOW. 


£No.  79 

In  all  finishes.    Shown  with  top 

moulding  and  shelves. 
Specially   adapted    for  use  with 
Victrola  IX-A. 


Prompt  deliveries  on  all  orders.    Write  for  Illustrated  Catalogue  of  complete  line 

THE  GEO.  A.  LONG  CABINET  COMPANY 

HANOVER,  PA. 


86  THE    TALKING    MACHINE  WORLD 


A  NEW  VOLUME  THAT  STIMULATES  MUSIC  APPRECIATION 

"The  Lure  of  Music,"  by  the  Noted  Writer,  Olin  Dowries,  Treats  the  Human  Side  of  Music  From 
a  New  and  Most  Interesting  Angle — Columbia  Records  Used  for  Illustration 


Once  in  ever  so  often  a  writer  on  musical  sub- 
jects, especially  a  writer  of  books  calculated  to 
inspire  musical  appreciation,  gets  a  genuine  in- 
spiration and  leaves  the  beaten  track  in  order 
to  prepare  and  offer  something  that  attracts  at- 
tention, not  only  for  its  originality,  but  for  its 
practicability.  One  of  the  writers  thus  inspired 
has  been  Olin  Downes,  the  musical  critic  for  the 
Boston  Post,  whose  substantial  volume,  "The 
Lure  of  Music,"  has  just  been  published  by 
Harper  &  Bros.,  New  York. 

"The  Lure  of  Music"  depicts  the  human  side 
of  various  great  composers  and  offers  stories 
of  their  compositions  that  will  go  a  long  way  to 
put  into  the  minds  of  those  fortunate  enough  to 
read  the  book  a  new  realization  of  the  fact  that 
music  has  a  human  side,  the  understanding  of 
which,  in  many  cases,  means  an  understanding 
of  music  itself.  It  is  the  human  element  that 
really  makes  music  understandable  and  inter- 
esting. 

The  most  interesting  fact  is  that  Mr.  Downes 
pays  an  unqualified  tribute  to  the  value  of  music 
as  reproduced  by  mechanical  means,  and 
throughout  the  many  chapters  of  his  book  re- 
fers the  reader  directly  to  records  by  the  Co- 
lumbia Graphophone  Co.  as  illustrating  the 
particular  works  of  the  various  composers  to 
which  he  refers  in  the  text.  For  instance,  not 
only  are  the  human  side  of  the  Nocturnes  of 
Chopin  described  most  interestingly,  but  the 
reader  is  referred  to  Columbia  records  of  the 
Nocturne  in  E  Flat,  and  likewise  the  Nocturne 
in  E  Minor,  as  providing  a  means  for  illustrating 
the  meaning  of  the  text  in  actual  music.  The 
plan  offers  a  new  line  of  thought — a  new  and 
direct  avenue  for  the  development  of  musical 
appreciation  that  should  not  go  unrecognized. 

The  idea  back  of  "The  Lure  of  Music"  is  per- 
haps best  described  in  the  author's  Foreword,  in 
which  he  says: 


"A  friend  of  mine  had  a  graphophone  which  he  occasion- 
ally enjoyed.  He  used  to  say  that  he  'wasn't  musical, 
but  he  knew  what  he  liked.'  His  repertoire  was  small,  but 
pleasing  to  him,  since,  thanks  to  the  records,  he  had  be- 
come acquainted  with  some  half  dozen  pieces  of  fairly  good 
music,  and  could  even  whistle  scraps  of  them  from  memory. 

"He  never  knew  bow  musical  he  was  until  he  chanced 
one  day  on  a  paragraph,  ill  a  book  his  daughter  was  read- 
ing, about  one  of  the  compositions  that  he  liked.  He  sud- 
denly realized  that  this  composition  told  the  story  of  an 
episode  in  the  life  of  another  man,  a  human  being  who 
lived,  struggled,  rejoiced,  and  narrated  his  experience  in 
the  language  of  tones. 

"Having  read  the  story  he  played  the  record  over  again, 
and  discovered  that  it  meant  far  more  to  him  than  it  ever 
had  before.  He  wondered  whether  there  were  stories 
about  his  other  records,  and  after  much  searching  ob- 
tained a  little  information  on  the  subject  that  now  absorbed 
his  leisure  moments.  He  then  invited  a  number  of  friends 
to  his  home  and  read  them  the  stories  of  the  records  which 
he  played.  His  friends  were  delighted  and  surprised  to 
discover  all  that  the  music,  thus  explained,  meant  to  them. 

"When  my  friend  told  me  this  he  convinced  me  that  a 
great  need  of  to-day  is  a  book  which  shall  bring  to  every 
home  the  treasures  of  the  musical1  world." 

There  is  no  question  but  that  genuine  appre- 
ciation of  music  comes  only  with  a  complete  un- 
derstanding of  what  music  means.  It  is  all  well 
enough  to  tell  a  novice  in  matters  musical  that 
the  hearing,  or  actual  playing,  of  the  works  of 
the  great  composers  will  bring  with  it  a  fa- 
miliarity, and  consequently  more  or  less  appre- 
ciation, but  we  really  appreciate  only  that  which 
we  actually  understand,  not  that  with  which  we 
simply  become  familiar.  Under  Mr.  Downes' 
plan  the  reader  is  given  a  straightforward,  un- 
embellished,  and  readily  understandable  idea  of 
what  each  particular  selection  means,  the  cir- 
cumstances under  which  it  was  written,  the 
mood  which  the  composer  was  in  at  the  time, 
and  the  impression  he  intended  to  inspire.  With 
this  knowledge  the  reader  can  take  the  Colum- 
bia record  as  designated  and,  knowing  just  what 
the  music  is  all  about,  find  a  new  interest,  or 
perhaps  his  first  interest,  in  the  piece  of  music 
that  unintroduced  would  ordinarily  not  appeal 
to  him  in  the  slightest. 

Mr.  Downes'  new  book  will  also  undoubtedly 
appeal  strongly  even  to  those  who  do  not  own  a 
talking  machine,  for  it  is  written  in  a  manner 
that  shows  the  intimate  acquaintance  of  the  au- 


November  15,  1918 


trior  with  his  subject,  and  a  knowledge  of  the 
facts  that  enables  him  to  weave  an  interesting, 
and  at  times  romantic,  web  about  the  composer 
and  his  works,  which  will  prove  very  instructive 
to  the  musical  novice.  It  also  holds  great  in- 
terest for  those  who  are  well  up  in  matters  mu- 
sical, who  will  find  in  Mr.  Downes'  treatment  of 
the  various  composers  and  their  works  new  ideas 
and  thoughts  that  will  add  still  further  to  their 
appreciation  of  the  beauties  of  music  generally. 

In  all,  the  characteristics  and  works  of  thirty- 
two  of  the  world's  leading  composers  are  treated 
of  by  Mr.  Downes  in  his  book,  each  chapter  be- 
ing embellished  with  a  crayon  portrait  of  the 
particular  composer  drawn  by  Chase  Emerson. 
The  series  begins  with  that  most  gifted  Ameri- 
can composer,  MacDowell,  and  includes  Rossini, 
Verdi,  Chopin,  Liszt,  Gounod,  Offenbach,  Puc- 
cini, Leoncavallo,  Mascagni,  Saint-Saens, 
Dvorak,  Grieg,  Tschaikowsky,  Balfe,  Sullivan, 
Nevin  and  others. 

From  the  viewpoint  of  the  talking  machine 
man,  of  course,  the  most  interesting  feature  of 
the  book  is  the  direct  reference  to  the  Colum- 
bia records,  for  the  list,  as  compiled  by  Mr. 
Downes,  if  made  up  separately  would  represent 
a  catalog  of  the  best  works  of  the  composers 
he  has  selected  for  mention.  In  compiling  the 
list,  and  in  other  matters  connected  with  its  ar- 
rangement, the  author  was  afforded  the  whole- 
hearted co-operation  of  the  officials  of  the  Co- 
lumbia Graphophone  Co.,  who  extended  to  him 
the  use  of  their  records  and  their  record  li- 
braries, in  carrying  out  his  work  to  a  success- 
ful completion.  In  the  introduction  to  the  vol- 
ume Mr.  Downes  takes  particular  care  to  ac- 
knowledge his  indebtedness  to  the  Columbia  Co. 
for  the  courtesy  extended  to  him. 

Columbia  dealers  have  been  quick  to  appre- 
ciate the  great  value  of  "The  Lure  of  Music"  in 
stimulating  interest  in  records  of  the  better 
class,  and  of  the  most  noted  composers,  and 
through  co-operation  with  the  Columbia  Grapho- 
phone Co.  they  have  already  placed  orders  for 
the  books  running  into  thousands  of  volumes. 
It  is  felt  that  the  placing  of  the  book  into  the 
hands  of  the  customer  means  a  new  disciple  for 
good  music,  and  a  new  customer  for  records  that 
are  generally  classed  as  standard. 

Both  the  Columbia  Co.  and  Mr.  Downes  are 
to  be  congratulated  upon  the  production  of  a 
volume  of  this  caliber,  which  represents  a  gen- 
uine and  most  advanced  addition  to  the  music  li- 
brary of  to-day. 


VICTOR  FOLDER  FOR  CHRISTMAS 

Handsome  Piece  of  Literature  Just  Issued  for 
the  Use  of  Victor  Dealers 


"  The  Victor  Talking  Machine  Co.  has  just 
issued  a  most  attractive  six-page  Christmas 
folder  beautifully  printed  in  colors  and  bearing 
the  caption:  "Some  of  the  Thousand  Reasons 
Why  You  Should  Have  a  Victrola  in  Your 
Home  This  Christmas."  The  cover  design 
shows  the  well-known  Victor  artists  in  front 
of.  a  Christmas  tree,  and  various  attractive 
scenes  are  depicted  in  colors  on  the  other  pages. 
A  full  range  of  Victrola  models  are  also  shown 
on  the  folder.  The  folder  is  of  a  size  that  can 
be  mailed  in  an  ordinary  envelope. 

BUY  VICTOR  STOCK  IN  REDLANDS 

Smith  Bros.,  proprietors  of  the  Oriental  Art 
Store,  Redlands,  Cal.,  have  purchased  the  Vic- 
trola stock  of  the  Adams  Music  Store,  that  city, 
and  moved  it  to  their  own  quarters,  where  a 
special  department  has  been  fitted  up  for  the 
display  and  demonstration  of  Victrolas  and  rec- 
ords. 


DEATH  OF  FORREST  H.  SCHLICK 

Forrest  H.  Schlick,  manager  of  the  Schlick 
Music  House,  Charles  City,  la.,  recently  suc- 
cumbed to  the  "flu."  Mr.  Schlick  was  visiting 
Chicago  on  business  and  after  a  short  illness 
with  the  disease,  which-  developed  into  pneu- 
monia, passed  away.  Mr.  Schlick's  father  will 
continue  with  the  business. 


THE  PARR  CENTRAL  UNIVERSAL  TONE-ARM 


(Patent  Applied  (or) 
This  is  the  position  for  playing 
Lateral  Cut  Records 
In  changing  the  position  to  play  the  hill 
and  dale  type,  the  weight  of  tone- 
arm  is  automatically  increased 

The  Parr  Tone  Arm  is  adjustable  to  any 
length  required.    The  needle  always  rests 
at  the  same  point,  setting  in  the  direct  cen- 
ter in  playing  either  position.    This  has  ^ggg 
been  the  objective  of  all  past  tone  arm  pro-  s|J 
ductions.    Means  are  incorporated  for  tak-  ^""st 
ing  up  the  wear,  thereby  overcoming  any 
tendency  for  loose  joints,  which  is  the  chief  cause  of  "chattering." 

The  design  of  the  tone  arm  permits  perfect  playing  of  either  type  of 
record  without  additional  attachments.  The  sound  box  can  be  turned, 
allowing  the  needle  to  be  changed  with  ease,  and  by  a  reverse  movement 
the  box  returns  to  its  normal  playing  position. 

Parr  Magnetic  Reproducer  fitted  with  the 
Vibratone  Patent  Diaphragm 

The  most  sensitive  of  reproducers.  The  permanent  magnetic  device,  an  integral 
part  of  the  reproducer,  acts  on  the  stylus  arm.  Its  possibilities  in  giving  warmth  and 
delicacy  in  the  tonal  reproduction  of  quiet  passages  make  old-style  sound  boxes  seem 
obsolete.  And  in  fortissimo  passages  where  ordinary  reproducers  create  unpleasant, 
music  destroying  blasts,  caused  by  the  needle  jumping  and  losing  its  grip  the  Parr 
Magnetic  Reproducer,  with  its  marvelous  flexibility,  follows  every  wave  and  vibration 
in  the  record  and  takes  everything  the  record  holds. 

crystallizing,  always  resilient  Vibratone  Patented  Diaphragm 

Possessing  all  the  good  points  of  mica  diaphragms,  it  overcomes  all  mica's  bad 
features.  Guaranteed  uniform  in  quality,  free  from  bubbles,  blisters  and  waves,  the 
Vibratone  Patented  Diaphragm  is  non-porous,  non-absorbent. 

It  has  a  definite  function  and  it  performs  it.  It  improves  tone;  in  fact  it  creates 
new  tone  possibilities  for  every  reproducer  of  other  types. 

PARR  MANUFACTURING  CORP. 


ONE  UNION  SQUARE 


NEW  YORK 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


87 


GREAT  VOLUME  OF  CASH  BUSINESS  IN  KANSAS  CITY 

Talking  Machine  Dealers  Going  After  Better  Class  of  Trade— Discontinue  Approval  System- 
Sending  Records  to  the  Army  Training  Camp — General  Trade  News 


Kansas  City,  Mo.,  November  4— October  was 
an  unusual  month  in  the  talking  machine  busi- 
ness from  several  points  of  view.  In  the  first 
place  came  the  Fourth  Liberty  Loan  drive. 
Following  close  on  the  heels  of  which  came  the 
epidemic  of  Spanish  influenza,  which  has  laid 
a  ban  on  public  gatherings  for  the  past  four 
weeks.  Yet  in  spite  of  these  serious  drawbacks 
to  business  activity  many  dealers  report  a  very 
good  month's  business. 

"Our  percentage  of  cash  business  for  the 
month  of  October  is  more  than  any  month 
since  we  have  been  in  business,"  said  Mrs. 
Williams,  manager  of  the  Victrola  department 
of  the  Jones  Store  Co.,  "and  400  per  cent,  more 
than  two  years  ago.  Business  is  fine  though  we 
are  suffering  acutely  from  shortage.  However, 
we  are  still  holding  to  the  Victor  line,  and  feel 
that  it  is  worth  the  sacrifice  to  keep  our  goods 
up  to  standard.  Our  record  stock  is  fairly 
good,  and  we  are  able  to  keep  our  customers 
comparatively  well  supplied." 

A.  A.  Trostler,  of  the  Schmelzer  Arms  Co.'s 
Victrola  department,  finds  the  situation  little 
changed  from  last  month.  Owing  to  the  short- 
age of  stock,  however,  the  talking  machine  deal- 
ers in  Kansas  City  agreed  to  adopt  the  policy 
of  "No  records  on  approval,"  beginning  the  first 
of  November.  This  move  will  be  of  material 
benefit  in  combating  the  prevailing  scarcity  of 
merchandise  and  is  in  addition  a  health  measure 
to  be  observed  in  co-operation  with  the  local 
health  authorities. 

W.  C.  Chestnut,  manager  of  the  Brunswick 
Shop,  has  been  called  to  New  York  by  the  ill- 
ness of  his  wife,  who  was  taken  with  influenza 
while  on  a  visit. 

Lieutenant  Leonard  Putnam,  nephew  of  Fred 
H.  Putnam,  of  Putnam-Page  Co.,  Victor  whole- 
salers of  Peoria,  111.,  is  drilling  the  army  me- 
chanics at  the  Rahe  Automobile  Training 
School  at  Kansas  City.  Since  his  arrival  the 
lieutenant  has  become  acquainted  with  several 
members  of  the  talking  machine  trade  and  has 
been  entertained  at  the  home  of  B.  J.  Pierce. 

M.  M.  Blackmail,  manager  of  Edison  whole- 
sale, has  just  returned  from  a  brief  business  trip 
to  Salina,  Kan. 

J.  W.  Watson,  manager  of  the  Edison  retail 
store,  reports  a  fair  business  during  the  month 
of  October.  "Business  is  as  good  as  can  be 
expected,"  said  Mr.  Watson,  "considering  the 
unfortunate  combination  of  circumstances.  We 
are  getting  plenty  of  records,  but  there  is  a 
scarcity  of  instruments.     Collections  are  very 


good  and  we  are  getting  more  cash  business 
than  ever." 

O.  M.  Fisk,  formerly  a  wholesale  traveler  for 
Edison  covering  eastern  Kansas  and  northern 
Missouri,  is  now  on  the  sales  force  of  the  re- 
tail store. 

Miss  Pointer,  in  charge  of  the  record  depart- 
ment of  the  Edison  Shop,  has  recovered  from  an 
extended  illness,  and  has  returned  to  her  posi- 
tion. 

Burton  J.  Pierce,  manager  of  the  Victrola  de- 
partment of  the  J.  W.  Jenkins'  Sons  Music  Co., 
reports  an  excellent  business  with  sales  and 
terms  keeping  up  splendidly.  Five  additional 
Victrola  rooms  have  been  installed  on  the  first 
floor  in  connection  with  the  retail  record  sales 
department,  which  has  been  put  in  recently. 
These  are  only  a  few  of  the  interior  changes 
and  alterations  which  the  house  is  making  with 
an  idea  of  increasing  the  efficiency  of  its  serv- 
ice. 

For  the  past  year  and  a  half,  or  since  the 
United  States  declared  war,  the  J.  W.  Jenkins' 
Sons  Music  Co.  has  sent  hundreds  of  records 
and  given  a  great  many  machines  both  to  army 
training  camps  in  the  United  States  and  to 
American  Expeditionary  Forces  overseas.  For 
the  past  two  months  a  movement  has  been  under 
way  to  encourage  people  to  send  their  old  rec- 
ords to  the  automobile  training  schools  for  army 
mechanics  in  Kansas  City,  and  also  to  the  near- 
by cantonments.  The  donations  have  been  han- 
dled by  B.  J.  Pierce,  of  the  Victrola  depart- 
ment of  the  Jenkins  store,  and  as  a  result  sev- 
eral thousand  records  have  been  sent  out. 

The  Victrola  department  of  the  George  B. 
Peck  Dry  Goods  Co.  has  just  completed  the  best 
October  it  has  ever  had,  according  to  O.  D. 
Standke,  manager. 

R.  E.  Wood,  formerly  in  the  Victrola  depart- 
ment of  the  Jones  Store  Co.,  was  in  Kansas  City 
on  a  five-day  furlough.  Mr.  Wood  is  now  sta- 
tioned at  P'ort  Riley. 

The  Hall  Music  Co.  has  had  a  very  fair  busi- 
ness for  the  month  of  October  and  is  looking 
forward  to  a  very  brisk  Christmas  season.  Al- 
though the  stores  are  urging  the  public  to  do 
its  Christmas  shopping  early  little  effect  has 
been  felt  as  yet  among  talking  machine  dealers. 
_  The  Henley- Waite  Music  Co.  is  very  opti- 
mistic over  business  conditions. 

H.  N.  McMenimen,  managing  director  of  the 
Pathe  Freres  Phonograph  Co.,  Brooklyn,  N.  Y., 
was  in  Kansas  City  recently. 

The  Kansas  City  branch  of  the  Smith,  Barnes 


&  Strohber  Piano  Co.  is  using  an  attractive  win- 
dow display  of  Elbertones,  the  new  talking  ma- 
chine recently  put  out  by  the  company.  T.  E. 
Johnston  is  the  manager. 

Millard  A.  Riley,  one  of  the  youngest  talking 
machine  men  in  the  game  and  a  member  of  the 
firm  of  Jenkins-Riley,  of  the  Pathe  Shop,  has 
just  completed  his  training  at  the  School  of  Mili- 
tary Aeronautics,  Austin,  Tex.,  and  been  sta- 
tioned at  Fort  Sill,  Okla. 

An  interesting  incident  which  could  be  made 
the  basis  of  a  bit  of  clever  advertising  was  re- 
lated at  the  office  of  Edison  wholesale  recently. 
C.  S.  Hickson,  Edison  dealer  of  Richmond, 
Mo.,  sold  a  Laboratory  Model  to  a  Mr.  Mayer, 
of  that  city.  To  celebrate  the  purchase  Mr.  and 
Mrs.  E.  Mayer  entertained  a  number  of  friends 
at  dinner.  When  the  meal  was  about  half  fin- 
ished, to  the  accompaniment  of  the  Edison,  Mr. 
Mayer's  little  four-year-old  son  turned  to  his 
mother  with  a  troubled  air  to  ask,  "Mamma, 
when  are  you  going  to  invite  that  man  in  to  din- 
ner?" 

George  F.  Standke,  manager  of  the  Bruns- 
wick Shop  at  Indianapolis,  Ind.,  stopped  in 
Kansas  City  on  his  way  to  Clinton,  Mo.,  where 
he  spent  some  time  visiting  his  parents. 

L.  S.  Blythe,  formerly  wholesale  traveler  for 
the  Brunswick-Balke-Collender  Co.,  out  of  Kan- 
sas City, 'is  now  assisting  Mr.  Chestnut  in  the  re- 
tail Brunswick  store. 

J.  H.  Hassel,  for  the  past  two  years  connected 
with  the  Victrola  departments  of  the  Geo.  B. 
Peck  and  Jones  Store  Co.,  is  leaving  Kansas 
City  to  take  a  position  as  manager  of  the  Grafo- 
nola  department  of  Eads  Bros.,  Fort  Smith, 
Ark. 

Paul  Bradford,  manager  of  the  Kansas  City 
branch  of  the  Brunswick-Balke-Collender  Co., 
has  just  returned  from  a  short  business  trip  to 
Leavenworth,  Kan.  Mr.  Bradford  says  that 
business  is  very  good  in  spite  of  the  shortage 
of  merchandise,  and  he  is  anticipating  an  in- 
creasingly brisk  trade  from  now  on  through  the 
Christmas  season. 


MURATORE  RECORD  IS  POPULAR 


Pathe  dealers  throughout  the  country  are  fea- 
turing to  excellent  advantage  the  new  Pathe 
patriotic  record  presenting  the  "Star  Spangled 
Banner,"  as  sung  by  Lucien  Muratore,  the  re- 
nowned tenor,  who  is  a  member  of  the  Chicago 
Opera  Co.,  and  an  exclusive  Pathe  artist.  This 
record  has  both  a  timely  and  patriotic  appeal 
that  makes  it  particularly  salable  at  this  time, 
and  the  fact  that  Muratore  sings  the  anthem  in 
English  has  given  Pathe  dealers  an  opportunity 
to  inaugurate  effective  selling  and  advertising 
campaigns  in  behalf  of  this  record. 


CINGA 

A  J     and    I  V 


LIKE  THE  PYRAMIDS—  BUILT  TO  LAST 
AND 


ECORDS* 


Telephone  Gram.  3681 


FOR 


IMMEDIATE  DELIVERY 

ON 

MUSIC  ROLLS  and 
OkeH  RECORDS 

Heineman  and  Meisselbach  Motors,  Tone  Arms,  Sound  Boxes, 
Needles,  Repair  Parts 

MILLER  &  BLOCH 


DISTRIBUTORS 


110  East  23rd  Street,  Near  4th  Avenue      : :      NEW  YORK 


88 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


VAN  VEEN  "BED-SET"  BOOTHS 


Prepare  for  the  Greatest  Talking  Machine 
Trade  in  History 


WRITE  FOR  A  COPY  OF  OUR  NEW  CATALOG 

It  will  give  you  an  idea  of  the  attractiveness  of  Van  Veen  "Bed-Set"  booths,  and  enable  you  to  make  plans 
for  the  great  **  after-war "  business  that  the  talking-machine  industry  will  enjoy. 

Arthur  L.  Van  Veen  &  Co.  TELEPHONE    -       -    GREELEY  4749 


month  records  and  the  dealers  had  the  oppor- 
tunity of  placing  their  advance  orders  for  the 
records  constituting  this  excellent  list. 


LIEUT.  J.  J.  CALLAHAN  WOUNDED 

Former  Traveling  Supervisor  for  Thos.  A.  Edi- 
son, Inc.,  Now  in  London  Hospital 


A  letter  received  by  T.  A.  Edison,  Inc.,  from 
Lieutenant  John  J.  Callahan,  Company  "A," 
105th  Infantry,  U.  S.  A.,  American  Expedition- 
ary Forces,  gives  a  graphic  picture  of  the  fight- 


X-rayed  this  p.  m.,  after  which  'ze  operation'  will 
have  removed  all  foreign  bodies  from  my  sys- 
tem. 

"This  hospital  is  the  finest  in  London — the 
former  home  of  Lady  Warwick;  the  treatment 
is  too  good  (for  soldiers  in  my  opinion).  At 
times  I  feel  I  must  be  dreaming.  To  lie  be- 
tween white  sheets  on  a  downy  couch  in  a  most 
wonderful  home;  your  meals  served  in  bed — 
pajamas!  bathroom! — all  the  comforts  of  a  real 
home!  It  is  a  drastic  change  from  the  usual 
routine  on  the  battlefield.  From  hell  to  heaven! 
My  namesake,  a  very  good  friend,  too — Captain 
John  F.  Callahan — was  captured  early  Sunday 
morning.  He  put  up  a  fight  and  was  killed  by 
Hun  bayonets.  I  am  not  in  writing  form  as  yet, 
so  I  must  cut  this  short.  I  cannot  tell  the  dura- 
tion of  my  stay  here.  I  may  be  removed  to  an- 
other hospital,  but  I'm  sure  I'll  be  O.  K.  soon 
again  and  back  to  the  fray." 


COLUMBIA  DEALERS  MEET  IN  BOSTON 

Regular  Monthly  Meetings  Resumed — Interest- 
ing Talk  by  Olin  Downes 


Lieutenant  John  J.  Callahan 

ing  "over  there."  Lieutenant  Callahan  is  well 
known  in  the  phonograph  industry. 

"Sunday  last  at  5:50  a.  m.  we  started  the  at- 
tack on  the  Hindenburg  line,  between  Cambria 
and  St.  Quentin.  The  barrage  that  followed 
was  the  most  terrific  ever  laid  down  on  the 
Western  front.  I  ambled  along  until  about  11 
a.  m.  We  were  but  a  short  distance  from  the 
'Tunnel'  forming  part  of  the  Hindenburg  sys- 
tem when  something  (it  seemed  as  though  it 
must  have  been  a  locomotive)  hit  me.  I  laid 
in  a  shell  hole  with  six  other  wounded  men  for 
about  three  hours,  during  which  time  we  were 
peppered  with  machine  gun  and  artillery  fire. 
The  yells  and  groans  of  the  wounded  and  dying 
I  shall  never  forget.  I  was  finally  picked  up 
and  landed  here  three  days  later.     I  am  to  be 


Boston,  Mass.,  November  6. — The  monthly 
meetings  of  Columbia  dealers  were  resumed  on 
October  22  at  the  Columbia  headquarters  on 
Federal  street,  and  this  was  undoubtedly  the  best 
and  most  instructive  meeting  which  has  been 
held.  Manager  Mann  opened  the  meeting  with 
a  heart-to-heart  talk  with  the  dealers  in  which 
manufacturing  conditions  were  frankly  discussed 
and  the  expectations  as  to  deliveries  of  Columbia 
product  frankly  outlined.  The  dealers  then  had 
the  pleasure  of  listening  to  an  interesting  talk 
by  Olin  Downes,  musical  critic  of  the  Boston 
Post,  and  author  of  the  "Lure  of  Music,"  pub- 
lished by  Harper  &  Brother,  and  illustrated  with 
Columbia  records.  Mr.  Downes  related  the  inci- 
dent leading  up  to  his  determination  to  write 
a  book  of  this  character,  in  connection  with 
which  F.  W.  Gibson  corroborated,  and  who  was 
also  present  at  the  meeting  and  gave  a  most  in- 
teresting talk. 

Mrs.  Grace  Drysdale,  New  England  repre- 
sentative of  the  educational  department  of  the 
Columbia  Co.,  then  discussed  the  relations  of 
the  dealers  to  the  educational  department  and 
the  profitable  work  which  could  be  done  by  co- 
ordinated efforts  in  connection  with  the  sale 
of  Grafonolas  and  records  in  the  schools  and 
the  establishment  of  children's  departments  in 
the  dealers'  store. 

O.  F.  Benz,  of  the  general  record  department 
in  New  York,  presented  the  November  mid- 


LOUIS  KAY  TENDERS  RESIGNATION 

Wholesale  Representative  for  S.  B.  Davega  Co. 
for  Sixteen  Years  to  Leave  That  House  De- 
cember 31— Old-Time  Member  of  Trade 


Louis  Kay,  one  of  the  best-known  men  in  the 
local  talking  machine  trade,  and  who  for  nearly 
sixteen  years  has  been  connected  as  wholesale 
representative  with  the  S.  B.  Davega  Co.,  Vic- 
tor wholesalers,  has  announced  that  he  will  sever 
his  connection  with  that  organization  on  De- 
cember 31.  At  the  present  time  Mr.  Kay  states 
that  he  has  made  no  definite  arrangements  for 
the  future. 

Mr.  Kay  is  one  of  the  recognized  veterans  of 
the  industry,  and  has  been  connected  with  the 
trade  for  over  twenty-two  years  in  all,  and  has 
participated  in  its  development  from  a  small 
beginning  to  its  present  importance.  He  leaves 
the  Davega  Co.  with  the  best  of  feelings  existing 
on  both  sides,  the  move  being  due  chiefly  to 
existing  conditions,  with  the  resultant  scarcity 
of  products.  During  his  service  in  the  trade  he 
has  made  hosts  of  friends  in  all  departments,  and 
particularly  among  the  dealers. 


PROVIDE  NEW  CATALOG  BINDER 

Columbia  Co.  Offers  Special  Catalog  Holder 
for  Use  of  Dealers  in  Demonstration  Booths 
With  a  View  to  Conserving  Paper 


In  line  with  the  movement  for  the  conserva- 
tion of  print  paper,  which  can  be  effected  in  a 
considerable  measure  by  reducing  the  number 
of  bulky  catalogs  required,  the  dealers'  service 
department  of  the  Columbia  Graphophone  Co. 
have  provided  a  heavy  limp  leather  record  cat- 
alog binder  for  the  use  of  their  dealers.  The 
binder  holds  the  record  catalogs  securely,  and 
is  attached  to  the  wall  of  the  demonstrating 
booth  with  a  heavy  chain.  This  is  expected 
to  stop  the  practice  of  many  patrons  walking 
out  with  the  catalogs  for  which  they  sometimes 
have  no  real  use. 


Ready  for 
Immediate 
Delivery 


$160 

Four  Styles 


Territory 
open  for 
Agents 

Send  for  details  and 
dealers'  discounts 
Helpful  booklets 

furnished  to 
Culptone  dealers 
free 


Culp 
Phonograph 
Co. 

240  Broadway 
New  York  City 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


89 


LOOK! 

Your  windows  ought  to  be  working  overtime  these 
days— and  nights.  Go  outside— NOW— and  take  a 
look.  Couldn't  they  be  snapped  up  a  bit?  It  means 
money,  remember. 


Columbia  Graphophone  Co 

NEW  YORK 


IMPORTANT  COURT  DECISION  IN  SONORA  NAME  CASE 

Sonora  Phonograph  Sales  Co.,  Inc.,  Secures  Sweeping  Injunction  Against  General  Furniture  Co., 
Chicago,  in  Action  Brought  to  Protect  the  Trade-Mark  Name  "Sonora" 


The  Sonora  Phonograph  Sales  Co.,  Inc., 
through  its  attorneys,  Schechter  &  Lotsch,  of 
New  York,  recently  brought  another  suit  for 
infringement  of  its  well-known  trade-mark  "So- 
nora," resulting  in  an  injunction  against  the  de- 
fendants. This  suit  was  brought  against  the 
General  Furniture  Co.,  of  Chicago,  111.,  and 
others,  in  the  United  States  District  Court,  for 
the  Northern  District  of  Illinois.  The  Sonora 
Co.  claimed  that  the  defendants  in  marketing 
and  selling  talking  machines  styled  either  "Sa- 
rona"  or  "Sorona"  infringed  upon  its  trade- 
mark "Sonora,"  which  was  a  great  injury  to  it, 
and  that  by  the  continued  use  thereof  the  de- 
fendants were  practicing  a  fraud  upon  it,  and 
that  such  acts  further  calculated  to  deceive  and 
mislead  the  public. 

The  case  came  up  for  hearing  before  United 
States  District  Judge  K.  M.  Landis,  at  Chicago, 
111.,  on  October  28,  1918,  and  a  decree  was  en- 
tered in  favor  of  the  Sonora  Co.,  granting  it  a 
perpetual  injunction  against  the  defendants 
from  using  such  infringing  names,  or  any  other 
similar  names. 

Various  concerns  throughout  the  country  have 
attempted  to  profit  from  the  use  of  names  sim- 
ilar to  the  "Sonora"  trade-mark.  In  talking 
with  the  attorneys  for  the  Sonora  Co.  regarding 
this  matter  they  say: 

"Some  time  ago  the  Sonora  Co.  declared  it 
to  be  its  policy' to  vigorously  prosecute  all  in- 
fringers of  its  trade-marks.  Since  then  it  has 
brought  several  suits  against  such  infringers, 
and,  in  each  instance,  has  secured  perpetual  in- 
junctions. The  Sonora  Co.  intends  to  continue 
to  prosecute  all  such  infringers,  and  it  hopes  by 
this  policy  to  rid  the  entire  trade  from  these 
unprincipled  business  concerns." 

To  show  the  recognition  given  to  the  Sonora 
trade-mark  by  the  court,  and  of  the  sweeping 
scope  of  the  injunction,  we  quote  below  from 
the  decree  as  follows: 

"The  trade-mark  or  trade  name  'Sonora'  is  an  arbitrary 
word,  and  was  selected  and  adopted  by  coniplainant  and 
its  predecessors  in  interest  in  or  about  the  year  1907,  to 
designate  the  goods  marketed  by  the  complainant  and  its 
predecessors  in  interest,  and  to  distinguish  such  merchan- 
dise from  those  manufactured  and  marketed  by  others. 

"That  such  trade-mark  or  trade  name  'Sonora'  has  been 
continuously  used  by  the  complainant  and  its  predecessors 
in  interest,  as  aforesaid,  for  upwards  of  ten  years. 

"That  official  recognition  has  been  given  to  the  supe- 
rior quality  and  workmanship  of  complainant's  product,  in 
that  at  the  Panama-Pacific  Exposition  in  1915  the  Jury 
of  Awards  granted  to  complainant's  product  the  highest 
prize  for  tone  quality,  thereby  recognizing  and  endorsing 
the  'Sonora'  phonograph  or  talking  machine  as  superior  in 
tone  quality  to  all  other  makes  of  phonographs  or  talking 
machines  on  the  market. 

"That  the  high  standard  of  quality  and  excellence  of 
oomplainant's  phonographs  or  talking  machines  has  become 
well  and  universally  recognized  by  the  public  generally. 

"That  for  the  purpose  of  suitably  and  efficiently  market- 
ing said  product  and  thereby  introducing  the  same  into 
general  public  use,  the  complainant  and  its  predecessors  in 
interest  have  expended  vast  sums  of  money,  in  excess  of 
many  hundreds  of  thousands  of  dollars,  in  conducting  na- 
tional and  country-wide  advertising  campaigns  and  adver- 


tising its  product  in  the  leading  daily  newspapers,  in  trade 
papers,  and  in  periodicals  and  magazines,  and  in  billboards 
and  the  like,  throughout  the  United  States,  including  the 
City  of  Chicago,  County  of  Cook,  and  State  of  Illinois. 

"That  by  reason  of  the  high  quality  and  superior  work- 
manship of  complainant's  product,  sold  and  distributed  under 
said  trade  name  or  trade-mark  'Sonora,'  and  due  to  the 
extensive  advertising  by  complainant  and  its  predecessors 
in  interest,  as  aforesaid,  there  has  resulted  an  increasingly 
large  public  demand  for  complainant's  product,  and  the 
trade  name  'Sonora'  thus  permanently  kept  before  the  pub- 
lic as  designating  not  only  the  complainant,  but  also  its 
product  has  become  well  and  generally  known  in  the  City 
of  Chicago,  County  of  Cook,  and  State  of  Illinois,  and 
throughout  the  United  States,  and  such  trade  name  is  a 
property  right  and  a  valuable  asset  of  this  complainant 

"That  the  value  of  the  complainant's  trade  name  or 
trade-mark  and  of  its  good  will  greatly  exceeds  the  sum 
of  one  million  dollars  ($1,000,000). 

"That  the  defendants  beginning  with,  to  wit,  the  month 
of  December,  1917,  and  now  are,  manufacturing,  selling, 
advertising,  marketing  or  exploiting  in  the  City  of  Chicago, 
County  of  Cook,  and  State  of  Illinois,  and  elsewhere, 
phonographs  or  talking  machines  styled,  exploited,  marketed 
and  sold  as  'Sarona'  or  'Sorona,'  and  so  exploited,  manu- 
factured and  sold  by  said  defendants,  are  of  an  inferior 
quality  and  workmanship,  and  are  greatly  inferior  to  the 
quality  of  said  complainant  corporation. 

"That  the  adoption  and  use  by  said  defendants  of  the 
words  'Sarona'  and  'Sorona,'  or  either  of  them,  is  a  fraud 
and  injury  to  the  complainant,  and  is  an  infringement  of 
the  complainant's  trade  name  and  trade-mark  'Sonora,'  and 
of  complainant's  exclusive  right  therein,  and  the  use  by 
said  defendants  of  said  names  'Sarona'  or  "Sorona'  is  a 
continuing  and  irreparable  injury  to  said  complainant,  and 
the  use  of  said  names,  'Sarona'  or  'Sorona,'  if  continued, 


would  be  likely  to  deceive  and  mislead  the  purchasing  public. 

"It  Is  Therefore  Ordered,  Adjudged  and  Decreed  that 
the  defendants,  their  officers,  agents,  representatives,  suc- 
cessors and  assigns,  and  each  of  them,  are  perpetually  en- 
joined from  transacting  any  business  under  the  names  of 
'Sorona'  and  'Sarona,'  or  using  the  said  names,  or  either 
of  them,  or  any  simulation  of  either  of  said  names,  as  a 
trade  name  or  trade-mark  for  any  sound  reproducing  or 
talking  machine,  and  frem  using  in  any  advertisement,  an- 
nouncement, placard,  correspondence,  or  in  any  other  way, 
the  words  'Sorona'  and  'Sarona,'  or  either  of  them,  or  any 
other  words,  so  nearly  resembling  either  the  words  'So- 
nora,' or  'Sorona'  or  'Sarona'  as  may  be  calculated  to  de- 
ceive or  mislead  the  trade  or  the  purchasing  public." 


MANUFACTURERS  HONOR  WILLSON 

General  Manager  of  the  Columbia  Co.  Elected 
Vice-President  of  American  Manufacturers' 
Export  Association  Last  Week 


H.  L.  Willson,  general  manager  of  the  Colum- 
bia Graphophone  Co.,  was  elected  one  of  the  vice- 
presidents  of  the  American  Manufacturers'  Ex- 
port Association,  at  its  ninth  annual  convention 
held  at  the  Waldorf-Astoria  in  this  city  last 
week.  The  convention  was  devoted  to  the  dis- 
cussion of  post-war  trade  with  special  refer- 
ence to  the  export  field,  and  one  of  the  valuable 
suggestions  made  was  that  the  American  sol- 
diers now  in  France  will  be  well  qualified  to 
become  export  salesmen  and  agents  after  the 
war.  A  resolution  was  passed  requesting  the 
Secretary  of  War  to  utilize  and  enlist  the  serv- 
ices of  the  various  agencies  connected  with  our 
military  operations  at  home  and  abroad  in  as- 
sisting the  need  for  foreign  trade  service. 


IMMEDIATE  DELIVERIES 

Specials 


FOR 


Victrola  IX 


\Y7E  have  in  stock 
other  cabinets 
to  fit  all  styles  of 
machines  and  will  be 
glad  to  send  our  cata- 
log for  the  asking. 

Now  Ready 

Mahogany  cabinets  to  match 
the  new  Victrola  VI. 


809 


Mahogany,  Golden  Oak,  Fumed  Oak, 
Weathered  Oak.  Nickel-plated  trim- 
mings. Lock  and  key.  Height.  33 
inches.  Top,  2294x19%  inches.  Holds 
192  twelve-inch  records.  Matches  new 
Victrola  IX.  Highest  type  of  cabinet, 
both  in  construction  and  finish.  Average 
weight  crated.  80  lbs. 


SchlossBros. 

635-37  West  55th  St. 
NEW  YORK 

Phone 
Columbus  7947 


702 

Mahogany,  Golden  Oak,  Fumed  Oak,  Weathered 
Oak.  Nickel-plated  trimmings.  Lock  and  key. 
Rubber-tired  wheels.  Height,  30  inches.  Top. 
17x20%.  Matches  New  Victrola  IX.  Top  has 
countersunk  holes  -  to  accommodate  rubber  bumpers 
on  machine.  Moulding  on  top  securely  fits  base 
of  machine.    Average  weight,  crated,  75  lbs. 


90 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


! 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Steriio  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors  Mantyctured 


Mermod  Freres 


St.  Croix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  is 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  enquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


November  15,  1918 


THE   TALKING    MACHINE  WORLD 


91 


Responsibilities  of  Dealer  and  Manufacturer 
Anent  Talking  Machine  Up-Keep  »  by  j.  a.  steinmetz 


In  a  recent  article  written  for  a  furniture 
paper,  J.  A.  Steinmetz,  of  the  Empire  Talk- 
ing Machine  Co.,  Chicago,  presented  some 
sound  information  regarding  the  responsibili- 
ties of  the  dealer  and  the  manufacturer  in  the 
matter  of  talking  machine  upkeep — information 
that  if  properly  absorbed  by  dealers  should 
serve  to  cut  down  the  number  of  complaints 
to,  and  demands  made  upon,  talking  machine 
manufacturers  in  the  matter  of  replacement  of 
broken  springs  and  other  parts.  In  this  article 
Mr.  Steinmetz  says  in  part:  "What  does  the 
furniture  dealer  do  when  a  customer  comes  to 
him  with  a  repair  complaint?  The  machine  is 
out  of  order  and  does  not  play  perfectly — a 
spring  breaks  or  some  piece  of  the  diaphragm 
has  become  damaged.  Years  ago,  when  furni- 
ture dealers  handled  pianos  more  extensively 
than  they  do  now,  they  would  know  exactly 
what  to  do  under  the  circumstances.  They 
would  tell  the  customer  that  the  damaged  part 
would  be  sent  on  to  the  factory  and  returned 
in  good  condition  within  a  short  time,  and,  last 
but  not  least,  the  charge  would  be  reasonable. 
If  the  piano  needed  tuning,  a  man  would  be 
sent  out  to  do  the  work  and  a  reasonable  charge 
made  for  the  job.  The  customer  did  not  com- 
plain. He  wanted  the  work  done  and  was  will- 
ing to  pay  for  it  when  he  was  informed  that 
he  could  not  get  it  for  nothing. 

"But,  here  is  a  horse  of  an  entirely  different 
color.  Let  the  talking  machine  dealer  receive 
a  complaint  from  a  customer  that  a  spring  has 
broken  and  right  away  he  writes  a  letter  to  the 
manufacturer  and  tells  him  that  he  expects  a 
new  spring  for  nothing  as  the  machine  was 
guaranteed.  He  gives  the  customer  the  im- 
pression that  he'll  get  it  in  a  'jiffy'  and  no  'if s 
or  ands'  about  it,  Most  dealers  do  not  know 
that  the  springs  are  not  guaranteed  by  the 
makers,  and  the  talking  machine  manufacturers 
naturally  can  not  guarantee  what  is  not  guar- 
anteed to  them. 

"The  machines  leave  the  factories  only  after 
the  most  thorough  tests.  They  reach  the  deal- 
er in  perfect  order,  ready  for  demonstration  to 
customers,  and  the  dealer  should  see  to  it  that 
a  representative  of  the  store  goes  with  it  to 
test  it  in  the  home  within  a  few  days  after  its 
delivery.  If  the  machine  is  found  in  good  work- 
ing order  after  delivery  to  a  customer,  then 
why,  in  the  name  of  fair  play,  should  the  dealer 
expect  the  manufacturer  to  furnish  all  repairs 
free  for  an  indefinite  period?  Of  course,  this 
question  does  not  apply  to  such  mishaps  as 
sometimes  occur  wherein  the  manufacturer  can 
be  held  responsible  because  of  flawed  construc- 
tion which  has  escaped  the  notice  of  the  in- 
spector, but  to  those  repairs  that  are  bound 
to  come  sooner  or  later  to  any  user  of  a  talk- 
ing machine. 

"There  are  adjustments  needed  from  time 
to  time  in  a  talking  machine,  just  the  same  as 
a  piano  needs  tuning  and  if  a  machine  needs 
adjustment  the  store  should  be  in  touch  with 
a  reliable  mechanic  who  understands  his  busi- 
ness so  that  he  could  be  sent  out  to  the  cus- 
tomer's home  to  do  the  necessary  work — and  be 
sure  and  don't  forget  that  a  man's  time  is  worth 
something  and  bill  the  customer  accordingly. 
One  dealer  has  a  habit  of  crating  up  every 
machine  and  sending  it  back  to  the  factory 
every  time  it  needs  attention  and  he  also  has 
the  habit  of  refusing  to  put  his  O.  K.  to  the 
invoices  for  work  done  on  these  machines  by 
the  manufacturer,  claiming  that  since  he  has 
accepted  the  agency  for  that  particular  make  of 
machine  they,  the  manufacturers,  should  see  to 
it  that  the  machines  are  kept  in  order,  and  with- 
out any  expense  to  him.  The  outcome  was  that 
the  agency  was  taken  away  and  placed  with 
another  dealer  in  that  city,  which,  by  the  way, 
was  of  sufficient  size  to  have  made  it  an  easy 


matter  to  have  found  several  good  experts  on 
that  class  of  work.  As  for  minor  repairs,  a  sup- 
ply of  parts  should  be  kept  on  hand  and  rea- 
sonable charges  made. 

"A  good  plan,  one  now  in  force  in  some  cities, 
is  to  call  upon  the  other  dealers  who  handle 
talking  machines  and  combine  with  them  in 
maintaining  a  phonograph  repair  department, 
this  department  being  run  for  the  benefit  of 
all  dealers  and  the  expense  divided  pro-rata 
among  those  benefitted  by  it.  The  department 
would  charge  each  dealer  for  work  done,  and 

HOFFAY  PRODUCTS  IN  THE  WEST 

The  George  A.  Lowe  Co.,  Ogden,  Utah,  who 
for  some  time  have  been  the  exclusive  distrib- 
utors of  the  Hoffay  Talking  Machine  Co.'s,  Inc., 
products  in  the  State  of  Utah,  have  been  given 
the  rights  by  the  Hoffay  firm  as  distributors  for 
Utah,  eastern  Navada,  western  Wyoming  and 
southern  and  eastern  Idaho.  Since  taking  over 
the  jobbing  rights  in  the  above  territories  the 
George  A.  Lowe  firm  has  met  with  much  success, 
and  in  recent  letters  to  the  Hoffay  Talking  Ma- 
chine Co.  have  sent  a  long  list  of  dealers  in  that 


he,  in  turn,  would  charge  the  customer.  A  de- 
partment of  this  sort  should  be  self-sustaining 
and,  if  properly  managed,  could  be  made  a  profit 
producer. 

The  wide-awake  dealer  who  wants  to  have  a 
successful  talking  machine  department  must 
install  a  repair  department  or  see  to  it  that  he 
can  call  upon  some  responsible  party  to  do  the 
work  for  him.  One  large  dealer  has  his  col- 
lectors make  the  minor  adjustments,  when 
needed,  on  their  monthly  rounds,  and  also  make 
notes  of  other  necessary  repairs  needed. 

section  of  the  country  who  are  featuring  the 
Hoffay  products. 


SCHLOSS  BROS.  OFFER  NEW  CABINET 

Schloss  Bros.,  the  well-known  New  York 
cabinet  manufacturers,  have  now  placed  on  the 
market  a  new  cabinet  to  match  the  new  mahog- 
any Victrola  VI.  The  firm  announces  that 
they  are  now  in  a  position  to  make  deliveries 
on  this  new  style,  and  catalogs  and  prices  of 
this  and  their  other  cabinets  will  be  sent  upon 
application. 


THE 
IMPROVED 
No.  10 


a 


Rfffjap  BRUSH  . 


RECORD 
BRUSH 


Patented  Sept.  26  and  Oct.  2.  1906 
Sept.  10,  1907,  and  Nov.  27.  1917 
Cthers  Pending 


NICKEL 
PLATED 
35  CENTS 


For  Victor  Victrolas 


75  CENTS 


A  RECORD  CLEANER 

That  Automatically  Removes  Every  Particle 
of  Dust  and  Grit  from  the  Record  Grooves 


BRUSH  IN  OPERATION 


An  article  that  every  owner  of  a  Victrola  needs 

and 

A  money  maker  for  the  dealer 

Order  from  your  Distributor 
Circular  and  Price  List  mailed  free  on  Request 

By 


Talking  Machine  Co. 
97  Chambers  St.   near  church  st  New  York 

Victor  Distributors 


92 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


HONOR  ROLL  CONTAINS  38  NAMES 

New  York  and  Chicago  Talking  Machine  Co. 
Pays  Honor  to  Former  Employes  Now  in  the 
Service  of  Uncle  Sam — Letter  From  Front 


On  another  page  of  this  issue  of  The  World 
there  is  reproduced  an  honor  roll  listing  the 
names  of  the  former  employes  of  the  New  York 
Talking  Machine  Co.  and  the  Chicago  Talking 
Machine  Co.,  Victor  wholesalers,  who  are  now 
members  of  Uncle  Sam's  fighting  forces.  This 
honor  roll  lists  thirty-eight  names,  and  when  it 
is  considered  that  the  total  number  of  male  em- 
ployes of  these  two  companies  prior  to  the 
United  States  entering  the  war  was  eighty,  this 
record  is  indeed  a  remarkable  one.  Practically 
SO  per  cent,  of  the  employes  of  this  company 
volunteered  to  fight  for  the  United  States  and 
humanity,  and  this  percentage  is  undoubtedly 
one  of  the  highest  of  any  industrial  concern  in 
the  country. 

Some  time  ago  mention  was  made  of  the  fact 
that  W.  G.  Porter,  formerly  a  member  of  the 
New  York  Talking  Machine  Co.'s  staff  and  now 
fighting  in  France,  was  awarded  the  D.  S.  C. 
for  signal  bravery  under  fire.  Since  that  time 
word  has  been  received  that  five  of  the  for- 
mer members  of  the  New  York  and  Chicago 
Talking  Machine  Co.'s  forces  have  been  injured 
in  battle,  and  a  letter  recently  received  from  M. 
C.  Stegner,  formerly  of  the  New  York  staff, 
gives  the  details  incidental  to  his  injury.  This 
letter,  which  is  addressed  to  Roy  J.  Keith,  man- 
ager of  the  company,  reads  as  follows: 

"Since  my  last  letter  to  you  much  has  hap- 
pened. I  went  into  action  on  the  American  of- 
fensive in  the  St.  Mihiel  salient  September  12.  I 
lasted  until  the  morning  of  September  15,  and 
then  they  got  me.  We  were  advancing  very 
steadily  through  thick  woods,  which  were  ter- 
ribly hilly,  and  while  going  through  the  woods 
the  Germans  shelled  us  heavily  with  high  ex- 
plosive shells.  Very  unluckily  for  me  I  got  in 
the  way  of  one  of  them  and  as  a  result  have 


been  in  the  hospital  ever  since.  I  was  wounded 
pretty  badly;  in  fact,  bad  enough  to  require  two 
operations  to  get  me  straightened  out.  I  was 
lying  on  the  ground  at  the  time  I  was  hit,  and 
the  shell  burst  behind  me  about  ten  feet  away. 
A  piece  of  it  struck  me  almost  in  the  center  of 
the  right  shoulder  blade  in  the  back,  and  it  came 
out  under  my  right  arm,  exactly  in  the  center 
of  my  arm  pit.  For  a  while  I  thought  my  arm 
was  shot  off,  but  gradually  it  came  back  to  life, 
and  I  felt  a  lot  better. 

"On  the  way  back  to  the  first  aid  station  I 
picked  up  another  fellow  who  had  his  jaw  shot 
away  on  the  right  side,  and  as  he  was  nearly  all 
in  I  helped  him  along.  We  were  getting  along 
fine  when  all  of  a  sudden  we  were  seen  by  a 


Boche  machine  gun,  and  they  opened  up  on  us 
full  speed.  Believe  me,  we  hit  the  dirt  in  a 
hurry  and  crawled  into  some  bushes.  We  final- 
ly got  out  of  the  woods  and  started  across  a 
large  open  field  when  a  German  sniper  gently 
shot  at  us  no  less  than  fifteen  times  before  we 
got  completely  out  of  his  range.  The  only  rea- 
son he  didn't  hit  us  was  because  we  were  pretty 
far  from  him. 

"Since  then  I  have  been  operated  on  twice,  and 
now  I  am  O.  K.  I  am  not  sure  about  getting 
back  to  my  company,  for  my  right  shoulder  will 
never  be  exactly  well  enough,  as  a  lot  of  muscles 
and  cords  are  all  mixed  up,  but  otherwise  I  feel 
fine.  Kindly  remember  me  to  all  the  boys  and 
girls.    (Signed)  M.  C.  Stegner." 


JOSEPH  F.  COLLINS'  NEW  POST 


General  Sales  Manager  of  the.  Pathe  Freres 
Phonograph  Co.  Acquires  Interest  in  Safe- 
guard Checkwriter  Co. 


cess  and  growth  of  the  Pathe  Freres  Phono- 
graph Co.     In  his  new  field  he  will  have  unlim- 


Joseph  F.  Collins,  formerly  general  sales  man- 
ager of  the  Pathe  Freres  Phonograph  Co., 
Brooklyn,  N.  Y.,  and  one  of  the  best-known 
members  of  the  talking  machine  industry,  re- 
signed from  this  position  the  first  of  the  month. 
Mr.  Collins  has  acquired  an  interest  in  the  Safe- 
guard Checkwriter  Co.,  Lansdale,  Pa.,  and  will 
be  general  manager  of  this  company  in  charge 
of  distribution  and  merchandising.  The  com- 
pany has  New  York  offices  at  5  Beekman  street, 
and  Mr.  Collins  will  spend  his  time  both  at  the 
factory  and  in  New  York. 

J.  F.  Collins  can  be  termed  one  of  the  real 
"veterans"  of  the  talking  machine  industry,  for 
he  has  been  associated  with  the  trade  for  the 
past  twenty-one  years.  He  is  personally  known 
to  the  majority  of  the  dealers,  jobbers  and  man- 
ufacturers from  coast  to  coast,  and  he  has  won 
the  esteem  and  friendship  of  the  entire  indus- 
try. During  his  twenty-one  years  he  has  oc- 
cupied several  important  posts,  and  his  indefat- 
igable efforts  during  the  past  few  years  have 
contributed  materially  to  the  tremendous  suc- 


Joseph  F.  Collins 

ited  opportunities  to  exercise  his  executive  and 
sales  acumen,  for  the  future  possibilities  in  his 
new  work  are  tremendous. 


The  Arrow  Points  in  Both  Directions 
If  You  Have  the  Eject-O-File  in  Stock 


Profits 
on 
Machine 
Sale 


Profits 
on 
Eject-O-File 
Sale 


The  many  advantages  of  this  highly  efficient  record  filing  device,  that  produces  the 
record  wanted  at  the  touch  of  a  finger,  are  so  pronounced  that  sales  are  easily  made 

Eject-O-Files  are  built  to  fit:     COLUMBIA  Style  75.     VOCALION  Styles  F,  G,  H,  I,  J,  K, 

and  EDISON  Styles  CI  50  and  100 

Retails  at  $10.  In  beautiful  oak  or  mahogany  finish.  Polished,  wax  or  dull  finish. 
Write  for  descriptive  circular  and  details  so  that  you  may  see  the  opportunities  this 

line  holds  for  you. 


EJECT-O-FILE  SALES  CO. 

216  W.  SARATOGA  STREET        -:-         -:-        BALTIMORE,  MD. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


93 


BIG  RECORD  "DRIVE"  A  SUCCESS 

Public  Meetings  Held  Every  Day  at  Wana- 
maker's  in  New  York — Other  Cities  in  Line 
— Calculated  to  Gather  One  Million  Records 


The  great  "drive"  for  the  collection  of  talking 
machine  records  for  distribution  among  the  sol- 
diers in  camps  and  cantonments  in  this  country 
and  overseas  and  on  many  ships  of  the  navy, 
under  the  supervision  of  the  Phonograph  Rec- 
ord Recruiting  Corps,  21  East  Fortieth  street, 
New  York,  which  was  conducted  for  over  a 
week  ending  November  4,  is  conceded  to  have 
been  a  great  success  not  only  in  New  York  but 
throughout  the  country. 

A  feature  of  the  drive  was  a  public  meeting 
with  music  at  the  Wanamaker  auditorium  every 
afternoon,  at  which  prominent  speakers,  in- 
cluding Major-General  Bell,  and  such  well- 
known  musical  figures  as  Maud  Powell,  David 
Bispham,  Francis  Rogers  and  a  number  of 
others  were  heard.  The  public  was  invited  to 
bring  a  record  as  an  admission  to  these  con- 
certs, and  cash  was  also  received. 

In  the  prosecution  of  this  campaign  local 
committees  were  fully  organized  in  over  three 
hundred  towns  and  cities  throughout  the  coun- 
try, and  it  is  expected  that  as  a  result  of  this 
great  "drive"  a  million  records  have  been  col- 
lected. A  systematic  survey  of  the  camps  of 
the  country  has  been  made  and  records  will  be 
distributed  through  the  authorized  official  and 
semi-official  welfare  organizations.  The  various 
committees  engaged  in  this  work  are  certainly 
entitled  to  commendation  and  sincerest  praise 
for  their  untiring  efforts  in  making  this  move- 
ment a  success. 

A  feature  of  the  campaign  was  the  meetings 
on  the  steps  of  the  New  York  Public  Library, 
where  from  what  seemed  to  be  a  huge  talking 
machine  the  voices  of  well-known  singers  were 
heard.  The  singers  in  person  stepped  into  this 
large  case  and  accompanied  by  a  piano  their 
voices  rang  out  over  the  crowd;  in  the  meantime 
the  musical  program  was  interspersed  with  ap- 
peals to  the  people  to  contribute  either  records, 
machines  or  money  to  buy  them  for  the  boys  at 
the  front. 

On  the  evening  of  October  29  there  was  a  con- 
cert at  Carnegie  Hall  in  behalf  of  this  good 
cause,  when  eminent  artists  headed  by  Schu- 
mann-Heink,  Frieda  Hempel,  Maud  Powell, 
Lazaro,  Rogers,  Middleton  and  others  were 
heard,  the  proceeds  of  which  are  to  go  to  the 
work  of  collecting  the  million  records  needed 
for  our  fighting  forces.  A  feature  of  the  enter- 
tainment was  the  reappearance  of  the  young 
French  pianist,  Lacroix.  Among  those  present 
at  the  concert  was  Major-General  Bell,  who  ad- 
dressed the  audience  on  the  need  of  music  for 
the  men  in  service. 


Mr.  Smith  will  continue  the  business  of  Kee- 
nan  &  Smith,  Auburn,  Neb.,  recently  dissolved. 


HENEY 

PHONOGRAPH 

"Plays  all  records  better" 

Immediate  Deliveries 

from  New  York  warehouse 


We  have  a  splendid  proposition  for  aggres- 
sive and  successful  dealers.  Write  for 
catalogs  and  agency  details. 


BURTON  COLLVER 

Wholesale  Representative 

(Cheney  Talking  Machine  Co.) 
4  West  40th  Street,  New  York  Telephone,  Murray  Hill  6576 


THE  NEWEST  DOEHLER  BUILDING 


Great  Plant  of  the  Doehler  Die  Casting  Co.  in 
Brooklyn  Now  Covers  Nearly  Entire  Block 


Work  is  rapidly  nearing  completion  on  the 
newest  building  of  the  group  which  forms  the 
Doehler  Die  Casting  Co.'s  immense  plant  in 
Brooklyn,  N.  Y.    With  the  addition  of  this  new- 


The  growth  of  this  plant  during  the  last  few 
years  has  been  remarkable.  The  original  build- 
ing of  the  group,  situated  in  the  middle  of  the 
block  on  Ninth  street,  still  remains,  but  the 
newer  buildings  made  necessary  by  their  con- 
stantly increasing  business  overtowers  the  old 
home.  The  new  corner  building  will  be  the  larg- 
est in  the  group  and  outstrips  the  others  not 
only  in  area  but  in  height  as  well. 

The  Doehler  Die  Casting  Co.  has  long  made 
a  specialty  of  casting  talking  machine  parts 
and  have  as  their  customers  in  this  department 
a  large  number  of  the  leading  talking  ma- 
chine manufacturing  houses  in  the  country. 

The  Doehler  Die  Casting  Co.  have  also 
plants  located  in  Newark,  N.  J.,  and  Toledo,  O., 
and  is  said  to  be  the  largest  manufacturer  of 
die  castings  in  the  country. 


HEINEMAN  MOTION  PICTURE  SLIDE 


Dealers  Afforded  Convenient  Means  for  Featur- 
ing OkeH  Records 


The  advertising  department  of  the  Otto 
Heineman  Phonograph  Supply  Co.,  New  York, 


The  Great  Doehler  Plant 

est  building,  which  is  located  on  the  corner  of 
Court  and  Huntington  streets,  the  Doehler  Die 
Casting  Co.  will  occupy  almost  the  entire  city 
block. 


TEN  INCH 


Operaphone 

PLAY  WITH  STEEL  NEEDLE 
ON  ALL  UNIVERSAL  TONE  ARM  MACHINES 

Records 

COMPLETE  CATALOGUE  SENT  ON  REQUEST 

OPERAPHONE  CO.,  INC.,  LONG  ISLAND  CITY,  N.  Y. 


RECORDS*  A 


C?Ae  Record  of  Qitaliti/ 

Superior  inTone^  Distinct  and  Clear. 

Hear  them  at 


Heineman  Motion  Picture  Slide 

has  just  prepared  for  the  use  of  its  dealers  an 
attractive  series  of  motion  picture  slides  fea- 
turing "OkeH"  records.  These  slides  are  being 
used  to  excellent  advantage  by  the  dealers  han- 
dling these  records,  who  have  made  arrange- 
ments whereby  the  slides  will  be  shown  regu- 
larly in  their  local  theatres. 

One  of  the  slides  in  this  series  is  shown  here- 
with, although  the  black  and  white  illustra- 
tion hardly  does  justice  to  the  attractive  color- 
ing of  the  slide.  Publicity  is  being  used  in  prac- 
tically every  form  in  behalf  of  "OkeH"  records, 
and  has  contributed  to  their  success. 


94 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


ARTISTIC  GRAFONOLA  PARLORS 


Hardman,  Peck  &  Co.'s  Attractive  Establish- 
ment in  Brooklyn  Has  a  Series  of  Demonstrat- 
ing Booths  Which  Have  Won  Approval 


One  of  the  many  record  demonstrating  rooms 
in  the  Grafonola  parlors  of  Hardman,  Peck  & 
Co.'s  attractive  establishment  in  Brooklyn  is 
here  illustrated,  fully  equipped  for  the  expedient 
sale  of  records  with  every  needed  appointment. 
The  outstanding  feature  of  this  arrangement  is 
its  extreme  neatness,  effected  by  the  careful 
framing  of  monthly  bulletins  of  records,  the  ab- 
sence of  a  disorderly  catalog  table,  and  the  neat- 
ly framed  photogravure  of  a  celebrated  Colum- 
bia artist.  The  photogravure  is  a  standing  in- 
vitation to  hear  this  artist's  Columbia  record- 
ings, and  this  form  of  suggestion  is  a  highly 
dignified  one,  and  a  potent  sales  factor. 

The  use  of  metal  fixtures,  in  which  to  dis- 
play the  regular  monthly  bulletins,  is  an  econ- 


with  a  table  and  puts  before  the  customer  a 
complete  assortment  of  Columbia  record  bro- 
chures. This  rack  will  show  nine  different  cat- 
alogs, three  on  each  shelf,  behind  which  may  be 
filed  an  extra  supply  of  from  eight  to  ten,  ac- 
cording to  the  thickness  of  the  book.  The 
lower  tier  of  the  rack  is  somewhat  wider  than 
the  two  above,  and  will  accommodate  the  large 
general  record  catalog.  The  dealer  service  de- 
partment of  the  Columbia  Graphophone  Co.  fur- 
nishes a  wide  variety  of  metal  display  fixtures 
for  booths  and  window  display  purposes,  and 
advertising  material  need  not  be  carelessly  ex- 
hibited about  the  store. 


TO  FEATURE  THE  AMBEROLA 


Edison  Shop  Enlarges  Amberola  Department, 
and  Will  Advertise  Same  Extensively 


The  Edison  Shop  on  Fifth  avenue  at  Forty- 
first  street,  New  York,  has  just  enlarged  its 


Hardman,  Peck  &  Co.'s  Grafonola  Parlor  in  Brooklyn 


omy  of  space  as  well  as  a  practical  medium  for 
showing  the  latest  records.  Contained  in  the 
large  or  No.  2  fixture  are  twelve  of  the  regular 
monthly  hangers,  one  on. each  side  of  each  of  the 
six  wings.  The  smaller  one,  over  the  Grafo- 
nola, or  the  No.  1  fixture  accommodates  eight 
of  the  midmonth  lists,  or  hangers  containing 
seasonable  or  unusual  record  offerings. 

The  fixture  to  the  extreme  right  of  the  photo- 
graph is  a  No.  4  catalog  rack,  which  does  away 


Amberola  line.  In  a  recent  interview  E.  C. 
Boykin,  its  manager,  outlined  the  plans  for  this 
increase  of  Amberola  business. 

"The  Amberola  business  in  New  York  City  has 
been  neglected  too  much,"  said  Mr.  Boykin,  "and 
the  Edison  Shop  is  preparing  to  go  after  it  hard. 
We  have  just  established  a  special  Amberola 
department  right  here  in  the  heart  of  little  old 
New  York.  There  isn't  a  more  attractive  sales- 
room in  New  York  City  than  our  Amberola  de- 


partment. We  intend  to  advertise  this  depart- 
ment in  the  New  York  newspapers.  We  are  going 
to  stir  up  a  lot  of  sleepy  record  buyers,  and  start 
them  coming  regularly  to  the  Edison  Shop  for 
their  Blue  Amberol  and  Royal  Purple  records. 
We  bel  ieve  that  there  is  a  tremendous  amount  of 
Amberola  business  here  in  New  York  for  the 
dealer  who  goes-  after  it,  and  this  applies  to  the 
whole  country.  It  is  our  ambition  to  have  every 
Edison  dealer  become  an  Amberola  specialist. 
We  know  just  what  the  Amberola  can  and  will 
do  for  the  dealer  who  throws  himself  solidly 
behind  this  proposition.  The  Amberola  depart- 
ment is  a  gold  mine,  and  the  amount  of  gold  a 
dealer  gets  out  of  it  depends  entirely  on  how 
hard  he  works  and  how  deep  he  digs.  Our  ad- 
vice to  all  dealers  is:  'Work  your  Amberola 
gold  mine  to  the  limit.'  " 


R.  W.  Anderson,  manager  of  the  Victor  de- 
partment of  John  Boesch  Co.,  Burlington,  la., 
is  the  proud  and  happy  father  of  a  brand  new 
baby  boy. 

STATEMENT  OF  THE  OWNERSHIP,  MANAGEMENT, 
CIRCULATION,  ETC.,  REQUIRED  BY  THE  ACT 
OF  CONGRESS  OF  AUGUST  24,  1912, 
Of  The  Talking  Machine  World,  published  monthly  at  New 
York,  N.  Y.,  for  November  IS,  1918. 
State  of  New  York, 
County  of  New  York,  ss. 

Before  me,  a  Notary  Public,  in  and  for  the  State  and 
county  aforesaid,  personally  appeared  J.  B.  Spillane,  who, 
having  been  duly  sworn  according  to  law,  deposes  and  says 
that  he  is  the  Editor  of  The  Talking  Machine  World,  and 
that  the  following  is,  to  the  best  of  his  knowledge  and  be- 
lief, a  true  statement  of  the  ownership,  management  (and 
if  a  daily  paper,  the  circulation),  etc.,  of  the  aforesaid  pub- 
lication for  the  date  shown  in  the  above  caption,  required 
by  the  Act  of  August  24,  1912,  embodied  in  section  443, 
Postal  Laws  and  Regulations,  printed  on  the  reverse  of 
this  form,  to  wit: 

1.  That  the  names  and  addresses  of  the  publisher,  editor, 
managing  editor,  and  business  managers  are: 

Publisher — Edward  Lyman  Bill,  Inc.,  373  Fourth  avenue, 

New  York  City. 
Editor — J.  B.  Spillane.  373  Fourth  avenue,  New  York  City. 
Managing  Editor — J.  B.  Spillane,  373  Fourth  avenue,  New 

York  City. 

Associate   Editor — -J.    Raymond   Bill,   373   Fourth  avenue, 

New  York  City. 
Business  Manager — None. 

2.  That  the  owners  are:  (Give  names  and  addresses  of 
individual  owners,  or,  if  a  corporation,  give  its  name  and 
the  names  and  addresses  of  stockholders  owning  or  holding 
1  per  cent,  or  more  of  the  total  amount  of  stock)  :  Edward 
Lyman  Bill,  Inc.,  373  Fourth  avenue,  New  York  City;  Caro- 
line L.  Bill,  New  Rochelle,  N.  Y.;  J.  B.  Spillane,  373  Fourth 
avenue,  New  York  City;  J.  Raymond  Bill,  373  Fourth  ave- 
nue. New  York  City;  Estate  of  August  J.  Timpe,  164 
Fifteenth  street,  West  New  York,  N.  J.;  B.  B.  Wilson, 
373  Fourth  avenue,  New  York  City;  Carleton  Chace,  373 
Fourth  avenue,  New  York  City;  L.  M.  Robinson,  373 
Fourth  avenue,  New  York  City;  E.  P.  Van  Harlingen, 
209  South  State  street,  Chicago,  111. 

3.  That  the  known  bondholders,  mortgagees,  and  other 
security  holders  owning  or  holding  1  per  cent,  or  more  of 
total  amount  of  bonds,  mortgages,  or  other  securities  are: 
(If  there  are  none,  so  state.)  None. 

4.  That  the  two  paragraphs  next  above,  giving  the  names 
of  the  owners,  stockholders,  and  security  holders,  if  any, 
contain  not  only  the  list  of  stockholders  and  security 
holders  as  they  appear  upon  the  books  of  the  company  but 
also,  in  cases  where  the  stockholder  or  security  holder 
appears  upon  the  books  of  the  company  as  trustee  or  in 
any  other  fiduciary  relation,  the  name  of  the  person  or 
corporation  for  whom  such  trustee  is  acting,  is  given; 
also  that  the  said  two  paragraphs  contain  statements  em- 
bracing affiant's  full  knowledge  and  belief  as  to  the  circum- 
stances and  conditions  under  which  stockholders  and  secu- 
rity holders  who  do  not  appear  upon  the  books  of  the  com- 
pany as  trustees,  hold  stock  and  securities  in  a  capacity 
other  than  that  of  a  bona  fide  owner;  and  this  affiant  has 
no  reason  to  believe  that  any  other  person,  association,  or 
corporation  has  any  interest  direct  or  indirect  in  the  said 
stock,  bonds,  or  other  securities  than  as  so  stated  by  him. 

5.  That  the  average  number  of  copies  of  each  issue  of 
this  publication  sold  or  distributed,  through  the  mails  or 
otherwise,  to  paid  subscribers  during  the  six  months  pre- 
ceding the  date  shown  above  is  (This 

information  is  required  from  daily  publications  only.) 

J.  B.  SPILLANE,  Editor. 
Sworn  to  and  subscribed  before  me  this  30th  day  of 
September,  1918.  (Seal)  EUGENE  R.  FALCK, 

Notary  Public,  No.  6, 

New  York  City. 
(My  commission  expires  March  30,  1920.) 


A  $15.00  Phonograph  That  Is  Guaranteed 

Vanophone  dealers  are  making  substantial  profits  from 
the  sale  of  the  Vanophone  Model  "C"  retailing  at 
$15.00. 

The  Model  C  Will  Play  All  Records  Made 

The  Vanophone  is  no  experiment,  but  an  established 
success.  It  is  guaranteed  throughout,  and  every  part 
has  been  thoroughly  tested  by  our  factory  experts. 

IMMEDIATE  DELIVERIES  ASSURED 

THE  GARFORD  MFG.  COMPANY,  Dept.  B,  ELYRIA,  OHIO 


VANOPHONE  MODEL  C 

Manufactured  by  a  company  of 
country-wide  prestige. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


95 


DOEHLER  DIE-CASTINGS 


Have  been  an  important  factor  in  the  development 
of  the  most  successful  talking  machine  attachments 
on  the  market. 

This,  together  with  the  fact  that  the  greatest  number 
of  instruments  produced  are  equipped  with  tone  arm 
and  sound  box  of  Doehler  manufacture,  is  a  tribute  to 
the  uniformly  high  quality  of  our  product  and  the  all 
around  dependability  of  our  service. 


MAIN  OFFICE  AND  EASTERN  PLANT 
WESTERN  PLANT      B  ROOKLYN  .  N.  Y.  NEW  JERSEY  PLANT 

TOLEDO.OHIO.  NEWARK.  N.J. 


The  Success  attained  by  the  "Perfection"  repro- 
ducer and  tone  arm  is  due  to  the  popular  recognition 
of  a  device  of  more  than  usual  merit. 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is  de- 
signed for  the  service  of  all  classes  of  our  readers,  includ- 
ing those  who  make,  and  those  who  sell,  talking  machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has  a 
wide  and  enviable  reputation  as  a  repairer  of  talking  ma- 
chines and  conducts  an  exclusive  talking  machine  repair 
shop  at  176  Sixth  avenue,  New  York.  Tell  him  your  trou- 
bles through  The  World  and  he  will  help  you  if  possible. 
The  service  is  free. — Editor.] 


SOUND  BOXES 


The  Victor  Exhibition  Sound  Box 

In  order  that  the  dealer  may  become  familiar 
with  the  different  ways  in  which  sound  boxes 
are  constructed  I  am  going  to  take  up  in  detail 
the  assembling  of  various  makes  of  sound  boxes. 

Possibly  the  best-known  boxes  to  the  average 
dealer  are  the  exhibition  sound  box  of  the 
Victor  Co.  and  the  No.  6  sound  box  of  the  Co- 
lumbia Co.,  and  to  these  two  I  will  confine  my 
first  article. 

Assuming  that  the  dealer  is  familiar  with  all 
the  parts  composing  an  exhibition  sound  box 
we  will  go  ahead  and  assemble  one  in  the  fol- 
lowing way: 

First,  place  an  insulator  in  the  cap  ring  in  such 
a  position  as  to  bring  the  joint  directly  under 
the  bar  of  the  needle  arm.  Put  a  little  shellac 
around  the  top  of  the  insulator  to  hold  dia- 
phragm in  place — be  sure  that  it  is  held  firmly 
to  the  insulator  by  the  shellac  and  be  positive 
that  its  edge  does  not  touch  the  cap  ring  at  any 
spot. 

If  diaphragm  touches  cap  ring  at  any  place  it 
will  almost  always  cause  a  blast  or  false  note, 
so  always  be  sure  to  shellac  it  in  its  proper  po- 
sition so  that  it  does  not  touch.  This  is  of 
great  importance  if  you  want  the  best  results. 

Now  place  the  second  insulator  into  position, 
the  joint  being  placed  on  the  opposite  side  of 
the  cap  ring  to  that  of  the  other  insulator.  Put 
on  metal  back  and  set  in  the  three  screws  which 
hold  it  in  place — as  tight  as  possible. 

Take  the  needle  arm  and  put  on  the  springs 
at  right  angles  to  the  arm,  setting  up  the 
screws  good  and  tight.  Put  the  spring  screws 
in  springs  and  screw  lock  nuts  into  position. 
Now  the  needle  arm  is  ready  to  set  in  place  on 
the  cap  ring. 

Put  the  two  slots  on  the  needle  bar  over  the 


fulcrum  points,  screw  in  the  two  needle  arm 
spring  screws  as  evenly  as  possible,  so  that 
needle  arm  rests  firmly  on  fulcrum  points  with- 
out any  side  motion. 

The  toe  of  the  needle  arm  should  clear  the 
surface  of  the  diaphragm  about  1/1000  of  an 
inch.  The  lock  nuts  on  tension  screws  are  now 
screwed  up  tight  against  the  cap  ring  to  pre- 
vent the  position  of  needle  arm  being  changed. 

Hold  box  in  left  hand  with  forefinger  press- 
ing needle  arm  against  diaphragm.  Take  pierc- 
ing tool  and  pierce  hole  through  diaphragm,  let- 
ting point  of  piercer  pass  through  top  hole  in 
toe  of  needle  arm.  Then  take  00x112  top  and 
run  through  diaphragm  and  needle  arm  toe 
holes  to  clear  them  of  any  obstructions. 

Place  diaphragm  screw  with  its  paper  washer 
in  position — which  will  pull  needle  arm  toe  down 
tight  to  surface  of  diaphragm. 

Heating  waxing  wire,  take  a  little  wax  and 
put  a  drop  over  the  head  of  the  diaphragm  screw 
and  also  over  toe  of  needle  arm. 

Put  on  rubber  back  with  its  two  screws,  place 
needle  set  screw  in  needle  arm  and  the  sound 
box  is  complete  and  read}'  to  be  tested. 

Columbia  No.  6  Sound  Box 

The  Columbia  No.  6  sound  box  differs  from 
the  exhibition  sound  box  in  that  it  does  not 
use  any  means  of  tensioning  the  needle  bar.  The 
needle  bar  is  swung  on  two  pivot  points  and  the 
elasticity  of  the  mica  diaphragm  is  depended 
upon  to  assist  the  push  and  pull  of  the  needle. 

In  assembling  this  box  we  place  first  the  large 
paper  washer  in  the  bottom  of  the  head,  next, 
one  of  the  heavy  rubber  gaskets,  the  diaphragm 
is  shellacked  to  the  face  of  this  gasket,  the  sec- 
ond rubber  gasket  is  slipped  into  place  and  then 
the  screw  bezel  is  screwed  down  until  the  dia- 
phragm is  held  securely  in  position. 

The  needle  bar  is  now  placed  into  position  on 
its  pivots,  and  when  these  are  tightened  so  that 
there  is  no  side  motion  in  the  arm  the  little  lock 
nuts  on  the  pivot  screws  are  tightened  up  against 
the  frame. 

Placing  the  little  washer  and  nut  on  the  end 
of  the  needle'  bar  and  screwing  them  up  tight 
against  the  mica  completes  the  assembling  and 
the  sound  box  is  ready  for  use. 


PLACED  LARGE  RECORD  ORDERS 


Miss  M.  Anderson,  manager  of  the  record  de- 
partment of  the  Crary  Hardware  Co.,  Boone, 
la.,  recently  paid  a  visit  to  the  Mickel  Bros.  Co., 
the  Victor  wholesalers  in  Des  Moines,  la.,  and 
left  a  large  order  for  records. 


Talking  Machine  Hardware 

We  manufacture  hardware  for  all  style*  of  cabinets 

Lid  Supports  Door  Catches  Sockets 

Needle  Cups  Sliding  Casters  Tone  Rods 

Needle  Rests  Continuous  Hinges  Knobs,  etc. 


BEST  QUALITY 

WEBER-KNAPP  COMPANY 


LOWEST  PRICES 

Jamestown,  N.  Y. 


USE  AUTOMOBILE  IN  SERVICE 

How  New  York  Talking  Machine  Co.  Co-op- 
erates With  Sales  Force — J.  H.  Bieling  Re- 
joins Company — Recent  Visitors  to  New  York 
Office — Makes  Plea  for  Deliveries 


In  order  to  enhance  the  efficiency  of  its  sales 
staff  the  New  York  Talking  Machine  Co.,  Vic- 
tor wholesaler,  recently  purchased  an  automobile 
for  its  New  England  traveler,  Fred  Stewart. 
Mr.  Stewart  will  now  be  in  a  position  to  call 
upon  his  dealers  with  maximum  convenience 
and  thereby  give  them  an  even  greater  degree 
of  service  and  co-operation  than  he  has  during 
the  past. 

During  the  past  few  weeks  Roy  J.  Keith,  man- 
ager of  the  New  York  Talking  Machine  Co., 
has  received  several  letters  from  the  company's 
dealers  expressing  their  pleasure  at  the  fact  that 
John  H.  Bieling  has  rejoined  the  company's  sales 
staff.  This  veteran  of  the  Victor  industry  has 
already  renewed  the  friendship  of  the  dealers  in 
his  territory,  who  are  glad  to  welcome  back 
this  popular  old-timer. 

Quite  a  number  of  out-of-town  dealers  called 
at  the  offices  of  the  New  York  Talking  Ma- 
chine Co.  during  the  past  fortnight  to  make  a 
unanimous  plea  for  the  shipment  of  merchan- 
dise and  to  verify  the  fact  that  the  demand  for 
Victor  products  in  their  territories  exceeds  all 
previous  totals.  Among  these  callers  were 
Stiles  Clinton,  of  the  A.  B.  Clinton  Co.,  Hart- 
ford, Conn.;  Wm.  C.  Heim,  Danbury,  Conn.; 
James  Donnelly,  South  Norwalk,  Conn.;  A.  P. 
McCoy,  Fulton-Driggs-Smith  Co.,  Waterbury, 
Conn.,  and  Mr.  Kern,  of  the  Kern  Music  House, 
Providence,  R.  I. 


SON  OF  E.  A.  GE1SSLER  DEAD 

Edward  P.  Geissler,  Former  College  Athlete, 
Passes  Away  in  Los  Angeles 


Los  Angeles,  Cal.,  November  4. — Pneumonia 
last  Thursday,  October  31,  claimed  as  a  victim 
Edward  P.  Geissler,  formerly  one  of  Stanford's 
best-known  athletes,  and  one  of  the  all-star 
American  football  team  that  went  to  Van- 
couver in  1912.  Mr.  Geissler,  the  son  of  E.  A. 
Geissler,  vice-president  of  the  George  J.  Birkel 
Co.,  was  twenty-seven  years  old.  He  lived  at 
4843  Rosewood  avenue,  and  leaves  a  widow,  Mrs. 
Clara  Louise  Hollan  Geissler,  and  two  children, 
Edward  B.,  five  years  old,  and  John  H.  Geissler, 
aged  one  year  and  six  months. 

Mr.  Geissler  was  born  in  San  Francisco,  but 
spent  most  of  his  life  in  Los  Angeles.  He  at- 
tended the  Los  Angeles  High  School  and  Stan- 
ford University.  On  returning  to  Los  Angeles 
from  Stanford  Mr.  Geissler  enrolled  in  the  Col- 
lege of  Law  of  the  University  of  Southern  Cali- 
fornia, and  became  a  member  of  Phi  Delta  Phi 
Fraternity.  In  addition  he  was  a  member  of 
the  Los  Angeles  Athletic  Club,  and  the  First. 
Methodist  Episcopal  Church.  He  was  asso- 
ciated in  business  with  Wheeler  Bros.  &  Pierce 
Co. 


96 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


WAR  SERVICE  COMMITTEE  REPORTS  ON  PRIORITIES  RULING 

Advises  Industry  of  Regulations  Under  Which  It  Must  Operate  for  the  Time  Being — Excellent 
Arguments  Presented  at  Washington — The  Order  of  the  Priorities  Division 


There  has  just  been  sent  to  the  members  of 
the  talking  machine  manufacturing  trade  a  most 
comprehensive  report  of  the  efforts  put  forth 
before  the  Priorities  Division  of  the  War  In- 
dustries Board  by  the  War  Service  Committee 
in  behalf  of  the  industry,  and  the  very  favorable 
rulings  of  the  Priorities  Division  following  the 
presentation  of  arguments  by  Chairman  H.  L. 
Willson,  of  the  War  Service  Committee. 

The  committee,  in  addition  to  Mr.  Willson, 
the  chairman,  includes:  A.  L,.  Cushman,  of  the 
Emerson  Phonograph  Co.;  Charles  Edison, 
Thomas  A.  Edison,  Inc.;  Ralph  L.  Freeman, 
Victor  Talking  Machine  Co.;  Joseph  Schechter, 
of  the  Sonora  Phonograph  Corp.,  and  secretary 
of  the  committee;  and  Eugene  A.  Widman, 
Pathe  Freres  Phonograph  Co.,  all  of  whom  at- 
tended the  meetings  before  the  Priorities  Divi- 
sion, and  also  W.  H.  Alfring,  of  the  Aeolian 
Co.;  Julius  Balke,  Brunswick-Balke-Collender 
Co.;  L.  Mandel,  Mandel  Mfg.  Co.,  and  L.  Rom- 
mel, of  the  Bell  Phonograph  Corp. 

The  committee  first  secured  recognition  from 
the  Chamber  of  Commerce  of  the  United  States, 
as  representing  officially  the  talking  machine  in- 
dustry, and  on  September  14  appeared  before 
the  Priorities  Division  of  the  War  Industries 
Board,  Judge  Parker  presiding,  to  present  its 
arguments  in  favor  of  the  industry. 

The  arguments  of  the  committee  were  pre- 
sented in  the  form  of  a  brief  by  H.  L.  Willson, 
and  he  took  occasion,  first,  to  emphasize  the  part 
that  phonograph  and  phonograph  records  are 
playing  in  maintaining  the  morale  of  the  sol- 
diers and  sailors,  in  the  camps,  on  the  field  and 
on  ships.  He  called  attention  to  the  fact  that 
after,  four  years  of  war  England  refused  to  cur- 
tail the  phonograph  industry,  and  that  Lloyd 
George  had  particularly  requested  that  that  in- 
dustry be  not  interfered  with. 

In  the  relation  of  the  phonograph  industry  to 
other  industries  Mr.  Willson  stated  that  phono- 
graphs of  a  sales  value  of  approximately  $45,- 
000,000  annually  used  but  12,000  tons  of  steel 
and  less  than  85,000  tons  of  coal,  and  that  the 
iron  and  steel  entering  into  the  manufacture  of 
phonographs  was  approximately  only  5  per  cent, 
of  the  total  value  thereof.  He  gave  a  list  of 
the  iron  and  steel  on  hand  at  the  time,  as  well 
as  the  amounts  of  those  metals  required,  and 
stated  that  much  of  the  material  on  hand  would 
be  useless  without  supplies  of  other  parts.  He 
also  stated  that  more  than  50  per  cent,  of  the 
factory  employes  were  women,  and  a  large  part 
of  the  remainder  in  some  factories  were  enemy 
aliens  and  not  permitted  to  work  in  munition 
plants. 

In  the  brief  the  fact  is  emphasized  that  most 
of  the  large  manufacturers  are,  in  most  cases, 
in  the  East,  and  that  a  great  percentage  of  their 
product  is  shipped  West,  and  that  inasmuch  as 
a  large  percentage  of  cars  are  said  to  go  West 
empty,  the  hauling  of  phonographs  does  not  in- 
terfere with  transportation,  but  makes  a  West- 
ern haul  a  profitable  one  to  the  railroads. 

Mr.  Willson  outlined  the  manner  in  which 
England  had  handled  the  phonograph  industry  in. 
the  matter  of  restrictions;  realizing  that  that  in- 
dustry was  important  and  essential  and  giving 
it  consideration  on  that  basis.  He  quoted  news- 
paper editorials,  and  expressions  of  opinion  from 
Major-General  J.  Franklin  Bell,  Commander  of 
the  Department  of  the  East,  and  prominent  men 
connected  with  the  various  war  activities  of  the 
Y.  M.  C.  A.,  War  Camp  Community  Service,  as 
well  as  official  song  leaders,  to  prove  the  abso- 
lute necessity  of  music  in  preserving  the  morale 
and  keeping  up  the  spirits  of  the  fighting  men. 
Facts  were  also  presented  to  show  what  music, 
and  particularly  talking  machine  music,  is  doing 
for  the  education  of  the  people  at  home,  and  in 
keeping  up  their  patriotism.  A  special  point  was 
made  of  the  work  of  the  phonograph  in  carry- 
ing on  Americanization  work  among  foreign- 
born  residents,  and  particularly  their  children 


through  the  medium  of  the  schools,  and  other 
agencies. 

The  brief  was  exhaustive  and  convincing,  and 
its  presentation  resulted  in  the  issuance  of  the 
following  ruling  by  the  Priorities  Division,  listed 
as  Circular.  No.  39,  and  addressed  to  the  talking 
machine  industry. 

Ruling  of  Priorities  Division 

"Following  conferences  with  your  representa- 
tives, the  Priorities  Division  has  reached  con- 
clusions as  follows: 

I 

"Any  of  your  manufacturers  who  desire  to  be 
placed  upon  the  preference  list  which  has  been 
prepared  by  this  division  may  obtain  forms 
therefor  from,  and  make  application  to,  the  sec- 
retary of  the  Priorities  Board.  Any  such  appli- 
cations will  receive  consideration. 

"The  preference  list  is  the  guide  to  all  Gov- 
ernmental agencies  and  others  interested  in 

"  'The  production  and  supply  of  fuel,  and  elec- 
trical energy,  the  supply  of  labor  and  the  sup- 
ply of  transportation  service  by  rail,  water,  pipe 
lines,  or  otherwise,  in  so  far  as  said  service  con- 
tributes to  the  production  of  finished  products.' 

"Priorities  in  the  'supply  and  distribution  of 
raw  materials,  semi-finished  and  finished  prod- 
ucts' are  not  governed  by  the  preference  list, 
but  by  priority  certificates  and  automatic  ratings 
described  in  Circular  No.  4  and  its  supplements 
issued  by  this  division. 

II 

"Your  industry  can  supply  essential  needs 
during  the  last  four  months  of  1918  if  you  can 
obtain  certain  limited  quantities  of  materials 
Afhich  have  been  discussed  with  your  representa- 
tives and  if  such  materials  are  properly  distrib- 
uted among  your  manufacturers  with  a  view  to 
balancing  and  equalizing  stocks.  This  division 
will  issue  to  any  of  your  manufacturers  desiring 
its  distributive  portion  of  such  quantities  of  ma- 
terials Industry  Priorities  Certificates  authoriz- 
ing them  to  purchase  its  quota  of  such  materials 
under  the  following  conditions: 

"1.  Such  manufacturer  will  file  with  this  divi- 
sion its  pledge  as  follows: 

"  'The  undersigned  hereby  pledges  itself  for 
the  period  from  September  1,  1918,  to  December 
31,  1918,  (1)  to  use  only  in  the  manufacture  of 
talking  machines,  talking  machine  motors  and 
talking  machine  accessories  and  parts  therefor 
the  materials  suitable  therefor  which  are  now  in 
its  possession  or  which  may  hereafter  come  into 
its  possession  (other  than  materials  required  or 
reserved  for  making  other  products  covered  by 
priority  certificates  or  automatic  ratings);  (2) 
to  reduce  its  consumption  of  iron,  steel,  copper, 
brass  and  aluminum  used  in  the  manufacture  of 
such  products  to  a  basis  of  not  exceeding  40  per 
cent,  of  four-twelfths  of  its  1917  consumption  of 
such  materials;  (3)  to  comply  with  the  regula- 
tions of  the  Conservation  Division  of  the  War 
Industries  Board  as  to  economics  and  substitu- 
tions.' 

"2.  Such,  manufacturer  will  file  with  this  divi- 
sion its  statement  under  oath  showing: 

"(a)  Quantities  (by  weight)  of  iron,  steel, 
brass,  copper  and  aluminum,  and  all  products  of 
such  materials  used  by  it  in  producing  its  1917 
output  of  talking  machines,  talking  machine 
motors  and  talking  machine  accessories; 

"(b)  Quantities  (by  weight)  of  such  materials 
and  products  of  such  materials  in  stock,  in 
storage,  and  in  transit  owned  by  such  manufac- 
turer on  September  1,  1918,  or  held  for  it; 

"(c)  Quantities  (by  weight)  needed  to  bal- 
ance stocks,  but  only  so  far  as  needed  in  con- 
nection with  existing  stocks  to  manufacture  the 
output  of  talking  machines,  motors  and  acces- 
sories and  parts  therefor  mentioned  in  its  pledge. 

"3.  When  the  pledge  and  affidavits  mentioned 
have  been  filled  and  Industry  Priority  Certifi- 
cate issued  it  will  take  Class  C  rating  and  orders 
placed  according  to  its  provisions  and  this  cir- 
cular may  be  filled.    No  formal  application  for 


Industry  Priority  Certificate  is  required.  No 
guarantee  can  be  given  your  industry  that  the 
material  called  for  in  any  certificate  can  be  sup- 
plied. 

Ill 

"Copper,  brass  and  aluminum  are  so  urgently 
and  immediately  needed  for  war  purposes  in 
quantities  beyond  the  available  supply  that  you 
will  be  expected  to  discontinue  their  use  in  any 
form  in  the  manufacture  of  your  products.  This 
regulation,  however,  will  not  be  construed  as 
forbidding  you  to  hold  such  quantities  of  mate- 
rials as  you  now  have  on  hand  unless  you  may 
be  asked  to  release  such  materials  for  the  war 
program. 

"Practically  all  of  the  materials  which  are  used 
by  your  industry  are  of  such  importance  and 
the  constantly  increasing  demand  for  them  is  so 
vast  that  your  industry  should  make  every  effort 
to  avoid  any  unnecessary  or  wasteful  use  of 
any  of  such  materials.  After  the  war  demands 
are  met,  there  will  be  comparatively  little  left 
of  the  most  important  materials  which  you  use 
to  distribute  to  industries  engaged  in  producing 
non-war  products.  It  cannot  be  determined  at 
this  time  what  allotments  may  be  made  at  the 
expiration  of  the  period  covered  by  the  present 
allotments.  Your  success  in  accomplishing  real 
and  substantial  reductions  in  your  consumption 
of  such  materials  and  in  prevailing  upon  con- 
sumers to  postpone  and  reduce  their  demands 
for  such  products  will  contribute  materially  to 
the  nation's  welfare  and  will  be  a  factor  in  meas- 
uring your  further  allotments.  Yours  very  truly, 
Edwin  B.  Parker,  Priorities  Commissioner." 

In  submitting  the  report  the  War  Service 
Committee  through  Chairman  Willson  says: 

"  "Our  country's  needs  are  great  and  impera- 
tive under  the  stress  of  war  requirements,  and 
we  believe,  therefore,  that  you  will  cheerfully 
accept  the  curtailments  and  economies  imposed 
by  war  conditions,  and  prescribed  by  Govern- 
mental bodies  on  our  industry." 

[See  latest  order  of  Priorities  Commissioner, 
increasing  metal  allowances,  on  page  110.] 


D  D  f\  fl  Y  C  AUTOMATIC 
DliUUI^iJ  REPEATING 

PHONOGRAPH 


THE  WONDER  INSTRUMENT 

Plays  and  repeats  any  kind  or  size  record — any  desired 
number  of  tuiies — then  stops  automatically  with  the  tone 
arm  suspended  off  to  the  right  In  the  air.  Any  child  can 
operate  it. 

WONDERFUL   TONE  WONDERFUL  FINISH 

WONDERFUL  IN  ITS  SIMPLICITY 

The  Machine  Creates  Interest  and  Discussion. 
It  Is  Self-Advertising 
WONDERFUL  SELLER 
DEALERS— Send  for  Particulars.  Prices.  Terms. 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 


November  15,  1918  THE    TALKING    MACHINE    WORLD  97 


Psychological ! 

That  just  when  you're  pushing  records  hard 
the  new  Columbia  Record  Catalog  appears 
to  help  you.  Get  your  supply?  Are  they 
working? 


Columbia  Graphophone  Co. 

NEW  YORK 


ST.  LOUIS  DEALERS  COLLECTING  RECORDS  FOR  SOLDIERS 

Talking  Machine  Men  Send  Their  Wagons  to  Gather  Slacker  Records — The  Stock  Situation  a  Puz- 
zle to  Many — The  Jobber's  Problem — What  the  Local  Factories  Are  Doing 


St.  Louis,  Mo.,  November  9— The  talking  ma- 
chine business  has  gone  through  the  Liberty 
Bond,  an  influenza  quarantine  and  other  handi- 
caps during  the  past  month  and  comes  out  with 
a  clean  selling  score.  Practically  all  dealers 
will  tell  you  that  their  business  could  not  be 
better  without  more  stock.  Every  dealer  in 
town  is  complaining  that  the  models  he  best 
likes  are  short.  At  the  jobbing  houses  they 
tell  you  that  they  are  doing  fairly  well,  but  that 
certain  models  are  somewhat  short.  It  has 
gotten  to  the  stage  where  the  jobbers  make  no 
bones  about  being  short,  and  in  most  cases  they 
openly  admit  that  their  chief  trouble  now  is 
getting  enough  of  the  popular  models  at  one 
time  to  enable  them  to  make  proportionate  dis- 
tribution of  the  orders  on  file. 

But  with  the  records  it  is  different.  They  are 
coming  through  in  fair  numbers,  and,  better  than 
that,  the  people  are  catching  the  spirit  of  the 
thing  and  are  willing  to  buy  records  that  are 
new  to  them  but  which  are  old  on  the  lists. 
It  has  been  beneficial  to  the  trade,  in  this  re- 
spect, that  much  has  been  published  about  this 
and  that  trade  being  restricted  to  gain  mate- 
rials and  men  to  win  the  war.  People  like  to 
think  that  the  talking  machine  trade  is  doing 
its  part  and  they  are  willing  to  be  a  bit  more 
patient  about  getting  really  new  numbers. 
Others  who  are  not  so  patient  often  can  be  sold 
by  skilfully  finding  out  if  they  have  heard  this 
record  by  that  artist  and  then  presenting  the 
record  as  a  new  one.  As  long  as  the  purchaser 
is  happy,  there  is  no  harm  done  and  there  is 
one  less  person  growling  about  the  hardships 
of  whipping  the  Germans. 

It  might  appear  to  be  an  easy  question  to 
answer,  but  is  there  an  actual  shortage  of  talk- 
ing machines  (quality  not  considered)?  The 
World  correspondent  has  asked  this  question 
of  a  dozen  dealers  within  the  last  few  weeks  and 
each  dealer  has  his  own  ideas  on  the  subject. 
When  you  get  down  to  detail  no  two  exactly 
agree. 

All  agree  that  there  is  a  shortage  of  standard 
make  and  quality  talking  machines.  That 
question  admits  of  no  doubt^in  the  minds  of 
most  dealers.  Some  think  there  is  an  actual 
shortage  of  all  kinds  of  machines,  but  one  job- 


Record  Delivery 
Envelopes 

Safe  -  Swift  -  Secure 


The  heavy  paper 
means  protection; 
the  button  and  cord 
mean  speed — you 
can  wait  on  more 
customers. 

Brina  out  YOUR 
OWN  NAME. 
Every  time  an 
v  envelope  leaves  your 
store,  let  the  adver- 
tisement on  it  take 
your  name  to  the 
homes  and  brine  new 
trade.  The  advertising 
more  than  pays  for  the  envelope. 
Write  for  samples  and  prices. 

Lewis  G.  Frank,  694  Book  Bldg. ,  Detroit 


ber  gave  it  as  his  opinion  that  if  every  person 
now  willing  to  buy  a  talking  machine  could  be 
persuaded  to  buy  regardless  of  make  each  would 
be  accommodated,  and  that  there  would  be  some 
left  in  the  stores. 

Another  jobber  whose  machines  are  sold  in  a 
number  of  stores  said:  "I  have  been  trying  to 
estimate  the  shortage  of  certain  styles  of  our 
cabinet  machines,  but  am  puzzled.  It  is  like 
this:  A  reported  to  me  the  other  day  that  he 
could  sell  ten  of  our  Style  Q  machines.  B, 
whose  store  is  in  the  same  part  of  the  city  and 
in  many  ways  similar,  tells  me  that  he  could 
sell  a  dozen  Q  machines.  This  is  repeated  in 
all  parts  of  the  city.  Now  the  question  that 
is  bothering  me  is  how  often  is  the  demand  for 
a  single  machine  repeated.  I  am  satisfied  that 
A  and  B  are  dealing  with  some  of  the  same 
prospective  buyers.  But  how  many  duplicates? 
My  investigations  would  indicate  that  there  are 
three  duplicates  in  these  two  reports,  which 
would  mean  a  demand  for  nineteen  machines  in- 
stead of  the  apparent  twenty-two.  But  there 
may  be  other  duplicates  by  reason  of  several 
persons  in  the  same  family  inquiring.  It  is  be- 
yond me.  I  know  that  there  is  a  shortage  of 
our  machines  and  we  have  not  even  a  sample  in 
our  jobbing  warerooms  of  an  obsolete  cabinet 
machine.  We  have  offered  to  take  any  sticker 
off  the  hands  of  any  dealer.  That  is  how 
nearly  we  are  cleaned  up.  We  have  a  few  box 
machines  and  a  few  of  current  styles,  just  in." 

The  local  dealers  have  been  giving  much  at- 
tention to  the  collection  of  slacker  records  for 
the  soldiers.  Their  goal  was  100,000.  The 
campaign  was  handled  by  F.  L.  Liebing,  man- 
ager of  the  musical  bureau  of  the  Kieselhorst 
Piano  Co.,  which  store  was  the  headquarters. 
A  room  at  the  store  was  set  apart  for  han- 
dling the  collection  and  before  the  drive  began 
one  of  the  Kieselhorst  record  saleswomen  was 
busy  taking  care  of  the  early  arrivals. 

The  following  dealers  caused  to  be  published 
a  large  ad  offering  the  services  of  their  stores 
and  delivery  systems  for  the  collection  of  sol- 
dier records.  The  following  signed  the  ad  (and 
paid  for  it):  The  Aeolian  Co.,  1004  Olive  street; 
the  Artophone  Co.,  1113  Olive  street;  Barthels 
&  Dusenberg  (Concordia  Music  House),  912-14 
Pine  street;  F.  Beyer  &  Son,  Seventeenth  and 
Locust  streets;  Boehl  Furniture  Co.,  Grand  and 
Gravois    avenues;    Field-Lippman,    1120  Olive 


"NICHOLSON" 

New  Catalog  Showing  New  Styles 

RECORD  CABINETS 

strictly  high-grade  construction  at  prices 

BELOW  COMPETITION 

•  Write  for  a  copy  of  the  catalog  and  our 
special  free  advertising  help  for  dealers. 

K.  NICHOLSON  FURNITURE  CO.,^?^' 

Sectional  Boohcatet  and  Record  Cabinet! 


street;  Hunleth  Music  Co.,  515  Locust  street; 
Kieselhorst  Piano  Co.,  1007  Olive  street;  Klee- 
kamp  Bros.  Piano  Co.,  3121-23  South  Grand  ave- 
nue; l.arkatone  Music  Co.,  Inc.,  3749  South  Jef- 
ferson at  Broadway  and  Chippewa;  Murmann 
Phonograph  Co.,  1318  Olive  street;  Roesch  Fur- 
niture &  Carpet  Co.,  1543  South  Broadway;  417 
West  Schirmer  street;  Silverstone  Music  House, 
1114  Olive  street;  Smith-Reis  Piano  Co.,  1005 
Olive  street;  Thiebes  Piano  Co.,  1006  Olive 
street. 

It  is  not  detracting  from  the  service  of  the 
talking  machine  dealers  in  this  work  to  say  that 
they  are  already  reaping  some  reward  for  their 
zeal.  Some  persons  bought  new  records  to 
send  to  the  soldiers,  but  a  larger  class  who  had 
quit  buying,  or  had  become  very  conservative 
buyers,  have  enlarged  their  operations.  "We 
did  not  like  to  buy  more  while  we  had  200  rec- 
ords at  home,  but  we  gave  away  100  of  the  pop- 
ular ones  to  the  soldiers  and  now  we  will  buy 
some  more,"  said  one  customer,  and  in  certain 
degrees  this  remark  was  repeated  dozens  of 
times. 

Manager  Chrisler,  of  Aeolian  Hall,  who  has 
taken  over  the  management  of  the  wholesale 
Aeolian-Vocalion  department,  reports  a  most  ex- 
cellent trade  in  various  sections  of  the  country. 
"We  are  now  seeking  to  protect  our  established 
dealers  rather  than  taking  on  new  dealers,"  he 
said,  "but  where  a  dealer  is  willing  to  consider 
the  styles  that  we  have  most  of,  we  let  him 
have  some  stock  to  introduce  our  line."  The 
Lehman  Music  House,  of  East  St.  Louis,,  and 
John  M.  Taylor,  of  Macon,  Moberly  and  Co- 
lumbia, Mo.,  are  recent  Vocalion  dealers. 

Retail  Manager  Brandt  said  that  he  was  chief- 
ly surprised  at  the  small  effect  the  influenza  ban 
{Continued  on  page  98) 


Walter  S.  Gray 

Chronicle  Bldg.,  San  Francisco,  Cal. 

N 

E 

E 

D 

L 

E 

S 

Pacific  Coast  Jobber  for  the  Best  in 

Talking  Machine  Trade  Accessories 

98 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


soss 


INVISIBLE  HINGES 


Preserve  Beauty 


In  many  beautifully  designed,  finely  finished  Talking  Machines,  Pianos,  Music  Cabinets, 
Piano  Players  and  Benches,  the  elimination  of  the  unsightly  protruding  Hinge  is  essential 
to  preserve  the  beauty  of  the  design. 

No.  103 

Design  and  Construction 

The  fine  cabinet  work  which  is  required  in  many  instances  to  preserve  the  disguise  of  the  instrument  requires  that  the 
hinges  be  as  inconspicuous  as  possible.    SOSS  Hinges  are  invisible. 

WRITE  FOR  CATALOGUE  "T" 

SOSS  MANUFACTURING  COMPANY,     «5  Atlantic  Avenue,  BROOKLYN,  N.  Y. 


DETROIT— 922  David  Whitney  Bldg. 
SAN  FRANCISCO-164  Hansford  Bldg. 


LOS  ANGELES— 600  Metropolitan  Bldg. 

CHICAGO— John  C.  Bold  &  Co.,  Clark  and  Washington  Sts.,  Conway  Bldg. 


COLLECTING  RECORDS  IN  ST.  LOUIS 

(Continued  from  page  97) 

had  shown  on  sales  totals.  "With  an  encour- 
aging number  of  machines  in  stock  we  could 
have  met  all  previous  expectations,  but  as  it  is 
we  have  exceeded  expectations,  circumstances 
considered.  The  record  business  appears  to  be 
almost  without  limit-  these  days.  People  have 
money  and  are  buying  not  only  popular  music, 
but  the  most  expensive  records." 

Manager  Roos,  at  the  Columbia  wholesale 
branch,  would  like  to  employ  a  man  or  woman 
who  can  put  talking  machines  into  fractions  and 
satisfy  the  trade.  "Our  organization  is  well 
settled  in  an  excellent  stride  and  we  are  han- 
dling all  the  business  that  we  are  permitted  in 
fine  shape.  Our  dealers  report  that  they  are 
holding  many  prospects  until  the  time  that  they 
will  have  Columbias  for  them,"  he  said.  "It  is 
in  time  like  these  that  reputation  pays  an  ex- 
cellent investment." 

C.  D.  Westervelt,  who  formerly  was  with  the 
Aeolian  Co.  at  Boston,  has  joined  the  Vocalion 
staff  here. 

The  decorators  were  in  charge  at  the  Arto- 
phone  Co.,  where  a  good  deal  of  attention  is 
being  given  to  the  retail  trade.  The  entire  first 
floor  has  been  quite  handsomely  fixed  up  and 
President  Cone  says  that  the  brighter  sales- 
room already  is  proving  a  good  investment  and 
that  it  and  the  improved  Artophone  is  a  com- 
bination that  is  hard  to  beat. 

Mark  Silverstone,  of  the  Silverstone  Music 
Co.,  says  that  he  believes  that  his  company  will 
make  very  fair  distributions  of  machines  before 
the  holidays,  as  the  shipments  now  in  sight  will 
relieve  the  most  acute  shortages.  The  records, 
he  says,  are  coming  through  nicely  and  the  com- 
pany is  now  meeting  all  of  the  increasing  de- 
mands. 

President  Fitzgerald,  of  the  Mozart  Co.,  re- 
ports that  his  factory  is  busy  chiefly  on  essential 
work  and  the  talking  machine  output  at  present 
is  only  such  as  can  be  made  when  the  ma- 
chinery is  not  on  strictly  war  work. 

"We  have  been  making  very  fair  deliveries  of 
Pathe  instruments,"  said  Manager  Staffelbach 
at  the  Hellrung  &  Grimm  Furniture  Co.,  "and 


we  expect  to  have  all  of  our  back  orders  filled 
before  Christmas.  We  have  been  able  to  accom- 
plish this  by  cutting  off  some  dealers  who  were 
not  coming  up  to  the  expected  standard  and 
we  are  not  taking  on  any  new  accounts  that 
interfere  with  supplying 
old  customers.  Our  totals 
are  making  a  most  excel- 
lent showing,  better  than 
we  expected  to  m  a  k  e. 
Our  record  business  is 
without  precedent." 


AN  EMERSON  RECORD  DEPARTMENT 

One  of  the  reasons  for  the  big  success  of 
dealers  handling  Emerson  records  is  the  original 
and  attractive  displays  used  and  the  establish- 


MUST  LOOK  OUT 


Credit  men,  both  whole- 
sale and  retail,  are  not  go- 
ing to  have  an  easy  time 
of  it  during  the  recon- 
struction period  that  will 
follow  the  ending  of  the 
war,  according  to  one  of 
the  best-known  credit 
grantors  in  the  city.  The 
wholesale  credit  man  will 
have  the  harder  job  of  the 
two,  he  said,  for  he  will 
be  dealing  with  merchants 
who  will  have  to  conduct 
their  business  in  the  face 
of  a  declining  market,  and 
who  will  have  to  "watch 
their  step"  pretty  careful- 
ly in  order  to  avoid  the 
bankruptcy  court.  As  for 
the  retail  credit  grantor, 
he  asserted,  his  problem 
will  lie  in  good  part  in 
guarding  against  defaulted 
payments  on  the  part  of 
the  many  customers  who 
are  getting  their  pros- 
perity out  of  the  war  and 
who  ordinarily  would  not 
be  considered  good  risks. 
The  situation  is  one  that 
must  be  carefully  watched 


Interior  Display  Made  by  the  S.  S.  Kresge  Store,  Indianapolis,  Ind. 


by  all  concerned, 
cautiously. 


We  must  move  slowly  and 


BUY  YOUR  ALBUMS 

DIRECT  FROM 
THE  MANUFACTURER 


THIS  ALBUM  MADE 
US  FAMOUS  BY 
SELLING  IT. 
WHY 
DON'T  YOU  TRY? 


BOSTON  BOOK  COMPANY,  Inc. 

43-51  Fourth  Avenue,  New  York,  N.  Y. 


ment  of  a  really  high-class  record  department. 

This  interior  display  is  from  S.  S.  Kresge,  In- 
dianapolis. It  not  only  won  a  prize  in  a  recent 
Emerson  record  display  contest,  but  also  sold 
a  great  many  records  to  new  customers. 


EDISON  CHRISTMAS  SUPPLEMENT 

List  of  Blue  Amberol  and  Royal  Purple  Releases 
for  December  Just  Issued 


An  excellent  Christmas  supplement  of  Edi- 
son Blue  Amberol  and  Royal  Purple  records 
has  just  been  issued  by  Thos.  A.  Edison,  Inc., 
which  contains  several  exceptionally  high-class 
recordings  by  such  artists  as  Arthur  Middleton, 
Frieda  Hempel,  P.  A.  Asselin  and  other  equal- 
ly well-known  Edison  artists.  The  numbers 
range  from  sacred  songs,  especially  appropriate 
at  Christmas  time,  to  lighter  ballads  and  pop- 
ular songs,  besides  several  instrumental  numbers. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


99 


BUSINESS  IS  GOOD 

But 

You  and  I  Are  Here  to  Make  It  Better 


piiuiiiiiiiimiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiimiiii  iiiiiniiiiiii| 

H  il 

Six  I 
I  Art  Models  I 
I    $140.22  | 

to  I 

J    $350.oo  | 

illi  urn  iniiini  ininninninninniiinni  iiiinniiinninnninniii 


HpHE  ART  CRAFT 
A  LINE  of  Talking 
Instruments  is  a  true 
exemplification  of  the 
QUALITY  for  which 
Grand  Rapids  Furni- 
ture is  internationally 
recognized. 


MANUFACTURERS  OF 


Phonographs 

GRAND  RAPIDS,  MICHIGAN 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiniiiniiii  mnnmiii  iiiiiiiiiiiiiiiiini  niiuj 

Attractive 

I    Proposition  j 

I         f°r  I 
Dealers  I 

|  and  | 

Jobbers 

Write  To-day 

Iiinnninnniniiuiiinniiinniniininnnuinnninniiinniniiinniiiii!iiiniiiii!iiii:iii 


100 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


BUSINESS  UNUSUALLY  ACTIVE  IN  SOUTHERN  CALIFORNIA 

Despite  Many  Untoward  Influences  Los  Angeles  Trade  Was  Most  Satisfactory  During  the  Past 
Month — Record  Demand  Shows  Remarkable  Strength — Machine  Shortage  Is  Still  Most  Pronounced 


\  Los  Angeles,  Cal.,  November  4. — The  month  of 
October  was  rather  strenuous  for  Los  Angeles 
in:  more  ways  than  one.  In  fact,  it  was  really 
remarkable  how  well  business  kept  up  in  spite 
of;  the  Liberty  Loan  and  the  influenza.  The  in- 
dications are  good  for  business  during  Novem- 
&t. 

gjlThe  shortage  of  leading  makes  of  machines 
lid  records  is  still  acute  with  no  promise  of 
battering  the  present  condition  before  the  first 
of  the  year.  All  local  dealers  are  making  des- 
perate efforts  to  bolster  up  their  fast  depleted 
st6cks,  but  with  little  or  no  success. 

The  demand  for  "war"  songs  seems  to  be 
increasing  in  spite  of  the  numerous  ones  coming 
oijt  every  month,  and  the  sales  are  still  running 
big  on  such  pieces  as  "Keep  the  Home  Fires 
Burning,"  "Just  a  Baby's  Prayer  at  Twilight," 
"Over  There"  and  "Joan  of  Arc." 
;|The  Purchasing  Agents'  Association,  of  Los 
Angeles,  gave  a  delightful  banquet  at  the  Sierra 
M&dre  Club  on  the  evening  of  October  4.  The 
rff|>st  enjoyable  thing  on  the  program  in  the 
wdy  of  entertainment  was  a  demonstration  of 
tBe  Edison  Diamond  Disc  by  Howard  Legge, 
of]  the  Southern  California  Music  Co.  Popular 
war  songs  were  featured  on  the  machine,  which 
was  a  laboratory  model  of  the  William  and  Mary 
d;e-sign,  and  during  the  evening  those  present 
sing  a  new  version  of  "Keep  the  Home  Fires 
Bjtrning,"  led  by  the  Edison  machine.  Mr. 
Legge  gave  a  short  talk  on  the  Edison  and  its 
possibilities. 

-  Colonel  George  P.  Filmer,  Pacific  Coast  divi- 
sion director  for  the  Red  Cross,  purchased  three 
dflthe  Edison  Army  and  Navy  model  machines 
fpf  three  of  the  cantonments.  This  model  is  a 
favorite  with  the  soldiers  and  sailors. 

;  W.  S.  Stidham,  local  manager  for  the  Colum- 
bia Phonograph  Co.,  says  that  during  October 


more  Columbia  records  were  also  sold  than 
ever  before  in  any  one  month  in  the  territory 
of  the  Los  Angeles  branch  of  the  Columbia 
Graphophone  Co. 

The  Southwest  is  the  Land  of  Sunshine  and 
Flowers — it  also  aspires  to  be  one  of  sorig.  The 
scarcity  of  Grafonolas  evidently  inspired  the 
dealers  to  drive  on  records.  They  had  excel- 
lent material  to  work  with  both  on  the  "special" 
lists  and  the  regular  October  records. 

The  death,  somewhere  in  France,  of  Gus 
Schiresohn,  youngest  brother  of  the  well-known 
North  Main  street  talking  machine  dealer, 
Max  Schiresohn,  proprietor  of  the  American 
Jewelry  Co.  and  Schireshon  Bros.,  has  stirred 
the  sympathy  of  their  many  friends. 

Nathan  Milnor,  formerly  general  sales  man- 
ager of  the  Dictaphone,  visited  the  California 
Graphophone  Co.'s  headquarters  at  745  South 
Broadway,  en  route  for  San  Francisco,  where 
he  is  assuming  the  management  of  that  branch 
as  successor  to  F.  A.  Dennison. 

Mr.  Humphrey,  recently  manager  for  Byron 
Mauzy,  San  Francisco,  has  been  appointed 
manager  of  Hamburger's  Grafonola  department. 

George  W.  Lyle,  assistant  to  the  president  of 
the  Pathe  Freres  Phonograph  Co.,  visited  Los 
Angeles  in  October. 

J.  L.  George,  manager  of  the  talking  machine 
department  for  the  Mercantile  Co.,  of  Long 
Beach,  Cal.,  was  in  the  city  recently  acquiring 
stock  for  Christmas.  Mr.  'George  says  busi1 
ne-ss  is  good  at  the  beach  town  and  the  enlarge- 
ment of  all  the  shipbuilding  plants  has  brought 
thousands  of  workmen  to  the  city  who  are-all 
good  prospects  for  machines.  - 

"Beginning  Sunday,  October  24,  1,000,000  rec- 
ords, talking  machines  and  small  musical  in-* 
struments  are  to  be  assembled  throughout  the. 
country  by  the  National  Phonograph  Record 


Recruiting  Corps  to  be  sent  to  men  in  service. 
In  Los  Angeles  there  will  be  two  committees, 
the  general  committee,  with  Marco  Newmark  as 
chairman,  and  the  campaign  committee,  with 
Miss  Rena  MacDonald  at  the  head. 


ADVERTISING  VOCALION  RECORDS 

Featured  in  a  Big  Way  in  Announcement  in  the 
Saturday  Evening  Post 


The  Aeolian-Vocalion  phonograph  and  Aeo- 
lian-Vocalion  records  were  featured  to  excellent 
advantage  last  week  in  a  full-page  advertisement 
that  appeared  in  the  Saturday  Evening  Post. 
The  attractiveness  and  artistic  beauty  of  this 
advertisement  was  enhanced  by  the  fact  that  it 
appeared  in  several  colors,  and  this  page  was 
one  of  the  finest  talking  machine  advertise- 
ments that  any  national  advertiser  has  used  re- 
cently. 

The  page  featured  the  new  Vocalion  records 
made  by  Giulio  Crimi,  the  leading  Italian  tenor 
of  the  Chicago  Opera  Co.,  who  is  an  exclusive 
Vocalion  artist.  The  Vocalion  record  "On 
With  the  Play"  from  Pagliacci  has  achieved 
phenomenal  success,  and  this  advertisement 
called  attention  to  the  musical  qualities  of  this 
record. 

The  Aeolian-Vocalion  phonograph  presented 
in  this  page  was  the  Vocalion  Style  "I,"  retailing 
at  $225,  which  is  one  of  the  most  popular  instru- 
ments in.  the  Aeolian-Vocalion  line,  and  which 
is  meeting  with  signal  success  throughout  the 
country. 


TALKER  MEN  GOLF  CHAMPIONS 

Des  Moines,  Ia.,  November  4. — The  recent  golf 
match  to  determine  the  championship  of  Des 
Moines  was  decided  in  favor  of  the  team  repre- 
senting the  Mickel  Bros.  Co.,  Victor  whole- 
salers, and  consisting  of  W.  P.  Beal,  manager  of 
Mickel  Bros.  Co.;  H.  B.  Sixsmith,  traveler,  and 
Earl  Haglind,  manager  order  department,  which 
won  out  against  the  Southern  Surety  team. 


A  die-casting,  bearing  the  'INDIANA" 
imprint  is  an  assurance  of  its  perfection. 
We  specialize  in  such  die-cast  phono- 


graph parts  as  shown  above. 

"INDIANA"  DIE  CASTING  CO. 

CORNELL  AVE.,  at  11th  ST.  INDIANAPOLIS,  IND. 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


101 


FLOOR  TAX  CLAUSES  KILLED 


Section  of  War  Revenue  Bill  Providing  for  Tax 
on  Stocks  in  Hands  of  Manufacturers,  Whole- 
salers and  Retailers  Is  Removed 


It  was  announced  this  week  that  after  a  strong 
fight  by  the  music  trade  interests  and  others 
Sections  909  and  910  of  the  new  War  Revenue 
bill,  providing  for  a  collection  of  a  floor  tax  of 
10  per  cent,  on  all  musical  instruments  in  the 
hands  of  manufacturers,  wholesalers  and  retail- 
ers, had  been  eliminated  from  the  bill.  The 
proposed  floor  tax  in  the  new  bill  differed  from 
that  existing  in  the  present  War  Revenue  Act 
in  that  its  provisions  were  extended  to  cover 
retailers.  The  danger  of  the  floor  tax  was  early 
recognized,  and  strong  arguments  were  imme- 
diately brought  to  bear  on  the  Finance  Commit- 
tee, it  being  pointed  out  that  the  excess  tax  of 
that  sort  against  a  retailer  with  a  large  stock 
of  goods  on  hand  would  in  some  cases  threaten 
bankruptcy.  It  is  not  believed  that  an  attempt 
will  be  made  to  reinsert  the  same  clause  or  put 
a  !  similar  one  into  the  bill  before  it  is  finally 
signed  and  becomes  a  law. 


NEW  COLUMBIA  RECORD  ARTIST 


Miss  Barbara  Maurel,  Mezzo-Soprano,  Joins  the 
Recording  Staff  of  That  Company 


The  i  Columbia  Graphophone  Co.  announced 
tHis  week  the  addition  to  the  Columbia  record- 
ing library  of  Miss  Barbara  Maurel,  a  mezzo- 
sdjjranp,  who  has  achieved  great  success  on  the 
concerjt  stage  and  in  operatic  circles.  Miss 
Maurel  will  record  exclusively  for  the  Colum- 
bia.reqord  library,  and  her  first  records  will  be 
announced  very  shortly. 

]Miss!  Barbara  Maurel,  who  was  born  in  Al- 
sace-Lprraine,  studied  abroad  under  Jean  De 
Rsszkej,  and  her  season  with  the  Boston  Opera 
Co.  won  the  praise  of  the  leading  critics.  Mu- 
sically ;speaking,  she  follows  the  traditions  of  the 
Fi'jencb;  school,  and  it  is  said  by  recognized  au- 
thorities that  her  voice  is  remarkably  adapted 
fojr  recording  purposes.  Miss  Maurel  specializes 
in;  the  rendition  of  old-time  ballads,  and  her  Co- 
lumbia records  will  doubtless  meet  with  a  hearty 
welcome. 

W.  L  MULVANEY  NOW  IN  CHARGE 


iPubuque,  Ia.,  November  4. — Walter  L.  Mul- 
vaney,;  formerly  manager  of  the  Victor  depart- 
ment of  the  Geo.  W.  Wheelock  Co.,  Peoria,  111., 
has  taken  charge  of  the  Victor  department  of 
Roshek  Bros.  Co.,  this  city.  This  concern  have 
just,  moved  their  department  from  the  third 
floor  to  the  second  floor  and  have  installed  a 
modern  three-booth  department.  The  booths 
are  finished  in  white  enamel  with  French  win- 

.  .I'm'  5 

dows,  juid  the  whole  department  is  covered  with 
heavy  'green  velvet  carpet.  A.  Reh,  the  gen- 
eral mjanager  of  the  store,  has  received  many 
compliments  on  the  installation. 


TALKING  MACHINE  INDUSTRY  GRANTED  INCREASE 

IN  METAL  ALLOWANCE  FROM  40  TO  70  PER  CENT 

Favorable  War  Developments  Move  Priorities  Commissioners  to  Give  Quick  Relief  to  Talking 
Machine  Manufacturers — Order  Reflects  Attitude  of  Government  Towards  Business 


H.  L,-  Willson,  Chairman  of  the  War  Service  Committee  of  the  Talking  Machine  Industry, 
received  the  following  telegram  from  Edwin  B.  Parker,  Priorities  Commissioner,  on  Monday, 
November  11,  in  which  the  industry  is  advised  that  the  ruling  restricting  the  use  of  metal  for 
talking  machines  to  40  per  cent,  of  the  1917  consumption  has  been  amended  to  permit  the  use 
of  70  per  cent,  of  metals.     The  telegram,  which  in  itself  is  explanatory,  reads: 

"Account  favorable  war  developments  restrictions  on  talking  machine  industry,  including  motors 
and  accessories,  embodied  in  Circular  No.  39,  Priorities  Division,  are  hereby  so  modified  that  for 
the  last  four  months  of  1918  the  consumption  by  said  industry  of  iron,  steel,  copper,  brass  and 
aluminum  used  in  the  manufacture  of  its  products  will  be  on  basis  of  not  exceeding  70  per  cent,  of 
four-twelfths  of  its  1917  consumption,  instead  of  40  per  cent,  as  provided  in  said  Circular.  In 
all  other  respects  rules  and  regulations  remain  in  full  force  and  effect.  Please  notify  all  mem- 
bers of  your  industry." 

The  receipt  of  the  telegram  on  the  day  tha  the  signing  of  the  armistice  with  Germany  was 
formally  announced  is  accepted  by  talking  mach  ne  men  as  an  indication  of  the  favorable  manner 
in  which  the  industry  is  regarded  in  Washington,  and  likewise  an  indication  of  the  attitude  of  the 
Government  in  the  matter  of  granting  industries  relief  from  restriction  as  soon  as  possible.  The 
original,  priority  order  limiting  the  use  of  steel  and  other  metals  to  40  per  cent,  of  1917  consump- 
tion was  only  issued,  and  had  hardly  become  operative  before  the  allowance  was  increased  to  70 
per  cent. 

It  is  also  reported  that  the  Priorities  Commissioner  has  issued  an  order  permitting  an  increase 
in  steel  needle  production  from  SO  per  cent.,  as  it  now  stands,  to  75  per  cent.,  thus  providing  great 
relief  for  the  industry  as  a  whole. 


ASK  DEALERS'  CO-OPERATION 

National  Phonograph  Records  Recruiting  Corps 
Tells  of  Results  Achieved  in  Drive  for  Records 
—Why  Work  Must  Continue— Its  Effects 


The  National  Phonograph  Records  Recruit- 
ing Corps  advises  The  World  that  reports  re- 
ceived at  headquarters  at  21  East  Fortieth  street, 
New  York,  prove  that  the  mark  set  for  the  col- 
lection of  over  a  million  records  in  the  recent 
drive  was  not  only  reached,  but  passed  by  tens 
of  thousands  of  records,  and  that  the  results  ac- 
complished were  largely  due  to  the  hearty  co- 
operation of  the  talking  machine  dealers. 

Major-General  Bell,  U.  S.  A.,  the  honorary 
chairman  of  the  national  committee,  has  just 
pointed  out  that  this  drive  was  only  the  start 
of  the  movement,  and  the  quest  for  machines 
and  records  will  go  on  until  the  last  of  our 
troops  have  returned  to  these  shores  and  have 
been  demobilized.  Now  that  the  war  is  ended 
the  need  for  wholesome  entertainment  for  our 
fighting  men  is  more  imperative  than  ever,  for, 
as  General  Bell  states,  a  million  or  more  of  our 
men  will  be  required  in  Europe  for  a  year,  per- 
haps two,  on  police  duty,  hence  the  continued 
demand  for  music  not  only  abroad  but  also  at 
home,  where  the  process  of  demobilization  will 
necessarily  be  slow. 

Army  and  navy  officers  are  tremendously 
gratified  by  the  extraordinary  success  of  the 
slacker  record  drive,  and  have  urged  the  corps 
to  maintain  a  steady  supply  of  talking  machines 
and  records  until  demobilization  is  complete. 
Therefore  most  of  the  five  hundred  local  com- 
mittees throughout  the  United  States  have 
agreed  to  continue  their  work  indefinitely  so 


that  the  number  of  records  to  be  collected  will 
more  likely  reach  the  total  of  two  instead  of  one 
million. 

In  view  of  this  it  is  essential  that  talking  ma- 
chine dealers  should  continue  their  activities 
and  co-operation.  Somewhat  more  than  40  per 
cent,  of  the  dealers  throughout  the  country  have 
become  members  of  the  Phonograph  Record  Re- 
cruiting Corps  Trade  Auxiliary,  and  others  are 
urged  to  join. 

Tn  a  recent  letter  to  the  dealers  the  national 
committee  points  out  that  the  trade  cannot  fail 
to  benefit  in  a  material  way  by  this  co-opera- 
tion, because  millions  of  records  will  be  do- 
nated, thus  stimulating  the  purchasing  of  new 
ones;  countless  future  buyers  will  be  created 
in  the  army  and  navy,  and  popular  and  official 
recognition  of  the  essential  nature  of  the  talking 
machine  business  will  be  accelerated,  to  the  gen- 
eral benefit  of  the  industry. 

Dealers  are  asked  to  send  at  once  to  their 
local  committees  or  to  the  New  "York  City  of- 
fice, 21  East  Fortieth  street,  a  statement  of  the 
number  of  records  and  machines  collected  or 
purchased,  so  that  a  complete  tabulation  of  the 
material  in  the  district  can  be  made  without  de- 
lay. 


HOLD  HALLOWE'EN  PARTY 


The  employes  of  the  Victor  department  of 
Chase  &  West,  Des  Moines,  la.,  recently  held 
an  old-fashioned  Hallowe'en  party,  with  bobbing 
for  applies  and  all.  In  that  contest  the  honors 
were  divided  between  Chase  West,  manager  of 
the  department,  and  Miss  Golda  Airy,  manager 
of  the  educational  department.  As  the  saying 
goes,  "a  good  time  was  had  by  all." 


VICTOR  RETAILERS 


Are  You  Getting  This  Valuable  Monthly  Sign  Service? 

$^•00 


23 

CARDS 


1—  22x28  SHOW  CARD 

2 —  11x14  SHOW  CARDS 
8 — RECORD  EASEL  SIGNS 
11 — PRICE  TICKETS 
1— WINDOW  POSTER 


for 
only 


PLUS  POSTAGE 
PER  MONTH 


Canadian  price  $3.50  plus  postage  and  duty. 

Send  for  a  trial  set  and  be  convinced  of  its  exceptional  value  and  window  decorative  qualities. 
We  also  manufacture  the  new  "CARDO"  imitation  records  and  fancy  papers  for 


window  trimming  purposes. 


ED.  USOSKIN  InZ 


Ask  Your  Wholesaler. 

PRINTERS  &  LITHOGRAPHERS 
230  W.  17th  St.,     New  York  City 


102 


THE   TALKING   MACHINE  WORLD 


November  15,  1918 


PEACE 


|HE  Glad  Tidings  have  been  spread  over  the  world. 
The  din  and  roar  of  battle,  the  noise  of  firing  cannon 
and  the  shouts  of  charging  men  have  ceased.  Over  the 
war-torn  field  has  fallen  the  quiet  of  Peace. 


To  the  dead  that  lie,  cold  and  stiff,  in  Flanders  fields,  we  pay 
tribute.  They  asked  us  to  take  up  the  quarrel  with  the  foe. 
They  threw  to  us  the  burning  torch  and  bid  us  hold  it  high. 
They  left  to  us  the  task  of  securing  a  Peace  which  would  exact 
unbreakable  guarantees  that  faith  shall  be  kept. 

And  with  this  Peace  inscribed  upon  the  great  tomb  wherein 
they  lie,  with  the  poppies  showing  red  again  in  Flanders  fields, 
we  have  answered.  We  have  held  high  the  burning  torch  and 
held  sacred  their  faith  in  us.  They  have  not  suffered  and 
died  in  vain. 


We  are  proud  of  the  small  part  it  has  been  our  rare  privilege 

to  play  we  thank  our  friends  who  have  so  loyally  and 

so  patriotically  understood  conditions. 

And  we  face  the  To-morrow,  the  readjustment  period  between 
war  and  peace,  with  faith,  with  hearts  filled  to  over-flowing 
and  a  prayer  of  thankfulness  upon  our  lips. 


Cordially  yours, 


Vice-President 


Stephenson,  Inc.,  One  West  34th  Street,  New  York 

Manufacturers  of  the  Stephenson  Precision-Made  Motor 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


103 


Human  Interest ! 

People  like  catalogs.  Particularly  people 
who  have  phonographs.  Feature  the  New 
Columbia  Record  Catalog— they'll  come  in 
for  it;  you  do  the  rest. 


Columbia  Graphophone  Co. 

NEW  YORK 


TELLS  SECRET  OF  SALE  MAKING 

Edison  Amberola  Dealer  Tells  How  He  Has 
Built  Up  a  Large  Business  in  That  Line 


In  telling  how  he  has  built  up  a  business  in 
Edison  Amberolas  and  Blue  Amberol  records 
Leslie  E.  Carl,  an  Edison  dealer  in  Deposit,  N. 
Y.,  says  that  the  first  consideration  is  to  have 
on  hand  a  good  stock  of  machines  and  records 
and  then  to  go  after  business: 

"Our  prospects  are  mostly  farmers.  We  keep 
our  phonograph  playing  in  the  store  most  of  the 
time  and  you  would  be  surprised  the  prospects 
we  get  in  this  way.  When  one  comes  in  and 
shows  the  least  inclination  to  be  pleased  with 


sale.  If  they  wish  a  lower-priced  machine  we 
can  very  easily  supply  it. 

"We  find  this  to  be  a  very  easy  way  to  make 
sales  with  the  Edison.  We  have  sold  the  Edi- 
son for  over  twelve  years  and  have  hundreds 
of  customers  which  have  been  made  this  way. 
If  you  do  not  have  the  goods  in  stock  you  can- 
not make  sales,  and  you  surely  cannot  give  free 
trials  and  make  sales." 


TAKES  OVER  VICTOR  DEPARTMENT 


Waterloo,  Ia.,  November  4. — The  Davidson  Co. 
have  recently  taken  over  the  Victor  department 
of  the  James  Black  Drygoods  Co.,  this  city.  A 
complete  department  has  been  installed  in  the 


Edisons  in  Shipping  Cases  in 
the  clear  tones  of  the  Amberola  we  take  him 
back  and  find  out  what  songs  or  instrumental 
pieces  he  likes  best;  then  we  get  him  to  let 
us  put  one  in  his  home  on  trial;  we  ask  him  to 
invite  to  his  home  his  friends  and  neighbors,  to 
hear  the  well-known  Edison  Amberola.  We  are 
very  careful  not  to  say  anything  about  prices  or 
terms;  then  we  pick  out  about  four  dozen  rec- 
ords, taking  care  that  there  will  be  a  number  in 
this  lot  which  will  please  his  particular  musical 
taste.  We  always  put  out  on  trial  the  Edison 
Model  75.  This  gives  us  a  cabinet  for  the  rec- 
ords and  makes  a  nice  showing  in  his  home. 
We  use  a  'Tin  Lizzie'  for  delivery  and  get  it  to 
his  home  as  soon  as  possible,  sometimes  we 
get  to  his  farmhouse  before  he  gets  there.  We 
almost  always  find  somebody  at  home  who  will 
let  us  in  with  the  machine;  we  then  take  pains 
to  show  them  how  to  run  it,  explaining  the  good 
features  of  the  Amberola  and  the  Blue  Amberol 
records,  how  they  can  have  any  kind  of  music 
in  their  home  simply  by  turning  the  crank.  We 
tell  them  the  day  we  are  coming  to  get  the  rec- 
ords they  do  not  wish  to  keep  and  leave  them, 
letting  the  Amberola  talk  for  itself. 

"The  day  we  promise  to  come  we  try  to  be 
on  the  job.  The  first  thing  we  tell  them  when 
we  arrive  is  that  we  have  come  to  get  the  rec- 
ords they  do  not  care  to  keep.  Almost  every 
time  they  have  the  rejected  records  all  picked 
out  and  ready.  Then  we  talk  prices  and  terms, 
and  there  is  hardly  a  case  but  what  we  make  a 


Front  of  Store  of  Leslie  Carl 

front  part  of  the  store,  with  four  booths  and  a 
complete  stock  of  records.  L.  E.  Cohen  is  gen- 
eral manager  of  the  department,  and  Miss  Leoti 
Cowles,  formerly  of  the  James  Black  Co.,  has 
charge  of  the  record  department.  Both  Mr. 
Cohen  and  Miss  Cowles  have  an  enviable  repu- 
tation throughout  the  State  as  "business  get- 
ters," which  is  proven  by  Mr.  Cohen's  remark, 
"Our  opening  day  was  great,  and  we  disposed 
of  over  900  records  and  sold  all  but  one  of  our 
Victrolas.  The  only  reason  that  one  remained 
was  that  we  needed  one  for  demonstrating  rec- 
ords." 


STANDARD  CO.  HEARS  FROM  FRANCE 


The  Standard  Talking  Machine  Co.,  Pitts- 
burgh, Pa.,  received  recently  an  interesting  let- 
ter from  Sergt.  D.  R.  Morrow,  a  former  Stand- 
ard Co.  employe,  now  in  active  service  in  France. 
Sergt.  Morrow  told  in  an  interesting  way  of  the 
American  drive  against  the  Germans,  and  of  the 
bombing  of  an  American  hospital  by  Boche  air- 
men, after  observations  had  been  made  to  be 
sure  of  the  character  of  their  objective. 


RECOVERS  FROM  INFLUENZA 


H.  B.  Sixsmith,  traveler  for  the  Mickel  Bros. 
Co.,  Victor  wholesalers  in  Des  Moines,  la.,  was 
a  victim  of  the  influenza  epidemic,  but  is  now 
recuperating  rapidly. 


LATEST  TEL=0=T0NE  LITERATURE 

Handsomely  Printed  and  Interestingly  Written 
Volume  Bearing  on  This  Chicago  Musical  In- 
strument Will  Interest  the  Trade 


A  volume  of  more  than  usual  interest  bearing 
on  the  Tel-O-Tone  phonograph,  which  is  being 
placed  on  the  market  by  the  Western  News 
Co.,  of  Chicago,  111.,  has  just  reached  our  desk. 
It  contains  illustrations  and  descriptions  of  the 
various  artistic  styles  of  Tel-O-Tone  phono- 
graphs which  are  illustrated  elsewhere  in  The 
World,  as  well  as  details  of  the  various  indi- 
vidual features  of  these  instruments,  notably  the 
separator,  the  resonator,  and  the  reducto.  The 
volume  contains  a  number  of  facsimile  letters 
from  prominent  dealers  who  are  handling  this 
machine  as  well  as  from  many  individual  pur- 
chasers. A  feature  of  the  volume  is  an  interest- 
ing history  of  the  phonograph. 

The  closing  page,  signed  by  W.  Cheney  Beck- 
with,  inventor  of  the  Tel-O-Tone  sound-repro- 
ducing tone  chamber,  contains  a  succinct  pres- 
entation of  the  claims  made  for  this  instrument 
as  well  as  brief  reference  to  the  features  which 
have  made  it  so  distinctive.  Taken  all  in  all 
this  volume  is  a  most  interesting  one,  and  should 
be  productive  of  excellent  results  in  informing 
the  public  regarding  the  Tel-O-Tone. 


The  war  is  over;  now  let  us  get  busy! 


TONE  ARMS 

Immediate  Deliveries 


BALL  BEARING 


POSITION  FOR  USE  WITH 
DIAMOND  OR  SAPPHIRE 
POINT  FOR  HILL  AND 
DALE  RECORDS 


F.  C.  KENT  &  CO. 

Manufacturers  of 

Phonograph 

Accessories 


Cor.  Mnlberry  &  Chestnut  Sis. 

NEWARK,  N.  J. 


104 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


PEACE  NEWS  STIRS  BALTIMORE 

Talking  Machine  Dealers  Forget  Past  Troubles 
in  Planning  for  Future — Eisenbrandt  &  Son 
in  New  Quarters — General  News  of  Trade 


Baltimore,  Md.,  November  11. — The  announce- 
ment of  the  armistice  with  Germany  has  caused 
local  talking  machine  dealers  to  forget  their 
troubles  of  the  immediate  past,  including  stock 
shortage,  influenza  ban,  etc.,  and  begin  to  plan 
actively  for  the  future.  It  might  be  said  with 
truth  that  the  trade  in  this  territory  emerged 
from  the  chaos  of  war  in  most  satisfactory 
shape.  Now  everybody  is  wondering  how  they 
are  going  to  take  care  of  the  rush  of  business 
expected  during  December.  Meanwhile  early 
buying  warnings  are  the  rule. 

Despite  the  fact  that  the  staff  of  the  local 
Columbia  branches  is  sadly  depleted  through  ill- 
ness, the  volume  of  business  for  the  month,  espe- 
cially in  records,  has  shown  up  remarkably  well. 
At  one  time  fifteen  members  of  the  staff  of 
twenty-two  were  absent  because  of  illness. 


Recent  visitors  at  the  store  of  E.  F.  Droop 
&  Sons  Co.  were  S.  Ernest  Philpitt,  of  Tampa, 
and  Miami,  Fla.,  and  John  Oachis,  of  the  Clark 
&  Jones  Co.,  Birmingham,  Ala.,  both  in  search 
of  Victor  goods. 

The  National  Piano  Co.,  Pathe  distributors, 
are  expecting  some  shipments  of  machines  and 
records  shortly  to  take  care  of  the  orders  that 
are  piling  up. 

A.  Petit,  local  Brunswick-Balke-Collender  Co. 
manager,  is  declining  to  place  new  agencies  for 


LATEST  CHENEY  REPRESENTATIVES 

Ludwig  Baumann  &  Co.,  the  well-known  fur- 
niture house,  is  planning  to  give  a  special  ex- 
hibition and  demonstration  of  the  complete 
Cheney  line  of  phonographs,  including  the  art 
models  that  attracted  such  attention  at  the  Na- 
tional Music  Show  this  summer,  in  the  com- 
pany's three  stores,  beginning  at  the  Eighth 
avenue  and  Thirty-fifth  street  store  early  in  De- 
cember, to  be  followed  by  similar  exhibitions 
in  the  Harlem  and  Newark  stores.    The  exhibit 


Brunswick  phonographs  until  he  can  take  care 
of  the  demands  of  dealers  already  on  his  books. 

H.  R.  Eisenbrandt  &  Son  are  now  in  their 
new  quarters,  and  they  have  one  of  the  most 
attractive  stores  in  the  city.  The  show  window 
is  eighteen  feet  long  and  eight  feet  deep.  Henry 
Eisenbrandt  says  that  Victor  goods  will  likely 
come  along  better  from  now  on,  and  while1  he 
does  not  expect  to  get  as  many  machines  and 
records  as  he  could  handle  he  is  hoping  that 
the  supply  will  be  fairly  ample. 


will  be  featured  by  special  recitals  and  analytical 
talks.  Ludwig  Baumann  &  Co.  were  the  first 
Cheney  dealers  in  New  York,  and  have  achieved 
splendid  success  with  the  line. 

R.  W.  Olsen  &  Co.,  who  operate  four  stores 
in  Brooklyn,  have  recently  become  Cheney  deal- 
ers, and  have  developed  a  splendid  demand  for 
these  instruments  in  their  territory. 


WOMEN  IN  THE  SALES  FIELD 

The  Edison  Shop  at  Dallas,  Tex.,  Tells  Interest- 
ingly of  How  Women  Are  Proving  Most  Ef- 
fective in  Promoting  Sales  of  Phonographs 

The  opportunity  given  women  in  industry  by 
this  war  is  unparalleled  in  the  world's  history. 
That  they  are  taking  advantage  of  the  oppor- 
tunity, or,  perhaps  to  put  it  more  graciously,  that 
they  are  standing  up  to  their  responsibilities  is 
becoming  increasingly  evident  with  each  day's 
news. 

The  Edison  Shop,  of  Dallas,  Tex.,  reports 
most  interestingly  concerning  the  advent  with 
them  of  women  into  the  sales  field  of  the  Edi- 
son industry.     They  say: 

"Quite  a  few  months  ago  we  realized  that 
there  was  only  one  way  for  us  to  save  the  sales- 
man situation  and  that  was  through  the  medium 
of  ladies  taking  the  places  of  our  men  who  had 
gone  into  the  service.  This  was  some  five  or 
six  months  ago.  .  To-day  we  now  have  four 
salesladies  who  are  actually  taking  the  place  of 
our  four  men  who  have  gone'jnto  service,  and 
who  .  are  making  good  in  every  sense  of  the 
word. 

"The  most  interesting  part  of  it  all  is  the 
fact- that  I  have  always  been  very  skeptical  over 
the  possibilities  of  a  woman  taking  the  place  of 
a  man  in  a  business  way,  but  I  assure  you,  that 
now  my  skepticism  has  been  '  entirely  swept 
aside..      .  -?.       ■     •  v  -^v^egj,.  ^jrJgj-Vv 

"We  began  by  taking  these  young  ladies 
through  a  thorough  course  of  salesmanship 
through  the  medium  of  our  sales  meetings  which 
we  hold  regularly  in  our  shop,  and  each  and 
every  one  of  these  ladies  is  now  turning  in  as 
much  or  more  sales  even  than  the  men  whose 
places  they  took. 

"There  is  no  doubt,  of  course,  but  that  our 
sales  meetings,  which  we  have  been  conducting 
regularly  now  for  over  a  year,  have  had  a  great 
deal  to  do  with  the  success  of  these  young  ladies, 
but  I  believe  any  dealer  who  will  select  carefully 
his  young  ladies  and  then  try  to  tell  them  just 
what  he  knows  about  selling  Edison  phono- 
graphs, and  keep  it  up  consistently,  will  be  able 
to  get  just  as  good  results  as  I  have.  Our 
sales  meetings  have  grown  to  be  decidedly  the 
most  interesting  part  of  our  work. 

"I  am  very  enthusiastic  over  our  salesladies 
and  feel  very  gratified  over  the  fact  that  even 
though  we  have  lost  some  of  our  very  best 
men,  our  sales  have  not  slumped  one  bit,  but 
have  kept  up  to  their  300  per  cent,  increase  over 
last  year  right  along." 


CANARY  RECOGNIZED  GOOD  MUSIC 

M.  J.  Soukup,  Victor  dealer  at  Decorah,  la., 
recently  purchased  a  canary  which  would  not 
sing.  Nearly  every  record  in  the  catalog  was 
tried  with  no  result,  until  he  hit  upon  Galli- 
Curci's  "A  Little  Voice  I  Hear,"  from  the  Bar- 
ber of  Seville.  Instantly  the  bird  burst  forth 
in  wonderful  song,  which  lasted  until  the  record 
was  taken  off.  In  honor  of  the  wonderful 
power  of  Amelita  Galli-Curci  the  bird  was 
named  "Lita." 


Cabinets  -  -  Cabinets 

=  AND  = 

Talking  Machines 

=  FOR  •        •    -    ■       •     •    .  - 

Wholesalers,  Dealers,  Jobbers 

We  can  supply  you  with  high 
grade  Talking  Machines  to  suit 
your  every  need.  While  we  are 
cabinet  makers  we  also  manu- 
facture complete  machines. 

We  have  a  large  stock  pre- 
pared ready  for  shipment  to 
meet  the  requirements  of  the 
trade. 

Prompt  Deliveries 

Inquire  for  Catalog  and  Price  List  of 

BEN  FERRARA 

ONEIDA,  NEW  YORK 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


105 


INTERESTING  PROGRAM  FOR  DEALERS 

Many  Features  Planned  for  Monthly  Meeting 
of  Columbia  Wholesale  Branch 


The  regular  monthly  meeting  of  the  local 
wholesale  branch  of  the  Columbia  Graphophone 
Co.  will  be  held  to-day,  November  15,  at  the 
Waldorf-Astoria  Hotel.  Lambert  Friedl,  man- 
ager of  this  branch,  who  will  be  in  charge  of 
the  meeting,  has  prepared  an  unusually  inter- 
esting program  that  will  undoubtedly  result  in  a 
banner  attendance. 

According  to  present  plans  the  artist  who  will 
appear  at  this  meeting  will  be  Miss  Barbara 
Maurel,  one  of  the  latest  additions  to  the  Co- 
lumbia record  library.  R.  W.  Knox,  advertis- 
ing manager  of  the  Columbia  Co.,  will  give  the 
dealers  some  idea  of  the  Columbia  advertising 
plans  for  the  ensuing  year. 

The  most  interesting  feature  of  this  meeting, 
however,  will  be  the  inauguration  of  an  open 
forum,  which  will  be  conducted  by  the  dealers 
exclusively.  It  is  planned  to  have  a  Columbia 
dealer  in  the  chair  at  this  forum,  and  undoubted- 
ly there  will  be  many  practical  subjects  dis- 
cussed by  the  dealers. 


EMPIRE  RECORDS  FOR  DECEMBER 

Chicago,  III.,  November  11. — The  advance  list 
of  records  for  December  just  issued  by  the  Em-: 
pire  Talking  Machine  Co.  is  as  follows: 

POPULAR  HITS 

6236  I'll    Come  Back   to   You   When   It's   All  Over 

(Brown-Kerry-Mills)  Peerless  Quartet- 

When  You  Come  Home  (Squire).    Contralto  with 
Male  Trio  -. : .  .Una  Drake 

6237  The  Kilties  March  (Murchison), 

Empire  Male  Quartet; 
When  the  Yanks  Come  Marching  Home  (Jerome- 

Furth).    Baritone  Ben  Pilgrim 

623S  Laddie  in  Khaki  (Novello).    Baritone,  . 

Frederick  Williamson 
What  Are  You  Going  to  Do  to  Help  the  Boys? 
(Kahn-Van  Alstyne).     Baritone  Arthur-  Fields 

6239  Oh,  How  I  Hate  to  Get  Up  in  the  Morning  (Ber- 

lin) Arthur  Fields 

When    I    Get  Back    to    My    American  Blighty 
(Fields-Morse)  Arthur  Fields 

6240  Give  Me  the  Eight  to  Love  You  (Glatt), 

Sterling  Trio 
For  the  Two  of  Us  (Leslie-Ruby).  Duet, 

Campbell  and  Burr 
STANDARD  VOCAL 

6241  The  Rosary  (Nevin-Rogers).    Baritone  Ira  Allen 

Beautiful  Isle  of  Somewhere  (Faera)  ..  .Sterling  Trio 

6243  Silent  Night,  Hallowed  Night  (Hayden), 

Bijou  Mixed  Quartet 
Holy,  Holy,  Holy  (Dykes).    Contralto.  .  .Una  Drake 
INSTRUMENTAL  SELECTIONS 

6243  Poet  and  Peasant  Overture  (Suppe), 

Empire  Concert  Orchestra 
Poet  and  Peasant  Overture.     Part  II, 

Empire  Concert  Orchestra 

6244  Fireflies — Intermezzo  (Savino), 

Empire  Concert  Orchestra 
Barcarolle — Tales  of  Hoffman  (Offenbach), 

Empire  Symphony  Orchestra 

6245  Patriotic  Medley.    Part  I..Enipire  Concert  Orchestra 
American  Patriotic  Medley.    Part  II, 

Empire  Concert  Orchestra 
HAWAIIAN  SELECTIONS 

6246  My  Lonely  Lola  Lo  (Solman).    Hawaiian  Guitar      '  1 

accomp  Sterling  Trio 

My  Hawaiian  Maid  (Cunha).     Tenor,  Hawaiian 
Guitar  accomp  Henry  Burr 

6247  Aloha  Land   (Herzer).     Waltz.     Hawaiian  Gui- 

tars Louise  and  Ferera 

Missouri  Waltz   (Eppel-Logan).     Hawaiian  Gui- 
tars Louise  and  Ferera 

COMIC  SELECTIONS 

6249  I  Sent  My  Wife  Away  for  a  Rest  (Von  Tilzer). 

Baritone  Louis  Winsch 

'N' Everything  (DeSylvia-Kahn-Jolson) .  Baritone. 

Louis  Winsch 

6250  K-K-K-Katy  (O'Hara).    Baritone  Louis  Winsch 

That  Funny  Jazz  Band   From  Dixieland  (Mar- 
shall).   Baritone  Arthur  Collins 

DANCE  SELECTIONS 

6251  Djer  Kiss  (Ager).    Waltz  Empire  Military  Band 

Oh,  You  Daddy — Fox-trot  Empire  Military  Band 


6252  Nightingale  Waltz  (Fisher)  ....  Empire  Military  Band 
Liberty  Loan  March  (Sousa).  Two-step, 

Empire;  Military  Band 

6253  Cutey  (Motzan).    One-step.  .Empire  Dance  Orchestra 
Howdy  (Sam  Fox).    One-step.  .Empire  Military  Band 

6254  Popularity     (Cohan).       One-step.  Saxophone, 

Banjo  and  Piano  Van  Eps  Trio 

Oriental  (Rose).    Saxophone  and  Piano, 

Williams  and  Davies 

6255  Uncle  Hiram's  Husking  Bee  (Sweatman-Bonnell- 

Daly).    Medley  Accordeon  Duet.  .Boudini  Brothers 
My     Sweetie     (Snyder-Louis-Young).  Medley 
Fox-trot.    Accordeon  Duet  Boudini  Brothers 


TO  MAKE  ONLY  TWO  STYLES 

Operollo  Phonograph  Co.,  of  Detroit,  Make  An- 
nouncement to  This  Effect 


Detroit,  Mich.,  November  4. — An  important 
announcement  has  been  made  from  the  head- 
quarters of  the  Operollo  Phonograph  Co.,  54 
Lafayette  West,  this  city,  concerning  their  plans 
for  future  output.  In  accordance  with  the  con- 
servation methods  in  practice  in  all  lines 
throughout  the  country  in  manufacturing  plants, 
the  Operollo  Phonograph  Co.  will  hereafter  con- 
centrate their  efforts  in  the  production  and  mar- 
keting of  but  two  popular-priced  models.  With 
this  concentration  of  effort  they  will  be  able  to 
produce  at  a  minimum  cost  a  talking  machine 
that  they  claim  will  be  the  very  best  that  can 
be  produced  for  the  money.  Plentiful  stock  is 
reported  on  hand  at  the  factory,  which  should 
allow  prompt  delivery  from  the  factory. 


DEATH  OF  DR.  ALYA  D.  JONES 

Dr.  Alva  D.  Jones,  who  was  well  known  in  the 
talking  machine  trade  through  his  inventions 
bearing  on  the  reproduction  of  sound,  died  at 
his  home  in  Philadelphia  on  October  12.  He 
^as  the  inventor  of  the  Perfektone  sound  box, 
and- also  held  basic  patents  for  the  use  of  wicker- 
work  for  talking  machine  cabinets,  and  had 
taken  out  a  great  many  patents  covering  other 
inventions  of  his  relating  to  the  industry  in  va- 
rious countries.  He  was  a  man  of  great  ability 
and  highly  esteemed  by  those  who  had  the  pleas- 
ure of  his  acquaintance. 


EDISON  FORCE  TREBLES  ITS  QUOTA 

;  The  Thos.  A.  Edison,  Inc.,  went  over  the  top 
in  the  Fourth  Liberty  Loan  in  great  shape. 
Their  quota  was  $300,000,  but  the  final  figures 
showed  a  grand  total  subscribed  of  $1,090,300. 
This  comprised  subscriptions  by  the  employes 
of  $525,000,  and  by  the  company  of  $565,300.  It 
is  interesting  to  note  that  the  Edison  industries 
passed  the  $2,000,000  mark  for  the  four  Liberty 
loans. 


PUSH  THE  RED  SEAL  RECORDS! 

In  speaking  with  The  World  on  the  record 
situation  Abram  Davega,  of  I.  Davega,  Jr.,  Inc., 
Victor  distributors,  125  West  125th  street,  New 
York,  called  attention  to  the  fact  that,  although 
a  great  many  numbers  were  exceedingly  scarce, 
still  there  were  quite  a  few  Red  Seal  numbers 
with  which  the  jobber  was  well  stocked.  The 
pushing  of  these  numbers  by  the  dealer  with  the 
co-operation  of  the  jobber  would  add  materially 
to  the  record  sales  and  profits. 


CELEBRATE  PEACE  AND  VICTORY 

Pathe  Military  Band  and  Pathe  Forces,  Headed 
by  President  Widmann,  With  Kathleen  How- 
ard, Parade  Fifth  Avenue,  Arousing  Tremen- 
dous Enthusiasm 


One  of  the  interesting  features  of  the  peace 
day  celebration  on  Fifth  avenue  Monday  was 
an  informal  ba_nd  concert  staged  by  the  Pathe 
Freres  Phonograph  Co.'s  New  York  offices,  23 
West  Thirty-eighth  street.  This  concert  at- 
tracted much  attention  and  contributed  mate- 
rially to  the  success  of  the  celebration. 

The  concert  was  entirely  impromptu,  and  was 
occasioned  by  the  fact  that  E.  A.  Widmann, 
president  of  the  Pathe  Freres  Phonograph  Co., 
chanced  to  walk  up  Fifth  avenue  while  the  cele- 
bration was  taking  place.  He  commented  upon 
the  fact  that  something  seemed  missing  in  the 
celebration  and  decided  that  it  was  a  lack  of 
music  which  kept  the  funmakers  from  properly 
enjoying  themselves. 

Mr.  Widmann  lost  no  time,  but  immediately 
arranged  for  the  Pathe  Military  Band  to  as- 
semble at  Thirty-eighth  street  and  march  up 
Fifth  avenue.  The  band  had  been  rehearsing 
at  the  Pathe  laboratories  with  Miss  Kathleen 
Howard,  and  within  fifteen  minutes  had  started 
up  the  avenue,  accompanied  by  a  delegation  of 
Pathe  roosters  and  other  appropriate  signs.  Be- 
hind the  band  were  the  members  of  the  office 
staff  of  the  Pathe  Freres  Phonograph  Co.'s  New 
York  office,  led  by  O.  J.  Valliere,  city  sales  man- 
ager; Wm.  Penn,  recording  manager;  Wm.  H. 
Rose,  and  Mr.  Weil,  with  Mr.  Widemann  as 
marshal. 

As  soon  as  the  band  commenced  its  march  it 
was  followed,  by  a  crowd  which  increased  by 
hundreds,  and  by  the  time  it  reached  the  Public 
Library  the  band  was  leading  a  procession  fully 
live  blocks  long.  At  the  library  steps  Miss 
Howard,  accompanied  by  the  band,  sang  the 
"Star  Spangled  Banner"  and  the  "Marseillaise," 
after  which  the  procession  continued  its  march 
up  Fifth  avenue,  where  in  front  of  St.  Patrick's 
Cathedral  the  band  rendered  the  national  an- 
thems of  the  Allies.  By  this  time  the  proces- 
sion was  fully  ten  blocks  long  and  had  attained 
such  importance  that  moving  picture  operators 
were  busy  filming  it  for  the  news  weeklies. 

The  return  trip  was  made  down  Broadway, 
and  at  Thirty-eighth  street  the  band  managed 
to  elude  the  ten-block  procession  and  renew  its 
work  at  the  laboratories.  The  band  concert  was 
thoroughly  enjoyed,  and  the  importance  of 
music  was  demonstrated  conclusively  by  the 
fact  that  this  band  proved  absolutely  essential 
to  the  real  success  of  the  peace  celebration. 


A  STEWART  PUBLICATION 

The  Stewart  Talking  Machine  Co.,  of  Indian- 
apolis, Ind.,  recently  issued  a  catalog  of  talking 
machine  cabinets  and  accessories  for  distribu- 
tion among  dealers  that  is  unquestionably  one 
of  the  most  complete  and  exhaustive  in  its  ex- 
tent that  has  reached  our  desk  for  some  time. 
The  volume  is  admirably  prepared  and  printed. 


The  STERLING  "No.  0NE"-A  Winner 

"The  Phonograph  of  Sterling  Tone  and  Quality" 


/~\UR  "Number  1"  is  a  mahogany  finish  cabinet,  size  44x20x21, 
listing  at  $80  retail,  and  comparing  favorably  with  instru- 
ments selling  for  considerably  more.  It  is  equipped  with  a 
universal  tone-arm  playing  all  makes  of  records,  a  tone-modifier, 
and  the  exposed  parts  are  heavily  nickel-plated.  This  model 
has  a  motor  cast  frame,  goose-neck  tone-arm,  and  a  silent, 
double-spring  worm  drive  motor. 

Liberal  trade  discounts. 


Eight  Models 


Guaranteed  in 
Every  Detail 

Immediate 
Deliveries  of 
Any  Quantity 


CompactO  Phonograph  Co.,  31  East  12th  Street,  New  York  City 


106 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line. 


SALES  EXECUTIVE  of  high  caliber  with  a 
past  record  of  things  accomplished  and  an  in- 
timate knowledge  of  manufacturing  and  who  has 
recently  placed  on  the  market  with  signal  suc- 
cess one  of  the  representative  talking  machine 
lines  in  the  trade  will  consider  new  connection. 
My  highly  specialized  services  will  be  of  par- 
ticular value  to  some  big  live  concern  ambitious 
to  become  or  continue  real  factors  in  the  talk- 
ing machine  field.  Address  "Box  554,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

SALESMAN  WANTED— If  you  cover  the 
phonograph  trade  in  any  section  of  the  United 
States  and  are  interested  in  a  live  proposition, 
either  as  a  side  line  or  as  your  main  line,  we 
have  an  interesting  offer.  In  answering  state 
territory  now  covered.  Address  "Box  522,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York. 

MANAGER — Experienced  sales  manager  with 
both  wholesale  and  retail  experience  and  thor- 
ough knowledge  of  talking  machine  production 
is  open  for  managership  of  enterprising,  re- 
liable, well-backed  concern  where  he  will  have 
opportunity  to  grow.  Salary  and  commission. 
Address  "O.  C,  18,"  care  The  Talking  Machine 
World,  209  South  State  St.,  Chicago,  111. 

POSITION  WANTED— By  wholesale  talking 
machine  salesman  to  travel  out  of  Chicago.  Will 
take  a  good  line  on  a  commission  basis.  Ad- 
dress "O.  C,  29,"  care  The  Talking  Machine 
World,  209  South  State  St.,  Chicago,  111. 

WANTED — All  kinds  of  phonographs  and 
records,  new  or  old,  also  phonograph  parts.  We 
buy  anything.  Address  Brooklyn  Phonograph 
Co.,  675  Greene  Ave.,  Brooklyn,  N.  Y. 

LARGE  Record  Manufacturer  desires  serv- 
ices of  high-class  salesman  for  Middle  West 
among  jobbers  only.  An  excellent  opportunity 
to  make  big  money.  Address  "O.  C.  10,"  care 
The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 

WANTED — New  and  second-hand  Victor  and 
Columbia  talking  machines  and  records.  Spot 
cash  paid  for  them.  Deninger  Cycle  Co., 
Rochester,  N.  Y. 

WANTED — Salesmen  to  carry  line  of  well-known  music 
rolls  and  phonograph  accessories  on  commission  basis.  Ad- 
dress "Box  561,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— Talking  machine  salesman,  five 
years'  experience,  expert  repairman,  can  take  full  charge, 
can  handle  both  American  and  foreign  trade.  Address 
"Box  562,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

SITUATION  WANTED^-I  have  seven  years'  experience 
in  phonograph  trade  exclusively.  Wholesale  and  retail.  I 
possess  executive,  initiative  ability.  Can  furnish  bonded 
references.  Will  take  financial  interest  in  organization 
which  desires  services  of  reliable  Canadian  representative 
who  would  guarantee  results.  I  am  prepared  to  establish 
American  instrument  in  Canadian  market.  Address  "Box 
564,"  care  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York. 

POSITION  WANTED— Assistant  manager  of  branch  of 
America's  largest  phonograph  supply  factory  is  open  for 
executive  position.  Address  "Box  548,"  care  The.  Talking 
Machine  World,  373  Fourth  Ave.,  New  York. 

PHONOGRAPH  recorder  required,  thoroughly  experi- 
enced and  able  to  install  and  operate.  Replies  confidential. 
Address  "Box  558,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— City  salesman  or  department 
manager — by  man  of  twelve  years'  experience.  Best  refer- 
ences. State  particulars.  Address  Box  549,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

SITUATION  WANTED — Who  can  use  a  high-class  man- 
ager, either  wholesale  or  retail,  capable  of  taking  exclusive 
charge  and  producing  results?  Have  had  over  ten  years' 
experience,  willing  to  locate  anywhere.  Address  "Box  540," 
care  The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York.  

SITUATION  WANTED — Salesman  (35)  acquainted 
with  every  angle  of  the  business.  Phonographs,  records  and 
sundries.  Vigorous  result  getter  on  road.  Drawing  account 
against  commission.  Address  "Phonographs,"  22  East  125th 
St.,  New  York. 


POSITION  WANTED — Talking  machine  salesman,  five 
years'  experience.  Inside  position  large  city  preferred. 
Familiar  with  all  well  known  machines.  References.  Ad- 
dress "A.  P.  2,"  Talking  Machine  World,  209  So.  State  St., 
Chicago,  111. 

WANTED — Thoroughly  experienced,  aggressive  Edison, 
Victor  and  Columbia  manager  is  open  to  manage  depart- 
ment. Any  location.  Success  guaranteed.  Address  "J. 
L.  8,"  care  The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 

SITUATION  WANTED— Trade  builder  open  for  po- 
sition November  1.  My  record  of  sales  will  be  of  interest 
to  manufacturers  who  wish  to  further  their  output.  Ad- 
dress "Box  560,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— By  wholesale  phonograph  and 
piano  salesman.  Open  for  position  to  travel  east  of  Chi- 
cago. Held  last  position  2  y2  years.  Phonograph  position 
preferred.  Best  of  references.  Address  "Box  536,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

RETAIL  MANAGER  OPEN— Young  man,  married,  long 

experience  as  retail  manager,  open  for  exclusive  store  or 
department  executive,  talking  machines  or  pianos  or  both. 
Middle  West  preferred.  Address  "08,"  Talking  Machine 
World,  209  South  State  St.,  Chicago,  111. 

REPRESENTATIVE  exceptionally  well  known  on 
Pacific  Coast,  already  carrying  several  representative  lines, 
offers  representation  to  one  or  two  more  non-conflicting 
lines  in  that  territory.  Will  be  glad  to  consider  your  prop- 
osition. Address  "Box  553,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

SITUATION  DESIRED— Production  manager  and  super- 
intendent seeks  position.  Seventeen  years'_  experience.  Can 
reduce  costs  and  increase  production.  Highest  references. 
Address  "S.  P.  25,"  care  The  Talking  Machine  World,  209 
South  State  St.,  Chicago,  111. 


FOR  SALE 

Phonograph  records,  lateral  cut,  10 
and  12  inch  standard  make,  a  fine 
assortment  of  vocal  and  instru- 
mental selections.  Also  steel 
needles,  finest  quality,  in  bulk  and 
packages. 

I  DECKINGER 
3064  Albany-Crescent  Ave.  New  York 


FOR  SALE 

All  kinds  of  phonograph  parts,  such  as  main  springs, 
governor  springs,  all  kinds  of  gears,  also  100  turn-tables 
10  in.,  with  green  telt,  will  fit  any  motor,  at  20c.  each. 

Main  springs,   %-in.  size   15c  each 

Main  springs,  %-in.  size   18c  each 

Governor  springs    25c  a  100 

Thumbscrews  to  fit  all  soundboxes   30c  a  100 

Green  felt,  12-in   9c  each 

Green  felt,  10-in   6c  each 

Micas  to  fit  all  soundboxes   5c  each 

BROOKLYN    PHONOGRAPH  CO., 
675  Greene  Ave..  Brooklyn.  N.  Y. 


For  Immediate  Delivery,  5000  Main  Springs 

Size  Vs"  by  .023  by  10  ft.  6"  long.  $30  per 
hundred,  or  $.28  each  for  the  lot.  Samples 
$.50.  16,000  winding  key  handles,  beautifully  fin- 
ished in  Mahogany  or  Ebony,  $1.10  per  hundred, 
or  $1.00  per  hundred  for  the  lot. 

EVERYBODY'S  TALKING  MACHINE  CO., 
38  N.  8th  St.,  Philadelphia,  Pa. 


GREAT  LIBERTY  LOAN  CONCERT 

Edward  N.  Burns,  Vice-President  of  the  Colum- 
bia Graphophone  Co.,  Arranges  Elaborate 
Program  for  Crescent  Athletic  Club 


One  of  the  most  interesting  features  of  the 
drive  for  the  Fourth  Liberty  Loan  was  a  re- 
markable concert  given  at  the  clubhouse  of  the 
Crescent  A.  C,  Brooklyn,  N.  Y.,  one  of  the  most 
influential  and  successful  organizations  of  its 
kind  in  the  country., 

Edward  N.  Burns,  vice-president  of  the  Co- 
lumbia Graphophone  Co.,  has  been  a  member 
of  the  Crescent  A.  C.  for  several  years,  and  his 
indefatigable  work  in  behalf  of  his  club's  Fourth 
Liberty  Loan  concert  contributed  materially  to 
the  success  of  the  event.  Mr.  Burns  was  in 
charge  of  the  musical  program,  and  through  his 
efforts  the  following  well-known  Columbia  ar- 
tists appeared:  Madame  Hulda  Lashanska, 
Hipolito  Lazaro,  Miss  Barbara  Maurel,  Arthur 
Fields,  Harry  McClasky,  the  Peerless  Quartet 
and  Prince's  Orchestra. 

The  members  of  the  Crescent  A.  C.  subscribed 


STEEL  NEEDLES 

AND  PHONOGRAPH  PARTS 

Steel  needles,  full  tone,  in  envelopes,  per  1,000  needles...  0.75 

Sapphire  needles  for  Edison  disc,  earn   0.30 

Sapphire  needles  for  Paths'  disc,  each   0.30 

Genuine  Edison  diamond  for  disc,  each   2.25 

Main  springs  for  Edison  disc,  IV2",  each   1.75 

Main  springs  for  Columbia  disc,  1",  each   0.65 

Main  springs,  %"  oblong  hole,  each   0.35 

Main  springs  for  Columbia  disc,  %"  round  hole,  each...  0.30 
Governor  springs  for  Columbia  motor,  each  2c;  per  100..  1.50 

Governor  springs  for  Victor  motor,  each  2c;  per  100  1.50 

Governor  screws  for  Columbia  motor,  each  1c. ;  per  100...  0.75 

Governor  shafts  for  Blick  or  Wonder  motor,  each   0.15 

Governor  shafts  for  Heineman  No.  0  or  11,  each  0.20 

Governor  gear  wheels,  for  Triton  motor,  each   0.10 

Mica  diaphragms,  1st  for  Victor  soundbox,  each  0.15 

Mica  diaphragms,  1st  for  Columbia  soundbox,  each   0.25 

Mica  diaphragms,  1st  for  all  Standard  soundboxes,  each.  0.22 

Turn-table,   felt  green,   10",   each   0.20 

Turn-table,   felt  green,   12",   each  0.25 

Motors,  double  springs  cpt.  with  12"  T.  T.,  each   5.25 

Motors,  single  spring  cpt.  with  10"  T.  T.,  each  2.25 

Tonearms,  universal,  with  mica  soundbox  No.  K-l,  each.  2-00 

Tonearms,  universal,  No.  H2,  Sonora  style,  each   3.00 

Soundbox,  fit  Victor  tonearm.  No.  H-l.  each   1.75 

Soundbox,  fit  Standard  tonearm.  No.  K-5,  each   0.75 

Barrels,  assembled,  for  Blick  or  Triton  motors,  each....  0.60 

Barrel,  bottom  gears,  Blick  or  Triton  motors,  each   0.25 

Key's  Slatted,  Blick  or  Triton,  each   0.25, 

Key's  Thread,  for  Flemish,  each   0.25 

Needle  cups,  fit  on  Columbia,  per  100   2.50 

Needle  cups,  with  covers,  for  used  needles,  per  100   3.75 

All  orders  must  be  accompanied  with  remittance. 
Prices  subject  to  change  without  further  notice. 

FAVORITE  PHONOGRAPH  ACCESSORY  CO. 

1491  DeKalb  Avenue  Brooklyn,  N.  Y. 


FOR  SALE 

Sole  Columbia  agent  in  town  suburban  New  York, 
drafted,  will  sell  agency  or  stock  only.  Address 
"Box  563,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 


Something  New 

For  Sale — 10,000  hand  lathe  turned  perfect  steel 
talking  machine  needles,  medium  and  light,  at  7 
cents  each.  Each  needle  plays'  200  twelve-inch  rec- 
ords. Guaranteed  not  to  scratch  or  wear  the  rec- 
ords.    W.  A.  Gross,  5081  Broadway,  Chicago,  111. 


FOR  SALE 

Exclusive  Columbia  Graphophone  Agency  sixty 
miles  from  New  York.  Well  balanced  stock,  finely 
arranged  store,  excellent  location.  Population  draws 
over  12,000.  Big  opportunity  and  good  investment 
for  energetic  man.  Address  M.  F.  C,  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 


FOR  SALE 

Phonograph  cabinets;  four  styles  tabile  models, 
also  floor  models.  Can  make  immediate  shipment 
in  carlots.  Good  price  to  parties  who  can  use  in 
quantities.  Empire  Manufacturing  Co.,  Rockford, 
111. 


FOR  SALE 

Lot  of  850  Meisselbach  No.  66  Tone  Arms  and 
Sound  Boxes  in  perfect  condition  at  a  bargain  fig- 
ure.   Telephone  Cortlandt  4633. 

KIMBERLEY  PHONOGRAPH  CO.,  INC. 
206  Broadway  New  York,  N.  Y. 


for  $4,300,000  worth  of  bonds  at  this  concert,  and 
it  is  said  the  concert  was  the  most  successful 
single  event  staged  during  the  Fourth  Liberty 
Loan.  The  total  subscriptions  of  the  Crescent 
A.  C.  to  the  Fourth  Liberty  Loan  were  $12,- 
250,000. 


HAVE  BEEN  WELL  RECEIVED 

The  Culptone  phonograph,  produced  by  the 
Culp  Phonograph  Co.,  of  240  Broadway,  New 
York  City,  and  which  had  its  initial  announce- 
ment to  the  trade  last  month,  has  been  favor- 
ably received  throughout  the  trade.  The  four 
models  comprising  the  line  offer  a  variety  of 
styles  and  prices.  A.  Culp,  president  of  the  com- 
pany, reports  that  they  are  fortunate  in  hav- 
ing a  stock  on  hand  ready  for  immediate  deliv- 
ery and  are  now  negotiating  with  agents  foi 
exclusive  territory. 


The  Irvine  Music  Co.,  San  Francisco,  Cal.,  has 
added  a  talking  machine  department,  which  is 
under  the  personal  supervision  of  R.  S.  Irvine. 
Handsome  quarters  have  been  arranged  for. 


November  IS,  1918 


THE    TALKING    MACHINE  WORLD 


107 


DEATH  OF  LEONARD  C.  McCHESNEY 

Advertising  Manager  of  Thomas  A.  Edison,  Inc., 
Succumbs  to  Heart  Trouble  on  Monday  of 
This  Week— Prominent  in  Publicity  Circles 


The  phonograph  industry  has  just  suffered  a 
most  severe  loss  in  the  death  of  Leonard  C.  Mc- 
Chesney,  for  the  past  sixteen  years  advertising 
manager  of  Thomas  A.  Edison,  Inc.,  and  a 
prominent  figure  in  advertising  circles  general- 
ly. Mr.  McChesney,  who  was  fifty-nine  years 
old,  died  on  Monday  at  his  home,  170  High 
street,  Orange,  N.  J.,  of  heart  failure. 

Mr.  McChesney's  interests  were  many.  He 
was  one  of  the  founders  of  the  Association  of 


L.  C.  McChesney 

National  Advertisers,  and  served  as  president  of 
that  organization.  He  was  at  one  time  presi- 
dent of  the  Orange  Board  of  Education,  and 
before  joining  the  Edison  interests  was  for 
twenty-one  years  secretary  of  the  Orange 
Chronicle  Publishing  Co. 

Mr.  McChesney  was  recognized  throughout 
the  country  as  one  of  the  foremost  authorities 
on  advertising  matters  generally.  He,  person- 
ally, was  a  firm  believer  in  clean  and  construc- 
tive publicity  and  in  righteous  business  policies. 
He  was  straightforward  and  direct  in  his  deal- 
ings, frank  in  his  opinions,  and  these  character- 
istics won  for  him  the  esteem  of  those  members 


NEEDLES — We  have  a  considerable  quantity  of  Truetone 
Needles,  packed  200  in  a  tin  box,  for  immediate  delivery. 

WRITE  NOW  TO  SECURE  THESE  NEEDLES 
Price  75c.  per  thousand  ;  special  prices  for  large  quantities. 

Maestrola  Mahogany  Cabinet 
Machines,  Size  1 5  x  15  x  7  >2 

Motor  worm  gear  plays  2V£to3  ten  inch  records,  one  wind- 
ing.  Prices  $4.50  in  100  lots,  in  dozen  lots  $5.00  each, 
sample  machine  $5.50.   Cash  with  order. 


Phonograph  parts  selling  at  the  old  prices  during  Novem. 
ber  regardless  of  the  scarcity  of  these  supplies.  Now 
is  the  time  to  place  your  order.  Be  wise  and  save  money. 

FULTON  TALKING  MACHINE  COMPANY 
640  Broadway  New  York  City,  N.  Y. 


of  the  trade  and  advertising  profession  who  rec- 
ognized their  value. 

Funeral  services  were  held  at  the  late  home 
of  the  deceased  on  Wednesday  afternoon,  and 
were  attended  by  the  officials  and  many  em- 
ployes of  Thomas  A.  Edison,  Inc.,  a  large  dele- 
gation of  advertising  men,  and  representatives 
of  various  branches  of  the  industry. 

Mr.  McChesney  is  survived  by  a  widow,  a  son, 
Leonard  W.  McChesney,  for  a  number  of  years 
connected  with  the  Edison  Co.,  and  two  daugh- 
ters. 


TALKING  MACHINE  RECORDS  GROW 

Exports,  Including  Records,  for  Eight  Months 
Ending  August  31  Totaled  $2,963,413 


Washington,  D.  C,  November  11. — In  the  sum- 
mary of  exports  and  imports  of  the  commerce 
of  the  United  States  for  the  month  of  August, 
1918  (the  latest  period  for  which  it  has  been 
compiled),  which  has  just  been  issued,  the  fol- 
lowing figures  on  talking  machines  and  records 
appear: 

The  dutiable  imports  of  talking  machines  and 
parts  during  August,  1918,  amounted  in  value  to 
$33,227,  as  compared  with  $12,769  worth,  which 
were  imported  during  the  same  month  of  1917. 
The  eight  months'  total  ending  August,  1918, 
showed  importations  valued  at  $249,389,  as  com- 
pared with  $330,840  worth  of  talking  machines 
and  parts  imported  during  the  same  period  of 
1917. 

Talking  machines  to  the  number  of  3,796, 
valued  at  $117,424,  were  exported  in  August, 
1918,  as  compared  with  10,059  talking  machines, 
valued  at  $218,761,  sent  abroad  in  the  same 
period  of  1917.  The  eight  months'  total  showed 
that  we  exported  49,025  talking  machines,  valued 
at  $1,477,222,  as  against  57,222  talking  machines, 
valued  at  $1,415,398,  in  1917,  and  37,255  talking 
machines,  valued  at  $946,755,  in  1916.  The  total 
exports  of  records  and  supplies  for  August,  1918, 
were  valued  at  $152,121,  as  compared  with 
$105,837,  in  August,  1917.  For  the  eight  months 
ending  August,  1918,  records'  and  accessories 
were  exported,  valued  at  $1,486,191,  as  compared 
with  $1,180,205,  in  1917,  and  $717,804,  in  1916. 


US0SKIN  WINDOW  SERVICE 

November  Display  Meets  Approval — Cardo  Imi- 
tation Records  in  Demand — Large  Canadian 
Demand  Which  Is  Steadily  Expanding 


The  November  display  of  the  Usoskin  window 
service  for  Victor  dealers,  the  second  in  the 
monthly  service  produced  by  Ed  Usoskin,  Inc., 
230  West  Seventeenth  street,  has  met  with 
hearty  approval.  The  increasing  number  of 
Victor  dealers  using  this  service  is  noticeable. 
The  Christmas  display,  which  gives  promises  of 
being  exceptionally  fine,  is  almost  ready. 

The  Cardo  imitation  records  for  window  dis- 
play have  also  met  with  an  exceptional  demand. 
The  first  issue  of  over  5,000  records  has  been 
entirely  exhausted.  The  new  stock  was  delayed 
in  delivery  to  the  Usoskin  factory,  but  every  at- 
tention will  be  given  to  the  rapid  filling  of  the 
large  number  of  orders  that  have  accumulated. 

Ed  Usoskin,  Inc.,  have  received  so  many  in- 
quiries for  their  service  from  Canadian  dealers 
that  an  extensive  campaign  for  that  country  has 
been  approved  and  will  be  shortly  under  way. 


H.  Polliack,  who  handles  the  Columbia  line  in 
Capetown  and  Johannesburg,  South  Africa,  has 
been  spending  some  time  in  New  York. 


SHELTON  ELECTRIC 
PHONOGRAPH  MOTOR 

We  have  increased  our  factory  facili- 
ties to  handle  the  demand  for  the 
Shelton  Electric  Motor,  and  are 
now  ready  to  make  prompt  deliveries. 
Write  for  our  Special  Agency  Proposition 

SHELTON  ELECTRIC  CO. 

30  East  42nd  Street,  NEW  YORK 


NEW  STRADIVARA  CATALOG 

Handsome  Booklet  Received  as  World  Goes  to 
Press — Seven  Models  Attractively  Illustrated 

As  The  World  goes  to  press  it  is  in  receipt 
of  a  very  handsome  catalog  published  by  the 
Compton-Price  Co.,  of  Coshocton,  O.,  exploiting 
the  Stradivara  phonograph.  The  cover  is  of 
gray  with  a  gold  embossed  trade-mark  name 
"Stradivara"  upon  the  front.  The  inside  is 
printed  in  brown  and  gray,  the  note  border 
characteristic  of  the  Stradivara  advertising  be- 
ing used  on  the  pages.  Seven  models  of  this 
machine  are  illustrated,  including  the  Style  250. 
On  the  back  page  is  reproduced  the  extensive 
factory  of  the  company,  as  well  as  the  Adminis- 
tration Building.  A  more  complete  review  of 
this  booklet  will  be  found  in  next  month's 
World.  Included  in  the  envelope  with  the  cat- 
alog is  a  very  complete  dealers'  proposition, 
giving  in  detail  the  prices  and  discounts  allowed 
on  these  machines. 


RETURNS  FROM  COLORADO  TRIP 

H.  A.  Duncan,  manager  of  the  Victor  depart- 
ment of  the  Duncan-Schell  Furniture  Co.,  Keo- 
kuk, la.,  has  just  returned  from  a  health  trip 
to  Colorado  Springs. 


Important  Notice  to  Dealers 

Why  Every  Dealer  Should  Handle 
The  Highest  Grade  Phonograph 
Steel  Needle  in  the  World. 


The  WALL-KANE 


First — Each  WALL-KANE  needle  is  guaranteed 
to  play  10  records  on  any  Phonograph,  the  tenth 
playing  as  clear  as  the  first. 

Second — Phonograph  owners  will  always  purchase 
WALL-KANE  needles,  since  they  eliminate  the 
troublesome  changing  of  needles  after  each  record. 

Third — WALL-KANE  needles  are  scientifically 
prepared,  and,  by  reason  of  special  composition, 
are  beneficial  to  the  grooves  of  the  record,  thereby 
adding  to  its  life. 

Fourth — WALL-KANE  needles  minimize  the 
usual  scratching  sound  of  the  ordinary  steel 
needle  and  greatly  improve  the  clearness  and  tone 
of  reproduction. 

TEST  PROPOSED  TO  DEALERS  TO 
PROVE  THE  SUPERIORITY  OF 

Wall-Kane  Steel  Needles 

Take  two  standard  disc  records  of  the  same  selec- 
tion, play  one  ten  times  with  the  same  WALL- 
KANE  loud  needle;  play  the  other  record,  the 
same  selection,  ten  times,  but  with  ten  new,  full- 
tone  steel  needles. 

You  will  find  that  the  record  plaved  ten  times 
with  the  same  WALL-KANE  needle  will  sound 
clearer,  will  have  less  surface  noise,  and  that 
under  the  magnifying  glass  the  grooves  of  the 
record  played  ten  times  with  the  ten  steel  needles 
will  seem  to  be  more  disturbed. 


BEWARE  OF  IMITATIONS 

Package  of  50  WALL-KANE  needles. 
Loud,  Extra  Loud  and  Medium,  greater 
value  than  500  ordinary  steel  needles,  re- 
tails for  15c,  cost  the  dealer  9j^c. 

JOBBING  TERRITORIES  OPEN 

Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York 


108 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


2  GRESHAM  BUILDING,  BASING  HALL  STREET  E.  C,  LONDON,  W.  LIONEL  STURDY,  MANAGER. 


Coming  of  Peace  Brings  Speculation  Regarding 
the  Reconstruction  of  the  Industry — Warning 
Against  Too  Much  Haste — General  Advance 
of  Sixpence  in  Record  Prices  to  Cover  In- 
creased Cost — Luxury  Tax  Bill  Strongly  Op- 
posed— James  E.  Hough  Honored  by  Business 
Associates — What  Is  Offered  in  the  Latest 
Record  Lists — New  Artists  Introduced — Plan- 
ning Development  of  Overseas  Trade — Feel- 
ing of  Optimism  Prevails — General  News 


London,  E.  C,  England,  November  3. — As  I 
write,  the  news  is  to  hand  of  President  Wil- 
son's answer  to  the  Central  Powers'  request  for 
a  cessation  of  hostilities.  Few  will  disagree 
therewith.  At  this  stage  it  is  difficult  to  foresee 
or  estimate  the  likely  result.  Of  necessity  these 
notes  from  London  are  penned  some  weeks  in 
advance  of  this  publication.  Events  move  so  rap- 
idly that  by  the  time  this  is  in  print  the  war 
vista  may  have  completely  changed.  In  any 
case,  the  significance  of  the  enemies'  chastened 
mood  is  unmistakably  fraught  with  large  pos- 
sibilities. It  leads  to  the  great  hope  of  an 
earlier  peace  than  at  one  time,  not  so  long  ago, 
the  situation  promised. 

•  The  news  will  have  an  immediate  and  far- 
reaching  effect  upon  the  social  and  commercial 
life  of  all  nations.  The  rusty  wheels  of  com- 
merce will  need  much  oil  before  they  again  re- 
volve smoothly.  But  already  the  human  hand 
and  brain  are  at  work  in  a  hundred  and  one 
little  ways  of  reorganization  and  commercial 
development.  In  the  gramophone  trade  there 
is  much  to  be  done.  As  in  the  music  industry 
generally,  factory  organizations  have  been  con- 
verted into  machinery  for  the  propulsion  of  war, 
and  it  will  be  no  light  task  to  switch  over  from 


this  grim  output  to  the  avocation  of  peace- 
times. It  must  be  a  gradual  process  occupying 
several  weeks,  and  in  most  cases,  months,  of 
steady  work  before  completion. 

The  coming  of  peace  will  not  necessarily 
mean  a  great  increase  of  business  in  the  mu- 
sical instrument  and  record  line.  During  the 
period  of  demobilization  and  reconstruction 
business  will  doubtless  be  considerably  disorgan- 
ized even  if  measured  by  a  war  standard.  We 
must  not,  therefore,  be  too  sanguine  of  im- 
mediate results,  but  strive  to  work  patiently  un-. 
til  such  time  as  the  necessary  ships  of  com- 
merce are  once  again  able  to  voyage  over  their 
normal  trade  routes  of  the  world.  This  is  more 
a  time  for  serious  preparation,  a  time  when  we 
should  all  firstly  get  our  houses  in  order,  so 
to  speak,  rather  than  rush  into  hasty  commit- 
ments which  the  exigency  of  future  conditions 
may  nullify. 

A  review  of  the  talking  machine  situation  to- 
day would  tend  to  show  that  our  manufacturers 
are  alive  to  the  peculiar  situation,  and  will  only 
vigorously  blossom  forth  when  the  dictates  of 
caution  are  removed  by  a  favorable  outlook. 
Our  commercial  activity  is  at  present  restricted 
by  the  claims  of  the  services.  Yet,  all  things 
considered,  business  is  in  fine  fettle;  the  nucleus 
of  the  trade  has  been  maintained  on  a  solid 
basis  despite  enormous  difficulties,  and  we  are 
ready  for  expansion  as  never  before  when  free- 
dom of  thought  and  movement  once  again  hold 
sway. 

Henceforward,  let  the  motto  be  Progress  all 
along  the  line ! 

Record  Prices  Again  Increased 

The  information  given  in  these  columns  from 
time  to  time,  foreshadowing  an  all-round  in- 


crease in  the  price  of  records,  will  have  prepared 
the  trade  for  the  news,  recently  announced,  of 
a  general  revision  in  the  retail  price  of  the  lead- 
ing records.  One  of  the  first  to  move  was  the 
"His  Master's  Voice"  company,  then  the  "Win- 
ner," and  in  turn  all  the  other  chief  labels. 
Whether  the  price  of  the  record  be  two,  six  or 
more  shillings,  it  is  interesting  to  observe  that 
in  each  case  the  increase  amounts  to  sixpence. 
The  need  for  this  additional  sum  is  fully  justi- 
fied alone  on  the  grounds  of  the  ever-expanding 
cost  of  materials,  labor,  freightage,  and  all  other 
production  charges,  which  it  is  anticipated  are 
likely  to  get  worse  before  a  change  for  the  bet- 
ter can  take  place.  Given  that  hostilities  cease 
within  a  few  months,  the  war  is  not  then  over. 
Its  conclusion  is  for  commercial  purposes  co- 
incident with  a  return  to  normal  conditions. 
Until  that  time  arrives  the  effects  of  war  re- 
main. The  position  will  be  such  as  to  call  for 
war-time  treatment,  and  no  immediate  slump 
in  war  prices,  therefore,  can  be  expected.  It  is, 
nevertheless,  the  intention  of  most  of  the  record 
concerns  to  introduce  a  readjustment  of  prices 
as  soon  as  may  be  possible,  and  for  this  purpose 
dealers  were  requested  to  make  a  return  of  their 
stocks.  These  statistics  will  be  filed  for  future 
reference  as  and  when  occasion  demands.  This 
seems  a  very  fair  way  of  treating  the  difficulty, 
and  dealers  should  therefore  in  their  own  in- 
terests make  the  required  returns  within  the 
period  stipulated. 

By  the  movement  to  increase  prices  at  this 
stage,  confirmation  is  given  to  the  proposal  set 
forth  in  these  columns  that  such  action  should 
anticipate  the  Government's  forthcoming  luxury 
tax  bill.  If  this  measure  finds  official  accept- 
ance along  the  lines  of  the  Select  Committee's 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world    as  the 

HALL-MARK  OF  QUALITY 


Branches 


Agencies 


"His  Master's  Voict" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK :  Skandlnavtsk  Grammophon-Akti- 
eselskab,  Frlhavnen,  Copenhagen. 

FRANCE:  Cie.  Francaise  du  Gramophone,  115 
Boulevard  Richard  Lenoir,  Place  de  la  Repub- 
llque,  Paris. 

SPAIN:    Compafiia  del  Gram6fono,  56-58  Balmes, 

Barcelona. 

SWEDEN:  Skandlnavlska  Grammophon-Aktie- 
bolaget,  Drottnlng  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg)  j  No.  1 
Solyanka,  Solyanol  Dvor,  Moscow;  9,  GolOTinsky 
Prospect,  Tlflls;  Nowy-Swlat  30,  Warsaw;  83, 
Alexandrowskaya  Dlltsa,  Riga;  11  Mlchallovskaya 
Ulltsa,  Baku. 

INDIA:  The  Gramophone  Co.,  Ltd.,  130,  Bal- 
Uaghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophonlum,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Mackay  Bros.  &  McMahon,  Post  Box  419, 
Durban ;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfontein;  Franz  Moeller,  Post  Box  108,  Blast 
London;  B.  J.  Bwlns  &  Co.,  Post  Box  88,  Queens- 
town;  Handel  House,  Kimberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 


Bayley    &    Co.,  Lourenzo 


Great  Britain  : 


EAST  AFRICA: 

Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:  A.  Bossi  &  Co.,  Via  Oreflcl  2,  Milan. 

EGYPT  (Also  for  the  Soudan,  Greece  and  the 
Ottoman  Empire):    K.  Fr.  Vogel,  Post  Box  414, 

Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


November  15,  1918 


THE    TALKING   MACHINE  WORLD 


109 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  108) 


REX  GRAMOPHONE  CO. 

are  making  a  Specialty  of 

EXPORT 

in 

Horn,  Hornless  &  Portable  Disc  Machines 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2 

Cable  Address  "Lyrecodisc,  London"  Enquiries  Solicited 


proposals,  involving  a  tax  of  4d.  on  the  two 
shilling  record,  which  the  public  will  have  to 
pay,  it  would  obviously  have  been  a  difficult 
matter  to  increase  by  sixpence  the  rock  bottom 
record  price  retail,  after  the  Luxury  Tax  bill 
became  law.  As  it  is,  the  record  companies 
have  rendered  their  position  considerably  easier 
by.  their  prompt  action,  albeit  the  luxury  tax  is 
thereby  increased  to  sixpence  per  record.  It 
will  be  seen  that  the  standard  record,  which  but 
twelve  months  ago  sold  retail  at  eighteenpence, 
has  increased  within  that  period  by  exactly  100 
per  cent.j  given  the  luxury  tax  becomes  law. 
This  100  per  cent,  is  made  up  by  the  last  and 
the  present  price  increase  of  sixpence  per  record 
each  time,  and  the  expected  luxury  tax  levy  of 
twopence  in  the  shilling  or  any  part  of  a  shilling, 
making  sixpence  on  the  now  minimum  half-a- 
crown  standard  disc. 

In  the  case  of  the  "His  Master's  Voice"  the 
following  labels  now  cost  retail:  Plum,  10-inch 
double,  3/6;  12-inch  double,  5/6.  Black,  10-inch 
single,  4/;  12-inch  single,  6/;  10-inch  double,  5/; 
12-inch  double,  7./.  Violet  label,  10-inch  single, 
5/;  12-inch  single,  7/.  All  other  labels  remain  at 
th,e  same  price  as  heretofore. 

Columbia  records— Light  Blue  label,  10-inch 
double,  4/;  12-inch  double,  6/.  Star  Light  Blue, 
10-inch  double,  4/;  12-inch  double,  6/.  Purple 
label,  10-inch  single,  5/;  12-inch  single,  7/. 
There  is  no  change  in  the  price  of  other  Co- 
lumbia labels,  except  the  Regal  10-inch  double 
record,  which  is  now  2/6. 

The  Zonophone  record  new  prices  are,  10-inch 
double.  2/6;  12-inch  double,  4/6;  Celebrity 
lab.el,  3/6. 

The  Winner  10-inch  double  is  now  2/6;  the 
Scala  10-inch,  2/6;  12-inch,  3/6,  and  the  Coliseum 
10  and  12-inch  the  same. 

The  foregoing  comprise  the  leading  records, 
and  it  is  expected  that  the  smaller  firms  will 
shortly  announce  their  intention  to  revise  the 
prices  of  their  particular  makes. 

The  Forthcoming  Luxury  Tax  Bill 

With  the  reassembling  of  Parliament  one  of 
the  first  measures  to  come  under  consideration 
is  ;the  question  of  so-called  luxury  taxation. 
The  findings  of  the  Select  Committee  will  need 
much  revision  before  they  can  come  before  the 
House  with  any  chance  of  acceptance.  One 
typical  example  may  be  cited.  A  £5  gramo- 
phone or  a  2/  record  is  to  be  taxed  to  its  ut- 
most limit,  while  according  to  the  official  re- 
pwtlhe  tax  on  pianos  only  commences  from  the 


price  of  £40  and  onwards.  Why  this  differ- 
entiation? Any  ordinary  person  would  vote 
rather  for  a  heavier  taxation,  if  anything,  on 
the  purchaser  of  a  musical  instrument  up  to 
£40  than  upon  the  poor  man  who  can  perhaps 
only  afford  musical  entertainment  to  the  ex- 
tent of  a  few  pounds.  It  is  against  such  glaring 
absurdities  that  the  new  Gramophone  Associa- 
tion and  its  members  take  keen  exception. 
Energetic  action  to  secure  a  cancelation  of  the 
whole  proposal  as  applied  to  all  musical  instru- 
ments has  been  put  into  effect  by  the  issue  to 
the  trade  of  explanatory  literature,  which  in- 
cludes a  draft  petition  to  the  Prime  Minister, 
to  which  the  signatures  of  the  musical  public 
are  invited. 

Presentation  to  James  E.  Hough 

An  interesting  day  in  the  annals  of  the  gramo- 
phone trade  was  that  of  October  17,  when  a 
presentation  and  luncheon  was  given  at  Fras- 
cati's  Restaurant,  this  city,  to  "Jimmy"  Hough, 
popularly  recognized  as  "The  Father  of  the 
Trade,"  in  honor  of  his  seventieth  birthday. 
In  all  there  were  present  105  members  of  the 
trade  representative  of  manufacturers,  factors, 
dealers,  music  publishers  and  artists,  not  to  men- 
tion the  "one  in  a  hundred,"  Mrs.  Hough, 
whose  presence  lent  added  charm  to  the  pro- 
ceedings. Sir  George  Croydon  Marks,  M.P., 
O.B.E.,  took  the  chair,  with  M.  E.  Ricketts 
(Gramophone  Co.)  as  vice-chairman.  After  an 
excellent  war-time  luncheon  the  chairman  in  a 
happy  speech  made  interesting  reference  to  his 
old-time  associations  with  Mr.  Hough,  to  whose 
business  acumen  and  straightforwardness  the 
whole  trade  was  much  indebted  for  the  pro- 
gressive development  of  the  phonograph  indus- 
try. The  feelings  of  the  audience  were  truly 
reflected  when  Sir  George  stated  that  Mr. 
Hough,  while  always  following  a  path  of  his 
own  cutting,  had  always  displayed  a  straight  and 
honest  endeavor  in  his  dealings  with  others;  a 
man  whom  all  held  in  the  highest  esteem  and 
respect.  For  so  long  Mr.  Edison's  attorney  in 
this  country,  Sir  George  spoke  with  authority 
in  his  brief  historical  reference  to  the  early  talk- 
ing machine  days. 

After  reference  to  the  wonderful  value  of  mu- 
sic to-day,  the  chairman  presented  to  Mr. 
Hough,  amid  loud  applause,  a  set  of  handsome 
silver  bowls  as  representing  a  mark  of  the  great 
esteem  in  which  he  was  held  by  his  trade  friends. 
A  beautiful  bouquet  was  next  presented  to  Mrs. 
Hough  in  a  few  felicitous  words  by  Sir  George. 

The  rising  of  Mr.  Hough  to  reply  evoked  a 
storm  of  cheers  from  an  audience  which  had  ex- 
pectantly awaited  this  opportunity  to  again  ex- 
press the  pleasure  which  all  felt  at  meeting  their 
old  friend  under  such  happy  circumstances. 
When  silence  was  restored  it  was  seen  that  Mr. 
Hough  felt  very  keenly  the  splendid  reception 
offered  to  him,  and  after  giving  oral  expression 
thereto  in  suitable  words  of  appreciation  and 
thanks  he  proceeded  to  delight  an  attentive 
audience  by  a  most  interesting,  not  to  say  in- 


Soundboxes 

IF  you  are  after  a  genuine  offer  of 
soundboxes,  you'll  do  well  to 
communicate  with  us  immediately. 
We  have  tens  of  thousands  of  perfect 
soundboxes,  fitted  with  the  best 
quality  mica.  Confidently  recom- 
mended for  cheaper  machines,  ab- 
solutely reliable  and  give  excellent 
reproduction.  Price  to  clear 
$50  per  gross,  F.  O.  B.  London. 

Orders  for  less  than  gross  lots  not  accepted 


Wire  "Knolashpe,  London". 

W.H.  Reynolds  (1915)  Ltd. 

45,  City  Road,  London,  E.  C. 


Write  for  new  illustrated 
Complete  Catalogue 


structive  survey  of  the  talking  maehine  field 
during  the  past  thirty  years. 

Reference  should  also  be  made  to  the  fact  that 
Mr.  Hough  was  the  recipient  of  a  very  fine  clasp 
album  from  the  employes  of  J.  E.  Hough,  Ltd., 
as  a  personal  mark  of  their  high  esteem  and  re- 
spect for  "the  Guvnor." 

The  Latest  Zonophone  Program 

Notwithstanding  war  Conditions  trie  British 
Zonophone  Co.  has  throughout  continued  the 
maintenance  of  the  excellent  standard  of  quality 
for  which  Zonophone  records  were  renowned  in 
pre-war  days,  as  now.  This  is  mdre  than  con- 
firmed by  their  latest  issues,  and  by  the  enor- 
mous sales  of  these  records.  Records  of  the 
"Soldier  Boy,"  "Going  Up,"  the  "Lilac  Domino," 
and  other  London  successes,  as  played  by  the 
Black  Diamond  Band  are  typical  of  Zonophone 
instrumental  recording,  and  good  examples  of 
vocal  contributions  are  furnished  by  the  latest 
records  of  Sydney  Coltham,  George  Parker, 
Herbert  Payne,  Peter  Dawson,  Zoho  Vevey,  etc. 
The  Misses  Elsie  and  Dorothy  Southgate  on  the 
violin  and  minstrel  organ  are  responsible  for  a 
magnificent  rendition  of  Eileen  Alannah,  and 
Killarney. 

The  records  mentioned,  as  indeed  all  on  this 
list,  promise  big  sales  for  live  home  and  oversea 
dealers. 

"His  Master's  Voice"  Special  Operatic  Issues 

The  operatic  triumphs  of  "His  Master's  Voice" 
are  in  very  truth  sans  finale.  One  complete 
series  after  another  has  been  issued,  or  is  in 
prospect.  The  wide  popularization  of  operatic 
music  owes  much  to  the  gramophone,  which,  if 
for  no  other  musical  attribute,  is  thereby  ele- 
vated as  high  into  the  realms  of  art  as  can  be 
{Continued  on  page  110)  ■ 


GUARDSMAN  RECORDS 


REGISTERED 


10  inch  and  12  inch  Lateral  Cut 

We  can  ship  you  immediately,  any  quantity  of  Records : 

BANDS  ORCHESTRAS  INSTRUMENTAL  SOLOS  VOCAL 

WIDE  SELECTION  OF  CLASSICAL  AND  POPULAR  TITLES 

The  Latest  American  and  British  works  are  promptly  recorded  by  the  best 
artists  of  the  day. 

Get  a  trial  lot  at  once  (your  regular  orders  will  follow)  and  secure  yourself 
for  the  coming  season's  trade. 

Apply  for  Lists  and  Prices  to  INVICTA  RECORD  COMPANY,  Ltd. 


TRADE  MARK 


Cables:  Duarrab,  London 


1  New  Inn  Yard,  London,  E.  C,  England 


110 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  109) 


attained  through  any  channel  of  effort.  The 
educational  value  of  records  is  no  more  in  doubt 
than  is  their  artistic  purity  and  fidelity  of  ex- 
pression. The  complete  issue  of  "The  Mikado" 
has  now  been  followed  by  the  publication  on 
"His  Master's  Voice"  records  (eleven  twelve- 
inch  double  discs)  of  the  whole  of  Edward  Ger- 
man's famous  "Merrie  England,"  covering  all 
the  vocal  and  instrumental  numbers.  Addi- 
tional interest  is  lent  thereto  by  the  fact  that 
the  performance  was  throughout  recorded  under 
the  personal  superintendence  of  the  composer. 
A  wonderful  achievement  truly,  and  of  which  the 
Gramophone  Co.  may  well  feel,  as  they  do,  just- 
ly proud. 

A  promising  operatic  artiste  who  has  recently 
made  her  record  debut  on  "His  Master's  Voice" 
discs  is  Miss  Olga  Haley.  In  a  comparatively 
short  time  she  has  captivated  the  British  mu- 
sical public,  having  appeared  on  the  chief  pro- 
vincial concert  platforms,  as  well  as  at  the 
Queen's  and  the  Albert  Halls,  this  city.  The 
Gramophone  Co.  has  secured  Miss  Haley's  valu- 
able voice  under  a  long  and  exclusive  contract. 
Winner  Co.  Introduce  New  Artists 

As  announced  elsewhere  the  Winner  record 
price  is  now  two  shillings  and  sixpence.  Ac- 
companying this  advice  to  the  trade  particulars 
were  given  of  some  fine  new  record  issues,  spe- 
cial attention  being  drawn  to  the  contributions 
of  three  eminent  artistes  whose  services  are  now 
exclusive  to  Winner.  The  names  in  question 
are  Chas.  Tree,  the  well-known  baritone;  Her- 
bert Cave,  a  tenor  of  operatic  renown,  and 
George  Bass,  the  versatile  North  of  England 
comedian.  These  gentlemen  enjoy  a  big  reputa- 
tion among  the  record  public,  and  their  exclu- 
sive acquisition  by  the  Winner  people  is  re- 
garded as  a  scoop  of  the  first  importance. 
Steady  Demand  for  Guardsman  Records 

The  Invicta  Record  Co.  report  a  continuous- 
ly gratifying  demand  for  their  series  of  "Guards- 
man" records,  the  main  difficulty  being  to  insure 
a  sufficient  supply  to  meet  the  increasing  sales 
reported  by  their  dealers.  It  has  come  very 
near  the  rationing  stage  at  times,  but  fortunate- 
ly definite  action  in  this  respect  has  been 
avoided.  The  company's  musical  director  has 
been  paying  special  attention  of  late  to  the  is- 
sue of  twelve-inch  classics,  which  have  met  with 
a  favorable  reception.  In  this  regard  I  learn 
that  new  recordings  will  shortly  be  announced, 
and  that  something  good  is  on  the  tapis.  A 
fine  sales  opportunity  for  oversea  dealers! 
Miscellaneous  News  Items 

In  Arras  recently,  Phillip  Gibbs,  the  war  cor- 
respondent, mistook  a  "Decca"  gramophone  ren- 
dition as  the  living  voice  of  a  woman.  A  par- 
donable mistake;  still  more,  a  splendid  tribute  to 
the  fidelity  of  this  wonderful  instrument!  The 
incident  has  formed  the  subject  of  a  special  an- 
nouncement by  Barnett  Samuel  &  Sons,  Ltd., 
the  makers. 

The  death  in  action  is  announced  of  Corp. 
Albert  Harding,  a  valued  servant  of  "His  Mas- 


ter's Voice"  company.  Up  to  the  capture  of 
Jerusalem,  where  he  was  wounded,  he  fought 
through  the  Palestine  campaign  as  a  member  of 
the  London  Scottish.  After  recovery  he  was 
transferred  to  the  French  front,  where  he  fol- 
lowed so  many  of  his  splendid  comrades  into 
the  Great  Unknown. 

A  considerable  number  of  records  will  be 
withdrawn  from  "His  Master's  Voice"  Novem- 
ber catalog.  Dealers  have  been  advised  to  push 
the  sales  of  any  of  these  which  may  be  on  hand. 

A  perfect  model  of  "Nipper,"  the  famous 
H.  M.  V.  dog,  is  now  purchasable  from  the 
Gramophone  Co.;  only  a  limited  number  are 
available. 

The  Winner  Record  Exchange  scheme,  where- 
by old  discs  may  be  replaced  by  new,  is  still 
running. 

Needles  are  to  be  imported  from  Japan,  sub- 
ject to  a  license,  the  tonnage  to  be  taken  from 
the  American  concession. 

No  Increase  Here 

In  connection  with  the  increased  prices  an- 
nounced elsewhere  in  this  issue,  it  should  be 
noted  that  there  is  no  change  in  the  following 
Columbia  series:  Dark  Blue  label,  10-inch,  3/; 
12-inch,  5/.  Brown  label  (Italian  Opera),  10- 
inch,  3/6d;  12-inch,  5/6d.  Red  label  (Grand 
Opera),  10-inch,  5/6d;  12-inch,  8/.  Pink  label, 
10-inch,  8/;  12-inch,  12/6d. 

New  Zealand  Trade  Commissioner  in  London 

R.  W.  Dalton,  H.  M.  Trade  Commissioner  in 
New  Zealand,  is  now  on  a  visit  to  London.  He 
will  consult  with  British  firms  regarding  the 
trade  possibilities  of  the  New  Zealand  market. 
Letters  for  appointment  should  be  addressed  to 
Mr.  Dalton,  care  of  the  Board  of  Trade  Intelli- 
gence Branch,  Basinghall  street,  E.  C. 
About  Tenors  in  General  and  One  in  Particular 

There  are  many  tenors  making  records  to-day, 
and  each  is  noted  for  some  characteristic  qual- 
ity of  voice,  and  has  his  own  particular  circle  of 
admirers.  There  is  the  dramatic  tenor  who 
claims  attention  for  his  declamation  and  force- 
ful rendition  of  the  heavier  passages  of  opera. 
And  there  is  the  lyric  tenor  who,  in  various 
ways,  seeks  to  impress  the  lighter  songs  with 
his  own  individuality.  Among  the  methods  of 
the  lyric  tenors  there  is  one  that  has  invariably 
met  with  conspicuous  success.  Not  a  few  peo- 
ple consider  the  hallmark  of  a  tenor  to  be  the 
power  with  which  he  can  sustain  his  top  notes, 
and  the  greater  the  burst  the  more  enjoyment 
this  section  of  the  public  seem  to  derive  from 
.the  singing.  Where  a  song  calls  for  it  it  is 
art,  but  there  are  many  ballads  of  repose  and 
sentiment  in  which  it  is  markedly  out  of  place. 
The  larger  public,  of  course,  recognizes  this, 
and  there  is  consequently  a  wide  appreciation 
for  the  methods  of  a  tenor  who  realizes  that 
true  art  lies  in  the  natural  expression  of  the 
beauties  of  song — who,  while  capable  of  voicing 
a  top  note  of  irreproachable  purity  can  yet  utter 
it  at  its  right  value  in  relation  to  the  song,  in- 
stead of  employing  it  as  a  vehicle  in  which  to 


show  off  an  excess  of  lung  power.  Add  to  that 
a  vocal  organ  that  permits  of  the  production  of 
music  and  you  have  the  ideal  tenor. 

Such  a  tenor,  for  example,  is  Eric  Randolph. 
His  "Regal"  record  of  "In  an  Old-Fashioned 
Town"  is  a  notable  example  of  his  artistic  work 
— his  delightful  mezzo-voce  finish  being  a  veri- 
table touch  of  triumph.  But  all  his  records  are 
characterized  in  this  way,  and,  although  there 
is  not  a  large  repertoire  available,  what  is  lack- 
ing in  quantity  is  made  up  in  quality. 

The  Fascination  of  Folk  Song 

In  the  latest  "His  Master's  Voice"  supple- 
mentary list  of  records  are  given  two  programs 

(1)  Instrumental  works  founded  on  folk  songs, 

(2)  Vocal  music  selected  from  folk  songs.  The 
lists  are  almost  international  in  character  and 
comprise  a  number  of  items  that  one  particular- 
ly associates  with  the  Victorian  era,  version 
though,  for  that  matter,  none  the  less  popular 
to-day,  as  witness:  "D'ye  Ken  John  Peel," 
"Banks  of  Allan  Waters,"  "The  Lowland  Sea," 
"Volga  Boatmen's  Song,"  etc. 

Coincident  with  the  issue  of  these  records, 
Henry  Coates  writes: 

"Every  country  has  its  store  of  those  sweet 
songs — centuries  old — which  have  been  handed 
down  from  generation  to  generation  through 
the  ages,  and  which  we  moderns  know  as  folk 
songs.  Their  origin  no  one  can  with  certainty 
tell.  Like  Topsy,  they  'just  growed.'  Their 
earliest  beginnings  must  have  been  with  our 
primitive  forefathers,  who  would  tell  a  simple 
tale  in  prose  or  rudimentary  poetry,  accompany- 
ing it  with  some  sort  of  chant  or  simple  vocal 
inflections.  The  idea  would  be  handed  on,  im- 
proved and  altered,  preserved  only  by  the  bards 
themselves,  for  these  folk  songs  must  have  be- 
gun before  ever  music  had  a  written  notation, 
until  at  length  some  sort  of  actual  melody  was 
arrived  at.  That  melody  in  turn  would  grad- 
ually change  its  shape,  for  modern  researches 
into  folk  song  have  brought  to  light  many  dif- 
ferent versions  of  the  same  song  existing  in  dif- 
ferent parts  of  the  same  country,  modified  in 
each  case,  of  course,  by  local  conditions.  To 
the  strenuous  and  complex  life  of  to-day  the 
sweet  savor  and  simplicity  of  folk  song  comes 
like  a  cool  draught  to  parched  lips.  Much  of 
the  modern  musical  art  has  been  founded  upon 
it,  for  our  musical  master  minds  have  realized 
the  significance  and  beauty  of  these  melodies 
which  have  been  forged  by  the  ages  out  of  the 
people  themselves,  and  not  created  by  any  arti- 
ficial process.  One  need  only  recall,  for  ex- 
ample, the  wonderful  'national'  school  of  Rus- 
sian music  to  show  what  great  musicians  can 
do  with  this  material.  Those  wonderful  operas 
and  symphonies  which  have  delighted  us  in 
these  past  few  years  have  all  been  built  from 
this  material.  In  our  own  country  native  com- 
posers have  begun  to  do  the  same  thing,  and 
many  a  fine  orchestral  work  has  been  written 
in  the  same  way.  England,  Scotland,  Wales  and 
Ireland  are  all  rich  in  folk  tunes  of  the  most 
exquisite  description,  many  of  them  amongst  the 
finest  examples  of  traditional  music." 


EDISON  BELL 


CABLE 
•PHONOKINO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


111 


LATEST  PATENTS  RELATING  TO  TALKING 
MACHINES  AND  RECORDS 


or  upon  which  the  reproducing  needle  operates. 
Fig.  3  is  a  plan  view  corresponding  substan- 
tially to  Fig.  1  except  that  the  reproducing 
mechanism  is  omitted  and  the  middle  portion 
of  the  record  strip  is  broken  out,  bringing  the 


Washington,  D.  C,  November  8.— Needle  Hold- 
er for  Sound  Boxes—  Emil  Albert  Dodelin, 
Moorestown,  N.  J.    Patent  No.  1,276,192. 

This  invention  relates  to  talking  machines, 
and  has  particular  reference  to  the  sound  boxes 
thereof. 

The  object  of  the  invention  is  to  provide  an 
improved  and  simplified  device  for  use  in  con- 
junction with  the  sound  box  of  a  talking  ma- 
chine, whereby  a  needle  will  be  automatically 
clutched  when  the  sound  box  is  in  an  active 
position,  and  similarly  released  when  said  sound 
box  is  in  an  inactive  position. 

Another  object  resides  in  providing  means  for 
facilitating  the  operation  of  associating  a  needle 
with  the  stylus  of  a  talking  machine,  reproducer 
or  sound  box,  in  order  that  the  process  will  be 
simplified  and  expedited,  this  being  accom- 
plished by  eliminating  the  service  of  set  screws 
hitherto  employed  in  this  capacity,  and  by  using 
in  place  of  said  screws  automatically  operating 
mechanism  which  will  efficiently  perform  the 
same  function  as  the  set  screws,  and  will  elim- 
inate to  a  large  extent  the  element  of  manual 
labor  hitherto  necessary  to  effect  the  position- 
ing of  said  needles. 

Further  objects  reside  in  a  device  of  the  above 
character  which  may  be  formed  with  or  con- 
veniently attached  to  a  talking  machine,  and  in 
one  which  will  be  reliable  and  efficient  in  opera- 
tion, not  likely  to  become  out  of  order. 

Figure  1  is  a  side  elevation  of  a  talking  ma- 
chine, illustrating  the  application  of  the  present 
invention  to  the  sound  box  thereof,  the  latter 
being  shown  in  an  inactive  position.  Fig.  2 
is  a  similar  view,  on  a  large  scale,  disclosing 


the  sound  box  in  its  active  or  playing  position. 
Fig.  3  is  a  transverse  sectional  view  taken  along 
the  line  3 — 3  of  Fig.  2,  and  Fig.  4  is  a  detail  per- 
spective view  of  the  controlling  lever. 

Tone  Arm  for  Talking  Machines.— Frank 
Malocsay,  New  York,  assignor  to  the  Sonora 
Phonograph  Corp.,  same  place.  Patent  No. 
1,276,551. 

This  invention  relates  to  a  tone  arm  for  talk- 
ing machines  of  the  disc  record  type,  and  has 
for  its  object  to  produce  a  tone  arm  which  is 
simple  and  cheap,  and  one  which  may  be  moved 
to  the  position  wherein  the  stylus  will  engage 
with  the  record  groove  and  be  locked  in  such 
position. 

A  further  object  is  to  produce  a  tone  arm 
which  may  be  swung  to  one  side  of  and  above 
the  record  surface  and  be  locked  in  such  posi- 
tion. 

A  further  object  is  to  so  proportion  the  parts 
that  the  tone  arm  cannot  be  removed  from  its 
position  relatively  to  the  rest  of  the  apparatus 
until  it  shall  have  been  swung  horizontally  to  a 
predetermined  position. 

According  to  the  following  drawings  Figure  1 
is  a  top  plan  view  of  a  portion  of  the  talking 
machine  embodying  the  invention;  Fig.  2  is  a 


Fig.  2;  and  Fig.  6  is  a  detail  sectional  view  of 
a  modified  form  of  bearing  for  the  tone  arm. 

Duplex  Graphophone. — Frank  C.  Hinckley  and 
John  Graham,  Bridgeport,  Conn.,  assignors  to 
American  Graphophone  Co.,  same  place.  Pat- 
ent No.  1,276,759. 

This  invention  relates  to  talking  machines,  and 
more  particularly  to  machines  of  this  type  em- 
ploying a  plurality  of  sound  boxes  having  styli 
which  simultaneously  and  consecutively  track 
the  same  record  groove. 

Stated  broadly,  the  invention  comprises,  in 
combination  with  a  record  support,  a  plurality 
of  sound  boxes  each  provided  with  a  stylus, 
means,  preferably  independent  tone  arms, 
mounting  said  sound  boxes  in  co-operative  re- 
lation with  a  record  on  said  support,  to  enable 
said  styli  to  simultaneously  and  consecutively 
track  the  record  groove,  and  means  to  position 
said  styli  in  consecutive  portions  of  the  record 
groove  at  any  desired  point  in  the  length  there- 
of. One  of  said  sound  boxes  is  preferably 
mounted  for  movement  with  respect  to  its 
mounting  means  to  enable  its  stylus  to  be  moved 
in  a  plane  extending  longitudinally  thereof  into 
alinement  with  the  stylus  of  the  other  sound 
box,  such  movement  preferably  bringing  the 
points  of  said  styli  into  substantial  coincidence. 
To  secure  such  proper  alinement  of  the  styli, 
one  of  said  sound  boxes  is  preferably  provided 
with  cam  means  coacting  with  means  upon  the 
other  of  said  sound  boxes  for  guiding  said  styli 
into  their  proper  relationship.  Furthermore, 
the  sound  boxes  are  preferably  mounted  for  in- 
dependent movement  about  a  common  axis  to 
permit  their  traverse  of  the  record  tablet,  and 
about  a  common  axis  to  permit  their  move- 
ment in  planes  at  angles  to  said  record  tablet. 
Additionally,  when  tone  arms  are  employed  for 
mounting  said  sound  boxes,  said  tone  arms  are 
preferably  connected  with  separate  sound  am- 
plifying means  by  elbows  swivelly  connected 
with  the  tone  arms  and  having  rotatable  and 
slidable  connection  with  said  amplifying  means. 

Figure  1  is  a  plan  view  of  a  talking  machine 
embodying  the  present  invention,  parts  being 
shown  in  section;  Fig.  2  is  a  side  elevation  of 
the  machine  shown  in  Fig.  1,  parts  being  shown 
in  section;  Fig.  3  is  an  end  elevation  of  the 
plurality  of  sound  boxes  on  an  enlarged  scale; 
Fig.  4  is  a  side  elevation  of  the  styli  and  stylus 


side  elevation  of  the  same  partly  in  section;  Fig. 
3  is  a  similar  view  with  the  tone  arm  in  another 
position;  Fig.  4  is  a  detail  plan  view  of  locking 
spring;  Fig.  5  is  a  section  on  the  line  5 — 5  of 


carriers  when  the  former  are  moved  into  en- 
gagement, being  on  a  further  enlarged  scale; 
Fig.  5  is  a  section  on  the  line  5 — 5  of  Fig.  4; 
Fig.  6  is  a  perspective  view  of  the  mounting  for 
the  tone  arms  and  of  the  connections  between 
said  arms  and  the  sound  amplifying  means,  with 
the  parts  shown  in  detached  relationship;  and 
Figs.  7  and  8  are  perspective  views  of  the  re- 
spective sound  boxes. 

Record  for  Phonographic  Machines. — August 
C.  Rutzen,  Cleveland,  O.    Patent  No.  1,276,968. 

This  invention  pertains  to  records  for  phono- 
graphic machines,  and  the  invention  consists  in 
a  strip  of  flexible  material  of  the  nature  of  a 
ribbon  or  piece  of  tape  having  sound  reproduc- 
ing channels  or  grooves  formed  therein  and 
substituted  for  the  cylinders  or  discs  heretofore 
commonly  used  for  this  purpose. 

In  the  accompanying  drawings  Figure  1  is  a 
plan  view  of  a  reproducing  mechanism  and  a 
record  embodying  the  invention,  and  Fig.  2  is 
a  sectional  elevation  of  said  mechanism,  length- 
wise and  showing  a  record  mounted  on  a  pair 
of  rolls  and  a  bearing  roll  between  the  same  over 


two  ends  near  together  and  showing  the  sound 
lines  or  channels  enlarged. 

Controlling  Mechanism  for  Phonographs. — 
Harry  M.  Smith,  Chicago,  111.  Patent  No. 
1,276,983. 

This  invention  relates  to  improvements  in 
phonographs  and  particularly  to  the  provision 
of  means  for  manually  controlling  the  charac- 
ter of  the  vibrations  received  from  the  record. 

In  a  machine  of  this  character,  it  is  desirable 
to  provide  means  for  enabling  an  individual  to 
control  the  sound  produced  from  the  record,  as 
in  this  way  one  is  enabled  to  impart  individual 
expression  to  the  music  produced.  Heretofore 
means  have  been  devised  with  this  aim  in  view, 
which  means  have  consisted  in  varying  the  size 
of  the  air  passage,  and  thus  checking,  to  a 
greater  or  less  extent,  the  sound  produced. 

By  this  invention,  however,  instead  of  thus 
choking  the  sound,  the  vibrations  of  the  dia- 
phragm are  controlled,  as  is  also  the  amount  of 
the  sound  produced. 

A  special  feature  of  this  invention  is  the  pro- 
vision of  pneumatic  means  for  controlling  the 
sound,  as  through  such  an  arrangement  very  ef- 
ficient results  are  obtained,  and  the  construc- 


tion is  one  that  is  simple  and  easily  applied  to 
a  phonograph. 

A  further  feature  of  the  invention  is  in  having 
the  device  so  arranged  that  it  can  be  readily  at- 
tached to  practically  any  form  of  phonograph. 

Figure  1  is  a  side  elevation,  partly  in  section, 
of  a  phonograph  provided  with  the  improved 
attachment.  Fig.  2  is  an  enlarged  detail  view 
of  the  improved  controlling  mechanism,  show- 
ing the  parts  in  their  normal  position,  with  the 
bellows  collapsed  and  the  vibrating  arm  free  to 
vibrate.  Fig.  3  is  an  enlarged  detail  view  sim- 
ilar to  Fig.  2,  showing  the  parts  in  the  position 
they  assume  when  the  bellows  are  expanded  and 
the  vibrations  of  the  vibrating  arm  dampened. 
Fig.  4  is  a  plan  view,  partly  in  section,  of  the 
sound  box  with  the  improved  attachment.  Fig. 
5  is  a  sectional  view  taken  on  the  line  5 — 5  of 
Fig.  2.  Fig.  6  is  a  sectional  view  taken  on  the 
line  6 — 6  of  Fig.  2. 

Sound  Reproducing  Machine.— Hugh  J.  Mc- 
Greal,  Milwaukee,  Wis.,  assignor  of  one-half  to 
Michael  S.  Sheridan,  same  place.  Patent  No. 
1,277,096. 

It  is  one  of  the  objects  of  the  present  inven- 
tion to  provide  a  sound  reproducing  machine 
having  a  life-size  head  mounted  on  the  upper 
portion  of  the  machine  and  having  a  horn  ex- 
tending from  the  reproducer  to  the  head  to  give 
the  impression  that  the  reproduced  sound  is 
coming  directly  from  the  head. 

A  further  object  of  the  invention  is  to  pro- 
vide a  sound  reproducing  machine  having  a  di- 
vided amplifying  horn,  one  branch  of  which  ex- 
tends to  a  head  mounted  on  the  upper  portion 
{Continued  on  page  112) 


H2r 


THE    TALKING    MACHINE  WORLD 


November  15,  1918 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  111) 


of  the  machine  and  the  other  branch  extends 
dcnvnwai  <11  v  through  the  machine  in  the  ordi- 
nary manner.' 

A  further  object  of  the  invention  is  to  pro- 
vide a  sound  reproducing  machine  having  a  di- 
vided" or  branched  amplifying  horn,  and  through 
either  or  bo-th  branches  of  which  the  sound 
may  be  directed. 

A  further  object-  of  the  invention  is.  to  pro- 
vide a  sound  reproducing  machine  which  is  of 
simple  construction,  is  strong  and  durable  and 
is  well  adapted  for  the  purpose  described. 

Figure  1  is'~£  vertical  sectional  view  of  the 
improved  sound  reproducing  machine;  Fig.  2  is 
a  horizontal  sectional  view  thereof  taken  on  line 

I 


2 — 2  of  Fig.  1;  Fig.  3  is  a  sectional  detail  view 
taken  on  line  3 — 3  of  Fig.  2;  and  Fig.  4  is  a 
transverse  sectional  view  taken  on  line  4 — 4  of 
Fig.  1. 

Synchronously  Operated  Reproducing  Appara- 
tus.—Lawrence  Langner,  London,  Eng.,  assignor 
to  the  Aeolian  Co.,  New  York.  Patent  No. 
1,277,224. 

This  invention  relates  to  means  for  securing 
and  maintaining  synchronism  in  the  operation 
of  two  or  more  reproducing  machines,  such  as 
a  talking  machine  and  a  player-piano. 

Figure  1  shows  the  invention  applied  to  an 
electrically-operated  player-piano  and  disc  talk- 
ing machine'.    Fig.  2  shows,  portions  of  the  talk- 


ing machine  and-  associated  parts  to  a  larger 
scale,  and  Fig.  3  illustrates  one  form  of  the  in- 
vention applied  to  a  cylinder  record  talking  ma- 
chine;. ..I      ,t'j;     j}..'  .»■;:/•!■. . 

.Sound  Reproducing  Machine. — Louis  P.  Jack- 
son. Schenectady,  N.  Y.    Patent  No.  1,277,594. 

This  invention  relates  to  improvements  in 
sound  reproducing  machines  and  has  for  its  ob- 
ject the  provision  of  improved  means  whereby 
in  a.  machine  of  this  character  the  distinctness 
with  which  the  sound  is  reproduced  is  increased. 
This  application  is  a  division,  of  an  earlier  ap- 
plication, Serial  No.  707,889,  filed  July  5,  1912, 
and  which  issued  as  Patent  No.  1,232,924,  and 
has,  certain  features  in  common  with  a  later  ap- 
plication filed  May  12,  1917,  Serial  No.  168,167.. 

One  of  the  objects  of  the  invention  is  to  pro- 
vide, improved  sound  reproducing  means  where- 


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(Record  Department) 
44  WEST  37th  STREET,  NEW  YORK,  N.  Y. 


by  the  sound  is  reproduced  in  its  original  tones 
without  the  presence  of  disagreeable  noises.  In 
one  aspect  the  invention  comprises  improve- 
ments in  the  reproducer  consisting  mainly  in 
the  provision  of  a  diaphragm  and  other  mem- 


rig.z. 

bers  of  lignum  vitae  or  similar  material. 
Cushion  members  of  chamois  skin  or  the  like 
are  likewise  provided,  together  with  stops  for 
reducing  or  modifying  the  vibrations  of  the  dia- 
phragm. 

In  the  accompanying  drawing  illustrating  this 
invention,  Figure  1  is  a  side  view  mostly  in  sec- 
tion of  the  improved  reproducer;  and  Fig.  2  is 
a  bottom  plan  view  of  the  same. 

Talking  Machine. — Joseph  H.  Dickinson,  Cran- 
ford,  N.  J.,  assignor  to  the  Aeolian  Co.  Pat- 
ent No.  1,279,522. 

This  present  invention  relates  to  the  herein- 
after shown  or  described  improvements  in  talk- 
ing machines,  phonographs  and  the  like. 

In  the  drawings,  which  show  only  some  of 
the  specific  embodiments  that  these  improve- 
ments are  adapted  to  take,  Figure  1  is  a  front 


view  of  the  instrument  having  the  front  wall 
of  the  casing  removed  to  show  the  contained 
parts,  and  showing  the  lid  elevated  with  its 
upper  portion  broken  away;  Fig.  2  is  a  longi- 
tudinal sectional  view,  on  a  relatively  enlarged 
scale,  of  the  handle  and  flexible  control  de- 
vices for  operating  the  dynamics  control  valve 
and  the  brake;  Fig.  3  is  a  top  plan  view  of  the 
instrument  with  the  lid  raised  and  with  a  por- 
tion of  the  permanent  top  31  of  the  right-hand 
portion  of  the  instrument  broken  away  to  re- 
veal the  underneath  structure;  Fig.  4  is  an  en- 
larged detail  showing  how  the  small  neck  end 
of  the  horn  is  supported  in  insulated  manner 
on  the  bottom  board  of  the  instrument;  Fig. 
5  is  an  underneath  plan  view  of  the  instru- 
ment; Fig.  6  is  an  enlarged  sectional  view  on 
the  line  6 — 6  in  Fig.  5  looking  in  the  direction 
of  the  arrows;  Fig.  7  is  an  enlargement  of  the 
middle  portion  of  Fig.  1;  Fig.  8  is  an  enlarged 
detail  of  the  brake  means  looked  at  from  the 
front  of  the  instrument;  Fig.  9  is  an  enlarged 
detail  of  the  dial  pointer  means  for  setting  the 
dynamics  control  valve  so  that  the  instrument 
will  play  with  a  degree  of  loudness  indicated  by 
the  pointer,  the  view  being  a  sectional  view 


Make  your  show  windows  pay  your  Rent 

Record  Display  Stands,  Hold  any  Size  Record 
Golden  Oak  or  Mahogany  Finish — 5  Sizes 

No.  341.   1  Record   $1.00  ea. 

No.  312.  2  Hi-cords  $1.25  ea. 

No.  313    3  Kr.  ords  $1.50  ea. 

No.  311.  1  Rei  ords  $1.75  ea. 

No  315    5  Records  $2.00  ea  . 

THE  OSCAR  ON  KEN  CO.  (® 

No. 6651  4th  SI  .Cincinnati.  0.  <9> 


— — — lj 

on  the  line  9 — 9  Fig.  3  looking  in  the  direction!; 
of  the  arrows;   Fig.  10  is  an  enlarged  detail'1' 
showing  a  modification  of  the  means  provided! 
for   making  a   sound-tight  joint  between  the; 
lid  and  the  body  of  the  casing  of  the-  instrumentT"- 
Fig.  11  is  a  view  of  the  horn  and  casing  of  the 
instrument  looked  at  from  the  right-hand  end' 
of  Fig.  12;  Fig.  12  is  a  longitudinal  section- 
through  the  same  parts  shown  in  Fig.  11;  Fig. 
13  is  a  top  plan  view  of  the  same  parts  show- 
ing horn  broken  away  to  reveal  the  underlying 
structure. 

Support  for  the  Sound  Boxes  -of  Talking  Ma- 
chines.— Horace  Sheble  and  Thomas  Kraerher, 
Philadelphia,  Pa.,  assignors  to  the  Domestic 
Talking  Machine  Corp.,  same  place.  Patent 
No.  1,280,565. 

The  object  of  this  invention  is  to  provide 
simple  and  effective  means  whereby  the  sound 
box  of  a  phonograph  instrument  can  be  so 
mounted  upon  the  tone  arm  as  to  be  readily 
changed  from  position  for  use  in  connection 
with  records  of  the  "lateral  wave"  type  to  po- 


sition  for  use  in  connection  with  records- of  the 
vertical  cut  or  "hill-and-valley"  type,  the  sound 
box  when  in  either  position  being  so  locked 
to  the  tone  arm  as  to  prevent  displacement 
of  the  sound  box  from  its  proper  relation  to  the 
record. 

Figure  1  is  a  side  elevation  of  the  sound  box 
of  a  phonograph  and  part  of  the  tone  arm  em- 
ployed  in  connection  therewith,  illustrating  the 
invention  and  showing  the  parts  in  .position 
for  use  in  connection  with  a  record  of  the  lateral 
wave  type;  Fig.  2  is  a  side  elevation  show- 
ing the  sound  box  and  tone  arm  in  position  for 
use  in  connection  with  a  record  of  the  vertical 
cut  or  hill-and-valley  type;  Fig.  3  is  a-  trans- 
verse section  on  the  line  3 — 3,  Fig.  1;  Fig.  4  is 
a  transverse  section  on  the  line  4 — 4,  Fig.  2;  Fig. 
5  is  a  perspective  view  of  that  member  of  the' 
tone  arm  which  engages  with  the  sound  box 
member;  and  Figs.  6  and  7  are  horizontal  sec- 
tional views  in  different  positions  of  sound  "box 
and  tone  arm  members  illustrating  a  modifica- 
tion of  the  invention. 


The  Montgomery  Fair,  Montgomery,  Ala.,  has 
installed  a  talking  machine  department.' 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery  . 
MERMOD  &  CO.,  505  5th  Are.,  N.  Y. 


REPAIRS 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


TALKING  MACHINE  REPAIR  .  . 

AND  SALES  CORPORATION 

ANDREW  H.  DODIN,  President 

176  Sixth  Avenue  New  York 

TELEPHONE,  CHELSEA  8437 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


113 


RECORD  BULLETINS  FOR  DECEMBER,  1918 


COLUMBIA  GRAPHOPHONE  CO. 


A2646  Memories  of  Christmas.  Part  1.  "The  Village 
Church."  (Compiled  and  composed  by  Robert 
Hood    Bowers.)      With    contralto    and  male 

quartet.     Descriptive  Prince's    Orchestra  10 

Memories  of  Christmas.  Part  2.  "The  Tree  at 
Grandmother's."  (Compiled  and  composed  by 
Robert  Hood  Bowers.)  With  contralto  solo 
and  male  quartet.  Descriptive, 

Prince's  Orchestra  10 
493S4  "La   Traviata" — Parigi   o   Cara    (Far   from  the 
Parisian  Throng  (Verdi).    Soprano  and  tenor 
duet,  orch.  accomp., 

Maria  Barrientos  and  Hipolito  Lazaro  12 
A2628  Song  of  the  Chimes   (Worrell).     Cradle  song. 
Mezzo  soprano  solo,  orch.  accomp., 

Barbara  Maurel  10 
The   Slumber   Boat    (Gaynor).     Mezzo  soprano 

solo,  orch.  accomp  Barbara  Maurel  10 

77085  Ballo  in   Maschera.     Alia   Vita   Che  T'Arride 
(The  Life  Thou  Dost  Cherish).    Act  I.  Bari- 
tone solo,  orch.  accomp.  ..  .Riccardo  Stracciari  10 
A2644  Christmas     Chimes     (Vandersloot).  Reverie. 

(Chimes  by  Howard  Kopp.) .  Prince's  Orchestra  10 
Cathedral  Chimes  (Arnold  and  Brown).  (Chimes 

by  Howard  Kopp.)  Prince's  Orchestra  10 

A2632  Maritana — Scenes  That  Are  Brightest.  (Theme 
with  variations.)  Adapted  by  Maurice  F. 
Smith.    Clarinet  solo,  orch.  accomp., 

Thomas  Hughes  10 
.    Song,  Long  Ago  (Ritter).     Clarinet  solo,  orch. 

accomp  Thomas  Hughes  10 

A6076  Carmen — Selections.  (a)  Prelude;  (b)  Les 
Toreadors  (Bizet).  Under  the  direction  of 
Artur  Bodanzky, 

Metropolitan  Opera  House  Orchestra  12 
II   Trovatore — Selections    (Verdi).     Under  the 
direction  of  Artur  Bodanzky, 

Metropolitan  Opera  House  Orchestra  12 
A6074  In  the  Sweet  Bye  and  Bye  (Webster).  Orch. 

accomp  Columbia  Mixed  Quartet  12 

A  Thousand  Years  (Work).    Orch.  accomp., 

Columbia  Mixed  Quartet  12 
POPULAR  HITS 
A2638  My    Baby    Boy    (Von    Tilzer).      Tenor,  orch. 

accomp  Lewis  James  10 

You're  the  Greatest  Little  Mother  in  the  World 
(Gottler).    Male  voices,  orch.  accomp., 

Peerless  Quartet  10 
A2640  In    1960   You'll   Find   Dixie   Looking  Just  the 
Same   (Gottler).     Male  voices,  orch.  accomp., 

Sterling  Trio  10 
Caroline,  I'm  Coming  Back  to  You  (McHugh). 
Male  voices,  orch.  accomp. ..  .Peerless  Quartet  10 
A2636  You  Keep  Sending  'Em  Over  and  We'll  Keep 
Knocking  'Em  Down  (Ruby).    Baritone,  orch. 

accomp  Arthur   Fields  10 

When  I  Get  Back  to  My  American  Blighty 
(Morse).     Tenor,   orch.  accomp., 

Irving  Kaufman  10 
A2635  For  Your  Boy  and  My  Boy   (Van  Alstyne). 

Male  voices,  orch.  accomp.  ..  .Peerless  Quartet  10 
Uncle  Sammy  (Hulzmann).    Baritone  solo,  band 

accomp  Arthur  Fields  10 

A2637  Oui,  Oui,  Marie  (Wee,  Wee,  Marie)  (Fisher). 

Tenor  solo,  orch.  accomp  Irving  Kaufman  10 

My  Wild  Days  Are  Over  (Brown).    Tenor  solo, 

orch.  accomp  Irving  Kaufman  10 

A2643  Where  Have  You  Been  Hiding  All  These  Years? 
(Kraus).    Tenor  solo,  orch.  accomp., 

Henry  Burr  10 
Give   Me   All    of    You    (from    "Flora  Bella") 
(Schwarzwald) .    Tenor  solo,  orch.  accomp., 

Hugh  Donovan  10 
A2630  They   Were   All   Out   of    Step   But   Jim  (Did 
You  See  My  Little  Jimmy  Marching?)  (Ber- 
-  lin).    Character  duet,  orch.  accomp., 

Van  and  Schenck  10 
Ragtime    Moses'    Old-time    Bomboshay  (Frank- 
lin).    Baritone    and    tenor    duet,    orch.  ac- 
comp Van  and  Schenck  10 

A2629  Beans,  Beans,  Beans  (Smith).    Comedy,  orches* 

tra  accomp  Gus  Van  10 

I'm  Too  Tired  to  Make  Love  (Creamer  and  Lay- 
ton).    Character  song,  orch.  accomp.. Gus  Van  10 
A2641  They'll  Be  Mighty  Proud  in  Dixie  of  Their  Old 
Black  Joe    (Carroll).     Tenor   duet,   orch.  ac- 
comp Campbell  and  Burr  10 

If  I'm  Not  at  the  Roll  Call  (Kiss  Mother  Good- 
Bye  for  Me)    (Boyden).     Tenor  duet,  orch. 

accomp  Campbell  and  Burr  10 

A2642  While  You're  Away  (Pack  Up  Your  Cares  in  a 
Bundle  of  Joy)  (Gilbert  and  Friedland). 
Tenor  and  quartet  of  male  voices,  orch.  ac- 
comp Henry  Burr  and  Peerless  Quartet  10 

I  Love  You  More  for  Losing  You  a  While 
(Whiting).    Tenor  solo,  orch.  accomp., 

Hugh  Donovan  10 

DANCE  RECORDS 
A2634  Tishimingo  Blues  (Williams).    Medley  Fox-trot. 

Intro.    "Some   Chocolate    Drops"    (Irvin  and 

Vodrcy  American  Manmbaphone  Band  10 

Hear   Dem   Bells    (Old-time    Songs).  Medley 
One-step.    Intro.    (1)   "Hot  Time  in  the  Old 
Town  To-nrght,"  (2)  "Auld  Lang  Syne,"  (3) 
"Reuben    and   Cynthia,"    (4)    "Listen   to  the 
Mocking  Bird,"  (5)  "Johnny  Get  Your  Gun." 

Jazarimba  Orchestra  10 
A264S  Those  Draftin'  Blues  (Pinkard).     Medley  One- 
step.      Intro.     (1)     "Somebody's    Done  Me 
Wrong"  (Skidmore  and  Friedlander), 

Sweatman's  Jazz  Band  10 
Rock-a-Bye  Your   Baby   With   a   Dixie  Melody 
(from  "Sinbad")    (Schwartz).  Fox-trot, 

Sweatman's  Jazz  Band  10 
A2639  Hindustan    (Wallace    and    Weeks).  Fox-trot. 

Violin  and  piano  duet.  ...... .Jockers  Brothers  10 

Me-Ow   (M.  B.  Kaufman).     One-step.  Violin 

and  piano  duet  Jockers  Brothers  10 

A6075  Oriental  (Rose).  One-step, 

Earl  Fuller's  Rector  Novelty  Orchestra  12 
Texas  (Guion).  Fox-trot, 

Earl  Fuller's  Rector  Novelty  Orchestra  12 
A6068  Sailor's  Joy— Part  1   (Schlepegrell).  Quadrille. 
Prompting  by  John  H.  Haselton, 

Prince's  Orchestra  12 
Sailor's  Joy — Part  2  (Schlepegrell).  Quadrille. 
Prompting  by  John  H.  Haselton, 

Prince's  Orchestra  12 
A6077  Smiles  (Roberts).  Medley  Fox-trot.  Introduc- 
ing "Mandy  and  Me"  (Gumble)  .Prince's  Band  12 
When  You  Come  Back,  and  You  Will  Come 
Back  (There's  the  Whole  World  Waiting  for 
You)  (Cohan).  Medley  One-step.  Intro.  (1) 
"Daddy  Mine"  (Wilson  and  Dubin) ;  (2) 
jjGood-bye,  Mother  Machree"  (Ball) ;  (3) 
"Some    Day    They're    Coming   Home  Again 

(Hilbert)  Prince's  Band  12 

A2626  Submarine  Attack   Somewhere   at   Sea.  Male 

voices.     (Descriptive)   Peerless  Quartet  10 

The  Battle  in  the  Air  (Campbell,  Morse  and 
Collins).    Male  voices.  (Descriptive.), 

Peerless  Ouartet  10 


A2627  A  Slippery  Place  (Hacker).     Comic  Rag.  Un- 
der the  direction  of  T.  F.  Shannon, 

Naval  Reserve  Band  10 
Hilda's  Wedding  (Armstrong).     Under  the  di- 
rection of  T.  F.  Shannon. Naval  Reserve  Band  10 
A2633  Spring  Song  (Mendelssohn).     Flute,  'cello  and 

harp  Trio  de  Lutece  10 

Minuet  (Beethoven).    Flute,  'cello  and  harp, 

Trio  de  Lutece  10 
A2631  My  Irish  Song  of  Songs  (from  "Once  Upon  a 
Time")  (Sullivan).    Tenor  solo,  orch.  accomp., 

Charles  Harrison  10 
The  Fields  o'  Ballyclare  (Turner-Maley).  Tenor 

solo,  orch.  accomp  Charles  Harrison  10 

A7524  The    Joy    of    the    Beautiful    Pine.  Children's 
story  with  chimes  and  orchestra, 

Thornton  W.  Burgess  12 
Johnny    Chuck   Finds   the   Best   Thing   in  the 
World.     Children's  story   from   "Old  Mother 
West  Wind"  (Little,  Brown  &  Co.), 

Thornton  W.  Burgess  12 

E4038  Gold  and  Silver  Waltz  Gypsy  Orchestra  10 

When  I  Am  Crying  for  You.  .Gypsy  Orchestra  10 


VICTOR  TALKING  MACHINE  CO. 


SELECTED  LIST  OF  BEST  SELLERS 
Issued  in  Lieu  of  the  Usual  List  of  New  Records 
In  order  to  effect  a  considerable  increase  in  the  supply 
of  records  which  are  and  which  have  been  in  the  greatest 
demand,  this  specially  selected  list  of  best  sellers  is  offered 
to  the  public  for  the  month  of  December,  1918.    There  can 
be  no  uncertainty  in  the  matter  of  orders,  because  a  nation- 
wide demand  for  these  particular  records  already  exists. 
16996  Adeste   Fideles   (Oh,    Come,   All   Ye  Faithful) 
(Oakeley-Portugal) .    With  chimes, 

Trinity  Choir  10 
Joy   to  the  World    (Watts-Handel).  Christmas 

Hymn  Trinity  Choir  10 

17767  Hilo.    Hawaiian  March, 

Irene  West  Royal  Hawaiians  10 
Wailana  Waltz.    Hawaiian  Guitars, 

Pale  K.  Lua-David  Kaili  10 
18029  Cohen  at  the  Telephone.    Comic  Monologue, 

Barney  Bernard  10 
Goldstein  Goes  in  the  Railroad .  Business, 

Barney  Bernard  10 
18389  Silent    Night,    Holy    Night    (Gruber).  Violin, 

harp,  flute  Neapolitan  Trio  10 

Christmas  Hymns — Selection.  Harp.  "While 
Shepherds  Watched  Their  Flocks  by  Night," 
"It  Came  Upon  the  Midnight  Clear,"  "Silent 
Night,"   "Adeste  Fideles"   (O  Come,  All  Ye 

Faithful)  Francis  J.  Lapitino  10 

18430  U.  S.  Field  Artillery  March  (Sousa), 

Sousa's  Band  10 

Liberty  Loan  March  (Sousa)   Sousa's  Band  10 

18439  Just  a  Baby's  Prayer  at  Twilight  (Lewis-Young- 
Jerome)  Henry  Burr  10 

On  the  Road  to  Home,  Sweet  Home  (Kahn-Van 

Alstyne)   Percy   Hemus  10 

18455  The  Last  Long  Mile  (Breitenfeld), 

Charles  Hart  and  Shannon  Four  10 

K-K-K-Katy  (O'Hara)  Billy  Murray  10 

18462  I'm  Sorry  I  Made  You  Cry  (N.  J.  Clesi), 

Henry  Burr  10 
One  Day  in  June  (Joe  Goodwin-James  F.  Han- 
ley  Campbell  and  Burr  10 

18473  Smiles  (Lee  Roberts).  Fox-trot. 

Joseph  C.  Smith's  Orchestra  10 
Rose  Room  (Hickman-Smith).    Fox-trot.  Intro. 
"My  Oriental  Rosebud," 

Joseph  C.  Smith's  Orchestra  10 
18483  Bluin'  the  Blues  (Ragas).  Fox-trot, 

Original  Dixieland  Jazz  Band  10 
Sensation  Rag  (Edwards).  One-step, 

Original  Dixieland  Jazz  Band  10 
18489  Oh!   How  I   Hate,  to  Get  Up  in  the  Morning 

(Irving  Berlin)  Arthur  Fields  10 

Oh!  Frenchy!  (Ehrlich-Conrad)  ..  .Arthur  Fields  10 
1S494  For  Your  Boy  and  My  Boy  (Kahn-Van  Alstyne), 

Peerless  Quartet  10 

When  You  Come  Back  (Cohan), 

Raymond  Dixon  ana  Orpheus  Quartet  10 
35412  While  Shepherds  Watched  (Tate-Handel), 

Victor  Oratorio  Chorus  12 
It  Came  Upon  the  Midnight  Clear  (Willis), 

Victor  Oratorio  Chorus  12 
35594  Angels  from  the  Realms  of  Glory  (Montgomery- 
Smart).      Christmas    Hymn    (Tune  "Regent 

Square")  Trinity  Choir  12 

Oh,    Little    Town    of    Bethlehem.  Christmas 

Hymn  Trinity  Choir  12 

35661  Sing,  O  Heavens  (Berthold  Tours), 

Victor  Mixed  Chorus  12 
It  Came  Upon  the  Midnight  Clear  (Willis), 

Victor  Mixed  Chorus  12 

35663  Missouri  Waltz  Joseph  C.  Smith's  Orchestra  .  12 

Kiss  Me  Again  (Herbert).  Waltz, 

Joseph  C.  Smith's  Orchestra  12 
45135  Star  Spangled  Banner  (Key-Arnold), 

Reinald  Werrenrath  10 

America    (Smith-Carey)  Reinald  Warrenrath  10 

45145  Holy  Night  (Cantique  de  Noel)   (Adam).  With 

Lyric  Quartet   Lucy  Marsh  10 

Silent  Night,  Holy  Night  (Gruber)  .Lyric  Quartet  10 
45153  France,  We  Have  Not  Forgotten  You  {Clarke- 

Rogers-Ager)  Lambert  Murphy  10 

I'll  Pray  for  You  (Lockton-St.  Quentin), 

Olive  Kline  10 

55066  Lucia   (Donizetti).    Sextet.  .  Victor  Opera  Sextet  12 
Rigoletto  (Verdi).    Quartet,  Victor  Opera  Quartet  12 
55093  American    Fantasie — Part    1 — -"Hail  Columbia!" 
"The  Old  Folks  at  Home," 

•  Victor  Herbert's  Orchestra  12 
American   Fantasie — Part   2 — "The   Girl   I  Left 
Behind    Me,"    "Dixie,"    "Columbia,    the  Gem 
of  the  Ocean,"  "Star  Spangled  Banner," 

Victor  Herbert's  Orchestra  12 
64637  Dixie  (Emmett).    With  Victor  Male  Chorus, 

Mabel  Garrison  10 
64688  All  the  World  Will  be  Jealous  of  Me  (Dubin- 

Ball)  Emilio  de  Gogorza  10 

64693  La  Marseillaise  (National  Air  of  France). 
French,  with  Metropolitan  Opera  Chorus, 

Frances  Alda  10 
64696  Keep  the  Home-Fires  Burning  (Ford-Novello), 

John  McCormack  10 
64708  The  Sweetest  Story  Ever  Told  (R.  M.  Stults), 

Sophie  Braslau  10 
70061  Roamin'  in  the  Gloamin'.    Scotch  Specialty, 

Harry  Lauder  12 

74163  Humoresque  (Dvorak).  Violin.  .  .Mischa  Elman  12 
74198  Open  the  Gates  of  the  Temple  (Knapp), 

Evan  Williams  12 
74420  Carry  Me  Back  to  Old  Virginny  (Bland), 

Gluck  and  Male  Chorus  12 

74424  Aida— Celeste  Aida  (Heavenly  Aidal)  (Verdi). 

Italian  Giovanni  Martinelli  12 

74425  I'll  Take  You  Home  Again,  Kathleen  (Westen- 

dorf)   Clarence  Whitehill  12 

74436  Adeste  Fideles  (Oh,  Come,  All  Ye  Faithful) 
(Portgual).  Christmas  hymn.  Latin,  with 
chimes. ..  .John  McCormack  with  Male  Chorus  12 


74467 

74509 

74533 

74563 

87107 

87221 
87264 

87294 

88113 


Harlequin's   Serenade   (from  "Les  Millions  d'- 
Arlequin")   (Drigo).     Violin.  .Efrem  Zimbalist 

Lucia — Mad  Scene  (Donizetti).     (Flute  obligate 
by  Barone).     Italian  Amelita  Galli-Curci 

Minuet   in   6    (Op.    14,   No.    1)  (Paderewski). 
Piano   Paderewski 

Ave  Maria  (Schubert-Wilhelmj).  Violin, 

Jascha  Heifetz 

Whispering  Hope  (Hawthorne), 

Alma  Gluck  and  Louise  Homer 
The  Rosary  (Nevin) .  Ernestine  Schumann-Heink 
Where  is  My  Boy  To-Night   (Lowry).  Gospel 

hymn  Louise  Homer 

Over    There    (Cohan).      First    verse  English; 

second  verse  French  Enrico  Caruso 

Madama   Butterfly — Un  bel   di  vedremo  (Some 
Day  He'll  Come)  (Puccini).    In  Italian, 

Geraldine  Farrar 
Noel  (Holy  Night)   (Adam).  French, 

Enrico  Caruso 


EDISON  AMBEROL  RECORDS 

ROYAL  PURPLE  RECORDS 

29012  Just  As  I  Am  (Wm.  D.  Bradbury).    Orch.  ac- 

comp Arthur  Middleton 

29013  Theme  and  Variations  (Proch).     Soprano,  orch. 

accomp  Frieda  Hempel 

REGULAR  LIST 

3619  Ambrose  and  Steve  in  Court.    Vaudeville  Sketch, 

Billy  Golden  and  Billy  Heins 
3618  Battle  in  the  Air  (Theo.  Morse), 

Premier  Quartet  and  Company 

3611  Donna  Juanita  Selection  (F.  von  Suppe), 

Creatore  and  His  Band 
3617  Everything  Is  Peaches  Down  In  Georgia  (Ager- 

Meyer)  Arthur  Collins  and  Byron  G.  Harlan 

3609  From   Tropic   to   Tropic   March    (Russel  Alex- 

ander) New  York  Military  Band 

3603  General  Pershing  March  (Carl  D.  Vandersloot), 

Imperial  Marimba  Band 

3612  Good-Bye,  Alexander   (Creamer-Layton).  Coon 

Song,  orch.  accomp  Ada  Jones 

3616  Hawaiian  Breezes  Waltz, 

Waikiki  Hawaiian  Orchestra  (with  Louise  and  Ferrera) 

3604  Howdy!    One-step  for  dancing, 

Jaudas'  Society  Orchestra 

3610  Jazz  de  Luxe — -Fox-trot  (Earl  Fuller), 

Earl  Fuller's  Famous  Jazz  Band 

3607  Most    Beautiful    Picture    of    All    (May  Hill). 

Tenor,  orch.  accomp  Manuel  Romain 

3620  Night,  My  Love  and  I   (H.  Sylvester  Krouse). 

Tenor,  orch.  accomp  Vernon  Dalhart 

3601  Oh!   Frenchy    (Con   Conrad).     Baritone,  orch. 

accomp  Arthur  Fields 

3613  Smiles  (Lee  S.  Roberts).    Mixed  Voices,  orch. 

accomp  Harmony  Four 

3615  Smiles  Fox-trot  (Lee  S.  Roberts).    For  dancing, 

Jaudas'  Society  Orchestra 

3621  Song  of  Ages — Christmas  Song  (I.  H.  Meredith). 

Sacred,  orch.  accomp  Metropolitan  Quartet 

3606  Sweet  Hawaiian  Moonlight  (Tell  Her  of  My 
Love)  (F.  Henri  Klickmann).  Soprano  and 
Contralto,  orch.  accomp., 

Gladys  Rice  and  Marion  Evelyn  Cox 

3602  Uncle  Sammy — Vocal  March   (Abe  Holzmann). 

Male  Voices,  orch.  accomp  Premier  Quartet 

3614  Watch  the  Bee  Go  Get  the  Hun  (Walter  Haw- 

ley).    Comic  song, 'orch.  accomp.  .Edward  Meeker 

3605  Whenever  I  Think  of  You  (Charles  N.  Grant). 

Soprano,  orch.  accomp  Betsy  Lane  Shepherd 

3608  When  I  Send  You  a  Picture  of  Berlin  Medley — 

One-step,  for  dancing.  ..  .Jaudas'  Society  Orchestra 
FRENCH  SELECTIONS 
27183  (a)  Madrigal;  (b)  Tu  me  dirais  (If  thou  dost 
say),    (C.    Chaminade).      Tenor,    in  French, 

orch.  accomp  P.  A.  Asselin 

27182  Cantique  de  Noel  (O  Holy  Night),  (Adolphe 
Adam).    Tenor,  in  French,  orch.  accomp., 

P.  A.  Asselin 


EDISON  RE-CREATIONS 

82136  Mad  Scene-y-Lucia  di  Lammermoor  (Donizetti). 

Soprano,  in  Italian — Flute  Obbligato. . .  .Anna  Case 
82139 — Come  Unto  Him — Messiah  (Handel).  Soprano, 

Marie  Tiffany 
There's  a  Beautiful  Land  on  High  (A.  H.  Tay- 
lor).   Soprano  Marie  Tiffany 

80379 — Hush-a-bye,  Ma  Baby   (Missouri  Waltz)  (Fred- 
eric Knight  Logan).    Contralto  and  Tenor, 

Marion  Evelyn  Cox  and  Vernon  Dalhart 
Longing  for  My  Dixie  Home  (J.  R.  Shannon). 
Tenor  and  Chorus  Harvey  Hindermeyer 

80397 —  A  Little  Love,  a  Little  Kiss  (Lao  Silesu). 

Tenor  Ralph  Errolle 

One  Fleeting  Hour  (Dorothy  Lee).  Soprano, 

Gladys  Rise 

80398 —  My  Waikiki  Mermaid — Hula  Medley, 

Waikiki  Hawaiian  Orchestra 
Valse  Llewellyn  (Wiedoeft).  Saxophone, 

Rudy  Wiedoeft 
80408 — Fantasia — Impromptu  (Chopin).  Piano 

Andre  Benoist 

Second  Mazurka  (Godard).    Piano  ...  .Andre  Benoist 
S04C9 — Work,  for  the  Night  Is  Coming  (Mason) ;  Jesus, 
Saviour,  Pilot  Me  (J.  E.  Gould).  Sacred, 

Metropolitan  Quartet 
Throw     Out    the     Life-Line     (E.     S.  Ufford). 

Sacred  Metropolitan  Quartet 

S0410 — Inflammatus — Stabat  Mater  (Rossini).    Cornet,  . 

Pietro  Capodiferro 

La  Paloma  (Yradier)  Sodero's  Band 

80411 — Old   Virginny  Days   (Theodore  Morse).  First 
Soprano,  Second  Soprano  and  Alto, 

Homestead  Trio 
When  I'm  Gone  You'll  Soon  Forget  (E.  Austin 
Keith).    Tenor  and  Contralto, 

Walter  Van  Brunt  and  Helen  Clark 
50480 — Molly   Dear  Waltz    (Arthur   De   Blonc).  For 

Dancing  Jaudas'  Society  Orchestra 

"Old  Timers"  Waltz — For  Dancing, 

Jaudas'  Society  Orchestra 
50482 — Invincible  American  March   (F.  H.  Losey), 

New  York  Military  Band 
Wisconsin  Forward  Forever  March, 

New  York  Military  Band 
50485 — Farmyard  Medley — Descriptive  Sketch, 

Premier  Quartet 
Study  in  Mimicry — Vaudeville  Sketch, 

John  Orren  and  Lillian  Drew 
82145— Freedom  for  All  Forever  (B.  C.  Hilliam).    Bari-  - 

tone  and  Chorus  Arthur  Middleton 

There's  a  Long,  Long  Trail   (Zo  Elliott).  So- 
prano and  Male -Voices, 

Frieda  Hempel  and  Criterion  Quartet 

50489 —  Bing!  Bang!  Bing  'em  on  the  Rhine  (Mahoney- 

Flynn).    Male  Voices  Premier  Quartet 

Last  Long  Mile — Toot-Toot  (Lieut.  E.  Breiten- 
feld).   With  Chorus  Billy  Murray 

50490—  K-K-K-Katy  (Geoffrey  O'Hara).    With  Chorus, 

Billy  Murray 

Submarine  Attack  (Theodore  Morse), 

Premier  Ouartet  and  Company 
50494 — Bring  Me  a  Letter  From  My  Old  Home  Town 

(Will  R.  Anderson).    Tenor  Reese  Jones 

We'll  Do  Our  Share  (While  You're  Over  There) 
(Jack  Egan).   Mixed  Voices.  . .  .The  Harmony  Four 
(Continued  on  page  114) 


114 


THE    TALKING    MACHINE  WORLD 


November  IS,  1918 


RECORD  BULLETINS  FOR  DECEMBER 

(Continued  from  page  113) 

50495 — We're  All  Going  Calling  on  the  Kaiser  (Cad- 
dingan-Brennan).    Baritone  and  Chorus, 

Arthur  Fields 
When  I  Send  You  a  Picture  of  Berlin  (You'll 
Know  It's  Over  "Over  There,"  I'm  Coming 
Home)    (Fay-Ryan-Dreyer).     With  Chorus, 

Billy  Murray 


PATHE  FRERES  PHONOGRAPH  CO. 


POPULAR  "HITS"  OF  THE  MONTH 
20444*On  the  Level,  You're  a  Little  Devil  (from  "Win- 
ter Garden  Show")  (Schwartz), 

Louis  Winsch,  Baritone,  10 
That  Soothing  Serenade  (from  "Winter  Garden 
Show"  (De  Costa) ...  Harry  McCIaskey,  Tenor  10 
20447*For   Your   Boy  and   My   Boy    (Kahn-Van  Al- 

styne)  Invincible  Four  10 

Freedom  for  All  Forever  (Hilliam), 

William  Simmons,  Baritone  10 
20446*A  Little  Birch  Canoe  and  You  (Callahan-Rob- 
erts) Sterling  Trio  10 

Garden  of  My  Dreams  (from  "Follies  of  1918") 

(Hirsch-Stamper)  Henry  Burr,  Tenor  10 

20445*Liza  Jane  (Creamer-Layton), 

Louis  Winsch,  Baritone  10 
You'll  Find  Old  Dixie  Land  in  France  (from 
Ziegfeld  "Midnight  Frolic")  (Clark-Meyer), 

•  Arthur  Fields,  Baritone  10 
20439*You'll  Always  Find  a  Lot  of  Sunshine  in  My 
Old  Kentucky  Home  (Cowan), 

Joe  Remington,  Baritone  10 
After  You've  Gone  (Creamer-Layton), 

Campbell  and  Burr  -10 
29220*1  Want  to  Go  Back  There  Again  (Weston-Nor- 
worth).    Piano  accomp., 

Jack  Norworth,  Baritone  12 
The  Yanks  Are  at  it  Again  (Cowan), 

Arthur  Fields,  Baritone  12 
NEW  SACRED  RECORDS 

40141  The  Birthday  of  a  King  (Neidlinger).  Organ 

accomp  B.  Stonehill,  Baritone  12 

Hear  Me,  Ye  Winds  and  Waves  (Handel), 

B.  Stonehill,  Baritone  12 
20455  Joy  to  the  World  (Watts).    Organ  accomp., 

Helen  Clark  and  William  Simmons  10 
In  the   Sweet  Bye  and  Bye    (Webster).  Un- 

accomp.  Chautauqua  Preachers  Ouartet  10 

29219  Adeste  Fideles   (Oh,   Come,  All  Ye  Faithful). 

Piano  accomp  Shannon  Four  12 

The  Holy  City  (Adams) ..  Helen  Clark,  Contralto  12 
STANDARD  BALLADS  SUNG  IN  ENGLISH 
52034  Listen  to  the  Mocking  Bird  (Winner), 

Grace  Hoffman,  Soprano  12 
The  Nightingale  (Penn). Grace  Hoffman,  Soprano  12 
59060  The  Rosary  (Nevin), 

Eleonora  de  Cisneros,  Mezzo-Soprano  12 
Answer  (Robyn), 

Eleonora  de  Cisneros,  Mezzo-Soprano  12 
27016  The    Pipes    of    Gordon's    Men  (Glasgow-Ham- 
mond) Paul  Althouse,  Tenor  10 

God   Bring  You    Safely,  to    Our  Arms  Again 

(Gibson-Shaw)  Paul  Althouse,  Tenor  10 

29205  The  . Farmer's  Pride  (Russell), 

Frank  Oldfield,  Baritone  12 
The  Floral  Dance  (Moss), 

Frank  Oldfield,  Baritone  12 
20454  Lead,    Kindly    Light    (Dykes).     Chimes,  with 

Grand  Organ  Chris  Chapman  10 

.  Nearer  My  God  to  Thee  (Mason).    Chimes  with 

Grand  Organ  Chris  Chapman  10 

NEW  PATHE  "DE  LUXE"  DANCE  RECORDS 
20449*Valse  Parisienne  (Roberts), 

American  Republic  Band  10 
Remick's  "Hit"  Medley.    Intro.  "Wondrous  Eyes 
of  Araby,"  "It  Might  as  Well  be  You,"  and 
"Mandy  and  Me."  Fox-trot, 

American  Republic  Band  10 
29221*Rock-a-Bye   Baby.     Intro.   "There's   No  Better 
Use  for  Time  Than  Kissing,"  and  "Not  You." 

Medley  Fox-trot  American  Republic  Band  12 

Witmark's  "Hit"  Medley.  Intro.  "Bring  Me  a 
Letter  from  My  Home  Town,"  "Everyone  I 
Love  Lives  Down  in  Dixie,"  "Daddy  Mine," 
and  "Some  Day  They're  Coming  Home  Again." 

One-step..  American  Republic  Band  12 

20443*Hindustan  (Wallace-Weeks).  Fox-trot, 

Wadsworth's  Novelty  Dance  Orchestra  10 
Frivolity  (Green).  One-step, 

Wadsworth's  Novelty  Dance  Orchestra  10 
NEW  BAND  RECORDS 

20451  High  School  Cadets  (Sousa), 

American  Regimental  Band  10 
The  Liberty  Bell  (Sousa), 

American  Regimental  Band  10 

20452  "Oh,   Come   All   Ye  Faithful"  and  "Christians, 

Awake"  Pathe  Military  Band  10 

"Hark,   the   Herald   Angels   Sing"   and  "While 

Shepherds  Watched"  Pathe  Military  Band  10 

20442  March  of  the  Nova  Scotia  Highlanders  (Sterne), 

American  Regimental  Band  10 
The  Rainbow  March  (Maurice), 

American  Regimental  Band  10 
NEW  OPERATIC  RECORDS 

54020  Le  Regiment  de  Sambre  et  Meuse  (Planquette) 

(French  National  Marching  Song)  in  French, 

Lucien  Muratore,  Tenor  12 
54019  Monna  Vanna  (Fevrier)  "Elle  est  a  moi"  (This 
Hand  Is  Mine).    In  French, 

Lucien  Muratore,  Tenor  12 

54021  Cavalleria  Rusticana  (Mascagni)  "Voi  lo  sapete"  ■ 

(Well,  You  Know,  Good  Mother)  (Santuzza's 

Air).    In  Italian  Claudia  Muzio,  Soprano  12 

60074  Mignon  (Thomas)  "Berceuse."    In  Italian, 

Adamo  Didur,  Basso  12 
Salvator  Rosa  (Gomes)  "Di  sposc.de  padre.." 
(Peaceful  Enjoyment).    In  Italian, 

Adamo  Didur,  Basso  12 
NEW  INSTRUMENTAL  NOVELTIES 

20453  Bells  of  May  (Dittrich).     Mazurka,  with  bells, 

Pathe  Freres  Orchestra  10 
Christmas  (Margis).    Valse,  with  bells, 

Pathe  Freres  Orchestra  10 

40142  Birds  of  the  Woods  (le  Thiere).    Piccolo  solo, 

George  Ackroyd  12 
The  Shepherd's  Idyl  (Kohler).    Flute  solo, 

George  Ackroyd  12 
FOR  HOLIDAY  TRADE 
The    following   ten    records,    selected    from    the  Pathe 
Catalog,   which   will   furnish   choice  entertainment  during 
the  coming  season  of  Christmas  and  the  New  Year,  will 
be  relisted  in  the  regular  December  Supplements. 

20248  Nursery  Rhymes — No.  1.  (Descriptive), 

Gerard  and  Hunting  10 
Nursery  Rhymes — No.  2.  (Descriptive), 

Gerard  and  Hunting  10 

20249  Nursery  Rhymes — No.  3.  (Descriptive), 

Gerard  and  Hunting  10 
Nursery  Rhymes — No.  4.  (Descriptive), 

Gerard  and  Hunting  10 
27011  The  Star  Spangled  Banner  (Key), 

Paul  Althouse,  Tenor  10 
When  Johnny  Comes  Marching  Home  (Lambert), 

Paul  Althouse,  Tenor  10 


25018 
25016 
20253 

60068 

25007 
40101 

20348 


All 
immed 


God  be  With  Our  Boys  To-night  (Sanderson), 

Craig  Campbell,  Tenor  10 
Roses  of  Picardy  (Wood). Craig  Campbell,  Tenor  10 
There's  a  Long,  Long  Trail  (Elliott), 

Percy  Hemus  and  His  Buddy  Boys  10 
Khaki  Sammy  (Carpenter)  .Percy  Hemus,  Baritone  10 
2nd  Regiment  Connecticut  National  Guard  March 

(Reeves)  American  Regimental  Band  10 

American  Republic  March  (Thiele), 

American  Regimental  Band  10 
Humoresque    (Dvorak).     Violin   solo,   piano  ac- 
comp Jacques  Thibaud  12 

Romance    (Svendsen).     Violin   solo,    piano  ac- 
comp Joseph  Thibaud  12 

Carmena  (Wilson).    Vocal  Waltz, 

Grace  Hoffman,  Soprano  10 

Carissima  (Penn)  Grace  Hoffman,  Soprano  10 

In  Thee,  O  God,  Do  I  Put  My  Trust  (Snicker), 

B.  Stonehill,  Baritone  12 
By  the  Waters  of  Babylon  (Howell), 

B.  Stonehill,  Baritone  12 
Fireflies  (Savino)  "Intermezzo," 

PatheConcert  Orchestra  10 
Heart's  Ease  (Macbeth)  "Intermezzo," 

Pathe  Concert  Orchestra  10 
records  in  this  list  marked  with  a  star  (*)  are  for 
iate  release  and  sale. 


EMERSON  PHONOGRAPH  CO. 


THE   NEW   SEVEN-INCH  RECORDS 
PATRIOTIC  AND  POPULAR  SONG  HITS 

7419  Oh!  How  I  Wish  I  Could  Sleep  Until  My  Daddy 

Comes  Home  (Lewis-Young-Wendling).  Patri- 
otic ballad,  orch.  accomp  Robert  Rice 

For  You  Alone  (O'Reilly-Goehl).  Tenor  solo, 
orch.  accomp  Stanislus  Berini 

7420  Don't  You  Remember  the  Day     (Cliff  Hess). 

Baritone  solo,  orch.  accomp  Eddie  Nelson 

The  Pickaninnies'  Paradise  (Sam  Ehrlich-Nat 
Osborne).  Baritone  and  tenor  duet,  orch. 
accomp  Jack  and  Phil  Kaufman 

7421  Dreaming  of  Home,  Sweet  Home  (MacDonald- 

Hanley).    Baritone  solo,,  orch.  accomp., 

J.  Watson  Miller 
Sweet  and  Low  (Barnaby).    Vocal  quartet. 

Liberty  Ouartet 

7422  When  I  Get's  Out  in  No  Man's  Land  I  Can't 

be  Bothered  with  No  Mule  (Skidmore- Walker). 

Character  song,  orch.  accomp  Arthur  Collins 

Macaroni  Joe  (Donahue-Dubin-Lyons-Yosco). 
Character  song,  orch.  accomp.  ...  George  Thompson 

7423  'Till  I'm  Called  by  the  Master  Above  (Donahue- 

Ball).    Tenor  solo,  orch.  accomp. ...  Robert  Bruce 
Keep  Your  Face  to  the  Sunshine  (Armstrong- 
Klickmann).    Tenor  solo,  orch.  accomp., 

George  Gordon 

7424  Big  Chief  Killahun  (Irving  Berlin).  _  Character 

song,  orch.  accomp  Collins  and  Harlan 

My  Friends.  Morris  and  Max  (Halman-Leslie- 
Ruby).    Character  song,  orch.  accomp., 

George  Thompson 

DANCE  HITS 
7428  Mary  (Stoddard-Frey).  Fox-trot, 

Emerson  Military  Band 
Shuttle  Fox-trot  (C.  M.  Selling), 

Emerson  Military  Band 

7425  When  You  Come  Back,  Bring  Me  a  Letter  from 

My  Old  Home  Town  (Cohan-Anderson).  Med- 
ley.   Banjo,  piano  and  saxophone, 

Van  Eps-Banta  Trio 
A  Coon  Band  Contest   (Arthur  Pryor).  One- 
step  Van  Eps-Banta  Quartet 

7426  Sand  Dunes  (Byron  Gay).    Oriental  One-step, 

Emerson  Military  Band 
Watermelon  Whispers  (George  Hamilton  Greene). 
Fox-trot.    Xylophone  solo  George  Hamilton  Green 

7427  Russian  Rag  (Geo.  L.  Cobb),  . 

Emerson's  Military  Band 
Castle    Valse    Classique    (Dvorak's  Humoreske), 

(Ford  T.  Dabney)  George  Hamilton  Green 


LATEST  OKEH  RECORDS 


1095 
1096 

1099 

1101 
1106 
1107 
1108 
1109 
1110 
1111 
1112 
1113 
1114 
1115 


After  You've  Gone  Irving  Kaufman 

The  Picaninnies  Paradise  Sterling  Trio 

Everything  Is  Peaches  Down  in  Georgia, 

Collins  and  Harlan 

Lovin'  Ada  Jones 

The  Missouri  Waltz. 

I'm  Gonna  Pin  a  Medal  on  the  Girl  I  Left  Be- 
hind.     Introducing    Rock-a-Bye    Your  Baby 
With  a  Dixie  Melody — Fox-trot. 
Smiles — Slow  fox-trot. 
Djer  Kiss  Waltz. 

K-K-K-Katy  John  McDermott 

I  Ain't  Got  Weary  Yet  Arthur  Fields 

Tell  That  to  the  Marines  Irving  Kaufman 

Ring  Out,  Liberty  Bell. 

What  a  Wonderful  Message  From  Home.  Henry  Burr 

Oh,  How  I  Wish  I  Could  Sleep  Henry  Burr 

Would  You  Rather  Be  a  Colonel?  Arthur  Fields 

When  Prohibition  Comes  to  Town  Jack  Mahoney 

My  Belgian  Rose  Henry  Burr 

Dreaming  of  Home,  Sweet  Home  Miriam  Fine 

Let's  Keep  the  Glow  in  Old  Glory  Franklin  Kent 

Battle  Eve  Miller  and  Wheeler 

Dear  Old  Pal  of  Mine  George  Lambert 

I'm  Gonna  Pin  a  Medal  on  the  Girl  ".Harry  Ellis 

Big  Chief  Kill  a  Hun  Collins  and  Harlan 

When  I  Get  Out  in  No  Man's  Land. .  .Arthur  Collins 

You  Keep  Sending  'Em  Over  Bert  Harvey 

Yanks  Started  Yankin'  Arthur  Fields 

Mickey  Henry  Burr 

You're  Goin'  to  Fall  in  Love  With  California, 

Sterling  Trio 

N.  Y.  RECORDING  LABORATORIES 

SONGS  OF  THE  CHRISTMAS  SEASON 

50005  Silent  Night  (Gruber).    Quartet  wtih  chimes, 

Peerless  Quartet 
Holy   City    (Weatherly   Adams).     Cornet  solo, 

orch.  accomp  Claude  Williamson 

50004  Adeste  Fideles  (Oakeley-Portugal).    Chorus  and 

chimes    Mixed  Chorus 

Ring  Out,  Wild  Bells  (Tennyson-Gounod).  Bari- 
tone solo,  orch.  accomp  Royal  Dadmun 

A  RECORD  FOR  THE  CHILDREN 

30073  Children's  Games — Medley.     Made   up   of — All 

Around  the  Mulberry  Bush— London  Bridge  Is 
Falling  Down — Nine  o'Clock  Is  Striking — 
Round  and  Round  the  Circle — The  Farmer  in 
the  Dell — Ring-a-Round  a  Rosy — Lazy  Mary 
Will  You  Get  Up— Little  Ball— Soldier  Boy, 

Walter  Roger's  Band 
Mother   Goose    Songs    (Elliot).     Soprano  with 
violin.    Hey,  Diddle  Diddle — Little  Bo  Peep — 
Ride    a    Cock   Horse — Little    Jack    Horner — 

Twinkle,  Little  Star — Lullaby  Tonika  Frese 

RECORDS  FOR  DANCING 

30074  Smiles  (Roberts-Callahan)— Fox-trot, 

Paramount  Dance  Orchestra 
Djer  Kiss  (Milton  Ager).    Waltz  hesitation, 

Paramount  Dance  Orchestra 

50006  Oh,  How  I  Hate  to  Get  Up  in  the  Morning — 

Medley  one-step.  Consists  of — Oh,  How  I 
Hate  to  Get  Up  in  the  Morning — They  Were 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 


Distributors 


Atlanta,  Ga.,  Columbia  Graphophone  Co.,  68  N 
Pryor  St. 

Baltimore,  Md.,  Columbia  Graphophone  Co .  16 

South  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  137  Federal 
St. 

Buffalo,  N.  T.,  Columbia  Graphophone  Co  .  737 
Main  St. 

Chicago,  III.,  Columbia  Graphophone  Co.,  14  N 
Michigan  Are. 

Cincinnati,  O.,  Columbia  Graphophone  Co.,  427- 
429  W.  Fourth  Ave. 

Cleveland,  O.,  Columbia  Graphophone  Co.,  137S 
Euclid  Ave. 

Dallas,  Tex.,  Columbia  Graphophone  Co.  1011 

Elm  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Place. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  401 

Woodward  Ave. 
Indianapolis.  Ind.,  Columbia  Graphophone  Co 

207-217  W.  Washington  St. 

Kansas  City,  Mo.,  Columbia  Graphophone  Co 

1027  McGee  St.  ' 

Los  Angeles,  Cal.,  Columbia  Graphophone  Co 

745  S.  Broadway. 

Minneapolis,  Minn.,  Columbia  Graphophone  Co 

412-414  Nicollet  Ave. 
New  Haven,  Conn.,  Columbia  Graphophone  Co 

206  Meadow  St.  "  ' 

New  Orleans,  La.,  Columbia  Graphophone  Co 

517-525  Canal  St. 

New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 

Omaha,  Neb.,  Schmoller  &  Mueller  Piano  Co. 
Philadelphia,  Pa.,  Columbia  Graphophone  Co 

210  N.  Broad  St. 

Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 

Portland,  Me.,  Columbia  Graphophone  Co  48 

Exchange  St. 
Portland,  Ore.,  Columbia  Graphophone  Co..  42»- 

431  Washington  St. 
Salt   Lake   City,   Ctab,   Columbia   Stores  Co 

221  South  West  Temple. 
San  Francisco,  Cal.,  Columbia  Graphophone  Co.. 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 
Spokane,    Wash.,    Columbia    Stores    Co.,  818 

Sprague  Ave. 
St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 

Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columbia   Graphophone    Co.,   64-56  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


All  Out  of  Step  But  Jim — You're  the  Great- 
.  '    est  Little  Mother  in  the  World, 

Walter  Roger's  Band 
Rock-a-Bye  Your  Baby  with  a  Dixie  Melody — 
Medley  fox-trot.  Consists  of — Rock-a-Bye 
Your  Baby  with  a  Dixie  Melody — Hello  Cen- 
tral, Give  Me  No-Man's  Land — When  Alex- 
ander Takes  His  Ragtime  Band  to  France— 

I  Hate  to  Lose  You  Roger's  Band 

POPULAR  SONGS,  BALLADS  AND  HEART  SONGS 

30076  K-K-Katy    (Geoffrey    CHara).     Baritone  solo, 

orch  accomp  Arthur  Fields 

When  You  Come  Back  and  You  Will  Come  Back 
(Geo.  M.  Cohan).    Tenor  solo,  orch.  accomp. 

Henry  Burr 

30077  Roses  of  Picardy  (Weatherly  Wood)    Tenor  solo, 

orch  accomp  Henry  Burr 

Freedom  for  All   Forever.     Tenor  solo,  orch. 

accomp  Lewis  James 

50003  My  Old  Kentucky  Home  (Foster).    Soprano  solo 

with  male  trio  Inez  Barbour 

Annie    Laurie    (Scott).      Soprano    solo,  orch. 

acoomp   Inez  Barbour 

INSTRUMENTAL  RECORDS 

30071  Garde  du  Corps— March  (R.  B.  Hall), 

Walter  Roger's  Band 
Sabre  and  Spurs — March  (John  Philip  Sousa), 

Walter  Roger's  Band 

30072  American  Fantasie — Part  I   (Victor  Herbert), 

Walter  Roger's  Band 
American  Fantasie — Part  II  (Victor  Herbert), 

Walter  Roger's  Band 
30075  Little  Grey  Home  in  the  West  (Lohr).  ?Cello, 

violin,  piano  Taylor  Trio 

Hearts  and  Flowers  (Tobani).    Violin  solo,  piano 
accomp  Edmund  Thiele 


November  15,  1918 


THE    TALKING    MACHINE  WORLD 


Some  Leading  Jobbers  of  Talking  Machines  in  America 


1856 


1916 


VICTOR 

DISTRI  BUTORS 

VICTORS  EXCLUSIVELY 

We  make  a  specialty  of  getting  the  order 
out  on  time — every  time. 

The  Rudolph  Wurlitzer  Co. 

CINCINNATI  AND  CHICAGO 

T<w»  points  of  supply;  order  from  the  nearer 


YAHR  &  LANGE  DRUG  CO. 

MILWAUKEE,  WIS. 

Wholesale  Distributors  for 

STME  tWSTBUMEMT  Of  QUALITY 
onorj 
CLEAR   AS  A  BELL 

in  Wisconsin 
and  Upper  Michigan 


Smith,  Kline  &  French  Co. 

PHILADELPHIA 
Wholesale  Dittributors  for 

S~  IMSTBUMIKT  Of  QUALITY 
onot, 
CLEAR    AS   A    DELL  C 

In  PENNSYLVANIA,  NEW  JERSEY 
and  DELAWARE 


C.  L.  Marshall  &  Co. 

Wholesale  Distributors 
for  Michigan 

STHE  INSTRUMENT  OF  QUALITY 
onor, 
CLEAR   AS  A  SELL 

The  Ohio  Sales  Company,  Inc. 
Wholesale  Distributors 
for  Ohio 

810-11  EMPIRE  BLDG..  DETROIT.  MICH. 


Sherman  Jpay  &  Go, 

San  Francisco,  Lob  Angeles.  Portland,  Seattle.  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


TheElectric  Supply  SEquipment  Co. 

Exclusive  Wholesale  Distributor*  for 
Southern  New  England 

STKE  IMSTPUMEMT  Of  QUALITY 
CLEAR  AS  A   itLL  C 

Complete  stocks  carried  in  Boston  and  Hartford 


Little  Bldg. 
BOSTON,  MASS. 


103  Allyn  St. 
HARTFORD,  CONN. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON.  D.  C. 
231   N.  HOWARD  STREET.  BALTIMORE,  MD 


W.  J.  DYER  &  BRO. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


Hillman  &  Son  Phonograph  Co. 

Wheeling,  West  Virginia 

Exclusive  Wholesale  Distributors  for  West 
Virginia  and  Virginia 

Sm  INSTRUMENT  OF  QUALITY 
onot, 
CLEAR  AS  A  SELL 

All  models  shipped  promptly  from  our  large 
warehouse,  1126  Main  Street 

Diamond  Needles  and  Sapphire  Needles  for  Sale 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


Have  You  Noted  the  Growth  of 
This  Department? 
Special  Rates  for  Jobbers'  Direc- 
tory on  Application 

During  the  past  six  months  this  Jobbers' 
Directory  has  grown  steadily  in  importance. 
It  affords  progressive  jobbers  an  opportunity 
to  keep  their  names  before  the  dealers  con- 
sistently and  regularly,  and  provides  repre- 
sentation in  the  Jobbers'  Directory  or  the 
publication  which  is  the  recognized  authority 
of  the  Industry. 

Join  the  progressive  jobbers  on  this  page 
nest  month. 


Standard  Talki/vg  Machinc  Co. . 

Pittsburgh 


w 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
218-220  NORTH  SECOND  STREET,  RICHMOND,  VIRGINIA 
Write  for  Dealers'  Proposition 


Strevell-Paterson  Hdw.  Co. 

Wholesale  Distributors 


for 


Utah,  Idaho,  Colorado,  Wyoming 
and  New  Mexico 


ytlWfs.  THE  INSTRUMENT  Or  QUALITY 

«onor< 


CLEAR    AS   A    £  ELL 


Complete  Stock  on  Hand  at  All  Times 
SALT  LAKE  CITY  UTAH 


Southern  Victor  Dealers 

Largest  Stock  VICTROLAS  and  RECORDS. 
Prompt  Shipment  and  Less  Freight  Kite*. 

WALTER  D.  MOSES  &  CO. 

Oldest  Music  House  in  Virginie,  »r  Nerth  Cmrtlin: 

RICHMOND,  VA. 


OLIVER i 

Ms 

Chicago 


D  I  T  S  O  N     Mm.chine  Distributors  East  of 

COMPANY 


Creator,  sf  "The  Fastest  Victsr 
Serrice."     Let  as  (ell   j.«  stars 

BOSTON  "r  


ROUNTREE-CHERRY 

RICHMOND  VIRGINIA 

Wholesale  Distributors  for 


labove  aTT  nrasi  be  satUfle41 

IN  NORTH  AND  SOUTH  CAROLINA 


Victor  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

177  Tremont  Street,  Boston 

VICTOR  DISTRIBUTORS 


The  New  Edison 


K 
K 

a 
g 
I 
1 

8 
3 


A  Master  Product 

of 

A  Master  Mind 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS, 
THE  NEW  EDISON  DIAMOND  AMBEROLA  AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonograph*,  Ltd. 
San  Francisco — Edison  Phonographs, 

Ltd. 


Denver- 


COLORADO 
-Denver  Dry  Good*  Co. 


CONNECTICUT 
New    Haven — Pardee-EUenberger  Co., 

Inc. 


Atlanta- 


GEORGIA 
-Phonographs,  Inc. 


ILLINOIS 
Chicago— The  Phonograph  Co. 

James  I.  Lyons.    (Amberola  only.) 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Des  Moines — Harger  &  Bliah. 
Sioux  City — Harger  &  BUsh. 


LOUISIANA 
New  Orleans— Diamond  Music  Co.,  Inc. 

MASSACHUSETTS 
Boston — Pardee-EUenberger  Co. 

MICHIGAN 
Detroit — Phonograph    Co.,    of  Detroit 

MINNESOTA 
Minneapolis — Laurence  H.  Lucker. 

MISSOURI 
Kansas  City — The  Phonograph  Co.  of 

Kansas  City. 
St.  Louis — Silverstone  Music  Co. 

MONTANA 
Helena — Montana  Phonograph  Co. 

NEBRASKA 
Omaha — Shultz  Bros. 

NEW  JERSEY 
Paterson — James  K.  O'Dea  (Amberola 
only). 

NEW  YORK 
Albany — American  Phonograph  Co. 


New  York— The  Phonograph  Corp.  of 

Manhattan. 
Syracuse — Frank  E.  Bolway  &  Son,  Inc. 
W.    D.    Andrews    Co.  (Amberola 

only.) 

Buffalo — W.  D.  &  C.  N.  Andrews  Co. 

(Amberola  only.) 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs,  Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phonograph  Co. 
Pittsburgh — Buehn  Phonograph  Co. 
Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co.  (Amberola 
only.) 

TEXAS 

Dallas  —  Texas- Oklahoma  Phonograph 

Co. 


UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 

VIRGINIA 

Richmond — The  C-B.  Haynes  Co.,  Inc. 


WISCONSIN 

The    Phonograph    Co.  of 


Milwauki 

Milwaukee. 

CANADA 

Montreal— R.  S.  Williams  &  Son*  Co., 

Ltd. 

St  John— W.  H.  Thome  &  Co..  Ltd. 
Toronto — R  S.  Williams  &  Sons  Co.. 

Ltd. 

Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— B,  S.  Williams  &  Son*  Co., 
Ltd. 

Calgary — R.  S.   Williams  &  Son*  Co.. 

Ltd. 


VOL.  XIV.   No.  12 


SINGLE  COPIES,  25  CENTS 
PER  YEAR;  TWO  DO  LIARS 


makers  jd 
sellers  cf 
talking^ 
machines 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  December  15, 1918 


'li:;!>lllil!:;:::!     I  ,!]l!liin!lll!il]l!!!lllllllllllllllllll!1ll1lllllllllllinil[llllll!llll1!lllll  |  III  I  II  '':;li|li:iill{!UinillMllilUWnilllKIUIIIiminCM!U] 


::!■;  nm-nim-::""1  ;«:i;iB:i;'!i;:i!i:iiiui!i  r,:>i 


The  hest-knowm  trade~mark,  in  the  world 

"The  Victor  talking  machine's  design,  'His  Master's  Voice,'  has  become  a  house- 
hold word,  and  the  quaint  little  fox  terrier  at  attention  before  the  horn  is  familiar 
to  more  Americans  than  any  of  the  world's  great  masterpieces" — Collier's  Weekly, 


MIIUfllllllllllllllllUIHNHW  r  i 1 

as  second-class  matter  May  2,  1905,  at  the  post  office  at  Xe 


Congress  of 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


The  Highest  Glass 
Talking  Machine  in  the  World 


ITH  the  resumption  of  the  normal  peace-time  • 
production  of  phonographs,  the  wide-awake 
dealer  will  immediately  try  to  secure  the 
agency  for  the  wonderful  Sonora,  internation- 
ally famous  for  winning  the  highest  score  for  tone 
quality  at  the  Panama  Pacific  Exposition. 

With  largely  increased  factory  facilities  we  shall  be 
able  to  take  care  of  more  dealers  than  we  have  in  the 
past,  but  we  desire  particularly  to  emphasize  that  the 
Sonora  is  distinctly  a  phonograph  of  the  very  highest 
grade  and  its  matchless  tone  and  improved  features 
of  construction  are  our  first  thought;  quantity  manu- 
facturing is  never  given  precedence  or  placed  on  a 
par  with  quality  maintenance. 

Sonora  sets  the  highest  standards  and  upholds  them. 

Write  us  regarding  an  agency  in  your  territory.  We 
offer  an  unequaled  line  of  standard  upright  and 
period  models  at  prices  ranging  from  $50  to  $1000. 

Sonora  $i)onograpf)  ^>alesi  Company,  3tac. 

GEORGE  E.  BRIGHTSON,  President 

Executive  offices :       279  Broadway,  New  York 
Demonstration  Salons,  New  York:  Fifth  Avenue  at 53rd  St.    50  Broadway  (Standard  Arcade) 
Philadelphia:  1311  Walnut  Street  Canadian  Headquarters :  Ryrie  Building,  Toronto 

Export  Department :  417  West  28th  Street,  New  York,  U.  S.  A. 

To  get  the  best  results  use  only  the 
new  Sonora  Semi-Permanent  Silvered 
Needles  with  Steel  Needle  Records 

CAUTION :  Beware  of  similarly  constructed  needles  of  inferior  quality. 


The  Talking  Machine  World 


Vol.  14.    No.  12  New  York,  December  15,  1918 


HOW  THE  TRADE  MAY  PROFIT  FROM  LESSONS  OF  THE  WAR 

The  War  Has  Been  a  Wonderful  Though  Strict  Teacher — Has  Brought  About  Improvements  in 
Selling  Methods,  Developments  in  the  Matter  of  Economies,  Elimination  of  Trade  and  Other 
Evils — Editorial  Comments  in  This  Connection  That  Are  Proffered  With  Best  Intentions 


It  has  been  said  frequently  for  generations, 
but  will  still  bear  repeating,  that  "experience 
is  the  best  teacher";  but  some  people,  including 
a  goodly  proportion  of  business  men,  cannot 
even  learn  through  experience,  due  not  so  much 
to  lack  of  intelligence  as  to  carelessness  in  tak- 
ing due  stock  of  the  lessons  thus  learned. 

For  the  men  in  the  peace-time  industries  in 
America,  the  war  has  been  a  wonderful,  though 
strict  teacher,  for  war  conditions  brought  about 
overnight,  practically,  improvements  in  selling 
methods,  great  developments  in  the  matter  of 
economies,  and  likewise  the  elimination  of  trade 
evils,  all  of  which  have  been  discussed  for  years 
with  a  full  realization  of  their  importance,  but 
regarding  which  nothing  was  done  in  normal 
times. 

In  the  talking  machine  trade,  for  instance,  as 
a  result  of  the  war  there  was  a  general  shorten- 
ing of  terms  in  the  retail  field  and  an  insistent 
demand  for  cash,  due  to  two  reasons:  first,  that 
the  dealer  must  have  cash  with  which  to  dis- 
count his  bills  and  secure  a  larger  percentage 
of  the  limited  supply  of  goods,  and,  secondly, 
because  the  limited  supply  of  goods  developed 
a  buyer's  market  and  made  it  possible  for  the 
dealer,  to  insist  upon  cash  or  terms  that  ap- 
proximated cash,  with  the  assurance  that  he 
could  get  it  without  any  great  difficulty. 
Revolution  in  Selling  Methods 

The  war  has  also  brought  about  some  other 
revolutions  in  selling  methods.  We  have  had 
real  salesmen  and  saleswomen  in  the  trade  since 
its  inception,  and  their  work  stands  out  clear, 
but  there  was,  unfortunately,  too  great  a  pro- 
portion of  those  who  found  that  talking  ma- 
chines and  records,  due  to  the  tremendous  ad- 
vertising and  exploitation  campaigns  of  the 
manufacturers,  came  close  to  selling  them- 
selves. This  proportion  of  dealers  and  their 
help  therefore  were  inclined  to  let  nature  take 
its  course,  seeing  that  they  could  do  a  suffi- 
cient volume  of  business  without  exerting 
themselves  to  any  great  extent. 

While  the  popular  models  of  machines  and 
the  most  popular  records  were  plentiful,  this 
system  worked  out  fairly  well,  but  when  war 
conditions  came  the  careless  ones  found  that 
they  really  had  to  sell  their  goods,  particularly 
records.  They  had  to  delve  into  their  racks 
and  bring  forth  records  that  had  not  seen  the 
light  of  day  since  first  taken  from  the  shipping 
case.  They  had  to  study  those  records  and 
describe  them  so  alluringly  that  the  customer 
simply  had  to  buy.  Many  of  them  found  for  the 
first  time  that  intensive  salesmanship  really  had 
a  place  in  the  talking  machine  store.  The  re- 
sult has  been  that  throughout  the  country  there 
are  smaller  stocks  of  what  may  be  termed 
"slow-selling  or  dead  records"  than  ever  before 
in  the  history  of  the  trade. 

Lessons  That  Should  Not  Be  Forgot 

These  lessons  of  proper  terms  and  energetic 
selling  have,  been  learned  at  considerable  ex- 
pense and  under  the  goad  of  necessity.  The 
dealer  had  to  get  cash  and  move  his  old  stock, 
or  shut  up  his  shop,  because  he  could  not  de- 
pend for  his  turnover  on  new  goods  entirely, 
as  in  normal  times.  Are  these  lessons  going 
to  be  forgotten  or  ignored  with  the  return  of 
normal  conditions?  Are  the  dealers  going  to 
neglect  this  great  opportunity  for  putting  their 
businesses  on  the  healthiest  basis  possible  in 
the  history  of  the  industry?  Having  learned  to 
clean  house,  are  they  going  to  let  their  books 
be  given  over  to  long-time  contracts  and  their 
shelves  given  over  to  stock  that  sticks  simply 
because  it  isn't  sold  and  the  customers  don't 
demand  it?    It'is  safe  to  say  that  some  dealers 


will  forget  this  lesson,  but  equally  safe  to  say 
that  so  many  of  them  will  take  it  to  heart  and 
will  continue  to  practice  the  first-class  selling 
methods  in  vogue  in  other  industries,  where  sell- 
ing is  a  necessity  rather  than  an  accomplish- 
ment, that  the  followers  of  the  old-time  methods 
will  be  put  to  the  test  to  hold  on. 

Elasticity  in  Supply  Situation  Helps 
The  loosening  up  of  the  supply  situation  will, 
of  course,  be  welcome,  but  it  is  going  to  be  a 
gradual  loosening  up.  The  material  markets 
in  the  first  place  must  be  adjusted,  so  that  manu- 
facturers can  get  their  normal  supplies  under 
normal  conditions,  and  this  work  can  not  be 
done  overnight.  Then  it  is  going  to  take  time 
to  return  war  workers  to  the  pursuits  of  peace; 
to  fit  them  into  place  in  talking  machine  fac- 
tories before  all  the  machinery  of  production  is 
running  smoothly  again.  This  may  take  sev- 
eral months  or  a  year  or  more.  Therefore,  com- 
plete relief  cannot  be  expected  on  the  first  of 
the  year  or  shortly  thereafter.  The  observance 
of  cash  in  short-time  selling  must  therefore  be 
continued  as  a  matter  of  self-protection.  Like- 
wise the  practice  of  real  salesmanship  must 
also  be  continued  to  keep  stocks  adjusted  and  to 
prevent  tying  up  of  essential  capital  in  the  store- 
room or  the  record  shelves.    After  that,  the 

MONTHLY  MEETINGS  OF  DEALERS 

Frank  E.  Bolway,  Edison  Jobber,  Adopts  That 
Plan  in  Preference  to  the  Annual  Convention 
— Salesmen  Demonstrate  Their  Methods 


"Frank  E.  Bolway,  of  Syracuse,  is  trying  out 
a  new  substitute  for  the  annual  convention  this 
year,"  says  the  Edison  Diamond  Points.  "He 
holds  monthly  meetings  of  the  dealers  in  his 
district  for  the  purpose  of  comparing  notes,  giv- 
ing suggestions  and  keeping  everyone  in  touch 
with  the  splendid  ideas  which  any  of  the  others 
may  have  acquired.  These  monthly  meetings 
are  held  in  the  Syracuse  jobbing  establishment, 
and  the  addresses  are  by  members  of  the  staff 
of  the  Rochester  and  Syracuse  stores.  Several 
dealers  are  invited  each  month  as  guests  of  the 
establishment.  The  subjects  under  discussion 
cover  all  sorts  of  problems  of  the  Edison  trade, 
and  are  dealt  with  by  Mr.  Bolway's  expert 
salesmen. 

"J,  G.  Brown,  Mr.  Bolway's  right-hand  man, 
who  was  in  the  office  the  other  day,  informs  us 
that  all  their  salesmen  are  A  Number  1.  If  they 
are  not  it  is  not  Mr.  Bolway's  fault,  nor  Mr. 
Brown's.  They  are  two  of  the  most  wideawake, 
up-to-date,  enthusiastic  salesmen  who  ever 
went  out  after  business.  They  give  every  man 
in  their  employ  full  opportunity  to  benefit  by 
the  combined  experience  of  all  their  colleagues. 
Co-operation  is  the  keynote  of  the  establish- 
ment. The  understanding  between  the  sales- 
men and  their  superiors  and  among  the  sales- 
men themselves  is  complete.  Mr.  Bolway  has 
arranged  frequent  meetings  among  the  staffs 
of  the  different  stores  to  provide  for  this  un- 
derstanding. At  any  time  in  the  course  of  one 
of  these  meetings  any  salesman  may  be  called 
upon  to  demonstrate  his  method  of  handling  a 
certain  problem,  illustrated  by  another  sales- 
man who  takes  the  part  of  a  difficult  customer. 
Mr.  Brown  informs  us  that  the  men  are  keen 
for  these  'rehearsals,'  and  derive  a  great  deal 
of  benefit  from  their  effective  presentation. 

"T.  J.  Leonard,  who  attended  the  'Bolway 
Syndicate  Meeting'  in  Syracuse  on  October  1, 
is  very  enthusiastic  about  the  monthly  meeting 
idea.  'The  dealers  are  not  frightened  off  from 
attending  by  being  asked  to  make  talks  or  read 
papers;  that  is  done  by  various  members  of  the 


Price  Twenty-five  Cents 


dealer  who  has  learned  his  lesson  thoroughly  is 
going  to  find  that  he  will  view  every  record  in 
stock  as  a  liquid  asset,  not  simply  carried  for 
the  sake  of  saying  that  he  has  a  complete  line 
of  records,  but  carried  because  he  expects  to 
sell  it  with  proper  effort,  and  likewise  expects 
to  put  forth  that  proper  effort. 

Value  of  Cash  Business 

In  the  matter  of  terms,  it  can  be  said  that  the 
foresighted  dealer  has  learned  the  value  of  cash. 
It  has  been  a  bitter  lesson  to  some,  but,  never- 
theless, it  has  been  learned.  The  public,  too, 
has  without  doubt  received  a  new  impression  of 
talking  machine  values;  has  learned  that  the  in- 
struments are  worth  something  in  actual  cash 
and  must  be  bought  on  terms  that  will  enable 
the  retailer  to  clean  up  the  sale  quickly.  There 
is  no  reason  in  the  world  why  credit  of  eighteen 
months  or  more  should  be  given  on  a  sale  total- 
ing approximately  $100.  The  customer  who  de- 
mands that  much  credit  had  better  buy  a  lower- 
priced  machine  or  wait  until  such  time  as  he  is 
financially  in  a  position  to  assume  the  obliga- 
tion in  proper  form.  Likewise,  machines  selling 
at  $30,  $50  or  even  $60  in  these  days  of  high 
prices  should  not  be  sent  out  on  terms  that  rep- 
resent little  more  than  bank  interest  on  the 
dealer's  money. 

Let  the  lessons  of  the  war  be  kept  in  the  fore- 
front. Make  the  cost  of  the  lessons  pay  divi- 
dends. It  will  mean  a  cleaner,  healthier  trade  as 
well  as  more  profits,  quicker  assets  and  a  local 
business  life  for  the  dealer.. 

sales  staff,  and  the  papers  that  I  heard  were 
brief  and  pointed.  There  were  no  long  and 
wearisome  talks.  In  consequence,  things  moved 
with  a  snap,  and  the  evening  passed  very  quick- 
ly,' he  comments. 

"The  guests  at  the  latest  meeting  were  T.  J. 
Leonard,  general  sales  manager,  Thomas  A.  Edi- 
son, Inc.;  L.  S.  Wright,  of  the  Sheldon  School 
of  Salesmanship;  E.  A.  Agens,  dealer  at  Low- 
ville,  N.  Y.;  A.  Stettenbenz,  of  the  Utley  Piano 
Co.,  Inc.,  dealer  at  Buffalo,  N.  Y.;  C.  J.  Hereth, 
dealer  at  Buffalo,  N.  Y.;  W.  C.  Morgan,  dealer 
at  Fulton,  N.  Y." 


NEW  V0CALI0N  REPRESENTATIVES 

Important  Retail  Houses  Take  Agency  For  This 
Instrument — Arrangements  Made  By  Aeolian 
Co.'s  Branch  Located  in  St.  Louis 

St.  Louis,  Mo.,  Dec.  8. — F.  F.  Stevenson,  man- 
ager of  the  wholesale  Aeolian  Vocalion  depart- 
ment in  the  Aeolian  branch  in  this  city,  stated 
this  week  to  a  representative  of  The  World 
that  a  number  of  important  deals  had  been 
closed  during  the  past  few  weeks  whereby  the 
Aeolian  Vocalion  line  will  be  handled  by  repre- 
sentative dealers  in  this  territory.  Among 
these  new  Vocalion  representatives  are  the  fol- 
lowing: Parker  Dry  Goods  Co.,  Charleston,  111.; 
J.  W.  Milligan,  Carbondale,  111.;  Lehman  Music 
Co.,  East  St.  Louis,  111.;  Tuxhorn  Bros.  Hard- 
ware Co.,  Edwardsville,  111.;  Feraud  Bros.,  Gran- 
ite City,  111.;  Gemlich  &  Schmidt,  Boonville,  Mo.; 
John  N.  Taylor,  Columbia,  Mo.;  George  Porth, 
Jefferson  City,  Mo.;  Park's  Music  House  Co., 
Louisiana,  Mo. 

Mr.  Stevenson  also  stated  that  new  dealers  for 
the  Vocalion  line  have  been  appointed  in  Kansas. 
Oklahoma  and  Arkansas,  and  the  new  Vocalion 
record  is  meeting  with  an  enthusiastic  reception 
from  Vocalion  representatives  throughout  this 
territory. 


SECURES  S0N0RA  AGENCY 

The  Fortune-Ward  Drug  Co.,  of  Memphis. 
Tenn.,  has  secured  the  agency  for  the  Sonora 
talking  machine,  and  will  devote  the  entire  sec- 
ond floor  of  its  establishment  to  its  exploita- 
tion. 


4 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Maintaining  the  Efficiency  of  the  Mailing  List 
By  Eliminating  All  the  Deadwood  □  n  a  □ 


The  advantages  accruing  to  the  talking  ma- 
chine dealer  through  having  a  live,  up-to-date 
mailing  list  have  often  been  manifested,  but 
never  in  the  history  of  the  trade  has  it  been  so 
necessary  as  now  for  the  dealer  to  see  that  his  list 
is  actually  live,  and  that  the  deadwood  is  elim- 
inated so  far  as  it  is  possible  to  do  so.  In  nor- 
mal times  the  waste  that  comes  from  carrying 
dead  names  on  the  mailing  list  is  to  be  con- 
demned, even  though  often  winked  at,  but  in 
these  days  of  paper  shortage,  increasing  over- 
head expenses,  and  the  request  of  the  Govern- 
ment for  conservation  all  along  the  line,  to  carry 
a  mailing  list  that  is  not  up-to-the-minute  is  lit- 
tle short  of  criminal.  Mailing  costs  have  gone 
up,  especially  on  first-class  matter,  and  printing 
is  more  expensive.  The  literature  for  mailing 
is  costing  from  50  per  cent,  to  100  pe-r  cent,  more 
than  formerly  and  every  factor  connected  with 
keeping  the  mailing  list  going  has  grown  more 
costly. 

It  must  be  remembered,  however,  that  the 
mailing  list  will  not  keep  itself  free  from  dead- 
wood  automatically.  It  must  be  watched,  and 
watched  carefully,  and  thinned  out  at  frequent 
intervals.  The  dealer  who  keeps  no  record  of 
his  mailing  list,  and  the  direct  results  it  brings, 
.can  tell  almost  offhand  those  names  on  the  list 
which  represent  live  customers — those  who 
make  use  of  the  lists  and  other  matter  sent  to 
guide  them  in  their  regular  purchases.  These 
names  must,  of  course,  stay  on,  and  be  carefully 
guarded.  Then  there  are  those  who  make  pur- 
chases semi-occasionally,  and  of  a  nature  to  in- 
dicate that  some  particular  piece  of  literature 
has  appealed  to  them,  and  has  induced  them 
to  buy.  By  carefully  checking  up  the  purchasers 
of  this  class,  the  dealer  is  likely  to  find  he  can 
save  a  considerable  part  of  his  postage  bill  by 
sending  to  them  only  literature  regarding  rec- 
ords and  other  items  in  which  experience  tells 
him  they  will  be  most  likely  to  be  interested. 

Next,  separate  the  old  customers — those  who 
have  been  more  or  less  regular  in  their  buying  in 
the  past,  but  who,  for  one  reason  or  another, 
have  fallen  by  the  wayside.  By  removing  them 
from  the  regular  mailing  list  and  giving  them 
special  attention  the  dealer  can  either  rejuven- 
ate their  interest  in  their  machines  and  put  them 
back  in  the  live,  class,  or  learn  definitely  if  their 
interest  has  waned  entirely,  which,  under  the 
circumstances,  means  that  as  a  matter  of  fact 


it  will  be  real  economy  to  let  them  severely  alone. 

To  the  doubtful  names — and  every  list  con- 
tains dozens-  or  hundreds — send  a  return  post- 
card enclosed  in  a  circular,  or  folder,  explain- 
ing that  the  dealer's  list  is  being  revised;  that 
he  wants  to  put  into  it  information  that  will 
assist  him  in  sending  to  the  customer,  or  pros- 
pective customer,  material  that  will  prove  most 
interesting,  and  asking  that  the  card  be  returned 
with  that  information.  The  general  rule  is  to 
have   the   name   of  the   prospective  customer 


H  This  Is  No  Time  m 

I  to  Waste  Effort  j 

B  and  Postage  On  m 

■  a  Dead  List...,  ■ 


are  ready  and  willing  to  do  business.  The 
other  kind  can  wait  until  stock  is  more  plentiful, 
and  salesmen  have  more  time. 


already  written  on  the  return  card,  leaving  space 
for  the  present  address,  make  and  type  of  ma- 
chine, and  class  of  records  in  which  the  pros- 
pective customer  is  most  interested.  Those  who  . 
do  not  return  the  cards  can  be  taken  off  the 
list.  A  careful  survey  of  the  information  con- 
tained on  the  cards  that  are  returned  will  per- 
mit the  conservative  dealer  to  eliminate  even 
some  of  these  names  from  his  list,  to  allow 
room  for  some  liver  prospect.  . 

Return  postcards,  together  with  a  circular 
letter  and  envelope,  and  the  first  cost  of  mail- 
ing, may  appear  to  be  an  expensive  proposition, 
but  it  will  be  found  that  the  number  of  names 
that  cafr  be  cut  off  the  list  after  this  work  is 
done  will  represent,  in  the  saving  of  expensive 
exploitation  literature,  a  sum  many  times  the 
cost  of  the  campaign. 

Under  present  conditions  the  dealer  finds  that 
he  cannot  afford  to  let  his  salesmen  waste  time 
on  doubtful  prospects,  for  as  a  rule  he  has  not 
sufficient  stock  to  take  care  of  the  live  cus- 
tomers. His  mailing  list  is  a  salesman,  and  it 
should  have  on  it  only  the  names  of  those  who 


CANCEL  INCREASED  PRICE  LIST 

Columbia  Graphophone  Co.  Issue  Important 
Announcement  Regarding  Cut  in  Curtailment 
— Restore  Old  Prices  on  All  Machines 

The  Columbia  Graphophone  Co.  sent  out  on 
November  16  to  their  dealers  a  copy  of  a  tele- 
gram sent  to  Columbia  business  managers  an- 
nouncing the  fact  that  the  new  and  increased 
price  list  for  Grafonolas  which  went  into  effect 
on  November  1  had  been  canceled,  and  that  all 
November  shipments  since  November  1  will  be 
rebilled  at  the  old  prices.  The  telegram  to  Co- 
lumbia branch  managers,  which  was  signed  by 
George  W.  Hopkins,  general  sales  manager, 
read  as  follows : 

*  "Due  to  the  announcement  to-day  of  the  War 
Industries  Board  of  the  Government  that  the 
curtailment  of  the  production  of  phonographs  is 
cut  from  60  per  cent,  to  30  per  cent.,  we  are 
glad  to  be  able  to  reinstate  prices  as  in  force 
prior  to  November  1,  1918,  with  instructions  to 
you  to  rebill  all  November  shipments  at  the  old 
prices." 


BELIEVES  IN  VALUE  OF  SERVICE 

M.  B.  Silverman,  of  the  Mandel  Mfg.  Co.,  of 
Chicago,  111.,  whose  talking  machine  business 
has  been  steadily  expanding  throughout  the 
country,  was  recently  in  New  York  on  one  of 
his  periodical  visits.  Mr.  Silverman  is  of  a 
keen,  analytical  mind,  and  he  has  many  con- 
structive and  advanced  ideas  regarding  the  talk- 
ing machine  business,  particularly  the  sales  end, 
which  have  proven  of  great  interest  and  advan- 
tage to  dealers  handling  the  Mandel  line. 


GOOD  SALESMANSHIP 


It  is  not  good  salesmanship  to  sell  a  customer 
what  she  doesn't  want — or  can't  use.  It  is  not 
good  advertising  to  sell  goods  by  misrepresent- 
ing. Good  salesmanship  is  making  the  cus- 
tomer realize  the  merchandise  will  add  to  com- 
fort, or  enjoyment,  or  convenience.  Good  ad- 
vertising is  telling  the  truth  about  goods  so  at- 
tractively that  readers  will  feel  the  urge  to  buy. 


LEGERDEMAIN  and  VICTOR  SERVICE 


Wfc  have  no  M  agician's  Bag  of  Tricks — 
We  Cannot  Pull  Machines  and  Records 
Out  of  Empty  Hats — But  We  Are  Here  to 
Give  the  Victor  Dealer  the  Best  Service  Pos- 
With  the  Spirit  of  Sincerity  Always 


I  T  S  O  N 


sible  and 
Evident. 


ERVICE 


BOSTON 


DITSON'S 

The  Wartime  Service 
VICTOR  EXCLUSIVELY 


NEW  YORK 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


5 


o 


Victrola  IV,  $25 

Oak 


Victrola  VIII,  $50 

Oak 


Victrola  X,  $90 

Mahogany  or  oak 


"Will  there  be  a 
Victrola  in  your  home 
this  Christmas?" 

We  do  the  questioning — in  our  adver- 
tising which  reaches  every  part  of  the  country. 

People  do  the  answering — by  going  to 
the  stores  of  Victor  retailers  everywhere. 

You  do  the  business — demonstrate  the 
Victrola  and  turn  the  prospect  into  a 
customer. 

Victor  Talking  Machine  Co. 
Camden,  N.  J.,  U.  S.  A. 

"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine  Company 
designating  the  products  of  this  Company  only. 
Warning:  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of 
any  other  Talking  Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.     Victor  Records  and  Victor  Machine*  are  scientifically 
co-ordinated  and  synchronized  in  the  processes  of  manufacture,  and  their  use, 
one  with  the  other,  is  absolutely  essential  to  a  perfect  reproduction. 


Victrola  XVI,  $225 

Victrola  XVI,  electric.  $282.50 
Mahogany  or  oak 


Albany,  N.  Y  Gately-Haire  Co..  Inc. 

Atlanta,  Ga  Elyea-Austell  Co. 

Phillips  &  Crew  Piano  Co. 

Austin,   Ter  The  Talking  Machine  Co.,  of 

Texas. 

Baltimore,   Md.... Cohen  &  Hughes. 

E.  F.  Droop  k  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 

Bangor,  He  Andrews  Music  House  Co. 

Birmingham,   Ala,  Talking  Machine  Co. 

Boston,  Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  Y...  American  Talking  Mch.  Co. 

G.  T.  Williams. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Neal,  Clark  &  Neal  Co. 
Burlington,  Vt..., American  Phonograph  Cs. 
Butte,   Mont. .....  Orton  Bros. 

Chicago,    111  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 

Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Cleveland,  O  The  W.  H.  Buescher  &  Sons 

Co. 

The  Collister  &  Sayle  Ce. 

The  Eclipse  Musical  Co. 

Columbus,  O  The  Perry  B.  WhiUit  Cs. 

Dallas,  Tex  Sanger  Bros. 

Denver,    Colo  The  Hext  Music  Co. 

The   Knight-Campbell  Music 
Co. 


Victor  Wholesalers 


Des  Moines,  Ia....Mickel  Bros.  Co. 

Detroit,  Mich  Grinnell  Bros. 

Elmira,  N.  T  Elmira  Arms  Co. 

El   Paso,  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H.. . .  Bergstrom  Music  Co.,  Ltd. 

Houston,    Tex  Thos.  Goggan  &  Bro. 

Indianapolis,  Ind. .  Stewart  Talking  Machine  Co. 
Jacksonville,  Flu..  Florida  Talking  Machine  Co, 
Kansas  City,  Mo.  .J.  W.  Jenkins  Sons  Music  Co. 

Schmelzer  Arms  Co. 

Lincoln,   Nebr  Ross  P.  Curtice  Co. 

Little  Bock,  Ark..O.  K.  Houck  Piano  Co. 
Los  Angeles,  Cal. .  Sherman,  Clay  &  Co. 
Memphis,   Tenn....O.  K.  Houck  Piano  Co. 
Milwaukee,   Wis ...  Badger  Talking  Machine  Co. 
Minneapolis,  Minn.Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.  H.  Reynalds. 

Montreal,  Can  Berliner     Gramophone  Co., 

Ltd. 

Nashville,  Tenn....O.  K.  Houck  Piano  Ce. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  Haven,  Conn.  TheHorton-Gallo-Creamer  Co. 

New  Orleans,  La...  Philip  Werlein,  Ltd. 

New  York,  N.  Y...Blackman  Talking  Mach.  Co. 

Emanuel  Blout 

C.  Bruno  &  Son,  Inc. 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Charles  H.  Ditson  &  Co. 

Landay  Bros.,  Inc. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 


Omaha,  Nebr  A.  Hospe  Co. 

Mickel  Bros.  Co. 

Peoria,  HI  Putnam-Page  Co.,  Inc. 

Philadelphia,    Pa. .  Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe. 

The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

The  Talking  Machine  Co. 

H.  A.  Weymann  k  Son,  Inc. 
Pittsburgh,   Pa....W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co..  Ltd. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Portland,    Ore  Sherman,  Clay  k  Co. 

Providence,  B.  I... J.  Samuels  &  Bro.,  Inc. 
Bichmond,  Va  The  Corley  Co.,  Inc. 

W.  D.  Moses  &  Co. 
Rochester,  N.  Y...E.  J.  Chapman. 

The  Talking  Machine  Cs. 
Salt  Lake  City,  U .  Consolidated  Music  Co. 

The  John  Elliott  Clark  Cs. 
San  Antonio,  Tex. Thos.  Goggan  k  Bros. 
San  Francisco,  Cal.  Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Sionx  Falls,  S.  D . .  Talking  Machine  Exchange. 
Spokane,  Wash ....  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber-Brenner  Music  Cs. 

St.  Panl,  Minn  W.  J.  Dyer  k  Bre. 

Syracuse,  N.  Y. . . .  W.  D.  Andrews  Ce. 

Toledo,  O  The  Whitney  &  Currier  Ce. 

Washington,  D.  C.Cohen  &  Hughes. 

E.  F.  Droop  k  Sons  Co. 

Robt  C.  Rogers  Co. 


lllllllllllllllllllllllllllllllllllHlilllll1 


iiimimiiiiimiminiiiimiiiiimiiii  iiimiimiii 


umiiniiiiiiiiiiiiiiiiimiiiniiiniiiui 


HlllllllllllllllllllllllllllllllllllllulHIlTiMW 


6 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


ALL  RECORD  CUSTOMERS  ARE  ALBUM  CUSTOMERS 

A  Place  for  Every  Record  and  Every 
Record  in  its  Place 


MAKING  THEIR  SELECTION 


Albums  are  an  Indispensable  Requisite  in  the 

talking  machine  business  and  wherever  records  are 
sold.  Practical  and  handy.  Save  time  and  records. 
A  profitable  adjunct  to  the  business. 

We  manufacture  disc  Record  Albums  to  fit  cabi- 
nets of  all  sizes  and  styles.  With  the  indexes  they 
are  a  complete  system  for  filing  all  disc  records. 

We  have  unexcelled  manufacturing  facilities,  and 
considering  quality  our  prices  are  the  lowest.  Write 
us,  giving  quantity  you  may  desire,  and  we  will 
quote  prices. 

OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR, 
COLUMBIA.  EDISON,  PATHE  AND  ALL 
OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


THE  PERFECT  PLAN 


GENERAL  PROSPERITY  NOW  REIGNING  IN  THE  SOUTHEAST 

Talking  Machine  Dealers  in  Atlanta  and  Vicinity  Look  for  Heavy  Business  With  More  Liberal 
Supplies  Available — Change  in  Control  of  Veteran  House — Some  Recent  Happenings 


Atlanta,  Ga.,  December  8. — Dealers  in  talking 
machines  in  this  city  report  a  very  satisfactory 
business  for  the  month  of  November.  While 
there  is  undoubtedly  some  curtailment  in  the 
volume  of  business  on  account  of  the  shortage 
of  goods  in  nearly  all  leading  lines,  there  is  still 
quite  a  large  volume  of  business  moving. 

In  general  it  can  be  said  that  the  whole 
Southeast  is  in  a  most  prosperous  condition. 
While  cotton  planters  and  those  closely  con- 
nected therewith  have  made  money  this  year, 
still.  Georgia,  Alabama,  Mississippi,  and  the 
Carolinas  are  not  as  dependent  on  cotton  as 
they  once  were,  and  the  diversification  of  crops 
has  helped  wonderfully.  The  city  of  Atlanta 
has  made  the  most  wonderful  strides  financially, 
having  come  from  about  seventeenth  place  in 
the  weekly  bank  clearings  during  1917  for  the 
whole  United  States,  to  tenth  place  at  present. 
The  weekly  clearings  are  now  around  $75,000,000 
and  exceed  such  places  as  Cleveland,  Minneapo- 
lis, Buffalo,  Detroit  and  other  cities  of  from 
two  to  three  times  the  population. 

It  is  regarded  as  probable  that  Camp  Gordon, 
the  local  cantonment,  will  be  continued  as  a 
permanent  camp,  and  this  will  have  a  beneficial 
effect  on  all  the  territory  near  Atlanta. 

The  move  to  place  all  business,  wholesale  and 
retail,  on  a  cash  or  nearly  cash  basis  is  being 
watched  with  interest  by  merchants  and  bankers 
all  over  the  country.  It  seems  passing  strange 
that  the  South,  the  home  of  long-time  credits, 
should  become  one  of  the  leaders  and  pioneers 
in  this  movement. 

The  Atlanta  Talking  Machine  Co.,  the  oldest 
Columbia  dealers  in  Atlanta,  also  Aeolian-Voca- 
lion  dealers,  announce  through  Geo.  P.  Howard, 
owner  of  this  business  since  1915,  that  they  have 
sold  their  stock  and  transferred  their  tenantcy, 
good-will,  etc.,  to  other  parties,  who  are  abun- 
dantly able  to  continue  the  business,  and  no  doubt 
will  do  a  substantial  volume. 

Manager  Salter,  of  the  Victrola  department  of 
the  Cable  Piano  Company,  reports  that  they 
have  had  quite  as  large  a  volume  of  business  as 
they  could  accommodate  with  their  supply  of 
goods.    Their  cash  business, .  cash  record  trade, 


first  payments  and  monthly  terms  are  in  more 
satisfactory  shape  than  ever'  before.  They  are 
expecting  a  very  brisk  winter  and  holiday  trade. 
Mr.  Salter  reports  that  they  have  exceeded  1917 
business  in  his  department  every  month  during 
1918  except  one,  and  the  difference -in  this  one 
month  and  that  of  1917  was  small. 

Phillips  &  Crew  Piano  Co.,  the  oldest  Victor 
dealers  in  Georgia,  report  an  active  demand  for 
all  types  of  Victrolas,  and  the  outlook  to  be  ex- 
ceedingly bright.  They  are  fortunate  in  having 
set  aside  a  certain  portion  of  their  jobbing  stock 
for  their  retail  demand,  and  are  thus  in  good 
position  to  supply  the  local  call  for  Victrolas  and 
records. 

The  Haverty  Furniture  Co.,  Mr.  Wilson,  man- 
ager of  the  talking  machine  department,  an- 
nounces that  E.  E.  Thornton,  for  the  past  two 
years  in  charge  of  their  talking  machine  depart- 
ment, has  resigned  to  go  with  the  Columbia 
Co.  as  traveling  salesman  for  the  Atlanta 
branch.  Mr.  Wilson,  his  successor,  was  for- 
merly with  Phillips  &  Crew  Piano  Co.,  and  is 
a  thoroughly  competent  and  able  phonograph 
man.  Everyone  in  the  local  trade  wishes  him  well 
in  his  new  position.  The  Haverty  Co.  report  a 
large  and  increasing  volume  of  business  as  each 
week  passes.  Their  stores  in  Alabama,  South 
Carolina,  Tennessee,  other  Georgia  cities  and 
in  Texas  all  say  that  their  talking  machine  de- 
partments are  doing  nicely. 

I.  M.  &  R.  D.  Bame,  Victor  and  Sonora 
dealers,  are  quoted  as  booking  a  substantial  vol- 
ume of  business,  and  while  they  are,  as  are  most 
dealers  in  standard  lines,  suffering  somewhat 
from  the  difficulty  in  getting  stock,  they  antici- 
pate a  large  Christmas  and  winter  trade.  They 
are  receiving  more  cash  in  first  payments,  cash 
sales  and  collections  on  installment  accounts 
than  at  any  time  in  the  past. 

The  feature  of  the  month  was  the  advance  in 
the  price  of  the  Columbia  line  on  November 
1,  and  the  corresponding  reduction  about  ten 
days  later.  This  move  is  explained  by  the  fact 
that  the  War  Industries  Board  had  ordered 
such  a  drastic  reduction  in  the  output  of  talking 
machines  for  1919  that  it  was  absolutely  neces- 


Extends  to  the  Trade  Sincere 
Wishes  for  a 

Merry  Christmas 
and  a  Happy  New  Year 


We  are  preparing  for  the  biggest  phonograph  year  in  history,  and  expect  to  give  our  dealers 
maximum  service  in  handling  their  album  requirements 

New  York  Album  &  Card  Co.,  23-25  Lispenard  St.,  New  York 


sary  for  even  the  largest  manufacturers  to  ad- 
vance prices  in  order  to  get  the  same  profit  as 
heretofore.  The  moment  word  was  received 
that  the  Government  would  allow  a  consider- 
ably larger  production  than  had  been  expected, 
this  being  as  soon  as  the  armistice  was  declared, 
the  Columbia  Co.  set  the  figures  back  to  the  old 
prices. 

The  local  Edison  stores,  Phonographs,  Inc., 
and  The  Diamond  Disc  Shop  are  continuing  a 
satisfactory  and  aggressive  business.  The  new 
Edison  has  become  well  established  here,  and 
is  very  popular  with  people  who  appreciate 
"classy"  goods.  The  Edison  popular  price  rec- 
ord is  now  $1.15  and  those  of  higher  prices  have 
advanced  proportionately. 

Now  that  the  war  is  at  an  end  Phillips  & 
Crew,  Victor  distributors  in  this  city,  are  most 
optimistic  regarding  the  business  outlook.  They 
feel  that  the  Victor  Co.  will  soon  be  able  to 
make  increased  deliveries,  and  this,  of  course, 
will  mean  that  the  dealers  in  this  territory  will 
be  better  provided  with  stock. 

The  talking  machine  dealers  and  all  interested 
in  the  industry  in  this  city  and  section  wish  the 
proprietors  of  the  Talking  Machine  World  and 
all  subscribers  a  Merry  Christmas  and  a  Happy 
New  Year.  Surely  we  all  have  more  to  be 
thankful  over  this  year  than  at  any  time  in  this 
generation,  the  end  of  the  Great  War. 


Don't  judge  a  man's  loyalty  by  his  inability 
to  sing  the  national  anthem.  Many  a  real  pa- 
triot is  tone-deaf! 


Ideal  for  Holiday  Sales 

In  that  period  of  uncertainty  as  to  what 
to  give,  show  your  customers  the 

CORTINA 

Phone-Method 

Sell  them  the  records,  the  talking  machine  and 
the  text  books.  The  Cortina  Military  French- 
English  course  is  especially  adapted  for  those 
going  "over  there," 

Send  for  full  information.  Advertising  mat- 
ter and  window  displays. 

The  Cortina  Academy 

12  East  46th  Street    ::     New  York 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


7 


Victrola  IV,  $25 

Oak 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  VIII,  $50 

Oak 


Victrola  IX,  $60 

Mahogany  or  oak! 


Victrola  X,  $90 

Mahogany  or  oak 


Victor 
Supremacy 


The  enormous 
public  demand  for 
the  Victrola,  the 
unparalleled  success 
of  Victor  retailers 
everywhere  un- 
mistakably tell  of 
Victor  supremacy. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


Victrola  XI,  $115 

Mahogany  or  oak 


"Victrola"  is  the  Registered  Trade-mark  of  the  Victor  Talking  Machine 

Company  designating  the  products  of  this  Company  only. 
Warning:  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or 
•ale  of  any  other  Talking  Machine  or  Phonograph 
products  is  misleading  and  illegal 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scien- 
tifically co-ordinated  and  synchronized  in  the  processes  of  manu- 
facture, and  their  use,  one  with  the  other,  is  absolutely 
essential  to  a  perfect  reproduction. 


Victrola  XIV,  $175 

Mahogany  or  oak 


Victrola  XVI,  $225 
Victrola  XVI,  electric,  $282.50 
Mahogany  or  oak 


Victrola  XVII,  $275 
Victrola  XVII,  electric,  $332.50 

Mahogany  or  oak 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  P>.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  J.  Raymond  Bill, 
373  Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 

J.  B.  SPILLANE,  Editor 

J.  RAYMOND  BILL,  Associate  Editor 

Trade  Representatives:  B.  Brittain  Wilson,  L.  M.  Robinson,  Wilson  D.  Bush, 

C.  Chace,  V.  D.  Walsh,  E.  B.  Munch,'  L.  E.  Bowers,  A.  J.  Nicklin 

Boston:        John  H.  Wilson,  324  Washington  Street 
Chicago  Office:      E.  P.  Van  Harlingen,  Republic  Building,  209  South  State  Street. 

Telephone,  Wabash  5774 
London,  Eng.,  Office:       2  Greshara  Buildings,  Basinghall  St    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America. 

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $2.25;  all  other  countries,  $3.75.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $4.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $125.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

t&~  NOTICE  TO  ADVERTISERS.— Advertising  copy  should 
reach  this  office  by  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones— Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  DECEMBER  15,  1918 

THE  end  of  the  war  has  brought  relief  to  the  talking  machine 
industry  in  more  ways  than  one.  Just  as  The  World  went  to 
press  last  month  there  came  the  news  of  the  lifting  of  certain  restric- 
tions regarding  the  use  of  metal  in  talking  machine  manufacture. 
Since  then  all  restrictions  covering  curtailment  of  output,  or  pri- 
orities in  steel  supplies,  have  been  removed.  This  removal  of  all 
restrictions  has  meant  that  manufacturers  can  now  with  perfect  free- 
dom carry  on  their  business  under  normal,  pre-war  conditions,  al- 
though, of  course,  there  will  exist  for  some  time  the  question  of 
sufficient  labor  and  other  problems  that  go  with  the  period  of  read- 
justment and  which  affect  other  lines  of  industry. 

The  trade  as  a  whole  is  to  be  congratulated  on  the  manner  in 
which  it  has  withstood  the  stress  of  war  and  how  the  various  factors 
have  surmounted  tremendous  difficulties  and  kept  things  going  even 
when  the  outlook  was  most  unfavorable.  The  attitude  taken  toward 
the  industry  by  the  Government  officials  has  been  largely  due  to  the 
educational  campaign  conducted  by  members  of  the  trade  showing 
the  essentiality  of  music  during  wartime.  The  cries  of  the  radicals 
and  the  unthinking  that  all  industries  not  actually  engaged  in  the 
making  of  war  munitions  or  clothing,  or  in  distributing  food,  should 
be  eliminated  for  the  period  of  the  war,  were  fortunately  not  heeded, 
or  even  taken  seriously  in  Washington.  The  curtailment  of  pro- 
duction in  non-war  industries  was  recognized  as  a  matter  of  prime 
necessity,  for  the  winning  of  the  war  was  the  nation's  first  busi- 
ness, but  curtailment  orders  were  issued  only  after  careful  investi- 
gation, and  were  designed  to  affect  industries  only  to  such  an  extent 
as  was  absolutely  necessary  in  the  view  of  the  officials.  The  idea 
was  not  to  cripple  one  industry  at  the  expense  of  others,  but  en- 
deavor so  far  as  possible  to  allow  all  industries  to  carry  on  and  keep 
going  even  though  on  a  limited  scale. 

The  importance  of  the  talking  machine  in  maintaining  the  morale 
of  our  fighting  forces,  as  well  as  of  the  civilians  at  home,  during 
the  dark  hours  was  fully  recognized  by  both  civilian  and  military 
authorities,  and  that  had  much  to  do  with  the  consideration  shown 
the  industry,  and  the  arguments  presented  by  those  elected  to  repre- 
sent it  in  Washington.  A  number  of  plants  as  a  patriotic  duty 
turned  a  large  percentage  of  their  facilities  over  to  direct  war  work, 
which  was  the  proper  thing.  This  fact,  coupled  with  the  observance 
of  certain  curtailment  orders  naturally  reduced  the  output  both  of 
machines  and  records  to  a  considerable  degree,  but  the  more  serious 
curtailment  orders  that  would  have  still  further  reduced  the  output 
of  the  manufacturers  had  hardly  been  promulgated  before  the  sign- 


ing of  the  armistice  with  Germany  made  possible  their  withdrawal. 

The  action  of  the  Government  officials  in  lifting  restrictions  at 
the  first  possible  moment  is  to  be  accepted  as  .an  indication  of  the 
attitude  of  the  Federal  authorities  toward  industries  generally, 
among  them  this  of  ours,  and  an  indication  of  what  may  be  expected 
in  the  matter  of  Government  assistance  during  the  reconstruction 
period. 

FROM  Washington  comes  the  good  news  that  the  Senate  Finance 
Committee  in  redrafting  the  War  Revenue  bill  has  fixed  the 
war  excise  tax  on  talking  machines  and  records  at  5  per  cent.,  as 
compared  with  the  10  per  cent,  tax  provided  for  in  the  original  House 
bill.  This  reduction  in  tax  on  talking  machines  follows  the  removal 
from  the  bill  of  the  sections  providing  for  a  floor  tax  on  talking 
machines  and  records,  as  well  as  other  musical  instruments  in  the 
hands  of  manufacturers,  wholesalers  and  also  retailers  at  the  time 
the  law  became  effective.  As  the  measure  now  stands  the  manufac- 
turer will  be  called  upon  to  pay  what  means  an  actual  increase  of 
only  2  per  cent,  over  the  tax  provided  for  in -the  existing  law-j-a 
much  more  equitable  increase  than  was  originally  proposed. 

The  various  representatives  of  the  industry  have  worked  faith- 
fully in  Washington  to  bring  about  the  reduction  of  the  proposed 
tax  on  talking  machines  and  records,  emphasizing  particularly  the 
importance  of  those  products  to  the  nation,  as  a  force  for  the  build- 
ing and  maintenance  of  morale,  and  also  pointed  out  that  the  10  per 
cent,  tax  as  originally  proposed  would  prove  ruinous  to  the  trade  as 
a  whole.  The  Senate  Finance  Committee  has  finally  accepted  these 
arguments  at  their  full  worth,  due  perhaps  in  some  measure  to  the 
change  in  the  war  situation,  and  the  belief  that  the  amount  of  reve- 
nue originally  intended  to  be  raised  by  the  new  bill  will  not  be 
necessary. 

Members  of  the  trade,  however,  must  still  keep  on^their  guard 
until  such  time  as  the  new  War  Revenue  bill  in  its  final  form  and  as 
agreed  upon  by  both  the  House  and  the  Senate  reaches  the  Presi- 
dent for  his  signature.  It  is  still  possible,  although  not  at  all  prob- 
able, that  the  bill  may  again  be  changed  perhaps  to  the  disadvantage 
of  the  industry,  and  this  possibility  must  be  guarded  against. 

The  elimination  of  the  floor  tax  represents  a  genuine  victory, 
for  it  has  been  frequently  stated  that  a  goodly  number  of  dealers 
who  have  gathered  together  substantial  stocks  of  machines,  and 
particularly  records,  as  a  matter  of  precaution,  straining  their  re- 
sources to  finance  the  purchase  of  stock,  would  be  unable  to  meet 
the  Government's  demands  for;  the  payment  of  10  per  cent,  tax 
over  and  above  the  purchase  price  of  the  goods.  It  is-  doubtful 
if  any  attempt  to  reinsert  the  floor  tax  provision,  or  a  similar  tax, 
will  be  made  in  the  final  draft  of  the  bill. 

SALESMEN  often  overlook;  opportunities  not  only  to  secure 
new  prospects,  but  to  develop  their  business  along  new  and 
profitable  lines  by  failing  to  call  upon  customers  to  whom  they 
have  sold  talking  machines  and  records.  In  normal  times,  of 
course,  this  would  be  to  some  extent  impossible,  but  in  these 
war  days,  when  a  shortage  of 'certain  types  of -talking  machines 
is  prevalent,  and  there  is  a  little  time  to  spare,  advantage  should 
be  taken  of  this  condition  by  dealers  and  salesmen  to  visit  owners 
of  talking  machines,  and  ascertain  whether  the  machines  and 
records  purchased  are  giving  satisfaction — in  other  words,  sepk 
to  find  out  what  might  be  done  to  further  enhance  the  pleasant 
relations  that  should  exist  between  the  dealer  and  the  customer. 

This  display  of  interest  on  the  part  of  the' salesman,  or  the 
dealer,  is  certain  to  bring  its  reward  in  the  near  future,  when 
sufficient  stock  is  procurable,  and  when  trade  will  be 'resumed  in 
a  vigorous  way.  It  is  a  move  that  will  result  not  only  in  friend- 
ships, but  in  sales.  For  the  man  or  house  who  puts  into  force 
this  policy  of  "service"  is  destined  to  have  news  of  his  good  will 
and  service  progress  spread  broadcast  among  relatives  and 
friends  of  those  called  upon,  with  the  result  that  as  ,'a  purely 
advertising  proposition  it  will  be  found  profitable  as  well  as  busi- 
ness of  the  most  approved  kind. 

— :  1  :*K.  ' ' n'"' 

THE  great  world  war  with  its  heavy  drain  upon  the  resources  pf 
this  country,  and  for  that  matter  upon  practically  all  the  coun- 
tries of  the  world,  in  the  matter  of  men  and  material,  is  now  at  j§§} 
end,  and  with  the  coming  of  victory  there  comes  also  the  period  o;f 
reconstruction — of  readjustment,  as  it  is  more  popularly  termejd, 
and  the  problems  that  arise  in  connection  therewith. 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


9 


These  problems  will  necessarily  affect  business  men  in  all  lines 
with  the  gradual  return  from  war  to  peace  pursuits.  The  realloca- 
tions of  hundreds  of  thousands  of  skilled  and  unskilled  workers;  the 
replacing  in  the  industrial  field  of  some  hundreds  of  thousands  of 
erstwhile  soldiers  and  sailors,  and  the  turning  of  great  industries 
now  engaged  in  war  work  over  to  the  manufacture  of  peacetime 
merchandise,  cannot  be  done  offhand  or  hurriedly  without  creating 
the  danger  of  a  crisis  of  some  sort. 

There  will  be  some  scurrying,  of  course,  to  get  back  to  normal, 
or  as  close  to  normal  as  possible.  Those  who  have  had  their  busi- 
nesses curtailed  or  partly  eliminated  are  going  to  expand,  or  try  to 
expand,  and  resume  their  pre-war  status.  They  are  going  to  try 
to  make  overnight  work  of  a  two-year  task,  and  it  is  going  to  be  a 
difficult  achievement — one  in  which  the  weakling  has  a  small  chance 
of  success.  How  are  the  talking  machine  manufacturers,  whole- 
salers and  retailers  going  to  fit  into  the  scheme  of  things  when  this 
adjustment  is  going  on? 

The  time  to  plan  and  the  time  to  work  is  not  after  peace  is 
formally  declared  at  the  international  conclave,  but  right  now,  so 
that  plans  will  have  been  prepared  and  the  foundation  will  have 
been  laid  along  proper  lines  when  the  thoughts  and  activities  of  the 
nation  are  fully  turned  to  peace  channels. 

The  concern,  whether  engaged  in  manufacturing,  wholesaling 
or  retailing,  that  has  kept  its  name  before  the  trade  and  the  pub- 
lic constantly  during  the  war  period,  and  continues  the  same  policy, 
perhaps  on  a  bigger  scale,  for  the  coming  months,  is  going  to  be  in 
a  position  to  jump  ahead  of  competitors  who  have  not  been  so  far- 
sighted.  The  constant  advertising  may  not  have  produced  tangible 
results  in  full  measure,  but  it  has  nevertheless  served  to  mould  opin- 
ion, to  impress  the  name  of  the  company  and  the  product  upon  those 
who  will  be  in  a  position  to  go  out  and  buy.  It  is  going  to  help  that 
concern  garner  business  while  the  fellow  who  has  laid  down  is 
scratching  around  to  get  acquainted  again,  for  it  will  be  discovered 
that  rebuilding  a  business  is  as  hard,  if  not  harder,  than  establishing 
a  new  business.    It  is  a  little  point  worth  thinking  over. 

Then  comes  the  biggest  and  most  important  question  of  them 
all — the  question .  of  credit.  During  the  period  of  the  war  there 
have  been  many  manufacturers  and  retailers  who  have  absolutely 
forced  a  rearrangement  of  the  credit  system,  and  terms,  both  whole- 
sale and  retail,  have  been  shortened  materially  in  many  cases.  After 
the  war  neither  manufacturers  nor  retailers  can  go  back  to  the  old 
system,  and  the  ones  who  do  are  lost.  The  period  of  readjustment 
— of  reconstruction — is  more  than  likely  to  be  also  a  period  of  finan- 
cial adjustment.  The  high  wages  of  to-day  are  going  to  become  a 
thing  of  the  past,  particularly  as  they  affect  war  workers.  Men 
must  seek  new  fields  and  at  the' same  time  accept  less  compensation. 
This  is  going  to  have  a  decided  effect  on  the  general  financial  situa- 
tion. 

Then  there  comes  the  redistribution  of  capital,  the  return  of 
billions  from  war  plants  into  the  normal  channels  of  business.  That 


in  itself  is  going  to  have  its  effect  on  the  money  market.  It  means 
that  the  credit  obtainable  either  by  the  manufacturer  or  retailer  is 
going  to  be  limited,  possibly  just  as  limited  as  it  is  to-day.  It 
means  that  both  divisions  of  the  trade  must  be  able  to  finance  them- 
selves to  a  great  degree,  and  to  finance  themselves  means  to  get 
cash,  or  what  approximates  cash,  for  the  goods  they  sell. 

Without  doubt  the  loosening  up  of  the  material  market  will  bring 
with  it  a  reduction  in  manufacturing  costs  and  a  subsequent  reduc- 
tion in  the  price  of  manufactured  products.  So  much  the  better 
from  the  selling  viewpoint,  for  more  reasonable  prices  will  mean  a 
broader  field  of  distribution. 

There  will  be  many  material  benefits  to  business  as  a  result  of 
the  end  of  the  war,  aside  from  the  victory  which  we  have  achieved. 
Let  the  trade  hold  on  to  a  sound  credit  system  as  representing  one 
of  these  lasting  benefits. 


THERE  ought  to  be  no  more  doubt  as  to  a  business  man's  duty 
when  he  hears  false  business  doctrines  presented  than  there 
is  about  the  physician's  duty  when  he  hears  a  man  putting  false 
notions  into  the  minds  of  the  untutored  regarding,  we  will  say, 
the  germ  theory  of  disease. 

Everybody  is  interested  in  business,  and,  if  they  only  knew  it, 
not  simply  in  the  innumerable  details  which  enter  into  business 
transactions,  but  in  the  principles  which  underlie  these  trans- 
actions, principles  which  the  vast  number  have  no  grasp  of. 

Our  time  is  so  mortgaged  to  the  succession  of  events  that  we 
fail  to  realize  what  significance  there  is  in  them,  with  the  result 
that  when  things  go  wrong  we  make  a  hit  and  miss  guess  at  the 
cause  and  probably  lay  the  blame  on  some  incident  having  no 
more  relation  to  the  wrong  results  than  gold  buried  400  fathoms 
under  the  sea  has  to  the  high  cost  of  living. 

Every  decision  in  business  based  upon  prejudice  is  helping  to 
build  up  the  mountain  of  obstacles  in  the  progress  of  business 
toward  a  stable  position.  Therefore  is  it  not  the  duty  of  business 
men  to  shake  men  out  of  their  prejudices,  not  roughly,  nor  with 
that  air  of  superiority  which  always  defeats  good  purposes,  but 
perhaps  humorously,  always  good-naturedly,  through  that  power 
of  persuasion  which  comes  by  studying  men's  whims? 

Many  are  all  the  while  letting  slip  the  opportunity  to  give  a 
new  or  wider  vision.  In  other  words,  to  lead  the  men  prejudiced 
by  narrow  outlook  into  a  rational  view.  If  a  man  has  a  lazy 
streak  in  him,  the  temptation  is  to  let  the  fellow  with  the  false 
notions  wallow  in  them.  Sometimes  life  is  too  short  to  put 
reason  into  him,  but  the  lazy  streak  tempts  some  into  this 
thought  too  frequently,  and  if  we  were  perfectly  frank  it  would 
be  admitted  that  it  was  sheer  laziness  which  decided  many 
against  action. 

Cultivate  the  fine  art  of  persuasion.  There  is  no  art  finer  or, 
in  the  hands  of  a  rational  man,  better  calculated  to  get  the  affairs 
of  business  on  a  sound,  progressive  basis. 


A  Merry  Christmas 


— to  our  Brave  Boys  who  made  even  Germany 
unhealthy  for  the  world  s  human  cootie. 

— to  Pearsall  Dealers  who  have  had  a  successful 
year  regardless  of  drawbacks. 

— and  to  those  dealers  who  will  use  Pearsall 
Service  for  the  first  time  in  191 9 — the  Pear- 
sall Kid. 


Silas  E.  Pearsall  Co. 

Wholesale  Distributors  of  Victrolas  and  Records 
10  East  39th  Street  NEW  YORK 


10 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


I     Starr  Policy  for  1919 


The  Starr  Piano  Company  announces  herewith  its 
policy  for  1919. 

Prices  will  be  restored  at  once  to  the  figures  which 
prevailed  before  Starr  production  was  restricted  by 
governmental  order. 

Decreased  output  resulting  from  governmental 
curtailment  necessitated  an  increase  of  price  on  all 
Starr  models  of  pianos,  player-pianos,  grands  and  phono- 
graphs. This  increased  price  is  now  removed  on  the 
entire  Starr  line,  readjusted  prices  to  be  in  effect  as  of 
12  o'clock  midnight  Tuesday,  December  31,  1918. 

It  must  be  remembered  that  The  Starr  Piano  Company  has  been 
on  an  exclusive  war  basis.  Deliveries  will  naturally  be  increased  as 
the  factory  is  being  restored  to  a  peace  footing.  The  respect  in  which 
The  Starr  Piano  Company  is  held  the  world  over  has  been  greatly 
emphasized  by  its  splendid  performance  in  war  service  and  by  its 
products  being  exclusively  adopted  as  standard  for  the  U.  S.  Army 
observation  balloons. 

The  capacity  of  the  Starr  factories  has  always  been  swiftly  ab- 
sorbed, but  in  view  of  the  facts  cited  above,  together  with  the  intro- 
duction of  the  improvements  devised  by  our  experimental  department 
in  the  last  eighteen  months,  prospective  buyers  will  do  well  to  be 
forewarned  against  a  demand  without  precedent. 

We  assume  that  peace  will  shortly  follow  the  signed  armistice. 
In  that  event  the  entire  capacity  of  our  factory  will  be  devoted  to 
the  production  of  Starr-made  pianos,  player-pianos,  grands  and  phono- 
graphs. 

In  spite  of  that  fact,  we  do  not  believe  it  will  be  possible  to 
build  during  1919  all  the  Starr  products  the  world  will  want. 

The  Starr  Piano  Co. 

Richmond,  Ind. 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


11 


A  Joy  too  Deep  lor  Words"— but  music  can 
express  it.  These  are  joyful  days— and 
music  plays  its  proper  part. 


Columbia  Graphophone  Co. 

NEW  YORK 


GREAT  EDUCATIONAL  CAMPAIGN 

Princess  Watahwaso  Gives  Concerts  Under  the 
Auspices  of  Educational  Department  of  Put- 
nam-Page Co.  for  Purpose  of  Creating  Money 
Surplus  to  Buy  Victrolas  and  Records 


In  a  letter  from  Putnam-Page  Co.,  of  Peoria, 
111.,  they  write  of  the  successful  work  of  Prin- 
cess Watahwaso  in  connection  with  their  edu- 
cational department.  In  a  tour  of  three  weeks 
afternoon  and  evening  concerts  were  given  in 
cities  of  Illinois  and  Iowa  and  always  to  ca- 
pacity houses.  It  was  interesting  to  see  2,000 
children  sit  for  an  hour  listening  intently  and 
enjoying  every  minute,  and  in  response  to  their 
enthusiastic  applause  number  after  number  was 
repeated,  to  their  great  delight.    It  was  an  event 


Listening  to  Princess  Watahwaso 

in  their  lives  never  to  be  forgotten,  for  a  real 
Indian  Princess  told  them  fascinating  stories  of 
the  forest,  sang  for  them  the  songs  little  In- 
dians sing  and  danced  the  ceremonial  dances  of 
her  tribe.  A  truly  wonderful  day  for  them  and 
Princess  Watahwaso  enjoyed  it  quite  as  much 
as  they. 

Great  interest  was  manifested  by  both  teach- 
ers and  pupils  and  their  co-operation  was  all 
that  could  be  desired.  The  concerts  were  given 
under  the  direction  of  the  music  department  in 
each  city,  assisted  by  the  local  Victor  dealer,  and 
both  should  be  justly  proud  of  their  work. 
Too  much  cannot  be  said  in  praise  of  their  ef- 
fort, interest,  co-operation  and  management. 
Assisting  them  were  the  teachers  and  pupils  of 
the  entire  school  force.  Such  a  combination 
insures  success!  The  proceeds  were  placed  in 
the  hands  of  the  dealer,  at  the  disposal  of  the 
teachers  to  be  used  for  Victor  educational  rec- 
ords and  school  machines,  the  records  selected 
to  be  suggested  by  a  committee  consisting  of 
the  supervisor  of  music  and  several  teachers  ap- 
pointed by  her. 

In  deciding  upon  Princess  Watahwaso  for 
this  work  the  Putnam-Page  Co.  had  the  desir- 
able combination  of  one  interesting  in  an  edu- 
cational sense,  a  soloist  of  ability  and  great  per- 
sonal charm;  instructing  and  giving  a  most  un- 
usual entertainment.  They  feel  they  were  very 
fortunate  in  having  Princess  Watahwaso  with 
them  for  this  work.  Everyone  was  delighted — 
felt  repaid  for  their  efforts  and  would  like  a 
return    date   at   some   future   time.  Princess 


Watahwaso  feels  it  a  great  privilege  to  give  to 
the  world  the  songs  of  the  Indian  and  to  help 
the  pupils  know  their  customs,  traditions  and 
legends,  which  in  this  day  of  modern  civiliza- 
tion she  regrets  to  say  are  fast  disappearing. 

Her  program  included  songs  collected  and 
harmonized  by  Thurlow  Lieurance.  Among 
them  "By  Weeping  Waters,"  "Waters  of  Minne- 
tonka,"  "Sioux  Serenade,"  etc.     These  songs 


have  been  recorded  by  the  Victor  Talking  Ma- 
chine Co.  and  are  now  in  great  demand  every- 
where. 

Victor  dealers  are  enthusiastic  over  the  results 
of  the  concert  and  the  Putnam-Page  Co.  is  now 
planning  to  further  assist  its  dealers  in  mak- 
ing definite  the  work  in  the  schools — a  feature 
of  the  work  which  should  not  be  neglected  in 
the  educational  department. 


HOW  HANDSHAKING  CAN  BE  MADE  TO  HELP  SALESMANSHIP 

The  Art  of  Shaking  Hands  Properly  and  at  the  Right  Time  Worthy  of  More  Than  Casual  Study 
— Practice  Appeals  Differently  to  Various  Classes  of  Customers 


Shaking  hands  with  customers  often  helps  to 
develop  in  them  a  friendly  attitude.  It  has  a 
tendency  to  bring  seller  and  buyer  closer  to- 
gether. It  is  a  good  plan,  however,  tp  shake 
hands  only  with  people  who  will  be  favorably 
affected  by  the  action.  Now  and  then  a  patron 
or  a  prospect  comes  around  who  is  sort  of  offish 
or  uppish  or  crusty  or  crabbed,  and  such  a  per- 
son needs  to  be  handled  at  arm's  length  and 
no  attempts  made  at  familiarity.  If  the  cus- 
tomer is  not  going  to  come  half  way  on  the 
hand  shake  pass  it  up. 

Of  course  everything  is  going  to  depend  upon 
the  way  you  shake  hands.  If  you  merely  stick 
out  a  limp  paw  for  the  other  fellow  to  waggle 
up  and  down,  you  can't  expect  him  to  enjoy  it 
very  much. 

First,  learn  how  to  shake  hands.  Learn  the 
happy  medium  between  the  college  freshman 
wrench  and  the  lifeless  cemetery  flop.  Shake 
hands  quickly,  firmly,  as  if  you  meant  it.  Shake 
hands  as  you  know  or  imagine  a  man  like  Theo- 
dore Roosevelt  would  do  it — with  a  hearty  grip 
and  a  look  in  the  eyes,  not  a  limp  wiggle  and  a 
glance  at  the  other  man's  necktie.  And  don't 
hang  onto  the  other's  hand — whether  man  or 
woman.     Shake  it  and  be  done. 

Then,  learn  when  to  shake  hands.  Don't 
crowd  the  act  upon  the  unwilling.  Don't  put 
out  your  hand  and  hold  it  there  until  the  other 
fellow  is  shamed  into  taking  it.  Shake  hands 
as  if  it  were  the  natural  thing  for  both  of  you 
to  do.  If  you  shake  hands  when  you  greet  a 
customer,  don't  offer  your  hand  again  when  you 
part  a  few  minutes  later.  If  the  prospective 
customer  is  met  as  a  stranger,  leave  the  hand- 
shaking until  you  part,  unless  it  is  expected  at 


the  outset.  Make  the  action  an  indication  of 
an  acquaintance  that  has  advanced  during  your 
meeting.  Handshaking  will  help  salesmanship 
if  you  use  it  in  the  right  way. 


TRIBUTE  TO  MEMORY  OF  T.  T.  GELDER 

The  National  Publishing  Co.,  manufacturers 
of  talking  machine  record  albums,  Philadelphia, 
Pa.,  have  just  sent  out  a  very  gracious  tribute 
to  the  passing  of  Tolman  T.  Gelder,  who  died 
suddenly  some  time  since  while  on  a  visit  to 
St.  Louis.  Mr.  Gelder  joined  the  forces  of  the 
National  Publishing  Co.  November  4,  1899,  and 
it  is  pointed  out  that  during  his  nineteen  years 
with  them  he  proved  himself  of  marked  ability. 
Being  a  true  and  square  man,  his  friends  could 
be  numbered  by  the  hundreds.  He  was  a  great 
thinker  and  possessed  an  unusual  reasoning  fac- 
ulty. He  had  most  excellent  judgment  in  siz- 
ing up  a  business  situation.  Mr.  Gelder  was 
held  in  high  esteem  by  all  who  knew  him,  and 
his  passing  is  greatly  regretted. 


PAYS  TO  TURN  OVER  STOCK  QUICKLY 

It  is  the  man  who  turns  his  stock  over  quickly 
and  often  who  makes  the  successful  merchant, 
but  to  do  this  the  credit  end  of  his  business 
must  be  well  taken  care  of.  Wisely  made  cred- 
its mean  prompt  collections,  and  prompt  collec- 
tions mean  that  cash  is  always  ready  without 
borrowing  to  start  the  cycle  of  purchases  for 
another  quick  turnover.  Good  credits  and 
prompt  collections  also  mean  the  golden  profit 
of  cash  discount,  the  basis  every  profitable  busi- 
ness must  be  on. 


THE  REGINAPHONE 


A  phonograph  of  the  highest  grade 
with  many  exclusive  features.  The  new 
Regina  Sound-box  is  the  greatest  im- 
provement in  talking  machines  in 
years,  reproducing  all  hill  and  dale 
and  lateral  cut  records  equally  well, 
and  in  a  manner  unsurpassed. 


New  Regina  Sound-Boi 
Territory  arrangements  with  active  dealers.    Send  for  particulars. 


THE  REGINA  CO. 


47  West  34ch  Street,  NEW  YORK 
209  S.  Wabash  Ave.,  CHICAGO,  ILL. 


Manufacturers  of  the  Regina  Music  Box  and  other  musical  instruments  for  over  25  years. 


12 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


IV  _    SUPERIOR  STEEL     „ -* 

BRILliantoNE 

NEEDLES  ^ 


"The  Day"  'SSJI 

HAS  COME    I  j  j  I  I  I 

Thank  God,  the  War  [ill 

is  over— including  ^%m^mm0 

the  shouting.  ^^^^^^^ 

But  during  the  period  of  reconstruction  and 
readjustment  the  man  of  vision  foresees  events 
that  cast  their  shadows  before  them. 

For  instance,  he  sees  that  it  will  be  many  a  day  before  the 

Steel  Needle  business  will  again  be  normal— that  everything  that  has  to  do 
with  the  manufacture  of  needles,  including  American  Labor,  is  not  going 
down  in  price — that  the  demand  for  High  Quality  Steel  Needles  for  at  least 
the  next  few  years  is  going  to  be  enormous. 

The  entire  world  for  more  than  four  years  has  been  liv- 
ing a  life  without  gaiety.  This  same  world  now  wants  to  feel  the  full  enjoy- 
ment that  music  will  give  them.  Hundreds  of  thousands  of  new  marriages 
will  take  place.  /These  hew  homes  will  want  music.  Every  home  in  which 
there  will  be  a  Talking  Machine  will  need  an  endless  supply  of  Steel 
Needles. 

The  market  is  practically  oversold  today.    What  it  will 

be  a  month,  three  months  or  a  year  from  now,  is  for  you  to  judge.  Some 
dealers  will  be  in  a  position  to  supply  their  customers  with  Steel  Needles. 

As  a  dealer  with  foresight,  we  advise  that  you  ini-  ■ 
mediately  anticipate  your  next  years  requirements  -'■ 


Made  in  America  by  Americans 


BR1LL1ANT0NE  gTEEL  NEEDLE  Q9:  ^= 

Suite  657-659,  Marbridge  Building,  Broadway  at  34th  Street,  NEW  YORK  CITY 


B.  R.  FORSTER,  President 


1 


»w        SUPERIOR  STEEL  f 

BrilliantonF 


Pacific  Coast  District 

WALTER  S.  GRAY 
S30  Chronicle  Bld'g. 
San  Francisco,  Cal. 


NEEDLES 


m 


December  15,  1918 


THE   TALKING    MACHINE  WORLD 


13 


Developing  a  Retail  Talking  Machine  Business 
Along  Practical  Lines        •  By  warfieid  Webb 


;Dealers  who  fail  to  realize  the  importance,  of 
combating  competition  with  practical  plans  and 
clever  ideas  often  wonder  why  others  make  a 
success  that  is  worth  while,  and  they  only  eke 
out  a  fair  living.  What  they  lack  in  their  ideas 
of  salesmanship  are  practical  suggestions  to  the 
trade.  They  fail  to  arouse  that  keen  interest 
that  is  the  best  possible  argument  for  making 
sales  to  customers  who  come  again. 

A  study  of  the  successful  dealers  in  talking 
machines  and  records  proves  that  the  men  or 
concerns  who  have  made  a  striking  advance 
have  done  so  from  the  very  fact  that  they  proved 
themselves  to  be  men  with  ideas  that  were  of 
value.  Competition  is  a  vital  factor  to-day  in 
the  talking  machine  industry.  This  single  item 
has  done  more  to  develop  the  sale  of  these  ma- 
chines— the  records  follow  as  a  natural  conse- 
quence— than  many  of  the  after-effects  and  the 
plans  that  have  been  laid  for  the  betterment  of 
business.  The  dealer  who  does  not  fully  value 
this  part  of  his  industry  is  overlooking  a  very 
significant  element.  It  is  doubtful,  in  fact,  if 
he  ever  makes  good. 

In  coping  with  this  matter  of  competition 
what  can  the  dealer  do  to  offset  it?  What  can 
he  plan  in  the  method  of  his  sales  or  in  the  dis- 
play of  his  stock  or  in  the  publicity  ideas  that 
he  evolves,  that  will  prove  that  he  is  a  live  man? 
Theories  are  of  little  value  in  a  case  of  this 
kind.  What  is  demanded  now  are  facts.  He 
must  adhere  to  helps  that  will  induce  the  public 
to  seek  him,  and  this  can  only  be  done  in  a 
profitable  way  by  making  his  place  of  business 
a  magnet.  The  people  are  not  coming  to  him 
from  sentiment  altogether.  But  this,  too,  will 
prove  a  help  when  rightly  distributed. 

Practical  helps  are  made  up  of  displays,  both 
in  the  windows  and  in  the  sales  section.  Care 
in  arranging  the  stock.  Rapidity  with  which  the 
machines  can  be  shown  and  a  careful  knowledge 
in  the  placing  of  the  records.  There  must  be  a 
reason  why  the  trade  will  seek  you  when  other 
concerns  are  not  overlooking  the  need  for  giv- 
ing the  trade  all  that  that  service  implies.  Poor 
displays  are  not  going  to  help  you.  Lack  of 
some  practical  sales  system  in  giving  your  cus- 
tomers what  they  want  quickly  is  not  going  to 
encourage  them  to  buy  now  or  to  come  back 
later.  They  are  after  that  quality  of  service 
that  is  the  ready-to-see  brand. 

'  Now  what  is  your  live  competitor  doing  to  in- 
crease his  sales?  What  has  been  the  reason  for 
his  success?  Go  to  his  store  and  ascertain. 
How?  Will  you  ask  him  to  explain  this  to  you? 
No.  If  you  did  he  would  refuse  you.  You 
must  find  out  for  yourself.  This  is  sometimes 
an  easy  matter  and  at  others  it  is  a  difficult  one. 
But  you  can  ascertain  some  things  by  pains- 
taking observation.  However,  as  imitation  is 
a  ;very  bad  quality  of  flattery,  you  will  doubtless 
refuse  to  play  the  second  part  in  this  sales  game. 

Then  you  will  be  compelled  to  modify  his 
pjans  and  to  improve  upon  them  if  you  can, 
and  therein  lies  the  secret  that  will  be  your 
njost  logical  argument  for  better  sales.  The 
bfest  way  to  prove  that  you  are  a  capable  man 
is  to  take  a  careful  inspection  of  yourself.  Be- 
gin with  your  individual  self.  Go  over  your 
own  ideas  of  salesmanship,  of  display,  of  stock 
afid  of  customer  reception.  Then  make  a  note 
of  the  value  of  your  employes.  What  percent- 
age of  them  are  making  good?  Have  you 
Watched  their  sales  plans  and  have -you  noted 
the  reason  as  to  why  sales  were  often  lacking? 

'Perhaps  they  have  been  lacking  on  account 
of  their  inability  to  make  good.  They  Were 
ignorant  of  the  first  qualifications  of  salesman- 
ship. They  did  not  know  how  to  receive  a  cus- 
tomer intelligently.  This  is  not  to  be  wondered 
at.  There  are  a  great  many  inferior  salespeo- 
p!e.  Cheap  help,  while  not  always  a  draw- 
back, is  likely  to  be  an  asset  to  your  competitor. 


He  might  become  aware  of  this,  for  people  are 
going  to  comment  at  times,  you  know,  of  things 
that  do  not  directly  concern  them. 

It  may  be  that  your  stock  is  lacking  in  the 
number  and  character  of  the  machines  offered 
or  in  the  records  shown.  This  is  sure  to  create 
unfavorable  comment,  and  when  the  public  be-' 
comes  aware  that  you  are  a  failure  in  this  way 
they  are  not  going  to  give  you  very  much  con- 
sideration. In  buying  records,  particularly,  they 
want  to  have  the  pleasure  of  making  a  selec- 
tion from  a  number  of  pieces.    They  want  to  be 


H  Development  Work  ■ 

H  Cannot  be  Carried  jj 

jj  on  Successfully  in  jj 

H  Haphazard  Manner  ■ 


given  a  practical  demonstration  of  your  ability 
to  show  them  that  you  have  the  stock  to  meet 
their  whims. 

You  may  think  that  this  is  a  foolish  idea.  It 
is,  if  we  look  at  it  in  one  way.  But  we  must 
look  at  it  in  a  broad  way  and  cater  to  the  pub- 
lic's whims.  The  same  rule  applies  to  the  edi- 
tor of  a  magazine.  He  must  give  his  readers 
something  that  will  please  them  regardless  of 
what  his  personal  opinion  might  be.  The  prac- 
tical dealer  is  a  man  who  caters  to  the  public 
taste.  He  forgets  his  own  ideas  and  tastes.  He 
is  seeking  to  sell  the  public,  and  he  stands  ready 
to  combat  competition  with  this  striking  argu- 
ment. 

The  live  dealer  values  this  to  the  limit.  He 
does  not  permit  his  tastes  to  interfere  with  the 
public's  and  he  pleases  them  by  this  large  idea. 
It  is  a  practical  one.  He  serves  them  with 
that  care  that  is  an  insurance  that  they  can  get 


what  is  .wanted.  They  may  be  selfish,  and 
they  may  be  exacting  and  they  may  prove  to  be 
annoying  at  times.  The  dealer  who  is  keen  to 
these  notions  overlooks  them.  The  important 
part  that  he  sees  is  in  making  the  customer  a 
satisfied  one.  He  will  pass  up  his  own  ideas 
when  he  finds  that  they  are  incompatible  with 
the  customer's. 

What  is  competition  doing  for  you  that  you 
cannot  make,  capital  of?  What  is  that  live  deal- 
er over  the  way  doing  now  that  makes  his 
trade  so  good?  Well,  he  does  advertise.  Yes, 
and  he  backs  up  his  publicity  statements  with 
facts.  Otherwise  his  advertising  is  a  deception 
and  the  public  is  not  going  to  be  deceived  for 
very  long.  But  he  makes  good  because  he 
proves  that  he  is  a  practical  dealer.  That  is 
the  sum  total  of  what  this  means. 

His  window  displays  are  attractive.  They 
prove  that  he  is  fully  alive  to  the  needs  of  the 
public.  They  are  in  touch  with  anything  that 
is  the  order  of  the  day.  It  might  be  a  national 
celebration  or  it  might  be  a  local  affair.  It 
might  be  an  opera  celebrity  or  a  musical  artist 
who  is  to  give  a  recital  in  his  city.  He  makes 
this  one  feature  a  practical  help  to  the  cus- 
tomers. If  there  is  a  popular  song  or  a  hit  in 
the  musical  world  he  places  these  records  in 
the  forefront.  It  proves  to  the  public  that  he 
is  a  man  who  is  in  touch  with  the  world,  and 
that  it  is  to  their  interests  to  deal  with  a  man 
of  this  type. 

How  are  you  a  practical  dealer?  Are  your 
ideas  based  on  a  foundation  that  does  inspire  the 
public  with  the  belief  that  you  are  a  capable 
dealer?  If  your  competition  is  keen  well  and 
good,  you  have  a  stronger  reason  then  to  work 
all  the  harder  that  your  store  will  become  the 
trade  mecca  of  your  locality. 

IMPORTANCE  OF  PROMPT  PAYMENTS 

When  a  customer  begins  to  be  slow  in  his 
payments,  then  look  out  for  scattered  purchas- 
ing. The  experienced  credit  man  does  not  need 
to  be  told  that  big  permanent  relationship  be- 
tween creditor  and  debtor  will  come  generally 
only  through  insistence  upon  recognition  of 
terms  of  sale  and  promptness  in  meeting  them. 


"  Domestic"  on  talking  machines  stands  for  the  highest 
quality  of  product  at  the  retail  prices  of  $17  to  $135. 


Announcing  the 
removal  of 

The  DOMESTIC 
Talking  Machine 
Corporation  to 

L  A  T  R  O  B  E 

PENNSYLVANIA 


14 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Three  Big  Values -Three  Big  Sellers 

Model  No.  3 

$125.00 


MANDEL  PHONOGRAPHS— made  by  one  maker— backed  to 
the  limit  by  the  manufacturer,  mean  a  service  that  guarantees  your  success. 

The  MANDEL  embodies  massiveness  in  cabinet  design,  efficiency  in 
mechanical  construction  and  richness  in  tonal  quality.  These  three  factors 
are  the  making  of  a  good  talking  machine.  And  the  MANDEL  is  a 
good  machine. 

The  three  models  here  illustrated  are  producing  big  results  for 
MANDEL  dealers.  Three  popular-priced  phonographs  —  each  model 
giving  the  consumer  greater  value  for  his  money  than  he  could  ordinarily 
obtain. 

And  to  the  dealer  we  offer  a  wonderfully  attractive  proposition — a  co- 
operative plan  that  makes  it  pay  him  to  sell  MANDEL  Phonographs. 

Write  for  full  details — today 


A  Letter  from  Missouri — Name  and  Address  on  Request 

MANDEL  MFG.  CO., 

Chicago,  111, 
Gentlemen: 

Please  book  my  order  for  immediate  shipment  by  freight,  the  following: 
Two  Style  No.  3  MANDEL  Phonographs,  Oak  finish. 
Two  Style  No.  3  MANDEL  Phonographs,  Mahogany  finish. 
Each  purchaser  of  the  MANDEL  is  delighted  with  the  rich  tone  value  and  each 
sale  draws  more  sales.     I  sold  the  last  MANDEL  today,  so  please  rush  out  this  ship- 
ment    I  want  to  keep  the  MANDEL  on  my  floor.  MANDEL  DEALER) 


MANDEL 
MANUFACTURING  CO. 

501-511  So.  Laflin  Street,  Chicago,  Illinois 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


15 


Getting  After  The  Talking  Machine  Trade  of 
The  Returning  Soldiers  by  courtesy  Harmon 


Many  talking  machine  dealers  have  been  using 
in  their  advertising  the  slogan,  "Keep  the  Home 
Fires  Burning — with  a  talking  machine  .by  the 
fireside  to  play  the  tunes  that  your  boy  loves  to 
hear  on  the  battlefront  across  the  sea."  This 
was  good  business,  and  it  helped  to  sell  ,  some 
machines. 

Now,  however,  that  the  boys  have  put  over 
the  job  laid  out  for  them  and  are  about  ready 
to  return  to  their  homes  in  America,' the  slogan 
quoted  above  is  out-of-date.  The  thing  for  the 
talking  machine  dealer  to  do  now  is  to  adver- 
tise AT  the  soldier  boys  instead  of  ABOUT 
THEM. 

This  brings  us  down  to  the  main  point  of  this 
article — that  the  talking  machine  business  is  go- 
ing to  be  unusually  good  from  now  on,  and  re- 
turning soldiers  are  going  to  be  among  the  best 
purchasers.  This  is  true  for  a  good  many  rea- 
sons. 

In  the  first  place,  it  is  generally  agreed  that 
out  of  the  melting  pot  of  our  army  organiza- 
tion will  come  an  army  of  civilian-idealists. 
Men  who  were  poolroom  loafers  on  one  extreme 
and  men  who  were  society-idlers  on  the  other 
extreme  are  coming  back  from  Europe  with  a 
new  conception  of  what  constitutes  a  happy  ex- 
istence. They  are  going  to  want  to  get  to  work 
doing  something  useful.  They  will  get  mar- 
ried, build  homes  for  themselves  and  they  will 
want  to  stay  in  these  homes.  This  is  not  a 
mere  prophecy  by  one  individual.  The  greatest 
thinkers  and  students  of  economy  in  the  country 
say  that  such  a  condition  will  prevail. 

With  the  desire  for  a  home  comes  the  desire 
for  the  things  that  make  home  life  really  worth 
while.  Music  is  one  of  them,  it  is  an  essential, 
and  the  soldiers  have  learned  to  appreciate  this 
fact.  Many  of  them,  yes  thousands  of  them, 
listened  to  talking  machines  when  in  from  the 
front  line  for  a  rest,  and  learned  for  the  first 
time  how  cheering  good  music  can  be,  what  a 
source  of  inspiration  it  is.  These  men  will  all 
want  a  talking  machine  in  their  homes,  and  if 
the  dealer  advertises  to  them  in  the  right  way 
selling  them  will  be  an  easy  task.  Besides  the 
unmarried  men  who  will  come  back  and  take 
wives  and  build  homes,  there  are  thousands  of 
others  who  will  be  talking  machine  prospects 
when  they  get  back  into  civilian  life.  These 
last  mentioned  are  the  soldiers  who  married  on 


the  eve  of  departure  for  the  front,  and  who  will 
set  up  homes  of  their  own  as  soon  as  they  re- 
turn. They,  too,  will  have  learned  that  a  home 
is  not  complete  without  a  talking  machine. 

Naturally  soldiers  who  have  been  over  there 
fighting  for  their  country  will  feel  a  pride  in 
their  achievement,  and  will  be  interested  for  a 
long  time  in  anything  that  calls  to  mind  their 
fight  on  the  other  side.  For  this  reason  the 
best  kind  of  advertising  to  get  the  business  of 
the  returned  soldiers  will  naturally  be  advertis- 
ing that  refers  to  their  life  as  soldiers.  The 


u 

Now  is  the  Time 
§j      to  Advertise  to 

Soldier  Boys  In- 
B      stead  of  at  Them 


idea  here  is  the  same  as  that  used  for  advertis- 
ing to  the  parents  of  the  boys  while  the  war  was 
on.  Everyone  is  familiar  by  this  time  with  the 
way  in  which  thousands  of  ads  coupled  up  sell- 
ing goods  with  winning  the  war. 

The  thing  to  do  now  is  to  couple  up  the  peace 
era  with  renewed  activity  in  selling.  "  Headlines 
like  this  would  be  good  for  advertising  talking 
machines  to  soldiers:  "The  songs  you  heard  over 
there  can  be  heard  in  your  home  over  here,  on 
the  Blank  talking  machine;  start  your  home 
right;  put  music  there  the  first  thing";  then  give 
terms,  etc.  Or:  "You  remember  how  much  fun 
you  got  out  of  that  talking  machine  in  the  Y 
hut  in  Fsance;  come  to  us,  and  let  us  tell  you 
how  you  can  have  an  instrument  in  your  own 
homes  on  easy  terms."  These  two  suggestions 
are  just  to  give  the  idea.  Any  dealer  who  is 
awake  can  frame  up  attractive  ads  that  will  get 
the  attention  of  soldiers  starting  new  homes  as 
they  get  back  into  civilian  life. 

Some  dealers  may  contend  that  not  enough 


soldiers  will  be  released  in  his  town  to  make 
such  advertising  pay.  Many,  thousands  of  sol- 
diers will  be  released  each  month  from  now  on, 
from  all  sections  of  the  country.  Some  of  them 
in  your  town  are  bound  .to  respond  to  the  kind 
of  advertising  mentioned.  Besides,  such  adver- 
tising will  be  read  by  others  than  soldiers,  be- 
cause it  will  appeal  to  the  popular  taste,  and 
hence  it  will  sell  machines  to  many  persons  not 
soldiers.     It's  good  publicity. 

vSuch  ads  as  those  mentioned  can  appear  over 
a  period  of  several  months  from  the  present 
time  on.  The  soldiers  will  not  all  be  back  for 
at  least  a  year,  or  two  years,  perhaps. 

Speaking  of  soldiers  being  good  purchasers, 
there  is  another  thing  in  this  connection  to  re- 
member, and  that  is  that  soldier-civilians  will  be 
good  "risks."  They  have  learned  the  value  of 
economy  and  have  been  taught  discipline  and  a 
sense  of  duty  which  will  make  them  desire  to 
meet  their  obligations  promptly. 

It  has  been  stated  that  the  soldiers  will  not 
be  the  only  ones  to  whom  the  kind  of  adver^ 
tising  spoken  of  will  appeal.  Another  class 
that  will  read  these  ads  and  buy  talking  ma- 
chines is  the  Liberty  Bond  holders.  During  the 
war  it  was  patriotic  to  hold  on  to  bonds,  but 
now  that  the  war  is  won  many*  people  who  have 
wanted  things  like  talking  machines,  but  who 
never  could  save  up  enough  to  buy  them,  may 
be  inclined  to  dispose  of  their  Liberty  Bonds 
and  purchase  things  for  their  pleasure  that  they 
have  long  wanted.  A  different  "twist"  can  be 
given  to  advertising  to  cover  appeals  to  this 
class. 

All  things  considered,  it  looks  as  if  the  dealer 
in  talking  machines  had  the  greatest  opportunity 
ever  to  "do  business"  for  the  next  year  or  so 
with  so  manj-  new  homes  being  started.  If 
he  is  alive,  advertises  in  the  right  way,  and  gives 
his  prospects  the  proper  attention,  he  simply 
can't  help  getting  the  business.  It's  here,  and 
the  live  dealer  will  get  it. 


INCORPORATED 


Among  the  incorporations  filed  with  the  Sec- 
retary of  the  State  at  Albany,  N.  Y.,  recently 
was  that  of  the  Emerson  Record  Sales  Co., 
Manhattan,  with  a  capital  of  $25,000,  by  E.  En- 
nisson,  H.  T.  Leming  and  V.  H.  Emerson. 


f 


1 


r 


Don't  Lose  the  Business 
Momentum 

It's  Harder  to  Start  and  Gain  Speed  Than 
It  Is  to  Keep  Going — Don't  Put  on  the  Brakes 

We  are  putting  forth  every  effort  to  back  up 
our  dealers,  not  only  with  available  stock,  but 
with  sales  promotion  material  and  exploita- 
tion plans  that  will  keep  the  pep  in  their 
business  until  conditions  become  fully  normal. 

Our  Business  Now— and  Always— Is  to  Help  as  Well  as  Wholesale 

ECLIPSE  MUSICAL  CO. 

Victor  Distributors  CLEVELAND,  OHIO 


16 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Columbia 

Grafonola 


Columbia  Dealers  Get  This 

January  Window  Display 

We've  sent  this  big  January  Window  Display  to 
Columbia  Dealers  throughout  the  United  States. 

Use  it — now!  and  make  your  windows  work  overtime. 

The  new  Columbia  Record  List  is  one  of  the  finest 
we've  ever  made  up.  The  records  fairly  sell  themselves. 
Give  them  a  chance  —  show  them! 


This  is  a  good  time  to  feature  Foreign  Language  Records. 
Why  not  put  in  a  line?  The  cost  is  small — profits  big. 
Write  for  particulars.   102  West  38th  St.,  New  York  City. 


COLUMBIA  GRAPHOPHONE  COMPANY 


NEW  YORK 


December  15,  1918 


THE    TALKING   MACHINE  WORLD 


17 


Columbia 

Grafonola 

r  . 


Make  This  Your  Biggest  Year! 

The  war  is  over.  After  years  of  retrenchment  and  "doing  with- 
out" the  world  is  swinging  back  to  the  piping  times  of  peace. 

People  want  relaxation,  amusement.  And  the  New  Year  is  here! 
Never  was  there  such  a  combination  for  good  phonograph  business. 

If  Grafonolas  were  essential  in  war-time,  how  much  greater  is 
their  need  in  the  joyful  celebrations  of  peace.  Now  is  the  time  for 
folks  to  buy  that  Grafonola  they  meant  to  get  "when  the  war  ends." 

Make  this  the  biggest  year  ever. 

If  we  can  help  you  with  special  advertising 
material,  sales  suggestions,  etc.,  let  us  know — quick. 

COLUMBIA  GRAPHOPHONE  COMPANY  NEW  YORK 


18 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


Explaining  the  Value  of  Veneered  Cabinet 
Work  to  the  Talking  Machine  Customer  a  a 


Although  veneer  is  now  used  on  practically  all 
cabinet  work,  and  the  solid  mahogany,  or  wal- 
nut, of  other  days  has  practically  disappeared, 
the  average  talking  machine  salesman  should 
use  great  care  in  apprising  customers  of  the 
fact  that  the  case,  or  other  part  of  the  instru- 
ment, is  built  up  of  veneer,  and  avoid  having 
the  question  as  to  wood  construction  put  to 
him  if  possible.  Those  who  are  acquainted  with 
modern  woodworking  methods  appreciate  the 
fact  that  a  veneered  cabinet  properly  made  is 
generally  stronger  and  more  to  be  desired  than 
one  of  solid  wood.  There  are  still  people,  how- 
ever, who  believe  that  to  describe  a  piece  of 
furniture,  or  a  talking  machine  cabinet,  as  ma- 
hogany, is  to  imply  that  it  is  built  of  solid 
wood,  and  accept  any  instrument  that  is  ve- 
neered as  a  confession  of  guilt  in  the  matter 
of  trying  to  deceive  the  buyer. 

When  the  salesman  is  called  upon  to  state 
that  a  case  is  veneered  he  should  not  stop  until 
he  has  shown  to  the  customer  just  what  ad- 
vantage built-up  veneer  possesses.  Arguments 
made  in  favor  of  veneer  work  that  the  salesman 
may  do  well  to  study  have  been  set  forth  ably 
by  C.  D.  Crain,  Jr.',  in  an  article  that  appeared 
recently  in  "Veneers."  ''The  fact  that  veneered 
rather  than  solid  work  is  used  throughout  high- 
grade  cabinets  suggests  some  interesting  lines 
of  thought,"  says  this  writer.  "Of  course,  the 
same  general  considerations  which  have  led  to 
the  bulk  of  the  furniture  output  being  of  glued- 
up  stock  apply  to  the  manufacture  of  cabinets 
for  talking  machines;  that  is,  permanence, 
strength  and  attractiveness  of  appearance,  which 
are  to  be  secured  by  this  means,  make  it  a  log- 
ical thing  to  specify  laminated  woods.  The 
cabinet  is  a  piece  of  furniture  just  as  much  as 
it  is  a  musical  instrument,  and  its  possibilities 
from  the  standpoint  of  beauty  are  such  as  to 
warrant  the  manufacturer  in  taking  advantage 
of  the  attractive  features  of  veneered  work. 

"In  the  larger  cases,  the  broad  surfaces  which 
are  exposed  give  a  splendid  opportunity  for  the 
use  of  handsomely-figured  woods,  and  mahog- 
any and  oak  veneers  of  exceedingly  attractive 
appearance  are  regularly  used.  Walnut  and 
figured  gum  are  coming  to  the  fore  in  some 


of  the  cabinets,  and  before  the  war  Circassian 
walnut  was  largely  employed;  but  up  to  the  pres- 
ent the  greatest  emphasis  appears  to  have  been 
put  on  mahogany,  with  oak  coming  next.  In 
view  of  the  desire  of  the  manufacturer  to  have 
a  case  that  is  attractive  to  the  eye,  it  is  not  any- 
thing to  be  wondered  at  that  veneered  work  has 
been  used. 

"The  thing  that  is  worth  pondering,  however, 
is  the  undoubted  fact  that  better  effects,  mu- 
sically, can  be  secured  by  the  use  of  veneered 
work  than  if  solid  material  were  employed. 
There  seems  to  be  no  doubt  that  this  is  the 
case,  and,  in  fact,  it  is  an  assumption  that  is 
generally  found  to  exist  in  the  talking  machine 
trade;  the  reasons  for  this  are  not  generally 
understood,  however,  and  it  does  not  appear 
that  much  effort  has  been  made  to  analyze  the 
situation  from  this  standpoint,  though  undoubt- 
edly the  engineers  of  the  big  companies  have 
made  complete  studies  of  the  subject.  That 
these  concerns  continue  to  buy  panels  for  their 
cabinets  indicates  that  their  results  have  not 
been  unfavorable  to  veneered  work. 

"Ever  since  the  beginning  of  musical  inclina- 
tions on  the  part  of  human  beings  wood  sound- 
ing boards  have  played  a  part.  The  rudest 
instruments — of  which  the  now  famous  ukulele 
of  the  Hawaiians  is  an  excellent  example — have 
sounding  spaces  enclosed  by  light  pieces  of 
wood.  The  reason  for  this  is  to  enable  vibra- 
tions, which  cause  sound,  to  be  carried  most 
readily.  The  heavier  the  wood,  the  more  dif- 
ficult it  is  to  cause  it  to  vibrate,  of  course;  while 
in  the  case  of  metal  the  vibration  is  likely  not 
to  be  of  a  musical  quality. 

"It  is  therefore  reasonable  to  suppose  that  the 
musical  quality  of  a  phonograph  would  be  in- 
creased just  to  the  extent  to  which  the  respon- 
siveness of  the  cabinet  to  the  musical  vibra- 
tions is  developed.  If  the  cabinet  were  made, 
for  example,  of  inch  boards,  it  would  be  difficult 
to  use  it  as  a  medium  for  the  production  of 
sound. 

The  actual  problem,  as  far  as  the  sounding 
chamber  of  the  phonograph  is  concerned,  is  to 
make  it  immediately  responsive  to  the  vibra- 
tions set  up  by  the  mechanism,  so  that  they 


may  be  transmitted  to  the  exterior  with  the 
proper  tone. 

"It  is  the  wood  which  is  responsible  for  the 
tone,  and  the  difference  in  quality  between  one 
phonograph  and  another,  just  as  in  the  case  of 
violins,  is  a  difference  in  tone  quality.  While 
the  mechanical  features  of  the  machines  are 
credited  by  the  manufacturers  with  responsibil- 
ity for  this  difference,  it  is  really  the  result  of 
the  manner  in  which  the  sounding  chamber  has 
been  constructed.  The  constant  experiments 
which  have  been  made  by  the  manufacturers 
along  this  line  show  clearly  how  the  importance 
of  this  feature  of  the  talking  machine  is  appre- 
ciated. 

"The  difference  has  come  about  because  in- 
stead of  sending  the  sound  through  a  tin  horn, 
it  is  now  brought  out  through  a  wood  sound- 
ing chamber.  This  chamber  is  enclosed  with 
light,  veneered  sides  and  top,  and  the  material 
is  so  responsive  to  the  vibrations  introduced 
into  it  that  a  mellow,  rich  tone  is  developed,  just 
as  a  beautiful  tone  is  brought  out  of  a  fine  vio- 
lin. The  fact  that  built-up  material  is  employed 
enables  lighter  material  to  be  used  than  would 
be  possible  otherwise,  and  as  suggested  above 
the  lightness  of  the  material  is  what  makes  it 
responsive. 

"Sound  waves  are  created  by  molecular  vibra- 
tions, and  it  is  easy  to  understand  why  heavy 
bodies  are  not  easily  set  to  vibrating  and  why 
light  materials  are  employed  in  all  stringed  in- 
struments where  sound  reproduction  is  involved. 
It  is  true  that  other  considerations  are  passed 
on  here,  such  as  the  weight  of  the  instrument, 
but  the  reason  thin  wood  is  employed  in  stringed 
instruments  is  the  same  reason  back  of  the  use 
of  laminated  woods  in  talking  machines — greater 
ease  in  securing  musical  vibrations. 

"Since  musical  tone  demands  mathematical  ac- 
curacy of  the  parts,  it  is  also  highly  important 
that  every  feature  of  the  instrument  be  true  as 
to  line  and  dimension.  This  would  not  seem 
to  be  so  important  in  the  case  of  a  talking  ma- 
chine as  an  instrument  which  is  played  upon 
by  the  musician,  since  the  former  is  used  for 
the  reproduction,  instead  of  the  production  of 
the  sound.  But  those  who  are  making  talking 
machine  cabinets  realize  that  in  order  for  the 
machine  to  be  permanently  acceptable,  and  to 
do  its  best  work  at  all  times,  the  materials  which 
go  into  it  must  be  of  a  kind  which  will  not  warp, 
shrink  nor  pull  apart. 

"  'The  rift  in  the  lute'  was  simply  a  broken 
place  in  the  body  of  this  ancient  musical  instru- 
ment, forerunner  of  the  violin,  which  inter- 
rupted the  vibrations  produced  by  the  plucking 
of  its  strings,  and  destroyed  the  musical  quality 
of  its  tone.  A  'rift'  or  defective  part  of  any 
kind  in  a  talking  machine  would  immediately 
result  in  the  destruction  of  the  tonal  character 
of  the  music,  and  would  substitute  sounds  far 
from  pleasant. 

"Realizing  that  every  part  going  into  the 
sound  chamber,  as  well  as  other  sections  of 
the  machine,  must  therefore  be  not  only  light 
enough  to  respond  perfectly  to  the  vibrations 
produced  by  the  mechanism,  but  so  manufac- 
tured as  to  resist  temperature  and  climate  and 
use,  and  to  remain  right  for  an  indefinite  period, 
designers  of  these  machines  have  seen  to  it 
that  veneered  work  be  installed.  And  that  is 
why  the  manufacturer  of  glued-up  panels  is 
being  given  the  job  of  making  the  materials  for 
the  machine  which  is  taking  its  place  as  the 
world's  most  popular  product." 


A  GOOD  RESOLUTION  TO  MAKE 

To  make  this  year  one  of  the  best  you've  ever 
had  in  "making  good" — is  a  good  resolution  to 
make ! 


Ward's  Khaki  Moving  Covers 


Grade  "D,"  Cover  with  No.  3  Straps. 


PROTECT  YOUR  MACHINES  FROM  ALL 
KINDS  OF  WEATHER 

and  will  enable  you  to  deliver  them 
free  from  dust,  scratches,  bruises 
and  all  other  finish  destroyers 

Our  covers  are  faced  with  Standard  Khaki, 
lined  with  a  heavy  grade  flannel,  interlined 
with  an  exceptionally  good  grade  of  heavy 
cotton  or  felt,  diagonally  and  closely  quilted, 
and  manufactured  according  to  the  usjual 
superior  "WARD  New  London  "  quality. 

Grade  "D",  medium  size,  $6.00 

Grade  "D",  large  size,  $6.50 

Grade  "K",  medium  size,  $8.00 

Grade  "K",  large  size,  $9.00 

Carrying  Straps:  No.  1  $1.00;  No.  2  $2.00;  No.  3 $3.50 
ORDER  SAMPLE  COVER  ON  APPROVAL 

With  Name  of  Machine  silk  embroidered  on  any  Cover;  extra, __30c. 

With  Dealer's  Name  and  Address,  first  Cover;  extra  $1.15 

Same  on  additional  Covers,  each  extra    60c. 

Write  for  booklet 

The  C.  E.  Ward  Co. 

(Well-known  Lodge  Regalia  House) 
101  William  St.,  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


Supplement  to  Talking  Machine  World 


DEALER  SERVICE 

In  Connection  with 

VOCALION  PUBLICITY 


ON  the  two  pages  following 
are  reproduced  examples  of 
the  special  advertising  service  now 
being  extended  to  Vocalion 
dealers. 

On  the  left-hand  page  is  a  re- 
production of  a  full-page  color 
advertisement — one  of  the  series 
of  such  advertisements  appearing 
monthly  in  the  "  Saturday  Evening 
Post."  Opposite  is  the  newspaper 
reproduction  in  line  of  the  same 
advertisement. 

Proofs  of  these  newspaper  re- 
productions are  sent  to  dealers  with 
the  information  that  mats  of  the 
advertisements  set  in  four  columns 
will  be  furnished  in  time  to  run  in 
local  newspapers  simultaneously 


with  the  appearance  of  this  adver- 
tisement in  the  "Post."  In  this  way 
the  local  merchant  is  enabled  to 
"tie-up"  with  the  Vocalion  national 
campaign  and  direct  its  influence 
towards  more  specifically  building 
his  own  individual  business. 

This  is  the  most  modern  mer- 
chandising practice,  the  advantage 
of  which  is  today  fully  recognized. 
Coupled  with  the  unquestioned 
superiority  of  the  Vocalion  itself 
and  the  unapproached  character  of 
Vocalion  publicity,  it  furnishes 
one  more  of  the  many  weighty 
reasons  why  the  most  substantial 
music  dealers  throughout  the 
country  are  Vocalion  represen- 
tatives. 


Catalog  and  co?nplete  information  sent  itp07i  request 


THE    AEOLIAN  COMPANY 

AEOLIAN  HALL,  NEW  YORK 


Supplement  to  Talking  Machine  World 


The  Perfected  Phonograph  of  Today 

THE  AEOLIAN- 
VOCALION 


THE  production  of  the  Aeolian- 
Vocalion,  four  years  ago,  signal- 
ized the  entrance  of  a  great  music 
house  into  the  field  of  phonograph  man- 
ufacture. Before  that  time,  phonograph 
development  had  been  in  other  hands. 
Resourceful  inventors  and  skilful  me- 
chanics had  done  wonders  —  had 
brought  the  phonograph  from  an  in- 
genious toy  to  a  mechanical  marvel. 

But  wonderful  as  it  unquestionably 
was  mechanically,  there  was  left  much 
to  be  done  in  the  way  of  develop- 
ing its  musical  possibilities.  Origin- 
ally designed  as  a  "TALKING 
MACHINE,"  its  perfection  as  a 
MUSICAL  INSTRUMENT  could 
only  be  accomplished  by  skilful  mechan- 
ics who  were  also  trained  musicians. 

The  staff  of  the  Aeolian  included  such 
men — men  possessed  of  this  unusual 
combination  of  musical  knowledge  and 
mechanical  talent  and  experience.  It  is 


these  men  who  have  produced  such  in- 
struments as  the  Aeolian  Residence 
Pipe-Organ — the  most  ambitious  and 
costly  instrument  ever  made — the  mar- 
velous Pianola,  the  superb  Steinway 
Duo-Art  Pianola,  and  many  others. 

In  the  Aeolian-Vocalion,  product  of 
the  Aeolian  staff,  the  musical  world  was 
introduced  to  a  new  and  superior  phono- 
graph, which  was  a  true  musical  instru- 
ment. This  instrumentcorrected  defects 
of  tonal  reproduction,  and  substituted 
for  the  slightly  metallic  tone  which  has 
always  been  a  characteristic  of  the 
phonograph,  a  clearer  tone  of  great 
richness,  depth  and  beauty. 

In  addition,  it  added  to  the  phono- 
graph the  Graduola,  an  entirely  new 
device  for  controlling  tone,  thus  giving 
individuality  to  the  phonograph  and 
enabling  the  performer  to  participate, 
when  he  desired,  in  the  actual  playing 
of  records. 


Hear  the  Vocalion  Record  of 
''''Annie  Laurie"  as  sung  by 
MAY  PETERSON 

Prima-Donna  Soprano 
of  the  Metropolitan  Opera  Company 

May  Peterson's  career  has  been  a  phenomenally 
brilliant  one.  Following  a  number  of  years'  study 
in  Italy,  she  created  a  profound  sensation  in 
Paris  as  prima-donna  soprano  of  the  Opera 
Comique.  Her  success  abroad  has  been  followed 
by  a  no  less  notable  triumph  at  the  Metropolitan 
Opera  House. 

Th  is  great  artist  sings  exclusively  for  the  V o- 
calion  Record,  and  her  delightful  rendering  of  this 
appealing  old  ballad  discloses  the  beauty  and 
flexibility  of  her  voice  as  well  as  the  extraordinary 
qualities  of  the  Vocalion  Record. 


VOCALION  ADVANTAGES 


TONE  —  The  Aeolian  Company's  wide  experience  in 
tone  production  through  various  mediums  —  strings, 
reeds,  pipes,  etc. — have  enabled  it  to  construct  a  phono- 
graph with  a  tone  of  unrivaled  depth,  richness  and  beauty. 
TONE-CONTROL — The  exclusive  and  revolutionary 
"Graduola"  makes  the  Vocalion  the  only  phonograph 
affording  means  for  artistic  and  instinctive  expression 
control.  This  new  feature  enables  anyone  to  partici- 
pate in  the  playing  of  the  records,  and  adds  immeasur- 
ably to  one's  enjoyment  of  the  phonograph. 
CASE-BEAUTY  — The  regular  upright  models  of  the 
Vocalion  reflect  the  experience  of  its  makers  as  fine-art 
instrument  designers.  In  both  outline  and  finish  these 
established  an  entirely  new  standard  of  beauty,  while 
the  Period  Styles,  though  inexpensive,  are  the  most 
unusual  and  artistic  phonographs  ever  displayed. 

VOCALION 

Conventional  Models,  equipped  with  Graduola,  are 
from  $50.    M any  beautiful  Peri 


MECHANICAL  PERFECTION  —  The  Automatic 
Stop  on  the  Aeolian-Vocalion — at  once  the  simplest 
and  most  effective  device  of  its  kind — is  an  example  of 
the  degree  of  perfection  manifest  in  every  detail  of  the 
Vocalion's  construction. 

And  the  extraordinary  new  j 

UNIVERSAL  TONE-ARM — This  wonderful  new  fea- 
ture enables  the  Vocalion  owner  to  play  every  make  of 
record — to  hear  all  the  great  bands  and  orchestras. 
Without  requiring  any  change  of  reproducer  or  parts 
and  in  the  most  direct  and  simplest  way,  it  supplies 
what  is  now  recognized  as  an  essential  to  the  up-to-date 
phonograph.  Moreover,  so  scientifically  is  this  Uni- 
versal Tone-Arm  constructed,  that  the  Vocalion  will 
not  only  play  all  records,  but  will  play  them  at  their  best. 

PRICES 

priced  from  $115  upwards;  without  Graduola 
od  Models,  priced  from  $240. 


1 


THE  AEOLIAN  COMPANY 

Makers  of  the  Duo-Art  Pianola  Piano.    Largest  Manufacturers  of  Musical  Instruments  in  the  World 


In  MANHATTAN 
29  West  42nd  Street 


AEOLIAN  HALL 

In  THE  BRONX 
367  East  149th  Street 


BROOKLYN 
11  Flatbush  Avenue 


In  NEWARK 
895  Broad  Street 


STYLE  800 

In  Figured  Mahogany 
Veneer  or  Circassian 
Walnut 


Supplement  to  Talking  Machine  World 


The  ^Perfected  Phonograph  of  Today 


THE  AEOLIAN 
VOCALION 


\HE  production  of  the  Aeolian- 
Vocalion,  four  years  ago,  signalized 
the  entrance  of  a  great  music  house 
into  the  field  of  phonograph  manufacture. 
Before  that  time,  phonograph  develop- 
ment had  been  in  other  hands.  Re- 
sourceful inventors  and  skilful  mechanics 
had  done  wonders — had  brought  the 
phonograph  from  an  ingenious  toy  to  a 
mechanical  marvel. 

But  wonderful  as  it  unquestionably 
was  mechanically,  there  was  left  much 
to  be  done  in  the  way  of  developing  its 
musical  possibilities.  Originally  de- 
signed as  a  "TALKING  MACHINE," 
its  perfection  as  a  MUSICAL  INSTRU- 
MENT could  only  be  accomplished  by 
skilful  mechanics  who  were  also  trained 
musicians. 

The  staff  of  the  Aeolian  included  such 
men — men  possessed  of  this  unusual 
combination  of  musical  knowledge  and 
mechanical  talent  and  experience.    It  is 


these  men  who  have  produced  such  in- 
struments as  the  Aeolian  Residence 
Pipe-Organ — the  most  ambitious  and 
costly  instrument  ever  made — the  mar- 
velous Pianola,  the  superb  Steinway 
Duo-Art  Pianola,  and  many  others. 

In  the  Aeolian- Vocalion,  product  of 
the  Aeolian  staff,  the  musical  world  was 
introduced  to  a  new  and  superior  phono- 
graph, which  was  a  true  musical  instru- 
ment. This  instrument  corrected  defects 
of  tonal  reproduction,  and  substituted 
for  the  slightly  metallic  tone  which  has 
always  been  a  characteristic  of  the 
phonograph,  a  clearer  tone  of  great  rich- 
ness, depth  and  beaut}'. 

In  addition,  it  added  to  the  phono- 
graph the  Graduola,  an  entirely  new 
device  for  controlling  tone,  thus  giving 
individuality  to  the  phonograph  and  en- 
abling the  performer  to  participate, 
when  he  desired,  in  the  actual  playing 
of  records. 


VOCALION  ADVANTAQES 


Hear    the    Vocalion  Record 
''''Annie  Laurie"  as  sung  by 
MAY  PETERSON 
Prima-Donna  Soprano 
of  the  Metropolitan  Opera  Company 

May  Peterson's  career  has  been  a  phenomenally  brilliant 
one.  Following  a  number  of  years'  study  in  Italy,  she 
created  a  profound  sensation  in  Paris  as  prima-donna 
soprano  of  the  Opera  Comique.  Her  success  abroad 
has  been  followed  by  a  no  less  notable  triumph  at  the 
Metropolitan  Opera  House. 

This  great  artist  sings  exclusively  for  the  Vocation 
Record,  and  her  delightful  rendering  of  this  appealing 
old  ballad  discloses  the  beauty  and  flexibility  of  her 
voice  as  well  as. the  extraordinary  qualities  of  the  Vo- 
cation Record. 


TONE — The  Aeolian  Company's  wide  experience  in 
tone  production  through  various  mediums — strings, 
reeds,  pipes,  etc. — have  enabled  it  to  construct  a 
phonograph  with  a  tone  of  unrivaled  depth,  richness 
and  beauty. 

TONE-CONTROL— The  exclusive  and  revolution- 
ary "Graduola"  makes  the  Vocalion  the  only 
phonograph  affording  means  for  artistic  and  in- 
stinctive expression  control.  This  new  feature 
enables  anyone  to  participate  in  the  playing  of  the 
records,  and  adds  immeasurably  to  one's  enjoyment 
of  the  phonograph. 

CASE-BEAUTY— The  regular  upright  models  of 
the  Vocalion  reflect  the  experience  of  its  makers  as 
fine-art  instrument  designers.  In  both  outline  and 
finish  these  establish  an  entirely  new  standard  of 
beauty,  while  the  Period  Styles,  though  inexpensive, 


are  the  most  unusual  and  artistic  phonographs  ever 
displayed. 

MECHANICAL  PERFECTION— The  Automatic 
Stop  on  the  Aeolian-Vocalion — at  once  the  simplest 
and  most  effective  device  of  its  kind — is  an  example 
of  the  degree  of  perfection  manifest  in  every  detail 
of  the  Vocalion's  construction. 
And  the  extraordinary  new 

UNIVERSAL  TONE-ARM— This  wonderful  new 
feature  enables  the  Vocalion  owner  to  play  every 
make  of  record — to  hear  all  the  great  bands  and 
orchestras.  Without  requiring  any  change  of 
reproducer  or  parts  and  in  the  most  direct  and 
simplest  way,  it  supplies  what  is  now  recognized 
as  an  essential  to  the  up-to-date  phonograph. 
Moreover,  so  scientifically  is  this  Universal  Tone- 
Arm  constructed,  that  the  Vocalion  will  not  only 
play  all  records,  but  will  play  them  at  their  best. 


VOCALION  PRICES 

Conventional  Models,  equipped  with  Graduola,  are  priced  from  #115  upwards;  without 
Graduola  from  $50.    Many  beautiful  Period  Models,  priced  from  $240. 

THE  AEOLIAN  COMPANY 

Makers  of  the  Duo-Art  Pianola  Piano.    Largest  Manufacturers  of  Musical  Instruments  in  the  World 

AEOLIAN  HALL 

In  MANHATTAN  In  THE  BRONX  In  BROOKLYN  In  NEWARK 

29  West  42nd  Street  367  East  149th  Street  1 1  Flatbush  Avenue  895  Broad  Street 


Supplement  to  Talking  Machine  World 


\  x\v  xw  x\y  w^r 


The  Famous 
Belgian  'Cellist 

MAURICE  DAMBOIS 

WILL  MAKE 
VOCALION  RECORDS  EXCLUSIVELY 


MANY  critics  have  pronounced  this  distinguished 
voung  artist  the  greatest  'cellist  of  our  day.  Cer- 
tain it  is  that  the  Vocalion  Records  of  his  art  are 
the  most  beautiful  phonograph  reproductions  of  'cello 
music  ever  heard.  Appealing  and  sympathetic  as  the 
'cello  is  always,  the  Dambois  Vocalion  Records  bring 
out  in  perfection  the  natural  beauty  of  the  instrument 
and  present  a  wonderful  tone-picture  of  the  playing  of 
this  master  'cellist. 


AJA  URICE  DAMBOIS  was  bom  in  Liege,  Belgium, 
in  1889.  Like  most  musical  artists  who  are  en- 
titled to  be  called  "great,"  his  extraordinary  talent 
became  evident  at  a  very  early  age.  He  made  his  debut 
before  Her  Majesty  Queen  Marie-Henriette  of  Belgium 
at  Spa,  playing  the  Saint-Saens  Concerto  in  A  Minor, 
and  at  the  age  of  fifteen  was  acclaimed  a  virtuoso. 

Dambois'  tone  is  unsurpassed  in  its  purity  and 
depth,  and  his  interpretations  are  characterized  by  a 
wealth  of  poetic  feeling. 


The  AEOLIAN -VOCALION 

A  phonograph  of  broader  musical  powers 


THE  Vocalion  is  in  itself  a  phonograph 
of  highest  quality.  It  has  several  spe- 
cial and  unique  advantages,  moreover, 
which  will  interest  anyone  contemplating 
the  purchase  of  a  new  phonograph. 

The  Vocalion  lends  itself  to  the  playing 
of  all  standard  records — imparting  to  each 
the  full  musical  quality  of  which  it  is 
capable. 

With  the  fascinating  tone-controlling  de- 
vice, the  Graduola,  the  listener  becomes  at 
will  a  performer  and  artistically  varies  the 


tone-color  and  accents  of  the  recorded 
music. 

As  artistic  in  appearance  as  it  is  in  musi- 
cal quality,  a  Vocalion  may  be  chosen  to 
harmonize  with  any  room  decoration,  for, 
besides  the  handsome  standard  models, 
there  are  sixteen  exquisite  Period  Styles  at 
moderate  prices. 

°$  °£ 

The  Vocalion  records  of  Maurice  Dambois 
will  be  played  for  you  at  any  time. 


THE  AEOLIAN  COMPANY 

Makers  of  the  Famous  Pianola.  Largest  manufacturers  of  musical  instruments  in  the  world 


Price  $115 


In  MANHATTAN 
29  West  42nd  Street 

In  BROOKLYN:  11  Flatbush  Avenue 


AEOLIAN  HALL 


In  THE  BRONX 
367  East  149th  Street 

In  NEWARK:  895  Broad  Street 


^-xv  x\v  xw  xw  xw  xw  xw  xw  x\v  aw  aw  aw  aw  aw  aw  x\v  aw  v/a  v/a  v/a  v/a  v/a  v/a  v/a  v/a  v/a  v/a  v/a  v/a  v/a  y/a  v/a  v/a  v/a  % 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


19 


A.  J.  PALMER  ADVERTISING  MANAGER  FOR  EDISON  CO. 

Succeeds  Leonard  C.  McChesney,  Whose  Death  Was  Announced  Recently— His  Thorough  Train- 
ing in  Publicity  and  Phonograph  Fields  Eminently  Fits  Him  for  This  Important  Post 


Announcement  is  made  by  Thomas  A.  Edison, 
Inc.,  of  the  appointment  of  Arthur  J.  Palmer, 
formerly  assistant  advertising  manager,  to  the 
position  of  advertising  manager,  made  vacant 
by  the  recent  death  of  Leonard  C.  McChesney. 

Mr.  Palmer  began  his  business  career  as  copy 
boy  for  the  American  Press  Association,  New 
York.  He  became  in  succession  exchange  edi- 
tor, news  editor,  special  writer,  and  editor  of  The 
American  Press,  a  trade  paper  for  newspaper  men 
and  the  house  organ  of  the  American  Press  As- 
sociation. Following  that  he  went  South,  hold- 
ing for  three  years  the  position  of  publicity 
manager  for  the  Montague  Mailing  Co.,  of 
Chattanooga,  Tenn.  His  next  position  was  that 
of  sales  and  advertising  manager  of  the  Brand 
Mfg.  Co.,  of  Brooklyn,  N.  Y. 

Mr.  Palmer  became  connected  with  Thomas 
A.  Edison,  Inc.,  in  November,  1915,  as  assistant 
advertising  manager.  His  work  for  the  past 
three  years  in  that  capacity  has  made  him  well 
known  in  the  phonograph  world.  He  brings 
to  his  new  duties  a  thorough  knowledge  of  the 
phonograph  business  not  only  from  the  adver- 
tising standpoint  but  from  every  other  angle  as 
well.  He  comes  peculiarly  fitted  for  his  position. 
He  can  judge  advertising  copy  because  he  can 
write  it  himself.  He  has  demonstrated  that  in  the 
past  by  writing  some  of  the  most  "pulling"  copy 
ever  put  out  by  Thomas  A.  Edison,  Inc.  Added 
to  his  knowledge  of  the  technique  of  advertising 
Mr.  Palmer  has  a  thorough  and  most  practical 


knowledge  of  all  the  printing,  engraving  and 
allied  arts.     His  comparative  youth  for  so  re- 


Arthur  J.  Palmer 

sponsible  a  position  (he  is  thirty-four  years  of 
age)  makes  his  future  a  most  promising  one. 


MUSICAL  IMPORTS  INTO  AUSTRALIA       BAN  LIFTED  FROM  TRAVELERS 


Total  $1,765,000  in  Year  Ending  1917,  of  Which 
a  Large  Proportion  Came  From  the  United 
States — Exports  to  New  South  Wales 


The  growth  of  business  between  the  United 
States  and  Australia,  and  particularly  the  growth 
in  exports  from  this  country  to  Australia,  is 
indicated  by  the  fact  that  for  the  fiscal  year 
ending  1916  the  total  imports  of  musical  instru- 
ments were  $1,604,337,  and  during  the  fiscal 
year  ending  1917  the  imports  of  musical  instru- 
ments amounted  to  $1,765,230.  In  the  State  of 
New  South  Wales  alone  musical  instruments 
during  the  years  1916-17  to  the  value  of  $604,871 
came  from  the  United  States,  divided  as  follows: 
graphophones  and  records,  $180,060;  pianos,  up- 
right, $424,811.  The  figures  would  seem  to  in- 
dicate that  there  still  remains  an  opportunity 
for  increasing  our  exports  of  musical  instru- 
ments to  the  Australian  States. 


The  executive  order  issued  by  the  President  on 
August  8,  1918,  forbidding  any  person  regis- 
tered or  subject  to  registry  for  military  service 
in  the  United  States  to  leave  the  country  with- 
out the  previous  consent  of  the  Secretary  of 
War  has  been  revoked.  This  act  is  of  special 
interest  to  traveling  men  entering  Canada,  who 
will  thus  be  able  to  make  their  trips  into  that 
territory  without  wading  through  considerable 
red  tape. 


Stye  talking  iKarijme  Watlb 
lExtrttua  tn  3lta  Eeators 

lest  Wtetys 
3far  a  Hernj  Ctjriatmaa 

Attu  a  ProapfrnuH  TSm  f  ear 


FEATURE  SALES  ARGUMENTS 

Three  Artistic  Car  Cards  Bearing  on  Pathe  Rec- 
ords Just  Issued 


The  Pathe  advertising  department  has  just 
issued  for  the  use  of  its  dealers  three  artistic 
car  cards  that  feature  different  sales  arguments 
One  of  these  cards  calls  attention  to  the  new 
Pathe  demonstration  record  that  has  met  with 
a  phenomenal  sale.  This  record  has  on  one  side 
a  quartet  selection  and  on  the  other  a  group  of 
instrumental  and  vocal  demonstrations  that  give 
the  dealer  an  opportunity  to  emphasize  the  dis- 
tinctive characteristics  of  Pathe  recording. 

Another  card  in  this  series  features  the  Pathe 
Sheraton  model,  an  art  model  phonograph  that 
has  met  with  a  ready  sale  throughout  the  coun- 
try. The  third  calls  attention  to  the  round 
Pathe  sapphire  ball,  which  is  used  on  Pathe 
phonographs  instead  of  sharp  needles.  On  this 
card  there  is  also  presented  an  illustration  of 
the  Model  7  Pathephone. 


DEATHS  OF  THREE  DEALERS 

LeRoy  Williams,  of  Dillon,  S.  C;  Mr.  Sasser 
of  Sasser  Furniture  Co.,  Mount  Olive,  N.  C; 
and  H.  L.  Land,  of  Hamlet,  N.  C,  three  Edi- 
son dealers,  recently  died  of  influenza  and  pneu- 
monia according  to  announcement  made  by  The 
C.  B.  Haynes  Co.,  Inc.,  Edison  distributors  of 
Richmond,  Va. 


OPENS  SILVER  GRAF0N0LA  SHOP 

On  the  first  of  the  month,  the  Silver  Grafo- 
nola  Shop  opened  a  handsome  establishment  at 
22  Delancey  street,  New  York,  which  promises 
to  be  one  of  the  most  successful  retail  phono- 
graph establishments  in  that  part  of  the  city. 
This  store  handles  the  Columbia  and  Victor 
lines,  and  Irving  A.  Silver,  head  of  the  concern, 
is  leaving  nothing  undone  to  give  his  patrons 
efficient  service.  Mr.  Silver  is  also  the  head  of 
the  Marconi  Phonograph  Co.  at  106  Delancey 
street,  and  the  experience  that  he  has  gained 
during  the  past  twelve  years  has  been  utilized 
to  excellent  advantage  in  the  decoration  and 
furnishings  of  the  new  Silver  Grafonola  Shop. 
There  are  twelve  sound  proof  booths  in  this 
store,  and  an  indirect  lighting  system  is  used 
that  adds  to  the  beauty  of  the  interior. 


WISE  TO  CLASSIFY  ONESELF 


No  man  is  indispensable,  but  some  are  more 
useful  than  others.  It  is  a  good  idea  to  figure 
out  your  own  classification  once  in  a  while,  then 
try  to  find  a  way  to  improve  it. 


is  the  last  word  in  the  refining  of  high-grade  oils,  for  every  im- 
purity is  taken  from  it,  leaving  nothing  but  what  is  required  to 
keep  machines  in  perfect  condition,  being  combined  of  four  oils 
perfectly  blended. 

Will  not  Gum,  Chill  or  become  rancid;  is  free  from  acid.  It  is  colorless  and  has 
no  sickening  smell,  being  absolutely  odorless. 


"The  finest  and  most  delicate  pieces  of  mechanism  do  not  prove 
efficient  unless  properly  lubricated.  Skill,  Genius,  Invention  and 
Workmanship  must  have  the  proper  Oil.  Stop  and  consider  this 
when  you  have  to  buy  an  Oil  for  household  use."  


NYOIL  is  put  up  in  the  following  sizes : 
No.    16  (Cans)  1  Pint 
No.   32     "      1  Quart 
No.  128     "      1  Gallon 
No.  540     "      5  Gallon 


Hundreds  of  satisfied  customers  have  written  as  that  they  would  never  use  anything  else  for 

TALKING  MACHINES,  GRAPHOPHONES,  PHONOGRAPHS  AND 

SEWING  MACHINES 

NYOIL  will  lubricate  the  machinery  and  polish  all  woodwork 

and  can  be  obtained  of  any  "Up-to-date"  Talking  Machine  Dealer  in  the  world, 
and  is  manufactured  by  Wm.  F.  Nye,  who  for  50  years  has  made  80%  of  all  the 
Watch,  Clock  and  Chronometer  Oil  that  is  used  in  America. 

WM.  F.  NYE,  NEW  BEDFORD,  MASS.,  U.  S.  A. 


NYOIL  U  put  up  in  the  follow- 
ing sizes : 

No.  1  Bottle  I  ounce. 
No.  4  "  3  ounces 
No.  8     "    8  ounces 


20 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Edison  Message  No.  32^ 

PEACE! 

Every  nation  of  the  Earth 
is  thrilled  with  the  joy  of  Peace ! 
The  wonderful  Paean  of  Lib- 
erty's Victory  is  ringing  'round 
the  world!    They  are  singing 
the  "Marseillaise"  in  the  streets 
of  Berlin. 

The  dull,  dread  pain  of  war 
is  lifted  at  last  from  the  hearts 
of  our  people.    An  era  of  re- 
joicing, of  loosened  purse- 
strings,  of  preparation  for  the 
homecoming  of  our  boys,  is  at 
hand. 

Edison  dealers  must  see  it 
as  their  duty  to  use  their  every 
effort  in  furthering  music's 
place  in  these  rejoicings.  Music 
in  the  home  must  be  part  of 
the  preparing  welcome  for  the 
returning  soldier.    It  has  been 
our  greatest  solace;  it  must  be 
now  our  greatest  inspiration 
for  the  new  and  better  world- 
life  before  us. 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.JJ. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


21 


The  Application  of  Period  Decoration  to  Talk- 
ing Machine  Cabinets— The  Henry  IV  Style 


The  exploitation  of  period  styles  in  talking 
machine  cabinets,  which  threatened  for  a  time 
to  be  hindered  or  stopped  entirely  as  a  result 
of  the  wartime  con- 
servation orders  is- 
sued by  the  Govern- 
ment officials,  is  again 
possible  through  the 
welcome  fact  that  the 
war  has.  drawn  to  a 
close  and  industries 
can  again  turn  their 
attention  to  peace- 
time pursuits,  and  the 
normal  problems  of 
business. 

As  is  generally 
known,  the  Govern- 
ment order  limited 
the  number  of  styles 
to  be  produced  by 
each  manufacturer  to 
six,  but  with  the  re- 
s  t  r  i  c  t  i  o  n  removed, 
there  is  now  no  limit 
to  the  number  of  spe- 
cial case  designs 
which  the  manufac- 
turer may  produce 
and  offer  to  the  pub- 
lic. This  freedom  of 
movement,  however, 
should  be  accepted  in 
a  business  way.  An 
unlimited  number  of 
cabinet  designs  in  any 
one  line  does  not  of 
necessity  indicate 
manufacturing  effici- 
ency. In  fact,  it 
means  quite  the  con- 
trary. The  more 
styles  the  greater  the 
manufacturing  ex- 
pense, and  likewise 
the  greater  selling  ex- 
pense, because  the 
dealer,  if  he  features 
a  complete  line,  must 
tie  up  that  much  more 

capital  in  his  sample  and  regular  stock.  The 
thing,  then,  is  to  design  a  comparatively  few 
period  cabinets  of  such  authenticity  and  excel- 
lence that  they  will  prove  readily  salable. 

As  the  various  manufacturers  present  new 
models  patterned  after  leading  French,  English 
and!  Italian  decorative  styles,  the  value  of 
originality  in  the  designing  of  period  cabinets 
becomes  more  pronounced,  for  duplication  effort 


and  sameness  of  design  is  not  to  be  introduced 
under  ordinary  conditions,  and  is,  in  a  measure, 
to  be  condemned  in  the  case  of  period  designs. 


The  Henry  IV  Style  Fits  Modern  Requirements 

There  are  a  large  number  of  accepted  period 
styles  that  are  most  attractive  and  offer  a  wealth 
of  detail,  but  with  which  the  public  as  a  whole  is 
not  familiar.  In  the  French  school,  for  instance, 
practically  everybody  who  is  at  all  well  in- 
formed knows  of  the  various  Louis  styles,  par- 
ticularly the  Louis  XIV,  XV  and  XVI,  as  well 
as  the  Empire  style.  There  are  other  periods 
of  French  decorative  art  that  bespeak  as  great, 


if  not  greater,  consideration  from  the  cabinet 
designer  of  to-day.  There  is,  for  instance,  the 
style  of  Henry  IV  of  France,  during  the  course 
of  whose  peaceful  reign  the  arts  and  sciences  in 
France  prospered  to  an  unprecedented  degree. 
Henry  IV  is  better  known  perhaps  as  the  fa- 
mous Henry  of  Navarre. 

Henry  IV  became  nominal  King  of  France 
in  1589,  upon  the  death  of  Henry  III,  but  it 
was  not  until  1594  that  he  was  crowned.  In 
1600  he  married  Marie  de  Medici,  and  the  prog- 
ress in  the  decorative  arts  during  the  suc- 
ceeding ten  years  of  his  reign  was  due  pri- 
marily to  her  influence.  Marie  de  Medici  was 
thoroughly  Italian,  and  she  introduced  a  touch 
of  Baroque  into  the  purer  Renaissance  style  of 
France  which  led  the  way  ultimately  to  the 
creation  of  the  Rococo  of  Louis  XV.  It  was 
during  the  reign  of  Henry  IV  that  the  great 
work  of  extending  the  Tuileries,  and  the  com- 
pletion of  the  long  gallery  connecting  the 
Louvre  and  the  Tuileries  was  completed.  Next 
in  line  was  the  addition  to  Fontainebleau  of  a 
great  court  to  the  eastward.  Many  furnishings 
for  the  buildings  proper  and  for  the  additions 
were  imported  from  Italy,  but  French  artists 
put  forth  their  efforts  so  successfully  as  to  sup- 
plant the  importations  and  rise  to  supremacy. 

During  this  reign  the  shell  was  first  intro- 
duced in  France  as  a  decorative  motif  in  wood- 
carving.  At  first  it  was  confined  to  finials  of 
chairs  and  cabinets,  where  it  was  extremely 
effective,  but  it  soon  passed  into  more  general 
use  and  led  eventually  to  the  Rococo. 

In  many  of  the  details  given  in  the  accom- 
panying cut,  there  is  a  noticeably  close  resem- 
blance to  the  forms  used  in  our  Colonial  style. 
This  is  because  the  Henry  IV  style  in  a  large 
measure  followed  the  Greek  quite  closely;  but 
a  closer  study  of  the  style  will  show  that  while 
the  details  may  be  similar  the  spirit  that 
governed  their  use  was  far  different  from  our 
Colonial  spirit.  In  color  and  elaboration  the 
Henry  IV  was  far  more  regal,  as  befitted  a 
style  that  had  its  origin  and  development  in  a 
court  and  may  be  said  to  be,  in  a  sense,  the 
application  to  the  palace  of  details  that  in 
Colonial  days  were  adapted  to  the  home. 

The  contemporary  English  styles  were  the 
later  Elizabethan  and  Early  Jacobean,  and  the 
decorative  style  of  both  France  and  England 
was  distinctly  the  trend  of  the  classic  influence. 

In  the  details  shown  herewith,  the  designer  of 
talking  machine  cabinets  should  be  able  to  find 
much  material  with  which  to  embellish  his 
work.  There  is  a  richness  about  the  Henry 
IV  style  that  fits  in  well  with  modern  ideas 
of  decorative  treatment,  for  the  style  is  actually 
the  forerunner  of  modern  decorative  styles. 


AUTOMATIC  COVER  SUPPORT  No.  1287 

OPERATED  WITH  ONLY  ONE  HAND 

SIMPLE  —  SUBSTANTIAL  -  ECONOMICAL 

FINISHED  IN  GOLD  OR  NICKEL  PLATE 

Accomplishes  all  that  any  other  type  of  one- 
position  support  does — at  about  half  the  cost. 

We  manufacture  hardware  for  all  styles  of  cabinets 


Lid  Support* 
Needle  Cups 
Needle  Rests 


Door  Catches 
Sliding  Casters 
Continuous  Hinges 


Sockets 
Tone  Rods 
Knobs,  etc. 


BEST  QUALITY 


LOWEST  PRICES 

WRITE  TO-DAY  FOR  QUOTATIONS 


No.  1265 

WITH  AND  WITH- 
OUT COVER 

FURNISHED  IN  ANY  FINISH 


WEBER-KNAPP  COMPANY 


Jamestown,  N.  Y. 


THE     TALKING     MACHINE     WORLD  December  15,  1918 


The  Trade  In  Boston  And  New  England 

JOHN  H.  WILSON,  MANAGER,  324  WASHINGTON  STREET,  BOSTON,  MASS. 


Boston,  Mass.,  December  2.— Business  is  very 
good  everywhere.  The  cessation  of  hostilities 
on  the  other  side  has  created  a  new  atmosphere 
which  is  felt  by  trade  generally.  The  ban  is  be- 
ing lifted  in  all  lines  of  activity,  and  while  fac- 
tories are  allowed  a  more  normal  output  of 
goods  the  real  results  of  this  good  in- 
tent are  not  likely  to  be  felt  until  long  after 
the  holidays,  as  factories,  so  it  is  stated  in  the 
local  trade,  will  not  be  in  a  physical  position  to 
meet  the  increasing  demands  for  goods  until 
well  into  the  new  year.  The  result  is  that  many 
Christmas  orders  will  go  unfilled.  One  com- 
pensating feature  of  the  situation  that  the  trade 
has  been  facing  is  the  fine  attitude  of  the  dealers, 
who,  for  the  most  part,  have  accepted  an  un- 
pleasant condition  gracefully.  Along  with  all 
other  departments  of  business  the  talking  ma- 
chine houses  took  a  holiday  on  the  day  the 
armistice  was  signed,  and  the  following  day  was 
officially  declared  a  holiday  by  the  Governor,  so 
here  the  workers  virtually  enjoyed  two  days' 
respite  from  business. 

G.  A.  Dodge  Enters  Talking  Machine  Business 

It  will  be  interesting  news  to  the  local  trade  to 
learn  that  George  A.  Dodge,  widely  known  in 
Boston  business  circles,  has  entered  the  talking 
machine  business.  Mr.  Dodge,  who  has  been 
identified  with  the  hotel  business,  and  whose 
name  has  for  several  years  been  associated  with 
Paragon  Park  and  the  Palm  Garden  at  Nan- 
tasket  Beach,  has  purchased  a  controlling  inter- 
est in  the  Eastern  Talking  Machine  Co.,  having 
acquired  the  holdings  of  the  estate  of  Elton  F. 
Taft,  president  of  the  company,  who  it  will  be 
recalled  died  quite  suddenly  several  months  ago. 

Mr.  Dodge  brings  to  the  business  large  ex- 
perience, a  keen  sense  of  values,  a  knowledge  of 
men  and  a  mind  always  receptive  to  new  ideas. 
It  is  a  part  of  his  plan  to  make  a  physical  sep- 
aration of  the  wholesale  and  retail  departments, 
and  if  the  present  plans  are  carried  out  it  is 
likely  that  by  the  first  of  the  year  the  wholesale 
business  will  be  moved  to  18  Oxford  street, 
where  the  Eastern  Co.  has  long  maintained  a 
large  storage  plant  for  its  Victor  line.  Mr. 
Dodge  has  met  several  of  the  leading  Victor  of- 
ficials and  his  policy,  which  he  has  mapped  out 
in  considerable  detail  to  them,  has  met  with 
their  approval,  and  they  have  been  quick  to  see 
in  him  a  man  of  progressive  ideas,  one  who 
would  be  able  to  push  the  Victor  proposition  to 
the  greatest  success.    In  the  meantime  William 


J.  Fitzgerald,  who  has  made  himself  a  neces- 
sary factor  in  the  Eastern  Co.'s  business,  is  cor- 
dially co-operating  with  Mr.  Dodge  in  all  his 
plans  which  he  has  on  foot  to  develop  the  busi- 
ness of  this  company,  which  is  one  of  the  few 
houses  in  the  city  exclusively  handling  the  Vic- 
tor line  and  no  other  line  of  merchandise. 
Thomas  W.  Hindley  Married 

Thomas  W.  Hindley,  manager  of  the  Vocalion 
Co.,  was  married  on  the  evening  of  Tuesday, 
November  26,  to  Miss  Ethel  H.  Hayden,  of 
Watertown.  The  ceremony,  was  performed  at 
the  First  Baptist  Church  of  that  town  by  Rev. 
C.  H.  Day.  The  bride  was  gowned  in  white 
satin  and  carried  bride  roses.  She  had  three 
attendants,  while  Mr.  Hindley's  brother,  Ed- 
ward Hindley,  was  the  best  man.  Of  the  quar- 
tet of  ushers  two  of  them,  Charles  T.  Foote  and 
Amos  E.  Russell,  are  members  of  the  Vocalion 
staff.  Mr.  and  Mrs.  Hindley  started  off  on  a 
wedding  trip  to  New  York,  and  they  are  to  make 
their  home  at  10  Radcliffe  road,  Allston. 
Returns  to  Civil  Life 

Amos  E.  Russell,  of  the  Vocalion  staff,  did 
not  have  much  of  a  chance  to  see  service,  for 
he  had  not  been  at  the  officers'  training  camp 
at  Camp  Lee,  Virginia,  before  the  armistice  was 
signed,  and  shortly  after  the  camp  was  demob- 
ilized, and  the  candidates  sent  back  into  civil 
life,  Mr.  Russell  returning  to  his  Vocalion  duties 
in  time  to  eat  his  Thanksgiving  dinner  with  his 
family. 

Demand  Largely  Exceeds  the  Supply 

R.  O.  Ainslie,  of  the  Pathe  department  of  the 
Hallet  &  Davis  Co.,  reports  that  there  are  fully 
ten  dealers  for  every  machine  that  can  be  had, 
and  it  is  a  vexing  problem  how  to  supply  the 
trade  so  that  there  are  no  hard  feelings.  Ainslie 
further  states  that  the  very  Monday  the  armis- 
tice was  signed  business  began  to  pick  right 
up,  and  dealers  who  hesitated  to  place  orders 
hesitated  no  longer.  Mr.  Ainslie,  by  the  by,  is 
the  proud  father  of  a  bouncing  baby  daughter, 
Elinor  Virginia  by  name,  who  came  into  the 
world  on  All  Hallowe'en. 

Business  Expands  Since  Armistice  Was  Signed 

At  the  Columbia  headquarters  one  learns  that 
the  dealers  are  reporting  increased  business, 
which  became  conspicuously  noticeable,  so  one 
of  the  local  officers  stated,  the  very  day  that  the 
armistice  was  signed.  In  view  of  the  scarcity 
of  goods  the  wholesale  house  has  been  reluctant 
to  take  on  any  new  connection  but  one  which 


has  been  signed  up  is  the  Pilgrim  Talking  Ma- 
chine Co.  in  Cambridge  street,  Cambridge.  Ed- 
ward Lanigan,  one  of  the  employes  of  the  Co- 
lumbia who  was  with  the  K.  of  C.  at  Camp 
Devens,  Ayer,  has  lately  been  transferred  to 
Camp  Mead,  Virginia.  C.  E.  Sheppard,  of  the 
field  force  of  the  house,  spent  Thanksgiving 
with  relatives  in  Philadelphia. 

To  Exploit  the  OkeH  Records 
George  J.  Krumscheid,  lately  with  Herbert  L. 
Royer,  where  he  was  active  in  pushing  the 
Cheney  proposition,  and  C.  R.  Johnson,  former- 
ly with  the  Brunswick,  have  associated  them- 
selves with  Richard  M.  Nelson,  local  manager 
of  the  Electric  Supply  &  Equipment  Co.,  of 
Hartford,  Conn.,  and  will  travel  through  Maine, 
New  Hampshire  and  Vermont  in  the  interests 
of  the  OkeH  records  and  the  Vocalstyle  rolls. 
The  Electric  Supply  &  Equipment  Co.,  which  is 
the  distributor  for  the  OkeH  records  for  the 
entire  New  England,  has  been  meeting  with 
marked  success  in  placing  this  line,  as  many  as 
150  dealers  now  carrying  these  records,  many  of 
these  same  dealers  also  being  phonograph  enthu- 
siasts. H.  E.  Page,  president  of  the  Electric 
Supply  &  Equipment  Co.,  was  a  recent  visitor  in 
this  city. 

Many  New  Emerson  Dealers  Take  Hold 

H.  L.  Coombs,  since  taking  hold  of  the  local 
offices  of  the  Emerson  Co.,  has  been  able  to  dis- 
tribute a  very  large  number  of  records  and  the 
business  is  growing  fast  in  this  territory.  The 
Iver  Johnson  Sporting  Goods  Co.,  whose  talking 
machine  department  is  managed  by  Arthur  W. 
Chamberlain,  has  just  taken  on  the  Emerson  ten- 
inch  line,  samples  of  which  have  just  arrived  at 
Manager  Coombs'  offices.  Three  new  dealers 
who  have  just  taken  on  the  nine-inch  line  are 
Lionel  Fontaine,  Inc.,  of  Manchester,  N.  H.,  and 
Fred  W.  Gardner  and  Oscar  E.  Messier,  both  of 
Lawrence. 

Columbia  Monthly  Meeting  a  Success 

There  was  a  large  company  of  Columbia 
dealers  at  the  meeting  held  at  the  Columbia's 
wholesale  headquarters  in  Federal  street  the  eve- 
ning of  November  26.  Manager  Fred  E.  Mann 
presided,  and  gave  the  dealers  an  excellent  talk 
bearing  on  business  methods,  and  O.  F.  Benz, 
of  the  general  sales  department,  was  here  from 
New  York  to  enthuse  the  boys  over  the  pro- 
spective lists,  many  of  which  are  sure  to  be 
popular.  Special  interest  centered  in  the  ap- 
pearance of  Charles  W.  Harrison,  one  of  the  Co- 


The  Signing  of  the  Armistice 

While  not  immediately  clearing  up  the  obstacles  to  the  resump- 
tion of  normal  conditions  throughout  the  trade,  does  shed  a  light 
on  the  good  business  that  can  be  expected  in  the  future. 

The  same  hearty  co-operation  that  we  have  extended  in  the 
solution  of  war-time  problems  will  be  continued  in  the  still 
greater  period  of  expansion  that  is  ahead. 

EASTERN  TALKING  MACHINE  CO. 

177  Tremont  Street  BOSTON,  MASS. 

Victor  Distributors 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


23 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  22) 


MANUFACTURERS- 
JOBBERS-DEALERS 


Perfection  Universal  Tone  Arm  and  Reproducer 
No.  6  set  In  position  for  playing  "lateral"  cut 
records. 

Our  PERFECTION  line  of  tone  arms  and  repro- 
ducers are  now  complete  and  are  attachable  as  fol- 
lows: 

No.  3  tone  arm  and  PUR-I-TONE  reproducer  plays 
Victor  and  Columbia  records  on  Edison  Disc  Machines. 

No.  4  tone  arm  and  Nos.  4,  7  and  8  PUR-I-TONE 
reproducers  play  Victor  and  Columbia  records  on 
Edison  Disc  Machines. 

No.  5  tone  arm  with  PUR-I-TONE  reproducer  plays 
all  makes  of  hill  and  dale  records  on  Edison  Disc 
Machines. 

No.  6  UNIVERSAL  tone  arm  and  PUR-I-TONE 
reproducer  plays  ALL  makes  of  records  on  Edison 
Disc  Machines. 

Nos.  3  and  7  PUR-I-TONE  reproducers  are  fitted 
to  Columbia  machines  for  playing  Victor  and  Columbia 
records. 

No.  7  PUR-I-TONE  reproducer  is  fitted  to  Victor 


Perfection  Universal  Tone  Arm  and  Reproducer 
No.  6  set  In  position  for  playing  "hill  and  dale" 
cut  records. 

machines  for  playing  Victor  and  Columbia  records. 

No.  11  PUR-I-TONE  reproducer  plays  all  makes 
.  of  hill  and  dale  records  on  Victor  machines. 

No.  11-A  PUR-I-TONE  reproducer  plays  all  makes 
of  hill  and  dale  records  on  Columbia  machines.  No. 
11  and  11-A  reproducers  are  especially  fitted  to  Victor 
and  Columbia  machines,  and  are  easily  the  finest  built 
in  the  world.  Guaranteed  not  to  blast  on  any  record, 
and  will  reproduce  Edison  Disc  records  with  perfect 
clarity  of  sound,  also  with  excellent  volume  and  reso- 
nance of  sound. 

No.  9  PUR-I-TONE  Reproducers  fitted  to  Bruns- 
wick machines  that  have  tone  arms  with  detachable 
reproducers. 

First-class  high-grade  product,  finely  plated  and 
carefully  assembled,  making  this  line  the  leading 
phonograph  accessory  line  of  the  world. 


Phonograph  dealers  write  us  from  all  over  the  country,  saying  that  they  have 
tried  all  makes  of  reproducers,  and  are  greatly  bothered  with  various  makes 
of  reproducers  blasting.     Particularly,  on  high   pitched  soprano  records. 

FLEXI-TONE  and  PUR-I-TONE  reproducers  do  not  blast. 


Send  for  a  sample  and  you  will  find  this  statement  to  be  a  fact. 

Manufactured  by 

New  England  Talking  Machine  Co. 

The  Largest  Manufacturers  of  Phonograph  Accessories  in  the  World 

16-18  BEACH  STREET  BOSTON,  MASS. 

Pacific  Coast  Distributor  :  WALTER  S.  GRAY 
Chronicle  Building,  San  Francisco,  Cal. 

Write  for  prices  and  information  as  to  how  these  accessories  are  attached  and  used  on  the  leading 

makes  of  phonographs 


Send  for  Descriptive  Circular 

J^ssfrjrjr/  Demonstration  Booths 
— and  Record  Cases 

ii  a,  f  IN  STOCK  OR  TO  ORDER  * 

i  ii  ii  iii^  /'  g^r 

PROOF"^  FRANK  B.  CURRY 

—       ^  19  Wareham  St.  Boston,  Mass. 


lumbia  artists  who  sang  a  number  of  the  se- 
lections put  out  by  the  company.  Looked  at 
from  every  angle  the  meeting  was  productive  of 
great  good  for  both  the  Columbia  and  its  many 
dealers,  who  are  fed  through  Manager  Mann's 
department.  Mr.  Mann,  by  the  bye,  had  the 
honor  that  same  day  of  meeting  Major-General 
Clarence  R.  Edwards,  who  led  the  gallant  Twen- 
ty-sixth Division  across  in  France,  and  for 
whom  there  was  a  luncheon  given  that  same 
noon  at  the  Boston  City  Club,  of  which  Mr. 
Mann  is  a  member. 

Will  Get  Back  Into  the  Fold 

F.  H.  Walter,  who  lately  was  with  the  Bruns- 
wick line  has  been  heard  from  at  the  Pelham 
Naval  Station,  whither  he  went  several  weeks 
ago.  From  a  letter  The  World  correspondent 
received  from  him  it  is  evident  that  it  will  not 
be  long  before  the  camp  breaks  up  and  already 
he  is  laying  plans  for  getting  back  into  the 
game,  preferably  in  the  wholesale  end  of  the 
talking  machine  business.  Mr.  Walter  made 
quite  a  success  with  the  Brunswick  proposition 
while  in  this  territory. 
Joins  the  Chickering  Talking  Machine  Dept. 

Manager  Ralph  W.  Longfellow,  of  the  Victor 
and  Edison  department  of  Chickering  &  Sons, 
is  putting  in  some  hard  work  these  days,  but  is 
handicapped  through  the  difficulty  of  getting 
adequate  help  for  his  warerooms.  The  latest 
acquisition  to  his  staff  is  Miss  E.  D.  Wynott, 
who  formerly  was  with  the  Rosen  shop  in 
School  street.  Mr.  Longfellow  reports  that 
there  is  a  good  call  for  both  machines  and  rec- 
ords. 

Report  a  Large  Volume  of  Business 
The  Victor  department  of  the  Oliver  Ditson 
Co.  has  been  having  a  splendid  business,  and 
Manager  Henry  Winkelman  seems  able  by  tact 
and  unfailing  good  nature  to  satisfy  the  trade. 
Now  that  the  epidemic  is  over  the  retail  depart- 
ment is  the  focal  point  of  lovers  of  Victrola 
music. 

Hearty  Welcome  for  John  Alsen 

George  Lincoln  Parker  and  his  staff  are  look- 
ing forward  expectantly  to  the  return  of  John 
Alsen,  who  has  been  in  France  since  a  year  ago 
last  September.  It  will  be  recalled  that  Alsen 
was  wounded  several  months  ago  and  for  some 
time  was  in  a  base  hospital,  but  at  last  accounts 


was  making  good  recovery  and  was  expecting 
to  get  back  to  the  front.  Alsen  is  the  manager 
of  the  Edison  and  Victor  department  in  Mr. 
Parker's  establishment. 

Some  Steinert  Changes 
News    from   the   Victor    department   of  M. 


Steinert  &  Sons  Co.  include  the  fact  that  Russell 
L.  Steinert,  the  general  manager  of  the  house, 
who  left  for  Washington  several  weeks  ago  to 
engage  in  aircraft  construction,  has  received  his 
commission  as  second  lieutenant.  Robert  Stein- 
(Coniinued  on  page  24) 


 Oldest  and  Largest 

Manufacturers  of  Talking 
Machine  Needles  in  the 

World — There  are  several  reasons 
W.  H.  BAGSHAW  CO.,  Lowell,  Mass. 


24 


THE   TALKING   MACHINE  WORLD 


December  IS,  1918 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND  (Continued  from  page  23)       "THE  PEPTIMIST"  FOR  NOVEMBER 


ert,  the  younger  brother,  who  has  transferred 
his  office  from  the  Arch  street  store,  which  is 
the  Victor  headquarters,  is  taking  up  Russell 
Steinert's  duties.  In  Russell  Steinert's  place  is 
Kenneth  E.  Reed,  who  as  manager  of  the  whole- 
sale department  reports  that,  owing  to  inabil- 
ity to  procure  the  popular-priced  instruments, 
the  retail  staff  is  devoting  its  energies  and  suc- 
cess to  the  higher-priced  lines. 

Joins  Forces  With  H.  L.  Royer 

Clinton  W.  Royer  has  entered  the  employ  of 
his  brother,  Herbert  L.  Royer,  and  will  push 
the  Cheney  proposition  for  all  it  is  worth  in  this 
territory.  C.  F.  Wing,  of  New  Bedford,  is  the 
latest  house  to  be  signed  up  for  the  Cheney. 
Attractive  Harvey  Window  for  Christmas 

An  enormous  Santa  Claus  dressed  in  red  fills 
the  rear  of  the  window  of  the  C.  C.  Harvey  Co., 
and  as  suggestions  for  Christmas  gifts  are  some 
handsome  models  of  Edison  and  Victor  ma- 
chines, together  with  collections  of  records. 
The  window  decoration  is  the  work  of  Vesper 
L.  George,  the  well-known  artist. 

Congratulations  for  D.  A.  Ingalls 

Traveling  Associate  D.  A.  Ingalls,  who  covers 
Vermont  for  the  Columbia  Co.,  and  who  occa- 
sionally gets  to  this  city,  is  receiving  the  con- 
gratulations of  his  many  friends.  He  is  the 
father  of  a  son,  born  on  October  24,  and  the 
youngster  is  doing  nicely. 

New  England  T.  M.  Co.  Expansion 

Finishing  touches  are  being  placed  by  a  force 
of  carpenters  and  painters  on  the  new  quarters 
to  be  occupied  by  the  assembling  department  of 
the  New  England  Talking  Machine  Co.  This 
is  in  addition  to  the  already  large  quarters 
occupied  by  this  firm  at  16-18  Beach  street. 
The  steadily  and  fast  increasing  popularity  of 
the  "Perfection"  line  of  reproducers  and  ball 
bearing  tone  arms  has  made  this  enlargement  an 
absolute  necessity. 

"October  has  been  a  record  month,"  reports 
President  Chas.  P.  Trundy.  "It  has  eclipsed  all 
monthly  records  for  four  and  one-half  years." 


A  PROGRESSIVE  NEW  ENGLANDER 

Columbia  Grafonola  Being  Featured  in  Spring- 
field, Mass.,  by  Frank  Yahn 


Many  Interesting  Articles  in  This  Publication 
Covering  Varied  Columbia  Activities 


Springfield,  Mass.,  December  6. — Frank  Yahn, 
who  conducts  the  talking  machine  department 
of  Poole's  Court  Square  store  in  this  city,  has 
been  carrying  some  very  attractive  announce- 
ments in  the  illustrated  sections  of  the  local 
papers  in  which  he  has  been  featuring  the  Co- 
lumbia Grafonola  art  designs  to  very  excellent 
advantage.  Mr.  Yahn  is  an  old-time  talking 
machine  man,  having  been  connected  with  the 
Columbia  store  in  this  city.  When  that  business 
was  closed  he  organized  the  talking  machine  de- 
partment of  Albert  Steiger's  Holyoke  store, 
where  he  first  developed  the  "Frank  Yahn 
Service"  idea  for  the  sale  of  talking  machines 
in  department  stores,  a  business  of  which  Mr. 
Yahn  is  the  owner  and  manager.  A  depart- 
ment was  opened  in  the  new  Steiger-Cox  store 
in  Fall  River  in  September,  1917,  followed  soon 
by  a  similar  department  in  the  Court  Square 
store  in  Springfield,  and  a  third  department  was 
opened  last  November  in  the  Steiger-Dudgeon 
store  in  New  Bedford. 


EXPANDING  HIS  PLANT 

Boston,  Mass.,  December  4. — Frank  B.  Curry, 
manufacturer  of  the  "Curry"  soundproof  dem- 
onstration booths  and  store  fixtures  of  19  Ware- 
ham-  street,  this  city,  reports  an  increasing  num- 
ber of  installations.  The  steadily  increasing 
business  has  made  it  necessary  for  Mr.  Curry 
to  make  plans  for  an  early  extension  of  his  plant. 
The  Curry  booths  are  giving  satisfaction  in 
some  of  the  foremost  and  most  attractive  talking 
machine  shops  in  this  country. 


The  November  issue  of  "The  Peptimist,"  the 
snappy  house  organ  published  monthly  by  the 
Columbia  Co.  for  and  about  Columbia  men. 
contains  many  interesting  articles  regarding  the 
activities  of  the  members  of  the  Columbia  sales 
staff  in  different  parts  of  the  country.  This 
house  organ  is  meeting  with  remarkable  suc- 
cess, and  every  Columbia  salesman  awaits  with 
interest  the  receipt  of  each  issue. 

On  the  back  cover  of  the  November  issue  of 
"The  Peptimist"  there  are  reproduced  various 
sections  of  the  Columbia  dealer  service  window 
displays  that  emphasize  the  timeliness  and  ef- 
fectiveness of  this  service.  It  is  suggested  that 
Columbia  salesmen  call  the  attention  of  their 
dealers  to  the  value  of  these  displays,  which  can 
be  utilized  to  splendid  advantage  in  developing 
record  business. 

On  another  page  of  the  November  issue  there 
is  visualized  the  tremendous  scope  of  Colum- 
bia national  advertising  by  means  of  a  composite 
illustration  of  the  large  number  of  magazines 
that  carry  the  Columbia  message  to  the  public. 
The  circulation  of  these  magazines  is  enormous, 
and  this  illustration  emphasizes  the  dealer  co- 
operation that  is  represented  in  this  publicity. 


NATIONAL  TOY  CO.'S  NEW  QUARTERS 

Boston,  Mass.,  December  1—  The  National  Toy 
Co.,  of  this  city,  manufacturers  of  toys  and  spe- 
cialties for  the  talking  machine  trade,  have  re- 
moved to  larger  quarters  at  167  Oliver  street. 
Ragtime  Rastus,  the  Boxers  and  Uncle  Sam  and 
Kaiser  Bill  are  three  novelties  in  their  line  that 
have  received  nation-wide  reputation. 


Bailey's  music  store,  Burlington,  Vt.,  has  en- 
larged its  Victor  and  Edison  departments,  in- 
creasing its  stock  of  machines  and  records  to 
meet  growing  demands. 


Trade  building,  like  house  building,  depends 
just  as  much  upon  the  mortar  as  upon  the 
bricks.  Good  merchandising  demands  skill  in 
placing  the  cementing  material. 


The  Duo-Tone 


(LASTS  A  LIFETIME) 

Equipped  with  tungsten  needles 
Each  needle  plays  100  to  300  records 


Soft 


without 


Loud 

changing 
Needle 


"Cranks  on  Tone" 


Say 


The  De  Luxe  Stylus 


Loud  or  Soft 


Is  the  best  semi-permanent  Needle  on  the  Market 

With  reasonable  care  it  plays  100  to  300  Records 


Does  not  Scratch  or  Hiss.    30c  per  package  of  three 


DEALERS:  It  might  not  be  any  bother  for  you  or  your  salespeople  to 
change  needles,  possibly  because  you  are  accustomed  to  it  by  changing  them 
day  after  day  and  week  after  week,  but  have  you  ever  taken  into  consideration 
the  wants  of  your  customers,  who  possibly  only  play  their  instrument  an  hour 
or  two  an  evening  one  or  two  evenings  a  week? 

To  your  customers  the  changing  of  needles  is  a  bother  and  many  of  them 
have  so  informed  you. 

The  Duo-Tone  eliminates  this  bother  and  a  record  can  be  played  loud  or 
soft  without  releasing  thumb  screw  and  shifting  needles. 


Your  discount  is  40 ' 


The  secret  of  their  success  is 

PERFECT  POINTS 

Sold  and  indorsed  by  many  of  the  Big  Jobbers  and  Dealers 

Your  discounts  on  the  De  Luxe  are  30  and  10",, 

With  your  initial  order  for  12  Duo-Tones  and  50  packages  of  De  Luxe 
Needles  we  furnish  besides  descriptive  circulars  for  your  mailing  list  an 
attractive  Counter  Display  Stand  or  Silent  Salesman,  containing  the 
Duo-Tones  and  De  Luxe  needles  properly  displayed. 


Pacific  Coast 

WALTER  S.  GRAY,  508  Chronicle  Bldg. 
San  Francisco,  Cal. 


Southern 


PHILLIPS  &  CREW  PIANO  CO. 
Atlanta,  Ga. 


THE  STARR  PIANO  CO. 
Birmingham,  Ala. 


Samples  and  circulars  sent  on  request 
REPRESENTATIVES : 

Middle  West 

3.  W.  JENKINS'  SONS  MUSIC  CO. 
Kansas  City,  Mo. 

THE  STARR  PIANO  CO. 
Richmond,  Ind. 

THE  W.  H.  BUESCHER  &  SONS  CO. 
Cleveland,  O. 

THE  WHITNEY  CURRIER  CO. 
Toledo,  O. 


New  England 
M.  STEINERT  &  SONS  CO.,  Boston,  Mass. 
OLIVER  DITSON  CO.,  Boston,  Mass. 
J.  SAMUELS  &  BROS.,  INC.,  Providence,  R.  I. 

Others 

THE  STARR  PIANO  CO. 
11  East  37th  Street 
New  York,  N.  Y. 
THE   STANDARD  TALKING  MACHINE  CO. 
Pittsburgh,  Pa. 


PLACE  A  TRIAL  ORDER  NOW  WITH  YOUR  JOBBER  OR  MAIL  IT  TO  US 

The  Duo-Tone  Company,  Ansonia,  Conn. 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


25 


*6 


CiEWIE 

FP1IITI1E '  CdDIlPMy 

]420  CARROLL  AVENUE 

CHICAGO,  ILLINOIS 

ESTABLISHED  1885 


,'PS  H 


Consider  the  Windsor 

WHEN  you  are  making  your  plans  for  next 
year,  bear  in  mind  that  all  the  Wind- 
sor designs  are  patented  and  don't  include  in- 
fringements in  your  line. 

The  Windsor  cabinets  are  the  result  of  our 
thirty  years'  experience  in  making  art  furniture 
of  the  highest  quality.  The  Windsor  Phono- 
graph is  a  perfect  musical  instrument,  designed, 
built,  and  finished  by  experts,  for  people  of  dis- 
criminating taste,  who  want  something  more 
than  a  mere  talking  machine. 

Retail  Prices  range  from  $80  to  $800. 
Write  for  a  Catalogue. 

Windsor  Furniture  Company 

1420  CARROLL  AVENUE  CHICAGO,  ILL. 


honognaph 


&  SOS  ^  ^  v* 


32 


LIST  OF  THE  WINDSOR 

PHONOGRAPH  CABINET  PATENTS 

48122 

50478 

50481  50484 

49054 

50479 

50482  1279743 

4Q055 

50480 

50483 

26 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


Not  too  late  to  change  that  window  trim 
again  before  Christmas.  Make  your  win- 
dows work  overtime  from  now  until  the 
25th. 


Columbia  Graphophone  Co. 

NEW  YORK 


NASHVILLE  A  BUSY  TRADE  CENTER     SOSS  FACTORY  NEARLY  COMPLETE    TRADE  CONDITIONS  IN  CHATTANOOGA 


Bond's  Graphophone  Shop  Tells  of  Expansion — 
Houck  Co.  Doing  Well  With  Victrola— Urban 
Prosperity  Helps  Industry  Generally 


Nashville,  Tenn.,  December  6. — Bond's  Grapho- 
phone Shop,  38  Arcade,  this  city,  E.  E.  Hyde 
manager,  reports  that  their  1917  business  is 
three  times  larger  than  during  1918.  Mr.  Hyde 
says  that  the  first  half  of  November  was  larger 
than  all  November  last  year  and  that  the  month 
was  the  best  this  year.  His  record  business  is 
exceedingly  fine,  and  he  is  selling  all  goods 
as  rapidly  as  they  can  be  received,  unpacked 
and  placed  on  display.  Their  Grafonola  sales 
have  increased  phenomenally,  and  a  considerable 
■part  of  this  business  is  undoubtedly  due  to  the 
fact  that  the  big  powder  plant  near  Nashville, 
employing  at  one  time  40,000  men  and  women, 
has  turned  loose  a  world  of  money  in  Nashville. 
At  the  same  time  all  classes  of  people  seem 
to  have  more  money  to  spend  than  ever  before 
and  the  talking  machine  dealer  has  profited 
thereby.  Mr.  Hyde  is  very  optimistic  for  the 
future,  and  is  planning  some  big  things  for  the 
year  1919. 

The  O.  K.  Houck  Piano  Co.,  Victor  jobbers 
and  retailers,  have  been  and  are  doing  a  most  sat- 
isfactory business.  The  Houck  Co.  are  Victrola 
specialists  and  are  so  well  known,  well  equipped 
and  managed,  and  keep  at  all  times  such  a  com- 
plete stock  of  Victrolas  and  Victor  records  that 
their  business  is  always  good. 

H.  Brown  &  Co.,  dealers  in  the  Grafonola 
exclusively,  have  been  and  are  doing  a  large 
and  satisfactory  volume  of  business.  Herman 
Stelzer,  firm  member  and  who  has  the  depart- 
ment under  his  immediate  jurisdiction,  is  pleased 
with  the  way  things  are  going,  and  is  replen- 
ishing his  stock  to  the  limit  of  the  jobber's  abil- 
ity to  supply,  in  anticipation  of  a  record  holiday 
trade. 

The  high  price  of  tobacco  which  is  raised  in 
considerable  volume  around  Nashville,  the  fine 
prices  for  mules,  hogs,  cattle,  poultry,  cereals 
and  all  other  crops  and  the  universal  employ- 
ment of  everyone  who  wants  to  work  at  good 
wages  have  contributed  to  the  general  prosperity 
of  this  city  and  throughout  Middle  Tennessee 
generally. 

Nashville  is  to  be  congratulated  on  the  mag- 
nificent parade  here  on  Monday,  November  11, 
Peace  Day.  It  was  equal  in  volume  and  in  at- 
tractiveness to  anything  that  your  correspond- 
ent has  seen  for  a  long  time.  The  city  and 
district  far  exceeded  their  quota  in  the  War 
Work  Campaign  for  The  Red  Cross  and  allied 
causes,  and  much  of  the  success  is  due  to  Ver- 
non Tupper,  chairman  of  all  committees  to  raise 
funds. 


GERMA1NE  SUCCEEDS  FOSTER 

Albert  St.  Germaine  has  succeeded  I.  W.  Fos- 
ter as  the  traveling  representative  of  the  Mon- 
tana Phonograph  Co.,  Edison  jobber  of  Helena, 
Mont.  .  - 


Soss  Mfg.  Co.  Preparing  for  Post-War  Activity 
— New  Plant  Will  Have  Every  Modern  Fa- 
cility for  Making  Soss  Invisible  Hinges  and 
Die  Castings  for  Player  Actions  and  Talkers 


Templeman  Co.  Doing  Best  Business  in  History 
— Sterchi  Bros.  Tell  of  Good  Prospects  in  All 
Their  Stores — All  Retailers  Optimistic 


Preparations  for  post-war  activities  are  being 
made  by  the  Soss  Mfg.  Co.,  435  Atlantic  avenue, 
Brooklyn,  who  are  now  erecting  a  new  factory 
at  Grand  avenue  and  Bergen  street,  Brooklyn. 
The  building,  which  is  three  stories  in  height,  of 
brick  and  concrete  construction,  comprising 
20,000  square  feet,  is  being  built  under  the  super- 
vision of  Joseph  Soss,  head  of  the  company,  who 
for  many  years  was  one  of  the  leading  builders 
of  the  State  of  Montana. 

The  first  floor  will  be  equipped  with  fifty  va- 
rious kinds  of  stamping  presses,  while  the 
second  floor  will  be  devoted  to  the  tool  and  die 
casting  department,  as  well  as  plating,  finishing, 
packing  and  shipping.  On  the  third  floor  will 
be  located  the  die  casting  department".  The 
cleaning  and  assembling  departments  will  also 
be  located  on  this  floor.  The  company  is  also 
erecting  directly  next  to  the  factory  a  thoroughly 
modern  garage  in  which  three  auto  trucks  will 
be  kept. 

With  the  new  equipment  at  its  disposal,  which 
it  is  hoped  will  be  immediately  after  the  first 
of  the  new  year,  the  company  will  be  in  a  posi- 
tion to  take  care  of  a  greatly  increased  volume 
of  business. 

For  many  years  the  company  has  been  well 
known,  owing  to  its  manufacturing  the  Soss 
invisible  hinges,  which  are  universally  used  on 
pianos,  player-pianos  and  talking  machines.  In 
the  last  few  years  a  die  casting  department  has 
been  developed,  as  well  as  a  splendid  business 
in  this  line  for  the  die  casting  of  metal  parts 
for  player  actions  and  talking  machines,  as  well 
as  those  for  other  commodities.  The  new  fac- 
tory will  be  thoroughly  modern  in  every  re- 
spect, and  has  been  planned  so  that  the  proc- 
esses of  manufacture  will  be  done  in  a  most 
progressive  manner. 


Chattanooga,  Tenn.,  December  9. — The  Tem- 
pleman Piano  Co.,  this  city,  Miss  Edna  Burch-  ■ 
field,  manager  of  the  Grafonola  department,  are 
doing  the  best  business  in  their  history  in 
talking  machines  and  recordsv  The  cantonment 
at  Chickamauga  Park  near  here  has  contributed 
considerably  to  the  volume  of  business,  espe- 
cially in  records.  Miss  Burchfield  says  that  they 
are  selling  phonographs  as  fast  as  they  can  get 
them,  and  expect  the  largest  holiday  business 
in  their  history.  Their  store,  fully  stocked 
with  all  types  of  Grafonolas  and  records,  is  on 
Market  street,  the  principal  shopping  center  in 
Chattanooga,  and  they  are  active  and  wide- 
awake in  the  conduct  of  their  Grafonola  depart- 
ment. 

Sterchi  Bros.'  Furniture  Co.,  which  firm  con- 
duct a  chain  of  stores  in  Tennessee  and 
Georgia,  and  handle  locally  the  Grafonola  and 
the  Edison,  Mr.  Johnson,  manager,  of  the  talk- 
ing machine  department,  have  just  closed  a  most 
satisfactory  month.  Mr.  Johnson  says  that  in 
general,  considering  volume  of  sales,  cash  sales, 
monthly  terms  and  cash  business  on  both  phono- 
graphs and  records,  his  department  is  doing 
finely,  and  with  the  hope  that  in  the  near  future 
the  difficulty  in  getting  stock  will  be  materially 
lessened,  he  expects  some  really  big  things  for 
the  future. 

The  Stulce-Yarnell  Furniture  Co.,  Columbia 
dealers,  exclusively,  have  been  doing  for  some 
months  past,  so  Mr.  Stulce,  the  senior  member 
of  the  firm,  says,  a  highly  satisfactory  business. 
Mr.  Stulce  is  enthusiastic  over  the  outlook  and 
is  preparing  for  a  record  December  trade,  and 
is  even  now  laying  his  plans  for  1919. 

Rhodes-Mahoney  Co.,  who  have  the  Victrola 
and  the  Brunswick  lines,  are  enjoying  a  well- 
balanced  and  satisfactory  volume  of  business. 
They  expect  a  prosperous  holiday  trade. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Automatic 
Stop  on  the  market.  They  give  excellent 
service,  are  easily  installed  and  are  absolutely 
guaranteed. 


Send  SO  cents  for  Sample  Stop 


KIRKMAN  ENGINEERING  CORPORATION,  237  Lafayette  St.,  New  York 


The  Talking  Machine  World,  New  York,  December  15,  1918 

h 


VICTORY  MUSIC 


WILL  WELCOME  "THE  BOYS 


99 


ORDER  A  FRESH  STOCK  OF  "SMILES'  AND  THESE  OTHER  BIG  HITS 


1101— SMILES,  Slow  Fox  Trot. 
Djer  Kiss,  Waltz. 

1074— OH,  HOW  I  HATE  TO  GET  UP  IN  THE 
MORNING. 

Good  Morning,  Mr.  Zip,  Zip,  Zip. 

1072— I'M  SORRY  I  MADE  YOU  CRY. 

I  Hate  to  Lose  You. 

1107— TELL  THAT  TO  THE  MARINES,  Irving 
Kaufman. 
Ring  Out,  Liberty  Bell,  Sterling  Trio. 

1096— EVERYTHING  IS  PEACHES  DOWN  IN 
GEORGIA,  Collins  and  Harlan. 
Lovin',  Ada  Jones. 

1110— MY  BELGIAN  ROSE,  Henry  Burr. 

Dreaming  of  Home,  Sweet  Home,  Miriam 
Fink. 

lO  Inch  Double  Discs 


1086 — SMILES,    Vocal    Duet,    Ruth    Lenox  and 
Franklin  Kent. 
Since  I  Met  Wonderful  You,  Sam  Ash. 

1073— WHEN  YOU  COME  BACK,  Sterling  Trio. 
Hearts  of  the  World,  Chas.  Hart. 

1108 — OH,  HOW  I  WISH  I  COULD  SLEEP  UN- 
TIL MY  DADDY  COMES  HOME,  Henry 
Burr. 

What  a  Wonderful  Message   from  Home, 
Henry  Burr. 

1099— THE  MISSOURI  WALTZ. 

I'm  Gonna  Pin  a  Medal  on  the  Girl  I  Left 
Behind,  Fox  Trot. 

1106—1  AIN'T  GOT  WEARY  YET,  Arthur  Fields. 
K-K-K-Katy,  John  McDermott. 

1112— DEAR  OLD  PAL  OF  MINE,  George  Lam 
bert. 

I'm  Gonna  Pin  a  Medal  on  the  Girl  I  Left 
Behind,  Harry  Ellis. 


Immediate  Delivery 


Otto  Heineman  Phonograph  Supply  Co.,  Inc. 


25  West  45th  St.,  New  York 


December  IS,  1918 


THE    TALKING   MACHINE  WORLD 


27 


WHO  WAS  PLAYING  HOOKEY  WHEN  WAR  WAS  TEACHING? 

The  Fellow  Who  Wasn't  Paying  Attention  to  the  Lesson  Has  Been  Wasting  His  Tuition  Fee  and 
Will  Be  Sorry  When  He  Grows  Up  and  Finds  the  Good  Students  'Way  Ahead 


Jed  was  sitting  at  his  desk  pondering  deeply 
over  the  events  of  the  night  before  and  it  was 
not  a  grand  and  glorious  feeling.  Some  days 
previously  he  celebrated  mildly  on  the  strength 
of  the  false  report  of  peace.  Then  when  the 
real  news  came  he  grabbed  the  spare  change 
out  of  the  till,  put  the  bars  up  against  the  shop 
door  and  proceeded  to  show  just  how  sorry 
he  was  that  Kaiser  Bill  had  yelled  "kamerad." 

As  he  sat  there,  a  rather  confused  mental 
motion  picture  passed  in  front  of  his  mind,  the 
last  scene  of  which  showed  him  calling  a  big 
policeman  "dearie"  and  battling  hard  to  pass  a 
night  stick  barrier  in  order  to  kiss  the  minion 
of  the  law  fondly  on  the  cheek.  Jed  had  not 
even  shifted  his  seat  on  the  water  wagon  for 
a  decade  or  more,  and  he  had  simply  cele- 
brated like  he  handled  his  talking  machine  busi- 
ness. The  results  from  a  general  standpoint 
were  successful.  Hence  the  headache  and  that 
"never  again"  feeling. 

When  the  mental  moving  picture  had  ended, 
however,  Jed  didn't  sit  waiting  to  see  the  next 
feature,  but  started  to  take  stock.  The  war 
was  over,  or  practically  so,  business  was  in  a 
comparatively  short  time  going  to  return  to  a 
normal  peacetime  basis,  and  there  he  was  with 
a  depleted  stock,  but  a  surplus  of  good  ideas. 
Now  was  the  time  to  figure  on  the  next  move. 

Jed  looked  at  his  bank  book,  and  it  was  in 
pretty  good  shape.  He  looked  at  his  bills  re- 
ceivable and  his  list  of  outstanding  instalment 
paper,  and  they  both  represented  a  negligible 
quantity,  because  he  had  been  selling  for  cash 
and  discounting  his  bills.  Then  he  looked  at 
his  stock,  and  ye  gods  what  vacancies.  "Well," 
said  Jed,  "when  I  seem  to  be  doing  fine  they 
sic  the  war  on  me.  They  cut  down  my  stock, 
soak  me  with  taxes,  and  boost  my  cost  of  liv- 
ing, but  I'm  still  doing  business  at  the  same  old 
stand.     If  I  can  stick  to  the  ship  and  come 


out  clean  with  a  bankroll  to  boot,  with  all  the 
cards  stacked  against  me,  what  can't  I  do  when 
I  get  a  chance  at  an  even  break!    Oh,  boy. 

"I  didn't  know  what  selling  was  until  the 
factories,  through  necessity,  began  to  give  me 
explanations  instead  of  goods.  When  my, pop-" 
ular  stuff  got  low  I  just  naturally  had  to  go 
out  and  sell  what  I  had  or  stop  eating,  and  I 
love  to  eat.  Why,  man,  I  learned  more  about 
my  stock  of  goods  in  the  last  year  than  I  knew 
after  twelve  years  in  the  game.  There  were  rec- 
ords I  forgot  I  had  that  I  dug  up  and  praised 
so  loudly  I  was  almost  tempted  to  keep  them 
myself  and  refuse  to  sell  them.  I  had  to  dig 
out  records  that  hadn't  seen  the  light  of  day  in 
four  years,  and  urge  customers  to  buy  them 
quick,  because  they  were  so  popular  that  they 
couldn't  be  supplied  fast  enough. 

"I  proved  to  people  who  came  in  to 
spend  a  hundred  or  a  hundred  and  a  quarter, 
and  who  ordinarily  would  have  gone  out  with 
just  the  machine  they  came  in  to  buy,  that  in 
matters  musical  they  were  awful  pikers,  and 
what  they  wanted  to  do  was  to  tack  on  a  hun- 
dred more  and  get  the  real  machine  that  I  had 
been  saving  for  them.  I  boasted  this  artistic 
stuff  until  I  got  so  I  believed  it  myself.  They 
tell  us  down  in  Greenwich  Village  when  a  short- 
haired  Jane  writes  a  crazy  poem  that  she  got 
the  'urge.'  Well,  boy,  I  got  the  'urge'  to  sell 
the  goods  that  I  had;  to  sell  them  for  cash, 
because  I  needed  the  money,  and  talked  my 
head  off  not  only  to  keep  the  customer  from 
going  out  of  the  store  clean,  but  to  sell  him 
about  twice  as  much  as  he  came  in  to  buy. 

"The  old  days  of  waiting  for  the  victim  to 
blow  in  after  he  had  read  the  ads  for  a  year 
or  so,  and  then  just  take  enough  time  off  to 
wrap  up  all  he  insisted  on  buying,  are  gone,  so 
far  as  little  Jed  is  concerned.  When  I  get 
some  more  goods  at  the  rate  I  used  to  get 


them  before  the  war  I  will  raise  more  dust 
than  a  wagon  train  on  the  Painted  Desert.  I'm 
going  to  sell  some  of  the  stuff  I  got.  After 
putting  out  the  records  I  had  on  my  shelves 
when  the  bad  news  broke,  and  making  a  living 
on  them,  you  are  going  to  see  me  clean  up 
some  real  money  when  the  limit  is  taken  off. 
These  dollar-down-and-a-dollar-a-week  babies 
don't  appeal  to  me  at  all  any  more.  I'm  not 
asking  a  fortune  for  the  goods  I  sell.  In  fact, 
compared  with  the  prices  of  many  other  musical 
instruments,  all  I  request  is  a  little  bit  of  small 
change,  and  I'm  going  to  get  that  small  change 
all  at  once,  or  in  mighty  big  lots. 

"The  last  year  has  been  a  liberal  education 
to  me — an  education  that  has  cost  me  money. 
I  can  see  myself  some  months  ago  looking 
over  my  instalment  paper  and  trying  to  kid 
myself  into  the  belief  that  the  landlord  would 
take  it  for  the  rent.  Then  I  had  to  learn  how 
to  collect  on  that  paper.  Now  I'm  going  to 
collect  at  the  start.    It  saves  trouble. 

"Some  of  the  guys  in  my  territory  will  begin 
to  ease  up  now.  They  are  going  to  be  so 
anxious  to  sell  stuff  that  they  will  give  the  cus- 
tomer all  the  edge  he  wants.  They  are  going 
to  get  back  to  the  old  system  of  letting  the 
manufacturers  advertise  to  bring  the  customers 
to  the  store,  and  then  let  the  customers  sell 
themselves.  Meanwhile,  I'm  going  to  sell  some 
stuff.  I'm  going  to  get  money  for  it.  Then 
I'm  going  to  tuck  away  a  little  bankroll  to 
buy  out  some  of  these  birds  when  they  hit  the 
skids.  I've  graduated  from  one  war  and  I  don't 
want  to  go  back  to  the  same  school." 


WEQMAN  CO.  INCORPORATED 

The  Wegman  Talking  Machine  Co.,  of  Roches- 
ter, N.  Y.,  has  been  incorporated  for  the  purpose 
of  engaging  in  a  general  talking  machine  busi- 
ness by  Harry  M.  and  Edward  E.  Wegman. 


The  best  thing  for  anyone  to  say  who  has 
nothing  to  say  is  to  say  nothing  whatever  and 
then  stick  to  it. 


NEW 
MODEL  "B" 
DUSTOFF 

Record 
Cleanser 

Beautifully  made  and 
finished. 

A  Money  and  Trade- 
Maker  for  every  Talk- 
ing Machine  Dealer. 


Keep/"  the  t?ne  bf  the 
IfccordPure^CCeai^  ' 

ft  >/ecGwit.y 
"to  att 
cjwnerio^ 
Ijeconfy 


Tforouchltj  removes  \\q 
<D  dust  jrom  \hn 

rooiW 


Now  Ready 
for 
Immediate 
Delivery 

Write  for 
Sample 

Name 
Your  Jobber 


Jobbers  and  Distributors  Now  Handling  "DUSTOFFS" 


Atlanta,    Ga  Elyea-Austell  Co. 

Austin,  Tex  The  Talking  Machine  Co.  of  Texas 

Baltimore,   Md  Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co. 

Bangor,  Me  Andrews  Music  House  Co. 

Birmingham,   Ala  Talking  Machine  Co. 

Boston,    Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine  Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  New  York   . . .  American  Talking  Machine  Co. 

G.  T.  Williams 

Buffalo.   New   York   W.  D.  &  C.  N.  Andrews 

Burlington,  Vt  American  Phonograph  Co. 

Chicago,  III  Lyon  &  Healy 

Chicago  Talking  Machine  Co. 

Cincinnati,   0  The  Rudolph  Wurlitzer  Co. 

Cleveland,  0  The  Collister  &  Sayle  Co. 

The  Eclipse  Musical  Co. 

Columbus,  0  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The  Hext  Music  Co. 

The  Knight-Campbell  Music  Co. 

Des  Moines,  la  Mickel  Bros.  Co. 

Detroit,   Mich  Grinnell  Bros. 

Elmira,  New  York   Elraira  Arms  Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Houston,   Tex  Thos.  Goggan  &  Bro. 

Indianapolis,  Ind  Stewart  Talking  Machine  Co. 

Jacksonville,   Fla  Florida  Talking  Machine  Co. 


Kansas  City,  Mo. 

Lincoln,  Nebr.   .  . . 
Little  Rock,  Ark. 
Memphis,  Tenn. 


.  J.  W.  Jenkins'  Sons  Music  Co. 
Schmelzer  Arms  Co. 


Houck  Piano  Co. 
Houck  Piano  Co. 


Milwaukee,  Wis  Badger  Talking  Machine  Co. 


Montreal,  Canada 
Newark,  N.  J.  ... 
New  York,  N.  Y.. 


Omaha,  Nebr. 


.Berliner  Gramophone  Co.,  Ltd. 

Price  Talking  Machine  Co. 

Emanuel  Blout 

C.  Bruno  &  Son.  Inc. 

I.  Davega,  Jr.,  Inc. 

Charles  H.  Ditson  &  Co. 

New  York  Talking  Machine  Co. 

Ormes.  Inc. 

Silas  E.  Pearsall  Co. 
.  A.  Hospe  Co. 

Mickel  Bros.  Co. 


The  New  Model  "B"  Dustoff 

is  made  of  a  high  velvet  nap,  which  removes 
every  particle  of  dust  from  the  minute  grooves 
of  the  record— mounted  on  finely  finished  la- 
beled handle  block. 
Packed  one  dozen  in  counter  display  cartons. 


WM.  I.  SCHWAB 

Manufacturer  Minute  Shine  Products 
Providence,  R.  I.,  U.  S.  A. 


pv^'.'i-  Putnam-Page  Co.,  Inc. 

Philadelphia.  Pa  Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe 

Penn  Phonograph  Co..  Inc. 

The  Talking  Machine  Co. 
.      .     _  H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh.   Pa  w.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co..  Ltd. 

Standard  Talking  Machine  Co. 

Portland.    Me  Cressey  &  Allen,  Inc 

Richmond,   Va  W.  D.  Moses  &  Co. 

Rochester,   N.   Y  The  Talking  Machine  Co. 

Salt  Lake  City.  Utah...  The  John  Elliott  Clark  Co. 

San  Antonio.  Tex  Thos.  Goggan  &  Bros. 

St.   Louis,   Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse.  N.  Y  W.  D.  Andrews  Co. 

Toledo,  0  The  Whitney  &  Currier  Co. 

Washington,  D.  C  Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co. 

Bobt.  C.  Rogers  Co. 

San  Francisco,  Cal  Walter  S.  Gray 

Chicago,  III  The  Brunswick-Balke-Collender  Co. 

Aeolian  Co. 

Cincinnati,  0  Alms  &  Doepke  Co. 

Decatur,  III  Bochman  Bros. -Martin  Co. 

Kansas  City.  Mo  Phonograph  Co. 

Richmond,  Va  Craft  Star  Phonograph  Co. 

Boston,   Mass  C.  &  C.  Sales  Co. 


28 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


If  CI  T7V>Q  GRAPHITE  PHONO 
ILJLL  I    J  SPRING  LUBRICANT 

Ilsley's  Lubricant  makes  the  Motor  make  good 

Is  prepared  In  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.    Remains  in  its  original  torm  indefinitely. 
Put  up  in  1 ,  5,  10,  25  and  50-pound  cans  for  dealers. 

This  lubricant  is  also  put  up  in  4-ounce  cans  to  retail  at  25  cents 
each  under  the  trade  name  of 

I?  I  ID  ITIf  A  NOISELESS  TALKING 
JHJIVH.IYM    MACHINE  LUBRICANT 

Write  for  special  proposition  to  jobbers. 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 


WILL  RESUME  THEIR  VISITS 

Three  Members  of  Pearsall  Sales  Staff  Resume 
Calls  on  Trade  in  Metropolitan  Territory 

Victor  dealers  in  Metropolitan  territory  will 
be  glad  to  learn  that  after  the  first  of  the 
year  three  popular  members  of  the  sales  staff 
of  the  Silas  E.  Pearsall  Co.,  New  York,  Vic- 
tor wholesaler,  will  resume  visiting  the  trade 
in  their  former  territories.  These  three  trav- 
elers, all  of  whom  are  popular  in  the  local 
trade,  are  S.  W.  Schoonmaker,  Lieut.  M.  P. 
Fitzpatrick  and  C.  R.  Hutchings. 

During  the  past  few  months  Lieutenant  Fitz- 
patrick has  been  stationed  at  Camp  Green,  N.  C; 
Mr.  Schoonmaker  has  been  filling  an  impor- 
tant post  in  a  nearby  shipbuilding  plant,  and 
Mr.  Hutchings  has  been  a  member  of  the 
Army  Commissary  Department,  stationed  at 
Hoboken.  They  all  "did  their  bit"  to  help 
Uncle  Sam  win  the  war,  and  they  are  now 
ready  to  co-operate  with  and  assist  Victor 
dealers  in  metropolitan  territory  in  making  1919 
a  banner  year. 


25,000  SLACKER  RECORDS  SECURED 

Great  Collection  of  Excellent  Records  Made  for 
Benefit  of  Fighting  Men  in  St.  Louis 

St.  Louis,  Mo.,  December  3.— About  25,000 
slacker  records  were  collected  here  for  the  sol- 
diers in  the  recent  drive.  At  the  Kieselhorst 
Music  Co.,  the  headquarters  of  the  drive,  it  was 
said  that  only  two  records  were  objectionable 
because  they  were  German  and  that  only  twenty- 
five  or  thirty  were  discarded  because  they  were 
too  much  used  for  further  service.  The  morale 
of  the  records,  it  was  stated,  was  excellent.  No 
estimate  was  made  of  the  new  records  received, 
but  a  large  number  came  in  sealed  packages 
from  the  various  stores  that  sell  such  records 
and  a  large  number  of  others  showed  no  evi- 
dence of  use,  if  the  records  had  been  used. 
During  the  drive  a  number  of  the  records  were 
kept  on  display  in  the  Kieselhorst  window  and 
this  proved  quite  an  advertisement. 


The  influence  of  the  "knocker"  is  .growing 
beautifully  less. 


INTRODUCE  NEW  "BUBBLE  BOOK" 

Third  of  This  Series  Is  a  Happy  Combination 
of  Words,  Music  and  Pictorial  Illustrations 


In  line  with  the  different  sales  campaigns 
conducted  by  the  Columbia  Co.'s  educational 


Pages  of  Third  Bubble  Book 


department,  the  success  achieved  by  "The  Bub- 
ble Book"  is  indicative  of  the  thoroughness  of 
this  department's  campaign  and  the  practica- 
bility of  its  co-operation  with  the  dealers. 
While  other  mediums,  such  as  the  Thornton 
Burgess  series  of  Bedtime  Stories  on  Columbia 
records,  have  an  appeal  to  children  between  the 
ages  of  six  and  twelve,  the  "Bubble  Book"  fills 
the  requirements  for  a  medium  that  reaches  the 
children  of  kindergarten  age  or  even  younger. 

The  third  "Bubble  Book"  will  soon  be  placed 
on  the  market  to  meet  the  demand  of  dealers  for 
another  book  in  this  series.  In  this  new  book 
there  is  a  happy  combination  of  words,  music 
and  pictorial  illustrations.  The  jingles  have 
been  revised  by  Ralph  Mayhew  and  Burgess 
Johnson,  and  there  are  Mother  Goose  rhymes 
with  descriptive  records  that  cannot  fail  to  make 
a  favorable  appeal  to  children.  The  illustra- 
tions in  "The  Bubble  Book"  are  by  Rhoda 
Chase,  and  are  filled  with  human  interest,  tell- 
ing at  a  glance  the  story  that  each  record  pre- 
sents. *  . 


TOTAL  OF  7,085  DEALERS 

Now  Selling  the  Brilliantone  Line  of  Talking 
Machine  Needles 


Byron  R.  Forster,  president  of  the  Brillian- 
tone Steel  Needle  Co.,  New  York  City,  in  go- 
ing over  his  sales  statistics  for  the  past  year, 
found  that  Brilliantone  needles  are  sold  not  only 
in  every  State  in  the  Union,  but  in  almost  every 
county  of  every  State,  and  that  a  total  of  7,085 
dealers  are  now  selling  the  Brilliantone  line. 


VALUE  OF  ETERNAL  VIGILANCE 

Ten  Minutes'  Inspection  of  a  Plant  Each  Day 
Will  Decrease  Fire  Loss 


Isn't  your  plant  worth  enough  to  you  to  give 
it  ten  minutes  of  inspection  every  day?  If  every 
business  man,  every  owner  of  a  business  or  prin- 
cipal in'  a  corporation,  gave  ten  minutes  a  day 
to  the  consideration  of  inspection  against  fire 
loss,  how  much  smaller  than  $250,000,000  do  you 
think  our  annual  fire  loss  figures  would  be? 
Would  a  $75,000,000  reduction  be  an  extrava- 
gant guess?  Remember,  a  $10  improvement,  de- 
termined upon  as  a  result  of  one  of  these  in- 
spections by  one  of  these  principals,  might  salve 
a  loss  of  $1,000,000  in  one  fire,  and  a  general 
adoption  of  the  system  very  likely  might  prevent 
several  million-dollar  fires  each  year.  Are  we 
overestimating  the  value  of  eternal  vigilance? 
asks  the  Credit  Man's  Bulletin.  Has  any  man 
ever  overestimated  it? 


The 
Weight 
Rests 
Here 


Fall  Size 
C-16-5 


Perfect  construction  and 
inviting  in  appearance — 
FAULTLESS  Casters 
are  still  more  pleasing  in 
actual  use,  in  moving 
phonographs. 

Their  gentle,  easy  mov- 
ing qualities  are  most 
essential  and  agreeable. 


Send  for  Samples 


"Move 
the 

FAULTLESS 
Way" 


FAULTLESS 
CASTERS 


FAU  LTLE  S  S 
CASTER  COMPANY 

Evansville,  Indiana 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


29 


BUFFALO  LOOKS  FOR  INCREASE  OF  PROSPERITY  IN  1919 

Members  of  the  Talking  Machine  Trade,  Irrespective  of  Line  Handled,  Are  Most  Optimistic  Re- 
garding the  Future — Christmas  Trade  Promises  Well  But  Shortage  of  Machines  Hurts 


Buffalo,  N.  Y.,  December  8. — Buffalo's  talking 
machine  dealers  are  of  the  opinion  that  they 
will  enjoy  a  larger  measure  of  prosperity  in 
1919  than  they  had  during  the  past  year.  There 
are  no  signs  of  pessimism  in  the  trade.  During 
the  present  "reconstruction  period,"  following 
the  ending  of  the  world-war,  a  new  source  of 
patronage  is  that  of  conservative  citizens  who 
delayed  the  purchase  of  talking  machines  until 
peace  had  been  declared.  Now  that  strict,  war- 
time economy  is  no  longer  urgent,  this  class  of 
customers  is  ready  to  make  substantial  down 
payments  and  pay  their  monthly  amounts 
promptly.  The  sale  of  talking  machines  for  gift 
purposes  is  in  full  swing.  At  the  request  of 
the  Buffalo  detail  Merchants'  Association,  of 
which  some  of  the  talking  machine  dealers  are 
members,  Christmas  trade  began  more  than  a 
month  earlier  this  season  than  was  the  custom 
in  former  years. 

The  propaganda  had  the  backing  of  the  Coun- 
cil of  National  Defense.  Even  if  many  talk- 
ing machines,  intended  as  Christmas  presents, 
were  bought  in  November  and  early  this  month, 
it  is  expected  that  there  will  be  no  let-up  in 
the  business  right  up  to  the  Yuletide  holiday. 

"Business  is  very  fine  and  everything  that 
comes  in  is  sold  as  soon  as  we  get  it,"  said 
F.  A.  Denison,  manager  of  the  local  Columbia 
branch.  "We  have  many  thousand  dollars'  worth 
of  unfilled  orders." 

Marion  Dorian,  chief  auditor  of  the  company, 
paid  a  two  -days'  visit  to  the  local  branch.  C.  M. 
Wall,  road  representative,  has  recovered  from 
an  attack  of  the  "flu"  and  is  again  calling  on 
his  customers. 

B.  E.  Neal,  of  Neal,  Clark  &  Neal,  was  chair- 
man of  the  "musical  instrument  division"  in  the 
United  War  Workers'  campaign.  This  section 
"went  over  the  top,"  its  quota  being  $7,500. 

Talking  machine  records  referring  to  such  im- 


portant topics  as  peace,  victory  and  the  home 
are  in  demand  here. 

As  most  of  the  local  industrial  plants  are 
keeping  up  production  at  full  speed,  factory 
workers  and  others  continue  to  spend  liberally 
at  the  talking  machine  stores.  Most  of  the 
plants  are  now  turning  their  attention  to  the 
making  of  products  which  they  featured  before 
the  war.  It  will  be  some  time  before  they  fill 
tlfeir  accumulation  of  orders  so  that  most  of 
their  employes  may  be  retained  in  their  pres- 
ent positions  indefinitely.  No  industrial  up- 
heaval therefore  is  in  sight. 

Charles  Kellogg,  nature  singer,  who  makes 
records  for  the  Victor  Co.,  was  a  recent  visitor. 

A  heavy  trade  in  talking  machines  and  rec- 
ords was  a  feature  at  the  local  stores  during 
Thanksgiving  week.  Even  reports  that  high- 
salaried  jobs  during  the  "reconstruction  period" 
may  not  be  so  plentiful  as  they  have  been  in 
the  past  year  did  not  deter  the  factory  and 
other  workers  from  offering  worth-while  pa- 
tronage to  the  stores.  The  ending  of  the  war  gave 
a  special  impetus  to  this  year's  Thanksgiving 
celebration  and  the  expectations  of  the  talk- 
ing machine  merchants  that  Thanksgiving  trade 
would  be  excellent  were  fully  justified.  Many 
Canadian  men,  who  during  the  war  were  not 
permitted  to  cross  the  border  on  account  of 
Dominion  draft  regulations,  celebrated  Thanks- 
giving and  the  day  previous  here.  The  pres- 
ence of  considerable  Canadian  money  at  the 
local  stores  proved  that  the  visitors  bought  many 
records. 

Twenty-five  teams  recently  canvassed  Lock- 
port,  N.  Y.,  for  talking  machine  records  for 
soldiers.  In  the  first  day  of  their  campaign  they 
received  1,150  records  and  some  talking  ma- 
chines. 

A.  F.  Koenig,  of  the  Koenig  Piano  Co.,  who 
handles  the  Pathe  line,  reports  that  his  trade 


last  month  was  four  times  that  of  November 
last  year.  » 

C.  N.  Andrews,  of  W.  D.  &  C.  N.  Andrews, 
recently  visited  the  Victor  factory.  His  trip 
also  included  New  York  and  Washington. 

Pathephones  are  played  up  prominently  in  the 
extensive  holiday  stock  of  Victor  &  Co. 

William  Henry  Hotchkiss,  a  wealthy  Buf- 
falonian,  died  at  his  home  here  recently.  He  was 
one  of  the  former  owners  of  J.  N.  Adam  &  Co.'s 
department  store,  which  has  a  complete  Vic- 
trola  section. 


LIVE  NEW  BOOK  FOR  BUSINESS  MAN 

"How  to  Handle  and  Develop  Your  Own  Busi- 
ness" Just  Published  by  A.  W.  Shaw  Co. 


A  book  that  should  prove  of  great  value,  par- 
ticularly during  the  after-war  period,  and  with 
business  development  the  topic  of  the  hour,  has 
just  been  issued  by  the  A.  W.  Shaw  Co.,  Chi- 
cago, under  the  title  "How  to  Handle  and  De- 
velop Your  Own  Business."  The  140-odd  pages 
of  the  book  are  filled  with  valuable  ideas  and 
suggestions  tending  to  simplify  and  improve 
business  methods  generally;  ideas  that  have 
proven  successful  through  actual  application. 
There  are  charts  showing  how  to  handle  ac- 
counts; how  to  lay  out  the  work  of  the  day; 
classify  credit  ratings;  make  collections,  and 
also  how  to  advertise  most  effectively.  Some 
valuable  hints  are  given  as  to  selling  methods, 
with  a  view  to  eliminating  waste  time  and  effort, 
and  what  is  perhaps  the  most  interesting  chap- 
ter in  the  volume  is  entitled  "How  to  Make 
Your  Banker  See  It  Your  Way."  It  is  a  book 
worthy  of  a  resting  place  on  the  desk  of  any 
business  man,  and  should  have  a  wide  circula- 
tion among  those  who  are  interested  in  improv- 
ing their  business  methods. 


He  is  a  fortunate  man  who  can  find  the  dif- 
ference between  being  high-minded  and  being 
stuck-up,  and  then  make  the  proper  use  of  that 
difference. 


ANNOUNCEMENT 
Fmereon  Record  Sales  Company^ 

366  Fifth  Avenue,  New  York 
has  been  appointed  distributors  for  the  metropolitan  district  for 

Emerson  Gold  Seal  Records 

(LARGE  SIZE) 

The  company  is  organized  for  efficient  and  prompt  service  and  will 
carry  a  substantial  stock  of  all  releases  for  immediate  delivery. 


Now  on  Hand  at  Our  Offices 


f Oh!  How  I  Wish  I  Could  Sleep.  Pa- 

ggy  J     triotic  Ballad  Henry  Burr 

1  Watch,  Hope  and  Wait,  Little  Girl. 

[    Tenor  Duet  Gordon  and  Bruce 

("Tell  That  to  the  Marines.  Baritone 

995  -<    Solo  Irving  Kaufman 

1  Why   Do   They   Call   Them  Babies. 

[    Contralto  Solo  Edith  King 


[Smiles.  Baritone  Solo. .  .George  Beaver 
982  i  You  Keep  Sending  'Em  Over.  Pa- 

i.    triotic  Solo  Eddie  Nelson 

rWhen  You  Come  Back,  and  You  Will 
Come  Back  (Geo.  M.  Cohan), 
979  1  Eddie  Nelson 

When  I  Get's  Out  in  No-Man's  Land. 

I-    Character  Song  Arthur  Collins 


30 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


"The  Quality  Phonograph 


99 


An 

Enlargement 
of  the 

Pathe 
Sapphire 
Ball 

and  Path  j 
Record  Grooves 


No  Needles  to  Change 

The  Pathe  Sapphire  Ball  takes  the  place 
of  needles.    It  need  not  be  changed. 

Long  Life  to  Records 

(Pathe  Guarantee) 
We  guarantee  every  Pathe  Record  to  play 
at  least  one  thousand  times  with  the  Pathe 
Sapphire  Ball,  without  impairment  to  the 
unexcelled  beauty  of  tone  and  without 
showing  any  perceptible  wear  on  the 
record. 

The  Pathe  Controla 

With  the  Pathe  Controla  you  may  in- 
crease or  decrease  the  tonal  volume  of  the 
Pathe  Phonograph  at  will. 

Plays  All  Records 

Each  Pathe  Phonograph  plays  not  only 
Pathe  Records,  but  all  other  makes  of 
records,  and  plays  them  perfectly. 


The  best  selling  point  is 
better  than  ever  today! 


TVER  since  its  origin,  the  Pathe  Sapphire  Ball 
has  been  the  best  phonograph  selling  point  for 
the  dealer.  Because  it  is  exclusive,  permanent — 
does  away  with  needle  changing  altogether — pro- 
duces pure  natural  tone  and  gives  long  life  to 
records. 

Today,  with  needles  rising  in  price  by  the  minute  and 
rapidly  disappearing  from  the  market,  this  big  exclusive 
Pathe  feature  is  not  alone  a  better  selling  point  than  ever 
before.  It  insures  the  dealers  against  a  possible  future 
stoppage  of  his  phonograph  sales. 

Right  now,  when  we  can  assure  you  immediate  and 
full  deliveries  of  Pathe  Phonographs,  get  in  your  orders. 

Do  you  know  what  "The  Other  20%"  is  ?  Write  for 
book  "The  Other  20%"  and  it  will  tell  you  plainly  and 

convincingly. 

Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  N.  Y. 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


31 


"The  Quality  Records" 


At  Least  one 

thousand  times 

"What!  Guaranteed  Records?" 

Well,  that  certainly  means  "easier  to  sell" 
Records,  doesn't  it  7 

Especially  when — 

It  further  means  the  latest  American  music  be- 
fore out  on  other  records  and  a  complete  selection 
of  the  "old  world's"  music  never  out  on  other 
records. 

Read  the  Pathe  Guarantee  :  — 


"We  guarantee  every  Pathe  Record  to  play  at  least 
one  thousand  times  with  the  Pathe  Sapphire  Ball, 
■without  impairment  to  the  unexcelled  beauty  of 
tone  and  without  showing  any  perceptible  wear  on 
the  record." 


And  don't  miss  any  more  of  the  sales  this 
Guarantee  alone  makes  for  the  dealer.  Write  for 
Pathe  Dealer's  proposition  today ! 

Pathe  Freres  Phonograph  Company 

20  Grand  Avenue  Brooklyn,  N.  Y. 

The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


ALL  MURATORE'S 
Records  are  Pathe  Records 


An 
Enlargement 
of  the 

Pathe 
Sapphire 
Ball 

and  Pathfi 
Record  Grooves 


Jacobean  Model 


32 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


0  Sole  Mio"— the  greatest  Neapolitan  folk 
song;  and  Stracciari  sings  it  on  Columbia 
Record  No.  78097. 


Columbia  Graphophone  Co. 

NEW  YORK 


NEW  DISTRIBUTING  FACTORS       VICTOR  TALKING  MACHINE  CO.  ISSUES  THIRD  STATEMENT 


The  Emerson  Record  Sales  Co.,  Inc.,  Will  Act 
as  Distributors  in  Metropolitan  Territory  for 
the  Large  Sized  Emerson  Records 


Prospects  for  Rapid  Resumption  of  Pre-War  Conditions  Outlined  in  Interesting  Statement  Made 
Public  Last  Week— Reduction  of  Government  Restrictions  Will  Aid  Trade 


Announcement  has  been  made  that  in  the 
future,  Emerson  large  size  records  will  be  dis- 
tributed in  the  metropolitan  district  through  the 
Emerson  Record  Sales  Co.,  Inc.,  with  offices  at 
366  Fifth  avenue,  corner  of  Thirty-fourth  street, 
New  York.  This  arrangement  has  been  made 
in.  prder  to  effect  important  improvements  in 
service  for  the  dealers  of  the  district. 

The  central  location  of  the  distributing  offices 
will  assist  materially  in  the  quick  distribution 
of  the  popular  hits  immediately  after  they  are 
released.  A  special  telephone  service  has  been 
installed  in  order  to  handle  this  important 
branch  of  the  business,  and  several  of  the  sales- 
men' formerly  visiting  the  trade  in  local  terri- 
tory for  the  Emerson  Phonograph  Co.  have  been 
transferred  to  the  Emerson  Record  Sales  Co. 
The  Emerson  Record  Sales  Co.  will  handle  ex- 
clusively in  local  territory  Emerson  large  size 
seventy-five  cent  records. 

In  a  chat  this  week  with  The  World,  H.  T. 
Leeming,  vice-president  and  general  manager  of 
the  Emerson  Phonograph  Co.,  stated  that  nego- 
tiations are  now  pending  in  Boston,  Chicago 
and  other  important  territory  with  the  view  of 
establishing  distributors  so  that  the  dealers  at  all 
times  will  have  the  least  possible  delay  in 
getting  their  goods  in  a  satisfactory  quantity. 


RAIMUND  WURLITZER  AN  ENSIGN 

Son  of  Howard  E.  Wurlitzer  Receives  His  Com- 
mission as  Naval  Officer 


Raimund  Wurlitzer  recently  received  his  com- 
mission as  an  ensign  in  the  United  States  Navy. 
He  expects  to  pursue  the  maritime  life  as  an  of- 
ficer in  the  navy  for  the  next  four  years,  and 
before  setting  out  on  the  high  seas  has  been 
spending  a  furlough  at  the  home  of  his  father, 
Howard  E.  Wurlitzer,  head  of  the  Rudolph  Wur- 
litzer Co.,  Cincinnati,  O. 

Previous  to  enlisting  in  the  navy  Raimund 
Wurlitzer  was  a  student  at  the  University  of 
Wisconsin.  He  has  been  stationed  at  Newport, 
and  at  the  Naval  Training  Station  at  Pelham 
Bay,  where  he  finally  completed  the  by  no  means 
simple  task  of  rising  from  the  ranks  to  the  posi- 
tion of  ensign. 


A  certificate  of  incorporation  has  been  issued 
to  the  Phonograph  Atelier,  Inc.,  by  the  Secre- 
tary of  State  at  Wilmington,  Del.,  for  the  pur- 
pose of  manufacturing  talking  machine  records. 
The  capitalization  is  $15,000. 


COTTON  FLOCKS 

..FOB.. 

Record  Manufacturing 
THE  PECKHAM  MFG.  CO.,  SSSSSfSn! 


Under  date  of  November  16,  1918,  the  Victor 
Talking  Machine  Co.,  Camden,  N.  J.,  issued  the 
following  statement  to  the  trade: 

"On  October  30,  the  date  under  which  our 
War  Statement  No.  2  was  mailed,  it  hardly 
seemed  possible  that  two  weeks  thereafter  the 
restrictions  enumerated  therein  would  be  modi- 
fied to  the  great  advantage  of  the  entire  trade. 

"However,  since  the  glorious  victories  of  the 
Allied  armies,  which  culminated  on  Monday 
morning  with  the  signing  of  the  armistice,  the 
Priorities  Commissioner  of  the  War  Industries 
Board  has  addressed  to  the  War  Service  Com- 
mittee of  the  Talking  Machine  Industry  the  fol- 
lowing telegram: 

"  'Account  favorable  war  developments  re- 
strictions on  Talking  Machine  Industry,  includ- 
ing motors  and  accessories  embodied  in  cir- 
cular No.  39,  Priorities  Division,  are  hereby  so 
modified  that  for  last  four  months  of  1918  the 
consumption  by  said  industry  of  iron,  steel,  cop- 
per, brass  and  aluminum  used  in  the  manufac- 
ture of  its  products  will  be  on  basis  of  not  ex- 
ceeding 70  per  cent.,  or  four-twelfths  of  its  1917 
consumption  instead  of  40  per  cent.,  as  provided 
in  said  circular.  In  all  other  respects  rules  and 
regulations  remain  in  full  force  and  effect. 
Please  notify  at  once  all  the  members  of  your 
industry.' 


"While  the  above  modifying  order  does  not 
remove  all  restrictions  nor  permit  of  an  imme- 
diate return  to  operation  at  full  capacity,  it  is 
quite  positive  evidence  that  the  officials  of  the 
War  Industries  Board  are  keenly  alive  to  the 
commercial  interests  of  the  country,  and  realize 
the  necessity  and  justice  of  as  early  a  return 
as  possible  to  normal  conditions. 

"The  trade  will  realize  there  are  many  read- 
justments that  must  be  made  to  meet  the  new 
conditions,  but  you  may  be  assured  that  taking 
all  things  into  consideration,  our  return  to  quan- 
tity production  will  be  as  rapid  as  the  circum- 
stances will  permit.  In  the  meantime,  we  ask 
all  those  who  have  shared  with  us  our  war  re- 
sponsibilities to  be  as  patient  as  possible  with 
the  realization  that  their  future  prosperity  will 
recompense  in  full  for  the  past  shortage  of 
Victor  product. 

"Congratulating  the  trade  in  the  sacrifices  they 
have  made  to  help  win  the  war,  and  sharing 
with  you  the  happiness  of  our  complete  victory, 
we  are,  yours  very  truly, 

"Victor  Talking  Machine  Co., 
"Louis  F.  Geissler,  General  Manager." 


System — that's  a  word  to  remember  and 
tack  over  the  door  of  any  business  enterprise 
so  that  every  employe  may  see  it. 


It's  a  Pretty  Good  Idea  to  always 
keep  in  mind  the  fact  that  a 


Schubert 

PHCNOGlWff 

will  bear  the  closest  inspection ;  its  par- 
ticular qualities  warrant  investigation* 
and  hundreds  of  friends  everywhere  loudly 
extol  its  superiority. 


SIX  MODELS  $60.00  UP 


SCHUBERT 
RECORDS 


A  $30  investment  starts  you  with  complete,  up-to-date  list 
of  Popular,  Vocal  and  Instrumental  selections ;  20  to  30  new 
selections  monthly;  10- Inch  Double  Disc.    Write  for  details. 


The  BELL  TALKING  MACHINE  CORPORATION 

Office*  and  Show  Rooms:  Factory: 
44  Weit  37th  Street,  New  York  83  Southern  Boulevard,  Bronx,  New  York 

Export  Department,  498-504  Broadway,  New  York,  N.  Y.,  E.  U.  A. 

Smith-Woodward  Piano  Co.,  1018  Capitol  Are..  Houston,  Tex.,  Local  Distributor 
Special  Australian  Representative.  B.  LESCHHAU.  350-2  Flinders  Lane,  Melbourne 


December  15,  1918 


THE    TALKING   MACHINE  WORLD 


33 


Happenings  in  Dominion  of  Canada 


PEACE  CHRISTMAS  IN  MONTREAL  TO  BE  DULY  CELEBRATED 

Already  There  Is  Evidence  of  Large  Purchases  of  Talking  Machines  for  Gifts— The  Trade  as  a 
Whole  Most  Optimistic  Regarding  the  New  Year  and  Rejoice  That  Restrictions  Are  at  an  End 

are  well  pleased  with  the  orders  on  hand.  With 
the  declaration  of  peace  we  anticipate  an  im- 
mense demand  for  holiday  goods  which  should 
prove  a  big  stimulus  to  the  trade  inasmuch  as 
'Music  in  the  Home'  will  be  the  real  thing  this 
Xmas  to  those  who  have  relatives  returning 
from  the  front." 

"Victor  machines  of  various  models  together 
with  Victor  records  have  been  in  splendid  vogue 
the  past  thirty  days,"  said  J.  Donat  Langelier, 
"and  we  are  already  laying  aside  numerous  mod- 
els chosen  as  Christmas  gifts  to  be  delivered 
Xmas  eve." 

Charles  Curloss  told  your  correspondent  that 
trade  could  not  be  better  and  remarked  that 
everything  is  bristling  with  success.  The  orders 
on  his  books  showed  a  substantial  increase  over 
the  corresponding  period  of  last  year.  Sonora 
and  Aeolian-Vocalion  machines  are  going  big. 

N.  G.  Valiquette,  Ltd.,  reported  sales  and  in- 
quiries as  never  better,  the  demand  for  the 
Pathephone  and  Pathe  records  keeping  up  and 
increasing  darly. 


yjiiitqiiuiiiliif  ■■■■limiitii  imiiiiiiiiiiiiiiiiitniiiiiiiiiiiiiiiiniiiiM  limn  ■■iitiiiiiimtiin  mi  ■  •iiiiiif  uiiih  until  ■■  n  i  mini  ■•  m  ••  ■■utiti^g 
|  THE  SPIRIT  OF  CHRISTMAS 

1  I  am  thinking  of  you  to-day  because  it  is  § 
|  Christmas,  and  I  wish  you  happiness.  And  to-  § 
I  niorrow,  because  it  will  be  the  day  after  Christmas,  | 
1  I  shall  wish  you  happiness;  and  so  on  through  | 
1  the  year.  I  may  not  be  able  to  tell  you  about  it  § 
|  every  day,  because  I  may  be  far  away;  or  because  g 
|  both  of  us  may  be  very  busy.  But  it  makes  no  | 
|  difference.  The  thought  and  the  wish  will  be  here  | 
1  just  the  same.  Whatever  joy  or  success  comes  to  j 
I  you  will  make  me  glad.  Without  pretense  and  in  E 
1  plain  words,  goodwill  to  you  is  what  I  mean  in  m 
§     the  spirit  of  Christmas. 

I  Henry  Van  Dyke.  § 
iniiin  ii  iiiiii  i  iiiiiiiiiiiiiiiniiii  iniii  nimiin  m  iiiiiiiiiniiiiiiii  minimum! 

Montreal,  Can.,  December  8— A  number  of 
dealers  have  planned  for  larger  stocks,  which  is 
substantial  evidence  of  their  confidence  in  busi- 
ness conditions  generally,  as  well  as  their 
faith  in  the  future  of  the  talking  machine  trade. 
On  account  of  war  times  many  a  person  has 
often  held  back  their  natural  inclination  to  give 
something  in  keeping  with  war  conditions  and 
now  with  an  equal  regard  for  the  fitness  of 
things  they  instinctively  turn  to  something  that 
shall  adequately  commemorate  what  will  be 
known  as  the  "Peace  Christmas."  No  doubt 
phonographs  and  pianos  will  be  included  as  gifts 
which  are  not  only  lasting  but  ones  worthy  of 
the  occasion. 

Miss  Vezina,  in  charge  of  Almy's  Limited 
Grafonola  departments,  reports  an  exceptionally 
heavy  volume  of  cash  business  with  a  spirited 
call  for  individual  cabinets  in  golden  oak  and 
mahogany. 

Geo.  Davies,  advertising  manager  of  the  Ber- 
liner Gramophone  Co.,  Ltd.,  has  relinquished 
that  position  for  that  of  purchasing  agent  of  the 
company  and  has  been  replaced  by  J.  B.  West. 

A.  C.  Skinner,  Sherbrooke,  Que.,  has  taken  the 
representation  of  the  Columbia  Grafonola  and 
Columbia  records. 

H.  S.  Berliner,  vice-president  of  the  Berliner 
Gram-O-Phone  Co.,  Ltd.,  subscribed  personally 
$60,000  to  the  Victory  Loan. 

The  visit  of  Hipolito  Lazaro,  the  Spanish  tenor 
and  exclusive  Columbia  artist,  had  a  marked 
effect  on  .  the  sale  of  Columbia  records  of  the 
noted  artist's  productions.  All  Columbia  dealers 
report  a  heavy  run  of  purchases  prior  to  and 
subsequent  to  his  recital. 

In  the  recent  Victory  Loan  drive  the  keenest 
competition  existed  among  the  workers  in  the 
various  Montreal  plants  to  win  the  honor  flag 
which  was  distributed  by  the  employes  commit- 
tee of  the  Victory  Loan.  Among  the  companies 
which  exceeded  their  quota  and  were  entitled  to 
the  Governor  General's  honor  flag  was  the  Ber- 
liner Gram-O-Phone  Co.,  Ltd.,  and  C.  W.  Lind- 
say, Ltd. 

The  Berlind  Phonograph  Co.  have  incorpor- 
ated as  a  limited  liability  company.  This  firm 
report  Brunswick  business  as  splendid  for  the 
past  month  and  are  looking  forward  to  an  extra 
large  volume  of  holiday  trade. 

Alex  Comotois  has  registered  as  a  dealer  in 
talking  machines,  etc. 

Leon  Coemen  has  opened  up  Pathe  parlors 
at  211  Sherbrooke  street  West,  where  he  intends 
featuring  the  Pathephone  and  Pathe  records. 

J.  N.  Archambault,  949  St.  Denis  street,  is 
making  a  leader  of  the  Pathephone  and  is  stock- 
ing Pathe  records  in  a  large  variety  of  numbers. 

So  great  has  been  the  demand  for  Sonora  and 
Columbia  machines  that  C.  W.  Lindsay,  Ltd., 
have  had  to  draw  from  the  stock  of  their  various 
branches  to  meet  the  call  for  these  makes  in 
order  to  fill  local  orders. 

;  "Wholesale  business  with  the  Canadian 
Graphophone  Co.  in  Columbia  products,"  said 
Manager  Depocas,  "is  observingly  good  and  we 


The  Berliner  Gram-O-Phone  Co.,  Ltd.,  have 
experienced  a  great  rush  of  business  during  the 
past  month  in  all  of  their  retail  stores,  prefer- 
ence being  given  in  most  instances  to  the  larger 
and  more  expensive  cabinet  models,  whilst  good-, 
ly  prominence  as  usual  has  been  due  Victor 
records. 

Dupuis  Freres  (Miss  Didier)  opine  that  this 
year's  holiday  trade  will  eclipse  anything  in  the 
previous  history  of  the  talking  machine  indus- 
try and  in  this  regard  she  anticipates  getting  her 
full  share  of  prosperity  in  the  sale  of  Pathe- 
phones  and  Pathe  records. 

"Pathe  Growth  proves  Pathe  Quality,"  said 
Manager  Geo.  S.  Pequegnat  of  the  Phonograph 
Shop  of  this  city  and  the  large  demand  testifies 
to  Pathe  Quality.  Aeolian-Vocalions  are  also 
well  represented  in  sales  by  this  house  during 
November,  and  have  started  off  well  for  this 
month. 

Tom  Cowan,  of  the  Cowan  Piano  and  Music 
Co.,  is  enthusiastic  over  his  Brunswick  sales  for 
November. 

"  'Busy'  is  the  word  that  best  expresses  our 
voice  for  the  past  month's  business,"  said  Mr. 
Gagnier,  of  the  Canadian  Graphophone  and 
Piano  Co.,  who  represents  Columbia  Grafonolas 
and  records. 


TORONTO  DEALER  ON  EDUCATIONAL  VALUE  OF  TALKER 

Recent  Talk  by  W.  Mason  on  "Making  Sales  Outside  the  Store"  of  Interest — Toronto  Phonograph 
Shop  Opens  New  Parlors — Dealers  in  This  Territory  Pleased  at  Ending  of  War 


Toronto,  Ont.,  December  8. — "I  consider  the 
man  or  woman  who  is  engaged  in  selling  mu- 
sical instruments  should  feel  that  his  or  her  po- 
sition is  just  as  honorable  as  any  of  the  great 
professions  or  the  great  missionaries,  as  we  are 
always  trying  to  place  an  instrument  in  homes 
for  the  education  of  the  young  and  the  pleasure 
of  the  old,"  said  W.  Mason,  manager  of  the 
Lindsay  branch  of  the  J.  M.  Greene  Music  Co., 
Ltd.,  Peterboro,  Ont.,  at  the  convention  of  Ca- 
nadian Edison  dealers  held  in  Toronto  recently. 

Mr.  Mason,  who  was  on  the  program  for  a 
talk  on  "Making  Sales  Outside  the  Store," 
quoted  Rev.  E.  van  Tilton,  now  of  Lindsay  and 
formerly  pastor  of  one  of  Vancouver's  largest 
Methodist  churches,  who,  in  a  sermon  in  August, 
1918,  said  that  he  thought  that  there  should  be 
a  phonograph  and  piano  in  every  school  and 
public  library  and  a  teacher  paid  by  the  munici- 
pality so  that  the  children  of  the  poor  could 
have  the  advantage  of  music.  Telling  of  his 
sales  methods  he  said  in  part:  "In  selling  on 
the  outside,  I  think  the  first  and  most  impor- 
tant thing  is  to  make  the  very  best  of  our  posi- 
tion. The  next  very  important  part,  in  my  mind, 
is  a  pleasant  good-morning  for  both  rich  and 
poor.  Where  you  are  meeting  the  same  peo- 
ple almost  every  day,  it  goes  a  long  way  in  help- 
ing to  sell  an  instrument  when  you  call  at  their 
homes. 

"Another  point  is  not  to  get  sore  if  you  put 
an  Edison  Disc  in  a  home  and  have  to  take  it 
out  without  making  a  sale.  I  had  to  do  this 
about  three  years  ago.  This  man  later  bought 
another  make  and  comes  to  us  occasionally  for 


records.  We  always  used  him  nicely,  and  I  al- 
ways met  him  with  a  good-morning.  Last  week 
I  sold  this  same  man  a  player-piano  for  almost 
cash.  I  also  sold  this  month  a  William  and 
Mary  model  to  a  party  in  whose  home  I  had  a 
C-250  two  years  ago,  but  could  not  sell  at  that 
time. 

"Occasionally  we  go  to  the  country  and  we  do 
not  always  find  the  lady  good  natured.  I  had 
this  experience  some  time  ago.  I  had  sold  a 
country  merchant  a  new  Edison  and  he  told  me 
to  call  on  this  party.  Of  course,  this  I  was 
glad  to  do.  The  lady  nearly  ordered  me  off 
the  farm  and  said  she  thought  the  merchant 
had  more  sense  than  to  pay  that  price  for  a' 
talking  machine.  I  asked  her  to  go  in  and  hear 
the  merchant's  Edison  the  first  time  she  went  to 
the  store.  I  told  her  she  would  want  one  like 
it.  This  she  soon  did  and  today  these  people 
are  among  our  greatest  boosters. 

"On  another  occasion  I  was  asked  by  the 
management  of  the  Presbyterian  Church  if  I 
would  furnish  the  music  for  an  informal  recep- 
tion for  new  members  who  had  recently  moved 
to  town.  I  went  with  .this  instrument  myself, 
got  acquainted  with  a  number  of  people  I  did 
not  know  before  and  sold  the  wife  of  the  sheriff1 
a  C-200  model.  We  have  found  that  demon- 
strations in  the  home,  at  entertainments  and 
church  and  society  gatherings  are  excellent 
opportunities  to  get  to  the  attention  of  the 
public." 

All  local  dealers  are  practically  a  unit  in  de-; 
claring    that    this    season's    holiday  business 
{Continued  on  page  34) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


34 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


What  are  you  doing  with  the  List  of  Christ- 
mas Records?  It's  full  of  good  sales  sug- 
gestions. Look  it  over. 


Columbia  Graphophone  Co. 

NEW  YORK 

 =m 


TRADE  CONDITIONS  IN  CANADA 

(Continued  from  page  33) 

should  eclipse  all  former  years.  It  is  expected 
that  a  large  number  of  men  from  the  front 
will  reach  Canada  in  time  to  spend  Xmas  at 
their  own  fireside  and  this  is  one  of  the  reasons 
advanced  that  the  sale  of  talking  machines  and 
records  will  soar  high  in  volume  of  business  to 
be  closed. 

Mahood  Bros.,  His  Master's  Voice  dealers  in 
Kingston,  Ont,  the  day  the  armistice  was  an- 
nounced ran  good-sized  copy  in  the  local  dailies 
advocating  the  purchase  of  patriotic  Victor  rec- 
ords to  commemorate  the  victory. 

Victor  dealers  all  over  the  country  report  a 
splendid  demand  for  Ho  Frenchy  both  in  vocal, 
intrumental  and  otherwise. 

The  Toronto  Phonograph  Shop,  123  Yonge 
street,  Toronto,  has  opened  up  new  music  par- 
lors and  is  featuring  the  Pathephone  and 
Pathe  records  and  a  complete  line  of  gold  medal 
phonographs,  a  new  Canadian  made  instrument. 


TRADE  NEWS  FROM  EDMONTON 

Hudson    Bay    Co.    Secure    Representation  of 
Pathephone — Reed  &  Robinson  Expansion 

Edmonton,  Alta.,  December  5. — The  Hudson's 
Bay  Co.,  of  this  city,  announce  that  they  have 
further  increased  the  facilities  of  this  store  and 
have  extended  the  Hudson's  Bay  service  to  their 
patrons  by  the  addition  of  a  well  equipped  talk- 
ing machine  department.  They  have  secured 
the  representation  of  the  Pathephone  and  are 
carrying  a  complete  line  of  models  as  well  as 
Pathe  records.  They  have  been  appointed  sole 
licensees    for    Edmonton.      Impressive  large- 


Dealers 

If  you  want  the  best, 
be  sure  that  the  ma- 
chines you  handle 
are  equipped  with 

MUTUAL 

TONE  ARMS  AND 
SOUND  BOXES 


Mutual  Talking  Machine  Co.,  Inc. 

145  West  45th  Street,  New  York 


sized  copy  has  appeared  in  all  the  local  news- 
papers announcing  the  opening  of  their  exclu- 
sive Pathephone  parlors. 

Reed  &  Robinson,  of  this  city,  are  making 
preparations  to  extend  their  talking  machine 
department  to  include  a  number  of  soundproof 
booths  so  that  customers  may  listen  to  Bruns- 
wick phonographs  in  quietness  and  comfort  in 
these  comfortable  quarters. 

The  Lodge  Piano  House,  of  Edmonton,  has 
taken  the  representation  of  the  Gerhard  Heintz- 
rnan  phonograph.  A  heavy  demand  for  Victor 
records  is  reported  by  this  house.  The  sales 
include  both  popular  and  patriotic  records. 

The  third  prize  in  the  Winnipeg  Telegram 
want  advertisement  contest  consists  of  a  Co- 
lumbia Grafonola  and  twenty-five  records  pur- 
chased from  Stanwood's,  Ltd.,  of  that  city. 


"THE  SUCCESSFUL  SALESMAN" 

This  Is  the  Title  of  a  New  Volume  by  Frank 
Farrington  Which  Is  of  Exceeding  Merit 


CLIFFORD  R.  ELY'S  NEW  POST 


Has  Become  a  Member  of  the  Wholesale  Pathe 
Traveling  Force 


Announcement  has  been  made  that  Clifford 
R.  Ely,  one  of  the  best-known  members  of  the 
wholesale  traveling  fra- 
ternity, has  joined  the 
Pathe  traveling  forces 
and  will  visit  the  trade 
throughout  the  country. 
For  many  years  Mr. 
Ely  was  a  member  of 
the  Columbia  traveling 
staff  and  he  numbers 
among  his  personal 
friends  dealers  from 
coast  to  coast.  As  a 
C.  R.  Ely  Pathe  wholesale  travel- 

er Mr.  Ely's  long  and  successful  acquaintance 
with  the  industry  will  be  utilized  to  excellent 
advantage,  as  he  is  in  a  position  to  render  Pathe 
dealers  efficient  service  and  co-operation. 


A  most  excellent  and  interesting  new  book 
on  salesmanship  entitled  "The  Successful  Sales- 
man," by  Frank  Farrington,  has  just  been  pub- 
lished by  Laird  &  Lee,  Inc.,  Chicago.  There 
have,  of  course,  been  other  books  on  salesman- 
ship— too  many  of  them  by  theorists  whose  pro- 
fession was  writing  and  not  selling.  Mr.  Far- 
rington, however,  in  his  latest  volume  shows  an 
accurate  knowledge  of  the  science  of  salesman- 
ship, based  on  actual  experience,  and  offers  much 
material  of  practical  value. 

It  may  be  that  salesmen  are  born  and  not 
made,  but  even  the  born  salesman  can  find  much 
material  in  Mr.  Farrington's  new  book  that  will 
make  his  selling  easy. 

Mr.  Farrington  is  a  recognized  authority,  and 
his  name  is  familiar  to  many  trade  journal 
readers  and  business  men  generally  as  the  au- 
thor of  numerous  books  and  articles  on  selling, 
advertising,  store  management,  etc.  Some  of 
the  thirty-two  chapters  are:  "What  Makes  a 
Salesman?";  "Salesman  and  Salary";  "Under- 
standing the  Customer";  "What  Customers 
Want";  "Showing  the  Goods";  "Putting  Punch 
Into  Salesmanship";  "The  Morning  After";  "The 
Salesman  and  the  Catalog";  "The  Value  of 
System";  "It  Can't  Be  Done";  "The  Art  of  Sell- 
ing Yourself."    The  price  of  the  book  is  $1  net. 


NEW  AUSTRALIAN  CUSTOMS  RULES 

Exporters  making  shipments  to  Australia 
should  prepare  immediately  to  comply  with  the 
requirements  concerning  invoices  and  customs 
declarations  which  go  into  force  on  January  1, 
1919.  After  that  date  all  invoices  for  goods 
dutiable  at  an  ad  valorem  rate  of  duty  from  all 
countries  other  than  China  and  Japan  must  con- 
tain a  separate  column  showing  the  fair  mar- 
ket value  for  home  consumption  in  the  country 
of  export,  at  the  date  of  invoicing  to  Australia, 
of  similar  goods  in  similar  quantities. 


CONTAINED  VALUABLE  SUGGESTIONS 

J.  I.  Carroll,  Emerson  sales  manager,  has  re- 
ceived many  interesting  letters  from  the  dealers 
throughout  the  country  referring  to  the  excel- 
lent article  written  by  him  for  the  November 
issue  of  The  World  entitled,  "Keeping  Good 
Help  Should  Be  a  Prime  Consideration  With 
the  Live  Dealers."  These  dealers  informed  Mr. 
Carroll  that  his  article  contained  valuable  sug- 
gestions that  they  are  utilizing  in  their  own 
establishments. 


H.  L.  WILLSON  ONE  OF  THE  GUESTS 

H.  L.  Willson,  general  manager  of  the  Colum- 
bia Graphophone  Co.,  was  one  of  the  prominent 
guests  at  the  luncheon  of  the  American  Manu- 
facturers' Export  Association  at  the  McAlpin 
Hotel,  New  York,  the  other  day,  when  an  address 
was  made  by  the  Italian  Ambassador  inviting 
American  capital  and  enterprise  to  center  atten- 
tion on  Italy  in  connection  with  the  development 
of  export  trade. 


WESTERN  VENEER  PRODUCTS  CO. 


3900  CHOUTEAU  AVENUE, 


ST.  LOUIS,  MO. 


Largest  Manufacturers  of  3-ply 
Veneer  Phonograph  Shipping  Cases 

Ask  for  Prices  and  Samples 


STOE  OIMSTKUMIIINIT  ©F  (QUALITY 

Semi-Permanent,  5 


THESE  new  needles  fill  a  long  felt  want  and  are 
so  superior  that,  once  tried,  they  will  be  used 
permanently,  because  of  their 


1  ImprovedTone:They 
mellow  the  tone  and 
eliminate  harshness. 

2  Greater  Economy: 
They  play  50  to  100 
times  before  wearing 
out,  and  outlast  any 
other  multi-playing 
needle. 


3  Increasing  Life  of 
Records:  The  record 
engaging  point  does 
not  enlarge  as  it  wears, 
having  the  same  diam- 
eter throughout. 

4  Convenience:  They 
save  constant  needle 
changing. 


Q  Q  Q\ 


Semi  /Swanent 
SihcraFNecd/cs 


rn  Q  iq  iq  Q 


Three  Grades 
LOUD     MEDIUM  SOFT 


30c.  for  package  of  FIVE 


Sonora  needle  sales  run  into  volume  quickly, 
and  it  will  pay  you  to  handle  this  splendid 
product  which  is  meeting  with  popular  favor. 

Suitable  matter  describing  this  needle  will 
be  forwarded  on  request.  Send  in  your 
order  today  for  sample  shipment. 


Sonora  $fjcmograp!)  g>alesi  Co.,  3m. 

GEORGE  E.  BRIGHTSON,  President 
Executive  Offices  :  279  Broadway,  New  York 


Demonstration  Salons  :  NEW  YORK  :  Fifth  Avenue,  at  53rd  Street 
PHILADELPHIA  :  1311  Walnut  Street 


50  Broadway  (Standard  Arcade) 
TORONTO  :  Ryrie  Building 

Export  Department  :  417  West  28th  Street,  New  York 


CAUTION  :   Beware  of  similarly  constructed  needles  inferior  in  quality ! 


Sonora  $f)onograpI)  ^>alesi  Company,  snc. 


GEO.  E.  BRIGHTSON,  PRES. 

279-281  BROADWAY 
NEW  YORK 


To  the  Phonograph  Dealers  of  America: 

ITH  the  coming  of  Peace,  America  is 
entering  the  greatest  period  of  activity 
and  prosperity  in  its  history. 

That  part  of  the  public  which  held  up  its 
purchases  of  phonographs  during  war  time  is 
ready  to  buy  now.  The  year  1919  will  un- 
doubtedly see  all  phonograph  sales  records 
broken  and  it  is  at  the  beginning  of  this  new 
reconstruction  era  that  we  wish  to  state  that 
the  Sonora  will  demonstrate  its  supremacy 
even  more  convincingly  in  the  future  than  in 
the  past 

Setting  the  highest  of  standards,  maintaining 
a  wonderful  quality  and  improving  its  already 
magnificent  tone,  the  new  Sonora  will  con- 
tinue firmly  to  uphold  its  reputation  as  being 
The  Highest  Class  Talking  Machine  in  the 
World. 

With  the  government  restrictions  lightened 
we  anticipate  a  large  increase  in  production 
and  excellent  deliveries. 

Our  hearty  greetings  and  best  wishes  are 
extended  to  you,  this  most  joyful  of  all 
Christmases. 

Sincerely  yours, 
Sonora  Phonograph  Sales  Co.,  Inc. 

GEORGE  E.  BRIGHTSON,  President 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


35 


TWIN  CITIES  EXPERIENCING  FAMINE  IN  TALKING  MACHINES 

Jobbers  Have  Immense  Orders  on  Books  Which  They  Are  Unable  to  Fill — More  Hopeful  Now 
That  Peace  Has  Arrived — Foster  &  Waldo  Secure  Sonora  Agency — What  Leading  Jobbers  Report 


aniiiiirDrairmnimiiH 


St.  Paul  and  Minneapolis,  Minn.,  December  5. 
— Writers  on  talking  machine  subjects  will  hail 
the  reincarnation  of  Noah  Webster  or  the  birth 
of  a  new  lexicographer.  We  need  some  syn- 
onyms for  "famine,"  "shortage,"  "dearth,"  "in- 
ability to  obtain,"  "lack  of"  and  other  words 
and  phrases  meaning  that  it  is  difficult  to  fill 
orders.  Such  words  have  been  so  used  over  and 
over  again  in  attempting  to  depict  the  plight 
of  the  talking  machine  dealers  of  Minneapolis 
and  St.  Paul  that  they  become  meaningless  and 
some  new  phrases  must  be  coined  very  soon  or 
some  critic  will  remark  that  we  lack  originality 
and  imagination. 

Well,  as  has  been  noted  in  these  columns 
for  thirty-six  consecutive  months,  the  only  limit 
to  the  talking  machine  trade  in  the  great  North- 
west is  the  ability  of  the  dealers  to  obtain 
goods — both  instruments  and  records.  It  must 
be  that  they  are  without  ability,  for  they  are 
obtaining  neither. 

"We  have  orders  for  about  3,000  Victrolas  on 
our  books,"  remarked  W.  J.  Dyer,  with  a  beam- 
ing smile.  "We  hope  to  fill  the  orders,  but 
my  personal  conviction  is  that  quite  a  number 
of  Northwestern  dealers  will  be  disappointed. 
Some  would  say  that  the  present  situation  is 
much  more  desirable  than  to  get  tied  up  with 
a  surplus  of  3,000  machines. 

"Well,  if  that  is  any  consolation,  we  must 
make  the  best  of  it,  for  that  is  all  the  con- 
solation there  is,  except  that  Dyer  &  Bro.  are 
shattering  all  their  former  records  for  Victrola 
sales.  Our  young  men  are  coming  back  from 
the  war  and  this  is  lifting  some  anxiety  from 
our  burden  of  cares." 

A  prominent  phonograph  dealer  in  the  twin 
cities  is  somewhat  envious  and  at  the  same 
time  somewhat  resentful  over  a  scheme  played 
by  a  contemporary  dealer.  The  latter,  it  is 
averred,  was  interested  in  a  number  of  houses, 
which  nominally  were  operated  as  independent 
concerns,  but  as  a  matter  of  fact  were  branch 
houses.  Excessive  orders  were  sent  in  from  all 
branch  houses  and  while  the  orders  only  were 
partially  filled,  the  head  house  had  quite  a  stock 
to  draw  from,  thereby  placing  all  competitors 
at  some  disadvantage.  No,  it  is  impossible  to 
divulge  any  names — it  wouldn't  be  polite. 

"We  could  place  1,000  machines  next  Mon- 
day could  we  get  them,"  declared  E.  L.  Kern, 
director  of  the  Brunswick-Balke-Collender  Co., 
manufacturers  and  distributors  of  the  Bruns- 
wick phonographs.  "We  have  been  getting 
some  machines,  but  certain  popular  styles  are 
not  easy  to  get." 

R.  N.  Cardozo  &  Bro.,  one  of  the  oldest  furni- 
ture houses  in  the  city  of  St.  Paul,  has  taken 
on  the  Brunswick  line  and  expects  to  push  it 
with  much  vigor.  Boutell  Brothers  in  Minne- 
apolis are  making  a  distinct  success  with  their 
Brunswick  business,  and  at  the  present  rate  of 
progress  soon  will  be  distributing  a  carload  a 
week  in  a  straight  retail  way.  Style  35  is  prov- 
ing a  fine  seller. 

There  are  two  Cheney  shops  in  the  Twin 
Cities,  one  in  each  twin.  The  managers  ex- 
press themselves  as  fully  satisfied  with  the  re- 
sults of  their  efforts.    They  have  obtained,  they 


believe,  a  firm  foothold  in  the  face  of  keen 
competition  and  already  may  be  said  to  be  on 
a  profitable  basis.  Earl  C.  May,  general  man- 
ager of  the  Cheney  interests,  finds  time  to  get 
up  into  these  parts  about  once  a  month  and  help 
in  spreading  propaganda  for  his  wares. 

Orders  for  Pathe  machines  and  records  are 
coming  over  the  long  distance  telephone  lines 
to .  G.  Sommers  &  Co.,  St.  Paul,  distributors 
for  the  Northwest.  Jay  H.  Wheeler,  in  charge 
of  the  Pathe  interests,  testifies  that  he  has  all 
that  he  can  do  to  fill  orders.  The  home  fac- 
tory must  turn  out  a  greater  number  of  the  No. 
7  and  No.  12  models  priced  at  $95  and  $140,  or 
seme  desirable  business  will  be  lost.  Already 
these  models  are  scarce.  The  record  racks  with 
a  capacity  approaching  200,000  are  losing  their 
contents  quite  rapidly. 

Even  the  sample  models  in  the  Columbia 
headquarters  in  Minneapolis  have  had  to  go  in 
order  to  supply  the  incessant  demand  for  instru- 
ments. There  is  not  a  single  instrument  be- 
tween the  $47  and  the  $750  models  on  the  floor, 
and  Manager  Sprague  is  due  for  a  brain  storm  if 
the  machines  don't  come  presto. 

W.  E.  Smith,  head  of  the  Dictaphone  branch, 
returned  last  week  from  a  staff  meeting  in  New 
York.  The  November  sales  record  tops  all 
monthly  records  since  the  machine  entered  the 
Northwestern  territory. 

Foster  &  Waldo  have  added  the  Sonora  line 
of  machines  to  their  stock  and  now  handle  four 
makes  of  talking  machines.  The  house  began 
some  years  ago  with  the  Victor  line,  then  added 
the  Edison.  Later  it  was  found  necessary  to 
take  on  the  Columbia  line  in  order  that  patrons 
should  not  be  disappointed.  Even  with  three 
factories  to  supply  instruments  the  demand  re- 
mained unsatisfied,  and  hence  the  classy  Sonora 
machines  were  placed  on  the  Foster  &  Waldo 
floors. 

It  is  wholly  impossible  for  the  Victor  jobbers 
in  the  Twin  City  territory  to  even  approximate 
the  demand  for  machines  and  records.  W.  J. 
Dyer  &  Bro.,  St.  Paul,  report  that  they  have  on 
hand  orders  for  3,000  machines.  Whether  they 
will  be  able  to  fill  them  or  not  is  a  matter  of 
mere  speculation.  Beckwith-O'Neill  Co.,  Min- 
neapolis, never  have  been  in  such  straits  as 
they  are  now. 


MORE  THAN  A  HINT  HERE 

Army  life  is  not  only  developing  our  young 
men  physically,  but  the  mental  side  gets  atten- 
tion, too.  There  is  a  series  of  what  are  known 
as  "nut"  tests,  in  which  many  surprising  and 
freak  questions  are  asked  for  the  purpose  of  de- 
termining quickness  of  wit,  mental  balance,  log- 
ical reasoning,  etc.  There  is  more  than  a  hint 
in  this  for  the  industrial  world. 


One  of  two  editors  in  a  town  who  had  al- 
ways slandered  one  another  in  their  newspapers 
died  one  day  in  a  bathtub.  The  other,  endeav- 
oring to  curb  his  pen  as  he  wrote  the  report  of 
the  death,  contented  himself  by  saying  that  his 
colleague  came  to  his  death  "while  trying  an 
experiment." 


MAGNET  DECALCOMANIE  NAMEPLATES 


SOLO  BY 

HURTEAU.WILUAMS&CO.'r 

MONTREAL    OTTAWA 


cOR  TALKING  MACHlNt 
CABINETS  Etc 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 


126  Liberty  Street 


New  York  City 


8®E,E>  ESV 

iKiiieEiKi®c3©0m. 
«*==»  sm®vsm& ,  <m . .■=<> 


^"1        Distinctive  Features 


Scotf ord  CTbrtearm 

and 

Superior  Universal 
Reproducer 

One  Ideal 
Combination 

Plays  All  Wakes  of  Records 
as  ihey  should  be  played 

Price  of  Sample  Prepaid 
Tlickel,  S5.25  Qold,  §6.50 

^dfusted  for  Cabinet 
measuring  8%  inches  from  center  of  Tonearm 
base  to  center  of  Turntable  shaft 


m 


- 


The  Reproducer  pivots  on  its  axis  ( as  illus- 
trated  above),  taking  the  correct  angle 
for  all  makes  of  records,  and  the  needle 
retains  same  center  in  both  positions. 

Surface  noise  is  less  than  with  any,  other 
reproducer  —  surface  scratchings  being 
reduced  to  a  minimum  through  perfect 
proportioning  of  the  stylus  construction, 
and  placing  the  needle  in  the  center  of 
the  groove  at  the  correct  angle. 

The  split  construction  of  the  frame  and 
face  ring  of  the  Reproducer,  together 
with  the  method  of  pivoting  the  stylus 
bar,  and  perfect  insulation — effect  a  sen- 
sitive and  free  vibration — and  prevent  a 
pinched  tone  resulting  at  any  time  from 
natural  contraction  or  expansion  of  the 
metal  parts. 

The  reproduction  is  the  mellow,  natural 
quality  of  tone — absolutely  getting  away 
from  the  usual  sharpness  and  metallic 
effect  so  noticeable  in  most  reproducers. 

Sound  waves  act  upon  the  same  principle 
as  light  waves— they  travel  in  a  straight 
line  until  they  meet  some  obstruction, 
from  which  they  are  deflected  at  right 
angles.  The  right  angle  turn  at  the  back 
of  the  Scotford  Tonearm  causes  less 
breaking  up  and  confusion  of  the  sound 
waves  than  occurs  in  the  curved  arm. 

The  connection  between  the  Reproducer 
and  Tonearm  is  perfectly  insulated  with 
a  hard  rubber  bushing.  Inside  diameter 
of  the  Tonearm  is  correct  to  accommo- 
date the  volume  obtained  from  the  latest 
records. 

CThe  right-side  turn  for  changing  needle  is 
handier  than  the  old  style  turn-back,  and 
when  in  position  for  the  Hill-and-Dale 
records  there  is  no  interference  with 
lowering  the  cabinet  cover. 

CThe  lateral  movement  at  the  base  is  sim- 
ple, free  and  permanently  satisfactory. 
Inside  there  is  no  obstruction  to  interfere 
with  passage  of  the  sound  waves.  There 
are  no  loose  balls  in  the  bearings,  there- 
fore no  buzzing  noise  can  occur  from  the 
great  vibration  on  high  notes. 


Darnhart  Brothers 
&  Spindler 


TTlortroe  and  Throop  Streets— Chicago 


lilliii  illlil  iu  hi 


36 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


illlllllllllllllllllilllll 


To  Our  Good  Friends, 
To  Those  who  know 
the  "B  &  H"  Fibre 
Needles  and  the 
"B&H"  Repointers, 


To  all  who  have  helped  us  make  our 
success  and  who  know  the  true  value  of 
our  goods  in  building  up  Sales  of  Talking 
Machines  and  Records,  we  heartily  and 
sincerely  wish 


"B&H" 
Fibre  Manufacturing  Co. 


33-35  W.  Kinzie  Street,  Chicago,  111. 


Illlllll!lll!l!ll!llll!llll!lllllllllll!l!lllllllllll!lll!llllllll  III!  


December  15,  1918 


THE    TALKING   MACHINE  WORLD 


37 


LOOKED  LIKE  REAL  BUSINESS 

Why  the  Police  Got  Suspicious  of  "Doings"  at 
the  Aeolian  Co.'s  Bronx  Store 


AN  EXPERT  IN  THE  SALES  FIELD      EXCISE  TAX  FIXED  AT  5  PER  CENT. 


Miss  M.  E.  Dorr  Has  Achieved  Success  as  Man- 
ager of  the  Talking  Machine  Department  of 
the  Up-the-State  House  of  W.  T.  Crane  Co. 


Early  Thanksgiving  morning,  2.30  a.  m.,  to  be 
precise,  says  the  Bronx  Home  News,  "Moe" 
Stein,  the  Bronx  manager  of  the  Aeolian  Co.  on 
East  149th  street,  between  Third  and  Court- 
landt  avenues,  looking  the  worse  for  wear  after 
a  strenuous  day's  business,  was  just  about  to 
light  out  for  home  when  two  "cops"  and  a  ser- 
geant stepped  into  the  store,  and  in  a  tone  of 
voice  that  presaged  trouble,  said,  "What's  go- 
ing on  in  here?" 

"Nothin'  going  on  in,"  icplied  "Moe."  "All 
goin'  on  out.  Fifty  Aeoli.m-Vocalions  and  a 
flock  of  pianos.  Suspiru  us  of  those  hired 
trucks  backed  up  there?  Had  to  got  'em;  hadn't 
enough  of  our  own  to  go  around.  Folks  sitting 
up  now  waiting  for  promised  deliveries." 

Sheathing  their  night  sticks  the  "cops"  de- 
parted, while  one  remarked:    "It's  a  h  •  of  a 

business  that  keeps  a  man  up  this  hour." 

There's  a  moral  to  this  news  story. 


Senate  Finance  Committee,  In  Redrafting  the 
War  Revenue  Bill,  Eases  Up  Burden  Placed 
on  Talking  Machine  Men  By  the  House 


Syracuse,  N.  Y.,  December  4. — Miss  M.  E. 
Dorr,  manager  of  the  talking  machine  depart- 
ment of  the  W.  T.  Crane  Co.,  of  this  city,  has 
been  achieving  pleasing  success  in  developing 


A  PATRIOTIC  SOUVENIR 


The  New  York  Talking  Machine  Co.,  Victor 
wholesaler,  has  sent  to  its  many  friends  in  the 
trade  an  artistic  1919  calendar,  which  presents  a 
handsome  portrait  of  General  John  Joseph  Per- 
shing, commander-in-chief  of  the  American 
Expeditionary  Forces  in  France.  This  calendar, 
which  is  entitled  "To  Make  the  World  Safe  for 
Democracy,"  will  undoubtedly  meet  with  a 
hearty  welcome  from  the  Victor  dealers  who  are 
fortunate  enough  to  receive  a  copy,  as  General 
Pershing's  portrait  is  remarkably  effective,  be- 
ing an  exact  reproduction  from  the  original 
painting  by  Lotave.  The  New  York.  Talking 
Machine  Co.  mailed  these  calendars  well  ahead 
of  the  Christmas  rush,  so  that  its  friends  could 
receive  their  copies  promptly  and  in  perfect  con- 
dition. 


Miss  M.  E.  Dorr 

business  for  this  well-known  house,  which  han- 
dles the  Columbia  and  Victor  lines. 

Miss  Dorr  has  had  nine  years'  experience  in 
the  sales  division  of  the  talking  machine  field, 
having  been  associated  with  the  W.  T.  Crane 
Co.  for  the  past  six  years.  She  is  considered 
an  expert  in  her  field  of  endeavor,  having  in- 
augurated many  ingenious  and  successful  sales 
plans  in  connection  with  the  conduct  of  her 
department.  She  has  a  thorough  knowledge 
of  record  catalogs,  and  her  musical  experience 
has  been  a  vital  factor  in  her  success. 


It  was  announced  late  last  month  that  the 
Senate  Finance  Committee,  in  carrying  on  its 
work  of  redrafting  the  War  Revenue  Bill,  had 
given  further  consideration  to  the  section  cov- 
ering excise  taxes  on  talking  machines,  records 
and  piano  players,  and  had  fixed  the  tax  on  such 
articles  at  5  per  cent.  This  proposed  tax  is  just 
half  of  the  10  per  cent,  tax  provided  for  in  the 
War  Revenue  Bill  as  it  left  the  House,  and  only 
2  per  cent,  more  than  the  excise  tax  at  present 
being  met  by  the  talking  machine  trade  under  the 
old  bill.  It  is  believed  that  this  reduction  in 
tax,  even  though  it  follows  some  strong  and  ef- 
fective arguments  presented  before  the  Senate 
Finance  Committee  by  representatives  of  the 
talking  machine  industry,  is  really  due  in  a  large 
measure  to  the  sudden  change  in  the  war  sit- 
uation, and  the  belief  that  the  amount  of  income 
provided  for  in  the  House  bill  would  not  be 
necessary. 

The  War  Revenue  Bill  will,  of  course,  have  a 
long  and  troublous  journey  before  it  from  the 
time  it  leaves  the  hands  of  the  Senate  Finance 
Committee  until  it  passes  from  the  President's 
desk  as  a  law,  but  it  is  firmly  believed  that 
there  is  little  likelihood  of  further  changes  be- 
ing made  in  the  bill  in  the  future,  as  far  as  it 
affects  musical  instruments,  unless  such  changes 
are  made  with  a  view  of  reducing  the  burden 
placed  on  the  trade. 


Nothing  will  starve  to  death  much  quicker 
than  enthusiasm  unless  it  is  properly  nourished. 


TO  HANDLE  THE  AE0L1AN=V0CALI0N 

The  Bissell-Weisert  Piano  Co.,  maintaining 
warerooms  in  the  Fine  Arts  Building,  Chicago, 
have  just  taken  on  the  Aeolian  Co.'s  lines  of 
Vocalion  phonographs  and  Aeolian  records. 
They  also  carry  the  Victor  line  and  are  Chicago 
representatives  of  Chickering  &  Sons  pianos. 


—The  Leonard  Markels  DllTTeRfLy  (VJoJbi^ 


Specifications 


Beveled  gear  noiseless  winding, 

New  ratchet  device  that  prevents  clicking. 

Bakelite  intermediate  gear — absolutely  silent. 

Plays  seven  10-inch  or  five  12-inch  records  at  one 

winding. 
Cast  iron  nickeled  frame. 
Powerful,  durable,  compact,  accessible. 
Built  especially  for  the  highest-grade  machines. 
Guaranteed  in  every  minutest  detail. 


The 

Leonard  Markels 
Jewel  Bearing 
Butterfly  Motor 

has  revolutionized  the  motor  in- 
dustry. It  is  silent  running  and 
silent  winding  and  represents  the 
acme  of  perfection  in  motor  con- 
struction. 

This  motor  has  achieved  phenomenal  success, 
and  is  being  used  exclusively  by  leading  phono- 
graph manufacturers  in  all  parts  of  this  country 
and  Canada. 

Write  today  for  a  copy  of  our 
New  Butterfly  folder 


LEONARD  MARKELS    -   165  William  St.,  New  York 


38  THE    TALKING    MACHINE  WORLD 


December  15,  1918 


The  most  wonderful  Talking  Machine  of  the  present  age  at  the  price 
An  Instrument  of  Supreme  Value,  Tone  and  Quality 


SPEAKS  FOR  ITSELF 


No.  65— $65 


No.  75— $75 


No.  100— $100 


The  Cleartone  has  become  very  popular  because  of 
its  quality,  splendid  value  and  the  advertising  and 
sales  campaign  that  now  stands  in  back  of  it.  Dealers! 
Watch  us  grow  —  write  for  our  agency  and  grow 
with  us. 

SUNDRY  DEPARTMENT 


MOTORS— No.  1,  double-spring,  10-inch 
turntable,  plays  2  10-inch  records,  $3.25;  No. 
6,  double-spring  10-inch  turntable,  plays  3 
10-inch  records,  $4.00,  with  12-inch  turntable, 
$4.25;  No.  8,  double-spring,  12-inch  turntable, 
plays  3  10-inch  records,  castiron  frame,  $5.85; 
No.  9,  double-spring,  12-inch  turntable,  plays 
3  10-inch  records,  castiron  frame,  bevel  gear 
wind,  $6.85;  No.  10,  double-spring,  12-inch 
turntable,  plays  4  10-inch  records,  castiron 
frame,  bevel  gear  wind,  $7.85;  No.  11,  double- 
spring,  12-inch  turntable,  plays  7  10-inch  rec- 
ords, castiron  frame,  bevel  gear  wind,  $9.75. 

TONE  ARMS  AND  REPRODUCERS— Play 
all  records— No.  2,  $1.45  per  set;  No.  4,  $3.95 
per  set ;  No.  6,  $3.75  per  set ;  No.  7,  $3.75  per  set ; 
No.  8,  $3.75  per  set;  No.  9,  $3.25  per  set. 

MAIN  SPRINGS— No.  00,  %  in.,  9  ft.,  39c. 
each;  No.  01,  %  in.,  7  ft,  29c.  each;  No.  1,  % 
in.,  10  ft.,  49c.  each  ;  No.  2,  \%  in.,  10  ft.,  49c.  each  ; 
No.  3,  %  in.,  11  ft.,  59c.  each;  No.  4,  1  in.,  10 
ft.,  59c.  each;  No.  5,  1  in.,  11  ft.,  heavy,  75c. 
each ;  No.  6,  1%  in.,  11  ft.,  95c.  each.  We  also 
carry  other  size  main  springs  to  fit  Victor, 
Columbia  and  all  other  motors  at  nominal 
prices. 


RECORDS— POPUDAR  AND  GRAMMA  VOX, 
new  10-inch,  double-disc,  lateral  cut,  all  in- 
strumental selections  35c.  each. 

GOVERNOR  SPRINGS—  To  fit  VICTOR, 
COLUMBIA  and  all  other  motors  at  moderate 
prices.  Special  prices  on  large  quantities  to 
Motor  Manufacturers. 

GENUINE  DIAMOND  POINTS,  for  playing 
Edison  records,  $1.75  each. 


for  playing  Edison 
for    playing  PathcS 


SAPPHIRE  POINTS, 

records,  18c.  each. 

SAPPHIRE  BALLS, 

records,  22c.  each. 

NEEDLES,  steel,  75c.  per  thousand  in  10,000 
lot. 

We  also  manufacture  special  machine  parts,  such  as 
worm  gears,  stampings,  or  any  screw  machine  parts  for 
motor;  reproducer  and  part  manufacturers. 

Special  quotations  given  to  quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84-page  catalog,  the  only  one  of  its  kind 
In  America,  illustrating  33  different  styles  of  talking  ma- 
chines and  over  500  different  phonographic  parts,  also 
gives  description  of  our  efficient  Repair  Department. 


Lucky  13  Phonograph  Co.,  3  and  46  East  12th  St.,  New  York 


December  IS,  1918  -  THE     TALKING     MACHINE  WORLD 


39 


Lashanska— Stracciari— New  York  Philhar- 
monic—Toscha  Seidel— Josef  Hofmann— 
just  a  few  of  the  bright  stars  that  shine  in 
Columbia  Christmas  Records. 


Gr3 


Columbia  Graphophone  Co. 

NEW  YORK 


TELLS  OF  HIS  WAR  EXPERIENCES 

Major  Noyes,  Former  Andrews  Traveler,  Con- 
veys an  Idea  of  Strenuous  Times  for  Ameri- 
can Boys  at  the  Front  in  Recent  Letter 


men  and  always  mighty  uncomfortable.  It  is  no 
picnic  to  have  to  wear  a  gas  mask  for  hours 
at  a  time,  and  mustard  gas  is  particularly  nasty. 


Buffalo,  N.  Y.,  December  8.— Even  before  many 
Americans  at  home,  up  to  a  few  weeks  ago,  were 
quite  sure  when  the  war  would  end,  the  Yankee 
boys  overseas  were  pretty  well  convinced  that 
"the  big  show"  would  soon  be  over.  Among 
those  who  predicted  the  early  termination  of 
hostilities  was  Maj.  Hal  H.  Noyes,  who  formerly 
was  traveling  representative  for  W.  D.  &  C.  N. 
Andrews,  talking  machine  jobbers  of  this  city. 
Major  Noyes  is  attached  to  the  motor  dispatch 
riders,  and  in  a  letter  to  Mr.  Andrews,  he  said: 

"Well,  it  looks  as  though  this  show  is  almost 
over,  doesn't  it?  And  I  can't  say  that  I'm  sorry. 
I  have  just  been  attached  to  the  Second  Army 
and  am  leaving  here  shortly  for  the  front,  where 
I  hope  to  be  in  at  the  finish.  I  just  left  the 
First  Army  and  saw  a  good  part  of  that  show 
in  the  Argonne.  It  was  tough  work.  The  coun- 
try is  much  like  that  of  Northern  Pennsylvania, 
and  is  awful  country  to  fight  over,  especially  the 
kind  of  warfare  that  is  waged  now.  I'm  going 
over  it.  One  wonders  how  an  advance  was  ever 
made.  The  Hun  had  'pill  boxes'  machine  gun 
nests  everywhere,  and  there  is  hardly  a  square 
yard  of  it  for  miles  that  isn't  pitted  up  by  shell 
fire.  In  the  wood«,  or  what  is  left  of  them,  the 
German  machine  gunners  would  stay  as  long 
as  possible  in  hundreds  of  instances,  until  the 
gun  crews  were  wiped  out  or  captured.  Then 
the  Hun  would  shell  the  place,  using  plenty  of 
gas,  which  will  stay  in  the  woods  sometimes  for 
days,  making  it  extremely  dangerous  for  our 


1 


v 


f/ 


Major  H.  H.  Noyes 

If  it  gets  on  your  clothes,  it  soon  works  through 
and  spreads  and  makes  a  nasty  burn. 

"I've  seen  some  mighty  bad  cases  of  mustard 
gassing,  and  the  funny  thing  is  that  in  many 
instances  the  men  don't  know  when  they  got 
it.  Thank  Heaven,  I  never  got  a  dose  of  that, 
and  I  hope  1  don't.  I  went  over  a  road  built 
across  what  had  been  No  Man's  Land  forty- 
eight  hours  before.  This  road  was  built,  four 
miles  of  it,  in  fourteen  hours,  which  in  itself 


is  remarkable  enough,  but  stop  and  think  that 
most  of  it  was  done  after  dark.  They  had  no 
grading  machines — just  men  with  shovels  and 
picks  and  sand  bags,  practically  all  that  time 
under  shell  fire,  and  they  built  a  good,  hard 
road,  capable  of  sustaining  heavy  and  continu- 
ous traffic.  In  fact,  the  stream  of  traffic  was 
twenty-four  hours  long,  and  every  day.  Oh,  it's 
some  army  we  are  building  over  here. 

"Some  of  our  youngsters  in  that  show  were 
green  at  this  war  game,  green  as  grass,  but 
they  would  go  over  the  top  with  a  yell  and  a 
laugh,  and  the  task  of  the  famous  'Six  Hun- 
dred' was  a  lawn  party  compared  to  what 
these  huskies  had  to  do.  When  they  learn 
from  experience  not  to  take  so  darn  many 
chances,  we  won't  have  so  many  casualties,  but 
they  just  won't  'keep  their  head  down.'  I  came 
through  that  show  in  good  shape,  although  I 
was  air-raided  and  shelled  a  few  times.  They 
didn't  get  me,  but  several  times  I  just  knew 
they  were  after — only  me.  One  feels  that  way, 
especially  at  night,  when  they  drop  those  damn 
bombs.  Lord,  they  do  shake  things  up! 
Scared?  Sure  I  was  scared;  why,  I  couldn't 
even  climb  under  my  blankets.  They  dropped 
twenty  of  those  darn  things  about  150  yards 
from  where  I  had  been  sleeping — too  close.  He 
missed  his  target  by  a  mile  and  a  half.  Too 
careless  of  him!  You  see,  he  was  after  a  dump 
of  ammunition.  Well,  you  feel  better  when 
they're  gone,  but  you  don't  know  when  his  cou- 
sin or  brother  is  coming  back.  You  don't  suffer 
from  ennui  much  when  you're  up  there. 

"Well,  as  I  said  before,  some  of  us  will  soon 
be  thinking  of  starting  for  home,  as  this  show 
is  nearly  over,  and  I  hope  I'll  be  in  the  first 
bunch.    Was  one  of  the  early  birds  over  here." 


THE  WONDERFUL  TONE  PRODUCTION  OF  PHON  <T AMOUR 

is  obtained  by 

THE  AMPLIFIER 

an  entirely  new  type  of  horn, 
built  on  the  principles  of  a  violin 


am 


THE  DIAPHRAGM 

made  of  selected  violin  wood,  fashioned  beyond  any  possible  danger  of  warping,  and 
insuring  a  resonance  and  sweetness  of  tone,  not  obtainable  by  the  use  of  any  other  material 

These  Features  are  Patented  and  Procurable  Only  in  Phon  d' 'Amour 
Plays  All  Makes  of  Records  and  Glorifies  Them  All 

THE  FRITZSCH  PHONOGRAPH  CO., 


228-30  West  Seventh  Street 

CINCINNATI,  OHIO 


40 


THE     TALKING     MACHINE     WORLD  December  15,  1918 


The  Trade  In  Philadelphia  And  Locality 


TALKING  MACHINE  DEALERS 

can  greatly  increase  their  profits  without  additional 
overhead   expense,  by  selling  the  world-famous 

Weymann  "KEYSTONE  STATE" 
Musical  Instruments 

a  combination  that  has  proved  to  be  an  instantaneous  success. 

Write  for  catalogue 

H.  A.  WEYMANN  &  SON 

Manufacturers 

Victor  1108  Chestnut  St. 

Wholesalers  Philadelphia,  Pa. 

Established  1864 


Philadelphia,  Pa.,  December  7. — The  talking 
machine  business  during  November  in  this  city 
resolved  itself  into  a  sale  of  everything  that 
was  procurable — that  is,  so  far  as  the  Victor 
dealers  are  concerned,  and  yet  it  did  not  show 
a  volume  any  way  near  that  of  November  of 
1917.  Beginning  with  the  first  of  December 
the  Victor  men  were  all  cleaned  out,  and  with 
little  reason  to  expect  a  much  better  condition 
during  the  balance  of  the  month.  There  are 
going  to  be  a  great  many  disappointed  people, 
as  well  as  dealers  and  jobbers,  it  is  apparent,  for 
the  Victor  jobbers  cannot  see  but  that  it  will 
take  the  Victor  Co.  at  least  until  spring  before 
they  will  be  able  to  ship  the  enormous  number 
of  machines  and  records  that  will  adequately 
fill  the  demand. 

There  seems  to  be  a  great  scarcity  in  other 
lines  also,  and  only  a  few  factories  have  been 
able  to  keep  their  dealers  supplied  in  Novem- 
ber, and  to  start  them  on  the  last  month  of  the 
year  with  assurances  that  they  are  going  to  get 
plenty  of  goods. 

Having  a  Wonderful  Season 

The  Columbia  Graphophone  Co.,  210  North 
Broad  street,  have  been  having  a  wonderful  sea- 
son, their  November  practically  cleaning  them 
up  on  stock.  Manager  Heath  states  that  they 
have  received  a  small  shipment  of  machines  this 
week,  but  they  have  others  on  the  road,  and  he 
hopes  that  they  will  get  enough  Grafonolas  to 
at  least  satisfy  the  dealers,  although  he  does 
not  hope  to  be  able  to  nearly  supply  demands. 
The  record  condition  is  somewhat  better,  al- 
though on  the  most  popular  of  the  recent  num- 
bers there  is  a  considerable  shortage.  E.  A. 
Manning,  of  the  Columbia  Co.,  who  has  been 
seriously  ill  for  some  time,  has  so  far  improved 
that  there  is  now  assurance  of  his  recovering, 
for  which  all  his  friends  in  this  city  are  very 
glad. 

Just  Marking  Time 

A  representative  at  the  Louis  Buehn  Co.  says: 
"The  whole  situation  is  simply  this,  we  are  go- 
ing along  selling  all  we  are  receiving  from  the 
Victor  Co.,  which  is  not  very  much.  From  pres- 
ent indications  it  will  be  only  a  comparatively 
short  time  before  the  Victor  Co.  will  be  able  to 
get  back  to  normal,  but  when  they  do,  I  think 
they  will  be  able  to  produce  more  than  they 


ever  did  in  the  history  of  their  business.  We 
have  received  a  partial  shipment  of  the  new 
Style  VI  Victor,  in  mahogany,  and  it  is  a  very 
fine  machine  for  the  price.  The  probabilities  are 
that  there  will  be  no  more  of  this  particular  type 
— mahogany  finish — shipped  again  until  next 
year." 

The  Buehn  firm  have  received  letters  the  past 
week  from  E.  P.  Bliss,  Jr.,  and  R.  C.  Carpenter, 
former  employes  at  their  store,  to  the  effect  that 
they  hope  shortly  to  be  back  from  France  and 
to  again  get  "into  the  harness." 

Among  out-of-town  talking  machine  men  in 
Philadelphia  the  past  week  were  C.  N.  Andrews, 
of  Buffalo,  N.  Y.,  and  L.  C.  Wiswell,  manager 


of  the  Victor  department  of  Lyon  &  Healy, 
Chicago." 

In  Good  Shape  for  Holiday  Trade 

Manager  Bates,  of  the  Victor  department  at  the 
Wanamaker  store,,. has  his  quarters  in  very  fine 
shape  for  the  holiday  trade,  but  unfortunately, 
like  all  other  Victor  dealers,  he  is  shy  of  stock, 
but  hopes,  with  a  little  more  assistance  from  the 
factory,  to  make  the  usual  holiday  showing.  He 
is  a  little  pessimistic  regarding  this,  however, 
but  is  optimistic  to  the  extent  that  he  believes 
the  Victor  people  will  very  shortly  increase  pro- 
duction so  that  in  a  few  months  all  their  dealers 
will  have  very  clear  sailing. 

Able  to  Meet  Trade  Deirfands 

Herbert  E.  Blake,  of  Blake>^E  Burkart,  the  big 
Edison  dealers  at  Eleventh  and. Walnut  streets, 
says  that  they  are  plugging^flong  and  doing  a 
very  good  business.-'  M^^Blake  says:  "We  had 
a  very  nice  month  last  month  and  it  looks  good 
for  this  month.  We  had  plenty  of  stock  and 
there  is  plenty  demand  for  it.  We  had  to  dig 
for  the  stock,  but  we  dug,  and  we  are  now  be- 
ing repaid.  All  the  other  Edison  dealers  in 
Philadelphia  seem  to  be  in  the  same  shape.  We 
have  more  machines  on  hand  now  than  we  had 
to  start  last  month,  and  our  business  in  Novem- 
ber was  more  than  double  that  of  November  a 
year  ago." 

Mr.  Blake  says  that  they  are  also  in  fine  shape 
on  records,  and  the  twenty-four  new  records 
which  they  placed  on  sale  on  the  thirtieth  are 
of  a  high  class  and  he  believes  they  are  going 
to  be  popular  with  the  public.  They  have  two 
large  shipments  on  the  way  now,  of  machines 
and  records,  which  they  believe  will  see  them 
through  the  holiday  period. 

The  Blake  firm  were  very  much  honored  as 
well  as  pleased  when  recently  a  representative 
arrived  from  the  Edison  Co.'s  factory  to  write 
up  their  system  here  to  be  used  in  the  Edison 
official  magazine,  "Along  Broadway." 

R.  N.  Stults  in  Charge  at  Presser's 

Robert  N.  Stults,  for  many  years  identified 
with  the  piano  trade  in  this  city  as  salesman, 
has  accepted  the  position  of  manager  of  the  new 
talking  machine  department  at  the  Theodore 
Presser  store.  The  Presser  firm  handle  the 
Victor  and  the  Brunswick.  The  department 
was  opened  some  time  ago  and  has  already  ob- 


A  Good  Time  To  Lay  In  Your 
Supply  of  Accessories 


Lundstrom   CabinetS— ?n,e  °f  the  best  selling  propositions  in  the 

lalking  Machine  business  today. 

Record  Gleaner  Brushes— A  neat  phf h  brush- leather  back— finds 

a  ready  sale. 

■p  it*.   A  necessity  for  every  talking  machine  with  a  lid.    Makes  a 

J^eCOrO  J^lteS     fine  Christmas  gift. 

Needle   Gutters  Lv°n  &  Healy  and  the  Record  Lite  Fibre  Needle  Cut- 
ters.   Best  cutters  on  the  market. 

His  Master's  Voice— A^e^Pari\Miniaiur,e-   Four ,  in,ches  high- 

bells  like  not  cakes.    Urder  a  sample  dozen. 

Wall-Kane  Needles  Well  known  to  the  trade.     Medium,   loud  and 

extra  loud  grades. 

Heineman  Needles  in  medium  and  loud  tone. 

Penn  Phonograph  Co.,  Inc. 

913  ARCH  STREET  PHILADELPHIA 
Victor  Wholesalers  Exclusively 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


41 


For  1919 

E  pledge  to  our  Dealers  a  contin- 
uance of  fair  and  helpful  Victor 
Service.  The  war's  end,  bringing 
better  conditions  and  increased  factory 
shipments,  should  mean  a  wonderful 
year  of  MUTUAL  IROSPERITY. 


The  Louis  Buehn  Company,  Philadelphia 

Victor  Wholesalers 


tained  a  firm  footing,  and  Mr.  Stults  will  no 
doubt  put  much  energy  into  the  department. 
Advertising  Campaign  Brings  Results 

The  local  Pathephone  Co.  report  that  No- 
vember was  the  biggest  month  they  have  ever 
had.  This  is  true  both  in  retail  and  in  whole- 
sale. Mr.  Eckhardt  believes  that  December  will 
unquestionably  again  break  all  records.  They 
recently  entered  into  an  extensive  advertising 
campaign  which  has  been  bringing  big  results. 
This  campaign  was  conducted  not  only  in  the 
newspapers,  but  also  on  billboards  all  about  the 
city.  The  Pathe  Shop  name  is  in  evidence  all 
about  the  city. 

Mr.  Eckhardt  says  the  Pathe  Co.  has  been  able 
to  supply  them  with  all  the  goods  needed  so 


THE  BEST 
TALKING  MACHINE  NEEDLE 

On  the  Market — Packed  in  Counter  Salesman 


PHONOGRAPH  NEEDLES 

EACH  NEEDLE  WILL  PLAY  10  RECORDS 


b  10<*  < 

PACK*01 


:  Sirawf*  fesBSj  /ca3iisEi?i  'toiinSn^g 
Nl  jaBosBR  pifajzem  jtaajjEGaj 


NEtDLEW\U.PLAV  IO  RECOR 


50  Needles  to  a  box  and  they  retail  at  10c.  per  Box. 
60  Boxes  to  a  package  $6.00. 
This  package  costs  you  $3.90  net. 
Your  pro6t  is  $2.10  and  your  customer  gets  a  needle  that 
will  give  satisfaction. 


The  Fred.  Gretsch  Mfg.Co.l0, 


Broadway 
Brooklyn,  N.Y. 
Manufacturers  of  Musical  Instruments 
Canadian  Wholesale  Agent,  H.  A.  BEMISTER 
10  Victoria  St.,  Montreal,  Can. 
Western  Distributor:  WALTER  S.  GRAY 
530  Chronicle  Bldg.  San  Francisco,  Cal. 


far  in-  the  way  of  machines,  and  record  ship- 
ments have  been  coming  in  in  splendid  shape. 
E.  A.  Widmann,  president  of  the  Pathe  Co.,  was 
a  visitor  in  Philadelphia  during  the  month. 
Weymann  Boys  Meet  in  France 

This  Thanksgiving  meant  much  to  H.  W. 
Weymann,  in  charge  of  the  wholesale  depart- 
ment of  H.  A.  Weymann  &  Son,  Victor  distrib- 
utors, Philadelphia,  Pa.  The  mail  that  morning 
brought  the  pleasing  announcement  that  his  two 
sons,  who  are  both  serving  their  country  in  dif- 
ferent branches  of  the  service,  had  met  in 
France.  H.  Power  Weymann,  the  eldest  of 
the  two  boys,  went  to  France  in  Company 
E,  315th  Infantry.  In  the  capture  of  Sedan, 
in  which  the  American  troops  played  such  a 
valiant  part,  young  Weymann  was  wounded  by 
a  shell  and  was  later  transferred  to  a  hospital  in 
Bordeaux.  Herbert  Weymann,  the  other  son,  is 
serving  as  chief  yeoman  in  the  United  States 
Navy,  and  is  quartered  at  Croix  d'  Huis,  which 
is  within  a  few  miles  of  Bordeaux.  Herbert 
Weymann  visited  his  brother  in  the  hospital, 
and  in  a  letter  home  told  of  the  happy  reunion, 
and  the  equally  cheering  news  of  his  brother's 
rapid  recovery. 

New  Pathe  Representatives 

The  big  furniture  store,  Stern  &  Co.,  in  this 
city,  have  opened  a  Pathe  department,  and  thus 
far  their  campaign  has  been  most  successful. 
They  have  been  doing  a  land  office  business. 
Other  firms  in  the  State  that  have  taken  on  the 
Pathe  are:  The  Scranton  Talking  Machine  Co., 
of  Scranton,  Pa.;  the  Cameron  Piano  Co.,  of 


m 

Cameron,  Pa.;  G.  C.  Aschbach,  a  large  musical 
instrument  dealer  of  Allentown,  Pa.,  and  the 
Goodenough  Piano  Co.,  of  Bethlehem,  Pa. 
Frieda  Hempel  Scores  in  Opera 

Frieda  Hempel  was  the  star  of  the  opera  last 
week — "L'Elisir  d'Amore."  This  artist  sings 
exclusively  for  the  Edison,  and  consequently 
the  Edison  dealers  outdid  themselves  here  for 
publicity.  Blake  &  Burkhart  had  an  attractive 
Hempel  window,  with  a  big  poster  of  Miss 
Hempel  as  "Marie"  in  "The  Daughter  of  the 
Regiment."  The  first  record  she  made  for  the 
Edison  was  the  Proch  Theme  and  Variations 
interpolated  in  this  opera.  They  also  had  vari- 
ous photographs  of  her,  and  the  Edison  poster 
of  all  her  records.  Pictures  and  posters  of  Miss 
Hempel  were  also  displayed  by  W.  A.  Murdock, 
manager  of  the  Edison  department  of  the  Lud- 
wig  Piano  Co.,  N.  Stetson  &  Co.,  the  Girard 
Phonograph  Co.,  etc. 

H.  A.  Weymann  &  Sons  Are  Optimistic 

H.  A.  Weymann  &  Sons,  in  spite  of  a  very 
heavy  Victor  business  in  November,  enter  the 
December  month  in  better  shape  than  the  ma- 
jority of  Victor  dealers  here.  They  lack  ma- 
chines to  a  considerable  extent  in  comparison 
with  the  demand,  and  their  record  shelves  seem 
very  skimp,  but  H.  W.  Weymann  is  optimistic  as 
to  the  outcome  and  believes  the  Victor  people 
are  going  to  give  them  at  least  a  liberal  supply 
of  both  machines  and  records  to  meet  the  heavy 
demand,  but  of  course  not  sufficient  to  nearly 
supply  the  wants  of  their  rapidly  increasing 
roster  of  customers. 


AUSTRALIAN  AND  NEW  ZEALAND  TRADE 

Well  established  firm  now  manufacturing  and  dealing  wholesale  in  Cabinets 
and  Disc  Filing  Cases  is  desirous  of  embarking  further  in  the  Talking  Ma- 
chine business  and  invites  quotations  and  details  of  Motors,   Voice  Boxes,  etc. 

Buying  Agents :  Messrs.  Henry  W.  Peabody  &  Co.,  New  York 

Address  all  correspondence  to— 
RECORDER 

Messrs.  Henry  W.  Peabody  &  Co.,  Box  932  G.  P.  0.  Wellington,  New  Zealand 


42 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Dance  Music  for  Christmas— of  course.  And 
there  is  no  dance  music  like  Columbia 
Records. 


Columbia  Graphophone  Co. 

NEW  YORK 


WITH  PEACE  SECURED  PITTSBURGH  LOOKS  FOR  BIG  TRADE 

Marked  Activity  in  All  Branches  of  Business — Kaufmann's  Victrola  Department — Columbia  Line 
With  Joseph  Home  Co. — Buehn  Co.  Tell  of  Edison  Tone  Tests — Demand  for  Starr  Phonographs 


Pittsburgh,  Pa.,  December  5. — Marked  activity 
is  noted  in  talking  machine  circles,  due  to  the 
pre-holiday  season  publicity  methods  that  are 
being  utilized  by  the  various  dealers  in  ma- 
chines and  records.  On  all  sides  it  is  con- 
ceded that  the  amount  of  business  that  will  be 
transacted  in  talking  machines  and  records  will 
only  be  limited  by  the  amount  of  merchandise 
that  the  dealers  can  obtain. 

This  view  is  shared  by  all  of  the  leading  job- 
bers who  are  confident  that  had  not  war  condi- 
tions intervened  the  1918  holiday  season  would 
have  been  the  most  successful  and  notable  in 
the  history  of  the  trade  as  far  as  the  Pittsburgh 
territory  dealers  are  concerned.  This  is  mainly 
due  to  the  outstanding  fact  that  the  varied  in- 
dustrial enterprises  of  the  territory  in  and  about 
Pittsburgh  are  working  full  time  and  the  thou- 
sands of  workers  are  able  to  earn  excellent 
wages.  Much  of  this  money  finds -its  way  to 
the  sellers  of  talking  machines  and  records,  as 
it  is  an  established  fact  that  the  Pittsburgh  dis- 
trict toilers  have  a  decided  partiality  for  talking 
machines  as  well  as  player-pianos. 

One  of  the  largest  Victrola  departments  in 
western  Pennsylvania  is  that  conducted  by 
Kaufmann's,  one  of  the  biggest  department 
stores  in  the  United  States.  This  department  is 
under  the  direction  of  Edward  F.  Harwood,  who 
is  music  merchandise  manager  of  the  store,  while 
the  immediate  direction  of  the  department  is  in 
the  hands  of  Mrs.  C.  H.  Walrath.  The  depart- 
ment is  located  on  the  eleventh  floor,  and  there 
are  thirty-five  demonstration  booths  as  well  as 
a  number  of  display  rooms  where  the  various 
styles  of  Victrolas  are  on  show.  Another  fea- 
ture of  Kaufmann's  is  the  "Instant  Record 
Service"  bureau,  which  is  located  on  the  main 
floor.  This  has  been  established  for  the  busy 
man  or  woman  who  wishes  to  get  a  Victor  rec- 
ord promptly  without  taking  the  elevator  to  the 
eleventh  floor.  This  new  bureau  since  its  in- 
ception has  been  very  successful. 

Especial  attention  is  also  given  to  the  for- 
eign record  department,  which  is  located  in  the 
basement,  and  is  in  charge  of  Arnold  Haas,  a 
linguist  of  note,  who  stated  that  hundreds  of 


foreign  records  were  being  sold  weekly  through 
his  department.  This  is  due,  he  said,  to  the  fact 
that  the  foreign  speaking  patrons  of  the  depart- 
ment are  liberal  buyers  and  seemingly  do  not 
hesitate  at  buying  a  record  that  they  like. 

The  Joseph  Home  Co.  have  placed  on  sale  a 
full  line  of  Columbia  Grafonolas  as  well  as  Co- 
lumbia records  in  addition  to  the  Victor  line, 
which  they  have  handled  for  years.  The  depart- 
ment is  in  charge  of  A.  R.  Meyer,  who  is  also 
secretary  of  the  Pittsburgh  Talking  Machine 
Dealers'  Association.  Mr.  Meyer  stated  that 
the  demand  for  Victrolas  had  reached  so  large 
a  volume  that  it  was  impossible  to  fill  all  orders 
placed  in  time  for  Christmas  delivery. 

A.  N.  Ansell,  manager  of  the  Victrola  depart- 
ment of  McCreery  &  Co.,  reported  sales  as  very 
brisk  and,  although  he  found  it  difficult  to  sup- 
ply his  patrons  with  the  particular  style  of*  Vic- 
trola they  wished,  he  often  was  able,  he  said, 
to  make  a  compromise  and  place  a  Victrola  of 
either  a  larger  or  smaller  size  than  wanted,  so 
as  to  keep  the  customer  in  line  for  the  Victor 
wares.  Sales  of  records  Mr.  Ansell  said  were 
very  large. 

Assistant  Manager  A.  B.  Smith,  of  the  local 
Columbia  branch,  stated  that  the  trade  for  No- 
vember both  in  Columbia  records  and  Grafo- 
nolas were  much  larger  than  that  of  November  a 
year  ago.  Thus  far  in  December,  he  said,  sales 
were  brisk  and  orders  were  being  placed  in  large 
volume  by  the  retailers. 

"Our  sales  are  showing  a  marked  increase 
over  any  similar  period  prior  to  the  holidays," 
said  H.  J.  Brennan,  manager  of  the  Pittsburgh 
Pathephone  Co.,  "and  I  am  sanguine  that  our 
Christmas  sales  will  eclipse  those  of  last  Christ- 
mas, which,  by  the  way,  was  a  record-breaker 
for  this  establishment. 

J.  A.  Endres,  sales  manager  of  the  Bruns- 
wick phonograph  in  the  Pittsburgh  district,  is 
enthusiastic  over  the  notable  sales  of  the  Bruns- 
wick in  his  territory.  He  stated  that  the 
Brunswick  methods  of  reproduction  have 
brought  about  an  increased  volume  of  sales  for 
the  retail  dealers. 

Mr.  Brennan  made  a  business  trip  to  New 


CRYSTAL  EDGE  MICA  DIAPHRAGMS 


M 
I 

c 

A 


Let  us  send  you  samples  today  of  our  dia- 
phragms and  you  will  readily  understand  why 
the  best  talking  machines  are  equipped  with 
Crystal  Edge  Mica  diaphragms  exclusively. 

We  use  only  the  very  finest  selected  mica, 
the  best  diaphragm  material  in  the  world. 


PHONOGRAPH  APPLIANCE  CO.,  109  West  Broadway,  NEW  YORK 


York  the  latter  part  of  November  and  visited  the 
Pathe  factory. 

J.  W.  Helbling,  one  of  the  roadmen  of  the 
Pittsburgh  Pathephone  Co.,  was  quite  ill  with 
influenza.  He  has  recovered  sufficiently  to  re- 
sume his  route. 

Miss  Lillian  A.  Wood,  director  of  the  Victor 
educational  department  of  the  C.  C.  Mellor  Co., 
was  off  duty  for  several  weeks,  due  to  the  in- 
fluenza epidemic.  Miss  Wood  is  planning  a 
big  campaign  this  season  in  the  Pittsburgh 
schools  with  her  educational  work,  which  has 
been  in  operation  for  some  time  and  is  highly 
approved  by  educators  who  have  seen  its  prac- 
tical results.  The  Victrola  department  of 
the  Mellor  Co.  is  in  charge  of  John  Fisher, 
who  is  well  known  to  the  trade. 

The  Dauler-Close  Furniture  Co.,  who  are  the 
Pittsburgh  agents  for  the  Cheney  phonograph, 
are  carrying  on  an  extensive  advertising  cam- 
paign in  the  newspapers  directing  the  attention 
of  the  public  to  that  line.  The  firm  report  sales 
as  very  satisfactory  and  in  keeping  with  their 
expectations. 

The  Buehn  Phonograph  Co.,  Edison  distrib- 
utors, report  a  very  brisk  season  in  Edison  pho- 
nographs and  records.  Much  of  this  new  trade 
is  ascribed  to  the  recent  series  of  very  success- 
ful Edison  tone  tests  which  were  held  in  the 
territory  covered  by  the  Buehn  Co.  The  retail 
store  of  the  company  is  attractively  fitted  up 
with  handsome  demonstration  rooms  for  both 
the  Edison  phonograph  and  the  Amberola.  Two 
new  additions  have  been  made  to  the  staff  of 
the  retail  sales  force,  they  being  Misses  Z. 
Rohrkaste  and  Marie  Kenney.  W.  S.  Rippey, 
a  member  of  tfie  traveling  salesmen  force,  has 
resigned. 

Gray  &  Martin,  distributors  of  the  Sonora 
phonograph,  are  enjoying  a  brisk  sale  of  this 
talking  machine.  The  firm  in  their  newspaper 
advertising  direct  attention  to  the  fact  that  they 
accept  Liberty  Bonds  for  cash  in  the  purchase 
of  machines. 

H.  C.  Niles,  secretary  of  the  Starr  Phono- 
graph Co.  of  Pennsylvania,  stated  that  he  was 
only  limited  in  his  willingness  to  fill  orders 
for  Starr  phonographs  and  Gennett  records  by 
the  receipt  of  shipments  from  the  factory  at 
Richmond,  Ind.  Frequently,  he  stated,  when  a 
carload  of  phonographs  reaches  Pittsburgh  they 
are  immediately  reshipped  to  retail  dealers  with- 
out being  taken  to  the  local  stockrooms. 

The  Aeolian-Vocalion  is  being  featured  by 
the  Kaufmann  &  Baer  Co.,  who  are  the  exclu- 
sive agents  for  that  instrument  and  the  Vo- 
cation records  in  Pittsburgh.  Considerable 
newspaper  publicity  has  been  used  the  past 
month  in  directing  the  attention  of  prospective 
buyers  to  the  Aeolian-Vocalion.  The  Kauf- 
mann &  Baer  Co.  have  commodious  showrooms 
for  the  instruments  as  well  as  for  the  Victrolas 
and  Columbia  Grafonolas,  which  they  also  han- 
dle. 

A.  Hamberger  and  the  Goldsmith  Furniture 
Co.,  who  handle  the  Vitanola  in  this  city,  re- 
port an  excellent  demand  for  these  popular  in- 
struments. 


Buy  only  the  highest  grade  HEINE  MAN  -MEISSELBACH  Tone  Arm  Combinations. 
Your  machines  will  then  be  unexcelled  in  tone  quality. 


HEINEMAN  TONE  ARM  No.  12 


MEISSELBACH  TONE  ARM  No.  97 
MEISSELBACH  No.  2-C  SOUND  BOX 


\ 

\ 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


43 


HOW  RIDGLEY  "DOES  HIS  BIT" 

Well-Known  Talking  Machine  Dealer,  Organizer 
of  69th  Regiment  Band,  Handles  OkeH  Rec- 
ords— Big  Factor  in  Musical  Matters" 


surprise,  however,  when  it  is  realized  that  Lieu- 
tenant Ridgley  has  played  under  the  batons  of 
Sousa,  Pryor  and  Innes,  and  that  he  is  consid- 


Clifford  E.  Ridgley,  head  of  Ridgley's  Music 
House,  859  Third  avenue,  New  York,  which 
handles  "OkeH"  records,  is  not  only  well  known 

in  the  local  trade 
circles,  but  is  also 
conductor  of  the 
famous  Sixty- 
ninth  Regiment 
Band.  When  this 
popular  regiment 
was  called  for 
overseas  duty, 
Mr.  Ridgley  im- 
mediately enlisted 
and  organized  an- 
other band  in  the 
place  of  the  one 
that  had  left  for 
France.  Under 
his  able  leader- 
ship the  band 
soon  attained  a 
high  degree  of 
success,  and  it  is 
now  playing  nu- 
merous engage- 
ments. 

C.  E.  Ridgley  For  hjs  good 

work,  Band  Leader  Ridgley,  who  entered  the 
regiment  as  a  private,  has  been  promoted  to  the 
rank  of  lieutenant.    This  rapid  promotion  is  no 


MANY  CONSTRUCTIVE  IDEAS 

To  Be  Found  in  the  November  Issue  of  the 
"Emerson  Spotlight" 


The  November  issue  of  the  "Emerson  Spot- 
light," the  house  organ  published  monthly  for 
and  by  Emerson  record  dealers,  contains  many 
timely  items  regarding  these  records,  the  open- 
ing article  consisting  of  an  interesting  talk  by 
Louis  D.  Rosenfield,  manager  of  the  Emerson 
international  record  department,  who  is  achiev- 
ing pleasing  success  with  this  new  department. 
Mr.  Rosenfield  gives  the  dealers  some  idea  of 
the  problems  which  confront  the  international 
record  department  in  its  efforts  to  secure  adapt- 
able talent,  and  he  also  pays  a  well-deserved 
tribute  to  Harry  Marker,  chief  recorder  of  the 
Emerson  Phonograph  Co.,  who  has  been  an  im- 
portant factor  in  the  production  of  these  inter- 
national records. 

J.  I.  Carroll,  sales  manager  of  the  company, 
contributes  a  timely  article  entitled  "Morale," 
and  there  are  the  usual  number  of  interesting 
items  from  Emerson  dealers  referring  to  the 
sales  possibilities  of  these  records.  On  the  last 
page  of  this  issue  of  the  "Spotlight"  there  is  pre- 
sented a  portrait  of  George  Hamilton  Green, 
well  known  in  musical  circles  as  one  of  the 
leading  xylophone  players  of  the  present  day. 
Mr.  Green  has  recorded  several  Emerson  rec- 
ords which  have  been  well  received  by  the 
dealers. 


STIMULATING  CHRISTMAS  TRADE 

In  accordance  with  its  annual  Custom  the  New 
York  Talking  Machine  Co.,  Victor  wholesaler, 
has  been  sending  to  its  dealers  different  sug- 
gestions for  stimulating  Christmas  business. 
Recent  literature  includes  the  usual  Victor  gift 
certificates  which  have  achieved  signal  popu- 
larity in  past  years,  and  post  cards  that  the  deal- 
ers may  send  to  their  clients  extending  them  the 
greetings  of  the  season.  On  these  cards  there  is 
reproduced  a  Victor  record  which  makes  this 
souvenir  a  timely  one  and  an  effective  sales  help 
for  the  dealers. 


The  Cheney  Talking  Machine  Co.,  of  Illinois, 
has  registered  in  New  York  State,  with  P.  L. 
James,  1107  Broadway,  as  representative.  Cap- 
ital $100,000. 


business  in  new  and  used  instruments,  and  it  is 
interesting  to  note  that  until  the  "OkeH"  rec- 
ords were  placed  on  the  market  Lieutenant 
Ridgley  would  never 
consent  to  handle 
phonograph  records. 
Referring  to  the 
"OkeH"  records  he 
says:  "Speaking  as  a 
band  leader,  and  a 
judge  of  musical  in- 
struments, I  must  say 
that  the  tone  quality 
and  the  musical  value 
of  'OkeH'  records 
must  please  the  most 
critical.  It  is  a  rec- 
ord- for  musical  ears." 
Lieut.  Ridgley  is  par- 
ticularly enthusiastic 
regarding  the  recent 
Ridgley's  Sixty-ninth  Regiment  Band  OkeH  supplements, 

ered  an  authority  on  band  instruments  and  band  and  he  is  featuring  to  excellent  advantage  the 
music.  patriotic  and  popular  numbers  enumerated  on 

The  Ridgley  Music  House  does  a  very  large     these  lists. 


The  Phonograph  You  Will 
Eventually  Handle 


T 


O  improve  our  models  at  the  minimum  cost  we  have  decided  to 
concentrate  our  efforts  of  production  upon  the  marketing  of  but 
T-W-0  popular-priced  models.    This  we  feel  is  the  most  advis- 


able course  in  face  of  the  difficult  manufacturing  conditions  to-day. 


Model  Number  II  is  similar  to  model  Number  I  in 
construction  differing  in  dimensions  only,  the  same 
being ;  height  A6)/2  inches — depth  21  inches — width 
19  inches. 

Retail  Price,  $85.00 

We  positively  believe  that  the  fruits  of  our  efforts 
are  absolutely  the  best  that  can  be  produced  for  the 
money.  We  do  not  offer  our  product  to  the  trade 
as  a  "bargain,"  but  as  greater  value  for  the  price 
than  any  other  machine  on  the  market.  We  invite 
the  most  careful  and  deliberate  inspection  and  com- 
parison. 

Our  stock  is  so  complete  at  all  times  as  to  insure 
prompt  and  immediate  shipments.  However,  trans- 
portation is  so  uncertain  it  is  advisable  to  order  as 
far  in  advance  of  your  needs  as  possible  to  avoid 
delay  and  disappointment. 


Model 


Height  42  inches,  Width  17 
inches,  Depth  19  inches. 

Retail  Price,  $70.00 


Distributors  of  Lyric  Records 
and  Wall-Kane  Steel  Needles 


Write  Immediately  for  Unusual  Liberal  Discounts  and  Territory 
ORDER  YOUR  SAMPLE  NOW 

0PER0LL0  PHONOGRAPH  COMPANY 


54  W.  Lafayette  Blvd. 


DETROIT,  MICH. 


44 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


now 


Demand  for 

Tmetson  Record? 


E 


You  can  now  fill  the  wonderful  demand  in 
territory  for  Emerson  35  and  75  cent  discs ! 
the  return  of  our  boys  from  abroad,  a  new  era  of 
record  prosperity  opens  before  you. 

Not  only  can  we  now  guarantee  quantity  deliveries, 
but  you  can  rest  assured  that  the  superior 
standard  of  the  Emerson  product,  due  to  new  and 
splendid  features,  has  been  vastly  improved. 

Go  after  this  big  record  opportunity  with 

Fmerson  Record? 

See  all  owners  of  machines,  without 
exception. 

Emerson  Records  are  first  out  with 
the  big  popular  song  and  dance  hits, 
and  first  over  the  top  with  all  the 
worthwhile  numbers. 


Fmerson  Phonoft»aph  Company^ 

3  West  35th  Street,  New  York 


Chicago,  7  E.  Jackson  Blvd. 


Boston,  80  Boylston  St. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


45 


CLEVELAND  TRADE  IN  OPTIMISTIC  MOOD  ABOUT  FUTURE 

Members  of  Trade  Without  Exception  Optimistic  Over  Prospects  for  Business  During  Holidays 
and  New  Year — Heavy  Orders  for  Goods  Placed,  But  It  Is  Still  Difficult  to  Get  Machines 


Cleveland,  O.,  December  5. — With  the  war  at 
an  end  Cleveland  talking  machine  distributors 
and  dealers  feel  like  "relaxing"  as  it  were,  and 
all  the  members  of  the  Talking  Machine  Deal- 
ers' Association  of  Northern  Ohio,  during  their 
November  meeting,  expressed  confidence  in  the 
future. 

Practically  all  of  the  dealers  weathered  the 
severe  conditions  imposed  by  the  war  and  the 
recent  Spanish  flu  epidemic.  With  these  great 
handicaps  removed  dealers  see  new  daylight 
and  are  very  optimistic  over  the  prospects  for 
business  during  the  early  months  of  1919. 
Charles  K.  Bennett,  president  of  the  association, 
is  among  the  genuinely  optimistic  of  the  group 
of  wide-awake  dealers  and  distributors. 

Dealers  hope  to  obtain  more  stock  than  they 
have  received.  While  they  admit  the  removal 
of  war  restrictions  will  not  materially  affect 
factory  output  for  several  months,  these  dealers 
see  some  relief  in  the  prospect  of  better  trans- 
portation facilities,  particularly  where  long 
hauls  are  concerned. 

Holiday  decorations  never  were  more  varied 
and  more  prolific  in  the  show  windows  of 
Cleveland  music,  piano  and  talking  machine 
dealers.  Evergreen  decorations  are  entwined 
with  American  flags  and  the  colors  of  the  na- 
tions allied  in  defeating  Germany.  Patriotic 
music,  records  and  music  rolls,  these  and  other 
evidences  of  "Victory"  are  seen  everywhere. 

Musically  Cleveland  is  making  bigger  strides 
than  she  ever  did,  and  in  the  forefront  of  the 
new  movement  are  found  talking  machines, 
which  are  finding  new  places  almost  daily  as 
drawing  attractions  in  furniture  stores,  cafes 
and  other  places  of  business.  The  talking  ma- 
chine is  no  longer  a  mere  side  line  with  several 
of  the  big  furniture  houses  of  the  city.  The 
machine  stands  on  its  basis  and  is  displayed 
prominently  along  with  furniture. 

The  Harmony  Music  Shoppe,  in  The  Arcade, 
has  one  of  the  prettiest  Christmas  show  win- 
dow displays  in  the  city.  Recent  renovations 
and  improvements  in  the  shoppe  have  made  its 
interior  very  inviting  to  the  tens  of  thousands 
of  people  who  pass  through  The  Arcade  daily. 

James  G.  Donald,  representing  a  Cincinnati 
music  firm,  was  a  visitor  among  Cleveland 
talking  machine  dealers  this  week. 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


i.teKir\J  tKeAtasic  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


The  Talking  Machine  Dealers'  Association  of 
Northern  Ohio  is  again  planning  a  big  concert 
in  which  singers  whose  songs  are  reproduced 
on  records  will  be  featured.  The  concert  has 
been  twice  postponed  and  its  date  is  now  set 
for  some  time  in  January,  depending  upon  the 
singers. 

At  the  November  meeting  of  the  association 
members  the  concert  was  discussed  and  a  com- 
mittee instructed  to  correspond  with  John  Mc- 
Cormack  and  others,  with  a  view  of  having 
them  appear.  The  date  of  the  concert  will 
depend  largely  upon  the  convenience  of  the 
artists  sought. 

The  proceeds  of  the  concert  are  to  go  to 
Y.  M.  C.  A.  and  Knights  of  Columbus  recrea- 
tion centers  in  military  training  camps. 

Association  members  show  no  disposition  to 
lift  the  ban  on  records  reproducing  German 
songs  or  selections  of  orchestras  directed  by 
pro-German  directors.  These  records  were 
withdrawn  from  sale  by  the  association  mem- 
bers last  summer  and  none  have  been  offered 
for  sale  in  Greater  Cleveland  since  the  records 
were  interned  for  the  war  period.  The  proba- 
bilities are  this  class  of  records  will  remain 
under  the  ban  until  a  peace  treaty  is  signed. 

Henry  Dreher,  of  the  B.  Dreher's  Sons  Co., 
will  spend  his  winter  in  Florida,  as  usual,  and 
enjoy  much  of  the  time  playing  golf.  He  is  one 
of  the  best  golf  players  in  Cleveland. 

The  Starr  Piano  Co.,  which  recently  absorbed 
the  talking  machine  and  record  merchandise  of 
the  J.  T.  Wamelink  Sons  Piano  Co.,  is  still 
making  a  drive  in  selling  the  instruments  pur- 
chased. Many  appeals  are  being  offered  for 
early  holiday  buyers. 

The  May  Co.'s  piano  department,  managed 
by  Dan  J.  Nolan,  president  of  the  National 
Association  of  Piano  Merchants,  reports  a  big 
gain  in  business  during  the  past  few  days.  With 
the  war  at  an  end  and  the  flu  ban  on  early 
closing  lifted  the  company's  patrons  have 
greatly  increased,  particularly  buyers  of  musi- 
cal instruments. 

The  Eclipse  Musical  Co.'s  retail  store,  in 
Euclid  avenue,  is  offering  a  wide  variety  of 
Victor  machines  and  records.  Charles  K.  Ben- 
nett, manager  of  the  company's  distributing 
department,  reports  an  increase  of  sales  and 
says  the  prospects  for  better  business  early  next 
year  are  very  flattering. 


WILL  STIMULATE  HOLIDAY  TRADE 

The  December  issue  of  the  "Columbia  Rec- 
ord," the  house  organ  published  monthly  by  the 
Columbia  Co.  for  the  use  of  its  dealers,  con- 
tains a  number  of  interesting  and  timely  articles 
that  can  be  used  to  excellent  advantage  to  stim- 
ulate holiday  business.  One  of  these  articles 
depicts  the  use  of  a  Columbia  Grafonola  in  the 
children's  barber  shop  of  the  Wm.  Filene's  Sons 
Co.,  of  Boston.  This  is  probably  the  first  time 
that  a  Grafonola  has  been  used  for  this  unique 
purpose. 

In  this  issue  of  the  "Columbia  Record"  there 
are  the  usual  number  of  sales  helps  together 
with  illustrated  articles  showing  some  of  the 
new  plans  that  have  been  inaugurated  by  dif- 
ferent departments  of  the  Columbia  Co.  in  order 
to  render  its  dealers  efficient  service.  Among 
the  novelties  featured  in  this  issue  are  the  "Bub- 
ble Book,"  distinctive  window  displays  and 
other  timely  sales  helps. 


MACOUN  WITH  CHAMBERS  CO. 

Albert  Macoun,  well  known  in  the  local  retail 
trade,  who  was  formerly  associated  with  the 
Columbia  Co.'s  Fifth  Avenue  Shop,  is  now  a 
member  of  the  sales  staff  of  the  Chambers  Music 
Co.,  New  York,  which  handles  the  Columbia  line 
exclusively.  Mr.  Macoun  is  closing  an  excel- 
lent business,  and  is  enthusiastic  regarding  the 
future  possibilities  in  his  new  post. 


t  1  ! 


It 

Beats  the 
Band  how 

Phono-Grand 

keeps  Growing  — 

GROWING 


\  DEMAND 

\  !  I  !  ! 
,  \  .... 

Look!    Here  It  Is! 


Neat,  Compact ;  Small,  isn't  it  ? 

This  wonderful  combination  of  a  modern 
talking  machine  and  up-to-date  Repro- 
ducing Piano. 

It  plays  all  makes  of  Records  and  the 
piano  is  adapted  for  playing  the  famous 
Q  R  S  expression  player-piano  rolls. 

\ Don't      Delay  \ 
Write    to-day  \ 
Get    Mo  re    Biz  \ 
(    The  Seeburg  Way !  \ 

J.  P.  Seeburg  Piano  Co. 


209  S.  State  St. 
419  W.  Erie  St. 


Chicago,  HI. 


46 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


ill 


Btrtorg 


W$t  Hfnbomttable  Courage  of  the  American  people 
$rebatleb  tn  Crumbing  tfje  ^elUstf)  pmn 

^rTtctorp  anb  iPeace  babe  been  toon  bp  Sacrifice 
Sacrifice  of  life,  jHonep  anb  personal  Snterest 


UNICO  SERVICE 

was  dedicated  to 

The  Cause  of  Victory 

for  the  period  of  the  War 

Day  and  Night  our  entire  facilities  were  devoted  to 
the  requirements  of  the  Aeroplane  and  Hydroplane 
Program  of  Army  and  Navy 


OTitf)  ttje  TOorlb  at  $eace  hie  again  turn  to  tfje  pursuit  of  $ro£= 
peritp  anb  ?|appine££ 

®fje  Cpe£  of  tfje  OTorlb  are  turneb  totoarbs  tfn*  Ration 

Jftrgt:  3n  Jferbor  of  (gratttube  for  Beltoerance 

i£>econblp:  3fn  appeal  for  eberp  commobttp  requtreb  for  tfje  re= 
construction  of  beba^tateb  (Europe 

Ctierp  pfjase  of  our  oton  internal  Commercial  anb  3nbu£trial 
gictftutp,  temporarily  arresiteb  bp  tfje  Call  to  &rm£,  totll  bt  retfumeb 
toitf)  greatly  mcreasteb  fcrigor* 

W$i$  country  map  toell  anticipate  unprecebenteb  prosperity  for 
yeartf  to  come, 

THE  UNIT  CONSTRUCTION  COMPANY 

RAYBURN  CLARK  SMITH,  President 
Fifty-eighth  Street  and  Grays  Avenue,  PHILADELPHIA,  U.  S.  A. 


rnrnrtnnirrurf  i  innuiiinniii  mtmmwuwnn^  u'.ui. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


47 


Imrn 


^^^^^^ 


ill 


Designs  and  Construction 
Patented 


gHt^m 


THE  SALES  BUILDER 


Unico  Equipment 
Excels  from  Every 
Standpoint 


Design .  . 

Construction 

Jf  tmsif)  .  . 
efficiency  . 

Cconomp  . 


Six  standard  styles 
Special  period  styles 

Patented,  Interlocking 
Portable  Units 
Sound  Insulated 

All  standard  Oak, 
Mahogany  and  Enamels 

Increased  sales  at  lower 
cost  per  sale 

Moderate  first  cost 
Always  an  Asset 
Adaptable  any  location 

Prompt  shipments  from 
stock  ready  for  imme- 
diate use 


prepare 

Stupendous  1919  demand  for 
Talking  Machines   and  Records 

lector? 

Huge  sales  and  profits  will  reward 
the  wise  Dealer  who  installs  a 
modern  Unico  department 

$eace 

will  make  ample  stocks  available 

ENLARGE  YOUR 
DEPARTMENT  NOW 


3n£tall  a  Complete 
Unico  department 

WL  DEMONSTRATING  ROOMS 

j£  RECORD  RACKS 

3f  RECORD  COUNTERS 

C  DISPLAY  ROOMS 

0  DECORATIONS-FURNISHINGS 

The  Unico  System  has 
Increased  Sales  and  Profits 
for  almost  1000  dealers 


Send  today  dimensions  of  your  available  space.  Plans  and  estimates  for  a 
complete  department  will  reach  you  promptly.  By  acting  now  you  can  com- 
plete your  improvements  in  season  to  be  ready  for  THE  BIG  BUSINESS. 

THE  UNIT  CONSTRUCTION  COMPANY 

RAYBURN  CLARK  SMITH,  President 
Fifty-eighth  Street  and  Grays  Avenue,  PHILADELPHIA,  U.  S.  A. 


m 


48 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


NO  STAINS  IN  OUR 

DIAPHRAGMS  OF  BEAUTY 

THE  INTERNATIONAL  MICA  COMPANY 

Factory,  37th  and  Brandywine  Streets  Office  and  Sales  Department,  1228  Filbert  Street 

PHILADELPHIA 


COLUMBIA  DEALERS  HOLD 

IMPORTANT  MEETING 

Recent  Monthly  Gathering  at  Waldorf-Astoria 
Proves  Interesting — Miss  Maurel  Makes  De- 
but— R.  W.  Knox  Outlines  Advertising  Plans 

During  the  past  few  months  Columbia  deal- 
ers in  Metropolitan  territory  have  attended  reg- 
ular monthly  meetings  for  the  purpose  of  hear- 
ing the  new  midmonth  records,  and  in  order  to 
become  acquainted  with  many  of  the  new  addi- 
tions to  the  Columbia  recording  library.  These 
gatherings  have  been  remarkably  successful,  but 
the  meeting  held  recently  at  the  Waldorf- 
Astoria  Hotel  was  by  far  the  most  successful 
and  most  important  that  has  yet  been  held. 

As  usual,  Lambert   Friedl,  manager  of  the 


Miss  Barbara  Maurel 

local  Columbia  wholesale  branch,  sponsored 
this  meeting,  and  arranged  the  many  details  in- 
cidental to  the  successful  program  that  was  of- 
fered to  the  dealers.  It  was  suggested  that  the 
dealers  bring  the  members  of  their  sales  staffs 
if  possible,  and  quite  a  number  of  the  local  Co- 
lumbia representatives  accepted  this  suggestion 


and  gave  their  sales  people  an  opportunity  of 
attending  this  meeting. 

In  his  address  of  welcome  Mr.  Friedl  called 
attention  to  the  splendid  outlook  for  business 
during  1919,  commenting  upon  the  fact  that  the 
Government  has  recently  permitted  talking  ma- 
chine manufacturers  to  double  their  production, 
and  also  called  attention  to  the  announcement 
sent  out  by  the  Columbia  Co.  to  the  dealers  can- 
celing the  price  increase  which  went  into  effect 
November  1.  In  addition  to  this  cancelation, 
the  dealers  were  notified  that  all  the  Grafo- 
nolas  which  they  had  purchased  since  the  first 
of  the  month  on  the  new  basis  would  be  subject 
to  the  old  prices,  and  a  credit  charge  be  entered 
on  the  books. 

Mr.  Friedl  played  the  various  midmonth  rec- 
ords. Ralph  W.  Knox,  advertising  manager  of 
the  Columbia  Graphophone  Co.,  who  has  been 
responsible  in  a  considerable  measure  for  the 
splendid  Columbia  publicity  that  has  appeared 
recently,  gave  the  dealers  an  intensely  prac- 
tical and  informative  resume  of  Columbia  ad- 
vertising plans  and  policies.  Mr.  Knox  pointed 
out  how  the  dealer  could  tie  up  his  local  estab- 
lishment to  this  mammoth  advertising  campaign, 
and  visualized  this  campaign  by  the  use  of  charts 
and  drawings.  Mr.  Knox's  address  enabled  the 
dealers  to  gain  an  intimate  idea  of  the  aims  and 
ideals  of  the  Columbia  Co.'s  advertising  plans, 
and  Mr.  Knox  pointed  out  that  the  foundation 
of  this  campaign  is  a  desire  on  the  part  of  the 
company  to  assist  and  co-operate  with  Colum- 
bia dealers  in  every  possible  way. 

As  the  "star"  event  of  the  afternoon  Mr. 
Friedl  introduced  to  the  dealers  Miss  Barbara 
Maurel,  the  gifted  mezzo-soprano,  who  has  re- 
cently joined  the  Columbia  recording  library 
and  who  will  make  Columbia  records  exclusively. 
It  has  been  said  of  Miss  Maurel  that  she  has 
a  "perfect  voice  for  recording  purposes"  and 


musical  experts  who  have  heard  her  Columbia 
records  unanimously  endorse  this  opinion. 

At  this  meeting  Miss  Maurel  rendered  a 
number  of  selections  which  were  enthusiastically 
received  by  the  dealers.  She  was  obliged  to 
give  several  encores,  and  every  one  present 
commented  upon  the  beaitty  and  culture  of  her 
voice  and  her  rare  gift  of  perfect  interpretation. 
Miss  Maurel  has  specialized  to  a  considerable 
extent  in  the  singing  of  old-time  ballads,  and  her 


Ralph  W.  Knox 

Columbia  records  are  excellent  reproductions  of 
her  splendid  voice. 

Miss  Maurel's  accompanist  at  the  meeting 
was  Sig.  Romano  Romani,  who  directs  all  the 
Italian  work  at  the  Columbia  recording  li- 
braries. Sig.  Romani  is  an  artist  of  exceptional 
ability,  having  composed  a  number  of  selections 
that  have  attained  considerable  success. 

During  the  course  of  the  meeting  an  interest- 
ing announcement  was  made  to  the  effect  that 
Nora  Bayes,  the  popular  comedienne  and  exclu- 
sive Columbia  artist,  will  in  the  near  future 
make  ten-inch  Columbia  records,  retailing  at  85 
cents.   These  records  will  be  issued  very  shortly. 

The  next  speaker  on  the  program  was  F.  W. 
Gibson,  who  was  the  father  and  originator  of  the 
idea  which  resulted  in  the  production  of  the 
new  book,  "The  Lure  of  Music,"  which  is  being 
presented  by  Columbia  dealers  throughout  the 
country  and  which  is  meeting  with  a  ready  sale. 
Mr.  Gibson  gave  the  dealers  an  interesting  re- 
sume of  his  experiences  in  the  preliminary  work 
incidental  to  the  production  of  this  book,  and 
then  introduced  Olin  Downes,  musical  critic  of 
the  Boston  Post,  who  wrote  "The  Lure  of 
Music."  Mr.  Downes  favored  the  dealers  with 
a  valuable  talk  on  music  from  a  practical  view- 
point, and  at  the  close  of  his  address  the  deal- 
ers present  versed  the  opinion  that  "The  Lure 
of  Music"  cannot  only  be  offered  to  their  patrons 
from  a  literary  and  musical  standpoint,  but  that 
it  can  be  utilized  by  the  dealers  to  develop  sales. 

Following  Mr.  Downes'  address  Mr.  Friedl 
announced  that  an  open  forum  would  be  inaug- 
urated at  this  meeting  at  which  the  dealers 
could  discuss  at  length  any  ideas  and  thoughts 
which  occurred  to  them  as  important  in  the  con- 
duct of  Columbia  business.  Irwin  Kurtz,  well- 
known  Columbia  dealer,  presided  as  chairman  at 
this  meeting,  and  the  many  suggestions  and 
ideas  which  were  offered  during  the  course  of 
the  open  forum  served  to  demonstrate  conclu- 
sively that  this  feature  should  be  included  regu- 
larly in  every  meeting  hereafter. 


Mr.  Phonograph 
Manufacturer: 

How  are  you  planning  to  hold  the  largely  increased 
Phonograph  business  you  have  secured  due  to  war 
conditions? 

Soon  real  competition  will  start  again. 

Have  your  Phonographs  been  boosting  or  knocking 
your  future? 

Your  claims  for  tone  superiority  will  now  have  to  be 
proven. 

THE  "BLISS"  REPRODUCER,  with  its  treated  silk  diaphragm,  can  positively  prove 
its  tone  superiority. 

As  tone  specialists,  may  we  not  aid  you  more  effectively  in  meeting  the  coming 
competition? 

Every  standard  make  of  Phonograph  can  be  improved  if  fitted  with  a  "BLISS" 
Reproducer. 

Other  Phonograph  Specialties  that  we  are  featuring  are  the  "Disk-Lite,"  an  electric 
lighting  attachment  adaptable  to  any  phonograph,  and  the  "Phono-Lite,"  an  automatic 
lighting  attachment  for  the  New  Edison;  also  Diamond  and  Sapphire  Points,  Pathe 
Sapphire  Points,  Lakeside  Rotometers,  Johnson  Electric  Motors,  B  &  H  Fibre  Needles, 
B  &  H  Fibre  Needle  Repointers,  and  the  Vallorbes  Semi-Permanent  Needles. 

Write  for  our  dealers'  price  list, — or 
may  our  Parcel  Post  Salesman  call? 

WILSON-LAIRD  PHONOGRAPH  CO.,  Inc. 

29  West  34th  Street  NEW  YORK  CITY 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


49 


Prospects  in  the  Talking  Machine  Industry 
During  the  Period  of  Readjustment  Discussed 

The  reconstruction  or  readjustment  period  following  the  war,  and  upon  which  we  may  be  said  to  have  now  entered,  presents  many 
problems  for  the  earnest  consideration  of  the  manufacturer  and  the  merchant  in  every  line  of  business.  The  reconstruction  period  will 
bring  with  it  a  new  situation  that  must  be  met  in  new  ways  and  without  precedent  to  act  as  a  guide,  just  as  the  war  itself  forced  a  gen- 
eral revolution  in  industrial  methods.  Members  of  the  talking  machine  industry  had  the  satisfaction  of  feeling  that  any  industry  that  has 
weathered  the  trials  of  war  as  successfully  as  has  this  of  ours  should  have  little  difficulty  in  getting  back  on  a  peace  basis  as  rapidly  as 
conditions  will  permit  and  then  enter  into  what  is  expected  to  be  a  remarkable  period  of  development  to  make  up  for  the  time  lost. 

The  thinking  members  of  the  industry,  however,  realize  that  relief  cannot  be  expected  instanter,  but  must  come  gradually  because  the 
turning  over  of  the  industries  of  the  nation  from  a  war  to  a  peace  basis  cannot  be  accomplished  over  night.  Restrictions  on  materials 
and  output  have  been  lifted  by  the  Government,  but  there  still  exists  the  natural  question  of  supply  and  demand  which  will  mean  that  all 
industries  will  be  in  a  rush  to  get  materials  and  must  be  content  for  a  while  to  accept  a  fair  share  of  the  available  supplies  rather  than 
expect  to  have  all  their  requirements  met  without  delay.  Then  there  comes  that  very  important  question  of  labor,  and  this  is  the  big 
problem  that  will  probably  delay  quantity  production  for  some  little  time,  or  until  mechanics  can  be  brought  back  from  war  work. 

The  coming  reconstruction  period  finds  the  talking  machine  entrenched  more  strongly  than  ever  in  the  hearts  of  the  American  peo- 
ple, who,  during  the  war,  have  had  manifold  opportunities  for  learning  the  real  importance  to  the  nation  at  large,  of  the  music  as  furnished 
by  talking  machines  and  records  of  all  the  various  types,  forms  and  names. 

We  enter  into  the  period,  therefore,  with  a  buyers'  market  awaiting  us,  for  there  are  thousands  of  talking  machine  owners  and  would-be 
talking  machine  owners  who  have  been  unable  to  have  their  demands  met  owing  to  shortage  of  output.  These  demands  are  still  active  and 
insistent,  and  simply  to  take  care  of  the  business  that  is  waiting  apart  from  the  business  that  will  be  developed,  is  a  problem. 

That  the  prominent  men  of  the  industry  are  as  one  in  holding  optimistic  views  regarding  developments  in  the  immediate  future  is  evi- 
denced in  the  following  expressions  of  opinion : 


COUNTRY  IS  ALREADY  LAUNCHED  INTO  THE 

TRANSITION  OR  RECONSTRUCTION  PERIOD 

By  Henry  C.  Brown,  Sales  Manager,  Victor  Talking  Machine  Co. 


While  any  predictions  regarding  the  immedi- 
ate future,  so  soon  after  cessation  of  hostilities 
and  before  the  organization  and  assembling  of 
the  peace  convention,  might  in  all  reasonable- 
ness be  generally  accepted  as  premature — yet 
the  almost  instantaneous  action  of  the  Govern- 
ment in  modifying  conservation  orders,  can- 
celing and  readjusting  war  orders,  makes  it 
plainly  evident  that  we  are  already  launched 
into  the  transition  or  reconstruction  period. 

I  have  absolute  confidence  in  the  American 
people  and  their  ability  to  meet  new  conditions. 
Particularly  is  this  confirmed  when  we  review 
what  has  just  been  accomplished  after  only  nine- 
teen months'  preparation.  When  the  United 
States  became  an  active  belligerent  and  joined 
the  Allied  cause  our  country  faced  conditions 
far  more  threatening  and  vastly  more  serious 
than  now.  That  such  a  responsibility  was  en- 
tered into  so  willingly  and  heartily  and  I  might 
say  on  the  part  of  many  so  blindly,  without  re- 
gard to  future  consequences,  convinces  me  that 
the  transition  or  reconstruction  process  will  be 
even  more  safely  and  expeditiously  carried  out. 

Preparation  for  war  and  its  vigorous  prosecu- 
tion naturally  signified  violent  disturbances  to 
all  established  economic  processes.  It  necessi- 
tated the  almost  immediate  scrapping  of  all  the 
fundamental  ideas  of  personal  or  individual  pre- 
rogatives; it  required  almost  revolutionary  re- 
organization of  the  manufacturing  facilities  of 
the  country  along  entirely  new  and  untried  lines; 
it  compelled  a  dislocation  in  the  labor  market 
^beyond  the  reckoning  of  the  wildest  theorist; 
it  commandeered  raw  materials  almost  to  the 
limit  of  our  country's  resources  and  it  taxed 
business  and  the  individual  far  beyond  what 
anyone  thought  possible  to  absorb.  These 
things  were  only  a  few  of  the  serious  problems 
met  and  overcome  in  the  move  from  peace  to 
a  war  footing. 

Now,  the  entire  process  is  reversed — every- 
thing is  being  given  back,  returned.  Victory 
has  been  won  and  the  menace  of  the  Hun  no 
longer  threatens.    All  uncertainty  is  over. 

Anyone  who  will  seriously  review  our  ex- 
periences of  the  past  four  and  one-half  years, 
and  particularly  the  last  eighteen  months,  must 
be  convinced  that  our  problems  of  the  future  are 
simple  in  comparison.  We  must  not  lose  sight 
of  the  fact  that  all  our  efforts  will  have  a  definite 
objective,  and  each  individual  manufacturer  or 


merchant  is  or  should  be  prepared  to  handle 
his  own  particular  problems  with  prompt  de- 
cision and  in  thorough  accord  with  the  new 
ideas  born  of  the  Great  War. 
The  talking  machine  industry  should  and  prob- 


Henry  C.  Brown 

ably  will  be  among  the  first  to  return  to  and 
even  surpass  pre-war  factory  production,  and 
with  normal  or  increased  output  will  find  a 
market  that  has  been  greatly  expanded  by  its 
widely  recognized  service  to  all  branches  of  the 
army  and  navy,  Red  Cross,  Y.  M.  C.  A.,  and 
other  governmental  agencies,  in  providing  recre- 
ation and  entertainment  to  the  boys  at  the 
front,  on  board  ships,  in  the  cantonments,  hos- 
pitals, trenches,  dug-outs,  huts  and  in  the  mil- 


I  am  very  glad  indeed  to  tell  what  I  think 
the  war  has  done  for  the  phonograph  industry. 
I  was  too  old  to  go  "over  there"  as  a  soldier  and 
too  poor  to  go  in  any  other  capacity.  Accord- 
ingly, I  can  speak  only  from  hearsay  of  the  part 
that  music  has  played  in  the  war  on  the  other 
side  of  the  ocean.  I  need  not  repeat  what  Gen- 
eral Pershing  and  others  have  said  about  music 
and  in  particular  about  the  phonograph.  It  is 
sufficient  to  say  that  music — and  perhaps  the 
phonograph  most  of  all— has  come  to  be  recog- 
nized as  "a  munition  of  war." 


lions  of  homes  throughout  the  United  States. 

Up  to  early  in  the  Spring  of  1918  the  Victor 
trade  showed  a  constant  and  substantial  increase 
over  each  preceding  year,  but  when  at  the  re- 
quest of  the  Government  we  undertook  the 
manufacture  of  aeroplanes,  gun-stocks,  gas  shells 
and  other  intricate  mechanical  parts  for  the 
ordnance  and  navy  departments,  our  output  of 
Victrolas  and  records  began  to  fall  off  and  the 
trade  consequently  and  very  naturally  were 
obliged  to  suffer  many  disappointments  and 
some  losses,  in  attempting  to  meet  the  demand 
for  our  product.  These  losses,  however,  it 
should  be  understood,  were  even  more  serious  to 
ourselves,  as  the  war  work  undertaken  by  us 
was  in  no  sense  a  profitable  substitute  for  our 
regular  line.  Our  losses  have  aggregated  mil- 
lions and  the  compulsory  relaxation  in  our  sales 
promotion  plans  must  be  overcome  by  renewed 
and  redoubled  effort  for  some  time  to  come. 

During  the  summer  just  passed  knowledge  of 
insidious  rumors,  greatly  exaggerating  our  cur- 
tailment and  the  reasons  therefor,  first  began  to 
reach  us,  and  it  was  not  until  September  13 
that  we  felt  privileged  to  advise  the  trade  in  our 
war  statement  No.  1  of  the  situation  at  the  fac- 
tory and  the  conditions  responsible  for  our  re- 
duction in  output.  This  was  supplemented  by 
war  statement  No.  2  on  October  30,  which  only 
preceded  the  signing  of  the  armistice  by  twelve 
days.  Now  it  is  all  over  and  everyone  may  look 
forward  to  the  prosperous  days  that  are  bound 
to  come  with  confident  assurance  that  there  will 
be  returned  to  them  full  recompense  for  all  the 
sacrifices  they  have  made — which  were  slight 
indeed  compared  to  the  sacrifices  of  those  men 
who  fell  in  France  and  to  the  crippled  ones 
who  return  to  our  shores  after  having  done  their 
utmost  to  make  the  world  a  decent  place  in 
which  to  live. 


While  I  could  not  go  on  the  witness  stand 
and  testify  what  music  and  the  phonograph  have 
done  in  France,  I  know  something  of  what  they 
have  accomplished  in  this  country.  The  war  has 
put  music  into  the  souls  of  the  American  people. 
Thousands  of  unpublished  poems  have  been 
written  in  our  hearts  and  millions  of  untrained 
voices  have  joined  in  noble  choruses  of  patriot- 
ism. Always  intense  feeling  seeks  to  translate 
itself  into  music.  Those  who  have  the  gift  com- 
pose music;  those  who  can  sing  instinctively 
(Continued  on  page  50) 


WHAT  THE  WAR  HAS  ACTUALLY  ACCOMPLISHED 

FOR  THE  BENEFIT J)FJ1IEJ>H0N0GRAPH  INDUSTRY 

By  William  Maxwell,  Vice-President  and  General  Manager,  Thos.  A.  Edison,  Inc. 


50 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


PROSPECTS  IN  TALKING  MACHINE  INDUSTRY  DURING  PERIOD  OF  READJUSTMENT— (Continued  from  page  49) 


burst  into  song;  those  who  cannot  make  music 
love  to  listen  to  it  in  times  of  stress.  The 
phonograph  has  been  the  great  music  maker. 
No  household  is  so  humble  that  the  phonograph 
cannot  bring  to  it  the  best  there  is  in  music. 
During  the  war  the  phonograph,  while  comfort- 


William  Maxwell 


ing  the  heartsick  and  strengthening  the  resolu- 
tion of  the  irresolute,  has  also  elevated  the  musi- 
cal culture  of  the  American  people.  The  war 
has  made  the  public  recognize  the  phonograph 
as  a  practical  essential  to  modern  existence. 

In  .the  past  there  has  been  a  class  of  people 
which  did  not  regard  the  phonograph  seriously. 
This  class  was  aptly  characterized  by  Mr.  Edi- 
son in  a  letter  which  he  wrote  to  a  United  States 
Senator,  from  which  I  quote  as  follows: 

"It  occurs  to  me  that  men  like  yourself  and 


your  colleagues,  with  your  time  fully  occupied 
and  welcoming  a  moment  of  leisure  instead  of 
wondering  what  to  do  with  your  spare  time,  can 
scarcely  appreciate  what  the  modern  phonograph 
means  in  the  average  American  home.  Com- 
paratively few  people  have  the  mental  initiative 
to  employ  their  leisure  hours  in  purposeful 
study.  The  bulk  of  knowledge  and  practically 
all  culture  are  derived  by  a  gradual  process  of 
more  or  less  unconscious  absorption.  The 
phonograph  in  its  modern  state  of  perfection 
has,  in  my  opinion,  during  the  past  five  years 
done  more  to  develop  an  intelligent  apprecia- 
tion of  music  on  the  part  of  the  American  peo- 
ple than  all  other  agencies  combined." 

I  am  very  happy  to  say  that  the  class  of  peo- 
ple which  Mr.  Edison  describes  has  been  largely 
converted  as  a  result  of  the  war.  The  phono- 
graph industry  enters  upon  peace  with  the 
phonograph  recognized  not  only  as  a  musical 
instrument  of  equal  dignity  with  the  piano  and 
violin,  but  as  the  greatest  of  all  musical  instru- 
ments, because  it  imposes  no  limitation  of  skill 
in  operation.  It  is  the  only  instrument  that  is 
always  ready  to  give  every  member  of  the  family 
exactly  the  kind  of  music  he  desires  and  exactly 
as  much  as  he  desires. 

I  understand  the  cigarette  people  are  thank- 
ing the  war  for  putting  the  O.  K.  on  cigarettes 


America's  part  in  the  world  war  and  its  suc- 
cessful outcome  is  a  matter  of  pride  to  every 
American.  Likewise  the  phonograph's  contribu- 
tion to  this  success  is  justly  a  matter  of  pride  to 
every  individual  associated  with  our  industry. 
We  have  the  right,  as  an  industry,  to  a  feeling 
of  complete  satisfaction  that  we  have  given  im- 
measurable and  incalculable  aid  to  our  Govern- 
ment, and  pleasure  and  comfort  to  our  soldiers 


and  that  they  expect  to  reap  a  great  peace-time 
harvest.  Certainly  if  the  war  established  the 
cigarette  in  public  esteem  it  has  done  ten  times 
as  much  for  the  phonograph.  I  hope  every 
phonograph  dealer  in  this  country  will  bring 
himself  and  his  sales  force  to  the  realization 
that  everybody  now  wants  a  phonograph.  That 
conviction  means  millions  of  dollars  in  addi- 
tional sales  and  it  means  additional  comfort  and 
happiness  in  thousands  of  homes.  People  want 
phonographs.  Phonograph  dealers  should  make 
it  hard  for  anyone  to  avoid  buying.  Salesman- 
ship is  partly  the  art  of  making  people  want  to 
buy  and  partly  the  art  of  making  it  difficult 
for  them  not  to  buy.  The  public  is  already  half 
sold.  To  do  the  rest  will  be  easy  if  we  strike 
while  the  iron  is  hot. 

As  for  production,  that  prosaic  thing  which 
after  all  is  going  to  determine  the  amount  of 
sales  during  the  next  twelve  months,  I  can  of 
course  speak  only  for  ourselves.  We  are  liter- 
ally turning  ourselves  inside  out  to  regain  the 
manufacturing  momentum  we  lost  because  of  the 
governmental  curtailment  order.  Of  course  it 
is  too  late  to  accomplish  much  before  Christmas. 
However,  we  hope  to  have  an  adequate  supply  of 
our  entire  line  of  phonographs  shortly  after  the 
first  of  the  year  and  we  feel  certain  that  we 
shall  have  a  copious  supply  of  records. 


and  sailors.  The  splendid  part  played  by  the 
phonograph  in  the  world's  crisis  has  proved  it 
an  essential  thread  in  the  fabric  of  our  nation's 
well  being,  and  therein  are  we  proud  to  be  as- 
sociated with  the  phonograph  industry. 

Little  need  be  said  of  the  demand  for  phono- 
graphs and  records  during  1918.   That  has  been 
obvious  to  manufacturers,  dealers  and  users. 
(Continued  on  page  51) 


THE  DEMANDS  OF  THE  FUTURE  AND  THE  OPPOR- 
TUNITIES FOR  1919  ARE  ABSOLUTELY  UNLIMITED 

By  H.  L.  Willson,  Vice-President  and  General  Manager,  Columbia  Graphophone  Co. 


A  Post  War-Time  Problem — 

Its  Solution 

The  overhead  expense  of  the  average  dealer  has  risen  greatly  during  the  past  two  years 
and  in  addition  to  this  a  scarcity  of  machines  has  somewhat  curtailed  his  sales  volume. 
A  reluctance  has  sometimes  been  shown  to  taking  on  a  competing  line. 

The  Eject-O-File  Solves  It 

It  sells  easily.  Its  many  advantages  are  instantly  apparent  to  your  customers.  As  easy 
to  sell  with  a  machine  as  the  records.  Each  sale  means  an  extra  profit  with  no  ad- 
ditional expense. 

Eject-O-FUeS  Are  Built  tO  Fit:    Columbia  Style  75.    Vocalion  Styles  F,  G,  H,  I,  J,  K 

and  Edison  Styles  CI  50  and  100. 

Retails  at  $10.     In  beautiful  oak  or  mahogany  finish.    Polished,  wax  or  dull  finish. 

Write  for  descriptive  circular  and  details  so  that  you 
may  see  the  opportunities  this  line  holds  for  you. 

EJECT-O-FILE  SALES  CO. 

216  W.  SARATOGA  STREET      -:-      -:-       BALTIMORE,  MD. 


The  Talking  Machine  World,  Nezv  York,  December  15,  1918 


THE  FIRST  ANNIVERSARY 

of  the  Introduction  of  Vallorbes  Semi-Permanent  Needles, 
with  Recent  Perfections  Obtained,  Suggests  a  New 
Era  of  Ever  Increasing  Demand  for  this 
Eminently  Superior  Type  of  Needle, 

especially  because  of  its  one  piece  construction,  more  sturdy  Needle  Points  and  the 
recently  developed  and  perfected  operation  of  correctly  chamfering  corners  of  Extreme 
Needle  Points,  thus  eliminating  the  necessity  of  first  few  grooves  of  Records  to  accomplish 
this,  with  its  somewhat  destructive  influence  to  that  portion  of  Record. 


If  you  have  a  sincere  desire  to  serve  the  interests  of  your  customers  in  a  constructive 
way — which, — in  this  case  amounts  to  supplying  needles  that  are  not  destructive,  are  one 
hundred  per  cent  perfect  in  reproducing  qualifications,  are  a  real  convenience  and 
economy,  decide  for  yourself,  test  and  prove  it  for  all  times,  obtain  a  Microscope  and  some 
other  Types  of  Needles,  especially  the  two  piece  point  insert  type  of  Semi- Permanent 
Needle,  then  compare  them  microscopically  with  one  piece  type  of  Semi-Permanent 
Needles,  then  play  them  and  we  will  be  well  content  with  your  decision,  following  such 
tests. 

Vallorbes  Semi-Permanent  Needles  for  Playing  Lateral 
Cut  or  Steel  Needle  Type  Records  at  Present  Supplied 
in  Soft-Medium  and  Loud  Tone,  with  the  Possible  Ad- 
dition  of  Extra -  Loud  Tone  Being  Added  Ere  Long. 


J^EALERS  should  not  omit 
to  write  us  at  once  for 
Samples  ;  if  you  are  a  legiti- 
mate Phonograph  Dealer 
and  will  write  under  Letter 
Heading  confirming  this 
fact  you  will  receive  Samples 
free. 


tilttpT 


LANCASTER,  PA 


JOBBERS  in  territory  not  already 
well  represented  will  do  well 
to  communicate  with  us  and  make 
early  association  with  a  line  of 
ever-growing  permanence  that  will 
celebrate  many  Anniversaries,  each 
more  glorious  than  the  one  just 
passed. 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


51 


PROSPECTS  IN  TALKING  MACHINE  INDUSTRY  DURING  PERIOD  OF  READJUSTMENT— (Continued  from  page  SO) 


H.  L.  Willson 

The  demand  for  the  future— the  opportunities 
for  the  industry  in  1919 — are  unlimited.  We 


are  on  the  threshold  of  the  greatest  days  in  our 
industry.  From  a  manufacturing  standpoint, 
labor  will  be  more  stable,  material  more  plenti- 
ful, and  a  larger  and  better  output  a  natural 
consequence. 

With  the  termination  of  the  world  war, 
a  feeling  of  optimism  has  spread  over  the  en- 
tire country,  and  while  the  reconstruction 
period  must  not  be  one  of  extravagance,  thou- 
sands of  people  who  have  been  practising  the 
strictest  economy  and  devoting  their  money  and 
time  to  war  work  will  now  seek  relaxation,  en- 
tertainment and  amusement.  It  is#in  this  direc- 
tion that  the  phonograph  has  had  such  a  splen- 
did opportunity  to  prove  its  worth.  To  the 
fighting  men  "over  there"  and  to  those  left  at 
home,  it  has  filled  a  great  national  need  and 
has  been  the  source  of  comfort  and  cheer.  It 
has  proved  its  merit  in  camps  and  at  home  and 
has  made  a  place  for  itself  in  the  hearts  of  thou- 
sands who  never  before  realized  its  value.  All 
this  spells  demand  to  me. 

So,  with  the  assurance  of  improved  manufac- 
ture and  service,  enlarged  uses  and  multiplied 
users,  it  is  the  conviction  of  the  writer  that,  not- 
withstanding the  perplexities  attending  the  re- 
adjustment period,  the  phonograph  industry  will 
find  in  1919  a  year  of  great  business  opportunity, 
growth  and  prosperity. 


WHY  THE  TALKING  MACHINEJINDUSTRY  CAN 

LOOK  FORWARD  TO  AN  ERA  OF  PROSPERITY 

By  Otto  Heineman,  President,  Otto  Heineman  Phonograph  Supply  Co.,  New  York 


Fundamentally  I  have  always  been  an  optimist, 
for  I  have  consistently  maintained  that  the 
optimist  creates  trade,  while  the  pessimist  dis- 
courages it.  In  other 
words,  the  optimist  is 
constructive,  while  the 
pessimist  is  destructive. 
During  the  past  year 
and  a  half  I  have  en- 
deavored to  spread  the 
doctrine  of  optimism 
throughout  our  trade, 
and  even  when  our 
problems  became  most 
serious  I  felt  that  the 
outlook  was  not  so 
dark  as  many  members 
of  our  industry  honest- 
ly believed.  I  will  ad- 
mit that  I  am  consid- 
erably pleased  with  the  optimistic  spirit  the 
trade  has  evidenced,  for  it  seems  to  me  as 
though  the  talking  machine  industry  has 
"weathered  the  storm"  and  can  now  look  for- 
ward to  an  unprecedented  and  extended  era  of 
prosperity. 

To  my  way  of  thinking,  the  outcome  of  the 
war  has  placed  America  in  a  position  where 
she  has  tremendous  possibilities  to  develop  every 
trade  channel.    America  is  to-day  the  greatest 


Otto  Heineman 


financial  power  in  the  world,  and,  in  addition, 
has  strengthened  in  all  directions  her  supremacy 
and  prestige  as  the  greatest  industrial  country 
iii  the  world.  I  believe  that  there  will  be  won- 
derful opportunities  for  America's  industries  dur- 
ing 1919,  and  the  years  thereafter.  These  op- 
portunities will  not  only  exist  in  the  expansion 
of  domestic  trade  within  this  country's  limits, 
but  the  possibilities  in  the  export  field  are  al- 
most beyond  conception  and  will  continue  to 
develop  enormously. 

Judging  from  the  opinions  expressed  by  the 
industrial  leaders  of  this  country,  America  is 
going  to  take  advantage  of  her  export  oppor- 
tunities during  the  coming  year  and  a  careful 
study  of  the  export  situation  will  convince  every 
American  business  man  that  this  country,  in  a 
comparatively  short  while,  will  control  the  vast 
export  trade  formerly  controlled  by  European 
countries. 

For  many  years  I  have  been  in  close  touch 
with  the  developments  in  the  export  field,  and 
I  have  noted  with  pleasure  the  practical  assist- 
ance and  co-operation  extended  by  the  various 
American  associations  that  have  been  formed 
for  the  purpose  of  stimulating  the  interests  of 
America's  industries  in  their  export  activities. 
Ihese  associations  have  rendered  invaluable  co- 
operation to  all  industries,  including  our  own, 
and  this  co-operation  will  undoubtedly  be  re- 


flected in  the  steady  growth  of  our  export  busi- 
ness in  the  future.  < 

While  it  is  true  that  the  phonograph  indus- 
try has  been  obliged  to  face  unprecedented  con- 
ditions in  the  past  year,  the  industry  as  a  whole 
has  undoubtedly  gained  in  prestige  as  a  result 
of  its  hearty  support  of  every  movement  that 
aimed  to  better  the  Government's  interests  and 
to  help  win  the  war.  Last  year  I  offered  as  a 
trade  slogan  the  phrase  "A  Phonograph  in 
Every  Home,"  and  this  prediction  would  cer- 
tainly have  materialized,  if  it  had  not  been  for 
the  unusual  conditions  that  confronted  us  in 
1918.  However,  I  firmly  believe  that  1919  will 
be  the  greatest  phonograph  year  in  history,  and 
the  slogan  "A  Phonograph  in  Every  Home" 
can  again  be  offered  to  the  trade  with  the  as- 
surance that  it  will  be  fulfilled  during  the  next 
twelve  months. 


WAR  PROVES  PHONOGRAPH 
A  NECESSITYIN  WAR  TIME 

By  George  E.  Brightson,  President,  Sonora  Pho- 
nograph Sales  Co.,  New  York 


The  services  of  the  phonograph  in  the  wai 
have  been  varied.  For  instance,  over  25,000 
portable  style  phonographs  were  shipped  by  us 
via  England  for  the  boys  in  the  trenches.  From 
New  York  we  have  sent  instruments  to  the  hier 


George  E.  Brightson 

boats  plying  across  the  Atlantic,  to  hospitals, 
cantonments,  camps,  etc.,  etc. 

A    Leslie's    Weekly    photographer  several 
months  ago  snapped  a  picture  of  some  of  the 
gallant  lads  at  the  front  enjoying  their  wine  and 
bread  in  front  of  a  dugout  on  the  Western  front. 
(Continued  on  page  53) 


DOEHLER  DIE-CASTINGS 


Have  been  an  important  factor  in  the  development 
of  the  most  successful  talking  machine  attachments 
on  the  market. 

This,  together  with  the  fact  that  the  greatest  number 
of  instruments  produced  are  equipped  with  tone  arm 
and  sound  box  of  Doehler  manufacture,  is  a  tribute  to 
the  uniformly  high  quality  of  our  product  and  the  all 
around  dependability  of  our  service. 


MAIN  OFFICE  AND  EASTERN  PLANT 
WESTERN  PLANT       B  RO  O  KLYN  .  N.  Y.   NEW  JERSEY  PLANT 

TOLEDO.OHIO.  NEWARK.  N.J. 


The  Success  attained  by  the  "Perfection"  repro- 
ducer and  tone  arm  is  due  to  the  popular  recognition 
of  a  device  of  more  than  usual  merit. 


52 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Plan  and  Prepare  Now  for  1919 

The  PRESTIGE  of  SUCCESSFUL  MERCHANDISE  JOBBING  for  over  50  CONTINUOUS  YEARS 
Should  COMMEND  our  PHONGRAPH  PROPOSITION  TO  YOU  as  a  "SAFE  ONE  TO  TIE  TO' 


(Reg.  U.  S  Pat.  Off. 


"The  Soul  of  Music 
Dwells  Within" 

PERSISTENT  DEMANDS  on 
the  major  part  of  a  great  Music- 
loving  People,  calling  for  a  more 
faithful,  lifelike  and  satisfying  repro- 
duction of  original  Tones  and  Sounds 
than  has  heretofore  been  possible  from 
any  of  the  existing  Sound  Reproduc- 
ing Mediums,  has  been  the  incentive 
for  the  Attainment  of  a  Cherished 
Ideal. 

It  is  a  pleasure  to  proclaim  this  as 
an  Accomplished  Fact,  and  submit 
with  pride,  the  Tone  Sensation  of  the 
Century. 

THE  ONLY 
PHONOGRAPH  IN  THE 

WORLD  IN  WHICH 
THE  TONE  IMPROVES 
WITH  USE  AND  AGE 

Home 

of  the 


Xel  -  o  -Tone 


WHOLESALE 
DISTRIBUTORS 

are  invited  to 
GET  IN  TOUCH 

with  US  for 
ANTICIPATED 
OUTPUT 

for 
1919 

OUR 
PROPOSITION 

is 

VERY 
ATTRACTIVE 
May  we  send  it  to 
YOU? 


RETAIL  DEALERS 
find  OUR  Line 
a  REAL 
"Musical  Find"  with 
ENORMOUS 
SELLING 
POSSIBILITIES 

May  WE  assist 
YOUR  NEEDS 

for 

THE  COMING 
YEAR? 

CATALOG  with  FULL 
PARTICULARS  for  LIVE 
WIRE  DEALERS  ONLY 

WRITE  TODAY 


THE  WESTERN  NEWS  COMPANY 

21-29  EAST  AUSTIN  AVENUE,  CHICAGO 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


53 


PROSPECTS  IN  TALKING  MACHINE  INDUSTRY  DURING  PERIOD  OF  READJUSTMENT— (Continued  from  page  51) 


Though  the  surroundings  were  only  desolate 
ruins  a  little  phonograph  perched  atop  a  box 
apparently  was  keeping  everyone  cheerful'. 

Before  the  war  started  we  hardly  knew  the 
meaning  of  the  word  morale,  but  to-day  it  is 
understood  and  its  importance  is  appreciated. 

Whether  it  is  to  cheer  a  homesick  doughboy 
attacked  by  the  "blues,"  to  lighten  the  pain  of 
the  wounded,  to  assist  in  restoring  to  normal 
health  the  shell  shocked,  to  bring  new  vigor  to 
weary  bodies  and  new  hope  to  the  downcast  in 
spirit,  the  phonograph,  convenient,  capable  of 
being  played  by  anybody  and  needing  no  ex- 
pert's hand,  has  been  of  priceless  value  in  help- 
ing the  workers  at  home  and  the  fighters  "over 
there"  during  the  great  struggle  for  right  and 


justice  which  we  have  victoriously  concluded. 

Some  people  have  been  surprised  that  the  de- 
mand for  phonographs  continued  without  cessa- 
tion throughout  the  war.  They  have  been  under 
the  impression  that  the  phonograph  is  a  luxury 
and  all  luxuries  must  be  left  severely  alone  dur- 
ing economical  periods. 

However  the  phonograph  now  is  not  in  the 
luxury  class,  but  is  to-day  a  necessity  for  the 
home. 

The  perfection  of  the  musical  qualities  of  the 
talking  machine  has  been  steady  and  note- 
worthy, and  the  phonograph  to-day  is  recog- 
nized as  the  peer  of  its  older  brothers,  the  piano 
and  violin  especially,  as  a  means  of  enjoyment 
and  entertainment. 


sells  goods  rather  than  terms,  and  who  aggres- 
sively carries  his  selling  policy  into  the  homes 
of  the  people  rather  than  he  who  waits  for  the 
public  to  seek  him  out.  We  feel  that  the  ab- 
normal growth  in  prosperity  and  demand  in  the 
Northwest  will  more  than  care  for  any  increased 
production  in  our  own  or  other  lines  of  mer- 
chandise that  may  be  in  demand. 


TRADE  STARTS  NEW  YEAR 
WITH  RENEWED  COURAGE 


By 


E.  A.  Widmann,  President,  Pathe  Freres 
Phonograph  Co.,  Brooklyn,  N.  Y. 


In  looking  back  over  the  last  twelve  months 
and  reviewing  all  the  difficulties  and  hazards  ex- 
perienced, it  is  with  a  sigh  of  relief  that  the  mer- 
chant looks  to  the  future  knowing  that  it  must 
be  better  than  has  been  the  past.  So  he  will 
start  the  new  year  with  renewed  courage  and 
renewed  determination  to  overcome  any  obstacle 
that  he  might  encounter. 

There  is  no  question  at  the  present  time  that 
orders  are  much  more  abundant  than  are  sup- 
plies— that  this  is  a  seller's  market  and  will  be  a 
seller's  for  a  long  long  time  to  come.  Supplies 


that  go  into  manufacture  are  still  enormously 
high  while  the  finished  product  has  not  advanced 
commensurate  with  the  advance  of  raw  mate- 
rial, labor  and  overhead — the  dealer's  profits  re- 
main practically  the  same  except  of  course  it 
costs  him  proportionately  more  to  do  business, 
but  if  he  will  buy  what  goods  he  can  get  no 
doubt  he  will  be  able  to  sell  and  sell  more  than 
he  ever  sold  before. 

There  is  bound  to  be  a  shortage  in  labor  for 
a  number  of  years  to  come.  The  migration  of 
labor  to  this  country  has  practically  ceased  dur- 
ing the  war,  and  it  is  going  to  take  some  years 
for  us  to  catch  up  and  make  up  the  deficiency 
that  exists  now  irrespective  of  the  fact  that  our 
own  boys  will  be  coming  back.  So  that  I  look 
for  a  high  labor  market  and  consequently  pros- 
perous conditions  for  the  phonograph  industry 
for  some  time  to  come. 


E.  F.  DROOP  &  SONS  CO.,  Washington,  D.  C. 

We  are  looking  forward  optimistically  into 
the  future.  Of  course  we  will  pass  through  a 
period  of  reconstruction  that  will  be  more  or 
less  trying,  but  this  country  is  too  enterprising, 
prosperous  and  efficient  in  every  direction  to 
lie  down  in  the  face  of  trouble  (and,  for  that 
matter,  in  the  time  of  trouble,  as  we  have  re- 
cently witnessed). 

As  far  as  the  policy  of  the  house  is  concerned 
we  intend  to  purchase  liberally  and  conserva- 
tively; we  shall  also  be  careful  about  extending 
credit  terms — shall  insist  upon  well-propor- 
tioned cash  payments  in  connection  with  our 
instalment  sales  and  will  keep  a  sharp  lookout 
on  our  collection  department.  If  every  dealer 
will  do  this  and  maintain  an  intelligent  adver- 
tising campaign,  he  need  have  no  fear  or  worry. 


LEADING  JOBBERS  OF  THE  COUNTRY  TELL 

OF  LOCAL  CONDITIONS  AND  PROSPECTS 

An  Interesting  Symposium,  Giving  the  Views  of  Many  of  the  Leading  Talking  Machine  Jobbers, 
That  Will  Be  Read  and  Studied  With  Profit  by  Readers  of  The  World 


HARGER  &  BLISH,  Des  Moines,  la. 

Iowa  and  South  Dakota,  in  which  we  are  in- 
terested, are,  as  you  know,  the  great  food-pro- 
ducing States  of  the  Union,  and  with  a  Govern- 
ment guarantee  to  the  farmer  on  the  price  of 
the  1919  crops  it  seems  to  us  that  business  pros- 
pects for  next  year  are  such  that  our  sales 
volume  will  be  limited  only  by  the  manufactur- 
ers' ability  to  supply  us  with  sufficient  instru- 
ments. We  are  pleased  at  the  inclination  on 
the  part  of  the  public  to  relax  and  get  into  a 
pre-war  normal  state  of  mind  and  an  attitude 
of  again  indulging  their  tastes  and  desires  for 
luxuries  and  the  good  things  of  life,  and  we 
are  sure  that  1919  presents  unlimited  possibili- 
ties to  our  particular  trade. 


of  lack  of  market.  American  and  Continental 
necessity  indicate  a  capacity  demand  at  high 
prices.  Our  farmers  never  were  more  prosper- 
ous, and,  as  prosperity  means  investment  in 
those  articles  which  add  to  the  pleasures  and 
refinements  of  life,  we  look  for  an  enhanced 
demand  from  our  agricultural  districts  as  well 
as  our  cities.  Our  territory  is  widespread  and 
its  individual  and  collective  prosperity  is  great. 
It  has  never  been  intensively  exploited  as  have 
the  older  communities.  The  successful  dealer 
will  be  he  who  wisely  concentrates  his  efforts. 


F.  R.  ERISMAN,  Columbia  Co.,  Dallas,  Tex. 

The  cessation  of  hostilities  means  to  Texas 
a  still  greater  increase  in  the  sales  of  talking 
machines  and  records.  The  high  prices  which 
the  farmers  of  Texas  are  sure  to  get  on  crops 
and  the  new  developments,  especially  in  the 
oil  industry,  will  bring  a  greater  wave  of  pros- 
perity to  Texas  than  she  has  ever  known  before. 
Although  we  will  realize  in  the  year  of  1918  a 
greater  sale  for  talking  machines  and  records 
than  ever  before,  yet  I  look  for  the  year  of 
1919  as  a  record  year. 

Texas,  being  purely  an  agricultural  State,  will 
not  be  affected  by  cancelations  of  contracts  in 
munition  plants.  A  scarcity  of  labor  will  pre- 
vail, thereby  keeping  up  the  high  wages.  It  is 
up  to  the  dealer  to  stock  up  on  both  talking 
machines  and  records  in  order  to  meet  the  de- 
mand that  is  sure  to  exist  in  the  year  of  1919. 


MICKEL  BROS.  CO.,  Des  Moines,  la. 

Indications  point  to  the  fact  that  the  year  of 
1919  will  be  the  biggest  and  most  successful 
year  in  the  history  of  ourselves  as  jobbers,  and 
our  dealers.  The  State  of  Iowa  has"  always 
shown  a  steady  increase  in  the  amount  of  Vic- 
(Continued  on  page  54) 

yjiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiniiiiiiiiiiiiiiiiiiiiiiiii!  iiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiuiiiiiiiiiiiiiii  mum  n  iiiiilliumiii  iiiiiiiiimiimimmiimmimmimmiimiuimm:  iiiiinmiiiiiiiiiiiiiirniiiiiiiiiiiiii  mumimig 


W.  E.  KIPP,  Kipp  Phonograph  Co.,  Indianap- 
olis, Ind. 

As  president  of  the  Edison  Disc  Jobbers'  As- 
sociation, I  am  happy  to  inform  you  that  all 
of  the  Edison  Disc  Jobbers  seem  to  be  unani- 
mous that  their  business  is  as  good  as  the  fac- 
tory can  make  it.  By  this  I,  of  course,  mean 
that  the  business  is  controlled  entirely  by  the 
amount  of  goods  that  we  jobbers  can  get. 

I  feel  sure  in  saying  to  you  that  all  of  the 
Edison  jobbers  look  to  the  future  with  a  spirit 
of  optimism  and  that  they  fully  intend  to  take 
every  advantage  of  their  opportunities  and  in 
every  way  apply  themselves  to  the  suggestions 
set  out  in  Mr.  Edison's  recent  letter.  As  far 
as  our  zone  of  operations  is  concerned,  we  feel 
confident  that  our  business  will  continue  to 
show  a  steady  growth  and  also  I  am  sure  that 
our  dealers  will  prove  themselves  worthy  of  the 
opportunity  that  is  ahead  of  them. 


BECKWITH-O'NEILL  CO.,  Minneapolis 

The  Northwest,  being  fundamentally  a  pro- 
ducer of  food  and  raw  material  rather  than 
an  industrial  center,  will  be  but  little  affected 
by  any  economic  and  labor  adjustments  in  the 
immediate  future.  The  copper,  iron  ore,  lumber 
and  farm  products  of  this  section,  upon  which 
our  prosperity  so  largely  depends,  run  no  risk 


1  PRESS  THE  BUTTON- 

THE  MOTOR  STARTS  | 

No  Winding,  No  Noise,  No  Spring  Trouble  | 

I                                          THAT  IS  I 

!  THE  VEECO  WAY  [ 

The  improved  VEECO  electric  motor  is  designed  primarily  and  | 

exclusively  for  Talking  Machines.    It  is  smooth  and  noiseless  in  | 

action  and  practically  fool-proof.    Standard  models  run  on  any  | 

voltage  from  1 00- 1 25,  A.  C.  or  D.  C,  without  adjustment.    Other  | 

models  for  any  voltage  from  6-250.    Furnished  mounted  on  1 2  | 

or  1 2l/2  inch  mahogany  board  ready  to  install,  or  without  board,  | 

all  ready  to  mount  on  such  board  as  used  by  the  manufacturer.  | 

With  the  VITRALOID  turntable,  supplied  with  the  motor,  it  | 

1                  makes  a  complete  motor  unit  for  high  class  machines.  | 

Send  for  a  sample  NOW  and  place  your  order  at  once  for  early  | 

delivery.  | 

THE  VEECO  COMPANY  I 

I    248  Boylston  St.                                    Boston,  Mass.  J 

THE  ORIGINAL  PRODUCERS  OF  A  COMPLETE  ELECTRIC  DRIVE  | 
FOR  TALKING  MACHINE  MANUFACTURERS'  USE 

1  iiiiiiiiiniiiiiiiii  iiiiiiiiiiiiiiuiiiniiiiiiiiiii  i  iiniiini  i  u  ill  t  j  ti  in  di  nu  j  ii  i  ii  mi  lumtiii  iiiimuini  i  ii  it  i  ii  ill  ii  ii  ill  n  (1 1  im  1 1  ■  ill  1 1  m  ii  in  i  mi  n  iiitinic  i  m  n  in  i  nuim  r«m  nnmni  tumi  iiiininmi  uiminniitiiuimiufiuuniinrmw 


54 


THE   TALKING    MACHINE  WORLD 


December  15,  1918 


PROSPECTS  IN  TALKING  MACHINE  INDUSTRY  DURING  PERIOD  OF  READJUSTMENT— (Continued  from  page  53) 


trolas  and  records  distributed  and  resold;  in 
fact,  during  the  year  of  1914  the  State  of  Iowa 
showed  an  increase  of  12S  per  cent,  over  and 
above  any  other  State  in  the  Union  in  the  dis- 
tribution of  Victor  products.  This  remark  can 
be  demonstrated  by  reference  to  the  Victor 
Co.'s  files,  at  which  time  a  circular  letter  was 
sent  out  to  the  trade  in  general. 

Business  has  never  let  up  since  that  period, 
and  although  the  increase  may  not  reach  that 
magnificent  proportion,  due  solely  to  the  in- 
ability of  the  factory,  through  war  conditions, 
to  increase  their  output,  we  still  feel  that  our 
increase  year  by  year  has  steadily  grown,  and 
had  conditions  been  normal  during  the  year  of 
1918  we  would  have  unquestionably  closed  one 
of  the  biggest  years  in  our  history  as  jobbers. 

Relative  to  the  general  clientele  of  dealers  in 
the  State  of  Iowa,  they  all  show  magnificent 
increases,  especially  regarding  the  record  situa- 
tion, as  they  have  awakened  to  the  idea  that 
the  sale  and  promotion  of  records  is  as  im- 
portant as  the  promotion  of  the  sale  of  Vic- 
trolas. 

.  In  conclusion  let  us  state  again  that  we  have 
every  confidence  that  the  year  of  1919  will  be 
the  biggest  year  in  the  history  of  the  talking 
machine  business  in  general.  As  far  as  the  State 
of  Iowa  is  concerned  it  will  be  the  biggest  and 
most  successful  year  in  the  distribution  of  Vic- 
tor products. 


LOUIS  BUEHN  CO.,  Philadelphia,  Pa. 

We  hesitate  to  make  any  forecast  regarding 
prospects  for  1919,  for  the  reason  that  any  de- 
velopment is  so  entirely  controlled  by  factory 
conditions. 

We  are  firmly  convinced,  however,  that  pros- 
pects for  business  are  the  best  that  we  have 
ever,  had  in  the  section  where  we  sell  goods, 
and  if  the  Victor  Co.  can  come  through  with  a 
production  of  machines  and  records  greater 
than  at  any  time  in  the  history  of  the  business, 
they  will  be  purchased  by  the  dealer  and  sold 


to  the  general  public  without  a  shadow  of  doubt. 

The  writer  is  of  the  opinion  that  a  tremen- 
dous increased  production  on  the  part  of  the 
Victor  Co.  will  be  readily  absorbed  by  the  pub- 
lic for  several  years  to  come. 


LAMBERT  FRIEDL,  Local  Manager  Colum- 
bia Co.,  New  York 

On  the  very  day  of  Germany's  surrender  the 
phonograph  industry  has  won.  Expansion  on 
the  greatest  imaginable  scale  is  ahead  of  the 
New  York  territory,  in  which  intelligent  effort 
and  willingness  to  do  things  the  "new  way" 
will  count. 


WILLIAMS-DAVIS-BROOKS     &  HINCH- 
MAN  SONS,  Detroit,  Mich. 

At  this  time  we  are  having  a  heavy  demand 
for  phonographs  and  records  and,  while  a  cer- 
tain number  of  the  large  manufacturing  concerns 
in  this  vicinity,  on  account  of  the  cancelation 
of  war  contracts,  have  been  obliged  to  lay  off 
a  large  number  of  employes,  we  believe  this  will 
be  but  temporary,  and  in  our  opinion  after 
the  few  weeks  have  elapsed  which  it  will  nec- 
essarily take  for  the  manufacturers  to  rearrange 
their  plans,  we  look  for  a  large  increase  in  busi- 
ness. As  a  matter  of  fact,  the  amount  of  our 
total  volume  this  year  depends  entirely  upon 
our  ability  to  obtain  the  goods,  as  we  have  no 
difficulty  in  disposing  of  all  that  is  shipped  us. 


PENN  PHONOGRAPH  CO.,  INC.,  Philadel- 
phia, Pa. 

It  would  seem  that  the  sudden  termination  of 
the  war  caught  business  off  its  guard  and  un- 
prepared for  the  quick  change.  Such  factories 
as  were  engaged  in  war  work  will  necessarily 
be  slower  'to  resume  their  normal  stride  than 
those  industries  whose  business  was  only  cur- 
tailed. 

As  relating  to  our  business,  we  expect  a  quick 
recovery  to  normal  deliveries  in  records,  per- 
haps in  six  months.    Regarding  machines,  we 


believe  it  will  take  a  year  to  secure  enough 
machines  to  fill  dealers'  orders  and  give  them 
some  floor  stock. 

To  Victor  dealers  we  can  say  we  believe  their 
future  business  will  make  that  of  the  past  look 
like  a  "piker's  game."  With  the  factory  going 
at  top  speed,  the  jobbers  having  improved  and 
expanded  their  facilities,  the  dealer  more  alive 
to  the  possibilities  and  greater  accommodations 
for  handling  the  business,  and  a  waiting,  buying 
public  with  plenty  of  money  and  a  desire  to 
spend  it,  what  else  can  be  expected  but  pros- 
perity.   Mr.  Dealer,  the  golden  days  are  coming. 


W.  TERHUNE,  Columbia  Co.,  Atlanta,  Ga. 

To  say  that  we  are  going  into  1919  with  pros- 
pects for  the  biggest  and  best  business  in  the 
Southeastern  States  that  the  Coulmbia  Grapho- 
phone  Co.  has  ever  known  is  a  conservative 
statement.  Business  conditions  in  our  terri- 
tory are  on  a  sound  foundation.  There  is  every 
reason  to  believe  that  this  section  of  the  South 
will  suffer  less  from  whatever  temporary  reac- 
tion takes  place  in  transferring  business  from  a 
war  to  a  peace  basis  than  any  other  section  of 
the  country.  The  South  is  more  nearly  on  a 
self-sustaining  basis  than  ever  before.  Its  prin- 
cipal crop,  cotton,  is  needed  by  the  entire  world. 
There  is  every  reason  to  believe  that  it  will  com- 
mand a  good  price  for  a  number  of  years.  What 
is  even  more  important,  Southern  merchants  and 
Southern  farmers  have  paid  up  their  debts,  and 
I  do  not  believe  that  they  will  ever  go  back  to 
the  old  system  of  doing  business  on  long  terms. 


CRAFTS-STARR  PHONOGRAPH  CO.,  Rich- 
mond, Va. 

From  observations  and  from  the  experience 
of  the  present  year,  which  is  drawing  to  a  close, 
we  cannot  help  but  be  enthusiastic  as  we  ap- 
proach the  new  year  and  the  new  conditions 
which  we  are  facing. 

There  are  no  jobbers  of  standard  talking  ma- 
(Continued  on  page  56) 


Si 


RADIVARA 

Art  Phonograph 


KNOWN  FOR  TONE" 


The  Phonograph  you  expect  to  sell  with  satisfaction 
must  have  tone,  artistic  cabinets,  thorough  workman- 
ship inside  and  out,  mechanical  perfection,  and  an 
organization  back  of  it  to  inspire  confidence.  We  have 
built  into  our  Instruments  all  that  is  good,  but  Tone  can- 
not be  built,  that  is  the  creation  of  genius  not  mechanics. 

From  $60.00  to  $250.00  with  substantial  discounts  on  a 
strictly  one  price  policy,  fully  guaranteed. 

Full  advertising  service,  of  course. 

The  Compton-Price  Company,  Ltd. 

Coshocton,  Ohio 


No.  95 — List  Price  $95.00 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


55 


^gmniiiiiiiiiiiiiMiiiiiiiiiiiniiiiiiiitiiiiiii 


THE  volume  and  character  of  a 
dealer's  talking  machine  trade 
depend  on  the  character  of  his 
product. 

There  is  a  quality  and  character  to 
Nightingale  phonographs  that  is  dis- 
tinctive and  unmistakable.  These 
attributes  apply  to  both  tone  and 
case. 

The  Nightingale  equipment  is  the 
best  that  money  can  buy.  The 
Stephenson  precision  made  motor 
and  the  Scotford  tone  arm  and  re- 
producer constitute  trouble-proof, 
correct  tone-producing  features  that 
commend  themselves  to  discriminat- 
ing buyers. 

The  cases  are  made  in  our  own 
factory  by  skilled  cabinet  workers. 
Perfection  in  detail  and  finish  is  al- 
ways insisted  on. 

1919  is  going  to  be  a  big  year  for 
the  talking  machine  trade.  I  should 
like  personally  to  discuss  with  a 
limited  number  of  Al  dealers  the 
advantages  of  the  Nightingale  as  a 
result  producing,  profit  making,  pres- 
tige increasing  line  for  1919. 


President 


|  Nightingale  Mfg.  Co.  J 

|     422-426  North  Armour  St.,  Chicago,  III.  j 

Siiiaiiiii  tinimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  i  ii  iiiiiiiiiiiiiiiiiiuiiiiii  i  Illllllllllllllllldlllllllllllllllllllllllllllil 


56 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


PROSPECTS  IN  TALKING  MACHINE  INDUSTRY  DURING  PERIOD  OF  READJUSTMENT- (Continued  from  page  54) 


chines  and  phonographs  who  have  been  able  to 
take  care  of  their  orders  with  any  degree  of  sat- 
isfaction. Virginia,  North  and  South  Carolina 
are  in  excellent  shape  financially.  There  is  much 
money  in  circulation  and  the  people  as  a  whole 
of  these  respective  States  are  better  able  to  buy 
that  which  they  desire  and  will  do  so  during 
1919. 

The  possibilities  for  doing  business  profitably 
are  indeed  encouraging.  The  retail  trade  must 
be  good,  if  we  are  to  judge  from  the  manner 
in  which  orders  are  being  received  by  us,  though 
we  are  not  in  the  retail  phonograph  business. 

As  an  indication  that  the  coming  year  will  see 
good  business,  we  have  received  orders  from 
many  of  our  best  dealers  for  January  deliveries. 
We  are  already  booking  orders  for  1919  and  I 
believe  that  the  talking  machine  trade  will  have 
seen  the  greatest  year  in  its  history  when  it  will 
have  passed  through  the  coming  year. 

No  doubt  there  will  be  a  number  who  will 
venture  into  the  manufacture  of  the  cheap  talk- 
ing machines  during  the  coming  year.  Many 
have  gotten  this  "bug,"  but  that  will  only  have 
a  tendency  to  increase  the  sale  of  the  higher 
class  machines,  and  the  dealer  who  sticks  to  the 
standard  lines  will  eventually  win  out  in  the 
long  run.  There  may  be  a  little  more  profit  in 
the  selling  of  the  assembled  phonograph,  but  the 
ultimate  results  are  disastrous  to  the  dealer,  for 
in  the  majority  of  the  cases  the  dealer  sooner  or 


later  is  unable  to  obtain  the  parts  by  reason  of 
the  assembler  having  dismantled  his  plant  and 
having  become  extinct. 

The  reports  which  we  receive  from  our  rep- 
resentatives on  the  road  indicate  that  the  new 
dealers  who  have  qualified  this  year  and  have 
tried  the  phonograph  business  like  the  game, 
and  they  are  going  to  make  a  greater  effort  dur- 
ing the  coming  year.  All  of  this  will  have  a 
tendency  to  create  a  greater  demand,  and  with 
peace  in  sight  we  see  nothing  but  prosperity 
facing  the  talking  machine  trade  during  1919. 

G.  E.  MICKEL,  MICKEL  BROS.  CO,  Omaha, 
Neb. 

To  say  that  I  am  optimistic  over  conditions 
that  exist  in  our  territory  at  the  present  time  and 
future  prospects  puts  it  mildly,  for  I  believe 
any  merchant  in  any  line,  situated  in  the  Central 
West,  cannot  help  but  view  the  future  in  the 
same  way. 

This  section  of  the  country  was  the  least  in- 
terrupted of  any  because  of  war  conditions. 
While  the  building  of  our  national  army  and 
those  who  were  taken  into  the  service  have  made 
labor  scarce,  yet  the  return  of  this  labor  will 
affect  us  only  in  the  most  favorable  way,  as  we 
have  places  for  all  who  left  and  more,  too. 

In  Wyoming,  Iowa,  Kansas,  the  Dakotas,  Mis- 
souri and  Nebraska,  the  garden  spot  of  the 
world,  the  people  have  had,  during  the  last  few 


years,  immense  crops  and  the  farmers  to-day  are 
well-to-do,  and  when  you  stop  to  consider  that 
in  Nebraska  alone  the  normal  wheat  crop  this 
year  will  be  from  eighty  to  one  hundred  million 
bushels;  that  the  normal  corn  crop  is  from  two 
hundred  to  three  hundred  million  bushels,  with 
prices  that  were  unheard  of  heretofore  (and 
these  will  be  harvested  in  the  next  few  months), 
that  the  prices  of  hay  and  alfalfa,  of  which  we 
are  big  producers,  are  tripled;  that  we  have  a 
beet  sugar  industry  that  produces  normally  one 
hundred  million  pounds;  that  Omaha,  which  is 
the  center  of  this  territory,  has  the  largest  but- 
ter producing  industry  in  the  world,  which,  of 
course,  is  attributed  directly  to  the  farms  in  Ne- 
braska; that  80  per  cent,  of  the  potash,  an  article 
of  such  moment  to  our  people  (and  is  being 
produced  by  the  United  States  at  the  present 
time  in  quantities  equal  to  Germany  in  the  pre- 
war period);  that  80  per  cent,  of  this  is  being 
produced  in  the  State  of  Nebraska. 

All  this  coming  at  a  time  when  our  farmers 
are  stockholders  in  the  national  banks,  and  in 
many  instances  owners  of  the  banks,  it  gives 
you  an  idea  of  the  possibilities  for  the  market- 
ing of  our  particular  product — Victrolas. 

Assuming  that  the  factory  will  be  able  to 
produce  goods  in  sufficient  quantities  we  will 
have  the  greatest  talking  machine  year  that  we 
have  ever  dreamed  of. 

1  know  of  a  farmer  in  the  western  part  of  the 
State  who  has  320  acres  of  land  and  he  told  me 
that  his  thirteen-year-old  boy,  with  three  or  four 
cows  and  a  small  cream  separator,  made  the 
entire  living  for  the  family  and  raised  last  year 
6,000  bushels  of  wheat,  with  the  help  of  one  man 
part  of  the  time,  and  3,000  bushels  of  corn,  be- 
sides two  carloads  of  cattle  and  a  bunch  of  hogs. 

Imagine  what  that  means  to  a  man,  with  the 
present  prices  of  produce  and  his  living  all  pro- 
vided. He  has  no  place  to  spend  his  money  ex- 
cept in  the  improvement  of  his  home.  This 
offers  a  wonderful  market  for  anything  that  will 
add  to  the  pleasure  and  comfort  of  living,  and 
music,  which  adds  so  much  to  the  education 
and  pleasure  of  home  life,  will  have  first  call. 

So  in  face  of  all  this,  how  could  any  man, 
connected  with  the  talking  machine  trade  in  this 
section,  be  anything  but  optimistic? 

THE  OHIO  SALES  CO.,  INC,  Detroit,  Mich. 

What  dealers  we  have  had  expressions  from 
are  very  optimistic  and  the  outlook  in  Michigan 
and  Ohio  for  1919  for  the  talking  machine  busi- 
ness is  very  encouraging.  Labor  conditions 
will  govern  business  to  quite  an  extent,  but  these 
are  good  in  this  section  and  the  general  impres- 
sion is  that  they  will  continue  so.  During  the 
war  period  the  demand  far  exceeded  the  supply, 
and  we  are  satisfied  there  will  be  as  great  or 
more  of  a  desire  to  buy,  but  sales  will  be  gov- 
erned b}'  the  purchasing  ability  of  the  public. 


PHONOGRAPHS,  INC,  Atlanta,  Ga. 

We  believe  the  prospects  for  the  phonograph 
business  for  next  year  are  better  than  ever  be- 
fore. We  have  not  been  in  this  territory  long 
enough  to  be  able  to.  give  an  accurate  statement 
of  conditions,  but  we  are  preparing  to  do  double 
the  volume  of  business  next  year  we  will  re- 
ceive during  the  year  just  ending. 

Of  course,  in  our  section  much  depends  on 
the  cotton  crop,  as  to  the  outcome  of  the  crop  it- 
self, and  then  as  to  the  prevailing  prices  in  the 
fall,  but  we  do  not  think  there  is  much  chance 
for  a  great  reduction  in  price  of  cotton  for  sev- 
eral years  to  come. 

ELECTRIC  SUPPLY  &  EQUIPMENT  CO, 
Albany,  N.  Y. 

To  interpret  our  views  correctly  you  would 
have  to  run  them  in  rose-colored  type,  as  we 
believe  that  the  retail  dealer  who  has  an  estab- 
lished agency  for  a  good  quality  talking  machine 
and  a  good  record  will  be  in  position  this  com- 
ing year  to  at  least  double  his  business  of  pre- 
vious seasons. 

All  high-grade  talking  machines  and  records 
have  been  exceedingly  hard  to  get  for  the  past 


THE 
IMPROVED 
No.  10 


RECORD 
BRUSH 


Patented  Sept.  26  and  Oct.  2.  1906 
Sept.  10.  1907,  and  Nov.  27.  1917 
Others  Pending 


NICKEL 
PLATED 
35  CENTS 


For  Victor  Victrolas 

Automatically 


GOLD 
PLATED 
75  CENTS 


CLEANS  RECORDS 

and  insures 

A  CLEAR  REPRODUCTION 


BRUSH  IN  OPERATION 


An  article  needed  by 
every  Victrola  owner 

Order  a  Supply  from  Your  Distributer 

Manufactured  by 


Talking  Machine  Co. 

97  Chambers  St.    near  Church  St  NeW  York 


Victor  Distributers 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


57 


Christmas— and  Peace!  What  a  combina- 
tion of  ideas  that  strike  deep  into  the  desire 
of  the  human  heart  for  expression  in  music. 


Columbia  Graphopltone  Co. 

NEW  YORK 


PROSPECTS  IN  TALKING  MACHINE  INDUSTRY  DURING  PERIOD  OF  READJUSTMENT— (Continued  from  page  56) 


two  years.  Dealers  have  taken  finishes,  styles  and 
selections  that  were  not  needed  by  their  trade, 
and  have  sold  designs  that  the  general  public 
did  not  care  for  but  accepted,  merely  because 
they  could  get  nothing  else. 

With  the  economic  change  to  peace  conditions 
and  the  lifting  of  the  Government's  ban  on  the 
manufacturers,  most  talking  machine  companies 
will  produce  better  and  more  attractive  instru- 
ments than  ever  before.  We  also  know  that 
many  millions  of  dollars  will  be  spent  by  the 
leading  companies  in  advertising. 

We  have  always  found  it  to  be  our  experi- 
ence that  the  more  live  dealers  there  are  in  a 
town  the  more  each  individual  dealer  sells.  We 
do  not  believe  that  any  real  agent  need  have  any 
fear  of  too  much  clean  competition  in  his  lo- 
cality, providing  he  is  handling  a  machine  and 
a  record  that  sell  on  quality  instead  of  price. 

The  public  is  fast  being  educated  in  quality 
goods  in  talking  machines — the  day  is  past 
when  any  manufacturer  can  put  out  a  box  and 
a  horn  and  sell  it  as  a  phonograph. 


W.  G.  WALZ  CO.,  El  Paso,  Tex. 

As  to  present  conditions  in  our  territory  we 
can  say  that  since  the  war  our  orders  for  Vic- 
trolas  and  Victor  records  have  been  better  than 
we  have  ever  seen  before.  The  general  short- 
age of  Victor  merchandise  with  the  unusual 
demand,  of  course,  is  making  a  decided  shortage, 
and  we  are  able  to  fill  only  a  small  proportion 
of  the  orders  offered  us.  The  general  outlook 
is  all  that  we  can  ask,  and  we  believe  our  dealers 
will  take  many  times  the  amount  of  Victor 
goods  we  expect  to  be  allotted  in  the  next  sev- 
eral months. 


F.  F.  Davidson,  COLUMBIA  CO.,  Cincinnati,  O. 

The  outlook  for  the  talking  machine  business 
for  next  year  is  to  be  measured  by  one's  own 
attitude  and  plans  for  activity.  Plans  cannot 
be  too  big  if  backed  up  by  intelligent  action,  t 


know  nothing  of  the  plans  of  the  manufacturers, 
and  speak  only  of  the  sales  outlook.  I  think 
the  demand  for  phonographs  will  depend  more 
upon  educational  activity  in  the  future  than  it 
has  in  the  past.  The  first  demand  was  based 
upon  either  curiosity  or  a  sort  of  pride  that  led 
one  to  desire  something  that  others  did  not 
possess.  This  demand  has  passed,  and  a  new 
condition  obtains. 

This  new  condition  brings  us  face  to  face  with 
a  most  promising  era.  The  advantage  will  be 
in  a  drive  for  better  business  and  the  sale  of 
better  types  of  instruments.  The  tendency  to- 
ward better  types  the  past  few  months  has  been 
very  marked.  This  will  grow,  and  is  growing 
rapidly.  The  dealer  who  continues  to  play  at 
the  game  in  the  same  old  way  is  going  to  be- 
come more  and  more  discouraged.  He  must 
have  plans  for  systematically  and  aggressively 
pushing  to  the  front  musical  instruments  of  the 
first  rank  instead  of  just  phonographs.  It  is 
time  to  stop  playing  at  the  game  and  get  in 
"teeth  and  toe  nails"  and  "play  the  game." 

The  possibility  for  record  business  next  year 
and  in  the  future  is  even  more  in  the  direction 
of  better  records,  and  the  need  for  record  sales 
girls  instead  of  record  clerks  is  far  greater  than 
ever.  Popular  records  are  sold  through  general 
publicity,  but  good  records  are  sold  through  in- 
telligent demonstration.  This  is  the  need  for 
the  future,  so  business  in  1919  will  be  more 
what  our  own  activities  make  it  than  otherwise. 

Music  as  an  avenue  to  human  hearts  will  grow 
as  human  beings  are  brought  into  touch  with  it, 
therefore  prospects  are  bright  indeed  for  the 
dealer  who  knows  the  records  and  can  make 
the  application.  Cincinnati  Columbia  interests 
are  very  happy  over  the  wonderful  prospects  for 
next  vear. 


country  has  ever  known  in  its  history.  Our  No- 
vember business  in  Kansas  City  was  very  won- 
derful and  December  promises  to  be  still  bet- 
ter. Regarding  the  next  year  we  would  say 
that  business  in  my  estimation  will  depend  en- 
tirely upon  our  ability  to  get  goods. 


TALKING  MACHINE  EXPORTS  GROW 

Exports,  Including  Records,  for  Nine  Months 
Ending  September  30,  Totals  $3,197,610 


THE  PHONOGRAPHS  CO,  Kansas  City,  Mo. 

I  look  for  the  greatest  period  of  holiday  buy- 
ing during  the  month  of  December  which  this 


Washington,  D.  C,  December  6. — In  the  sum- 
mary of  exports  and  imports  of  the  commerce 
of  the  United  States  for  the  month  of  September, 
1918  (the  latest  period  for  which  it  has  been 
compiled),  which  has  just  been  issued,  the  fol- 
lowing figures  on  talking  machines  and  records 
appear: 

The  dutiable  imports  of  talking  machines  and 
parts  during  September,  1918,  amounted  in  value 
to  $1,186  as  compared  with  $14,135  worth,  which 
were  imported  during  the  same  month  of  1917. 
The  nine  months'  total  ending  September,  1918, 
showed  importations  valued  at  $250,575,  as  com- 
pared with  $344,975  worth  of  talking  machines 
and  parts  imported  during  the  same  period  of 
1917. 

Talking  machines  to  the  number  of  2,364, 
valued  at  $58,744,  were  exported  in  September, 
1918,  as  compared  with  6,437  talking  machines, 
valued  at  $191,157,  sent  abroad  in  the  same  pe- 
riod of  1917.  The  nine  months'  total  showed 
that  we  exported  51,389  talking  machines,  valued 
at  $1,535,966,  as  against  63,659  talking  machines, 
valued  at  $1,606,555  in  1917,  and  45,210  talking 
machines  valued  at  $1,128,602.  in  1916.  The  total 
exports  of  records  and  supplies  for  September, 
1918,  were  valued  at  $175,453,  as  compared  with 
$150,554  in  September,  1917.  For  the  nine 
months  ending  September,  1918,  records  and  ac- 
cessories were  exported,  valued  at  $1,661,644,  as 
compared  with  $1,330,759  in  1917  and  $823,858  in 
1916. 


EXACT  SIZE 


WHY  NOT  ORDER  A  SAMPLE 

FI  FTCHFR  ReProducer  and  hear 

*  -I— '-I— '  1  ll—'lv  the  improvement  it  makes 

in  tone  and  detail  of  your  records  ?         ::  :: 

Samples  $4.00.    Satisfaction  guaranteed 
or  money  refunded 

FLETCHER -WICKES  CO. 


6  E.  LAKE  STREET 


CHICAGO,  ILL. 


58 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Have  You  Tried  This 
New  Tungsten  Stylus? 

The  Liberty  Stylus 

This  semi-permanent  needle  which  is  a  scientifically  perfected  tungs- 
ten stylus,  and  not  an  ordinary  steel  needle,  plays  from  100  to  300 
records  perfectly.  It  is  manufactured  in  full,  medium  and  soft-tone, 
and  is  marketed  in  packages  of  three  needles  to  a  package;  50  pack- 
ages in  a  box. 

The  Liberty  Stylus  is  the  only  semi-permanent  needle  that  can  be 
used,  removed  at  any  time,  and  replaced  in  the  needle  holder,  with- 
outjessening  the  tone  quality  or  damaging  the  record. 

Immediate  Deliveries  Guaranteed 

Free  Samples  to  the  Trade 

LIBERTY  STYLUS  CO., 


OVERCOMING  INFLUENZA  EFFECTS 

C.  W.  Lindsay  &  Co.,  Ltd.,  Montreal,  Adopt 
Clever  Advertising  Scheme  to  Keep  Business 
Going  Along  During  the  Quarantine  Period 

Montreal,  Can.,  December  2. — During  the  re- 
cent influenza  epidemic  in  this  city  C.  W.  Lind- 
say &  Co.,  Ltd.,  overcame  in  a  large  measure  the 
effect  of  the  epidemic  on  their  business  by 
running  a  special,  and  most  interesting  series  of 
advertisements  in  the  local  papers.  The  series, 
which  ran  for  a  week,  was  entitled  "The  Adven- 
tures of  the  'Average'  Family." 

The  first  ad  represented  the  cover  of  a  book 
with  the  title  plainly  displayed.  Then  there  was 
a  chapter  devoted  to  each  night  of  the  week,  the 
first  showing  the  family  seated  around  listlessly 
and  irritable  with  no  form  of  amusement  avail- 
able. Next  was  shown  the  introduction  of  the 
phonograph  into  the  house  and  the  family  much 
interested.  Tuesday  night  the  young  people  had 
a  dance.  On  Wednesday  the  father  stayed  home 
from  his  lodge  to  enjoy  the  music.  Thursday 
night  was  another  hop,  and  Friday  night  was 
spent  in  making  up  a  list  of  desired  records. 

The  advertisements  occupied  a  space  of  about 
twelve  inches  deep,  three  columns  wide,  at- 
tracted a  great  deal  of  attention,  and,  most  im- 
portant of  all,  brought  real  business. 

RECORDS  FOR  CHRISTMAS  SEASON 

The  Victor  Record  Supplement  for  December 
reflects  to  the  fullest  extent  the  holiday  spirit 
and  is  made  up  entirely  of  a  list  of  "best  sellers" 
for  the  Christmas  season.  .  The  records  listed 
are  not  by  any  means  confined  to  Christmas 
carols,  or  similar  music,  but  also  include  stand- 
ard records  of  particular  interest  by  prominent 
artists,  such  as,  for  instance,  the  "Minuet  in  G," 
played  by  Paderewski;  "Harlequin's  Serenade," 
played  by  Zimbalist;  "Adeste  Fideles"  and 
"Keep  the  Home  Fires  Burning,"  by  McCor- 
mack,  and  scores  of  other  numbers  of  actual 
interest.  There  are  also  special  lists  of  dance, 
instrumental  and  vocal  records  for  the  consid- 
eration of  Christmas  buyers. 


KEEPING  THE  CUSTOMER  INTERESTED 

George  S.  Dales,  Victor  dealer,  of  Akron,  O., 
recently  instituted  a  scheme  that  has  netted 
him  unusual  business  returns,  especially  in  rec- 
ord orders.  He  sent  a  post  card  to  a  large 
mailing  list,  offering  to  oil  and  inspect  Vic- 
trolas  free  of  charge.  Within  a  few  weeks  his 
force  had  not  only  oiled  some  five  hundred  ma- 
chines, but  had  repaired  a  large  number  at 
proper  charges.  In  this  way  they  brought  the 
owners  of  these  idle  Victrolas  back  into  the 
record  market,  says  The  Voice  of  the  Victor. 


INTERESTING  VIEW_0F  STOCKROOM 

The  Otto  Heineman  Phonograph  Supply  Co. 
recently  received  from  one  of  its  patrons  an  in- 
teresting photograph   showing  a   view  of'  its 


Shows  Stock  of  Heineman  Motors 


stockroom  and  one  of  the  company's  expert 
mechanics  testing  the  Heineman  motors  which 
this  company  uses  exclusively.  This  manufac- 
turer makes  it  a  point  to  carry  on  hand  at  all 
times  a  good-sized  stock  of  motors,  and  the 
thorough  tests  that  its  experts  make  enables 
the  company  to  offer  their  machines  to  the  pub- 
lic with  the  assurance  that  the  motors  will 
give  absolute  satisfaction  in  every  detail. 

APPOINTED  ASSISTANT  MANAGER 

George  H.  Williams,  formerly  manager  of  the 
Seattle  branch  of  the  Columbia  Graphophone 
Co.,  New  York,  has  been  appointed  assistant 
manager  of  the  company's  Cincinnati  branch. 
Mr.  Williams  will  bring  to  his  new  post  an  in- 
valuable knowledge  of  the  company's  merchan- 
dising plans  and  policies,  having  been  for  a 
number  of  years  associated  with  this  company. 
He  has  a  host  of  friends  in  the  trade  and  in  his 
new  position  will  undoubtedly  render  important 
assistance  to  F.  F.  Dawson,  manager  of  the  Cin- 
cinnati branch,  who  is  achieving  splendid  results 
in  that  city. 

FOREIGN  RECORDS  IN  ONE  BOOKLET 

There  has  recently  been  issued  a  special  folder 
of  the  best  sellers  among  the  Victor  records  in 
a  number  of  foreign  languages,  including  Bohe- 
mian, Hebrew,  French,  Greek,  Portuguese,  Ital- 
ian, etc.  Each  page  in  the  booklet  is  devoted 
to  from  four  to  a  half  dozen  records  in  some 
foreign  language,  and  having  them  listed  in  one 
volume  should  prove  a  genuine  convenience  to 
the  dealer.  The  usual  descriptive  matter  fol- 
lows the  title  of  each  record. 


M4h 


L 


eon 

Lie 


A  tone  that  is  ineffably 
exquisite — not  phonographic 


Delpheon  $150  Model 

THE  DELPHEON  COMPANY 

BAY  CITY       ::       ::       ::  MICHIGAN 

OR  WRITE  TO  DISTRIBUTORS 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


59 


A  Talking  Machine 
Needle  Without  a  Fault 

Rush  Coupon  for  FREE  SAMPLE! 


Something  brand  new!  Something  infinitely  more 
pleasing  and  satisfying!  A  real  scientific  discovery. 
A  graphophone  needle  that  draws  forth  such  beauty 
and  clearness  of  tone  as  has  never  been  equalled.  A 
needle  that  doubles  the  value  of  the  phonograph  — 
that  trebles  sales  of  needles!  records!  —  machines! 
— that  quadruples  your  profits!  That  will  make  your 


store  stand  first  and  foremost  in  your  locality.  Don't 
put  off!  Send  coupon  NOW  for  free  samples  and 
price  of  the  latest  sensation  —  the  greatest  of  all 
phonograph  needles,  the  Tonofone ! 

BETTER  STILL:  Order  a  supply  today.  Increase 
your  Christmas  Sales  of  machines  and  records.  We  will 
give  you  the  right  wholesale  price.  Our  money-back- 
guarantee  protects  you  ABSOLUTELY. 


The  Talking  Machine  Needle  That  Puts  Magic  in  Music 


The  Tonofone  is  made  on  entirely  new  principles,  of 
entirely  different  materials.  Instead  of  skipping  or  jumb- 
ling many  of  the  finer  microscopic  undulations  vibrated 
into  the  groove  when  the  record  was  made,  the  smooth, 
resilient,  platinum-like  Tonofone  point  gets  them  all. 

Nor  does  this  wonderful  needle  dig  into  and  mutilate  the  walls  of  the 
groove  and  so  impair  the  record  itself  and  the  volume  and  quality  of  there- 
production.  On  the  contrary,  it  preserves  and  prolongs  the  life  of  the  record. 

It  transmits  each  separate  tone  in  all  the  fullness  and  quality  of  the 
original  rendition.    It  loses  nothing— confuses  nothing.    It  marks  a  dis- 


tinct advance  in  phonograph  music — a  new  epoch  in  the  phonograph  world. 

Gone  is  the  scratch — the  twang — the  squeak.  Gone  is  the  last  linger- 
ing blemish  to  phonograph  music !  All  is  eliminated  by  the  Tonofone.  All 
is  replaced  by  a  beauty,  a  clearness,  a  matchless  and  mysterious  purity  of 
tone  that  has  amazed  listeners  everywhere  —  that  can  be  produced, 
positively,  by  no  other  needle. 

Tonofone  needles  play  all  records,  both  vertical  cut  and  lateral  cut. 
Can  be  used  on  all  modern  phonographs  and  talking  machines. 
Each  needle  plays  from  50  to  100  records  faultlessly!  Sell 
at  retail  —  4  for  10c  in  attractive  package,  100  packages 
in  a  display  carton. 


Don't  Be  Hide-Bound  by  Precedent! 

Blaze  New  Trails-Sell  What  the  People  WANT! 


Be  progressive !  Be  alive  to  fresh  opportunities!  Get  in  at  the  beginning— when  ideas 

are  new — when  sales  and  profits  are  luscious.    Put  Tonofone  needles  in  stock  and  sell  the  people  what  they 
want.   One  demonstration  will  suffice!    Manufacturers,  dealers,  critics  and  public  all  crazy  about  Tono-  ^ 
fone  results.   Send  the  Coupon  and  see  for  yourself. 

mm  -ry      i      *-%  ,         If,  for  any  reason,  you  do  not  find  Tonof  one  needles  as 

Money- BaCK   Guarantee   represented,  and  entirely  satisfactory,  you  may 
return  them  at  our  expense  and  we  will  refund  full  purchase  price. 

PROMPT  DELIVERIES 


No  sales-losing  delays — no  profit-losing  waits— not  when  you 
order  TONOFONES.   Immediate  deliveries  anywhere. 


Mail 
the 
Coupon ! 


Mail 
the 
Coupon ! 


60 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Christmas  records  for  the  kiddies!  Re- 
member the  little  folks  in  your  selling. 
Every  tree  ought  to  have  some  Columbia 
Children's  Records. 


Columbia  Graphophone  Co 

NEW  YORK 


KANSAS  CITY  TRADE  HANDICAPPED  BY  STOCK  SHORTAGE 

Demand  Greater  Than  Ever  Before  in  History  Is  Report  of  Leading  Jobbers  and  Dealers — Every- 
one Pleased  at  Lifting  of  Restrictions  and  Possibility  of  Getting  Increased  Stocks 


Kansas  City,  Mo.,  December  5. — November  has 
been  a  record  month  in  the  talking  machine 
business,  in  so  far  as  demand  is  concerned.  The 
demand  has  been  greater  than  ever  before  in 
the  history  of  the  talking  machine  is  the  report 
of  nearly  every  dealer.  On  the  other  hand,  the 
supply  is  more  limited  than  ever  before.  With 
Christmas  nearly  a  month  away,  nearly  every 
machine  in  stock  has  been  sold  or  put  away 
for  Christmas  delivery.  December  is  generally 
considered  the  biggest  month  in  the  whole  year, 
but  there  is  no  stock  left  to  sell  this  year. 

A.  A.  Trostler,  manager  of  the  Victrola  de- 
partment at  the  Schmelzer  Arms  Co.,  reports 
a  very  fine  business,  but  finds  a  serious  handi- 
cap through  the  shortage  of  merchandise.  "We 
are  willing  to  wait,  however,  and  let  conditions 
adjust  themselves,"  said  Mr.  Trostler.  "We 
cannot  expect  any  relief  before  Christmas,  but 
I  believe  that  at  least  by  February  we  can  ex- 
pect to  receive  some  new  merchandise,  and  as 
soon  as  it  is  received  we  will  do  some  real 
business  again." 

The  Victrola  department  at  the  Jones  Store 
Co.  has  had  a  wonderful  November  business, 
although  there  has  been  the  same  shortage  of 
merchandise.  "Practically  every  machine  we 
have  is  sold  for  Christmas  delivery,"  said  Miss 
Williams,  who  has  charge  of  the  department. 


Miss  Gladys  Etherton  has  been  added  to  the 
salesforce  in  the  department. 

"It  is  hard  to  tell  whether  the  demand  is  so 
much  greater  this  year  than  previously  at 
Christmas  time,  because  there  is  such  a  short- 
age of  stock  among  all  the  dealers,"  said  Mr. 
Hall,  manager  of  the  Hall  Music  Co.  "For  in- 
stance, there  are  several  dealers  who  handle 
Victor  records,  say  six.  If  a  customer  wants  a 
certain  record,  he  will  try  each  place  in  an  effort 
to  get  the  one  he  is  looking  for.  Thus  the 
demand  is  increased  six  times  at  each  place. 
Had  the  stock  been  complete,  only  one  store 
would  have  been  visited.  We  have  had  many 
times  the  number  of  calls  for  both  records  and 
machines  this  season,  but  we  attribute  it  partly, 
at  least,  to  this  fact.  We  have  several  other 
machines  besides  the  Victrola,  but  it  seems  that 
because  there  is  such  a  shortage  people  are  de- 
manding it  more  than  ever." 

"If  we  had  merchandise  on  hand  to  supply 
the  wants  of  every  customer,  we  couldn't  possi- 
bly handle  all  the  trade,"  said  J.  B.  Pierce,  man- 
ager of  the  Victrola  department  at  the  J.  W. 
Jenkins'  Sons  Music  Co.  "People  are  demand- 
ing musical  instruments  this  year  as  never  be- 
fore, and  they  are  demanding  the  very  best 
grade  of  merchandise  in  almost  every  case.  The 
main  reason  for  this  is  because  the  average  man 


MELOPHONE  MOTOR 


No.l 


No  J 


Top  and  Side  Regulator 

COMPLETE  WITH  10-INCH  TURN  TABLE 

Simple  in  construction,  the  most  satisfactory  and  durable  of  all  small  motors. 

Will  play  two  ten-inch  records  with  one  winding. 
Three  years'  successful  record  as  the  best  single  spring  motor  manufactured. 

Immediate  Deliveries  Sample  $2,00 

Write  for  Quantity  Prices 

Melophone  Talking  Machine  Co. 

380  Lafayette  Street,  New  York 


is  making  more  money  now  than  ever  before 
and  is  in  better  circumstances,  in  spite  of  the 
fact  that  all  prices  are  higher  and  there  have 
been  so  many  calls  for  war  funds." 

Charles  K.  Haddon,  vice-president  and  treas- 
urer, and  Ralph  L.  Freeman,  secretary,  of  the 
Victor  Talking  Machine  Co.,  were  visitors  to 
the  trade  recently  in  Kansas  City. 

Miss  Marion  Biscoe,  of  the  record  depart- 
ment of  the  J.  W.  Jenkins'  Sons  Music  Co.,  is 
very  seriously  ill  with  influenza  at  her  home  in 
Camden  Point,  Mo. 

"It  is  very  difficult  to  make  any  statement 
as  to  business  conditions  at  present,"  said  Miss 
Surendorf,  manager  of  the  Kansas  City  branch 
of  the  Starr  Piano  Co.  "If  we  had  about  four 
hundred  times  as  much  merchandise,  enough  to 
satisfy  the  demand,  we  could  report  a  very  ex- 
cellent business.  Our  wholesale  business  has 
been  very  good,  but  of  course  handicapped  by 
shortage  of  merchandise.  We  are  expecting  a 
relief  some  time  after  the  first  of  the  year,  as 
soon  as  the  factory  can  get  back  on  a  before- 
the-war  basis." 

E.  Robinson,  salesman  for  the  Mandel  Talk- 
ing Machine  Co.,  was  a  visitor  to  Kansas  City 
last  week. 

George  D.  Standke,  manager  of  the  Victrola 
department  at  the  Geo.  B.  Peck  Dry  Goods  Co., 
reports  a  very  fine  business  and  says  people 
have  bought  exceptionally  early  for  Christmas 
this  year  in  accordance  with  the  Government's 
request. 

Business  at  the  Brunswick  Shop  has  been  ex- 
ceptionally good.  November  was  a  record  month 
and  December  promises  to  be  even  better. 
Though  the  demand  is  very  great  and  increas- 
ing, Mr.  Chestnut,  manager,  does  not  anticipate 
any  serious  handicap  through  lack  of  goods. 

J.  W.  Watson,  manager  of  the  Edison  Shop, 
reports  a  very  fine  business.  November  busi- 
ness was  better  than  ever  before  in  correspond- 
ing months.  An  increase  of  nearly  40  per  cent, 
was  realized.  "There  has  been  a  noticeable 
increase  in  the  number  of  cash  sales,  too,"  said 
Mr.  Watson.  "It  has  always  been  our  policy 
to  employ  only  experienced  help.  I  believe  it 
pays  in  the  long  run,  although  we  do  have  to 
pay  them  better  wages.  When  we  hand  a  cus- 
tomer over  to  one  of  our  salesforce,  we  are 
confident  that  if  it  is  possible  to  make  a  sale 
it  will  be  made  in  a  most  satisfactory  manner. 
We  can  absolutely  depend  on  our  force  and  I 
attribute  the  greater  part  of  our  success  to  this 
very  fact,"  continued  Mr.  Watson. 

Among  the  five  'new  sales  persons  added  to 
the  force  at  the  Edison  Shop  are  the  following: 
I  W.  Foster,  formerly  with  the  Phonograph 
Co.  of  Helena,  Mont.;  Mr.  Hightower,  of  the 
Phonograph  Co.  of  Oklahoma  City,  Okla.,  be- 
fore accepting  this  position;  and  Weed  Heind, 
formerly  traveling  salesman  for  the  Phonograph 
Co.  Miss  Pointer,  who  had  been  ill  since  last 
February,  has  returned  to  her  position  in  charge 
of  the  record  department. 

C.  W.  Burgess,  traveling  salesman  from  the 
Edison  factory,  was  a  visitor  to  the  Kansas 
City  trade  recently. 


December  IS,  1918 


THE   TALKING   MACHINE  WORLD 


61 


DOMESTIC  CORP.  IN  LATROBE,  PA. 

Well-Known  Philadelphia  Institution  Makes 
Change  of  Location — Joseph  S.  Truitt  the 
New  President  of  This  Company 


Philadelphia,  Pa.,  December  4. — Announcement 
is  made  by  the  Domestic  Talking  Machine  Corp. 
of  the  removal  of  their  headquarters  from  this 
city  to  Latrobe,  Pa.  An  entirely  new  person- 
nel is  directing  the  destinies  of  the  corporation 


Joseph  S.  Truitt 

and  many  plans  for  the  future  of  this  well- 
known  line  are  being  made. 

The  new  president  is  Joseph  S.  Truitt,  a  me- 
chanical engineer,  who  has  given  much  atten- 
tion to  the  development  of  sound  instruments. 
As  consulting  engineer  with  one  of  the  large 
talking  machine  motor  manufacturers  he  spe- 
cialized on  the  talking  machine  and  its  problems. 

Mr.  Truitt  is  an  executive  of  high  ability,  and. 
with  the  assistance  of  E.  Bauer,  who  was  con- 
nected with  the  Domestic  Talking  Machine 
Corp.,  under  its  former  management,  and  who  is 
well  and  favorably  known  through  his  connec- 
tion with  the  talking  machine  industry  for  a 
period,  the  future  of  the  Domestic  Talking  Ma- 
chine Corp.  is  very  promising. 


TRADE  NEWS  FROM  INDIANAPOLIS 

Dealers  Deeply  Concerned  Over  Record  Stock 
to  Meet  Holiday  Demands — Increasing  Em- 
ployment of  Women — The  News  of  the  Month 


Indianapolis,  Ind.,  •  December  5. — Local  talking 
machine  dealers  are  looking  forward  to  the  holi- 
day business  with  only  one  apprehension,  that 
they  will  not  be  able  to  get  enough  records  and 
machines  to  supply  the  demand.  Even  those 
dealers  who  were  far-sighted  enough  to  order 
heavily  last  spring  say  their  reserve  stock  will 
not  hold  out  against  such  demands  as  they  have 
received  the  last  two  months. 

W.  E.  Pearce,  manager  of  the  talking  machine 
department  of  the  local  branch  of  the  Brunswick- 
Balke-Collender  Co.,  says  that  the  Brunswick 
dealers  all  over  the  State  are  reporting  good 
business. 

Ben  Brown,  manager  of  the  Columbia  whole- 
sale branch,  reports  that  the  biggest  worry  is 
to  satisfy  the  demands  of  the  dealers  for  goods. 
Sam  Lemberg,  of  the  foreign  record  department 
of  the  Columbia  Co.,  was  in  Indianapolis  for 
several  days  last  week.  O.  A.  Wilkinson,  man- 
ager of  the  Dictaphone  department,  attended  the 
conference  for  the  Columbia  Dictaphone  men  in 
New  York  last  Monday. 
•  J.  L.  Peter,  manager  of  the  Columbia  retail 
store,  says  that  the  November  business  showed 
a  remarkable  increase  over  previous  records. 

C.  P.  Herdman,  manager  of  the  talking  ma- 
chine department  of  the  Baldwin  Piano  Co., 
reports  that  the  Columbia  business  for  the  last 
two  months  has  been  three  to  four  times  as 
large  as  last  year's  business  for  the  same  period. 
The  Windsor  talking  machines  in  the  art  models, 
which  the  Baldwin  store  has  recently  begun  to 


sell,  are  also  meeting  with  a  strong  demand. 

At  the  Stewart  Talking  Machine  Co.  store 
business  is  only  limited  by  the  amount  of  ma- 
chines and  records  that  come  in  from  the  fac- 
tory. 

A.  J.  Kendrick,  of  the  Brunswick-Balke-Col- 
lender  Co.,  visited  the  Brunswick  Shop  last  week. 

H.  E.  Whitman,  manager  of  the  talking  ma- 
chine department  of  the  Pearson  Piano  Co.,  re- 
ports that  business  in  the  Cheney,  Victor,  Edi- 
son and  Vocalion  machines  is  good. 

A.  II.  Snyder,  manager  of  the  Edison  Shop, 
says  that  his  experiment  in  "salesladies"  for  the 
Edison  machines  has  proved  successful.  Mr. 
Snyder  says  he  was  skeptical  about  employing 
women  when  the  war  took  away  his  men,  but 
that  the  records  made  by  his  saleswomen  have 
changed  his  mind. 

Miss  Ida  Gardner,  assisted  by  Harold  Lyman, 
gave  an  Edison  tone  test  in  the  Riley  room  of 
the  Claypool  Hotel  here  November  IS.  The 
concert  was  under  the  auspices  of  the  Edison 
Shop  and  the  large  audience  showed  its  appre- 
ciation of  the  wonderful  demonstration  of  the 
quality  of  the  Edison  machine.* 


BUYS  OUT  PREMIER  CO. 


Independent  Talking  Machine  Co.  Purchases 
Premier  Talking  Machine  Co.,  of  Williams- 
port,  Pa. — Plan  a  Policy  of  Expansion 


The  Independent  Talking  Machine  Co.,  New 
York,  has  purchased  the  Premier  Talking  Ma- 
chine Co.,  of  Williamsport,  Pa.  No  announce- 
ment has  been  made  as  to  the  amount  involved, 
but  the  Premier  Co.  was  a' large  organization  and 
was  well  known  in  the  field.  It  is  understood 
the  Independent  people  contemplate  several 
other  moves  in  the  near  future,  which  will  place 
them  in  a  fine  position  to  handle  a  greatly  in- 
creased business  after  the  first  of  the  year. 
They  just  recently  leased  space  at  325  Lafayette 
street,  which  adds  a  substantial  addition  to  their 
New  York  floor  space. 


TIME  FOR  RESOLUTIONS 


Isn't  it  time  for  members  of  the  talking  ma- 
chine industry  to  be  considering  those  resolu- 
tions for  the  New  Year? 


"SMILES" 


Sells  itself  doesn't  it? 

Doesn't  require  any  exer- 
tion at  all.  Don't  need 
salesmanship  for  that. 

There  are  many  so  termed 
"slow  sellers"  that  are  good 
records  and  do  not  move 
because  no  effort  is  made 
to  sell  them. 

Money  lost  to  you 


Perhaps  your  competitor  is  getting 
these  profits. 

You  can  get  them  if  you  push  these 
records. 

The  people  don't  know  about  them. 
It's  up  to  you  to  tell  them. 

Ask  us  about  these  records  and  we  will 
help  you  sell  them  and  make  more 
money. 


|  C.  BRUNO  y  SON,  Inc.  | 

(  351-353  FOURTH  AVENUE  ::  .:  NEW  YORK  | 
■  Victor  Wholesale  Exclusively  j| 


62 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


REG.  U.S.  PAT.  OFF. 


Records 


The  New  Complete 

Catalog  Is  Now  Ready 

Contains  a  range  of  the  most  popu- 
lar selections  of  the  day. 

A  catalog  of  up-to-the-minute  all- 
hit  combinations. 

No  doubtful,  dead-stock  numbers. 


The  outstanding  feature  of  Paramount  Records  is  the 
POPULARITY  of  the  selections  offered.  There  are 
no  weak  [combinations — both  selections  on  each  record 
are  winners.  The  Paramount  catalog  comprises  only 
the  choicest  gems  of  standard  popular  sellers  in  operatic 
numbers,  standard  songs,  band  and  orchestra  selections, 
latest  dance  music,  instrumental  solos  and  musical  com- 
edy hits  especially  picked  for  their  ready-selling  qualities. 

Get  your  full  share  of  the  big  record  profits. 
Build  a  growing  trade.  Be  one  of  the  first  to 
cash  in  on  this  live  record  proposition.  Establish 
your  store  as  Paramount  headquarters  in  your 
locality. 


Send  Today  for  this  New  Complete 
Paramount  Record  Catalog 

The  New  York  Recording  Laboratories,  Port  Washington,  Wis. 


Jobbers — M  anuf  acturer  s 

Attractive  Proposition 
Write  for  further  details 


Dealers — 

Big  Profils-Prompt  Deliveries-Quick  Sales 
Write  for  full  information 


Name 


Name- 


Address 


December  15,  1918 


THE   TALKING    MACHINE  WORLD 


63 


BUMPER  HOLIDAY  BUSINESS  LOOKED  FOR  IN  DETROIT 

Orders  Already  in  Hand  Give  Substantial  Indication  of  This  Tendency — Record  Trade  Breaks  All 
Precedents — Hope  to  Increase  Sales  Force  Soon  With  Disbandment  of  Army 


Detroit,  Mich.,  December  2. — A  bumper  holi- 
day business  is  talking  machine  records,  and 
everything  connected  with  the  talking  machine 
industry  is  not  only  assured  but  is  conceded  by 
Detroit  dealers  based  on  one  point — ability  to 
get  goods.  Unless  some  concerns  find  some  way 
to  increase  their  stock  of  machines  they  are 
going  to  be  cleaned  out  of  their  present  stock 
at  least  a  week  before  Christmas,  and  in  this 
connection  we  refer  to  some  of  the  largest  deal- 
ers in  Detroit.  Their  stocks  are  absolutely 
depleted — they  are  right  down  to  rock-bottom 
and  just  trusting  to  luck  that  something  will 
happen  to  bring  them  more  goods.  Whether 
or  not  some  of  the  talking  machine  companies 
can  get  their  factories  in  shape  to  increase  pro- 
duction, make  shipments  by  express  and  get 
goods  here  in  time  remains  to  be  seen — it  is 
very  questionable. 

C.  H.  Grinnell,  of  Grinnell  Bros.,  Victor  job- 
bers, recently  made  a  trip  to  the  factory  and 
called  on  some  of  the  big  Eastern  jobbers  in 
search  of  talking  machines,  but  without  any  re- 
sults. He  came  back  with  no  encouragement  so 
far  as  machines  are  concerned.  He  says  he  has 
a  good  supply  of  records  on  hand.  Grinnell 
Bros,  are  the  only  exclusive  Michigan  jobbers 
for  Victor  goods,  but  they  are  supplying  the 
majority  of  Victor  dealers  in  the  State  besides 
their  own  chain  of  twenty-four  stores. 

Ed  Andrew,  of  the  J.  L.  Hudson  talking  ma- 
chine department,  was  away  the  last  week  in 
November,  visiting  the  leading  jobbing  centers 
in  the  Middle  and  Central  West  in  the  hope  of 
getting  his  hands  on  a  large  stock  of  machines. 
He  came  back  with  only  slight  results.  Every- 
where he  met  the  same  fate— a  shortage.  The 
Hudson  store  is  now  retailing  Victrolas,  Cheney 
and  Sonora  phonographs,  but  Mr.  Andrew  says 
he  has  not  been  able  to  get  enough  of  any- 
thing so  far  as  machines  are  concerned.  The 
Hudson  talking  machine  department,  including 
records,  has  shown  a  tremendous  increase  and 
the  quota  will  be  smashed  to  smithereens  if  the 
merchandise  is  available. 

Record  business  is  splendid — exceptionally 
good — and  it  seems  that  everything  is  selling. 
Patriotic  airs,  popular  songs,  dance  numbers, 
comedy  selections,  and  the  high-grade  records 
by  well  known  soloists  are  selling  unusually 
well.  Detroit  has  had  an  unusual  number  of 
world-famed  artists  in  recital  since  October  1st, 
and  before  and  after  each  artist's  appearance 
there  has  been  a  brisk  demand  for  their  rec- 
ords. Each  record  manufacturer  has  received 
a  good  share  of  the  business.  Among  the  best 
known  artists  were  Caruso,  Victor  artist; 
Lazaro,  Columbia  artist,  and  Anna  Case,  Edi- 
son artist.  Besides,  there  have  been  a  half 
dozen  others,  all  of  whom  have  a  big  follow- 
ing. By  the  crowds  attending  these  recitals, 
people    seem    more    interested    in  high-class 


music  than  ever  before — even  the  impresarios 
admit  this. 

All  of  the  talking  machine  stores  have  been 
short  on  salesmen  and  record  girls,  but  now 
that  the  armistice  is  signed,  dealers  look  for  an 
improvement  in  the  help  situation.  Already 
some  of  the  dealers  have  had  letters  from 
former  salesmen  in  service  asking  for  their  po- 
sitions back  as  soon  as  they  are  discharged 
from  the  army.  The  dealers  will  gladly  give 
them  back  their  positions,  as  they  are  sorely 
needed — the  sooner  the  better. 

Roy  Dupraw,  sales  manager  for  the  Clough 
&  Warren  Co.  store,  84  Broadway,  which  is  a 
division  of  the  Manaphone  Corporation,  is  an- 
ticipating a  big  holiday  trade,  even  greater  than 
last  year,  which  went  way  beyond  his  expecta- 
tions. As  shipments  are  made  from  the  fac- 
tory at  Adrian,  Mich.,  only  a  short  distance 
away,  Mr.  Dupraw  does  not  look  for  any  trou- 
ble in  getting  all  the  goods  he  can  sell. 

The  H.  N.  Ness  Co.  operate  the  only  ex- 
clusive Pathe  phonograph  shop  in  Detroit.  It 
is  located  at  73  Broadway,  and  is  about  40  by 
125  feet  in  size,  attractively  fitted  up  with  suf- 
ficient demonstrating  booths  to  handle  a  big 
business.  The  store  is  open  Monday  and  Sat- 
urday evenings  regularly  and  trade  is  much 
better  than  at  the  former  location  on  Gris- 
wold  street.  Pathe  phonographs  and  records 
have  been  coming  to  the  front  surprisingly  well 
during  the  past  year. 

The  Edison  Shop,  Detroit,  some  weeks  ago 
inaugurated  the  biggest  newspaper  advertising 
campaign  in  its  history,  and  needless  to  say  that 
the  money  spent  has  produced  good  results, 
as  shown  by  the  increased  number  of  sales. 
Now  that  the  Government  is  demobilizing  its 
army,  we  look  forward  to  an  early  arrival  home 
of  R.  B.  Ailing,  general  manager  of  the  Edi- 
son Shop  and  the  Phonograph  Co.  of  Detroit, 
who  sometime  ago  enlisted  and  was  accepted 
into  one  of  the  officers'  training  camps  in  the 
South. 

M.  C.  Rush,  of  the  Walker-Rush  Co.,  West 
Jefferson  avenue,  is  developing  an  excellent 
Columbia  trade  among  the  foreign  element  of 
that  section.  Mr.  Rush  was  for  a  number  of 
years  manager  of  the  talking  machine  depart- 
ment of  the  Cable  Piano  Co.  store  here  before 
engaging  in  business  for  himself  and  is  widely 
known  and  popular. 

Wallace  Brown,  exclusively  Brunswick  dealer, 
is  combining  his  publicity  between  billboards 
and  full-pages  in  the  newspapers.  And  by  the 
way,  the  Brown  emporium  is  one  of  the  busiest 
in  town.  It  is  certainly  doing  a  lot  of  busi- 
ness, and  Mr.  Brown  is  proving  that  three 
things  count  for  success  in  this  business — an 
attractive  store,  a  good  selling  organization  and 
proper  advertising. 

The  Henry  S.  Ddran  Co.,  on  Michigan  ave- 


nue, is  enjoying  the  best  December  business  in 
its  history.  The  Doran  store,  in  all  its  adver- 
tising, emphasizes  that  "this  is  the  record 
store."  And  it  is  a  fact  that  it  does  one  of 
the  largest  businesses  in  town  on  records. 
Bruce  Carpenter  is  manager  of  the  store,  Mr. 
Doran  being  busy  most  of  the  time  with  other 
varied  interests. 

J.  H.  Goldberg,  of  the  Goldberg  Phonograph 
Shop  on  Gratiot  avenue,  who  handles  both  Vic- 
tor and  Columbia  goods,  continues  to  specialize 
on  foreign  records,  carrying  as  many  as  10,000 
to  15,000  records  in  stock  at  all  times  of  for- 
eign numbers.  While  some  other  shops  have 
awakened  to  the  possibilities  of  getting  foreign 
business,  Mr.  Goldberg  reports  that  he  is  doing 
to-day  a  greater  foreign  business  than  ever  be- 
fore. 

Max  Strasburg,  of  the  Max  Strasburg  Co.,  has 
a  large  stock  of  some  numbers  on  hand  and  is 
carrying  a  larger  stock  than  ever  of  records,  so 
that  he  looks  for  the  best  holiday  business  in 
years. 

W.  R.  Woodmansee  is  now  nicely  located  in 
his  new  store  at  936  Grand  River  avenue,  and 
is  practically  the  only  Victor  and  Columbia 
dealer  on  that  thoroughfare. 


IMMENSE  CONTRACT  FOR  RECORDS 

William  Filene  Sons  Co.  Store  in  Boston  Con- 
tracts for  the  Purchase  of  a  Quarter  of  a 
Million  Emerson  Records 


Boston,  Mass.,  November  4.— What  is  per- 
haps the  largest  single  contract  for  records  to 
a  retail  house  ever  put  over  in  this  country  has 
just  been  consummated  in  this  city.  The  credit 
for  this  big  deal  belongs  to  H.  L.  Coombs,  local 
manager  of  the  Emerson  line,  who  has  sold  a 
quarter  of  a  million  Emerson  records  to  the  big 
store  of  the  William  Filene's  Sons  Co.,  more 
commonly  known  as  Filene's,  which  is  in  the 
center  of  the  retail  section  of  the  city,  corner 
of  Washington  and  Summer  streets.  The  trade 
will  quickly  recognize  the  size  of  such  a  trans- 
action when  one  stops  to  consider  what  250,000 
records  actually  mean  when  sold  to  a  single 
retail  establishment. 

These  records  are  to  be  advertised  imme- 
diately in  the  what  is  known  as  the  Filene  Bar- 
gain Basement,  and  with  the  reputation  of  the 
Emerson  back  of  them  they  are  likely  to  be 
quickly  disposed  of.  The  Filene  house  already 
has  a  15,000-lot  consignment  and  the  remainder 
of  the  order  will  be  shipped  immediately. 
These  records  represent  a  large  list  of  popular 
numbers. 

Mr.  Coombs  has  been  local  manager  of  the 
Emerson  only  about  three  months,  though  he 
had  traveled  for  the  company  in  the  New  Eng- 
land territory  more  than  a  year  ago,  and  a  large 
number  of  accounts  in  these  six  States  were 
opened  up  by  him.  He  is  a  man  of  fine  business 
acumen,  keen  perception,  has  a  convincing  man- 
ner and  knows  human  nature,  all  essential  quali- 
ties in  business. 


Superior  Die  Castings 

will  Cut  Tour  Costs  and  Increase  Tour  Sales 

Tonearm  and  Reproducer  Parts,  Attachments,  Turntable  Hubs,  Motor 
Governor  Discs,  Knobs,  Piano  Player  Parts— accurately  cast  in  Alum- 
inum, White  Brass,  White  Metal  Alloys  or  Zelco  Metal— ready  for  nickel 
or  gold  plating.  41  41  We  employ  a  large  force  of  die  makers  especially 
skilled  in  this  class  of  work  and  operate  a  large  battery  of  die  casting 
machines  of  our  own  [design  and  construction  with  a  capacity  of 
50,0007 to  100,000  castings  per  day.  ' 


Write  for 
Samples  of  Work  we 
are  doing  in 
this  line 


Send  us 
your  Specifications 
or  Models  for 
quotations 


Barnhart  Brothers  &  Swindler 

Nonroe  and  Throop  Streets   »   Chicago  ▼  Illinois 


64 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


There  Is  A 


EHONO  GRAPH 


For  Every  Home 


Wilsonian  Phonographs  are  made  in  seven 
new   and  wonderfully    improved  models 

Retailing  at  $45.00  to  $165.00 

Each  instrument,  regardless  of  its  price,  is  of  the  highest 
quality  in  every  detail  of  appearance,  construction  and  tone 
refinements. 

Each  instrument,  regardless  of  its  price,  is  absolutely  guaranteed  by  both  this 
company  and  our  parent  concern — Wilson  &  Co. — the  great  Chicago  packers. 

You  Do  Not  Have  to  Turn  Customers  Away 
If  You  Handle  the  Wilsonian  Line 

In  the  complete  line  of  Wilsonian  Phonographs  there  is  a  special  instrument  to  suit  every 
home  and  to  fit  every  purse.  Every  prospect  who  enters  your  store  can  be  satisfied  in  every 
particular  if  you  have  the  complete  assortment  of  Wilsonian  machines  ready  for  his  inspection. 

Exclusive  Wilsonian  Selling  Features 
Will  sell  Your  Customers  and  keep  them  Sold 

The  Wilsonian  has  many  refinements  and  individualities  of  style  and  construction  that 
will  appeal  instantly  to  the  most  critical  buyer. 


The  Wilsonian  renders  the  most  difficult  and  intricate 
musical  and  vocal  selections  with  wonderful  clearness  and 
beauty  of  tone. 

The  Wilsonian  is  shown  in  seven  different  models, 
all  in  conventional  designs  ;  famous  for  their  simplicity, 
elegance  and  real  piano  finish. 


The  Wilsonian  plays  all  makes  of  disc  records  with- 
out it  being  necessary  to  make  annoying  changes. 

The  Wilsonian  is  absolutely  guaranteed.  Both  this 
firm  and  our  parent  organization — Wilson  &  Co. — vouch 
for  the  dependability  of  the  Wilsonian. 


We  are  also  National  Distributors  for,  and  always  carry  a  complete  Stock  of, 

Paramount  Records. 


Write  To-day  For  Our  Dealer  Proposition 
It  Means  Money  To  You 


Main  Plant 
701  North 
Sangamon 
Street 
Chicago 


w   /a  n 


THOS. E.Wl  LSON  &  CO. 


V7 — W 

\_yCHICAGD\_y 

US.  A. 


Eastern 
Office 
25  West 
45th  Street 
New  York 


Wilson  &  Co.  branches  are  in  all  principal  cities  including: 


Pittsburgh 
Boston 
Philadelphia 
Baltimore 
Salt  Lake  City 


Buffalo 
Detroit 
Rochester 
Cleveland 
New  Orleans 


Denver 
Omaha 
Dallas 
Atlanta 
Los  Angeles 


Kansas  City 

Charleston 

Memphis 

Spokane 

Minneapolis 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


65 


CINCINNATI  FACING  GREAT  PROBLEM  OF  STOCK  SUPPLY 

Jobbers  and  Dealers  Striving  to  Lay  Hands  on  Unexpected  Supply  of  Machines  and  Records — 
Optimism  Reigns  Supreme,  Owing  to  Great  Demand,  Which  Promises  to  Continue  Into  New  Year 


UDELL 


Cincinnati,  O.,  December  8. — Never  in  the  his- 
tory of  the  trade  in  the  Middle  West  have  the 
jobbers  and  dealers  been  wishing  the  impossible 
as  is  the  case  just  now.  To  the  last  man  they 
are  hoping  to  lay  their  hands  on  an  unexpected 
supply  of  machines  and  records,  so  prosperous 
was  the  business  in  November.  Naturally  the 
trade  hereabouts  expects  the  demand  to  hold 
out  until  after  the  holidays. 

Take  the  case  of  the  Columbia  house.  F.  F. 
Dawson,  manager  of  the  Cincinnati  district,  just 
back  from  New  York  city,  knows  that  he  will 
face  a  shortage  of  2,000  machines  by  January  1. 
He  has  orders  in  sight  and,  basing  on  what  the 
home  office  will  allow  him,  Mr.  Dawson  figures 
that  his  district  will  be  shy  that  many  ma- 
chines. During  the  past  few  weeks  he  has  had 
opportunities  of  taking  on  exceptionally  good 
accounts,  but  has  been  compelled  to  turn  these 
down  because  of  conditions  beyond  the  control 
of  his  office.  Mr.  Dawson,  who  took  charge  of 
the  Cincinnati  office  last  January,  is  to  be  aided 
hereafter  by  G.  H.  Williams,  former  manager 
of  the  Seattle  branch,  who  arrived  in  the  city 
last  Friday.  His  successor  on  the  Coast  is 
Frank  Dorian,  of  the  New  York  City  executive 
office. 

Working  overtime  in  order  to  try  to  meet 
the  demands  is  the  story  of  the  Crystola  Co., 
of  this  city.  President  Alfred  Swing  this  morn- 
ing stated  he  was  receiving  requests  for  ma- 
chines from  every  known  method  except  the 
aeroplane  route  plan.  "Our  success  of  the  past 
few  months,"  he  said,  "leads  us  to  believe  we 
are  on  the  road  -to  a  prosperous  future." 

T.  Sigman,  manager  of  the  Victor  department 
of  the  Rudolph  Wurlitzer  Co.,  is  surely  happy 
over  the  results  obtained  during  the  past  month. 
In  speaking  of  the  trade  developments  from  a 
Victor  standpoint  in  the  Middle  West,  he  said: 

"November  was  an  exceptional  though  excel- 
lent month  in  several  ways,  due  no  doubt  to  the 
shortage  of  both  Victrolas  and  records,  which 
is  more  acute  than  we  have  ever  experienced. 
Small  Victrolas  with  cabinets  sold  remarkably 
well,  and  records  that  we  never  could  have 
sold  during  normal  times  sold  almost  as  good 
as  the  best  selling  numbers  ordinarily  sell.  Cin- 
cinnati was  the  mecca  for  talking  machine  deal- 
ers this  month,  and  Ohio,  Kentucky,  West  Vir- 
ginia and  Indiana  were  well  represented. 

"Jascha  Heifetz  paid  Cincinnati  a  visit  and  his 
two  wonderful  performances  pleased  the  large, 
enthusiastic  audiences,  and  it  is  needless  to  say 
that  his  visit  naturally  boosted  the  sale  of  his 
records,  both  wholesale  and  retail. 

"The  Victor  Talking  Machine  Co.'s  little  Vic- 


DEALERS 

Offset  the  Record  Shortage! 
Keep  Your  Sales-Force  Busy! 
Sell  Our  Language  Records! 

French 
Spanish 
Italian 

ALSO 
F.M.C.  FRENCH 

MILITARY 
CONVERSATION 
Caih  in  now  on  the 

Language  Phone  Method 

and  Rosenthal's  Practical  Linguistry 

It  requires  no  scientific  salesmanship  to  sell  our  records. 
The  courses  are  so  simply  arranged  that  the  demon- 
stration satisfies  the  prospect.  The  French  Military 
Course,  5  Double  Discs,  and  Military  Manual  (Retail 
$10.00)  is  ideal  for  Army,  Navy,  Red  Cross 
Our  Display  Signs  Sell  the  Goods 
Send  for  Particular*  —  Prompt  Delivery 

THE  LANGUAGE  PHONE  METHOD 

992  Putnam  Bids;.,   2  West  45th  Street,  New  York 


trola  folders  have  created  quite  a  stir  amongst 
the  trade,  and  we  look  forward  to  December 
as  being  a  very  productive  month  (considering 
the  shortage),  both  in  our  wholesale  and  retail 
departments." 

Just  a  few  odd  finishes  comprise  the  total 
stock  of  the  Phonograph  Co.,  Cincinnati,  at  this 
writing.  F.  H.  Oelman,  manager,  stated  the 
local  office  would  make  a  showing  which  was  be- 
yond the  best  hopes  of  the  company  at  the 
beginning  of  1918. 

Two  tone  test  recitals  are  now  engaging  the 
interest  of  the  Edison  dealers.  Glen  Ellison, 
who  is  making  a  tour  of  Ohio,  jumped  over  to 
Charleston,  W.  Va.j  this  evening  and  will  re- 
turn to  this  State  in  the  morning.  Marie  Mor- 
risey,  assisted  by  Jacques  Glockner,  appeared 
at  Dayton,  O.,  to-night. 


EXPLOITS  STRADIVARA  PHONOGRAPH 

New  Catalog  Issued  By  Compton-Price  Tells 
How  This  Machine  Is  Built  Like  Piano  and 
Violin — Very  Artistically  Conceived 


The  new  catalog  of  the  Stradivara  phono- 
graph, recently  published  by  the  Compton-Price 
Co.,  Coshocton,  Ohio,  contains  many  interest- 
ing arguments  regarding  the  merits  of  this  ma- 
chine. The  catalog  is  highly  attractive  and  has 
been  produced  along  the  most  refined  and  ar- 
tistic lines.  There  are  illustrated  in  it  the 
various  models  of  the  Stradivara  machines,  the 
measurements  and  other  specifications  of  each 
model  being  given  on  the  opposite  page  to  the 
one  on  which  the  machine  is  reproduced.  A 
copy  of  the  guarantee,  given  with  each  machine, 
is  also  shown,  as  well  as  illustrations  of  the 
Compton-Price  factory. 

Regarding  this  instrument  it  is  stated  in  the 
introduction:  "The  Stradivara  is  the  very  first 
phonograph  to  recognize  the  fundamental  value 
of  the  basic  tone  principles  of  those  kingly  in- 
struments— the  piano  and  violin,"  and  in  an- 
other place,  "the  superiority  lies  in  the  new 
and  wonderfully  improved  tone  chamber.  True, 
the  sound  box  of  the  Stradivara  and  the  per- 
fectly balanced  and  designed  tone  arm  are  su- 
perior to  others.  But  we  do  not  stop  there 
*  *  *  but  right  there  at  the  end  of  the  tone 
arm — where  others  leave  the  tone  to  shift  for 
itself — the  Stradivara  begins  to  differ  radically. 
Instead  of  using  the  ordinary  metal  throat  and 
metal  horn,  the  Stradivara  is  constructed  sci- 
entifically in  the  form  of  a  genuine  tone  cham- 
ber. All  metal  is  eliminated.  Instead  the  tone 
proceeds  down  through  a  perfectly  designed 
and  surfaced  throat — built  of  seasoned  wood 
and  insulated  with  felt  so  as  to  eliminate  all 
scratching,  rattling  and  other  foreign  noises 
And  next  the  air  vibrations  are  awakened  in 
the  patent  sound  board  tone  chamber.  Instead 
of  just  an  ordinary  metal  or  wooden  horn,  you 
find  a  scientifically  constructed  tone  chamber. 
The  base  or  floor  of  this  tone  room  is  a  big 
square  sounding  board — built  of  the  choicest  of 
old  Norway  spruce — seasoned  and  mellowed  just 
the  same  as  you  find  it  in  the  most  expensive 
pianos  of  fb-day.  Open  the  doors  in  front  of 
the  Stradivara  cabinet,  stoop  and  look  up  at 
the  construction  of  this  marvelous  invention, 
and  note  its  similarity  in  construction  to  that 
of  those  two  world  old  favorites — the  piano  and 
the  violin." 

Special  paragraphs  in  the  booklet  draw  atten- 
tion to  the  tone  modifier,  automatic  stop,  ball 
bearing  tone  arm,  motor  and  other  features  of 
this  phonograph. 


H.  J.  SMITH — Jewel  Manufacturer 

MANUFACTURER  OF —Phonograph  Diamond  and  Sap- 
phire Reproducing  Points— Recording  Laboratory  Jewels 
—Jewel  Bearings  for  Electrical  Instruments — Rough 
Diamond — Diamond  Powder— Experimental  Work. 

Telephone  2896  Market 

833  BROAD  STREET       NEWARK,  N.  J. 


No.  1415  [Horizontal  Shelves] 
For  Victrola  IX-A. 

Height,  31  in.  Width,  19  in.  Depth,  22 
in.  Mahogany  or  Quartered  Oak.  Holds 
5  Victor  Albums.  Average  weight,  crated, 
60  pounds. 

[If  vertical  interior  is  wanted,  order  No. 
415.] 

[When  felt  interior  is  desired,  order  No. 
415F.] 

CABINET 
BUSINESS 
I  S  PLUS 

Properly  handled  it  adds  to  the 
volume  of  the  first  and  develops 
record  sales. 

UDELL 

CABINET 

BUSINESS 

will  mean  more  profits  and  new 
friends  for  every  dealer  who 
takes  proper  care  of  it  during 
1918.  The  Udell  name  means  no 
regrets  for  either  dealer  or  cus- 
tomer.— Think  this  over. 


TRADE  MARK 


THE  UDELL  WORKS 

1205  W.  28th  Street 
INDIANAPOLIS  INDIANA 


66 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


TALKING  MACHINE  RECORDS  AID  ART  OF  GREAT  SINGERS 

This  Subject  Discussed  Illuminatingly  by  Miss  Spaulding  in  an  Article  Specially  Written  for  a 
New  York  Paper — Facts  Disclosed  That  Are  Not  Often  Considered  by  Musicians 


Under  the  heading  of  "Records  Improve  Art 
of  Great  Singers,"  there  appeared  recently  in 
the  New  York  Evening  Mail  an  excellent  ar- 
ticle written  by  Miss  Pearl  Spaulding,  of  the 
Aeolian  Co.,  New  York,  which  read  as  follows: 

That  the  talking  machine  of  to-day  is  a  great 
teacher  is  the  universal  opinion  of  broad- 
minded  musicians.  It  is  equally  true  that  un- 
believable benefits  to  a  singer  are  being  con- 
stantly derived  from  making  the  records  them- 
selves. 

Unfortunately,  the  opportunity  of  hearing 
one's  voice  reproduced  is  not  given  to  every 
one.  But  to  the  artist  who  has  arrived — and 
the  promising  young  vocalist  whose  talent  war- 
rants experimenting  along  recording  lines,  no 
course  of  vocal  instruction  or  coaching  is  of 
more  practical  value  than  the  modern  art  of 
singing  for  records. 

It  is  not  an  easy  thing  to  make  a  record. 
There  is  something  indescribably  disconcerting 
about  the  blandness  of  a  small  horn  coming 
out  of  a  blank  wall  and  waiting  like  an  in- 
discreet eavesdropper  to  repeat  every  sound 
you  make 

At  some  recording  laboratories  it  is  sug- 
gested that  time  in  experimenting  may  be  saved 
by  practicing  into  an  imitation  horn  at  home, 
to  accustom  one  to  this  means  of  transmission 
to  the  recording  machine  "behind  the  scenes." 

In  singing  into  the  horn  the. proper  distance 
must  be  observed.  One  may  not  yield  to  an 
exuberance  of  temperament  and  deliver  his  song 
with  the  abandon  that  ordinary  singing  permits. 

Unless  the  head  is  drawn  back  from  the 
horn  during  the  singing  of  a  high  note,  which 
registers  greater  vibrations  than  those  in  the 
middle  register,  there  will  be  a  disagreeable 
"blast"  on  the  finished  record. 

The  recording  machine  is  a  pitiless  critic 
and  reproduces  the  singer's  voice  exactly  as  it 


sounds.  It  is  as  if  the  voice  were  seeing  itself 
in  a  mirror,  or  having  its  picture  taken  by  a 
too  truthful  photographer.  A  voice  record  ad- 
mits of  no  flattering  "retouching." 

Every  little  error  of  tone  placement,  any 
characteristic  peculiarities  of  pronunciation  or 
unsteadiness  of  breath  control  are  brought  back 
to  the  performer  with  discouraging  fidelity. 

At  the  same  time  the  favorable  points  are 
given  an  equal  chance.  If  there  is  the  slightest 
reason  for  the  singer's  belief  that  he  or  she 
has  a  good  voice,  the  recorded  impression  of 
it  will  be  an  infallible  witness. 

And  that  is  where  the  great  opportunity  comes 
to  improve  the  voice  in  every  way  by  record- 
making. 

This  refers  to  even  the  greatest  artists,  who 
because  they  are  more  human  than  most  mortals 
are  prone  to  carelessness  in  their  art  by  rea- 
son of  the  fancied  security  of  their  fame. 

The  bigger  the  artist  the  more  anxious  he 
is  to  perfect  himself  in  this  particular  branch 
of  artistic  commercialism — particularly  as  it 
means  leaving  imperishable  imprints  of  a  glori- 
ous voice  that  will  vanish  with  the  years. 

Consider  the  shock  that  comes  to  a  noted 
singer  upon  hearing  his  initial  attempts  at  mak- 
ing records  to  detect  subtle  little  faults  of  dic- 
tion which  had  remained  undiscovered  during 
many  years  of  success  on  both  the  operatic 
and  concert  stage. 

There  follows  temperamental  excitement  on 
the  part  of  the  celebrity  and  the  resolve  to  go 
back  to  the  A  B  C's  of  vocal  principles  in  a 
sincere  endeavor  to  project  his  voice  into  the 
recording  horn  with  the  greatest  degree  of 
naturalness. 

Frequently,  in  his  eagerness  to  learn  the 
rudiments  of  correct  recording,  the  mighty  one 
has  been  an  interested  speculator  and  listener 
of  popular  records  being  made  by  an  experi- 


enced "low-brow"  performer,  whose  years  of 
practice  have  enabled  him  to  "put  over"  each 
word  of  the  song  with  the  necessary  clear-cut 
precision. 

For  days  and  weeks  the  artist  may  experi- 
ment with  simple  tone  tests  in  front  of  the 
horn  to  establish  the  proper  distance  to  ac- 
complish the  best  results  for  his  individual 
voice. 

As  greater  progress  is  made  the  importance 
of  record  making  is  impressed  upon  him.  While 
records  by  other  singers  had  always  been  help- 
ful for  purposes  of  comparison,  the  test  rec- 
ords of  his  own  voice  were  like  so  many  up- 
ward steps  toward  the  goal  of  a  vocal  ideal. 

And  then  "one  fine  day"  he  steps  up  before 
the  inscrutable  horn,  and  bearing  in  mind  the 
lessons  he  has  learned  during  his  course  of 
record  study,  is  able  to  create  a  record  of  his 
voice  with  all  its  natural  beauty  that  satisfies 
the  most  severe  critic  of  them  all — himself. 


ATTRACTIVE  DISPLAY  SIGNS 


Passersby  Corner  of  Riverside  Drive  and  78th 
Street,  New  York,  Reminded  of  Sonora 


On  the  corner  of  Riverside  Drive  and  Seventy- 
eighth  street,  in  the  heart  of  the  high-class  resi- 
dential district,  there  is  presented  for  the  at- 
tention of  passersby  a  beautiful  Sonora  painted 


Sonora  Sign  on  Riverside  Drive 

sign,  which  is  shown  in  the  accompanying  illus- 
tration. This  sign  is  designed  in  several  colors, 
and,  as  may  be  seen  by  the  illustration  here- 
with, is  well  calculated  to  attract  the  attention 

of  passersby. 


AMERICAN 


In  the  AMERICAN  line  there  is  a  model  for  every  prospective  buyer,  seven  sizes  in 
mahogany,  and  five  made  in  oak.    The  AMERICAN  remain  sold  when  delivered. 
Become  an  exclusive  dealer  in  your  town  and  your  business 
will  be  a  growing  asset  to  you. 

Standard  and  proven  equipment  throughout.  Unsurpassed 
in  tone  qualities  and  artistic 
design  and  built  by  men  who 
are  artists  in  their  respective 
lines.  The  AMERICAN  is 
not  an  experiment  and  is  fully 
guaranteed. 


No.  11 


No.  9 


No.  10 


Catalog  upon  request. 


AMERICAN  PHONOGRAPH  CO. 


No.  8 


39  FOUNTAIN  ST. 


GRAND  RAPIDS,  MICH. 


The  Talking  Machine  World,  New  York,  December  15,  1918 


NEEDLES 

Manufactured  by  the 

DEAN  DIVISION 

of  the 

OTTO  HE1NEMAN  PHONOGRAPH  SUPPLY  CO. 

INCORPORATED 

25  WEST  45th  STREET,  NEW  YORK 

FACTORIES:  Elyria,  Ohio  Newark,  N.  J.  Putnam,  Conn.  Springfield,  Mass. 
BRANCH  OFFICES  :  Chicago,  111.  Seattle,  Wash.  Toronto,  Ont. 

STEEL  NEEDLES 


III 

Is  1 

No.2 


No.3 


No.6 


h  1 

h  1 

4 

<v  1 

o 

Op 

I5 

No.r  No. 8 


No  .9 


No.10 


No.ll 


PERMANENT  NEEDLES 

TO  PLAY  PATHE  RECORDS 

Half  Tone  Points  Full  Tone  Points 

TO  PLAY  EDISON  RECORDS 

Sapphire  Points  Genuine  Diamond  Points 


December  15,  1918 


THE 


TALKING    MACHINE  WORLD 


67 


J.  W.  DESBECKER  WITH  SONORA  CO. 

Will  Have  Charge  of  Company's  Advertising 
Service  and  Publicity 


John  W.  Desbecker,  formerly  connected  with 
the  Redfield  Advertising  Agency,  New  York,  is 
now  associated  with  the  Sonora  Phonograph 
Sales  Co.,  Inc.,  New  York,  and  will  have  charge 
of  the  advertising  service  and  publicity  of  this 
company. 

After  graduating  from  Cornell  University  in 
1906,  Mr.  Desbecker  was  for  six  years  in  the 
sales  departments  of  several  large  manufactur- 
ing corporations,  and  later  entered  the  adver- 
tising field  in  the  copy  departments  of  several 
large  New  York  advertising  agencies.  While 
connected  with  Frank  Presbrey  and  the  New 
York  City  Car  Advertising  Co.  Mr.  Desbecker 
had  extensive  experience  in  the  handling  of  plan 
and  copy  for  many  important  and  successful 
firms. 

For  the  past  three  years  he  has  .been  asso- 


John  W.  Desbecker 

ciated  with  the  Redfield  Advertising  Agency, 
and  during  that  time  has  been  responsible  for 
the  writing  and  preparation  of  all  Sonora  copy 
which  has  appeared.  This  copy  has  won  com- 
mendation from  the  phonograph  trade  and  ad- 
vertising experts. 

The  Sonora  Co.,  by  securing  Mr.  Desbecker's 
entire  time,  will  be  in  a  position  to  give  their 
dealers  the  benefit  of  the  services  of  an  experi- 
enced advertising  man,  as  he  has  not  only  been 
active  in  the  general  advertising  and  merchan- 
dising fields,  but  has  specialized  and  concen- 
trated on  musical  lines  as  well. 

Mr.  Desbecker  will  work  in  close  co-operation 
with  Frank  j.  Coupe,  advertising  and  sales  di- 
rector of  the  Sonora  Phonograph  Sales  Co.  The 
latter,  who  was  recently  elected  a  director  of 
this  company,  is  devoting  the  greater  part  of 
this  time  to  the  sales  end  of  the  business,  and 
will  act  in  an  advisory  and  directing  capacity 
in  the  advertising  and  publicity  departments. 


PENNSYLVANIA  DEALERS  MEET 


Scranton,  Pa.,  November  30. — The  Edison 
dealers  in  northeastern  Pennsylvania  held  their 
first  convention  at  the  Hotel  Casey,  this  city, 
last  week  for  the  purpose  of  discussing  the  gen- 
eral trade  situation  and  plans  for  future  develop- 
ment. Representatives  from  the  factory  of 
Thomas  A.  Edison,  Inc.,  in  Orange,  were  present 
at  the  convention,  and  addressed  the  dealers, 
who  plan  to  hold  their  meetings  during  the  com- 
ing year. 


SELLING  FORCE  ENLARGED 


Manager  Tincher,  of  the  talking  machine  de- 
partment of  the  Scott  &  Hart  store,  Terre 
Haute,  Ind.,  has  added  Mr.  Galmoris,  formerly 
of  the  Dennis  Music  Co.,  and  Mr.  Barnhart, 
formerly  connected  with  the  Chicago  music 
trade,  to  his  corps  of  assistants,  thus  preparing 
for  increased  activities. 


ENLARGED 
SECT/ON 


O 


SPRING 
PL  LINGER' 


The  New  "Thin  Model" 

Fulton  Reproducer 

Considered  by  all  who  have 
heard  it  superior  in  TONE 
VOLUME  and  "QUALITY" 
to  any  heretofore  produced. 


Its  use  makes  the  ordinary  phono- 
graph a  25  per  cent  to  100  per 
cent  better  machine. 


The  simplicity  of  construction  and  adjustment  precludes  any 
annoying  and  expensive  "  comebacks." 

Manufacturers  are  invited  to  send  for  sample  on  selection 
(when  requesting  sample  specify  tone-arm  used). 


Testimonials  (unsolicited) : 
Wonderful";  an- 
other: "Your  re- 
producer beats 
them  all";  an- 
other: "I  shall 
use  it  on  all 
models,"  etc. 


One  Manufacturer  says:  "It's 


This  Cut  illustrates 
the 

Fulton 

balanced    cover  lift. 

Note  Construction — 

B — adjustable  screw 
for  any  weight 
cover. 

C — position  of  lift 
when  cover  is 
closed  —  giving  a 
reverse  "pull," 
counteracting  the 
common  tendency 
of  all  other  lifts  to 
warp  cover. 


Sample  gladly  sent 
upon  request. 

FULTON-ALDEN  CO. 

Factory  and  General  Offices,  WAUKEGAN,  ILL. 

CHICAGO  Warerooms  and  Offices, 

Rooms  308-309,  No.  20  E.  JACKSON  BOULEVARD 


m 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


i 


■ 


I    1919  I 


Will  Be  A  Profitable 
Year  for  You  If  You  Will 
Handle  and  Push 


The  Product  Of  This  Factory 


l 


I 
I 
I 


■ 


WHERE 

QUALITY 

REIGNS 

SUPREME 

The  Home  of  the 
"World" 


Jobbers  Are  Invited  to 
Come  and  See 

HOW 

WORLD 
Phonographs 


ARE  MADE 


The  1919  line  of  World  Phonographs  will  surpass 
even  the  perfection  of  the  present  year's  product. 

We  announce  for  1919  our  own  Motors  and  Tone  Arms 

"world"  Line  of  Records 


Write  for  Details 


WORLD  PHONOGRAPH  CO. 


736  Tilden  Street 


Chicago,  111. 


I 
I 

I 
1 


I 


i 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


69 


ST.  LOUIS  TRADE  PLAN  AGGRESSIVE  SELLING  CAMPAIGNS 

With  the  Opening  of  the  Year  and  the  Receipt  of  Needed  Stocks  of  Machines  and  Records  the 
Trade  Intend  to  Bring  Their  Products  to  Public  Attention  in  an  Impressive  Way — News  of  Month 


St.  Louis,  Mo.,  December  6. — Talking  machine 
dealers  here  are  beginning  to  plan  for  aggressive 
selling  campaigns.  The  plans  are  being  laid  for 
the  future,  the  more  optimistic  dealers  talking 
of  February  1  and  some  of  later  dates,  by  which 
time  they  believe  there  will  be  a  supply  of  ma- 
chines obtainable  that  will  justify  aggressive 
merchandising.  Most  of  these  plans  are  some- 
what different  from  the  former  systems,  but, 
naturally,  those  who  are  making  them  are  not 
yet  willing  to  discuss  new  features  because  it 
is  so  long  before  they  can  be  put  to  a  test. 

The  Christmas  business  already  has  set  in 
here  and  is  going  nicely.  In  fact,  it  started 
some  time  ago  because  a  great  many  people 
have  heard  of  friends  who  had  trouble  getting 
the  kind  of  a  machine  they  wanted.  Not  a 
dealer  was  found  who  believed  that  he  had 
enough  stock  to  meet  all  demands  of  his  trade 
on  all  models.  Jobbers  are  almost  in  despair. 
Some  of  them  say  they  have  very  good  cus- 
tomers who  have  not  placed  an  order  since 
early  September,  because  that  order  is  not  all 
filled  as  yet. 

There  is  much  less  talk  of  a  record  shortage 
than  of  the  machine.  Most  dealers  believe  they 
are  going  to  meet  demands  made  on  them  in 
this  line  and  this  is  based  on  the  lively  record 
trade  that  already  has  begun.  A  good  many 
purchasers  are  taking  liberal  numbers  of  records 
and  are  having  them  wrapped  and  put  aside 
until  nearer  the  holidays. 

The  maximum  of  terms  offered  in  present 
advertising  is  fourteen  months,  even  in  combina- 
tions of  machines  and  records,  and  the  dealers 
say  that  much  less  than  half  of  their  sales  are 
on  the  long  terms.  One  dealer  was  holding 
some  models  at  cash. 

A  feature  of  the  opening  of  the  holiday  sea- 
son has  been  the  new  advertisers  of  talking 
machines.  Furniture  houses  that  have  handled 
talking  machines  for  years  but  have  never 
pushed  them  have  been  using  liberal  space  in 
promoting  this  trade.  Some  of  the  machines 
so  advertised  are  not  at  all  well  known  locally. 

The  Barthel  &  Dusenberg  Music  Co.  (Con- 
cordia Music  House),  on  Pine  street,  just  south 
of  Piano  Row,  has  recently  been  the  most  lib- 
eral advertiser  of  Edison  Disc  phonographs. 
This  firm  had  not  recently  figured  in  newspaper 
publicity,  but  recently  the  lease  on  the  present 
quarters  were  renewed  and  the  advertising  be- 
gan to  be  a  feature  of  the  newspapers,  being 
more  liberally  spaced  than  any  other  talking 
machine  advertising  for  the  period.  With  the 
first  of  December*  a  number  of  the  old-line  firms 
aarain  came  into  line.     Aeolian  Hall  enlarged 


The  VIVITONE 

Gives  New  Richness  of  Tone  to 
Your  Favorite  Records 

This  Tone  Controller  is  the  1919  wonder 
of  the  Talking  Machine  World. 

Insert  Vivitone  in  the  needle  post  of  the 
sound  box.  You  will  be  delighted  with  the 
vivid,  pure,  vibrant  tone  that  results. 

Shut  your  eyes  and  you  imagine  you  are 
hearing  the  living  voice  of  the  singer  or 
the  actual  music  of  the  instrument. 

The  Vivitone  can  be  used  with  all  phono- 
graphs that  use  either  ordinary  steel  or 
Tungsten  needles. 

Each  package  contains  four  tubes,  playing 
thousands  of  records.  Retails  for  50  cents 
per  package. 

Sample  free  to  Dealers  who  write  for 
proposition  on  their  letter  head. 

Vivitone  Controller  Company 

400,  401,  402  Bell  Block,  Cincinnati,  O. 


the  space  recently  used  in  featuring  of  the 
Vocalion.  The  Silverstone  Music  Co.,  too,  re- 
turned to  the  advertising  lists  with  liberal  space. 

Manager  Roose  of  the  Columbia  Co.  spent  a 
part  of  late  November  in  New  York,  having 
gone  to  the  home  office  to  be  present  at  any 
conferences  that  might  take  place  on  enlarged 
distribution.  When  he  returned  he  said  that 
while  he  looked  for  an  increased  flow  of  ma- 
chines in  the  near  future  he  thought  the  chief 
Christmas  trade  problem  would  be  that  of  dis- 
tribution. 

The  Artophone  Co.  warerooms  have  been  com- 
pletely redecorated  and  the  work  was  done  in 
advance  of  the  beginning  of  the  early  Christ- 
mas trade.  President  Robert  Cone  says  the  be- 
ginning of  this  trade  has  been  excellent  and 
the  terms  obtained  in  the  retail  store  are  excel- 
lent. But  more  encouraging  than  this  even  are 
the  prospects  of  getting  cabinets  in  larger  num- 
bers. 

''Following  the  release  of  the  cabinet  shops 
from  war  work  the  owners  are  seeking  to 
take  on  our  old  contracts  for  talking  machine 
cabinets  and  some  of  them  already  are  busy  on 
this  work,  but  of  course  we  will  not  begin  to  get 
their  output  until  after  the  first  of  the  year," 
said  Mr.  Cone.  "The  Christmas  stock  will  be 
limited  to  the  cabinets  already  made.  But  after 
January  1  we  expect  to  resume  taking  large  job- 
bing orders,  which  we  could  not  handle  for  sev- 
eral months  past.  We  are  in  excellent  shape  as 
regards  motors  and  other  important  parts  and 
once  we  get  the  cabinets  coming  through  again 
we  anticipate  no  trouble  in  handling  the  orders." 

The  Mozart  talking  machine,  one  of  the  oldest 
machines  made  in  this  city,  has  been  taken  over 
by  the  American  Fixture  and  Showcase  Mfg. 
Co.,  following  the  failure  of  the  Colonial  Cabi- 
net Co.  The  American  Co.  has  been  advertis- 
ing the  machine  and  has  been  selling  some  at  re- 
tail, but  chiefly  the  effort  has  been  to  fill  the 
jobbing  orders.  At  the  office  of  the  American 
Co.  it  is  said  that  the  company  has  not  yet  made 
definite  plans  for  the  future,  but  after  January 
1  a  plan  of  action  will  be  decided  upon.  It  was 
intimated  that  the  manufacture  of  the  machine 
would  be  continued  in  large  quantities.  The 
American  Fixture  &  Showcase  Co.  is  a  sub- 
stantial and  well-organized  concern  that  has 
not  heretofore  been  identified  with  the  talking 
machine  business,  although  it  has  been  making 
some  cabinets. 

Another  influenza  ban  which  extends  to  all 
business  meetings  has  postponed  the  annual 
meeting  of  the  Tri-State  Victor  Dealers'  Associa- 
tion until  after  the  first  of  the  year.  There  is 
no  prospect  that  the  health  department  will  per- 
mit meetings  in  this  city  until  after  the  holidays 
now  and,  besides,  there  was  an  inclination  on  the 
part  of  the  directors  of  the  association  to  post- 
pone the  meeting  until  after  the  busy  season. 
It' was  felt  that  owing  to  stocks,  etc.,  each 
dealer  would  feel  that  he  could  hardly  be  spared 
while  the  Christmas  sale  is  on. 

The  business  hours  of  most  talking  machine 
stores  now  are  from  9.30  a.  m.  to  6  p.  m.,  these 
hours  having  been  fixed  by  the  Retailers'  As- 
sociation to  meet  the  requirements  of  the  in- 
fluenza situation  and  to  aid  in  the  local  traffic 
situation.  This  brings  store  clerks  down  later 
than  other  workers  and  keeps  shoppers  off  the 
cars  during  the  rush  hours. 


ENLARGE  EDISON  DEPARTMENT 


The  C.  F.  Murray-Smith  Co.,  Edison  dealers  in 
Wilkes-Barre,  Pa.,  have  found  business  increas- 
ing to  such  an  extent  that  it  has  been  necessary 
for  them  to  increase  materially  the  space  de- 
voted to  that  department.  The  additional  space 
will  be  devoted  to  the  Edison  Disc  phonograph 
line,  while  some  of  the  space  formerly  devoted 
to  the  disc  department  will  be  utilized  for  the 
handling  of  Amberola  records. 


1919 


A  Big  Year 
for  Hie  Talking 
Machine  Trade 


Make  your  plans  now  but  be 
sure  your  cabinets  are  right 


Our  Cabinets  are  exceptional  in 

Appearance 
Individuality 
Finish 
Strength 

built  by  a  furniture  house  of 
long  standing. 

Whether  you  are  a  dealer,  manu- 
facturer or  jobber  send  Now  for 
our  proposition  for  you. 

Our  Cabinets  will  help  make  the 
new  year  a  prosperous  one  for 
you. 

We  will  be  glad  to  send 
you  all  information 

Celina  Furniture  Co. 


CELINA 


OHIO 


70 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


71 


TWO  NEW  VOCALION  ARTISTS 


Nellie  and  Sarah  Kouns  Now  Entertaining  Sol- 
diers in  France  to  Make  Records  for  the  Aeo- 
lian-Vocalion  Record  Library 


The  Aeolian  Co.,  New  York,  has  announced 
the  addition  to  its  staff  of  artists  recording  for 
the  Aeolian-Vocalion  record  library  of  Nellie 
and  Sara  Kouns,  young  American  sopranos,  who 


The  two  girls  received  their  musical  educa- 
tion abroad  and  during  their  stay  in  Europe 
gave  concerts  before  many  of  the  most  prom- 
inent musical  patrons  in  the  different  Eu- 
ropean countries.  They  were  received  with  en- 
thusiasm everywhere,  and  their  ability  was  rec- 
ognized by  an  offer  from  the  directors  of  the 
Munich  Opera  Co.,  who  desired  to  "star"  the 
young  American  sopranos.  Mr.  Kouns  objected, 
however,  to  his  daughters  entering  the  operatic 
world  and  visited  Europe  to  bring  them  home. 

Arriving  in  America,  the  Misses  Kouns  over- 
came their  father's  objections  to  their  appear- 
ing in  public,  and  started  on  an  extended  con- 
cert tour  through  the  Middle  West — appearing 
as  solists  with  the  leading  symphony  orches- 


tras in  the  United  States,  and  duplicated  in 
their  native  land  their  European  successes.  After 
their  last  annual  recital  held  at  the  Playhouse, 
Chicago,  they  received  offers  from  prominent 
managers  in  all  parts  of  the  country  to  ap- 
pear in  a  varied  assortment  of  musical  pro- 
ductions, and  decided  finally  to  accept  a  lengthy 
vaudeville  engagement.  During  this  engage- 
ment they  appeared  as  "headliners"  at  the  lead- 
ing theatres  on  the  "big  time"  circuit  and  also 
appeared  in  several  well  known  musical  com- 
edy successes. 

At  the  present  time  the  Kouns  Sisters  are 
singing  for  the  boys  in  France,  having  left 
for  the  other  side  of  the  Atlantic  last  month, 
in  order  to  entertain  the  boys  in  the  trenches. 


ATTRACTIVE  WINDOW  DISPLAY 


The  Columbia  Window  for  January  Specializes 
on  One  Artist 


The  Kouns  Sisters 

have  achieved  signal  success  on  the  concert, 
musical  comedy  and  vaudeville  stages.  These 
two  artists  will  record  for  the  Aeolian-Vocalion 
library  exclusively,  and  their  first  recordings 
will  be  announced  very  shortly. 

The  Kouns  Sisters,  as  they  are  popularly 
known  in  musical  circles,  are  the  daughters  of 
C.  W.  Kouns,  of  Topeka,  Kans.,  for  many  years 
general  manager  of  the  Santa  Fe  Railroad. 
Their  voices  are  identical  as  to  quality  and 
range,  and  this. unusual  combination  has  been 
responsible  in  a  considerable  measure  for  the 
unique  position  which  they  have  created  for 
themselves  in  musical  circles. 


There  is  shown,  herewith  the  centerpiece  of 
the  Columbia  Co.'s  monthly  window  display 
service  for  January,  which  follows  a  new  plan 
on  the  part  of  the  company  to  feature  special 
artists  each  month  and  thereby  furnish  its  deal- 
ers with  window  material  of  a  more  permanent 
nature  which  may  be  used  in  connection  with  the 
artists'  appearance  in  the  various  towns 
throughout  the  country. 

Much  of  this  brilliantly  lithographed  window 
display  material  can  be  used  to  excellent  ad- 
vantage as  interior  store  decoration,  and  it  is 
with  this  thought  that  every  month  a  number  of 
the  units  are  designed  to  be  of  a  permanent 
nature.  Many  of  the  smaller  cards  can  also 
be  used  effectively  as  booth  decorations  and 
cut-out  record  holders  placed  on  counters  and 
over  shelves  about  the  shop  will  also  stimulate 
record  sales.  Each  display  has  a  direct  tie  up 
with  current  Columbia  advertising  of  that  par- 
ticular month.  Newspaper  ads,  magazine  copy, 
supplements  and  bulletin  hangers  all  bearing  a 
similar  illustration  and  copy  are  reproduced  on 
the  displays  and  in  the  dealers'  window  service, 


Centerpiece  Columbia  Window  for  January 

thereby  serving  to  concentrate  an  interest  in  the 
store  and  on  the  part  of  the  buying  public  in 
that  market  place  of  the  Grafonola. 


The  greatest  invention  in  the 
phonograph  industry  during  the 
last  twenty  years. 

To  turn  a  piece  of  clumsy  furniture 
into  an  article  of  virtu  has  been  the 
dream  of  many  bright  minds.  This  is 
now  realized.  Although  it  is  still  a  phono- 
graph it  is  now  also  a  fine  decorative 
feature  in  the  home. 

Thousands  of  people  will  like  to  have  a 
high  price  phonograph  but  they  have  not 
the  space  for  a  bulky  cabinet.  Thousands 
of  dealers  are  in  the  same  fix. 

The  LAMPOGRAPH  will  save  all  these 
troubles  and  they  will  be  handled  by  the 
best  dealers  and  most  exclusive  jewelers 
as  well.  When  furnished  in  gold  and 
silver  set  with  rubies,  sapphires  and  other  fine  jewels  they  will  make  most  magnificent  gifts  and  many  will 
discard  their  old  machines  in  order  to  secure  this  new  jewel.  It  does  not  take  much  space  and  will  facilitate 
express  services,  thus  enabling  factories  to  make  better  deliveries.    Other  big  features  to  be  announced  later. 

Applications  from  first  class  dealers  will  be  considered  in  order  received,  also  applications 
from    first   class    manufacturers    as    well    and  business    men   of  constructive  ability 

FRANK  H.  FERAUD,  m  1  state  street,  Granite  City,  111. 


PA  TENTED 


PATENTED 


72 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Never  was  such  a  time  lor  selling  Grafonolas 
and  Records.  Are  you  getting  your  share 
of  the  business? 


Columbia  Graphophone  Co, 

NEW  YORK 


FEDERAL  COMMISSION  STUDYING  PRICE  FIXING  PROBLEM 

Special  Report  Made  by  the  Federal  Trade  Commission  Recommends  Legislation  Which  Will  Tend 
to  Protect  the  Manufacturer,  and  Yet  Prevent  Unfair  Prices  to  the  General  Public 


Washington,  D.  C,  December  3. — "It  would  be 
unwise  to  vest  with  the  manufacturers  of  articles 
the  right,  without  check  or  review,  both  to  fix 
and  to  compel  the  maintenance  of  resale  prices," 
the  Federal  Trade  Commission  declared  in  a  spe- 
cial report  to  Congress  on  the  question  of 
whether  or  not  a  manufacturer  of  standard  ar- 
ticles, in  interstate  commerce,  identified  either 
by  trade-mark  or  trade  practice,  should  be  per- 
mitted to  fix  by  contract,  express  or  implied, 
the  price  at  which  the  purchaser  can  resell  them. 

"It  is  true,"  the  Commission  continued,  "that 
business  practice  inclines  producers  to  fix  the 
lowest  possible  retail  price  in  order  to  secure 
the  greatest  possible  sale  of  their  product,  but 
in  the  complex  commercial  organism  function- 
ing between  the  production  of  an  article  and  its 
final   sale,   for   actual   consumption,   both  the 


wholesale  and  retail  merchants  are  entitled  to 
just  compensation  for  useful  service  performed. 

"The  question  has  been  continuously  before 
the  Commission  since  its  creation.  It  has  been 
the  subject  of -study,  investigation  and  hearing 
and  constantly  recurs  in  various  form"  in  com- 
plaints filed  with  it  by  business  concerns. 

"The  Supreme  Court  has  made  it  clear,  it  was 
said,  that,  in  the  present  state  of  the  law,  the 
maintenance  of  a  resale  price  by  the  producer 
is  a  restraint  of  trade  and  is  unlawful. 

"Such  being  the  judgment  of  the  Supreme 
Court,  the  Federal  Trade  Commission  has  en- 
forced the  law,  even  though  it  may  have  ap- 
peared to  operate  inequitably  in  some  cases. 
In  its  enforcement  of  this  rule  the  Commission 
has  been  mindful  that  the  cutting  of  a  recog- 
nized resale  price  on  well-established  and  iden- 


The  Parr  Central  Universal  Tone  Arm 


Height  Adjustment 

The  clearance  of  reproducer  over  rec- 
ord is  obtained  by  turning  and  locking 
the  small  screw  under  large  elbow.  This 
clearance  should  be  about  1/16  inch  when 
reproducer  is  in  the  inoperative  position 
for  playing  the  lateral  cut  type  of  record. 

Automatic  Change  of  Weight 

In  turning  the  reproducer  so  as  to  play  the  vertical  type  of  record, 
the  weight  of  reproducer  on  record  is  automatically  increased,  suffi- 
ciently to  give  greater  weight  for  properly  playing  such  records.  This 
is  a  very  novel  and  important  improvement  in  tone  arm  construction 
and  should  appeal  to  those  who  have  wanted  a  tone  arm  that  would 
not  require  the  makeshift  arrangements  for  doing  what  this  tone  arm 
does  automatically  when  it  is  desired  to  play  hill-and-dale  records. 
In  playing  the  lateral-cut  record,  the  weight  on  record  is  that  of 
reproducer  only. 

Durability 

All  parts  have  been  properly  designed  with  the  view  of  compen- 
sating all  wear.  There  is  no  possibility  of  the  development  of  loose 
joints  or  connections  as  all  such  wear  is  automatically  taken  up. 

Other  Important  Features 

The  Parr  Tone  Arm  is  adjustable  to  any  length  required. 

The  design  of  the  tone  arm  permits  perfect  playing  of  either  type  of  record 
without  additional  attachments. 

The  needle  always  rests  in  the  same  point,  setting  in  the  direct  center  in  play- 
ing either  position. 

The  sound  box  can  be  turned,  allowing  the  needle  to  be  changed  with  ease,  and 
by  a  reverse  movement  the  box  returns  to  its  normal  playing  position. 

The  Parr  Central  Universal  Tone  Arm  and  Magnetic  Reproducer  form  a  com- 
bination which  makes  for  superior  reproductions,  attractiveness  and  utility. 

PARR  MANUFACTURING  CORP. 

NEW  YORK 


ONE  UNION  SQUARE 


tiiied  articles  has  been,  at  times,  indulged  in  for 
unfair  trade  purposes.  When  so  unfairly  used 
such  price  cutting  is  attempted  to  be  cloaked 
as  lawful  competition  and  justified  by  the  Su- 
preme Court  decisions. 

"Thus,  both  price  maintenance  and  price  cut- 
ting under  certain  conditions  are  found  to  be 
unfair  and  business  men  are  perplexed.  It  is 
with  the  desire  that  this  perplexity  may  be  ter- 
minated that  the  Commission  addresses  the 
Congress. 

"It  is  similarly  urged  that  manufacturers 
should  be  protected  in  their  good  will  created 
by  years  of  fair  dealing  and  of  sustained  quality 
of  merchandise. 

"The  consuming  public  does  not  enjoy  bene- 
fits by  unfair  price  cutting  to  compensate  it  for 
the  injuries  following  demoralization  caused  by 
price  cutting.  This  for  the  reason  that,  in  the 
long  run,  unrestrained  price  cutting  tends  to 
impair,  if  not  to  destroy,  the  production  and 
distribution  of  articles  desirable  to  the  public. 

"There  must  be  a  common  ground  wherein 
the  rights  of  producer,  purveyor  and  consumer 
may  each  be  fully  secured  and  equity  done  to 
all.  The  search  for  such  a  ground  has  been  a 
task  of  the  Commission  and  results  in  the  fol- 
lowing conclusions: 

"That  producers  of  identified  goods  should  be 
protected  in  their  intangible  property  right  or 
good  will. 

"That  the  unlimited  power  both  to  fix  and 
to  enforce  and  maintain  a  resale  price  may 
not  be  made  lawful  with  safety. 

"That  unrestricted  price  cutting  is  not  in  the 
public  interest. 

"Bills  now  pending  before  Congress  may 
well  be  made  to  meet  the  difficulties  of  the  situ- 
ation if  amended  to  provide  for  a  review  of  the 
terms  of  resale  contracts  and  a  revision  of 
resale  prices  by  a  disinterested  agency. 

"Therefore,  it  is  recommended  that  it  be  pro- 
vided by  law  that  if  the  manufacturer  of  an 
article  produced  and  sold  under  competitive 
conditions  desires  to  fix  and  maintain  resale 
prices,  he  shall  file  with  an  agency  designated 
by  the  Congress  a  description  of  such  article, 
the  contract  of  sale  and  the  price  schedule  which 
he  proposes  to  maintain  and  that  the  agencv 
designated  by  the  Congress  be  charged  with 
the  duty,  either  upon  its  own  initiative  or  upon 
complaint  of  any  dealer  or  consumer  or  other 
party  in  interest,  to  review  the  terms  of  such 
contract  and  to  revise  such  prices  and  that  any 
data  and  information  needful  for  determina- 
tion be  made  available  to  such  agency. 

"Such  legislation  would  seem  to  be  in  ac- 
cordance with  the  spirit  of  the  times  in  that 
it  is  designed,  by  removing  this  perplexity,  to. 
promote  the  efficiency  of  manufacturing  and 
commercial  institutions  and  so  serve  the  in- 
terest of  the  consuming  public." 


J.  R.  Smith,  the  well-known  salesman  in  other 
lines  of  trade,  has  joined  the  staff  of  the  talk- 
ing machine  department  of  the  Stewart  Dry- 
goods  Co.,  Louisville,  Ky. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


73 


Featuring  the  Musical  Possibilities  of  the 

^QjJ^jj^g    IVLachllie  By  William  Braid  White 


[Note. — This  is  the  twenty-second  in  a  series  of  articles 
on  the  general  subject  of  the  musical  possibilities  of  the 
talking  machine.  The  aim  of  the  series  is  to  develop  these 
possibilities  from  all  angles,  thus  opening  up  fields  for  sales 
expansion  oftentimes  neglected  wholly  or  in  part. — Editor.] 

DIVAGATION— NEW  PATHS 

It  was  under  this  title  that  Schumann  opened 
that  revolutionary  musical  essay  in  the  pages 
of  his  own  periodical,  which  first  heralded  to 
music-loving  Europe  the  coming  of  young 
Brahms.  Without  hesitation  I  speak  here  of 
these  two  great  musicians,  mauger  their  birth  in 
the  land  of  the  modern  Hun,  for  neither  of  them 
had  the  faintest  idea  of  the  extraordinary  and 
hideous  materialism  which  has  been  the  gospel, 
and  the  ruin,  of  Germany.  They  belonged  to 
another  era,  to  the  days  of  a  Germany  of  which 
it  was  once  said  that,  while  England  had  con- 
quered the  sea  and  France  the  land,  she  had  con- 
quered the  clouds.  Germany  since  1870  is  not 
the  Germany  whose  music  we  shall  want  to  hear 
during  coming  years,  Wagner  indeed  wrote  his 
greatest  work  before  1870  and  was  once  no  lover 
of  Prussia  or  Prussianism,  having  been  a  red 
revolutionary,  hunted  by  the  police  in  1848. 
Yet,  even  Wagner  could  be  guilty  of  the  cheap 
vulgarity  of  "Fine  Kapitulation,"  a  disgusting 
and  typically  Prussian  sneer  at  France  after  the 
surrender  of  Paris  in  1870;  not  to  mention  that 
he  was  memorized  into  the  writing  of  the  very 
bombastic  and  empty  Kaiser,  in  glorification  of 
the  first  Emperor  William,  of  which,  amusingly 
enough,  the  old  man,  whose  musical  ideas  were 
as  rudimentary  as  those  of  all  Prussians,  took 
not  the  slightest  notice.  We  shall  have  to  do 
without  Wagner  for  some  time  to  come,  if  not 
permanently.  And  why  not?  Certainly  we  shall 
have  to  do  without  the  banalities,  the  brutalities 
and  the  mechanicalities  of  Richard  Strauss,  Max 
Reger,  Georg  Schumann  and  others  of  the  mod- 
ern Kultur  tribe.  It  is  strange,  is  it  not,  how 
the  poison  of  modern  pan-Germanism  has  forced 
its  way  through  the  veins  of  every  limb  of  Ger- 
man life.  When  the  ninety-three  German  intel- 
lectuals signed  their  amazing  circular  letter, 
gravely  asserting,  and  no  doubt  thoroughly  be- 
lieving, that  the  highly  superior  and  moral  Ger- 
man soldiers  simply  had  not  been  guilty  of  burn- 
ing down  the  fair  city  of  Louvain  (or  at  least, 
had  gone  about  their  "necessary"  work  of  de- 
struction with  tears  streaming  down  their 
cheeks)  they  revealed  with  blinding  clearness 
the  extent  to  which  the  German  intellectual 
mentality  can,  upon  occasion,  be  mesmerized. 
Among  these  ninety-three  names  were  those  of 
Richard  Strauss  and  Felix  Weingartner,  then 
newly  ennobled  and  made  a  "von"  by  the  (once 
called)  All-Highest.  Somehow  we  feel  we  can 
get  along  without  the  modern  German  music  for 
awhile. 

Getting  Back 

But  this  is  a  digression,  and  rather  a  long  one 
at  that.  I  began  to  talk  about  new  paths,  mean- 
ing the  new  notions  the  talking  machine  men 
will  have  to  imbibe  and  digest  for  the  better 
prosecution  of  their  business,  and  the  new  di- 
rections they  will  have  to  take,  now  that  the  war 
is. over.  The  temptation  to  "strafe"  the  Hun  a 
bit  was,  however,  too  timely  and  far  too  fasci- 
nating to  be  thrown  overboard,  and  I  confess  I 
went  to  it  with  much  joy.  But  it  is 'time  we 
should  return  to  our  muttons. 

In  these  articles  I  have  frequently  pointed  out, 
and  still  more  frequently  implied,  that  the  talk- 
ing machine,  or  phonograph,  as  a  musical  in- 
strument pure  and  simple,  is  still  in  its  infancy, 
and  as  yet  has  realized  scarcely  any  of  the  mani- 
fold possibilities  inherent  in  it.  It  would  be 
wrong  to  suppose  that  even  the  most  complete- 
ly accepted  features  in  the  modern  machine  are 
settled  to  remain  as  they  are  forever:  The 
fact  is  that  the  musical  possibilities  of  the  talk- 
ing machine  are  just  beginning  to  be  appre- 


ciated to-day,  and  that  in  consequence  a  much 
more  critical  attitude  towards  tone  production 
and  the  presence  of  mechanical  or  musical  im- 
perfections is  being  adopted  by  everybody. 
When  I  say  everybody  I  mean  that  public  which 
buys  our  goods,  those  ultimate  consumers  whom 
we  have  finally  to  please;  these  quite  as  much 
as  ourselves  of  the  trade.  Yes,  the  truth  of  the 
matter  is  that  we  are  growing  gradually  more 
critical.  What  other  explanation  is  to  be  found 
for  the  constant  emergence  of  new  and  im- 
proved tone  arms,  sound  boxes  and  other  ac- 
cessories intended  to  refine  reproduction  and 
eliminate  scratch?  How  otherwise  are  we  to  ex 
plain  the  experimental  work;  recently  brought 
to  a  climax  by  the  Eathe  people?  We  are  be- 
coming more  critical,  and  a  very  good  thing,  too. 
The  IV^sical  Side 

Now,  if  this  be  true,  as  it  certainly  is,  then 
by  all  means  is  it  true  that  the  retailing  of  the 
talking  machine  is  bound  to  become  more  and 
more  a  matter  of  emphasizing  the  purely  mu- 
sical side  of  the  business.  It  is  just  here  our 
educational  work  is  needed,  both  among  the 
trade  a. id  with  the  people.  It  is  just  here  we 
shall  make  or  mar  our  future. 

The  talking  machine  has  made  its  success 
solely  because  it  has  brought  the  purchaser  into 
indirect  but  acute  contact  with  all  kinds  of 
music  as  rendered  by  all  sorts  of  musicians.  In 
spite  of  a  thousand  and  one  minor  defects  in 
recording  and  reproduction,  the  underlying  and 
determining  fact  is  that  the  singing,  playing  or 
speech  of  a  certain  specific  known  artist  is  be- 
ing represented.  This  it  is  which  has  made  the 
talking  machine  the  wonderful  success  it  is. 
It  is  here  we  find  the  really  logical  and  direct 
path  towards  the  further  logical  develop- 
ment of  the  talking  machine.  Here  we  must 
devote  our  efforts  to  refining  methods  of  bring- 
ing the  artist  and  the  home  into  mutual  contact. 
That  is  the  big  secret:  to  bring  the  personal  mu- 
sician into  the  home. 

Demonstration 

But  whilst  we  are  trying  to  do  this  we  must 
also  remember  that  the  talking  machine  is  an 
instrument  of  fair  cost,  and  one  which  is  not 
bought  as  one  would  buy  a  paper  of  pins.  It 
has  to  be  "sold,"  and  in  these  days  with  many 


7th  Floor 


conflicting  claims  of  many  makers  it  is  not  al- 
ways the  easiest  thing  in  the  world  to  show 
the  prospect  that  one  really  has  the  goods. 
It  is  just  here  the  principle  above  enunciated 
comes  into  play  most  effectively.  So  much  de- 
pends upon  the  demonstration  made  to  the  pros- 
pective purchaser  that  the  best  machine  made 
will  not  stand  a  chance  with  one  actually  inferior 
if  the  second  be  demonstrated  in  such  a  way  as 
actually  to  put  before  the  prospect  acutely 
and  persistently  the  idea  that  the  same  music 
in  his  or  her  own  home  will  sound  just  as  beau- 
tiful as  it  does  during  the  demonstration. 

Moreover,  with  so  many  different  machines 
to  choose  from  what  is  the  use  in  bothering  the 
prospect  with  technical  claims?  It  would  not  be 
unjust  to  saj'  that  the  greater  part  of  all  the 
technical  talk  is  wasted.  The  physical  basis  of 
sound  is  too  vague  and  misty  a  matter  to  the 
majority  for  any  salesman  to  expect  to  make  it 
clear.  And  if  he  cannot  do  this  what  is  the 
use  of  his  trying  to  sell  on  talking  points? 
The  Home  Contact 

The  big  selling  argument  for  the  talking  ma- 
chine must  be  the  bringing  of  the  home  into  con- 
tact with  the  musical  artist  or  entertainer. 
When  you  have  got  a  prospect  to  realize  that 
he  can  hear  Galli-Curci,  Lashanska,  Caruso,  Mc- 
Cormack  or  Anna  Case  sing  at  home  you  have 
him  started  on  the  right  path.  If  he  buys  then 
he  will  only  be  doing  the  expected.  And  if 
he  ever  loses  his  interest  in  new  records  this 
will  be  because  you  did  not  make  a  selection  for 
him  in  the  days  when  he  was  unable  to  choose 
for  himself  intelligently,  or  for  some  similar 
reason. 

The  whole  art  of  selling  a  talking  machine 
is  comprised  in  finding  out  the  prospect's  taste 
in  music  or  entertainment,  seeing  that  the  pros- 
pect hears  the  sort  of  thing  he  wants  to  hear 
in  conditions  as  nearly  as  possible  paralleling 
those  of  the  home  itself,  and  leading  him  on  to 
realize  that  many  more  fields  of  musical  pleas- 
ure and  entertainment  lie  beyond  him.  If  a  talk- 
ing machine  is  sold  on  the  basis  of  letting  the 
prospect  buy  it  on  the  terms  advertised  because 
it  is  a  talking  machine,  for  which  a  vague  de- 
sire has  been  created  through  advertising  and 
{Continued  on  page  74) 


229  Fulton  Street 
lllllllllllllllllllll 


1  Clifford  A.  Wolf  | 
MANUFACTURER  OF 

1       Diamond  and  Sapphire  | 


Phonograph  Points 


New  York  City 


Pho 


■IIIIUIIIIIIIIII 

1678Cortlandt 


74 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


CONVE RTO 


Patented  December  11.  1917 

TALKING  MACHINE  CABINETS 

Designed  to  accommodate  the 

VICTROLAS  "IV"  and  "VI" 

have  already  demonstrated  to  thousands  of 

VICTOR  DEALERS 

a  way  in  which  they  can  dispose  of  their  smaller  type  machines  and  do  it  quickly.  THE  COMBINED 
COST  of  the  VICTROLA  and  "CONVERTO"  CABINET  affords  the  DEALER  one  of  the  strongest 
selling  propositions  in  the  Talking  Machine  line,  at  an  opportune  time,  as  there  is  a  great  demand  for 
cabinet  type  machines.  CAN  YOU  IMAGINE  a  prospective  purchaser  buying  an  unknown  cabinet 
type  machine,  providing  you  can  offer  A  GENUINE  VICTROLA  WITH  ALL  OF  THE  ADVAN- 
TAGES OF  THE  CABINET  TYPE  at  a  LOWER  PRICE?  By  meeting  competition  in  this  man- 
ner there  is  one  result.  YOUR  SALES  INCREASE,  and  YOUR  PROFITS  DOUBLE  on  each  com- 
bination sold. 

By  circularizing  your  "retired  list  of  customers"  in  connection  with  your  raonthly  record  list  you 
will  find  PRESENT  OWNERS  of  the  smaller  VICTROLAS  will  readily  appreciate  the  merits  of 
the  "CONVERTO"  CABINET,  which  provides  protection  for  Machine  and  Records  from  dust  and 
incidentally  adds  a  handsome  piece  of  furniture  to  the  home.  "Converto"  sales  will  result  in  increased 
Record  sales. 

JANUARY  is  a  big  month  for  the  VICTOR  DEALER.  Why  not  prepare  now  by  consulting  with 
your  WHOLESALER? 

The  C.  J.  Lundstrom  Mfg.  Co.,  Little  Fails,  N.  Y. 

LUNDSTROM  "CONVERTO"  CABINETS  are  broadly  covered 
by  patents.     Infringements  will  be  promptly  prosecuted . 

STRONG  SELLING  POINTS 

Lundstrom  "Converto"  cabinets  are  made  in  OAK  and  MAHOGANY 
FINISHES  and  convert  the  smaller  Victrolas  into  handsome  cabinet  types, 
without  affecting  the  portability  of  the  machines. 

Protects  machine  and  records  from  dust. 

Provides  receptacles  for  new  and  used  needles. 

Places  a  genuine  VICTROLA  with  the  cabinet 
type  effect  into  the  hands  of  the  user  at  a  price 
less  than  is  usually  charged  for  cabinet  type  ma- 
chines of  unknown  make. 


unci  Doors Opet 


Converto  Wholesale  Distributors 


Atlanta,  Oa  

Austin,  Tex  

Baltimore,   Mil . . . 

Birmingham,  Ala 
Boston,  Mass  

Brooklyn,  N.  Y. . 

Buffalo,  N.  Y  

Burlington,  Vt  

Butte,  Mont  

Chicago,  111  

Cincinnati,  O  

Cleveland,  O  

Columbus,  O  

Dallas,  Tex  

Denver,  Colo  

Elmira,  N.  Y  

Kl  Paso,  Tex  

Kansas  City,  Mo . 

Memphis,   Tenn . . 


Phillips  &  Crew  Piano  Co. 

The    Talking    Machine    Co.  of 

Texas 
Cohen  &  Hughes 
E.  F.  Droop  &  Sons  Co. 
Talking  Machine  Co 
Oliver  Ditson  Co. 
The  Eastern  Talking  Machine  Co. 
American  Talking  Machine  Co. 
W.  D.  &  C.  N.  Andrews. 
American  Phonograph  Co. 
Orton  Bros. 
Lyon  &  Healy 
The  Rudolph  Wurlitzer  Co. 
The  Collister  &  Sayle  Co. 
The  Perry  B.  Whitsit  Co. 
Sanger  Bros. 

The  Knight-Campbell  Music  Co. 

Elmira  Arms  Co. 

W.  G.  Walz  Co. 

J.  W.  Jenkins'  Sons  Music  Co. 

Schmelzer  Arms  Co. 

O.  K.  Houck  Piano  Co. 


Milwaukee,  Wis  Badger  Talking  Machine  Co. 

Mobile,  Ala  Reynalds  Music  House. 

Newark,  N.  J  Price  Talking  Machine  Co. 

New  York  City,  N.  V . .  Emanuel  Blout 

I.  Davega,  Jr.,  Inc. 

S.  B.  Davega  Co. 

Omaha,  Neb  Mickel  Bros.  Co. 

Peoria,  III   Putnam-Page  Co.,  Inc. 

Philadelphia,  Pa  The  George  D.  Ornstein  Co. 

Penn  Phonograph  Co.,  Inc. 

H.  A.  Weymann  &  Son,  Inc. 
Pittsburgh,  Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 

Standard  Talking  Machine  Co. 

Portland,  Me  Cressey  &  Allen,  Inc. 

Richmond,  Va  The  Corley  Co.,  Inc. 

W.  D.  Moses  &  Co. 

St.  Paul,  Minn   W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Whitney  &  Currier  Co. 

Washington,  D.  C  Cohen  &  Hughes 

E.  F.  Droop  &  Sons  Co. 


DIVAGATION— NEW  PATHS 

{Continued  from  page  73) 

through  hearing  the  neighbor's  machine,  then 
you  may  be  sure  the  sale  will  not  be  of  the 
best  type  of  machine,  and  that  the  purchaser 
will  not  be  a  good  record  buyer  in  later  days. 
The  whole  basis  of  all  intelligent  selling  must 
be  this  bringing  music  into  direct  contact  with 
the  home.  You  are  not,  in  a  word,  selling  ma- 
chines, you  are  selling  means  for  musical  en- 
joyment in  the  home. 

The  "new  paths"  of  which  I  spoke  above  are 
open  before  us.  It  is  our  business  to  tread 
them  firmly.  Their  foundation  is  this  recogni- 
tion of  the  talking  machine  as  a  musical  in- 
strument and  of  music  as  the  reality  for  which 
the  prospect  really  searches  and  which  alone  the 
wise  salesman  will  try  to  sell  him.  No  pros- 
pect, be  it  remembered,  ever  started  out  with 
the  idea  of  buying  a  "machine,"  but  every  pros- 
pect was  thinking  of  "music."  To  sell  talking 
machines  we  must  sell  "music  at  home,"  and  not 
only  that  but  "musicians  with  you  at  home." 
This  is  the  new  path  and  the  true  salesman- 
ship. Wishing  you  one  and  all  a  Merry  Christ- 
mas and  a  Happy  New  Year! 


JOIN  IN  RUNNING  VICTORY  AD 


Thirty  Piano  and  Talking  Machine  Houses  Co- 
operate in  Publishing  Announcement 


The  special  Victory  advertisement  by  C.  M. 
Tremaine,  drafted  immediately  after  the  an- 
nouncement of  the  armistice,  as  a  feature  of 
the  co-operative  advertising  campaign  now  be- 
ing carried  on  by  piano  merchants  in  various 
sections  of  the  country,  was  featured  in  the 
New  York  Times  on  Tuesday  morning  of  this 
week,  a  number  of  prominent  piano  and  talking 
machine  houses  co-operating  in  running  the  ad- 
vertisement, and  having  their  names  under- 
neath. Those  houses  listed  in  the  advertisement 
were  the  Aeolian  Co.,  the  Autopiano  Co.,  Beh- 
ning  Piano  Co.,  Bogart  Piano  Co.,  Brambach 
Piano  Co.,  Christman  Sons,  Chas.  H.  Ditson  & 
Co.,  Jacob  Doll  &  Sons,  Estey  Piano  Co.,  Edi- 
son Shop,  J.  &  C.  Fischer,  E.  Gabler  &  Bro., 
Hallet  &  Davis  Piano  Co.,  Hardman,  Peck  & 
Co.,  William  Knabe  &  Co.,  Kranich  &  Bach, 
Krakauer  Bros.,  Mason  &  Hamlin  Co.,  Ma- 
thushek  Piano  Co.,  Paul  G.  Mehlin  &  Sons,  N. 
Y.  Talking  Machine  Co.,  Pease  Piano  Co.,  John 
A.  Schaff,  Steinway  &  Sons,  Story  &  Clark 
Piano  Co.,  Wm.  Tonk  &  Bro.,  Inc.,  Wessell, 
Nickel  &  Gross,  Winterroth  &  Co.,  Otto  Wiss- 
ner,  Inc.,  and  the  Rudolph  Wurlitzer  Co. 

The  advertisement  occupied  a  full  seven  col- 
umns in  the  Times,  and  made  a  most  impres- 
sive showing,  being  most  timely  in  character. 


HEINEMAN  CO.  AIDS  WAR  FUND 

Contributes  $1,500  to  United  War  Work  Drive- 
Employes  Do  Good  Work 


As  usual,  the  Otto  Heineman  Phonograph 
Supply  Co.  went  "over  the  top"  in  the  United 
War  Work  drive,  which  recently  ended,  and 
the  company  contributed  to  this  fund  $1,500, 
which  was  credited  equally  to  the  New  York, 
Newark  and  Putnam  plants.  Otto  Heineman, 
president  of  the  company,  also  made  a  large 
personal  subscription,  and  many  of  the  employes 
worked  indefatigably  in  the  interests  of  this 
loan  in  their  home  localities.  This  company 
has  an  admirable  record  in  connection  with  the 
various  war  drives,  as  100  per  cent,  flags  for 
every  Liberty  Loan  and  Red  Cross  drive  have 
been  awarded  to  the  Otto  Heineman  Co. 


TALKER  DEPARTMENT  MOVED 

Robert  H.  Barwid  &  Co.,  3008  Lincoln  avenue, 
Chicago,  has  rearranged  his  store  and  moved 
the  Victrola  department  to  the  first  floor  in  or- 
der to  take  proper  care  of  the  growing  trade. 


Sanders  &  Stayman,  Baltimore,  Md.,  are  ex- 
periencing quite  a  demand  for  the  period  de- 
signs of  Aeolian-Vocalion. 


Music  on  both  sides. 
Sapphire  or  steel  needle. 
Popular  and  standard  selections. 


Full  particulars  regarding  the 
distribution  of  this  record  will 
be  given  to  any  dealer  or  jobber 
upon  application. 


This  label  guarantees  quality 

We  guarantee  service.  Quality 
and  service  guarantee  success. 

You  get  prompt  delivery  of 

Latest  Broadway  Hits 


on 


Ok  eH  RECORDS 


10-Inch  Double  Disc 


Jobbers 
Dealers 


OkeHRecobdS  are  of  special  interest  to  you. 
A  remarkable  proposition. 
Get  in  touch  with  us  today. 

Have  you  heard  an  OkeH  Record? 


OTTO  HEINEMAN  PHONOGRAPH  SUPPLY  CO.,  Inc. 

25  West  45th  Street,  New  York. 
Gentlemen:- 

I   am   interested   in   your  OkeHRecordS 
Please  put  me  on  your  mailing  list. 

Name  


DEALER  OR  JOBBER 


Street 


City.. 


State. 


LET    YOUR    EAR    BE    YOUR  JUDGE 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


75 


Foreign  Language  Records  sell  splendidly 
around  Christmas.  Why  not  lay  in  a  stock  ? 
For  particulars,  write 

INTERNATIONAL  RECORD  DEPT. 

102  West  38th  St.,  New  York 


Columbia  Graphophone  Co 

NEW  YORK 


DECIDEDLY  BETTER  CONDITIONS  EXIST  IN  SAN  FRANCISCO 

Talking  Machine  Dealers'  Association  Elect  Officers — Conditions  With  Sherman,  Clay  &  Co. — New 
Brunswick  Dealers — Columbia  Renovations — Hauschildt  Expansion — New  Columbia  Representation 


San  Francisco,  Cal.,  December  4. — The  trade 
in  San  Francisco  is  experiencing  decidedly  bet- 
ter conditions  this  month  than  it  has  for  some 
time.  The  signing  of  the  armistice  was  the  oc- 
casion for  general  rejoicing,  and  the  influenza 
has  practically  disappeared.  Lack  of  machines 
has  been  a  handicap  to  the  dealers,  who  can  sell 
all  available  machines  easily.  The  holiday 
trade  started  early  and  many  stores  have  found 
it  necessary  to  make  additions  in  their,  depart- 
ments to  take  care  of  the  business.  Record 
sales  are  brisk,  and  the  dealers  are  fortunate  to 
be  able  to  fill  the  standing  orders. 

The  offices  and  salesrooms  of  the  Columbia 
Graphophone  Co.  have  been  entirely  done  over. 
The  stockrooms  have  been  enlarged,  and  the 
offices  redecorated.  Nathan  F.  Milnor,  the  Pa- 
cific Coast  manager,  says  the  only  things  the 
salesrooms  need  now  are  a  few  more  machines. 
He  received  word  from  the  factory  that  a  rein- 
statement of  prices  will  be  arranged  immediate- 
ly, and  with  deliveries  more  frequent  the  future 
looks  very  bright  for  this  company.  H.  War- 
ren Coster,  formerly  of  New  York,  has  been 
made  the  Columbia  representative  in  the  bay 
cities.  Frank  Dorian  visited  the  San  Francisco 
office  on  his  way  to  Seattle,  Wash.,  where  he 
will  assume  charge  of  the  company's  branch  in 
that  city.  While  here  Mr.  Dorian  and  his  fam- 
ily were  the  guests  of  Nathan  F.  Milnor. 

An  attractive  display  of  Pathe  machines  is 
the  feature  of  the  new  phonograph  depart- 
ment of  Kohler  &  Chase  in  San  Francisco.  At 
present  this  is  the  only  line  the  house  carries. 
In  their  branch  store  at  Vallejo,  Cal.,  opened 
since  the  15th  of  the  month,  the  Pathe  has  re- 
ceived favorable  recognition. 

A  meeting  of  the  Talking  Machine  Dealers' 
Association  was  held  in  San  Francisco  on  the 
26th  of  the  month.  The  following  officers  were 
elected:  F.  A.  Levy,  of  the  California  Phono- 
graph Co.,  president;  F.  L.  Valentine,  manager 
of  the  Hauschildt  Music  Co.,  vice-president;  A. 
A.  White,  of  the  White  Music  Co.,  in  Berkeley, 
and  W.  F.  Morton  and  Bent  Scott  will  take 
charge  of  the  entertainment  committee.  This 
was  the  first  meeting  since  February,  and  the 
members  of  the  association  are  looking  forward 
with  pleasure  to  the  resuming  of  the  regular 
monthly  gatherings. 

Business  in  the  Victrola  department  of  Sher- 
man, Clay  &  Co.  has  been  materially  affected  by 
the  lack  of  machines.  All  available  stock  has 
been  sold,  and  the  department  is  waiting  for  a 
change  for  the  better  in  the  matter  of  shipments 
from  the  factory  now  that  the  Government  re- 
strictions have  been  lifted.  The  record  depart- 
ment is  reported  as  being  in  fairly  good  shape, 
and  lately  several  shipments  have  reached  the 
Coast.  The  sales  are  good  in  this  line,  espe- 
cially since  the  beginning  of  the  holiday  season. 
Andrew  G.  McCarthy,  manager  of  the  talking 
machine  department,  is  very  optimistic  over  con- 


ditions for  the  next  year,  and  is  making  prep- 
arations for  the  long-desired  shipments  of  ma- 
chines. Captain  William  Mallatrat,  son  of  Com- 
modore Mallatrat,  connected  with  the  wholesale 
department  of  the  Victrola,  cabled  his  father 
news  of  his  recent  promotion  to  the  rank  of 
major.  After  a  year  with  the  Canadian  Avia- 
tion Forces,  Archibald  Orr  is  back  in  the  Vic- 
tor department  of  this  firm  filling  his  old  posi- 
tion. 

The  Hauschildt  Music  Co.  has  been  giving 
special  attention  to  its  phonograph  department 
recently,  with  exceedingly  gratifying  results. 
F.  L.  Valentine,  manager  of  the  local  store,  has 
been  busy  with  improvements  and  additions, 
which  were  ready  in  time  for  the  Christmas 
trade.  Two  stockrooms  have  been  added,  with 
extra  space  for  records,  and  on  the  second  floor 
one  side  is  fitted  up  with  sample  models  of  the 
different  phonographs  on  display.  All  the  latest 
record  shipments  are  arriving  by  express,  to  in- 
sure prompt  delivery  for  the  holidays. 

Clark  Wise,  of  the  Clark  Wise  Music  Co.,  is 
elated  over  the  size  of  his  Victrola  stock.  He 
has  been  on  the  lookout  for  machines  for  sev- 
eral months  past,  in  anticipation  of  the  shortage 
experienced  here  on  the  Coast.  In  consequence, 
he  expects  to  have  enough  machines  to  carry  the 
department  over  the  season. 


F.  A.  Smith,  manager  of  the  San  Francisco 
offices  of  the  Brunswick-Balke-Collender  Co., 
reports  the  success  of  a  new  Brunswick  model 
known  as  No.  35.  This  company  has  recently 
arranged  an  agency  with  the  Palace  Drug  Co., 
with  stores  in  Montery,  Pacific  Grove,  and 
Carmel,  Col.,  where  the  Brunswick  is  fast  be- 
coming popular.  A.  B.  Wilson,  a  prominent 
dealer  in  Martinez,  Cal.,  has  also  added  the 
Brunswick  to  his  stock. 

The  Century  Music  Co.,  which  handles  talk- 
ing machines,  has  moved  from  Stockton  street 
to  larger  quarters  on  Market  street. 

Walter  S.  Gray,  the  "Needle  King,"  has  a  fine 
stock  of  Brilliantone  needles  and  other  spe- 
cialties on  hand,  and  is  so  situated  that  he  can 
fill  all  orders  promptly. 

F.  B.  Travers,  manager  of  the  Sonora  Phono- 
graph Co.,  is  back  in  San  Francisco  after  a  suc- 
cessful trip  in  the  Northwest. 

The  Pfiefer  Music  Co.,  of  Stockton,  have  added 
a  complete  line  of  Columbia  graphophones  to 
their  stock. 

The  trade  in  San  Francisco  mourns  the  death 
of  H.  J.  Curtaz,  for  many  years  connected  with 
the  music  business  in  this  city.  He  died  early 
last  month,  leaving  a  son  and  daughter,  as  well 
as  sisters  and  brothers. 

Omer  N.  Kruschke,  of  the  Western  Phono- 
graph Co.,  has  taken  up  his  usual  travels  after 
the  abatement  of  the  epidemic.  His  firm  is  the 
distributor  for  the  Pathe  machines  and  records 
in  California,  Nevada  and  Arizona.  He  looks 
forward  to  booking  some  big  orders. 


THE    VA  N  O  P  H  O  N  E 


VANOPHONE  MODEL  r 
Manufactured  by  a  company  of 
country-wide  prestige. 


The  Leader  in  Its  Field 


RETAILS  AT 


$15 


and  is  guaranteed  to  give 
absolute  satisfaction 


The  VANOPHONE  Model  "C"  plays  all  records  on 
the  market.    It  is  constructed  of  the  best  materials  that 
can  be  secured  and  is  a  ready  seller 

Arrange  Today  for  a   1919  Vanophone  Agency 

WE  ARE  GENERAL  DISTRIBUTORS  FOR  THE  OkeH  RECORD 
A  SPLENDID  10"  DOUBLE  FACE  HILL  AND  DALE  RECORD 

THE  GARFORD  MFG.  CO.,  Dept.  B,  ELYRIA,  OHIO 


76 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


WHY"  NOT!  WAR'S  OVER 

Christmas   coming    Business 

cooing  -to  be  belter  "tHa.n  ever. 

Chicago  Talking  Machine  Co. 


December  15,  1918 


THE    TALKING   MACHINE  WORLD 


77 


m 


<  ~3| 


9 


if  / 


i  m 


 • 

thai  make  us  happy, 

WHY  NOT!  WAR'S  OVER 

Christmas   comvtuj    Business 

going  "to  be  better  ifha.rt  ever. 

Neui  York.  Talking  Machine  Co. 


78 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us? 

BADGER  TALKING-MACHINE  CO. 

VICTOR  DISTRIBUTORS 


MILWAUKEE  SEES  NEW 

ERA  WITO  END  OF  WAR 

New  Life  in  Business — Stock  Shortage  Troubles 
— Views  of  H.  A.  Goldsmith — New  Sonora 
Dealers — Co-operative  Advertising  Wins  Out 
— Association  Grows — News  of  Interest 

Milwaukee,  Wis.,  December  11. — There  now 
seems  to  be  not  the  slightest  obstacle  remaining 
in  the  way  of  Milwaukee  and  Wisconsin  talking- 
machine  dealers  to  make  their  holiday  business 
this  year  the  best  in  volume  and  turnover  of 
goods  of  any  Christmas  season  they  have  ever 
experienced.  The  shortage  of  merchandise,  a 
bugaboo  that  has  existed  for  several  months,  is 
being  overcome  by  various  ways  and  means. 
While  it  still  is  an  imposing  deterrent,  dealers 
in  the  main  feel  certain  that  they  will  be  able  to 
fill  requirements  fairly  well  and  in  this  manner 
will  enable  them  to  pile  up  a  record-breaking 
volume,  even  disregarding  the  extent  to  which 
increased  prices,  compared  with  a  year  ago,  en- 
hance the 'volume. 

The  end  of  the  war  a  month  ago  seemed  to 
put  new  life  into  both  -dealers  and  customers. 
As  irksome  restrictions  were  revoked  by  gov- 
ernmental agencies,  which  imposed  them  upon 
retail  merchants  to  meet  the  needs  of  wartime 
conditions,  trade  accelerated  until  at  this  time 
it  is  probably  more  active  than  it  ever  has  been. 
The  appeal  to  the  public  to  shop  early  has  been 
answered  to  a  satisfactory  degree.  Early  De- 
cember trade  this  year  showed  such  appreciable 
increases  over  the  same  period  of  1917  that  deal- 
ers feel  they  have  made  much  headway  in  ex- 
tending the  holiday  shopping  period  from  the 
last  few  days  before  Christmas  to  _the  first  of 
December,  and  even  the  middle  of  November. 

If  more  merchandise  were  available  before 
Christmas,  doubtless  a  much  more  pleasing  in- 
crease in  business  could  Be  shown,  as  the  de- 
mand is  such  that  stocks  on  the  floors  of  re- 
tailers on  January  1,  1919,  will  be  by  far  the 
smallest  of  all  time.  Although  talking  machine 
industries  that  of  necessity  were  converted  to  a 
greater  or  lesser  extent  to  the  urgent  direct  ne- 
cessities of  war  are  rapidly  increasing  their 
outputs  toward  the  pre-war  goal,  production  will 
hardly  be  brought  to  a  level  with  trade  demands 
for  several  months  to  come,  is  the  opinion  of 
local  jobbers  and  retailers  as  well. 

"Conditions  in  respect  to  stocks  were  very  un- 


the  German  war  machine  and  its  unconditional 
surrender,  but  since  then  demands  from  our 
dealers  have  increased  so  largely  that  it  has 
become  a  matter  of  fight,  fight,  fight,  for  goods," 
said  Harry  A.  Goldsmith,  secretary  of  the  Bad- 
ger Talking  Machine  Co.,  Victor  jobber,  135 
Second  street,  Milwaukee.  "Our  floors  are 
practically  bare  of  merchandise,  for  as  soon  as 
we  are  able  to  obtain  fresh  goods  the  dealers 
are  at  our  doors  clamoring  for  them.  This  is 
not  due  so  much  to  the  general  shortage  of 
goods  as  the  enormous  demand  for  talking  ma- 
chines" 

The  Yahr  &  Lange  Drug  Co.,  of  this  city,  dis- 
tributor of  the  Sonora  in  Wisconsin  and  Upper 
Michigan,  is  establishing  the  record  of  mar- 
keting approximately  seventeen  carloads  of  these 
goods  during  1918.  In  a  little  more  than  ten 
months'  time  the  company  received  fourteen  car- 
loads, containing  something  more  than  2,200 
machines.  At  the  beginning  of  December  three 
more  cars  were  in  transit  to  Milwaukee,  and  the 
entire  shipment  had  been  spoken  for  by  dealers 
before  the  goods  left  the  factory.  The  Yahr 
&  Lange  Co.  now  has  twelve  dealers  in  the  city 
of  Milwaukee,  and  four  dealers  in  the  county 
Recent  additions  to  the  city  list  include  the 
Kunzelmann-Esser  Co.,  460  Mitchell  street; 
Winter  Piano  Co.,  375  Grove  street;  Noll  Piano 
Co.,  460  Muskego  avenue,  and  -A.  Kittelmann, 
1819  Center  street.  The  recent  decision  of  the 
P"ederal  Court  at  Chicago  against  infringers  of 
the  Sonora  name  and  trade-mark  has  been  given 
wide  publicity  by  the  Yahr  &  Lange  Co. 

A  development  in  the  local  retail  trade  of  the 
past  few  weeks  that  is  notable  is  the  appoint- 
ment of  the  Kesselman-O'Driscoll  Co.,  258  West 
Water  street,  as  retail  distributor  of  the  Edison 
in  the  downtown  district  of  Milwaukee.  The 
Kesselman-O'Driscoll  Co.  up  to  this  time  has 
been  an  exclusive  Victor  dealer,  and  will  con- 
tinue to  represent  this  line.  For  the  time  being 
at  least  the  Edison  Shop,  213-215  Second  street, 
the  retail  store  of  the  Phonograph  Co.  of  Wis- 
consin, Edison  jobber  in  Wisconsin  and  Upper 
Michigan,  will  continue  as  such,  but  it  is  be- 
lieved that  eventually  the  wholesale  house  will 
concentrate  its  entire  attention  to  the  jobbing 
business,  making  the  Kesselman-O'Driscoll  Co. 
the  exclusive  downtown  retailer  of  the  Edison. 

Clarence  J.  Orth,  distributor  of  the  Puritan  in 
Wisconsin  and  the  Upper  Peninsula,  and  ex- 
clusive retail  representative  in  Milwaukee,  is 
doing  the  best  business  of  his  long  career  as  a 
music  merchant.  Mr.  Orth  is  one  of  the  heaviest 
advertisers  among  local  talking  machine  men 
and  the  results  have  more  than  justified  the 
effort.  Mr.  Orth  during  the  present  holiday 
season  has  been  devoting  much  attention  to 
the  publication  of  the  expressions  of  prominent 
local  musicians  concerning  the  Puritan,  and 
these  "home"  endorsements  have  counted  for 
much  in  the  sales  he  is  piling  up.  Mr.  Orth 
recently  took  practically  a  week  off  late  in  No- 
vember and  attained  the  thirty-second  degree 
of  Scottish  Rite  Masonry,  and  thereupon  was 
made  also  a  Noble  of  the  Mystic  Shrine,  which 
adds  another  well-known  musician  to  the  ranks 
of  Wisconsin  Consistory  and  Tripoli  Temple. 

Brunswick  dealers  in  this  city  and  throughout 
the  enti^  territory  embraced  by  the  local 
branch  of  the  Brunswick-Balke-Collender  Co. 
are  reaping  a  harvest  this  holiday  season,  ac- 
cording to  Manager  T.  W.  Kidd. 

Not  the  least  important  factor  in  the  splendid 
advance  of  retail  talking  machine  business  in 
Milwaukee  and  environs  is  the  co-operative  ad- 


vertising campaign  which  the  Milwaukee  As- 
sociation of  Music  Industries  is  conducting  at 
this  time.  It  is  the  third  drive  of  this  nature, 
the  first  having  been  undertaken  a  year  ago,  and 
the  second  last  spring.  The  present  campaign, 
which  began  early  in  November,  will  last  until 
after  January  1.  While  the  upright  player  and 
grand  piano  is  by'  no  means  being  neglected, 
the  talking  machine  looms  up  in  this  campaign 
as  the  feature.  The  campaign  embraces  two 
large  display  advertisements  each  week  for  ten 
weeks,  and  about  one-half  of  the  "copy"  relates 
principally  to  the  phonograph.  Stress  also  is 
laid  upon  talking  machine  records  and  music 
rolls  as  a  broad  influence  in  selling  machines 
by  pointing  out  the  wonderful  array  of  talent 
that  is  available  to  music-lovers,  once  they  are 
possessed  of  the  instrument.  The  results  of  this 
and  the  previous  two  campaigns  have  firmly  con- 
vinced the  Milwaukee  trade  that  co-operative 
advertising  is  without  doubt  the  best  trade 
stimulant  that  has  ever  been  invented. 

Milwaukee  dealers  have  not  been  satisfied  to 
merely  participate  in  the  general  co-operative 
campaign,  but  supplement  and  re-enforce  the 
collective  advertising  with  individual  displays. 

Miss  Helen  Gunnis,  manager  of  The  Music 
Shop,  312  Grand  avenue,  representing  the  Starr 
and  the  Columbia,  recently  was  made  a  mem- 
ber of  the  Milwaukee  Association  of  Music  In- 
dustries. Another  new  member  is  Mrs.  Peter 
F.  Piasecki,  441  Mitchell  street,  who  is  con- 
ducting her  husband's  Victor  business  while  he 
is  in  France,  serving  as  a  lieutenant-colonel  in 
the  Thirty-second  Division,  now  called  "Les 
Terribles"  by  the  French.  Mrs.  George  H. 
Eichholz,  head  of  the  George  H.  Eichholz  Co., 
551  Twelfth  street,  has  been  a  member  of  the  as- 
sociation since  the  death  of  her  husband  last 
May.  This  trio  of  talking  machine  merchants 
regularly  attends  every  meeting  and  contributes 
much  of  benefit  to  the  discussions. 

A.  P.  Kunzelmann,  head  of  the  Kunzelmann- 
Esser  Co.,  representing  the  Sonora  and  Bruns- 
wick, was  elected  president  of  the  Mitchell 
Street  Advancement  Association  at  its  annual 
banquet  and  meeting  on  November  23. 

The  Squier  Shop,  Rhinelander,  Wis.,  a  leading 
Victor  dealer  of  northern  Wisconsin,  has  been 
purchased  from  Mrs.  Carrie  Squier  by  J.  D. 
Shumway,  formerly  of  Ladysm'ith,  Wis.  The 
latter  is  primarily  a  jeweler  but  has  had  wide 
experience  in  retailing  the  Victrola. 

Henry  L.  Sorenson,  Neenah,  Wis.,  finds  that 
the  talking  machine  and  piano  department  which 
he  established  several  years  ago  has  grown  to 
such  proportions  that  he  has  leased  a  store 
building  adjacent  to  his  furniture  and  undertak- 
ing store  and  early  in  December  opened  a  com- 
plete music  store,  distinct  from  his  other  in- 
terests. 

The  National  Phonqgraph  and  Record  Ex- 
change, recently  opened  for  business  at  520  East 
Water  street,  in  this  city,  buys,  sells  and  ex- 
changes talking  machine  records  and  player- 
piano  rolls  and  features  a  plan  of  exchange  at 
10  cents  each. 

Miss  Julia  Wolf,  since  early  summer  manager 
of  the  Aeolian-Vocalion  department  of  the  Ed- 
mund Gram  Music  House,  is  building  up  a 
splendid  reputation  in  that  capacity.  Miss  Wolf 
is  the  first  young  woman  to  have  charge  of  the 
department  and  has  brought  many  new  and 
novel  sales  methods  into  play,  with  the  result 
that  the  Vocalion  phonograph  and  record  to-day. 
rank  with  any  other  make  in  popularity  and  sell- 
ing power. 


favorable  prior  to  the  time  of  the  collapse  of 


TONE  ARMS 

Immediate  Deliveries 


DALE  RECORDS 

F.  C.  KENT  &  CO. 


Manufacturers  of 

Phonograph 

Accessories 


Cor.  Mulberry  &  Chestnut  Sts. 

NEWARK,  N.  J. 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


79 


HOW  THIS  INDUSTRY  HELPED  THE  NATION'S  WAR  PROGRAM 

Unit  Construction  Co.,  of  Philadelphia,  Took  Notable  Part  in  the  Manufacture  of  Thousands  of 
Aeroplanes  for  Army  and  Navy,  Using  Famous  Unico  Trade-Mark 


While  not  generally  known  to  the  public,  the 
talking  machine  and  piano  industries  have  been 
very  actively  connected  with  the  air  program  of 
this  country  since  its  entrance  into  the  world 


construction  and  quality  of  workmanship  and 
materials  are  absolute  requirements.  That  the 
Government  exercised  the  most  rigid  inspec- 
tion over  aircraft  production  is  demonstrated  by 


propellers,  wings,  flying  boats,  etc.,  being  con- 
tinued under  supplementary  contracts  as  fast 
as  the  original  contracts  were  completed. 

The  entire  Unit  organization  was  imbued  with 
an  intense  spirit  of  patriotism  born  of  the  fact 
that  everyone,  from  the  executives  down,  real- 
ized that  every  propeller,  boat  or  wing  sent  over 
by  this  company  would  bring  the  war  to  an 
earlier  termination. 


Flying  Boat  Leaving  Unit  Co 

conflict.  Practically  75  per  cent,  of  the  entire 
aeroplane  propellers  required  by  the  Bureau  of 
Aircraft  Production  and  the  navy  department 
have  been  furnished  by  manufactories  allied 
with  the  piano  and  talking  machine  trades,  these 
concerns  including  the 
following:  H  a  1  1  e  t  & 
Davis,  Hardman,  Peck 
&  Co.,  Shoninger  Co., 
Starr  Piano  Co.,  Pack- 
ard Piano  Co.,  Unit 
Construction  Co.  The 
Victor  Talking  Machine 
Co.  devoted  a  very 
large  percentage  6f 
their  facilities  to  the 
production  of  m  e  t  a  1 
parts  and  aeroplane 
wings  for  the  navy  de- 
partment. The  Unit 
Construction  Co.,  of 
Philadelphia,  turned  its 
entire  manufacturing 
facilities  over  to  Gov- 
e  r  n  m  e  n  t  production, 
while  their  new  plant, 
which  covers  a  city 
block  in  area,  was  still 
in  course  of  construc- 
tion. During  the  past 
year  the  Unit  Co.  has 
produced  over  25,000 
propellers    of  various 

types  in  addition  to  large  contracts  for  flying 
boats  and  aeroplane  wings,  each  one  of  which 
carries  the  "Unico"  trade-mark.  The  Huns 
have  therefore  had  a  very  practical  demonstra- 
tion of  "Unico  Service." 

In  the  manufacture  of  propellers,  as  well  as 


Plant  100 

the  fact  that  more  than  thirty  inspectors  were 
stationed  at  the  Unit  plant.  In  addition  to  this 
governmental  inspection  the  Unit  Co.  maintained 
a  complete  inspection  force  of  its  own. 

The  large  production   demands  of  the  Unit 


all  other  aeroplane  parts,  accuracy,  dependable 


Unit  Construction  Co.'s  Truck  and  Trailer  Loaded  With  Aeroplane  Wings 

Co.  by  the  Government  necessitated  working 
day  and  night.  Sundays  and  holidays,  and  the 
employment  of  hundreds  of  skilled  artisans. 
That  they  were  able  to  render  exceptional  serv- 
ice is  indicated  by  the  fact  that  they  were  kept 
in  continuous  production  to  maximum  capacity 
by  the  Government,  every  class  of  production, 


Mahogany  DeHaviland  Propellers 

The  following  is  typical  of  the  service  asked 
from  and  given  by  the  Unit  Co.:  On  July  25  a 
contract  was  placed  for  6,000  propellers  of  a 
special  type,  with  the  advice  that  General  Persh- 
ing had  requested  a  shipment  of  500  by  August 
1,  or  within  just  one 
week.  While  it  ap- 
peared at  first  impos- 
sible  of  accomplish- 
ment, a  special  double 
shift  was  at  once  or- 
ganized, working  twen- 
ty-four hours  a  day 
and  before  12  o'clock 
midnight  of  August  1 
the  500  propellers  were 
completed,  boxed  and 
ready  for  shipment, 
each  one  having  the  of- 
ficial governmental  ac- 
ceptance stamp. 

As  the  Government's 
program  necessitated 
the  commandeering  of 
practically  all  available 
cabinet  woods,  includ- 
ing mahogany,  walnut, 
quartered  oak,  birch 
and  spruce,  production 
of  pianos,  talking  ma- 
chines   and  furniture 
has  been  for  the  past 
year  necessarily  cur- 
tailed by  lack  of  materials  as  well  as  shortage  of 
labor.    Now  both '  material  and  labor  are  again 
abundant  and  with  the  demand  many  times  in 
excess  of  the  supply  the  coming  year  will  wit- 
ness a  volume  of  business  in  talking  machines 
and  pianos  that  will  make  the  record  of  previous 
years  insignificant  in  comparison. 


Partial  View  Unico  Propeller  Department 


Hydro-Planes  in  Course  of  Construction  at  Unico  Plant 


80 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


— 


■ 


i 


■ 


i 


It  Fascinates !   Sells  the  Records 
You  Have  in  Stock! 


Lyon  &  Healy 
Silent  Salesmen 

Height  13  inches 
Width  14  inches 
Weight  4^  pounds 


IX  /[  ADE  of  metal.  Finished  in  black  equipped  with  6  revolving  double 
iVA  faced  panels  — 12  sides.  Panels  are  artistically  printed  in  4  attractive 
colors  with  a  sketchy  illustration  at  the  top. 

Placing  several  of  these  Silent  Salesmen  in  your  Record  Department  will 
enable  you  to  sell  more  records  to  every  customer. 

Price  complete  with  two  extra  changes  of  cards  $9.00. 

LYON  &  HEALY 


Victrola  Distributors 


m 


CHICAGO 


I 

I 
I 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


81 


FROM  OUR 

E.  P.  VAN  HARLINGEN, 
Manager 


CHICAGO 


HEADQUARTERS 

World  Office 
Republic  Bldg.,  209  South  State  St.,  Chicago 
Telephone:  Wabash  5774 


Chicago,  III.,  December  9. — With  all  restric- 
tions taken  off  the  talking  machine  industry,  the 
manufacturers  are  tearing  into  the  work  piled 
high  before  them  and  trying  to  dig  themselves 
out  from  under  the  heaps  of  orders  on  file.  In 
many  instances  manufacturers  in  Chicago  have 
managed  to  get  enough  help  to  enable  them  to 
put  on  three  shifts.  Other  manufacturers  are 
not  quite  so  fortunate;  nevertheless,  they  are 
working  and  turning  out  as  much  goods  as  they 
possibly  can. 

Regardless  of  make  or  fame,  the  talking  ma- 
chines are  being  manufactured  and  sold  in  Chi- 
cago in  quantities  which  a  year  ago  would  have 
seemed  preposterous  or  far  beyond  the  wildest 
dreams.  Of  course,  quite  a  number  of  the  ma- 
chines being  turned  out  in  large  numbers  merely 
have  the  looks,  but  the  conscientious  manufac- 
turer is  turning  out  goods  in  which  looks  are 
only  a  secondary  consideration,  quality  being 
primary. 

The  wholesale  dealers  are  still  doing  their 
level  best  to  apportion  their  goods  with  judi- 
cious care,  and  whether  or  not  an  order  comes 
in  from  a  "best"  customer,  all  are  handled  the 
same  way;  that  is,  "first  come  first  served." 

There  is  no  way  of  even  beginning  to  esti- 
mate the  amount  of  machines  that  could  be  sold 
during  the  holiday  season.  It  seems  that  every- 
one who  has  the  price  wants  a  talking  machine 
and  is  willing  to  pay  for  it,  regardless  of  terms 
or  initial  payments.  Although  the  curtailments 
are  off,  the  time  between  the  final  announce- 
ment of  this  and  the  holiday  rush  has  been  too 
short  to  enable  the  wholesale  men  to  get  the 
goods  and  deliver  them. 

The  present  indications  are  that  the  trade  will 
not  be  back  to  its  normal  status  much  before 
the  latter  part  of  February  or  the  first  of  March. 
That  is  to  say,  the  wholesale  man  will  not  be 
able  completely  to  clear  up  his  books  and  have 
all  dealers  satisfied  before  that  time.  Even 
this  looks  doubtful  at  present  in  some  cases. 

The  same  situation  applies  to  records.  Al- 
though record  shipments  have  increased  mate- 
rially in  the  last  two  weeks,  they  are  by  no 
means  coming  in  in  sufficient  numbers  to  take 
care  of  the  demand. 

Orders  being  received  for  records  by  the 
wholesale  men  indicate  that  the  so-called  pop- 
ular numbers  or  war  songs  are  on  the  decline. 


However,  several  of  the  war  songs  are  still  in 
big  demand,  and  consensus  of  opinion  among 
the  wholesale  men  is  that  from  present  indica- 
tions these  numbers  are  in  a  fair  way  to  be- 
come known  as  standard  selections. 

The  Retail  Situation 

"You  may  rest  assured  that  just  as  soon  as 
we  get  the  goods  your  orders  will  be  taken  care 
of."  The  above  is  a  stereotyped  paragraph  with 
which  retail  dealers  are  now  well  acquainted. 
They  have  begun  to  expect  this  somewhere  in 
all  the  wholesale  man's  replies  to  their  letters 
asking  for  goods. 

The  retail  man,  in  turn,  has  been  using  the 
above  paragraph  as  an  affidavit  when  his  cus- 
tomers ask  why  they  cannot  have  certain  types 
of  machines  or  certain  records.  In  Chicago 
especially,  and  it  is  safe  to  assume  the  same 
applies  to  other  parts  of  the  country,  the  dealer's 
activities  have  been  largely  confined  to  making 
excuses  for  the  shortage  of  goods,  and  dates 
for  future  deliveries.  He  has  been  sorely  put 
to  it  to  keep  on  the  good  side  of  his  trade. 

The  dealer  has  developed  mightily  during  re- 
cent matters  along  diplomatic  lines.  By  that 
it  meant  that  he  has  somehow  or  other  managed 
to  keep  on  the  good  side  of  his  customer,  and 
has  managed  to  sell  the  customer  something 
that  he  didn't  in  lieu  of  something  he  did  want. 

Then,  again,  he  has  learned  good  business. 
Formerly,  when  he  had  plenty  of  goods,  he  was 
tickled  to  death  to  have  the  customer  state  his 
own  terms.  Since  the  shortage  of  goods  he 
has  changed.  He  now  tells  the  customer  that 
this  article  can  be  had  for  so  much  down  and  so 
much  per  month,  and  it  is  safe  to  say  that  his 
terms  have  increased  amazingly  when  compared 
with  those  in  vogue  formerly.  In  many  in- 
stances he  has  had  the  nerve  to  ask  for  cash 
down,  and  has  got  it. 

Another  good  thing  that  the  curtailment  did 
for  the  retailer  was  to  compel  him  to  go 
through  his  stockroom  and  dig  up  records  that 
had  been  laying  there  for  years.  A  great  many 
of  these  so-called  "dead"  records,  with  the  least 
bit  of  pushing,  were  quickly  sold.  The  only 
thing  the  matter  with  them  was  that  they  had 
been  "lost  in  the  catalog,"  that  is,  forgotten. 
They  were  good  numbers,  and  those  who  bought 
them  were  well  pleased  with  them. 

Inside  of  a  couple  of  months  it  is  believed  the 


record  situation  will  be  back  to  normal,  and 
Mr.  Retailer  will  have  his  shelves  full  again. 
It  is  also-  safe  to  believe  that  the  record  trou- 
bles the  trade  has  just  gone  through  have  taught 
the  retailer  something  about  pushing  records, 
and  the  former  practice  of  forgetting  what  was 
kept  in  stock  will  be  a  thing  of  the  past.  In 
the  future  a  "lost  in  the  catalog"  record  will  be 
an  unheard-of  thing. 

Effective  Window  Displays 
The  Talking  Machine  Shop  has  a  Christmas 
window  installed,  which  is  at  once  simple  and 
effective.  The  background  of  the  window  is 
taken  up  by  a  plain  drape  of  mahogany-colored 
velvet.  On  either  side  of  this  background  is  a 
potted  Christmas  tree,  which  is  used  in  the 
same  manner  as  a  pilaster;  that  is,  the  .Christmas 
tree  is  cut  lengthwise,  so  that  there  is  a  flat 
side  placed  immediately  against  the  drape. 
There  are  no  decorations  on  the  Christmas  tree 
other  than  some  long  streamers  of  silver  and 
white  tinsel.  Immediately  in  the  foreground  is 
placed  a  pedestal,  draped  with  a  mahogany-col- 
ored velvet  throw.  Upon  this  stands  a  large 
model  of  a  Victor  talking  machine  in  mahogany 
finish. 

Another  window  that  is  exceptionally  effective 
and  causing  much  comment  is  that  of  the  Bruns- 
wick Shop.  This  window  is  built  so  as  to  ef- 
fect a  stage  setting  of  "The  Midnight  Sun." 
Immediately  in  back  of  the  proscenium  arch  on 
either  side  is  placed  a  setting  that  depicts 
rocky,  stormbeaten  cliffs.  In  back  of  this  is 
a  drop  painted  in  the  effect  of  a  skyscape  and 
at  the  extreme  right  of  this  drop  is  painted  the 
sinking  sun.  The  floor  of  the  set  is  composed 
of  a  large  mirror  which  reflects  back  the  tower- 
ing cliffs,  the  sun  and  the  clouds.  In  the  fore- 
ground is  a  light  trough,  wherein  are  placed 
ruby-colored  incandescent  lamps,  which  throw  a 
warm,  subdued  red  glow  over  the  entire  setting. 
Much  Timely  Propaganda 

A  great  deal  has  been  accomplished  in  the 
last  few  months  by  the  Chicago  branch  of  the 
Columbia  Co.  in  the  way  of  propaganda.  All 
kinds  of  advertising  stunts  have  been  pulled  off 
and  no  expense  has  been  spared  in  promoting 
this  educational  work. 

R.  H.  Walley,  who  "has  been  spreading  Colum- 
bia propaganda  locally,  has  been  pulling  some 
(Continued  on  page  83) 


NEW  PRICES  ON 


The  Wade 


THE  "WAD 
EEDLE 


Fibre 

Needle 

Cutter  No.  1 

Price  $2.00 


RFFORF       The  20  (or  more)  AFTER 

Original  Repoints 


The  Wade 


Write  for  samples  and  Trade  Discounts 
or  Order  from  your  regular  Distributor 


Fibre 
Needle 

Cutter  No.  2 

Price  $2.50 


WADE   &  WADE,   3807  Lake  Park  Ave.,    CHicagO,  111. 


82 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


Two  Great  Selling 
Features  Every  Brunswick 
Dealer  Appreciates 


The 

Ultona— 

a  unique  feature 
of  The  Brunswick 
Method  of  Repro- 
duction. Now 
you  can  play  all 
makes  of  records 
at  their  best. 


THE  Brunswick  Method 
of  Reproduction  has. 
brought  about  an  increased 
volume  of  sales.  Dealers 
everywhere  join  in  praising 
this  great  idea. 

Most  dealers  realize  the 
drawbacks  to  old  methods  of 
reproduction,  and  the  pub- 
lic, in  becoming  acquainted 
with  The  Brunswick 
Method,  is  losing  interest 
in  yesterday's  standards. 

The  House  of  Brunswick 
is  educating  the  music-lov- 
ing public  to  make  compar- 
isons. In  its  advertising  in 
national  publications  The 
House  of  Brunswick  is 
stating  compelling  facts  — 
which  few  purchasers  care 
to  ignore. 

The  current  advertising 
campaign    spotlights  two 


features  of  The  Brunswick 
Method  of  Reproduction: 
[1]  The  Ultona  and  [2]  The 
Brunswick  Amplifier. 

A  description  of  the  Ul- 
tona is  enough  to  make  the 
average  buyer  anxious  to  see 
this  new  all-record  player. 

In  speaking  of  The  Bruns- 
wick Tone  Amplifier,  we 
state  how  The  Brunswick 
attains  superior  reproduc- 
tion by  complying  with 
acoustic  laws,  and  how  we 
avoid  old  conceptions. 

By  studying  our  adver- 
tising, you  will  note  that  it 
is  pure  selling  copy,  the 
exact  arguments  you  and 
your  salespeople  can  use 
to  great  advantage.  It  is 
straight  from  the  shoulder, 
and  presents  compelling 
REASONS  WHY. 


This  super-phonograph,  as 
hundreds  of  Brunswick  Deal- 
ers will  attest,  has  won  high 
rank  as  a  profit  and  friend- 
maker.  And  its  popularity  is 
ever  increasing. 

We  are  proud  of  its  recep- 
tion and  of  the  fine  dealer 
connections  it  has  brought  to 
The  House  of  Brunswick. 
We  have  placed  our  faith  and 


our  resources  behind  this  pho- 
nograph and  we  know  that  an 
even  greater  future  is  attain- 
able. 

More  and  more  The  Bruns- 
wick is  winning  friends — 
everyone  who  hears  it  recog- 
nizes its  worth.  We  intend  to 
increase  this  appreciation  of 
The  Brunswick — and  every 
Brunswick  Dealer  will  profit 
thereby. 


The  Brunswick-Balke-Collender  Company 


Branch  Houses  In  Principal 
Cities  of  United  States, 
Mexico  and  Canada] 


General  Offices: 
Chicago  and  New  York* 


Canadian  Distributors 
Musical  Merchandise  Sales  Co. 
Excelsior  Life  Building 
Toronto 


The 
Brunswick 
Amplifier 

a  new  idea  in 
tone  reproduc- 
tion,  departing 
from  old  -  time 
crudities.  Tones 
hitherto  lost  are 
now  brought  out 
in    rich  clarity. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


83 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  81) 


very  clever  stunts  lately  that  are  attracting  much 
attention. 

His  latest  stunt  is  that  being  used  throughout 
the  Shubert  circuit  by  the  various  "Seven  Days' 
Leave"  companies.  In  the  last  act  of  "Seven 
Days'  Leave"  is  a  churchyard  scene,  and  the 


The  Columbia  on  the  Stage 

dedication  of  a  monument  to  fallen  heroes  is 
in  progress.  Some  words  are  said  relative  to 
the  wonderful  leadership  and  bravery  of  the 
fallen  heroes,  and  the  hero  of  the  play  is  the 
major  who  makes  the  address.  It  is  during  this 
address  that  a  Columbia  talking  machine  is 
brought  into  action,  and  the  Pershing  record 
is  used,  always  bringing  forth  thunderous  ap- 
plause. 

Mr.  Walley  has  also  made  arrangements  for 
the  coming  War  Savings  Stamp  drive  in  Chi- 
cago. He  has  had  permission  to  place  in  the 
stamp  booths  a  Columbia  graphophone  and  Co- 
lumbia records.  There  are  nine  booths  located 
on  principal  corners  in  the  loop  and  eighteen 
booths  in  principal  downtown  hotels. 


OKLAHOMA  STATE  FAIR 
;       AND  EXPOSITION 


-  ^gissmgr.  

OKLAHOMA  CITY,  U.  S.  A.  ) 

3d  All  3n  Wjom  3II|far  % rtscnta  Sljall  (Smiir,  (greeting: 

JtfL^Znrt£lz&  $L*t***iS  .cx'zjc  •A^z.  a~^z.  ^,1--  ;c&s*   

3«  CTcotttncmu  piun.-cof,      t'MAm.  0"M  ./«.;  m,Srgyf«M- 


Certificate  for  Doe  &  Bill  Furniture  Co. 

The  accompanying  illustration  is  of  a  photo- 
graph of  the  first  prize  recently  awarded  the 
Brunswick  department  of  the  Doe  &  Bill  Fur- 
niture Co.,  of  Oklahoma  City,  at  the  recent  Okla- 
homa State  Fair.  This  company  had  a  decidedly 
interesting  Brunswick  exhibit  at  the  fair,  which 
was  the  means  of  bringing  about  a  marked  in- 


crease in  the  Brunswick  business  in  this  section 
of  the  country. 

Much  credit  for  the  success  of  the  fair  must 
be  given  to  M.  E.  Burton,  who  is  in  charge  of 
the  company's  talking  machine  department.  It 
was  due  entirely  to  Mr.  Burton's  work  that  the 
exhibit  proved  so  successful.  He  engineered  the 
scheme  of  exhibiting  and  made  quite  a  number 
of  good  deals,  as  well  as  securing  a  long  list  of 
good  prospects,  which  were  eventually  followed 
up  and  successfully  closed  by  him. 

The  Silent  Salesman 
The  title  of  this  little  item  is  enough  to  cause 
wonderment  when  one  stops  to  trace  back  in 
his  mind  whether  he  has  ever  run  across  a 
silent  salesman  in  the  talking  machine  business. 
As  a  general  rule,  a  talking  machine  salesman 
has  a  reputation  of  being  other  than  silent. 
Nevertheless,  the  trade  is  becoming  more  and 
more  familiar  each  day  with  the  "Silent  Sales- 
man," that  little  stand  which  is  becoming  so 
popular  lately,  and  is  to  be  found  on  the  count- 
ers of  so  many  retail  stores. 

It  is  merely  a  little  metal  pedestal  and  stand, 
whereon  is  placed  a  dozen  revolving  panels,  con- 
taining the  monthly  bulletins.  This  little  ar- 
rangement was  designed  about  a  year  ago,  and 
first  placed  on  display  in  the  talking  machine  de- 
partment of  Lyon  &  Healy.  It  proved  so  ef- 
fective for  helping  the  customer  select  his  rec- 
ords that  Lyon  &  Healy  decided  to  have  it 
manufactured  in  large  numbers  and  offered  to 
the  trade.  This  was  done,  and  the  demand  has 
grown  to  large  proportions. 

The  stand  is  made  of  metal  with  an  ebonized 
wood  base,  equipped  with  rub- 
ber feet,  so  that  it  can  stand  on 
5  a  glass  or  polished  counter  with- 
out doing  any  damage.  It  is 
made  up  of  six  double-faced 
metal  panels,  so  that  twelve  dis- 
play cards  may  be  shown.  The 
height  of  the  stand  is  thirteen 
inches,  and  the  diameter  of  the 
arc  inscribed  by  the  swing  of 
the  panels  is  fourteen  inches. 
The  whole  stand  complete  ready 
for  use  weighs  four  and  a  half 
pou  nds. 

Demand  Steadily  Grows 
"There  is  a  big  demand  for 
high-priced  Columbia  machines 
which  cannot  be  filled  in  time 
for   the    Christmas  business," 
says  W.  C.  Fuhri,  manager  of 
the  Chicago  branch  of  the  Co- 
lumbia Graphophone  Co.  "We 
have  plenty  of  small  types,  in 
fact,  more  than  we  need;  but  it  seems  that  the 
laboring  classes  have  more  money  this  year  than 
they  ever  had,  and  they  are  insisting  upon  high- 
er-priced goods. 

"The  restrictions  upon  the  manufacture  of  talk- 
ing machines  were  called  off  a  little  too  late  to 
do  any  good  for  the  Christmas  trade,"  he  con- 


tinued, "and  I  don't  believe  that  the  factories 
will  be  in  a  position  to  take  care  of  the  orders 
on  hand  until  probably  early  in  March. 

"I  cannot  recall  a  time  in  the  history  of  the 
talking  machine  business  since  I  have  been  con- 
nected with  it  where  there  was  such  a  demand 
for  records.  The  semi-classical  numbers  are  in 
great  demand,  and  the  call  for  popular  selec- 
tions, while  it  has  been  immense,  is  still  increas- 
ing. We  regret  exceedingly  that  we  have  not 
been  able  to  make  more  prompt  deliveries  of 
our  goods,  but  we  have  been  very  fortunate  in 
taking  care  of  our  trade  as  well  as  we  have. 
Building  New  Addition  to  Plant 

The  Vitanola  Co.  in  an  effort  to  take  care  of 
their  constantly  increasing  trade  are  putting  up 
a  new  addition  to  their  recently  acquired  big 
plant  at  Cicero.  In  order  to  have  the  addition 
in  working  order  at  the  earliest  possible  mo- 
ment the  company  has  offered  a  bonus  to  the 
laborers  at  work  on  the  building.  The  original 
contract  for  its  completion  is  set  for  December 
20,  but  from  present  indications,  based  upon  the 
rapidity  with  which  the  working  men  are  labor- 
ing, there  is  no  doubt  that  the  new  part  will 
be  in  working  order  long  before  that  time. 

The  Vitanola  Co.  decided  upon  this  new  addi- 
tion because  the  company's  business  has  been 
growing  to  such  proportions  as  actually  to 
crowd  them  for  room. 

In  the  past  few  weeks  they  have  been  working 
on  a  ten  to  twelve-hour  shipping  basis,  that  is, 
they  have  been  supplying  the  demand  for  Vita- 
nola talking  machines  in  from  ten  to  twelve 
hours  after  the  receipt  of  order.  Of  course,  this 
company,  like  all  others,  has  a  large  amount  of 
orders  on  hand  for  future  delivery,  and  they  be- 
lieve that  they  will  be  back  to  normal  condi- 
tions within  the  next  sixty  days.  The  Vitanola 
Co.  is  one  of  the  fortunate  companies  in  so  far 
as  help  is  concerned.  They  have  managed  to 
get  help  to  enable  them  to  put  on  three  eight- 
hour  shifts  and  are,  therefore,  working  twenty- 
four  hours  per  day,  including  Sunday.  Never- 
theless, they  are  still  far  behind  with  their  or- 
ders for  future  delivery,  but  believe  they  will 
soon  be  able  to  clean  up. 

Phono-Grand  Demand  Increasing 

J.  P.  Seeburg  Piano  Co.  have  been  obtaining 
much  success  with  their  Phono-Grand.  This  in- 
strument, which  is  already  well  known  to  the 
trade,  is  a  combination  of  an  up-to-date  talking 
machine  with  a  modern  reproducing  piano.  L. 
C.  Hirt,  who  makes  a  specialty  of  Phono-Grand 
throughout  the  Kansas  territory,  has  been  send- 
ing many  orders  for  this  instrument  lately.  The 
instrument  is  of  such  a  nature  that  better  re- 
sults are  obtained  when  a  salesman  makes  a 
specialty  of  it.  Mr.  Hirt  has  been  doing  this, 
and  takes  a  sample  from  town  to  town,  where 
he  has  been  exhibiting  it  at  all  places,  such  as 
restaurants,  confectionery  stores,  etc.,  where  it 
fits  in  nicely.  This  method  of  specializing  has 
more  than  repaid  Mr.  Hirt's  efforts.  He  has 
{Continued  on  page  85) 


UNIVERSAL    TONE  ARM 


NO  SPRINGS 
NOR  WEIGHTS 
TO  ADJUST 


MADE  IN 

FOUR 
LENGTHS 


Address  all  inquiries  to  Chicago  Office  . 

THE  EMPIRE  PHONO  PARTS  COMPANY 


This  splendid  tone  arm  equipment  has 
been  adopted  by  many  of  the  highest  class 
talking  machine  manufacturers. 

Start  the  New  Year  by  using  the  Empire 
tone  arm  and  sound  box  on  your  machine — 
it  will  give  your  machine  prestige  and  in- 
crease sales.  We  solicit  inquiries  from  high 
class  manufacturers. 


PLAYS  ALL 

MAKES 
OF  RECORDS 
PERFECTLY 

WRITE 
US  FOR 
PRICES 


Sales  Office:  425  SO.  WABASH  AVE.,  CHICAGO.  ILL. 
Factory:  1100-1108  W.  9th  STREET,  CLEVELAND,  OHIO 


84 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


A  Great  Sales  Power 


FOR  EVERY 

PHONOGRAPH  DEALER 

Every  Hiawatha  you  sell 
means  more  sales. 

They  act  as  an  endless 
chain. 

Honest  merchandise  can 
always  repeat. 

Every  Hiawatha  Phono- 
graph can  be  sold  with  your 


Style  100 


stamp  of  approval 
and  backed  up  with 
your  business  repu- 
tation. 


to 


I  Prepare  for  your 
pt  FaI1  business. 


J 


FIVE  HIAWATHA  MODELS  :    $50,  $75,  $95,  $125  and  $175 

IMMEDIATE  DELIVERY 

Hiawatha  Phonograph  Company 

209  South  State  Street 
CHICAGO,  ILL. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


85 


Wherever  You  Go 

You  are  sure  to  find  a  dealer  somewhere  selling  a  talking  machine  "without  a  kick."  His 
business  is  growing  steadily.  Why  ?  If  you.  investigate  the  instruments  he  handles  you 
will  find  they  are  rightly  Equipped.  That's  what  counts!  Equipment.  Look  over  your 
machine's  Equipment  a  second  time  and  then  just  remember  that 

The  Chicago  Cover  Balance  Number  1 

is  one  equipment  feature  that  builds  a  dealer's  business.  Can  your  dealers  say  they  are  sell- 
ing talking  machines  "without  a  kick"?  If  not,  write  us  at  once  and  we  will  help  put  your 
machines  on  the  market — "Kickless." 

The  cover  is  "PUT"  and  "STAYS  PUT" 

WE  ALSO  MANUFACTURE  CONTINUOUS  AND  GRAND  TOP  HINGES 

Chicago  Hinged  Cover  Support  and  Balance  Co.  2c2h1cagw6,Tlinois 


(Pat.  Applied  For) 


COVER    BALANCE    No.  I 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  83) 


made  a  study  of  the  instrument,  and  knows 
whereof  he  speaks  when  he  is  making  a  demon- 
stration. The  Phono-Grand  is  not  only  making 
itself  known  throughout  Kansas,  but  confec- 
tioners, restaurateurs  and  various  other  people 
are  especially  well  pleased  with  the  instrument, 
and  are  sending  in  their  orders. 

Now  Captain  Kingwill 
First  Lieutenant  H.  S.  Kingwill,  formerly  at- 
tached to  the  Chicago  office  of  The  Talking  Ma- 
chine World  and  The  Music  Trade  Review,  and 
who  has  been  for  several  months  overseas  with 
the  Fifty-eighth  Infantry,  has  just  been  pro- 
moted to  captain  and  with  his  regiment  is  re- 
ported to  be  somewhere  in  Luxemburg.  This 
information  was  conveyed  to  his  former  asso- 
ciates in  the  Chicago  office  by  his  uncle  a  few 
days  ago.  Last  reports  show  that  Captain 
Kingwill  is  well  and  happy  and  having  a  very 
good  time  in  Nancy,  where  he  was  on  leave  for 
a  few  days. 

Tel-O-Tone  Plans 

The  Western  News  Co.  has  every  reason  to  be 
satisfied  with  the  reception  given  the  Tel-O- 
Tone  phonographs.  Not  only  the  distinctive 
acoustic  features  of  this  instrument,  but  the  at- 
tractive case  designs  have  gained  the  highest  ap- 
proval of  the  trade.  Although  the  machine  has 
been  on  the  market  but  a  few  months,  it  is  al- 
ready in  very  strong  hands.  Dealers  and  job- 
bers of  progressiveness  and  natural  strength  the 
country  over  have  taken  hold  of  it,  and  are 
pushing  it  aggressively.  The  company  is  pre- 
paring for  an  increased  output  for  1919  with  a 
view  of  filling  promptly"  the  increasing  demand 
from  their  present  connections  and  for  supply- 
ing new  ones  in  unoccupied  territory. 

Good  News  for  Pacific  Coast 

From  all  indications  the  "flu"  has  not  had  any 
effect  upon  the  talking  machine  business  of  the 
Wiley  B.  Allen  Co.  stores  on  the  Coast.  This 
company,  who  several  months  ago  took  over  the 


Far  West  Brunswick  representation,  has  been 
making  exceptional  demands  for  immediate  ship- 
ment of  goods.  When  this  company  took  over 
the  Brunswick  line  they  anticipated  a  certain 
amount  of  business,  but  this  business  has  grown 
far  beyond  what  they  anticipated,  as  results  on 
the  Brunswick  order  book  show. 

Their  artistic  window  displays  indicate  the 
manner  in  which  they  have  been  introducing  the 


Artistic  Brunswick  Window 

Brunswick,  and  James  J.  Black,  who  manages 
the  talking  machine  departments  for  all  the 
Allen  stores,  has  not  been  overlooking  anything 
along  the  line  of  publicity  stunts. 

Tonofone  Representation  in  Canada 
Arthur  K.  Kempton,  of  Montreal,  Canada,  has 
been  appointed  by  the  R.  C.  Wade  Co.  to  rep- 
resent Tonofone  needles  exclusively  throughout 
Canada.  Mr.  Kempton  recently  saw  the  Tono- 
fone ad  in  The  Talking  Machine  World  and 
made  a  special  trip  to  Chicago  in  order  to  con- 
summate the  deal  with  the  Wade  Co.  Mr. 
Kempton  is  a  specialist  and  handles  nothing 
but  needles  of  all  kinds  and  descriptions.  He 
not  only  does  extensive  traveling  throughout 
the  whole  of  Canada,  but  he  constantly  keeps 
his  three  travelers  busy.  They  are  always  on 
the  job. 

Mr.  Kempton  has  recently  returned  from  the 
front,  where  he  had  been  for  the  past  three 
years    actively    engaged    with    the  Canadian 


forces.  He  received  his  honorable  discharge  a 
short  time  ago,  and  was  invalided  home,  due  to 
his  being  gassed  with  chlorine. 

Mr.  Kempton  stated  that  to  his  knowledge 
there  are  no  needles  of  any  kind  being  manufac- 
tured in  Canada,  and  it  is  for  this  reason  that  he 
makes  a  specialty  of  needles  and  handles  every 
known  make  and  kind. 

Christmas  Greetings! 

The  Chicago  Talking  Machine  Co.  has  mailed 
out  to  its  many  friends  in  the  trade  new  1919 
calendars.  The  calendars  are  illustrated  by  por- 
traits of  either  Pershing,  Joffre  or  Foch,  and 
are  printed  in  the-*  new  "oilette"  process.  The 
oilette  process  is  a  new  wrinkle  in  the  art  of 
printery  and  very  effective.  The  prints  are 
made  in  such  a  way  that  the  surface  of  the  pic- 
ture is  roughened,  following  the  artist's  brush 
marks,  and  receives  a  final  finish  of  a  high  gloss. 
The  appearance  from  the  distance  is  that  of  an 
oil  painting,  and  cannot  be  detected  from  such 
save  upon  close  inspection. 

When  the  announcement  was  made  by  this 
company  that  they  were  sending  out  their  year- 
ly calendars,  demands  grew  to  such  proportions 
that  the  large  stock  that  they  had  on  hand 
was  completely  exhausted  within  twenty-four 
hours.  A  repeat  order  was  sent  into  the  print- 
ing company  for  more  of  the  calendars,  but  the 
printing  company  stated  that  it  would  be  un- 
able to  fill  the  order,  as  the  supply  was  com- 
pletely exhausted. 

Victor  Visitors 

Chas.  K.  Haddon,  vice-president  of  the  Vic- 
tor Co.,  and  R.  L.  Freeman,  the  secretary,  re- 
cently paid  a  visit  to  Chicago.  The  visit  of 
both  of  these  officers  of  the  Victor  Co.  created 
some  comment  in  the  Chicago  trade,  as  their 
visit  was  a  radical  departure  from  the  policy 
generally  pursued  by  the  Victor  Co.  Needless 
to  say,  their  trip,  which  brought  them  to  Chi- 
(Continued  on  page  87) 


}  TRANSFER  NAME-PLATES 

1  We  make  the  Transfer  Name -Plates  and  Trade-Marks  for  <> 

the  largest  talking  machine  manufacturers  in  this  country  and 
I  for  dealers  in  every  state. 

|!  YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner 

I  back  to  you  for  records  and  his  friends  to  you  for  a  machine. 

Samples,  Suggestions  and  Sketches  Furnished  Free 

|  THE  MEYERCORD  COMPANY,  CHICAGO 

H      Largest  Manufacturers  of     DEC  ALCOIMl ANI A     Transfer  Name-Plates 

tiQi'iffi  tui  51  «5  sQf§S  STSltQi  fuPSKliS  rife  rife  aYSJfKS  SfrtiiraMj^^lSSSSSlfSffs^S^lr^^ni  Sig^TufsY^OffifS^ 


86 


THE    TALKING   MACHINE  WORLD 


December  15,  1918 


VITANOLA  16,^200.00  ] 
Mahogany  or  Oak 


VITANOLA  14,  $180.00 
Mahogany  or  Oak 


{J  The  tig  feature  about  tlie  New 
Vitanolas  is  that  they  give  you 
an  almost  unlimited  range  of  new 
and  improved  selling  points. 

There  s  the  improved  motor, 
the  enlarged  and  voluminous  tone 
chamber,  the  new  tone  arm  and 
sound  box,  the  exquisitely  de- 
signed cabinets — really  beautiful 
pieces  of  furniture. 

WRITE    FOR   PRICES    AND  TERMS 

VITANOLA 
TALKING  MACHINE  CO. 

501-509  West  35th  Street 

CHICAGO  :  ILLINOIS 


VITANOLA  10,  $120.00 
Mahogany  or  Oak 


VITANOLA  8,  $90.00 
Mahogany  or  Oak 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


87 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  85) 


cago  and  north  as  far  as  Minneapolis  and  then 
south  through  the  Central  West.  States  and  back 
to  Chicago,  was  of  immense  value  to  the  Victor 
trade  in  general  and  also  to  the  Victor  Co.,  as 
they  were  able  to  gain  a  great  amount  of  most 
useful  information. 

Accessory  Business  Steadily  Expanding 

The  Lakeside  Supply  Co.  have  been  receiving 
during  the  past  month  more  material  than  they 
have  had  for  some  time;  although  material  has 
not  come  in  as  yet  in  quantities  sufficient  to 
take  care  of  the  orders  held  on  file.  Bill  and 
Gus  Fricke,  the  heads  of  the  concern,  are  both 
of  the  opinion  that  the  accessory  business  is  in- 
creasing far  beyond  their  expectations.  Many 
new  companies  have  recently  started  or  are 
about  to  start  in  the  central  and  western  terri- 
tory; and  from  present  indications  it  looks  as 
though  Chicago  is  going  to  be  a  main  element 
in  the  talking  machine  industry.  The  greater 
number  of  the  existing  woodworking  plants  are 
located  within  a  short  distance  of  Chicago,  espe- 
cially in  Michigan,  and  a  great  number  of  new 
concerns  are  either  locating  or  have  located 
here.  This  puts  Chicago  in  a  favorable  position, 
as  the  East  is  beginning  to  look  more  and  more 
to  the  West  for  its  talking  machines,  although 
the  West  is  dependent  to  some  extent  upon  the 
East  for  metal  parts. 

The  Lakeside  Co.  have  been  carrying  out 
some  careful  experiments  with  tone  arms  and 
have  therefore  been  able  to  add  many  new  fea- 
tures to  their  well-known  Jumbo  line. 

Both  Bill  and  Gus  have  become  well  known 
to  the  Western  trade  as  an  information  bureau. 
Carrying  almost  everything  known  in  the  ac- 
cessory line,  of  all  makes  and  brands,  from 
needles  to  complete  machines,  they  are  filling 
a  long-felt  want,  and  usually  can  not  only  give 
proper  information  but  supply  any  parts  needed. 

They  have  recently  taken  over  a  new  machine 
shop  and  are  at  present  looking  around  for  an- 
other one  to  take  care  of  their  trade.  At  present 
they  have  four  shops  in  operation. 

Western  Branch  Increases 

The  Chicago  branch  of  the  Otto  Heineman 
Supply  Co.  recently  took  over  about  five  thou- 
sand feet  of  additional  floor  space  in  the  building 
they  occupy  on  West  Jackson  Boulevard.  By 
comparison  with  the  first  office  they  had  in 
this  building,  their  present  quarters  are  approxi- 
mately twenty  times  as  great.  The  new  addi- 
tion was  taken  over  principally  for  the  record 
department  and  extensive  record  bins  have  been 
installed  for  the  carrying  of  a  large  stock  of 
OkeH  records. 

S.  A.  Ribolla,  who  manages  the  Chicago  office, 
believes  that  1919  will  be  a  banner  year  for  the 


talking  machine  industry.  He  says  that  the 
OkeH  records  are  developing  fast  and  he  is 
constantly  in  receipt  of  numerous  letters  from 
the  dealers  throughout  the  country  who  com- 
mend the  records  highly.  The  record  business 
is  developing  much  more  rapidly  than  his  most 
optimistic  expectations. 

Otto  Heineman,  president  of  the  company, 
spent  the  past  week  visiting  the  trade  in  Chicago. 
Now  With  Wilson  &  Co. 

A.  J.  Gosswiller,  Jr.,  is  now  in  charge  of  the 
retail  talking  machine  departmtent  of  Thos.  E. 
Wilson  &  Co.  Mr.  Gosswiller  is  a  man  well 
known  to  the  local  trade  and  was  for  ten  years 
connected  with  the  talking  machine  department 
of  the  P.  A.  Starck  Piano  Co.  After  leaving 
the  Starck  Co.,  about  a  year  ago,  he  went  over 
with  the  talking  machine  department  of  the  Kim- 
ball Co.,  but  left  there  several  months  ago,  due 
to  the  work  or  fight  order  and  took  a  position 
in  an  ammunition  factory  at  Dayton,  O.  At 
the  ammunition  factory  he  was  assigned  to  the 
turning  of  75-millimeter  gas  shells,  and  he  broke 
the  record  one  day  by  turning  out  1,126  of  these 
shells.  Upon  his  release  by  the  Government 
from  further  work  in  the  munition  plant  he  re- 
turned to  Chicago,  and  two  weeks  ago  became 
associated  with  the  Wilson  phonograph  depart- 
ment. 

Emerson  Output  Doubled 

"Within  the  past  two  weeks  the  output  of  rec- 
ords by  the  Emerson  Phonograph  Co.  has  been 
approximately  doubled,"  stated  F.  W.  Clement, 
manager  of  the  Chicago  branch  of  -that  com- 
pany, "and  the  good  shipments  we  have  been  re- 
ceiving recently  have  enabled  us  to  take  care  of 
our  dealers'  wants  for  their  Christmas  trade. 
The  lifting  of  the  curtailment  and  the  sudden 
termination  of  hostilities  furnished  means  for 
opening  the  gates  to  the  manufacturer  and  let- 
ting him  increase  his  output.  This  had  its  ef- 
fect on  the  dealer,  who  had  been  laying  low  and 
not  pushing  his  goods.  The  reason  the  dealer 
didn't  push  his  goods  was  because  he  didn't  have 
much  to  push,  and  what  little  he  did  have  he  was 
reserving  for  his  Christmas  trade.  Now  that 
he  has  been  assured  he  can  have  goods,  he  has 
been  unloading  what  he  had  and  sending  in  or- 
ders for  more,  and  he  is  doing  all  the  pushing 
necessary  without  any  argument  on  any  manu- 
facturer's part.  It  is  not  a  question  of  sales- 
manship any  more.  It  is  merely  a  question  of 
having  the  goods  on  hand.  For  the  first  time  in 
three  months  we  have  put  our  travelers  back  on 
the  road.  The  number  of  orders  they  are  send- 
ing in  is  surprising.  It  will,  however,  take  some 
time  to  clear  up  the  back  orders,  but  everything 
looks  good  for  the  near  future. 


Six  Best  Sellers 

The  Columbia  Co.  announce  the  six  best 
sellers  for  the  month  as  follows:  "Christmas 
Chimes"  and  "Cathedral  Chimes";  "My  Baby 
Boy"  and  "You're  the  Greatest  Little  Mother 
in  the  World";  "Oui,  Oui,  Marie"  and  "My  Wild 
Days  Are  Over";  "They'll  Be  Mighty  Proud  in 
Dixie  of  Their  Old  Black  Joe"  and  "If  I'm  Not 
at  the  Roll  Call";  "Oriental"  and  "Texas"; 
"Beans,  Beans,  Beans"  and  "I'm  Too  Tired  to 
Make  Love." 

The  six  best  Edison  sellers  are:  "Come  Unto 
Him"  and  "There's  a  Beautiful  Land  on  High"; 
"Hush-a-Bye,  Ma  Baby"  and  "Longing  for  My 
Dixie  Home";  "Fantasie"  and  "Second  Ma- 
zurka"; "There's  a  Long,  Long  Trail"  and  "Free- 
dom for  All  Forever";  "I'm  Sorry  I  Made  You 
Cry"  and  "Daddy  Mine";  "My  Sunshine  Jane" 
and  "Mother's  Old  Sweet  Lullaby." 

Pathe  announce  the  following  six  best  sellers: 
"There's  No  Better  Use  for  Time  Than  Kissing" 
and  "Not  You"  and  "Hit  Medley";  "Hindustan" 
and  "Frivolity";  "High  School  Cadets"  and  "The 
Liberty  Bell";  "For  Your  Boy  and"  Mine"  and 
"Freedom  for  All  Forever";  "On  the  Level, 
You're  a  Little  Devil"  and  "That  Soothing  Sere- 
nade"; "A  Little  Birch  Canoe  and  You"  and 
"Garden  of  My  Dreams." 

The  six  best  sellers  for  Victor  records  are: 
"Missouri  Waltz"  and  "Kiss  Me  Again"; 
"Smiles"  and  "Rose  Room";  "Oh!  How  I  Hate 
to  Get  Up  in  the  Morning"  and  "Oh,  Frenchy!"; 
"I'm  Sorry  I  Made  You  Cry"  and  "One  Day 
in  June";  "The  Last  Long  Mile"  and 
"K-K-K-Katy";  "Just  a  Baby's  Prayer  at  Twi- 
light" and  "On  the  Road  to  Home,  Sweet 
Home." 

Emerson  announce  the  following  six  best 
sellers  for  the  month  as  follows:  "Rock-a-Bye 
Your  Baby  With  a  Dixie  Melody"  and  "Big 
Chief  Killahun";  "Smiles"  and  "You  Keep  Send- 
ing 'Em  Over";  "Blue  Rose"  and  "Ful-o' 
Snap";  "Hindustan"  and  "Ange  D'Amour";  "Na- 
tional Emblem"  and  "Gate  City";  "Cleopatra" 
and  "K-K-K-Katy." 

A  New  Attachment  for  Edison  Disc 

The  Combination  Attachment  Co.,  of  20  East 
Jackson  boulevard,  this  city,  announce  that  they 
have  perfected  an  entirely  new  universal  at- 
tachment for  the  Edison  disc  machine.  It  is 
simple  to  operate  and  perfect  in  construction. 
Being  different  from  others,  it  can  be  operated 
with  the  Edison  lever  and  tracks  perfectly 
across  the  record.  It  can  be  turned  in  an  up- 
ward position,  the  most  convenient  method  for 
changing  needles.  The  attachment  actually 
looks  like  a  part  of  the  original  machine,  pre- 
(Continued  on  page  88) 


We  Distribute  at  Wholesale  the  OkeHRecordS 


Hill-and-dale  cut.    Double  face, 
10-inch  size.    Retails  at  85c. 


We  Can  Fill  Your  Orders 

Monthly  Bulletin  Mailed 
Free  for  the  Asking 


^✓record  I  I 


Write  Us  Now! 


A  Full  and  Splendid  Line  of  Pa- 
triotic Music,  Popular  Songs, 
Dance  Hits,  Musical  Comedy,  Grand 
Opera,  Standard,  Sacred. 


GREAT  ARTISTS!! 


NOW  READY 


Magnola  Talking  Machine  Company 

_  .   nTTn  cruin  7    p-  : J  »  o     . •        ....    .      .    _  , 


General  Offices 
711  Milwaukee  Avenue,  Chicago 


OTTO  SCHULZ,  President 

CHICAGO 


Southern  Wholesale  Branch 

1530  Candler  Bldg.,  Atlanta,  Ga. 


88 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


mm 


(greetings;  of  tfje  Reason  to  all  our  Customer*  anb  $ro£pecttbe  Customer*: 

\X/rE  wish  to  thank  all  for  their  kind  indulgence  during  our  past  trying  months  and  hope  now  that 
Peace  has  been  established  to  serve  all  better.     Let  us  figure  on  your  year's  requirements  on 
cabinets,  motors,  tone  arms,  hardware  and  accessories.    Don't  forget  that  we  can  supply  ROTO- 
METERS  from  Stock. 

We  also  Job  the  famous  OkeH  (Heineman)  hill  and  dale  records,  played  with  sapphire  ball  or  steel  needle. 
No  orders  too  small  for  our  personal  attention  or  too  large  for  our  organization. 

Cordially  Yours 
Jfor  a  jfWerrp  Cfmsitmas;  anb  a  $ro£peroua  Jletu  |9?ar 


LAKESIDE  SUPPLY  CO.,  Inc. 

202  S.  CLARK  ST.,  CHICAGO,  ILL. 

TELEPHONE.  HARRISON  3840 


FROM  OUR  CHICAGO  HEADQUARTERS  (Continued  from  page  87) 


senting  a  very  neat  appearance,  and  the  repro- 
duction of  all  makes  of  records  is  satisfactory. 
Records  'having  those  disagreeable  surface 
sounds,  with  the  original  reproducers  can  be 
played  almost  noiselessly  and  with  a  most  per- 
fect tone.  You  have  the  option  of  using  the 
most  suitable  jewel  or  needle  point  on  the  rec- 
ord being  played  and  any  volume  can  be  at- 
tained. 

A  Letter  to  the  Trade 

The  J.  P.  Seeburg  Piano  Co.,  of  this  city,  has 
mailed  a  letter  to  the  trade  setting  forth  very 
succinctly  the  merits  and  sales  opportunities  of 
the  Phono-Grand  made  by  them.  The  letter  in 
part  is  as  follows: 

"We  know  positively  the  way  to  increase  your 
sales — a  good  side  line.  A  good  side  line  will 
utilize  every  part  of  your  spare  floor  space  and 
will  practically  „double  your  sales  without  mate- 
rially increasing  your  overhead.  A  good  side 
line  for  your  store  is  one  that  adheres  to  the 


"Orotund"  and  "Superior" 
Attachments,  Tone  Arms 
and  Jewel  Points 

for 

PERFECT  TONE 

Recommended  by  all  expert  dealers  and 
manufacturers. 

The  "Best"  because  they  will  play  all 
makes  of  records  perfectly,  with  the  least 
mechanical  and  surface  noise,  also  most 
safely. 

"Orotund"  and  "Superior"  attachments 
are  scientifically  made  and  perfect  in  ac- 
tion. The  only  attachments  which  will 
give  satisfaction  when  operated  accord- 
ing to  instructions. 

All  up-to-date  dealers  should  handle  at- 
tachments as  there  are  many  favorite  rec- 
ords in  the  world's  library  made  in  both 
hill  and  dale  and  lateral  cut  lines. 

Attachments  made  to  fit  all  standard 
makes  of  talking  machines. 

New  universal  Edison  attachment  now 
ready.  Plays  all  makes  of  records  with 
perfect  safety  and  less  surface  noise  than 
when  played  with  the  original  reproducers. 

Write  for  prices  and  descriptive  circular. 

Combination  Attachment  Co. 

20  E.  Jackson  Boulevard 
Chicago,  111. 


music  line.  Our  suggestion  is  the  Seeburg 
Phono-Grand. 

"The  Phono-Grand  is  a  combination  talking 
machine  and  reproducing  piano,  both  operating 
electrically.  The  instrument  is  of  convenient 
size;  its  finish  artistic,  and  its  utility  evident. 
The  talking  machine  is  high  grade  in  every  re- 
spect. The  piano  interprets  hand-played  rolls 
of  world-famous  masters.  The  music  is  stand- 
ard. The  feature  of  the  piano  music  is  the  won- 
derful expression  with  which  it  interprets  the 
selections.  The  handling  of  the  Phono-Grand 
will  enable  you  to  go  after  the  piano  prospects, 
who  heretofore  you  have  been  able  to  reach  but 
to  whom  you  had  nothing  to  sell. 

"You  have  had  good  customers  on  your  books 
who  always  paid  promptly,  and  who  you  almost 
disliked  to  see  pay  up  in  full.  You  can  resur- 
rect these  customers  by  selling  them  a  Phono- 
Grand  and  take  in  trade  the  instrument  you  for- 
merly sold  them.  Furthermore,  you  can  al- 
ways sell  them  customers'  records  and  piano 
rolls.  The  Phono-Grand  will  increase  your 
scope  of  activity  and  double  your  profits.  Its 
field  is  unlimited.  Get  all  of  the  prestige  this 
line  insures  and  write  to-day  for  prices  and 
terms." 

They  Are  Coming  Home 

President  Harry  G.  Wolper,  of  the  Nightingale 
Mfg.  Co.,  of  this  city,  is  naturally  jubilant  over 
the  fact  that  Harry  Steiner,  treasurer  of  the 
company,  and  Edward  Spiro,  the  secretary,  who 
early  showed  their  willingness  to  serve  their 
country  by  enlisting  in  the  Great  Lakes,  will 
soon  be  back  at  their  respective  desks.  They 
will  find  things  going  very  nicely  at  the  plant. 
Mr.  Wolper  states  that  they  have  every  reason 
to  be  satisfied  with  the  business  done  in  1918, 
in  spite  of  the  prevailing  conditions.  They 
have  added  a  number  of  new  dealers  of  the  most 
satisfactory  caliber,  who  are  pushing  the  Night- 
ingale product  energetically  and  in  a  high-grade 
manner.  He  is  very  enthusiastic  regarding  the 
coming  year,  and  is  preparing  for  a  notable  ex- 
pansion of  their  business. 

A  Christmas  Letter 

The  R.  C.  Wade  Co.,  which  last  month  made 
its  formal  bow  to  the  music  industry,  is  send- 
ing out  a  very  interesting  little  Christmas  let- 
ter to  its  trade.  The  company's  advertising 
propaganda  have  brought  an  avalanche  of  in- 
quiries. In  one  short  month  their  mailing  list, 
which  at  the  time  of  their  announcement  con- 
tained a  few  names,  has  jumped  to  hundreds. 
In  order  to  become  better  acquainted  with  their 
new  dealers  they  have  decided  to  send  out  the 
following  interesting  Christmas  letter,  which 
we  reproduce  in  part: 

"Greetings— Tonofone,  the  talking  machine 
needle  supreme,  is  to  every  manufacturer  and 
dealer  in  every  branch  of  the  phonograph  busi- 
ness, and  to  every  music-lover — a  priceless  boon. 
Why?  B  ecause  Tonofone  brings  out  beauties 
and  charms  hitherto  unknown'  in  the  rendition 


of  'canned'  music,  and  therefore  enhances  the 
value  of  every  talking  machine  and  of  every 
record  in  the  world. 

"Prior  to  November  15  Tonofone  was  un- 
known, except  to  a  very  few,  yet  to-day — one 
short  month  later — it  is  easily  the  sensation  of 
the  talking  machine  world,  and  it  has  come  into 
eminence  on  pure  merit — nothing  else. 

"The  wonderful  reproductions  of  Tonofone  do 
not  depend  on  any  one  of  its  several  distinctive 
features.  Tonofone  is  materially,  mechanically, 
scientifically  and  musically  correct.  Without 
exactly  the  right  material,  treated  in  exactly  the 
right  way  and  unless  that  material  be  made  up 
with  the  very  extreme  of  accuracy  possible  in 
mechanics,  this  needle  and  every  needle  would 
fail — must  fail — to  reach  the  full  measure  of  its 
purpose — must  be  a  disappointment  and  a  fail- 
ure. 

"Very  few  people  comprehend  the  complex 
and  composite  character  of  the  modern  talking 
machine.  Most  of  us  are  content  to  enjoy  the 
delights  of  this  wondrous  master  instrument, 
without  giving  even  a  thought  to  the  why  and 
how  of  it.  This  condition  is  a  lamentable  fact, 
because,  to  one  with  even  a  very  limited  knowl- 
edge of  its  workings,  mere  enjoyment  becomes 
absorbing  fascination. 

"The  record  is  the  infinitely  delicate  storage 
battery — the  heart  and  soul  and  source  of  sound 
impulse.  The  reproducer  is  the  mouthpiece. 
The  tone  arm,  the  amplifier,  the  cabinet — each 
part,  in  fact,  has  its  special,  peculiar  function — 
yet  each  and  all  are  powerless  in  themselves — 
they  lack  the  life-giving  impulse. 

"Tonofone  is  the  master  key  that  unlocks  all 
these  parts,  the  link  that  couples  and  combines 
all  into  one  beautiful,  harmonious  whole  and' 
makes  the  modern  talking  machine  what  it  is 
to-day. 

"Furthermore,  Tonofone  is  so  nicely  and  pre- 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Cash  with  order 

State  make 
of  tone  arm  used 


Also  made 
with  long 
brake  shoe 
for  1  inch 
offset 


Patented  Aug.  28.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  for  attractive  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  At*.,  Chicago 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


89 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  88) 


cisely  adapted  to  its  purpose  that  it  not  only 
gives  a  perceptibly  and  decidedly  better  rendi- 
tion, but  does  it  with  the  very  least  possible 
wear  on  the  record.  Which  rides  the  more 
easily  and  injures  the  roadway  least?  The  rigid, 
iron  wheel  or  the  soft,  resilient  pneumatic  tire? 
Tonofone  is  flexible,  elastic,  resilient,  musical. 
Rigid  needles  necessarily  bounce  along  from 
wave  to  wave,  skipping  some  and  confusing 
others.  Tonofone  runs  into  and  over  each  lit- 
tle undulation,  wears  them  evenly  and  picks  out 
and  transmits,  pure  and  unspoiled,  each  and 
every  tone.  That  is  why  it  is  the  needle  su- 
preme. Get  a  copy  of  the  November  or  De- 
cember Talking  Machine  World  and  turn  to  page 
59 — it  tells  how  to  find  out  about  and  secure 
this  wonderful  little  newcomer  in  the  music 
world." 

Steger  Phonographs  Ready  for  Trade 

Roy  Hinman,  manager  of  the  wholesale  sales 


department  of  the  phonograph  division  of  Steger 
&  Sons  Piano  Mfg.  Co.,  announced  this  week 
that  the  company  has  now  their  productive 
capacity  so  organized  that  they  can  go  after 
wholesale  business  in  a  way  they  have  not  been 
able  to  do  in  the  past.  Heretofore  they  have 
only  been  able  partly  to  supply  the  demands 
of  the  regular  and  long  established  Steger  piano 
dealers,  but  now  they  have  a  large  number  of 
instruments  covering  the  entire  line,  coming 
through  at  the  plant  at  Steger,  and  will  be  able 
to  take  on  additional  representation  the  first 
of  the  year.  The  line  is  a  remarkable  one,  em- 
bracing no  less  than  nine  different  models,  all 
distinguished  by  a  beauty  and  originality  of 
case  design,  and  perfect  cabinet  work  that  might 
be  expected  from  a  house  of  the  Steger  repu- 
tation. 

Tonally,  too,  the  instrument  is  one  of  dis- 
tinction, and  there  are  various  original  features 


which  deserve  the  consideration  of  the  trade. 
One  of  the  most  notable  is  the  arrangement  by 
which  the  simple  manipulation  of  a  button  in 
the  tone  arm  regulates  the  various  pressures 
necessary  for  the  playing  of  lateral  cut,  Pathe 
or  Edison  records.  Another  notable  feature  is 
the  patented  sound  chamber.  It  is  built  en- 
tirely of  wood  and  the  proportions  have  been 
carefully  worked  out,  so  that  the  chamber  of- 
fers no  obstructions  of  any  kind  to  modify  the 
tone  quality. 

Announce  Their  Complete  Line 
By  means  of  an  artistic  and  original  folder, 
the  Vitanola  Co.  are  announcing  their  complete 
new  line  of  talking  machines.  The  instruments 
illustrated  in  their  folder  are  of  their  new 
models,  which  contain  many  new  and  valuable 
improvements  and  are  announced  just  in  time 
for  the  holiday  and  winter  season.  The  folder 
(Continued  on  page  90) 


IK^tplays 
iuvy  Record 


P5i 


Performance  Counts — 


Think  what  "performance"  means  to  you  in  the  making 
of  sales.  To  demonstrate  to  a  prospective  purchaser  and 
close  with  him  through  the  successful  "performance"  of 
the  machine.  That's  what  the  Empire  will  do  for  you — 
enable  you  to  sell  your  patrons  quickly  and  build  up  a 
profitable  phonograph  department. 

Let's  get  together  now  on  the  Empire  proposition — start 
the  year  1919  by  taking  up  the  Empire  agency — it  will 
enable  you  to  command  every  class  of  trade  and  you  will 
realize  handsome  profits  on  the  sale  of  every  machine. 


aaaaaaaaaa  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  a  aaa  >■.<• 


/■V 
A 


>2  Records 


tK*t  pi  *ys 
ajvy  Record 


You  will  have  no  trouble  selling  Empire  records  in  your 
locality — we  can  supply  you  with  all  the  latest  "hits"  and 
you  will  have  a  large  variety  to  offer.  Look  over  our 
January  list  in  the  Record  Bulletin  of  this  paper  and  then 
send  us  a  trial  order. 


Model  D 


Fmpiretaikingmachineco 

John  H.  Steinmetz,  President 

429  South  Wabash  Avenue,  Chicago,  111. 


90 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


PHONOGRAPH  CABINETS 


FOR  THE  TRADE 

The  Panels  are  of  Mahogany.    The  balance  of  the 
woodwork  is  of  Selected  Red  Gum 

OTHER  FINISHES  CAN  BE  SUPPLIED 

Place  Orders  NOW  for  1919  Delivery 

LAKESIDE  SUPPLY  CO.,  Inc. 

CHICAGO,  ILL. 


The    specifications  for 
the  three  types  we 
offer  are : 
TYPE  "A" 

Height— Width— Depth 

45"x20nx23£" 

TYPE  "B" 

48"x22nx24" 

TYPE  "C" 

50nx23nx24|" 


202  S.  CLARK  ST. 


Phone,  Harrison  3840 


We  have  a  limited  num- 
ber of  these  Cabinets 
for  immediate  delivery 

Write  for  Particulars 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  89) 


was  recently  designed  by  Sam  Schiff,  of  the 
Vitanola  Co.  Its  cover  is  a  two-page  affair, 
whereon  is  printed  a  pen-and-ink  illustration 
of  an  elaborate  doorway.  Pasted  over  this 
doorway  is  a  strip  whereon  types  of  Vitanolas 
offered  are  printed.  Six  models  in  all  are  shown, 
including  one  of  their  console  type.  The  color- 
ing of  the  machines  is  a  soft  black,  and  the 
background  is  of  gold,  surrounded  by  a  narrow 
strip  of  red  border.  The  illustrated  strip  is 
pasted  over  the  aforementioned  doorway,  and 
the  caption  on  the  door  reads  "This  door  leads 
to  greater  opportunity." 

Interesting  Story  of  Progress 
A.  G.  Kunde,  of  Milwaukee,  celebrated  his 


View  of  A.  G.  Kunde's  Warerooms 

tenth  year  in  the  talking  machine  business  in 
November  of  this  year.     It  was  a  decade  of  re- 


markable progress.  His  entrance  into  the  talk- 
ing machine  field  was  a  little  store  on  Fon  du 
Lac  avenue,  in  the  outlying  districts  of  Milwau- 
kee. He  made  a  success  from  the  very  start, 
and  in  a  year  attracted  the  attention  of  the  Co- 
lumbia Graphophone  Co.  to  such  an  extent  that 
when  they  decided  to  discontinue  their  Mil- 
waukee branch  they  immediately  approached 
him  on  the  subject.  He  took  over  the  Colum- 
bia store  on  Grand  avenue,  and  with  it  the  job- 
bers' representation  for  Milwaukee  county.  A 
few  months  later  he  moved  to  his  present  loca- 
tion at  516  Grand  avenue,  and  in_a  few  months 
remodeled  the  store  and  added  immensely  to  its 
attractiveness. 

Not  only  does  he  do  a  retail  business  of  very 
large  proportions,  but  he  has  also  established  a 
number  of  new  dealers  in  Milwaukee  and  nearby 
towns.  Mr.  Kunde  has  been  assisted  since  the 
beginning  of  the  business  by.  his  wife,  a  most 
charming  and  intellectual  woman,  who  has  de- 
veloped into  a  saleswoman  of  distinguished  abil- 
ity. 

Welcome  Home 

Wm.  C.  Griffith,  who  prior  to  his  enlistment 
in  the  United  States  Army  was  assistant  to  G. 
P.  Ellis,  sales  manager  of  the  Chicago  Talking 
Machine  Co.,  has  received  his  honorable  dis- 
charge and  will  be  back  on  the  job  at  the  com- 
pany's offices  by  Monday  of  next  week.  Upon 


Our  Repair  Department 

WE  ARE  EQUIPPED  TO  DO  REPAIR  WORK  OF  ALL  KINDS 

Our  experts  are  men  of  20  years'  experience  in  the  assembling 
and  repairing  of  all  the  mechanical  parts  of  a  talking  machine 
and  are  capable  of  repairing  and  adjusting  any  kind  of  a 
motor,  sound  box  or  any  other  part  of  any  make  of  machine. 

All  work  guaranteed  to  be  satisfactory  in  every  respect. 

Efficiency  and  quick  service  at  all  times,  with  reasonable  prices. 

Send  us  your  repair  jobs  and  they  will  receive  prompt  attention 


INCORPORATED  UNDER  THE 
LAWS  OF  ILLINOIS 


^SH..„. 
successor  s^rcfas 

Standard  Talking  Machine  Co. 
United  Talking  Machine  Co. 
Harmony  Talking  Machine  Co. 
O'Nelll  Jantoe  Co. 
Arelino  Co. 


w  Talking  Machine  Supplies,  Etc 
227  W.  Lake  Street,  CHICAGO,  ILL. 


TRADE  MARK 

•CON  SO  LA." 


enlistment,  Mr.  Griffith  was  sent  to  Camp 
Wheeler,  Macon,  Ga.,  where  he  received  his 
training  and  was  promoted  to  the  rank  of  cor- 
poral. About  three  months  ago  he  was  selected 
as  a  candidate  for  the  Officers'  Training  School 
at  Camp  Zachary  Taylor,  Kentucky,  and  since 
then  has  been  receiving  a  thorough  schooling. 
Sympathy  for  L.  C.  Wiswell 

L.  C.  Wiswell,  manager  of  the  talking  ma- 
chine department  of  Lyon  &  Healy,  has  the 
deep  sympathy  of  his  very  many  friends  in  the 
trade  in  the  death  of  Mrs.  Wiswell,  which  oc- 
curred on  Sunday,  November  16,  at  her  home, 
10534  South  Seeley  avenue.  Mrs.- Wiswell  had 
been  sick  but  a  short  time  with  pneumonia,  suc- 
ceeding an  attack  of  influenza.  The  funeral 
services  were  held  the  following  Tuesday  after- 
noon at  Mt.  Hope  Cemetery.  Mrs.  Wiswell  is 
survived  by  her  husband  and  four  children. 
Brunswick  Activities 

C.  J.  Carroll,  who  formerly  looked  after  the 
Brunswick  trade  in  Denver  territory,  has  been 
released  by  the  Government  and  is  back  at  his 
old  stamping  grounds.  For  the  past  several 
months  Mr.  Carroll  has  been  working  in  a  Gov- 
ernment ammunition  factory  in  Tennessee. 

A.  J.  Kendrick,  general  supervisor  for  the 
Brunswick  Co.,  spent  last  week  in  Indianapolis, 
calling  on  Geo.  F.  Standke,  manager  of  the 
Brunswick  Shop  in  that  city. 

L.  E.  Blythe,  formerly  Kansas  City  repre- 
sentative for  Brunswick,  but  now  a  member  of 
Uncle  Sam's  forces,  stationed  at  Ft.  Sheridan, 
was  in  town  for  a  few  days  recently. 

Personals  and  Visitors 

V.  H.  Nelson,  manager  of  the  talking  machine 
department  of  the  Wilbur  Templin  Music  House, 
Elkhart,  Ind.,  was  a  caller  recently. 

W.  E.  Shay,  Elyria,  O.;  S.  M.  Field,  of  the 
George  Gloss  Dry  Goods  Co.,  Little  Rock,  Ark.; 
J.  A.  Hofheinz,  of  the  Bry  Bloch  Mercantile  Co., 
Memphis,  Tenn.,  were  among  the  recent  visi- 
tors to  the  trade  here. 

A.  W.  Roos,  manager  of  the  St.  Louis  branch 
of  the  Columbia  Graphophone  Co.,  was  in  Chi- 
cago recently. 

Chas.  Kennedy,  Columbia  representative  at 
Cleveland,  spent  a  few  days  in  Chicago. 

Wallace  Brown,  the  live  wire  Brunswick  deal- 
er of  Detroit,  paid  Chicago  a  visit  last  week. 


REPAIRS 

Correct  Repair- 
ing for  the  trade 

Send  your  motors  by  parcel  post 

VAN  DEMARK'S 

15  Years  at 
305  E.  43d  ST.,  CHICAGO 


December  15,  1918 


THE    TALKING   MACHINE  WORLD 


91 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  90) 
NOW  SUPPLYING  "WORLD"  RECORDS      THE  NEW  FULTON=ALDEN  MOTOR 


Wide  Selection  of  Numbers  for  Jobbers  Being 
Furnished  by  the  World  Phonograph  Co. — 
This  Company  Making  Distinct  Strides 


Chicago,  III.,  December  5. — Under  the  progres- 
sive direction  of  Ernest  C.  Cook,  who  assumed 
the  secretaryship  and  general  managership  of 
the  World  Phonograph  Co.,  of  this  city,  a  few 
months  ago,  that  corporation  has  made  distinct 
strides  in  the  volume  of  output,  quality  of  prod- 
uct and  popularity  with  the  trade.  This  is  one 
of  the  comparatively  few  concerns  in  the  coun- 


Ernest  C.  Cook 

try  that  can  boast  of  producing  its  own  product 
practically  in  its  entirety. 

A  trip  through  the  plant  this  week  revealed 
every  evidence  of  prosperity.  A  large  number 
of  the  various  styles  of  the  World  phonographs 
are  in  process,  and  the  shipping  floor  was  a 
busy  spot  indeed.  It  is  a  factory  in  every  sense 
of  the  word.  In  the  basement  the  company 
manufactures  its  own  shipping  boxes.  The  first 
floor  constitutes  an  exceptionally  well  equipped 
mill  room.  The  second  floor  is  devoted  to  the 
general  offices  and  the  shipping  room.  On  the 
third  a  large  force  of  expert  cabinet  makers  is 
busily  engaged.  The  fourth  floor  is  devoted  en- 
tirely to  assembling,  while  the  top  floor  is  de- 
voted to  the  finishing  departments. 

In  the  drafting  room  designs  for  some  very 
attractive  new  models  which  will  make  their 
appearance  the  first  of  the  year  were  shown  with 
justifiable  pride  to  the  visitor. 

Mr.  Cook  also  states  that  the  company  now 
has  its  own  motors,  tone  arms  and  sound 
boxes  in  process  of  construction,  and  that  they 
will  be  a  constituent  part  of  the  entire  1919 
product.  The  company  is  getting  the  distribu- 
tion of  its  product  in  very  strong  hands,  and 
its  lists  of  jobbers  comprises  some  of  the  largest, 
oldest  and  best  financed  houses  in  the  country. 
The  officers  of  the  company  are  highly  pleased 
with  the  notable  advance  made  by  this  institu- 
tion since  Mr.  Cook  assumed  the  helm. 

The  company  is  now  able  to  furnish  their 
jobbers  with  "World"  records.  The  catalog  is 
a  large  one,  embracing  a  wide  selection  of  num- 
bers by  orchestras,  bands  and  vocal  artists  of 
distinction.'  This  will  of  course  be  supple- 
mented by  monthly  bulletins.  The  label  itself 
is  a  very  distinctive  one,  being  unconventional 
and  tending  to  fix  the  attention  of  the  pros- 
pective purchaser  at  once. 


Fulton-Alden  Co.  Expect  to  Make  Shipments 
From  Their  New  Plant  at  Waukegan  Before 
January  1 — New  Motor  Technically  Described 


Chicago,  III.,  December  7. — Last  month's  is- 
sue of  this  paper  contained  the  interesting  news 
that  the  Fulton-Alden  Co.  had  purchased  the 
plant  and  "equipment  of  the  Metal  Specialties 
Co.,  Benton  Harbor,  Mich.,  which  has  been  de- 
voted since  its  organization  to  the  production 
of  a  new  type  of  talking  machine  motor,  as  well 
as  to  other- specialties  of  like  kind. 

The  Benton  Harbor  factory  has  now  been 
moved  to  the  Fulton-Alden  Co.'s  new  plant  at 
Waukegan,  which  has  a  superficial  area  of  about 
15,000  square  feet.  Before  January  1,  according 
to  present  plans,  the  company  will  be  shipping 
their  motors  on  a  regular  production  basis. 

The  new  Fulton-Alden  motor,  which  will  be 
offered  to  the  trade  in  this  way,  comprises  many 
special  mechanical  features  which  have  been 
specially  worked  out  by  its  inventor,  William  R. 
Everett,  who  is  well  known  to  be  one  of  the 
leading  experts  in  the  design  of  such  mecha- 
nisms. "Its  most  striking  feature,"  it  is  pointed 
out,  "undoubtedly  is  to  be  found  in  the  vertical 
governor,  in  which  the  centrifugal  balls  are  hung 
on  links  instead  of  springs.  It  can  readily  be 
seen  that  a  vertical  governor  must  have  definite 
advantages  over  the  more  usual  horizontal  de- 
sign. In  the  first  place,  the  tendency  to  twist 
out  of  line  is  wholly  avoided,  because  the  balls 
are  held  balanced  around  their  shaft,  when  at 
rest,  by  simple  force  of  gravity,  and  when  in 
motion  are  compelled  to  travel  at  once  in  a  per- 
fect circle.  On  the  other  hand,  when  the  balls 
are  horizontally  disposed,  it  is  necessary  to 
fasten  them  to  springs  instead  of  links,  in  order 
to  keep  them  in  place,  and  the  wearing  of  the 
springs  soon  tends  to  become  irregular,  throw- 
ing one  ball  perhaps  out  of  line  with  the  others, 
and  tending  to  give  an  elliptical  instead  of  a 
circular  path  to  the  distorted  ball.  This  pro- 
duces noise  and  upsets  the  controlling  action  of 
the  governor,  leading  to  irregular  turntable 
speed. 

"The  Fulton-Alden  motor,  in  the  second  place, 
includes  a  new  gear-train  entirely.  There  is 
only  one  intermediate  shaft,  driven  by  the  spring 
box  gear,  and  this  drives  both  the  turntable 
shaft  and  the  governor  shaft.  The  latter  shaft, 
in  fact,  is  detached  from  the  turntable  shaft, 
which  usually  drives  it.  Thus  the  governor,  the 
turntable  and  the  spring  box  are  in  effect  locked 
together  permanently.  No  change  in  governor 
speed  can  fail  to  affect  directly  all  the  gears  of 
the  entire  motor.  Moreover,  this  type  of  con- 
struction permits  the  assembling  of  the  motor 
with  varying  sizes  or  numbers  of  spring  boxes, 
so  that  the  production  of  a  varied  line  for  all 
kinds  of  talking  machines  is  made  possible  very 
economically  and  satisfactorily. 

"It  must  also  be  mentioned  that  spiral  cut 
gears  are  employed  instead  of  the  usual  spur 
gears  with  worm  gearing  for  the  governor.  The 
inventor  says  that  he  did  not  desire  to  depart 
radically  from  accepted  types  of  motor,  but  to 
eliminate  mechanical  faults  and  especially  to  im- 
prove the  methods  of  assembly  and  production." 

Several  other  features,  including  the  new 
winding  device,  the  back  stop,  etc.,  will  be  de- 
scribed, with  illustrations,  later. 


R.  E.  Quinn  &  Co.,  Elizabeth  City,  N.  C, 
has  opened  a  large  talking  machine  department, 
and  has  secured  the  Columbia  agency. 


THE  LATEST  INVENTION  IN  THE  PHONOGRAPH  INDUSTRY 

"THE  ALL-IN-ONE" 

An  attachment  for  VICTROLA  and  COLUMBIA,  which,  when  once  attached  to  the  tonearm,  plays  per- 
manently all  makes  of  disc  records  without  any  further  change  of  the  position  of  the  reproducer. 


Retails  at  $1.50.  Write  today  to 


F.  J.  M.  KAUMANNS,  Sole  Representative,   ::  405  Westminster  Building,  CHICAGO 


COLUMBIA  LINE  IN  ROANOKE,  VA. 

Hobbie  Bros,  Inc.,  the  prominent  music  house 
of  Roanoke,  Va.,  has  secured  the  agency  for  the 
Columbia  Grafonolas  and  records,  formerly  held 
by  the  Huntley  Furniture  Co.,  that  city.  Hob- 
bie Bros,  have  arranged  to  open  a  substantial 
department  built  with  sound-proof  rooms  and 
other  facilities. 


TO  MAKE  TALKING  MACHINES 

The  H.  L.  Main  Furniture  Works,  Hagers- 
town,  Md.,  has  been  purchased  by  Dr.  Charles 
F.  Anck,  of  Philadelphia,  who  is  organizing  a 
company  for  the  manufacture  of  talking  ma- 
chines. 


LOCATES  IN  DALLAS,  TEX. 

E.  Keith  Lyons,  formerly  manager  of  the 
talking  machine  department  of  Herman-Straus 
&  Sons  Co.,  Louisville,  Ky.,  is  now  in  the 
business  with  his  father  in  Dallas,  Texas. 


il 


I  The  Cabinet  of  the  Phonograph  | 
1   That's  to  Be  A  Real  Instrument  1 


Must  be  more  than  m 

m  a  Pretty  Box.  J 

SINGER 

|    CABINETS  | 

|  are  handsome — see  the  design —  m 

jf  and  besides  they're  built  to  last,  the  || 

J  qualities  that  preserve  the  hand-  J 

|  someness  are  built  in.  Without  those  jj 

m  qualities  lasting  satisfaction  cannot  | 

|  be  given.  H 

|  We're  Skillful  Wood  Workers  | 

■  — and  we  know  woods,  we  know  B 
g  what  to  use  and  what  to  avoid  to  11 

■  '  insure  maximum  lasting  qualities. 

Cabinets  Bailt  from  Your  Blue  jj 
H                  Prints  or  We'll  Submit  Designs 

■  Prices  fitted  to  your  selling  prop-  g 
H     osition.  = 

fl  Why  Worry  Along  on  a  Hunch  ?  = 

H  Our  Knowledge  is  A  SURE  Thing.  H 

H  Get  In  Touch  With  Us  To-day. 

|  Singer  Talking  Machine  Co.  | 

I     MILWAUKEE  WIS.  ■ 


92  THE     TALKING     MACHINE     WORLD  December  IS,  1918 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


93 


This  Christmas  it  isn't  a  question  of 
whether  or  not  to  buy  a  Grafonola— but 
what  Grafonola  to  buy. 


Columbia  Graphophone  Co. 

NEW  YORK 


ISSUE  NEW  RECORD  CATALOG 

Complete  List  of  Paramount  Records  Offered 
in  Attractive  Volume  Just  Off  Press 


There  has  just  been  issued  a  new  and  most  at- 
tractive Paramount  record  catalog,  copies  of 
which  are  now  being  distributed  to  the  trade. 
The  new  catalog  is  gotten  up  in  an  elaborate 
manner  in  keeping  with  the  Paramount  policy 
and  is  supplied  with  a  cover  of  rich  green,  upon 


Cover  of  New  Paramount  Catalog 

which  the  Paramount  trade-mark  is  printed  in 
gold  and  black.  The  effect  is  decidedly  attrac- 
tive. 

The  reading  matter  consists  of  several  pages 
of  general  information  relative  to  Paramount 
records  and  the  way  to  play  them.  Then  follow 
some  lists  arranged  to  assist  purchasers  in  their 
selections,  a  help  that  is  often  much  appreciated. 

Every  record  is  listed  alphabetically  and  again 
cross  indexed  under  the  name  of  the  artist  or 
organization  producing  it.  Throughout  the  list 
free  use  is  made  of  pictures  of  Paramount  artists 
which  add  interest  and  variety  to  the  many 
pages. 

The  size  and  contents  of  the  catalog  reflect 
the  progress  made  by  Paramount.  The  long 
list  of  titles  comprises  favorite  popular  and 
classic  numbers,  so  paired  as  to  make  each  rec- 
ord a  live  one.  From  late  reports  sales  are 
climbing  steadily,  indicating  that  the  records  are 
making  good. 


IN  NEW  LOCATION 


William  H.  Avery,  piano  and  talking  machine 
dealer  of  Concord,  N.  H.,  has  moved  his  store 
from  the  old  location  at  5  Capitol  Street,  to 
larger  and  handsomer  quarters  at  18  Pleasant 
Street. 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is  de- 
signed for  the  service  of  all  classes  of  our  readers,  includ- 
ing those  who  make,  and  those  who  sell,  talking  machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has  a 
wide  and  enviable  reputation  as  a  repairer  of  talking  ma- 
chines and  conducts  an  exclusive  talking  machine  repair 
shop  at  176  Sixth  avenue,  New  York.  Tell  him  your  trou- 
bles through  The  World  and  he  will  help  you  if  possible. 
The  service  is  free. — Editor.] 

SOUND  BOXES 


{.Continued) 
The  Edison  Diamond  Disc  Sound  Box 

No  doubt  every  dealer  is  familiar  by  sight 
with  the  Edison  Disc  sound  box,  but  I  think  it 
would  be  safe  to  say  that  not  over  10  per  cent, 
of  them  have  ever  had  the  opportunity  of  look- 
ing inside  of  one,  to  see  how  it  is  made  and 
what  it  is  made  of. 

There  are  three  points  to  consider  about  this 
sound  box  (so  different  from  the  usual  lateral 
cut  record  sound  box)  that  they  command  our 
attention  at  first  glance. 

The  first  important  fact  to  consider  is  that 
the  box  is  constructed  of  two  main  parts — the 
top,  or  cup,  containing  the  diaphragm  and  tone 
tube  connection,  and  the  bottom,  or  floating 
weight — carrying  the  diamond  point  set  in  a 
swivel  stylus  arm.  Second,  unlike  the  lateral 
cut  record  sound  box,  the  full  weight  of  the 
sound  box  does  not  rest  on  the  playing  point, 
the  weight  of  the  sound  box  cup  is  borne  by 
the  sound  tube,  which  is  carried  across  the 
record  surface  by  means  of  a  spiral  feed,  leav- 
ing only  the  four-ounce  floating  weight  to  press 
against  the  record  through  the  diamond  point. 
Third,  there  is  not  a  rigid  connection  between 


the  stylus  arm  and  the  diaphragm,  the  medium 
used  is  a  silk  or  cotton  thread. 

The  diaphragm  is  made  of  several  layers  of 
rice  paper  saturated  with  a  chemical  composi- 
tion, heated  and  pressed  to  a  thickness  of  five 
one-thousandth  of  an  incli.  To  overcome  blast 
a  thin  piece  of  cork  is  shellacked  to  the  under- 
neath side  of  the  diaphragm.  On  the  top  of  the 
diaphragm,  over  the  center  hole,  is  cemented  a 
little  ivory  fixture  to  which  the  upper  end  of 
the  flexible  cord  is  fastened.  The  diaphragm 
is  placed  between  two  gaskets  of  solid  rubber, 
which  are  tightened  by  a  screw  clamp  ring. 

The  floating  weight  is  attached  to  a  loose 
screw  at  the  back  end  of  the  sound  box  cup 
casting  by  a  light,  flexible  spring.  This  ar- 
rangement of  suspension  allows  of  motion  not 
only  perpendicularly,  but  also  laterally.  Both 
motions  are  checked  by  means  of  a  pin  in  the 
floating  weight  engaging  the  limit  loop  attached 
to  the  front  end  of  the  cup  casting.  When  the 
sound  box  is  raised  from  the  record  this  limit 
pin  and  loop  act  as  a  support  for  the  floating 
weight,  taking  away  all  pull  on  the  diaphragm 
when  the  box  is  not  in  use. 

When  the  sound  box  is  lowered  to  the  record 
for  playing  the  floating  weight  pressing  down 
on  the  stylus  arm  causes  the  flexible  cord  to  be 
pulled  taut  and  so  permits  the  vibrations  to  be 
carried  to  the  diaphragm. 

The  permanent  diamond  points  carefully 
ground  to  fit  exactly  the  groove  of  the  record 
which  is  cut  at  150  lines  to  the  inch  and  is  com- 
monly called  the  hill  and  dale  cut. 

From  the  Repairman's  Standpoint 

From  the  standpoint  of  the  repairman,  about 
the  only  troubles  he  has  to  contend  with  are — 
the  loosening  of  the  ivory  fixture  from  the  dia- 
phragm— a  broken  diamond  point — -"broken 
swivel  spring  or  the  tightening  of  the  swivel 
screw  to  which  the  floating  weight  spring  is  at- 
tached. 


TEN  INCH 


Operapfione 

PLAY  WITH  STEEL  NEEDLE 
ON  ALL  UNIVERSAL  TONE  ARM  MACHINES 

Records 

COMPLETE  CATALOGUE  SENT  ON  REQUEST 

OPERAPHONE  CO.,  INC.,  LONG  ISLAND  CITY,  N.  Y. 


94 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


PERIOD  OF  UNPARALLELED  POPULARITY  FOR  PHONOGRAPH 

That  Is  What  the  Future  Holds  for  the  Industry  in  the  Opinion  of  John  Cromelin,  General  Sales 
Manager  of  the  Otto  Heineman  Phonograph  Supply  Co. 


"The  phonograph  is  about  to  enter  on  a  period 
of  unparalleled  popularity  as  a  national  house- 
hold article,  and  the  phonograph  industry  is 
about  to  enter  upon  a  period  of  unparalleled 
volume  of  sales,"  said  John  Cromelin,  general 
sales  manager  of  the  Otto  Heineman  Phono- 
graph Supply  Co.,  Inc.,  in  a  chat  this  week  with 
a  representative  of  The  World. 

"During  the  period  of  the  war  the  demand  for 
phonographs  and  records  was  enormously  in  ex- 
cess of  the  ability  of  the  entire  industry  to  sup- 
ply. The  war  brought  home  to  the  entire 
world  the  importance  that  wholesome  and  in- 
spiring songs  and  music  have  in  maintaining 
the  best  efficiency  of  civilian  and  soldier  alike, 
and  it  brought  home,  further,  the  fact  that  the 
incomparable  vehicle  for  these  songs  and  music 
is  the  phonograph.  Every  manufacturer  was 
oversold  far  in  excess  of  his  capacity.  The 
recognition  of  the  importance  of  the  phonograph 
as  the  universal  entertainer  and  morale  and  ef- 
ficiency-builder is  shown  not  only  in  the  tre- 
mendous and  insatiable  demand  that  came  from 
the  public,  but  also  in'the  treatment  of  this  in- 
dustry by  the  Government.  The  restrictions 
which  were  imposed  upon  the  phonograph  in- 
dustry were  reluctantly  and  tardily  imposed  and 
they  were  nothing  like  so  severe  as  restrictions 
on  many  other  industries. 

"Why  was  this?  Because  the  Government 
recognized  the  great  value  of  the  phonograph  in 
keeping  the  men  in  the  camps  and  the  men  and 
the  women  in  the  factories  and  in  the  homes  con- 
tent and  efficient.  Because  of  this  the  restrictions 
on  the  phonograph  industry  were  moderate  and 
were  . imposed  at  such  a  late  period  that  they  in 
themselves  did  little  to  interfere  with  the  produc- 
tion of  phonographs  and  records.  There  was 
very  substantial  interference  with  production, 
but  this  came  from  the  shortage  of  material  and 


labor,  due  to  the  enormous  total  production  of 
all  kinds  of  war  and  peace  supplies. 

"The  laboring  classes  of  the  country  during 
the  war  period  made  money  at  a  rate  that  they 
never  dreamed  of,  and  the  first  thing  that  they 


John  Cromelin 

turned  to  for  the  enjoyment  of  their  new  sur- 
plus was  the  phonograph. 

"Now  we  are  entering  a  situation  where,  owing 
to  the  enormous  tasks  to  be  performed  by  the 
world,  the  demand  for  labor  will  continue  for  an 
indefinite  period  to  be  nearly  if  not  fully  as 
great,  as  it  has  been;  therefore  the  prosperity 
of  the  working  classes  will  continue.  This 
means  that  the  purchasing  power  of  the  indi- 
vidual in  the  United  States  will  remain  high  and 


the  demand  for  phonographs  and  records  will 
therefore  keep  up  the  way  that  it  has  done  in 
1917  and  1918— but  with  this  big  difference- 
that  now  peace  industries  have  come  to  have 
their  turn  in  getting  supplies  of  material  and 
labor  the  phonograph  industry  will  be  able  to 
make  deliveries  of  the  quantities  of  goods  the 
public  want.  This,  taking  into  consideration 
the  great  increase  in  demand,  will  mean  an  enor- 
mous volume  of  phonograph  and  record  busi- 
ness as  Compared  with  any  figures  that  the  in- 
dustry has  ever  experienced. 

"One  of  the  biggest  factors  that  will  contrib- 
ute to  the  great  broadening  of  volume  of  the 
phonograph  and  record  business  is  the  general 
interest  being  taken  in  this  industry  by  success- 
ful and  long-established  companies  in  other  lines 
of  the  mercantile  world.  A  few  years  ago  the 
phonograph  trade  in  this  country  was  in  the 
hands  of  a  few  companies  who  had  been  estab- 
lished for  a  great  many  years.  About  that  time 
the  foundation  was  laid  for  bringing  into  exist- 
ence a  number  of  other  manufacturers  of  so- 
called  'independent'  machines.  In  the  begin- 
ning, this  industry  was  a  small  and  precarious 
one.  A  few  old  concerns  were  firmly  estab- 
lished in  the  public  mind,  and  it  was  very  hard 
for  other  concerns  to  get  a  start,  but  after  a 
year  or  two  a  number  of  the  best  houses,  who 
had  started  manufacturing  their  own  phono- 
graphs, had  laid  a  pretty  good  basis  of  success 
and  finally,  in  the  nearly  two  years  that  the 
United  States  has  been  at  war,  the  best  of  the 
newcomers  in  this  field  have  grown  so  rapidly 
and  built  up  a  turnover  of  such  quantities  as  to 
exceed  even  our  sanguine  and  optimistic  expec- 
tations. 

"I  don't  know  whether  you  realize  it,  but  it  is 
a  fact  that  one  of  these  manufacturers,  starting 
only  two  or  three  years  ago,  is  selling  one  hun- 
dred thousand  machines  a  year,  and  not  cheap 
machines  either.  They  are  machines  that  aver- 
age to  the  public  between  $75  and  $90.  There 
are  three  or  four  others  that  are  selling  between 
fifty  thousand  and  sixty  thousand  machines  each 

iiiiiiiiiiiH  m 


The  Veritone  Phonograph 


A  Quality  Product 


MODEL  100 


The  Veritone  Phonograph  is  not  only  mechanically 
efficient  and  artistic  in  appearance,  but  it  assures  the  dealer 
a  large  margin  of  profit.  The  cabinets  are  of  fine  work- 
manship, and  the  equipment  of  the  machine  is  of  the  best 
throughout. 

Built  in  six  styles  retailing  from  $55.00  to  $215.00.  It 
plays  all  the  makes  of  disc  records,  and  is  equipped  with 
many  individual  features. 

To  Responsible  Dealers 

We  know  you  are  looking  for  a  phonograph  of  quality  com- 
bined with  a  profitable  proposition.  In  order  to  prove  to  you 
that  we  have  the  best  you  have  yet  seen  we  will  send  you  one  of 
our  machines  on  approval.    Let  us  know  where  to  send  it. 


Veritone  Talking  Machine  Co. 


145  West  45th  St. 


New  York  City 


■■■■■■iii'i  "  iniiinmiimiiiiiiiniiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii     mim  i  ism  11  i  n  .1  ,i  i  '  1:  r  1 .1 .1 1  ,i  r  r  i'  1 .1 .1 1:  ,< ,  i  ,1 .1 ,1  r  i  r  r  1 !  r ,  .1 r  1  ,<y.i  i' 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


95 


VAN  VEEN  "BED-SET"  BOOTHS 


m  R8g| 


Prepare  for  the  Greatest  Talking  Machine 
Trade  in  History 


WRITE  FOR  A  COPY  OF  OUR  NEW  CATALOG 

It  will  give  you  an  idea  of  the  attractiveness  of  Van  Veen  "Bed-Set"  booths,  and  enable  you  to  make  plans 
for  the  great  '*  after-war "  business  that  the  talking-machine  industry  will  enjoy. 

Arthur  L.  Van  Veen  &  Co.  SE34th  stree^JS£ 


per  year,  and  altogether  know  this  newer  branch 
of  the  phonograph  manufacturing  industry  has 
already  reached  a  stage  where  the  number  of 
machines  turned  over  is  not  far  short  of  the 
trade  done  by  the  old-established  companies. 
This  volume  of  business  has  been  attained  not- 
withstanding the  severe  handicap  upon  produc- 
tion in  1917  and  particularly  in  1918.  All  of 
these  manufacturers  could  have  sold  between 
them  hundreds  of  thousands  more  machines  if 
they  had  only  been  able  to  produce  them.  They 
will  do  this  in  1919,  and  finally  and  permanently 
establish  the  talking  machine  industry  upon  a 
broad  foundation. 

"An  interesting  feature  of  the  growth  of  the 
phonograph  industry  is  the  development  of  the 
record  business.  This  is  evidenced  in  the  phe- 
nomenal success  achieved  by  the  'OkeH'  rec- 
ord. Our  company  realized  for  a  long  time 
that  the  absence  of  a  record  supply  available  for 
the  dealers  handling  the  newer  machines  was  a 
serious  handicap  to  the  business,  and  a  few 
months  ago  we  brought  out  our  'OkeH'  record, 
which  sprang  into  instant  popularity,  owing  to 
the  fact  that  it  was,  in  our  opinion,  the  first  good 
record  which  had  been  offered  to  the  dealers 
on  a  basis  which  enabled  them  to  handle  it  with- 
out being  obliged  to  carry  a  corresponding  line 
of  machines.  We  have  been  oversold  on  our 
'.OkeH'  record  from  the  beginning,  but  we  are 
adding  greatly  to  our  facilities,  and  are  getting 
into  position  to  deliver  'OkeH'  records  in  the  un- 
limited quantity  that  seems  to  be  demanded.  This 
record  supply  will  be  of  the  greatest  help  to 
the  dealers  handling  the  newer  machines  and 
therefore  to  the  manufacturers  of  these  ma- 
chines. 

"In  the  very  few  months  that  the  'OkeH'  rec- 
ord has  been  on  the  market,  we  have  had  as- 
surances from  many  phonograph  manufacturers 

GRAFONOLA  FOR  THE  PRESIDENT 


who  are  large  users  of  our  motors  and  tone 
arms  that  this  record  has  been  of  substantial 
assistance  to  them  in  the  sale  of  their  phono- 
graph. 

"All  in  all,  the  future  of  the  entire  phono- 
graph industry  can  only  be  described  as  mag- 
hundred  Columbia  records  was  also  placed  on 
board  the  U.  S.  S.  "Orizaba,"  which  left  Ho- 
boken  on  Sunday  with  a  party  of  three  hundred 
and  fifty  newspaper  men,  press  correspondents, 
photographers,  etc.,  bound  for  the  peace  confer- 
ences at  Brest.  These  newspaper  men  will  un- 
doubtedly be  delighted  with  the  entertainment 
afforded  by  the  Grafonola  and  the  Columbia 
records. 


Parham  Werlein,  head  of  Philip  Werlein,  Ltd., 
the  Victor  wholesalers  in  New  Orleans,  La., 
heads  a  committee  of  Elks  who  are  working 
for  the  "Times-Picayune"  Christmas  Doll  and 
Toy  Fund,  to  provide  toys  for  the  poor  children. 


nificently  brilliant.  I  have  been  hearing  the 
statement  made  'the  phonograph  industry  hasn't 
started  yet'  for  so  many  years  that  it  has  be- 
come a  hackneyed  phrase,  but  I  must  confess  I 
never  felt  that  this  phrase  is  so  true  as  it  is  to- 
day." • 

REPORTS  BIG  V0CAL10N  TRADE 

Cincinnati,  O,  December  8— Manager  Byars, 
of  the  local  Aeolian  store,  reports  the  closing 
of  the  biggest  November  Vocalion  business  ever 
done  in  the  history  of  the  Cincinnati  store. 

Now  that  the  armistice  has  been  signed  and 
the  war  is  practically  over,  the  public  are  no 
longer  uneasy,  and  they  seem  to  be  in  a  splendid 
buying  mood. 

At  the  request  of  Miss  Beth  Lydy,  the  musical 
success  of  "Rainbow  Girl,"  Mr.  Byars  placed  at 
her  disposal  in  the  Hotel  Sinton  a  Vocalion. 
Miss  Lydy  is  a  staunch  admirer  of  this  instru- 
ment and  rents  one  in  each  city  she  visits. 


Grand  Salon  of  "George  Washington"  Has  Type 
L-2  Grafonola  for  President  Wilson's  Pleasure 
During  His  Historic  Trip  to  Europe 


When  the  ocean  liner,  the  U.  S.  S.  "George 
Washington,"  left  New  York  Wednesday  morn- 


Loading  Grafonola  for  President's  Ship 

ing  with  President  Wilson  and  the  members  of 
his  party  aboard,  bound  for  the  peace  confer- 
ences, it  was  well  provided  with  music,  for  in  ad- 
dition to  a  brass  band  for  concerts  on  deck  and 
an  orchestra  to  play  during  meals,  a  Columbia 
Grafonola  with  a  library  of  one  hundred  Colum- 
bia records  was  placed  on  board  the  liner. 

The  type  L-2  Grafonola  was  the  instrument 
honored  by  being  chosen  for  use  on  this  mem- 
orable trip  across  the  Atlantic,  and  according  to 
wireless  advices  received  at  the  Columbia  ex- 
ecutive office  this  Grafonola  and  the  Columbia 
record  library  are  contributing  materially  to  the 
enjoyment  of  the  Presidential  party.  The  in- 
strument was  placed  in  the  grand  salon,  and 
the  artistic  beauty  of  this  particular  Grafonola 
design  harmonizes  completely  with  the  mag- 
nificent furnishings  and  decorations  of  this 
salon.  Included  in  the  library  of  records  fur- 
nished for  the  amusement  of  the  President  and 
his  party  were  several  Columbia  records  made 
by  Miss  Margaret  Woodrow  Wilson,  daughter 
of  the  President,  who  records  for  the  Columbia 
library  exclusively. 

A  type  L-2  Grafonola  with  a  library  of  one 


SERVICE  for  the  JOBBER 


Write  today 

Seven  Patterns  in  stock 

STYLE  FOR  EVERY 
DEMAND 

Cabinets  only 
or  completely  equipped 

SELL  BEFORE  YOU 
BUY 

Send  us  Motors  ;  we 
install  and  ship 
your 

Customer  Direct 

No  freight 
No  handling 
Save  you  $4.00  to  $5.00. 
each  Cabinet 


^  - — """'^  Established  40  years 

JOSEPH  KNITTEL  SHOW  CASE  CO.  -  -  -  Quincy,  111. 


96 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


Manufacturers  of  the  world  known  GOMPACTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors  Manu£yctured  Mermod  Freres  sl^l\ 


Croix 
and 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  is 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  enquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  C.  ENGLAND 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


97 


Are  you  featuring  a  Gift  Box  of  Columbia 
Records?  Many  dealers  are  doing  a  big 
business  with  this  idea. 


Columbia  Graphophone  Co 

NEW  YORK 


THOS.  A.  EDISON  SAYS  PEACE  WILL  BRING  PROSPERITY    WAR  REVENUE  BILL  BEFORE  SENATE 


Noted  Inventor,  on  Laying  Aside  War  Work,  Calls  Upon  Business  Men  to  Go  Ahead  With  Con- 
fidence in  the  Future — Opportunities  for  Patriotic  Service  Are  Still  Before  Us  All 


Thomas  A.  Edison,  president  of  Thos.  A. 
Edison,  Inc.,  and  honorary  president  of  the 
Naval  Consulting  Board,  in  a  statement  to  his 
business  associates  and  friends,  discusses  the 
present  situation  and  the  outlook  for  the  future 
as  follows: 

"I  expect  to  be  mustered  out  of  Uncle  Sam's 


Thomas  A.  Edison 

service  before  long  and  it  will  seem  mighty 
good  to  be  on  the  old  peace  job  again. 

"What  does  the  first  year  of  peace  have  in 
store  for  us?  I  have  been  asked  to  attempt  to 
answer  that  question. 

"There  are  those  who  fear  a  business  depres- 
sion. The  surest  way  to  bring  on  a  depression 
of  business  is  to  nurture  fears  and  act  hesitat- 
ingly. We  now  have  a  national  financial  sys- 
tem which  is  capable  of  meeting  practically  any 
situation  that  can  arise  and  we  do  not  need  to 
fear  difficulties  from  that  quarter.  Our  farmers 
have  harvested  an  enormous  crop,  and  the  as- 
surance of  good  prices,  together  with  more 
plentiful  labor,  make  certain  a  heavy  planting 


Record  Delivery 
Envelopes 

Safe  -  Swift  -  Secure 


The  heavy  p  a  p  e  r 
means  protection; 
the  button  and  cord 
mean  speed  —  you 
can  wait  on  more 
customers. 

Brim  out  YOUR 
OWN  NAME. 
Every  time  an 
'   envelope  leaves  your 
^  store,  let  the  adver- 
tisement on  it  take 
your  name  to  the 
homes  and  bring  new 
trade.  The  advertising 
more  than  pays  for  the  envelope. 
Write  for  samples  and  prices. 

Lewis  G.  Frank,  694  Book  Bldg. ,  Detroit 


next  year.  The  only  thing  needed  to  insure  a 
year  of  great  prosperity  is  a  determination  on 
the  part  of  every  business  man,  big  and  little,  to 
go  ahead  with  absolute  confidence  in  the  future. 

"The  business  man  of  this  country  must  see 
to  it  that  employment  is  provided  for  our  war 
workers  and  returning  soldiers.  There  will  be 
opportunities  for  patriotic  service  in  this  con- 
nection, and  I  hope  all  of  you  will  do  your 
part  and  encourage  others  to  do  likewise.  We 
have  shown  our  service  stars  and  worn  our 
Liberty  Loan  buttons  with  pride.  Let  us  take 
equal  pride  in  doing  our  share  to  make  employ- 
ment for  the  men  who  have  worked  and  fought 
to  win  the  war. 

"Every  business  man  should  speed  up  his 
sales  organization.  The  salesmen  of  this  coun- 
try can  do  more  than  anyone  else  to  keep  the 
wheels  of  industry  turning  at  full  speed.  The 
salesman  had  to  take  a  back  seat  during  the  war, > 
but  his  time  has  now  come.    Give  him  a  chance." 


EFFECT  OF  FLU  ON  PORTLAND  TRADE 


Talking  Machine  Business  Goes  Right  Along 
Despite  Handicap  of  Epidemic 


Portland,  Ore.,  December  8. — Although  all  stores 
closed  at  3.30  p.  m.  during  the  "flu"  epidemic, 
which  happily  is  about  over,  nearly  all  dealers 
say  it  made  very  little  difference  in  sales.  Miss 
Hayes,  in  charge  of  the  G.  F.  Johnson  Co.  pho- 
nograph department,  says  business  was  excel- 
lent all  during  the  epidemic,  and  the  volume  of 
sales  was  not  materially  affected.  Paul  B.  Nor- 
ris,  of  the  Wiley  B.  Allen  Co.,  made  some  excel- 
lently good  sales  during  the  epidemic.  J.  H. 
Matney,  of  Meier  &  Frank  Co.,  says  business 
was  never  better.  C.  Giiy  Wakefield,  himself  a 
sufferer  from  the  disease,  was  only  absent  from 
the  store  a  short  time,  and  during  his  absence 
business  was  normal  and  even  better  than  it  has 
been  for  some  time  before.  Bush  &  Lane  were 
moving  during  the  epidemic,  and  Mr.  Loder,  in 
charge  of  the  phonograph  department,  was  ill 
with  a  slight  attack  of  the  disease  for  a  week, 
but  business  went  on  as  usual.  The  Seiberling- 
Lucas  Co.  did  a  fine  business,  and  the  general 
report  is  that  during  the  epidemic  business  in  the 
talking  machine  departments  was  better  than 
ever  before. 

The  psychological  reason  is  easy  to  explain. 
Nothing  dispels  gloom  lika  music. 


"NICHOLSON" 

New  Catalog  Showing  New  Styles 

RECORD  CABINETS 

strictly  high-grade  construction  at  prices 

BELOW  COMPETITION 

Write  for  a  copy  of  the  catalog  and  our 
special  free  advertising  help  for  dealers. 

K.  NICHOLSON  FURNITURE  CQStig?- 

Sectional  Bookcai**  and  Record  Cabinet* 


Senate  Finance  Committee  Completes  Work  of 
Redrafting  Measure — Strong  Opposition  Has 
Developed — Trade  Should  Be  on  Guard. 


Washington,  D.  C,  December  9. — The  Senate 
Finance  Committee  on  Friday  reported  the 
committee's  draft  of  the  New  War  Revenue 
bill  which  now  goes  to  the  Senate  for  discus- 
sion and  passage.  It  is  the  general  belief  that 
the  further  progress  of  the  bill  will  be  a  rather 
stormy  one,  inasmuch  as  great  differences  of 
opinion  have  developed  as  to  its  provisions. 

The  provisions  of  the  bill  as  they  affect  di- 
rectly the  music  industry  are  found  in  Section 
900  under  the  heading  of  Excise  Tax,  and  which 
reads  in  part: 

That  there  shall  be  levied,  assessed,  collected, 
and  paid  upon  the  following  articles  sold  or 
leased  by  the  manufacturer,  producer  or  im- 
porter, a  tax  equivalent  to  the  following  per- 
centages of  the  price  for  which  so  sold  and 
leased. 

(3)  pianos,  organs  (other  than  pipe  organs), 
piano  players,  graphophones,  phonographs,  talk- 
ing machines,  music  boxes,  and  records  used 
in  connection  with  any  musical  instrument, 
piano  player,  graphophone,  phonograph  or 
talking  machine,  five  per  centum. 

As  has  been  reported  previously,  the  floor 
tax  sections  of  the  bill  were  entirely  elimi- 
nated by  the  Senate  Finance  Committee,  but 
those  acquainted  with  the  situation  advise  that 
trade  members  keep  in  close  touch  with  the 
progress  of  the  bill  in  order  to  guard  against 
the  possibility  of  the  floor  tax  provisions  be- 
ing again  inserted.  Incidentally  it  might  be 
well  to  keep  an  eye  on  the  other  sections  of 
the  bill  to  guard  against  any  unfavorable  action. 


Walter  S.  Gray 

Chronicle  Bldg.,  San  Francisco,  Cal. 


N 
E 
E 

NEEDLES 
L 
E 
S 


Pacific  Coast  Jobber  for  the  Best  in 
Talking  Machine  Trade  Accessories 


98 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


INVISIBLE  HINGES 


Preserve  Beauty 


In  many  beautifully  designed,  finely  finished  Talking  Machines,  Pianos,  Music  Cabinets, 
Piano  Players  and  Benches,  the  elimination  of  the  unsightly  protruding  Hinge  is  essential 
to  preserve  the  beauty  of  the  design. 


Design  and  Construction 


The  fine  cabinet  work  which  is  required  in  many  instances  to  preserve  the  disguise  of  the  instrument  requires  that  the 
hinges  be  as  inconspicuous  as  possible.    SOSS  Hinges  are  invisible. 


WRITE  FOR  CATALOGUE  "T" 


SOSS  MANUFACTURING  COMPANY,      435  Atlantic  Avenue,  BROOKLYN,  N.  Y. 


DETROIT— 922  David  Whitney  Bldg. 
SAN  FRANCISCO- 164  Hansford  Bldg. 


LOS  ANGELES— 600  Metropolitan  Bldg. 

CHICAGO— John  C.  Bold  &  Co.,  Clark  and  Washington  Sts.,  Conway  Bldg. 


PORTLANDERS  GOOD  ADVERTISERS 


Most  Talking  Machine  Dealers  Firm  Believers 
in  Consistent  Publicity — New  Lines  Enter  the 
Field — Recent  Changes  Among  Local  Houses 


Portland,  Ore.,  December  9. — Soule  Bros,  are 
advertising  the  Brunswick  talking  machine,  and 
their  advertisements  are  of  a  very  attractive  and 
interesting  kind.  It  is  noticeable  that  all  the 
best  and  most  reliable  dealers  of  Portland  ad- 
vertise extensively  in  the  local  papers.  G.  F. 
Johnson  advertises  the  Cheney  in  such  a  man- 
ner that  the  readers  of  the  papers  look  for  what 
he  has  to  say  and  many  Cheneys  have  been 
sold  to  people  who  were  unacquainted  with  the 
talking  machine  before  reading  Mr.  Johnson's 
interesting  ads.  Bush  &  Lane  advertise  the  So- 
nora  and  have  been  so  successful  in  placing  the 
merits  of  this  excellent  machine  before  the 
Oregon  public  that  a  large  number  of  these  in- 
struments has  been  sold  in  Portland  and  other 
towns  in  Oregon  and  the  Pacific  Northwest. 
The  Wiley  B.  Allen  Co.  have  always  been  a  big 
advertiser.  The  Brunswick  machine  has  been 
added  to  their  stock  and  is  being  well  advertised 
by  the  company  with  the  usual  good  results. 
The  Hovenden  Co.  is  advertising  the  Stradivara, 
and  this  good  talking  machine  is  gaining  the  at- 
tention of  buyers  and  sales  are  steadily  increas- 
ing. The  Gilbert  Co.  has  very  unusual  adver- 
tisements. Harold  C.  Gilbert,  manager  of  the 
company,  advertises  the  Columbia  graphophone 
in  a  very  original  manner.  All  dealers  of  the 
Columbia  advertise  constantly  and  intelligently. 
C.  Guy  Wakefield  advertises  the  Brunswick  and 
has  made  a  big  success  of  the  machine,  selling 
one  carload  after  another.  The  Seiberling-Lucas 
Co.,  the  Eilers  Co.,  the  Graves  Music  Co.,  the 
Reed-French  Co.  all  use  printer's  ink  to  adver- 
tise their  stock  and  all  are  well  known  reliable 
firms  carrying  good  goods,  which  they  are 
proud  to  advertise. 

The  Powers  Furniture  Store  has  added  the 
Brunswick  phonograph  to  their  talking  machine 


department.  W.  B.  Maxwell,  manager  of  the 
department,  is  very  well  pleased  with  the  ma- 
chine and  predicts  big  sales  for  the  holiday  trade. 

The  removal  sale  of  the  Bush  &  Lane  Piano 
Co.  was  confined  strictly  to  the  piano  depart- 
ment, the  talking  machine  department  did  not 
participate  in  the  removal  sale.  It  is  the  policy 
of  Bush  &  Lane  not  to  accept  other  makes  of 
talking  machines  in  exchange  for  what  they  have 
in  stock  unless  the  instrument  to  be  exchanged 
is  under  $40  in  price.  A  mistake  occurred  in 
advertisement  which  gave  the  impression  that 
there  would  be  an  exchange  in  talking  machines. 

A  fine  stock  of  Victrolas,  Columbias,  Edisons, 
Stradivaras  and  Cowan  Classiques  can  be  found 
at  Graves  Music  Store.  The  phonograph  de- 
partment of  this  store  has  been  overhauled  and 
is  now  very  attractive  looking.  L.  D.  Heater, 
manager  of  the  local  Columbia  Graphophone 
Co.,  has  supplied  the  department  with  a  good 
stock  of  Columbia  records. 

Miss  Acevia  Bennett,  who  was  in  charge  of 
the  record  department  of  Eilers  Music  House, 
has  just  returned  from  San  Diego,  where  she 
has  been  for  a  couple  of  months  and  is  now  with 
the  Graves  Music  Co.  on  Fourth  street. 

The  phonograph  department  of  the  Meier  & 
Frank  Co.  has  secured  the  services  of  Miss 
Olga  Moreland,  who  has  been  for  years  with 
the  Portland  branch  of  the  Columbia  Co. 

The  display  rooms  of  the  Columbia  Grapho- 
phone Co.  are  almost  empty,  and  no  machines 
coming  this  way,  while  the  demand  is  unprece- 
dented. A  good  supply  of  records  is  on  hand 
though  the  demand  for  them  is  great. 

The  phonograph  department  of  the  Olds, 
Wortman  &  King  department  store  has  been  dis- 
continued. 

The  phonograph  department  of  Meier  & 
Frank  Co.  has  done  a  very  big  business  during 
the  "flu"  epidemic.  The  Edison  phonograph  is 
selling  particularly  well  at  this  house.  J.  H. 
Matney,  manager  of  the  department,  has  just 
sold  two  of  the  higher-priced  Edisons  to  mem- 
bers of  the  same  family — mother  and  daughter. 


See  our 
ad  on 
page  23 


Manufacturers— Jobbers— Dealers 

The  new  PUR-I-TONE  reproducer  No.  8  is  now  ready 
for  delivery,  and  we  wish  to  say  to  the  trade  that  we 
have  in  this  reproducer  the  finest  mechanism  of  the  kind 
that  has  ever  been  offered  by  any  manufacturer  for  sale. 
The  volume  and  clarity  of  sound  surpasses  all  results  of 
the  past,  and  surface  friction  is  now  reduced  to  the  least 
possible  minimum.  When  attached  to  our  PERFECTION 
ball-bearing  tone  arms,  and  used  for  playing  Victor  and 
Columbia  records,  on.  ALL  types  of  Edison  Disc  Ma- 
chines, the  reproduction  of  sound  in  general  from  all 
lateral  cut  records  will  be  all  that  the  most  exacting 
record  buyer  can  demand.  The  new  PUR-I-TONE  model 
No.  8  will  also  be  attached  to.our  new  UNIVERSAL  arm 
No.  6  for  playing  ALL  makes  of  lateral  and  hill  and  dale 
records  on  Edison  Disc  machines.  Do  not  fail  to  place 
a  quantity  of  these  new  accessories  in  stock  if  you  want 
to  place  the  finest  reproducers  and  tone  arms  manufac- 
tured in  the  hands  of  your  machine  customer. 

Quantity  price  quoted  on  application,  in  gold,  nickel 
and  oxidized  bronze  finish. 

Manufactured  by 

NEW  ENGLAND  TALKING  MACHINE  CO. 

Largest  Manufacturers  of  Phonograph 
Accessories  in  the  World 

16-18  Beach  St.  Boston,  Mass. 


Frey's  Sporting  Goods  Store,  of  Baker,  Ore., 
is  extensively  advertising  the  Brunswick,  which 
is  a  prime  favorite  in  eastern  Oregon. 

There  is  a  fine  supply  of  Pathe  machines  at 
Calef  Bros.  Furniture  Store.  One  of  the  large 
show  windows  is  filled  with  them.  All  styles 
are  on  display.  Mr.  Calef  says  business  is  ex- 
cellent. The  new  Pathe  records  are  specially 
good,  and  there  is  a  great  demand  for  them. 

Trade  is  lively  in  the  talking  machine  depart- 
ment of  the  Wiley  B.  Allen  Co.  The  Bruns- 
wick, which  has  recently  been  added  to  the 
stock,  is  a  notably  big  success.- 

Miss  Anna  Schuster  and  Mrs.  Jordan  have 
joined  the  sales  force  of  the  Hyatt  Talking  Ma- 
chine Co.  Business  keeps  on  growing  and  this 
attractive  and  well-appointed  store  is  a  big  fac- 
tor in  the  talking  machine  trade  of  Oregon. 


TALKING  MACHINE  MEN,  INC.,  MEET 

Suggestion  Made  That  Monthly  Record  Re- 
leases Be  Demonstrated  Early  Each  Month — 
May  Join  Chamber  of  Commerce 


The  monthly  meeting  of  the  Talking  Machine 
Men,  Inc.,  the  organization  composed  of  dealers 
in  New  York,  New  Jersey  and  Connecticut,  was 
held  in  the  assembly  rooms  of  the  Merchants' 
Association,  Woolworth  Building,  New  York, 
on  Wednesday  afternoon,  November  20. 

M.  Max,  manager  of  Gimbel  Bros,  piano  and 
talking  machine  departments,  suggested  that  the 
organization  have  the  large  talking  machine 
companies,  including  the  Victor  and  Columbia 
Cos.,  demonstrate  their  monthly  record  releases 
on  the  first  Wednesday  of  each  month.  Also 
that  the  meeting  dates  of  the  organization  be 
changed  to  the  first  Wednesday  of  each  month 
instead  of  the  third,  as  at  present,  so  as  the  fol- 
lowing month's  records  could  be  heard.  This 
idea  was  presented  in  the  form  of  a  motion  and 
received  unanimous  approval. 

Much  consideration  was  given  to  the  proposi- 
tion of  joining  with  the  Music  Industries 
Chamber  of  Commerce,  a  committee  having  been 
appointed  at  the  previous  meeting  for  the  pur- 
pose of  securing  data  in  regard  to  the  associa- 
tion's future,  etc.  E.  G.  Brown,  secretary  of 
the  association,  and  Henry  Mielke,  of  the  legal 
committee,  as  members  of  the  special  commit- 
tee appointed  to  inquire  into  the  merits  of  join- 
ing the  above  body,  spoke  in  favor  of  the  ac- 
tion, and  it  was  decided  to  appoint  President  J. 
T.  Coughlin,  Secretary  Brown  and  Henry 
Mielke  as  a  committee  to  follow  up  the  matter 
with  authority  of  joining  the  Chamber  of  Com- 
merce. As  usual,  it  was  voted  that  the  Decem- 
ber meeting  be  eliminated. 


Make  Your  Show  Windows  Pay  your  rent 

Record  Display  Stands,  Hold  any  Size  Record 

Golden  Oak  or  Mahogany  Finish — 5  Sizes  V-^J 
No.  341.  1  Record  $1.00  ea. 
No.  342.  2  Records  $1.25  ea. 

No.  343.  3  Records  $1.50  ea.  , 
No.  344.  4  Records  $1.75  ea.  C®.J    \M)  I® 

No.  345.  5  Records  $2.00  ea.  -rTsv     >■<     >~<  /hi 
THE  OSCAR  ONKEN  CO.  (©)    (ft)   (®)   (©;  (SI 
No.6651  4th  St. .Cincinnati. 0. 


0 


ffl 


December  15,  1918 


THE    TALKING   MACHINE  WORLD 


99 


A  SMILE  THAT  EXTENDS  FROM  CHICAGO  TO  NEW  YORK 

Employes  of  the  New  York  Talking  Machine  Co.  and  the  Chicago  Talking  Machine  Co.  Express 
in  No  Uncertain  Way  Their  Enthusiasm  Over  the  Good  Times  Coming  to  the  Trade 


The  feeling  of  optimism  and  confidence  in  the 
future  that  seems  to  be  general  in  the  talking 
machine  industry  at  the  present  time  is  well  ex- 
emplified in  the  splendid  spirit  shown  by  the 
New  York  Talking  Machine  Co.  and  the  Chi- 
cago Talking  Machine  Co.  in  its  publicity  in  The 
World  this  month.  Arthur  D.  Geissler,  presi- 
dent of  these  two  prominent  Victor  wholesalers, 
has  always  been  a  firm  believer  in  the  idea  of 
looking  on  the  bright  side  of  things,  and  even 
though  the  Victor  industry  has  faced  unprece- 
dented conditions  the  past  year  and  the  whole- 
salers have  been  obliged  to  solve  unusual  prob- 
lems, Mr.  Geissler  has  never  lost  his  faith  in 
the  industry  and  in  the  future,  and  he  has  in- 
stalled, this  same  spirit  in  the  hearts  of  all  of 
his  co-workers  in  New  York  and  Chicago. 

Every  employe  of  the  New  York  Talking  Ma- 
chine Co.  and  the  Chicago  Talking  Machine  Co. 
has  been  instructed  by  Mr.  Geissler  to  "smile," 
and  they  have  followed  out  his  instructions  to 
the  letter,  with  the  result  that  there  is. a  feeling 
of  good  cheer  in  both  of  these  organizations 
that  reflects  the  spirit  of  the  Victor  industry 
as  a  whole.  It  might  be  suspected,  however, 
that  the  "smiles"  of  some  of  the  executives  are 
just  a  little  forced — but  at  the  same  time  the 
trade  at  least  cannot  help  but  smile  with  these 
companies.  We  do  not  know  just  how  to  inter- 
pret the  general  smiles  of  the  New  York  and 
Chicago  Talking  Machine  Co.'s  employes, 
whether  it  is  in  anticipation  of  goods  to  come, 
and  business  better  than  ever,  or  a  welcome 
smile  to  those  employes  about  to  return. 

The  Victor  industry  and  the  wholesalers  in 
particular  can  well  be;  proud  of  its  record  dur- 
ing wartimes,  for  the  various  firms  and  their 
employes  have  contributed  more  than  their 
share  to  the  many  patriotic  and  financial  move- 
ments   sponsored    during    the    past  eighteen 


months.  They  have  subscribed  liberally  to  the 
Liberty  Loans,  War  Savings  Stamps  campaigns, 
and  the  different  other  funds,  and  in  addition  a 
full  quota  of  talking  machine  men  enlisted  un- 
der Uncle  Sam's  banners  to  fight  for  democ- 
racy. 

The  New  York  Talking  Machine  Co.  and  the 
Chicago  Talking  Machine  Co.  are  deserving  of 
the  unlimited  commendation  of  the  trade  for 
the  spirit  in  which  their  "boys"  enlisted  in  the 
army  and  navy  as  soon  as  the  United  States  en- 
tered the  war.  The  service  flag  for  these  two 
companies  contains  no  less  than  fifty  stars,  and 
a  royal  welcome  is  being  planned  for  these  boys 
in  addition  to  the  practical  welcome  of  their 
old  jobs  back  as  soon  as  they  are  ready  to  re- 
sume activities  in  civilian  life. 


MISS  WENDT  WEDS  MILLIONAIRE 

Daughter  of  Brooklyn  Talking  Machine  Dealer 
Bride  of  Jesse  L.  Livermore 


Miss  Dorothy  Fox  Wendt,  daughter  of  Louis 
A.  Wendt,.  well-known  talking  machine  dealer, 
566  Nostrand  avenue,  Brooklyn,  was  married  on 
December  3  to  Jesse  L.  Livermore,  known  in 
financial  circles  throughout  the  country  as  "the 
boy  plunger,"  and  whose  operations  in  the  stock 
market  are  declared  to  have  made  for  him  a  for- 
tune of  at  least  $10,000,000.  The  wedding  took 
place  at  the  St.  Regis  Hotel.  Mr.  and  Mrs. 
Livermore  are  spending  their  honeymoon  at  At- 
lantic City.  The  wedding  was  strongly  featured 
on  the  front  page  of  the  New  York  newspapers. 


L.  A.  Oakley  has  been  appointed  manager  of 
the  talking  machine  department  of  the  Leader 
Store,  Baltimore,  Md.,  where  the  Columbia  line 
is  handled. 


PROTEST  AGAINST  THE  FLOOR  TAX 

J.  N.  Blackman  and  L.  F.  Geissler  Both  Urge 
Members  of  Industry  to  Protest  Against  That 
Provision  of  War  Revenue  Bill — Floor  Tax 
Eliminated  From  Latest  Draft  of  Measure 


Several  weeks  ago  while  the-  War  Revenue 
bill  was  still  in  the  hands  of  the  Senate  Finance 
Committee  J.  Newcomb  Blackman,  president  of 
the  National  Association  of  Talking  Machine 
Jobbers,  sent  to  the  members  of  the  committee 
a  strong  letter  of  protest  against  Sections  909 
and  910  of  the  bill  as  it  left  the  House,  which 
sections  provided  for  the  collection  of  a  floor 
tax  on  all  musical  instruments,  covered  by  the 
bill,  in  the  hands  of  manufacturers,  wholesalers 
or  retailers  when  the  bill  became  a  law.  Mr. 
Blackman  made  the  point  in  his  letter  that  the 
Jobbers'  Association,  through  its  membership, 
represented  fully  20,000  talking  machine  dealers 
in  the  country. 

At  the  time  the  letter  was  sent  Mr.  Blackman 
urged  all  members  of  the  association,  as  indi- 
viduals, to  protest  against  the  floor  tax  to  their 
Senators  and  Congressmen. 

Under  date  of  December  5  Louis  F.  Geissler, 
general  manager  of  the  Victor  Talking  Machine 
Co.,  sent  a  circular  letter  to  the  trade  urging 
that  wholesalers  and  retailers  protest  to  their 
Senators  and  Congressmen  against  the  sales  tax 
covered  by  Section  900,  and  the  floor  tax  cov- 
ered by  Sections  909  and  910  of  the  pending  War 
Revenue  bill. 

Since  Mr.  Blackman  and  Mr.  Geissler  sent 
their  letters  the  War  Revenue  bill  has  been  re- 
ported out  of  the  Senate  Finance  Committee,  and 
is  now  in  the  hands  of  the  Senate,  as  stated  else- 
where in  The  World,  and  in  the  bill  in  its  pres- 
ent form  it  is  found  that  Sections  909  and  910, 
providing  for  the  floor  tax,  have  been  entirely 
eliminated. 

It  is  urged,  however,  that  the  members  of  the 
trade  continue  to  watch  the  bill  closely  in  order 
to  protect  their  interests. 


A  die-casting  bearing  the  "INDIANA" 
imprint  is  an  assurance  of  its  perfection. 
We  specialize  in  such  die-cast  phono- 
graph parts  as  shown  above. 


"INDIANA"  DIE  CASTING  CO. 


CORNELL  AVE.,  at  11th  ST. 


INDIANAPOLIS,  IND. 


100 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


/^S^NOTHER  YEAR  HAS  ROLLED  AROUND 
I  AND  ANOTHER  CHRISTMAS  IS  HERE. 
ft  p  I  THERE  ARE  MANY  MESSAGES  I  MIGHT 
y  lUsEND  TO  YOU  BUT  THE  BEST  WOULD 
^  FAIL  TO  EXPRESS  THE  MESSAGE 
WHICH  IS  IN  MY  HEART,  d  AND  SO,  ON  THIS 
CHRISTMAS  DAY,  I'LL  JUST  STRETCH  MY 
HAND  ACROSS  THE  MILES  BETWEEN  US, 
AND  I'LL  TAKE  YOURS,  AND  I'LL  SAY  "MERRY 
CHRISTMAS  TO  YOU  AND  MAY  THIS  COMING 
YEAR  BRING  YOU  MUCH  OF  LOVE  AND  MUCH 
OF  WORK." 

CORDIALLY  YOURS, 

Vice-President 


STEPHENSON,  INC.,  1  West  34th  Street,  New  York 
MAKERS  of  the  STEPHENSON  PRECISION  MADE  MOTOR 


December  15,  1918 


THE   TALKING   MACHINE  WORLD 


101 


ATTENTION,  DEALERS ! ! 


If  you  are  looking  for  quick  service  and  the  right  prices,  get  in  touch  with  us  on  the  following  lines 

EMERSON  7-inch  Disc  Records 
WALL  KANE  NEEDLES 


STANDARD  MUSIC  ROLLS, 
Perfection,  Sing-A-Word,  and  Arto. 
Complete  line  always  on  hand. 


Write  for  catalogues  and  prices 


ENTERPRISE  MUSIC  SUPPIY  CO.,  145  West  45th  Street,  New  York  City 

We  are  the  largest  jobbers  of  sheet  music  and  music  books  in  the  U.  S.    Write  for  our  monthly  bulletin 

Wit  Wat)  Cberpbobp  3  Mm?  (Hhriatmasi  anil  &  ^appp  JSeto  Hear 


BUSINESS  HARVEST  IN  BALTIMORE 

Stock  Situation  Improving  and  Talking  Ma- 
chine Dealers  Report  Steadily  Growing  Vol- 
ume of  Sales — Liberal  Advertising  the  Rule 


Baltimore,  Md.,  December  7. — This  is  the  month 
of  harvest  for  the  talking  machine  dealers,  and 
already  there  are  signs  on  every  hand  that  it  is 
going  to  bring  forth  results  that  will  please  most 
of  the  dealers  and  jobbers.  Of  course,  a  great 
deal  more  money  could  be  made  by  the  jobbers 
and  some  of  the  retailers  if  there  were  more 
machines  to  be  had  in  certain  lines.  While 
machines  are  lacking  in  these  two  lines  the  sup- 
ply of  records  to  date,  if  kept  up,  will  make  up 
in  a  large  measure  for  the  shortage  of  machines. 

Advertising  has  been  liberal  on  the  part  of  the 
dealers.  There  were  some  very  attractive  Aeo- 
lian-Vocalion  ads  run  in  the  newspapers  by  the 
Sanders  &  Stayman  Co.,  the  local  representa- 
tives of  the  machine.  Sonora  came  in  for  more 
advertising  recently  in  Baltimore  than  for  a  long 
time,  and  this  is  no  doubt  due  to  the  fact  that 
the  machine  is  being  more  generally  -  placed 
about,  the  music  department  of  The  Hub  and 
the  Mann  Piano  Co  being  the  latest  firms  to 
add  that  line  to  their  others.  The  Hub  now 
handles  three  lines,  Victor,  Columbia  and  So- 
nora. 

Business  with  the  Columbia  branch  here 
showed  up  well  considering  the  fact  that  the 
branch  was  without  any  machines  worth  speak- 
ing of,  except  period  models.  These  period 
models  have  been  selling  very  well,  according 
to  William  S.  Parks,  the  local  manager. 
'  While  the  shortage  of  machines  is  just  now 
as  it  has  been  for  some  time,  Mr.  Parks  ex- 
pects the  situation  to  improve  before  the  close 
of  the  month.  To  take  care  of  the  Christmas 
business  Mr.  Parks  had  a  canvass  made  of  all 
of  his  dealers  and  managed  to  obtain  machines 
from  some  firms  who  believed  they  had  more 
than  they  could  handle  and  transfer  them  to 
less  fortunate  ones. 

A  big  shipment  of  records  arrived  the  first 


of  the  month,  and  the  force  worked  night  and 
day  to  get  them  out  to  the  trade.  Mr.  Parks 
spent  several  days  in  Richmond  during  the 
month.  Harry  B.  Goodwin,  chief  of  the  educa- 
tional department  of  the  Columbia  Co.,  spent 
some  time  in  Baltimore  and  visited  many  edu- 
cational institutions.-  His  trip  brought  some 
good  results  to  the  dealers.  F.  K.  Pennington, 
assistant  general  sales  manager;  O.  F.  Benz,  of 
the  general  sales  manager's  office,  and  R.  F.  Bol- 
ton, of  the  international  record  department, 
all  from  the  Columbia  headquarters,  held  a 
sales  meeting  in  Baltimore  during  the  month. 

W.  C.  Roberts,  manager  of  E.  F.  Droop  &  Son 
Co.,  Victor  distributors,  reports  a  25  per  cent, 
increase  in  business  in  November.  Mr.  Roberts 
was  one  of  the  fortunate  joBbers  who  happened 
to  have  a  liberal  supply  of  the  small  machines 
and  they  helped  to  bring  up  business  for  the 
month.  The  arrival  of  a  liberal  shipment  of 
records  also  helped  with  the  business. 

Jesse  Rosenstein,  for  the  National  Piano  Co., 
Pathe  distributors,  reports  an  active  degree  of 
business.  There  has  been  a  fair  shipment  of 
goods  to  this  concern  during  the  month,  and  he 
is  hoping  for  another  good  shipment. 

Miss  Elizabeth  Sterns  has  been  placed  in 
charge  of  the  Victrola  department  of  the  Mary- 
land Piano  Co.,  and  the  business  is  showing 
very  fine  improvement. 

E.  J.  Dingley,  sales  manager  of  the  Victor 
Co.,  was  in  Baltimore  during  the  month  and 
visited  the  dealers  and  jobbers. 

Baltimore  was  the  haven  for  Southern  buyers, 
especially  from  North  Carolina  and  Virginia  all 
looking  for  goods.  Most  of  them  sought  to  con- 
vince all  of  the  jobbers  that  they  should  have 
preference  over  the  other  fellow  when  it  came 
to  a  question  of  obtaining  goods. 


COURT  DECISION  IN  RECORD  SUIT 


in  Action  of  American 
vs.  Emerson  Phonograph 


U.  S.  District  Court 
Graphophone  Co 
Co.,  and  Victor  H.  Emerson  Finds  That  De 
fendants  Did  Not  Infringe  Jones  Patent 


George  D.  Noonan,  who  recently  came  from 
Brooklyn,  N.  Y.,  to  assume  the  management  of 
the  Victor  department  of  the  Anthony  Furni- 
ture Co.,  Providence,  R.  I.,  is  now  confined  to 
his  home  as  a  result  of  a  nervous  breakdown. 


A  decision  was  handed  down  December  9  by 
Judge  Meyer  in  the  United  States  District  Court 
of  New  York  in  the  suit  of  the  American 
Graphophone  Co.  vs.  the  Emerson  Phonograph 
Co.  and  Victor  H.  Emerson,  in  which  the  court 
finds  that  the  Emerson  Co.  has  not  infringed  the 
Jones  Patent  No.  688,739  in  making  the  so-called 
Emerson  universal  cut  groove  record. 

In  his  opinion  Judge  Meyer  goes  into  the  en- 
tire history  of  record  manufacturing,  and  refer- 
ring to  the  claim  of  the  plaintiff  that  the  vertical 
undulations  in  the  Emerson  record  are  inert  and 
do  not  perform  any  useful  function  states  as 
follows: 

"The  vertical  or  hill  and  dale  undulations  of 
Emerson  are  therefore  real  and  do  perform  an 
active  and  useful  function.  Whether  this  con- 
clusion is  correct  or  not,  it  is  at  least  apparent 
that  the  burden  of  proving  the  infringement  has 
not  been  sustained  by  plaintiff." 

In  closing  Judge  Meyer  says:  "Finally,  it  is 
an  important,  outstanding  and  emphatic  fact  in 
this  case  that,  whether  well  or  badly  done,  the 
Emerson  record  may  be  played  on  either  a  hill 
and  dale  or  zigzag  type  of  phonograph— a  result 
which  was  never  before  commercially  attempted. 
The  bill  is  dismissed  with  costs." 

In  the  course  of  his  opinion  Judge  Meyer 
also  finds  occasion  to  state  that  "so  far  ajs 
this  record  disclosed  Emerson  was  not  guilty  df 
any  wrongful  or  improper  act.  He  availed  him- 
self of  existing  knowledge  open  to  all  the  world 
and  endeavored  to  devise  a  process  different 
from  that  of  the  patent  in  suit.  This  he  was 
fully  entitled  to  do." 


Ernest  Damon  has  joined  the  sales  staff  of  the 
talking  machine  department  of  the  Shepard  CoL, 
Providence,  R.  I. 


ED.  USOSKIN,  Inc. 

VICTOR  RECORD  DISPLAY  CARDS 

The  authorized  monthly  sign  service  that  is  in  keeping 
with  the  high  quality  of  Victor  merchandise. 


94  Beautiful  ONLY  $9.00  Pcr 
£n  Show  Cards  vO 


Month 


Sold  Exclusively  Through  Victor  Jobbers 


Imitation  Records  and  Fancy  Papers  for  Window 
Trimming  Purposes, 


ED.  USOSKIN,  Inc.,  230  W.  17th  St.,  NEW  YORK 


102 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


JOY  REIGNS  IN  LOS  ANGELES  WITH  HANDICAPS  REMOVED 

Coming  of  Peace  and  Lifting  of  "Flu"  Ban  Cause  Talking  Machine  Dealers  to  Go  After  Business 
With  Renewed  Energy — Shortage  of  Goods  Passing  the  Acute  Stage 


Los  Angeles,  Cal.,  December  4. — Joy  reigns 
supreme  in  Los  Angeles  as  the  "flu"  ban  is  to 
be  lifted  at  twelve  o'clock  and  the  "lid"  will  be 
removed  from  all  public  gatherings.  While  Los 
Angeles  has  not  suffered  from  the  epidemic  as 
much  as  other  cities  of  the  same  size,  the  re- 
strictions have  been  very  severe  and  all  places 
of  amusement,  etc.,  have  been  closed  for  seven 
weeks. 

In  spite  of  this  apparent  handicap  the  talking 
machine  business  has  kept  up  and  everybody 
in  that  line  has  been  kept  busy.  Although 
many  in  the  trade  had  the  "flu"  not  one  fatal- 
ity occurred  and  at  the  present  time  all  are 
back  on  the  job  again. 

The  opening  of  the  Liberty  Fair,  which  has 
been  postponed  from  time  to  time  since  Oc- 
tober 26,  has  finally  been  officially  set  for  to- 
day. Several  exhibits  of  talking  machines  are 
slated  and  nearly  all  the  different  makes  handled 
by  the  local  dealers  will  be  represented. 

The  shortage  on  machines  has  passed  the 
acute  stage  and  now  conditions  are  getting  des- 
perate. Many  models  are  getting  scarce  and  in 
fact  some  are  entirely  out  at  this  time.  All 
of  the  jobbers  hold  out  very  little  encourage- 
ment as  to  machines  during  December,  as  what 
few  they  get  will  not  go  very  far  toward  mak- 
ing up  the  shortage  this  year.  Record  stocks 
are  in  better  condition  but  still  far  from  being 
normal. 

The  exchange  system  originated  by  the  local 
talking  machine  association  seems  to  have 
worked  out  to  the  benefit  of  all.  Of  course, 
many  of  the  standard  records  will  be  out  of 
stock  this  Christmas  and  many  people  will  be 
disappointed  at  not  being  able  to  get  some  of 
their  old  favorites.  No  one  seems  to  be  able 
to  predict  just  when  this  shortage  will  be  over, 
but  most  dealers  do  not  expect  to  see  much 
relief  until  the  new  year  is  well  on  its  way. 


Herman  Beck,  manager  of  the  talking  machine 
department  for  the  George  J.  Birkel  Co.,  reports 
the  best  November  business  in  the  history  of 
the  house  and  looks  for  another  record-break- 
ing month  in  December  if  his  machine  stock  will 
only  hold  out.  Mr.  Johnston,  who  has  been 
connected  with  this  company  for  the  last  nine 
years,  has  left  for  Montana,  where  he  will  try 
his  hand  in  the  ranching  business.  Mr.  Beck 
now  has  an  "all  lady"  record  force  and  is  very 
much  pleased  at  results  so  far  in  that  line. 

C.  S.  Ruggles,  local  manager  for  Sherman, 
Clay  &  Co.,  has  been  on  the  sick  list  for  the 
last  two  or  three  weeks.  His  many  friends  are 
glad  to  hear  that  he  is  on  the  road  to  recovery. 

The  Burnham  Phonograph  Co.,  located  at 
Nineteenth  and  Los  Angeles  streets,  are  doing 
a  rushing  business  at  present  and  Mr.  Burn- 


ham,  the  president  of  the  company,  says  he  has 
had  to  put  on  extra  help  to  catch  up  with  his 
back  orders. 

Owing  to  the  large  number  of  tourists  in  the 
city  at  present  there  has  been  quite  a  demand  for 
rental  machines.  Most  dealers,  however,  are 
refusing  to  rent  them  because  of  the  shortage. 

B.  S.  Pittenger,  who  has  been  on  the  outside 
for  the  last  three  years  for  the  Southern  Cali- 
fornia Music  Co.,  has  accepted  a  position  with 
them  as  floor  salesman  in  the  talking  machine 
department.  Mr.  Pittenger  is  well  known  in 
the  music  trade,  having  been  for  fourteen  years 
with  the  John  Wanamaker  house  in  Philadelphia, 
previous  to  his  coming  to  California. 

Harold  Jackson,  manager  for  the  Wiley  B. 
Allen  Co.,  had  a  very  unique  window  display 
last  week.  Twenty-five  Victrola  Xs  in  the  orig- 
inal cases  with  the  fronts  removed  were  arrayed 
in  a  double  tier  semi-circle.  Mr.  Jackson  had 
a  "special  drive"  on  this  model  during  the  week 
and  says  that  most  of  them  were  sold  during 
the  "special." 


COMMERCIAL  FAILURES  CUT 


Fewer   Insolvencies   Reported   Than   in  Any 
Month  Since  1894 


A  continued  decrease  in  the  number  of  com- 
mercial failures  in  the  United  States  is  shown 
in  the  report  of  R.  G.  Dun  &  Co.  for  the  month 
of  November,  when  the  total  was  only  570. 
This  marks  the  eighth  consecutive  month  in 
which  a  decrease  has  been  shown.  The  failures 
of  last  month  involved  an  indebtedness  of  $13,- 
815,166. 

These  figures  compare  with  660  insolvencies 
for  $13,980,306  in  October  of  this  year,  981  for 
$13,635,605  in  November,  1917,  and  with  1,815  re- 
verses for  $25,489,458  in  November,  1914— the 
high  point  for  the  period.  Last  month's  fail- 
ures disclose  a  numerical  decrease  of  13.6  per 
cent,  from  those  of  October  and  one  of  41.9  per 
cent,  from  those  of  November,  1917,  while  the 
falling  off  from  the  very  heavy  mortality  of  No- 


vember, 1914,  which  reflected  the  dislocation  of 
trade  and  industry  caused  by  the  outbreak  of  the 
war  several  months  earlier,  is  68.6  per  cent. 
More  than  this,  the  November  liabilities,  al- 
though somewhat  larger  than  those  of  Novem- 
ber, 1917,  are  smaller  than  in  October  and  Sep- 
tember of  this  year,  and  are  also  less  than  in  any 
November,  with  the  exception  noted,  back  to 
1910.  Of  greatest  significance,  however,  is  the 
fact  that  so  few  insolvencies  as  the  570  of  No- 
vember have  not  previously  occurred  in  any 
month  since  monthly  returns  were  first  com- 
piled in  1894. 


Over  10,000  talking  machine  records  were 
collected  in  one  week  recently  by  the  Provi- 
dence Journal,  Providence,  R.  I.  The  records 
will  be  sent  to  military  camps  here  and  abroad. 


Walter  R.  Finigan,  formerly  manager  of  the 
Victor  department  of  the  Stewart  Drygoods 
Co.,  Louisville,  Ky.,  is  now  in  France  with  the 
American  Expeditionary  Forces. 


START 


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Special  Representative — Clement  Beecroft 

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CROFT 


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Thirty  desirable  records.  You  may  not  have  all  of  these  selections 
We  will  gladly  play  any  record  for  you. 


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CLEMENT  BEECROFT 

309  West  Susquehanna  Avenue 

PHILADELPHIA,  PA. 


December  15,  1918 


THE   TALKING    MACHINE  WORLD 


103 


BUEHN  MEN  MAKE  GOOD  IN  SERVICE 

Ensigns  Bliss  and  Callahan  Show  the  Results 
of  the  Buehn  System  of  Efficient  Training  in 
Their  Progress  as  Naval  Officers 


Philadelphia,  Pa.,  December  7. — In  the  win- 
dow of  the  Louis  Buehn  Co.,  this  city,  hangs 
a  big  Liberty  Loan  honor  flag.  Over  Mr. 
Buehn's  desk  is  a  small  silk  service  flag.  There- 
by hangs  a  tale. 

Buehn  is  a  tireless  worker.  He  is  as  big  in 
his  energies  and  ambitions  as  he  is  in  physique. 
At  the  outbreak  of  the  war  the  first  problem 
that  presented  itself  to  him  was  the  extent  to 
which  he  could  sacrifice  the  services  of  those 
who  had  been  instrumental  in  bringing  the 
slogan  "Buehn  for  Bigger  Business"  before  the 
Victor  trade.  His  was  a  small,  hard-working 
organization  and  he  could  not  well  afford  to 
sacrifice  any  of  his  men. 

But  within  a  few  weeks  he  had  given  his  two 
senior  salesmen — Lucien  D.  Callahan  and  E.  P. 
Bliss,  Jr. — to  the  service.  Both  young  men  are 
now  officers  in  the  U.  S.  Navy.  Then  followed 
others,  like  popular  young  "Bob"  Carpenter  of 
the  sales  force,  now  with  a  machine-gun  divi- 
sion in  France;  and  Raymond  Boldt,  with  the 
Army  motor-transportation  service;  and  record- 
clerks  and  shippers  released  for  various  duties. 

It  has  been  difficult  to  get  along  without  these 
men  and  yet  Buehn  has  been  cheerful  and  opti- 
mistic through  it  all,  and  the  occasions  have 
not  been  infrequent  when  the  vice-president  of 
the  company  and  even  Buehn  himself  have 
peeled  off  their  coats  and  dug  into  the  shipping 
room. 

With  the  constantly  decreasing  output  of  the 
Victor  factory  the  sales  of  a  month  with  Buehn 
began  to  look  worse  than  the  pre-war  sales  for 
a  week.  But  Buehn  did  not  grumble  nor  pester 
the  Victor  factory.  Grumbling  wouldn't  win 
the  war.  So  he  took  hold  of  the  Liberty  Loan 
work;  the  War  Savings  Stamp  campaign;  the 
Y.  M.  C.  A.,  Red  Cross,  and  War  Chest  drives. 
He  worked  tirelessly — in  the  downtown  district 


by  day  and  in  the  suburbs  at  night.  His  family 
sacrificed  and  practiced  rigid  economy. 

One -of  the  results  is  the  honor  flag  in  the 
window,  presented  to  Buehn  for  the  greatest 
amount  of- subscriptions  to  the  Liberty  Loan  in 
his  downtown  district.  Just  two  or  three  weeks 
ago  he  was  co-operating  with  the  Penn  Phono- 
graph Co.,  H.  A.  Weymann  &  Sons,  and  the 
other  Philadelphia  jobbers  in  a  campaign  to  help 
raise  a  million  used  records  for  the  boys  at  sea 
and  in  the  campg  and  hospitals. 

Further    credit    has    been    reflected  upon 


inspires  big  things — optimism,  pep,  ambition — 
and  it  is  this  spirit  that  has  made  America  the 
winning  factor  in  the  war.  And  that  spirit,  with 
patience  and  faith,  brings  loyal  dealers  and 
ultimate  success. 


NOW  COMES  THE  "LAMPOGRAPH" 

Invention  of  F.  H.  Feraud  of  Considerable  In- 
terest and  Originality 


Ensign  Ensign 
E.  P.  Bliss,  Jr.  L.  D.  Callahan 

Buehn's  leadership  by  the  success  of  his  men 
in  the  service.  Take,  for  instance,  Bliss  and 
Callahan.  Both  men  enlisted  shortly  after  the 
declaration  of  war.  All  they  ever  knew  about 
navigating  was  confined  to  manipulating  a 
sputtering  motor-boat  or  tipsy  cat-boat  along 
the  Jersey  coast.  But  they  applied  themselves 
diligently  to  their  studies  and  in  a  few  months 
passed  their  exams  and  won  the  coveted 
"anchors"  of  an  ensign,  a  rank  usually  conferred 
only  after  four  years  at  Annapolis.  To-day 
Ensign  Callahan  is  communication  officer  of  the 
Fourth  Naval  District  at  the  headquarters  of 
Admiral  Helm,  and  Ensign  Bliss  is  communi- 
cation officer  at  Bordeaux,  France.  Mr.  Bliss 
formerly  traveled  for  Lyon  &  Healy,  Chicago, 
and  Mr.  Callahan  traveled  the  Pacific  Coast  and 
Western  States  for  the  Victor  Co. 

It  is  leadership  like  this  of  "Lou"  Buehn  that 


F.  H.  Feraud,  of  Granite  City,  111.,  is  the  latest 
inventor  to  offer  something  new  for  the  consid- 
eration of  the  talking  machine  dealer  and  would- 
be  talking  machine  owner,  in  what  he  calls  the 
"Lampograph,"  which  combines  a  lamp  and  a 
phonograph  in  a  rather  novel  manner.  There 
have,  of  course,  been  phonographs  installed  in 
lamps  before  this,  but  Mr.  Feraud  has  incor- 
porated a  number  of  new  features  in  the  matter 
of  sound  control  and  other  particulars,  which 
add  to  the  interest  of  his  product.  Instead  of 
having  the  sound  come  direct  from  the  lamp 
shade,  using  an  amplifying  horn,  Mr.  Feraud's 
device  is  designed  to  throw  the  sound  down- 
ward against  the  table  upon  which  the  lamp 
stands,  from  which  it  is  reflected  and  thrown 
into  the  room.  The  "Lampograph"  is  particu- 
larly designed  for  use  as  an  art  object,  when 
set  with  precious  and  semi-precious  stones  and 
otherwise  embellished.  Several  models  have 
been  perfected. 


RETURNS  TO  CIVILIAN  LIFE 

Talking  machine  dealers  in  metropolitan  ter- 
ritory will  be  glad  to  learn  that  Leon  Tobias, 
formerly  traveling  representative  for  Arthur  L. 
Van  Veen  &  Co.,  and  more  recently  a  member 
of  Uncle  Sam's  navy,  has  returned  to  civilian 
life  and  will  resume  his  former  duties  next 
week.  Mr.  Tobias  achieved  signal  success  in  the 
introduction  of  the  Van  Veen  bedset  system 
among  dealers  in  this  territory,  and  his  many 
friends  in  the  trade  will  undoubtedly  extend  him 
a  cordial  welcome  upon  his  return  from  the 
navy. 


"Dayton"  i  Motor  No.  31 


Capacity  over  1500 
revolutions  of  the  turn 
table  to  one  winding. 
Frame  finished  in  sil- 
ver  bronze.  Easily 
applied  to  any  form  of 
cabinet.  Springs  pow- 
erful, triple,  vertical, 
floating.  Easily  remov- 
able.   Turn  table  drive 
shaft,  high  quality 
steel,  especially 
tempered  shaft, 
running    in  self- 
oiling  bearings.  Em- 
bodies   the  highest 
quality  of  mechanical 
perfection. 


DAYTON  MOTORS 

Possess  all  the  sterling  qualities  that  go  to  build  up  a  successful 
phonograph  business.  They  are  sold  to  builders  of  all  high-grade 
talking  machines — and  give  universal  satisfaction  to  the  user. 
Made  of  the  finest  grade  of  material  by  skilled  workmen.  Run 
without  vibration,  give  long  service  and  build  permanent  business. 


Build  satisfaction  into  your  product  by  using  the  Quality  Line.  Dayton 
Motors,  Dayton  Tone  Arms, Dayton 
Reproducers.  It  will  bring  you  more 
business  and  satisfy  the  most  exact- 
ing customers. 


Write  for  full  particulars 


THE  THOMAS  MFG.  CO.,  322  Bolt  St.,  Dayton,  Ohio 

CHICAGO  OFFICE,  1500  REPUBLIC  BLDG. 


104 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


THE  FISCHER  GO. 


Pathe  Phonographs  and  Records 

TOje  iHerrtest  of  jfflerrp  Cfjrfetmase* 
TOje  Happies*  of  ail  Jlleto  gear* 
Co  tlje  Crabe 


THE  FISCHER  CO. 

OLDEST  PATHE  JOBBERS 

940-1030  CHESTNUT  AVE.,  CLEVELAND,  OHIO 


COLUMBIA  ANNUAL  CONVENTION 


EMPIRE  BUSINESS  ON  INCREASE 


Factory  Working  Overtime  to  Meet  Demands — 
Excellent  Results  Obtained  by  Trade  Repre- 
sentatives Recently  Appointed  by  Company 


Chicago,  III.,  December  7. — At  the  factory  of 
the  Empire  Talking  Machine  Co.  it  was  stated 
that  the  demand  for  machines  and  records  made 
by  that  company  was  of  unprecedented  volume, 
and  that  in  order  to  keep  in  sight  of  orders  it  was 
necessary  to  operate  the  production,  shipping 
and  other  departments  of  the  factory  overtime. 
Letters  are  being  received  from  Empire  dealers 
in  various  sections  of  the  country  telling  of  their 
success  in  selling  the  line;  how  the  machines 
and  records  pleased  the  customers,  and  in  them- 
selves influenced  other  sales. 

A.  R.  Mitchell,  of  Williamsport,  Pa.,  has  been 
spending  a  few  days  in  the  local  factory  looking 
after  shipments  to  his  customers,  and  will  visit 
the  factory  of  the  Empire  Phono  Parts  Co.  in 
Cleveland  on  his  way  home  to  look  over  that 
plant  and  its  facilities  for  turning  out  the  equip- 
ment used  in  Empire  machines.  Mr.  Mitchell 
has  been  very  successful  in  placing  the  Empire 
agency  with  prominent  music  and  furniture 
houses  in  Pennsylvania. 

The  Empire  Talking  Machine  Co.  has  recent- 
ly engaged  R.  N.  Oates,  of  New  Albany,  Ind., 
to  represent  them  in  the  States  of  Indiana, 
Illinois,  Kentucky  and  Tennessee,  and  Mr.  Oates 


has  opened  up  some  very  fine  accounts  in  the 
few  weeks  he  has  been  on  the  road. 

That  there  is  a  large  demand  for  high-class 
phonographs  in  the  South  is  evidenced  by  the 
orders  that  are  reaching  the  factory  from  J.  H. 
Stiff,  who  only  recently  started  to  cover  the 
Southeastern  States  for  the  Empire  line.  Both 
Mr.  Stiff  and  Mr.  Oates  have  been  connected 
with  the  piano  business  for  many  years,  and  en- 
joy the  confidence  of  the  trade  they  serve  to  the 
fullest  extent. 


EASTERN  DEPARTMENTS  DIVIDED 

Boston,  Mass.,  December  11. — Plans  which 
have  been  announced  for  the  separation  of  the 
wholesale  and  retail  departments  of  the  Eastern 
Talking  Machine  Co.,  Victor  distributors,  are 
rapidly  becoming  realities,  and  it  is  expected  on 
December  15  the  wholesale  department  will  be 
removed  to  the  building  on  Oxford  street  which 
the  Eastern  Talking  Machine  Co.  have  used  for 
the  storage  of  their  Victor  goods.  Manager 
Fitzgerald  and  Chas.  Urlass,  assistant  manager, 
will  occupy  general  offices  on  the  third  floor  of 
this  building,  which  are  rapidly  nearing  com- 
pletion. The  entire  building  has  been  thorough- 
ly renovated  and  will  provide  exceptional  fa- 
cilities for  their  wholesale  business. 

The  retail  business  will  remain  at  the  present 
Tremont  street  address,  the  location  being  most 
desirable. 


Annual  Gathering  of  Branch  Managers  to  Be 
Held  January  6,  7,  8  and  9  at  Hotel  McAlpin, 
New  York — Elaborate  Entertainment  Planned 


The  general  sales  department  of  the  Columbia 
Graphophone  Co.  announced  this  week  that  the 
annual  convention  of  Columbia  branch  managers 
will  be  held  on  January  6,  7,  8  and  9  at  the  Hotel 
McAlpin.  George  W.  Hopkins,  general  sales 
manager  of  the  company,  will  preside  at  this 
conference,  which  will  be  given  over  to  the  dis- 
cussion of  important  problems  bearing  on  the 
reconstruction  period  that  the  country  now 
faces.  It  is  planned  to  have  the  conventions  of 
the  Grafonola  and  Dictaphone  branch  managers 
take  place  simultaneously,  and,  although  there 
will  be  the  usual  banquet,  theatre  party,  trip  to 
the  factory,  etc.,  this  meeting  promises  to  be 
noteworthy  for  the  practical  value  of  the  pro- 
gram which  is  now  being  prepared. 

STATEMENT  OF  THE  OWNERSHIP,  MANAGEMENT, 
CIRCULATION.  ETC.,  REQUIRED  BY  THE  ACT 
OF  CONGRESS  OF  AUGUST  24,  1912, 
Of  The  Talking  Machine  World,  published  monthly  at  New 
York,  N.  Y.,  for  October  1,  1918. 
State  of  New  York, 
County  of  New  York,  ss. 

Before  me,  a  Notary  Public,  in  and  for  the  State  and 
county  ■  aforesaid,  personally  appeared  J.  B.  Spillane,  who, 
having  been  duly  sworn  according  to  law,  deposes  and  says 
that  he  is  the  Editor  of  The  Talking  Machine  World,  and 
that  the  following  is,  to  the  best  of  his  knowledge  and  be- 
lief, a  true  statement  of  the  ownership,  management  (and 
if  a  daily  paper,  the  circulation),  etc.,  of  the  aforesaid  pub- 
lication for  the  date  shown  in  the  above  caption,  required 
by  the  Act  of  August  24,  1912,  embodied  in  section  443, 
Postal  Laws  and  Regulations,  printed  on  the  reverse  of 
this  form,  to  wit: 

1.  That  the  names  and  addresses  of  the  publisher,  editor, 
managing  editor,  and  business  managers  are: 

Publisher — Edward  Lyman  Bill,  Inc.,  373  Fourth  avenue, 

New  York  City. 
Editor — J.  B.  Spillane,  373  Fourth  avenue,  New  York  City. 
Managing  Editor — J.  B.  Spillane,  373  Fourth  avenue,  New 

York  City. 

Associate  Editor — J.   Raymond   Bill,   373   Fourth  avenue, 

New  York  City. 
Business  Manager — None. 

2.  That  the  owners  are:  (Give  names  and  addresses  of 
individual  owners,  or,  if  a  corporation,  give  its  name  and 
the  names  and  addresses  of  stockholders  owning  or  holding 
1  per  cent,  or  more  of  the  total  amount  of  stock) :  Edward 
Lyman  Bill,  Inc.,  373  Fourth  avenue,  New  York  City;  Caro- 
line L.  Bill,  New  Rochelle,  N.  Y.;  J.  B.  Spillane,  373  Fourth 
avenue.  New  York  City;  J.  Raymond  Bill,  373  Fourth  ave- 
nue. New  York  City;  Estate  of  August  J.  Timpe,  164 
Fifteenth  street,  West  New  York,  N.  J.;  B.  B.  Wilson, 
373  Fourth  avenue,  New  York  City;  Carleton  Chace,  373 
Fourth  avenue,  New  York  City;  L  M.  Robinson,  373 
Fourth  avenue,  New  York  City;  E.  P.  Van  Harlingen, 
209  South  State  street,  Chicago,  111. 

3.  That  the  known  bondholders,  mortgagees,  and  other 
security  holders  owning  or  holding  1  per  cent.  or_  more  of 
total  amount  of  bonds,  mortgages,  or  other  securities  are: 
(If  there  are  none,  so  state.)  None. 

4.  That  the  two  paragraphs  next  above,  giving  the  names 
of  the  owners,  stockholders,  and  security  holders,  if  any, 
contain  not  only  the  list  of  stockholders  and  security 
holders  as  they  appear  upon  the  books  of  the  company  but 
also,  in  cases  where  the  stockholder  or  security  holder 
appears  upon  the  books  of  the  company  as  trustee  or  in 
any  other  fiduciary  relation,  the  name  of  the  person  or 
corporation  for  whom  such  trustee  is  acting,  is  given; 
also  that  the  said  two  paragraphs  contain  statements  em- 
bracing affiant's  full  knowledge  and  belief  as  to  the  circum- 
stances and  conditions  under  which  stockholders  and  secu- 
rity holders  who  do  not  appear  upon  the  books  of  the  com- 
pany as  trustees,  hold  stock  and  securities  in  a  capacity 
other  than  that  of  a  bona  fide  owner;  and  this  affiant  has 
no  reason  to  believe  that  any  other  person,  association,  or 
corporation  has  any  interest  direot  or  indirect  in  the  said 
stock,  bonds,  or  other  securities  than  as  so  stated  by  him. 

5  That  the  average  number  of  copies  of  each  issue  of 
this  publication  sold  or  distributed,  through  the  mails  or 
otherwise,  to  paid  subscribers  during  the  six  months  pre- 
ceding the  date  shown  above  is.   ...(This 

information  is  required  from  daily  publications  only.) 

J.  B.  SPILLANE,  Editor. 

Sworn  to  and  subscribed  before  me  this  30th  day  of 
September,  1918.         (Seal)  EUGENE  g.  FALCK 

K  Notary  Public,  No.  6, 

New  York  City. 

(My  commission  expires  March  30,  1920.)  


The  Sterling  Phonograph 

Most  attractive  offer  to  live  dealers 
9  Models,  Retail  from  $65.00  to  $250.00 

The  Supreme  Phonograph 

For  particulars  write  to 

The  Compacto  Phonograph  Corporation 


31  East  12th  Street 


New  York 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


105 


GOVERNMENT  LIFTS  ALL  RESTRICTIONS 

ON  THE  PRODUCTION  OF  TALKING  MACHINES 

Industry  Now  Free  to  Increase  Output  to  Full  Capacity  of  Factories  and  to  Return  to  a  Normal 
Business  Basis — Announcement  From  Washington  Gratefully  Received 


FINE  OUTLOOK  IN  INDIANAPOLIS 


The  welcome  news  was  received  from  Wash- 
ington on  Tuesday  of  this  week  that  all  restric- 
tions covering  the  production  of  talking  ma- 
chines and  the  use  of  metals  and  other  materials 
for  that  purpose  had  been  lifted,  and  that  so 
far  as  Federal  control  is  concerned  the  industry 
could  go  along  under  normal  conditions. 

The  information  was  received  by  J.  Schechter, 
secretary  of  the  War  Service  Committee  of  the 
Talking  Machine  Industry,  who  said  to  The 
World:  "This  raising  of  all  restrictions  against 
the  industry  is  the  final  step  in  placing  the 
talking  machine  industry  in  a  position  to  secure 
the  full  fruits  of  their  work  that  the  future 
appears  to  hold.  The  industry  is  now  free  to 
go  ahead  as  in  normal  times,  and  to  take  care 
of  the  tremendous  volume  of  business  already 
booked  and  that  which  promises  for  the  future. 
The  Government  has  been  very  fair  with  the 
industry  throughout  the  war  period,  and  the  lift- 
ing of  curtailments  at  this  time  indicates  that 


the  authorities  want  to  see  the  industry  back 
on  a  peace  basis  with  as  little  delay  as  possible. 

Immediately  upon  receiving  word  from  Wash- 
ington Mr.  Schechter  sent  a  letter  to  the  mem- 
bers -of  the  talking  machine  industry  in  which 
he  said: 

"It  gives  me  great  pleasure  to  quote  below 
letter  just  received  from  Edwin  P.  Parker, 
Priorities  Commissioner  of  the  United  States 
War  Industries  Board,  advising  that  all  restric- 
tions affecting  the  talking  machine  industry  are 
canceled. 

"The  letter  reads  as  follows: 

"  'Effective  December  1,  1918,  all  restrictions 
promulgated  by  the  Priorities  Division  of  the 
War  Industries  Board  affecting  the  talking  ma- 
chine industry  are  hereby  canceled,  and  all 
pledges  heretofore  made  and  executed  by  any 
member  of  said  industry  are  hereby  revoked. 

"  'Please  notify  each  member  of  the  industry 
and  acknowledge  receipt  of  this  notice  to  me.'  " 


OCCUPYING  NEW  SALES  QUARTERS 

Pathe  Freres  Phonograph  Co.  Remove  Their 
City  Sales  Offices  to  the  Hallet  &  Davis  Build- 
ing, 1  West  Forty-second  Street,  New  York 


The  city  sales  department  and  the  recording 
department  of  the  Pathe  Freres  Phonograph 
Co.  have  been  removed  from  29  West  Thirty- 
eighth  street  to  the  Hallet  &  Davis  Building,  18 
East  Forty-second  street,  New  York.  In  its 
new  home  the  company  is  occupying  two  com- 
plete floors,  one  of  which  is  given  over  entirely 
to  the  city  sales  division,  which  is  under  the  di- 
rection of  O.  J.  Valliere,  and  the  other  to  re- 
cording purposes  exclusively. 

This  new  home  of  the  Pathe  Freres  Phono- 
graph Co.  in  New  York  is  located  only  a  few 
doors  east  of  Fifth  avenue,  and  is  ideally  sit- 
uated from  a  transit  standpoint.  The  building 
is  a  new  one,  and  according  to  Russell  Hunting, 
recording  director  of  the  Pathe  Freres  Phono- 
graph Co.,  the  fourth  floor,  which  is  occupied 
by  the  recording  department,  is  acoustically  per- 
fect. W.  H.  Penn,  general  manager  of  the 
Pathe  Freres  recording  laboratories,  and  W.  H. 


Dealers — Watch  This 
Special  Offer 

FOR  A  SHORT  TIME  ONLY 

f  200  lOUO  PLAYING^ 

\fo^/Mw»iioi5C  talking  machino^ 

Best  quality  American  Steel  Needles. 
The  famous  Truetone  brand,  packed  200  in 
a  metal  box  at  65c  per  thousand,  in 
any  quantity.  Cash  with  order.  Order 
today,  as  offer  is  good  only  until  January  1  5, 
1919. 

Maestrola  Mahogany  Cabinet 
Machines,  Size  15x15x72 

Motor  worm  gear  plays  2V£  to  3  ten  inch  records,  one  winding. 
Prices  $4.50  in  100  lots,  in  dozen  lots  $5.00  each,  sample 
machine  $5.50.    Cash  with  order 


FULTON  TALKING  MACHINE  CO. 


640  Broadway 


New  York,  N.  Y. 


Rose,  his  assistant,  are  enthusiastic  regarding 
the  new  recording  department,  which  they  state 
meets  all  necessary  requirements,  both  musical- 
ly and  scientifically. 

The  city  sales  department  of  the  Pathe  Freres 
Co.  distributes  Pathe  products  to  the  metropol- 
itan trade,  and  this  branch  of  the  business  has 
grown  so  rapidly  that  this  department  was  bad- 
ly cramped  in  its  old  quarters  at  Thirty-eighth 
street,  and  additional  space  was  found  to  be  im- 
perative. Mr.  Valliere,  who  is  assisted  by  a 
corps  of  competent  salesmen,  is  planning  to  give 
the  dealers  in  his  territory  maximum  service  in 
handling  Pathe  products,  and  the  city  sales  de- 
partment's new  home  will  be  at  the  disposal  of 
Pathe  dealers,  who  will  be  afforded  every  con- 
venience when  visiting  New  York. 


LOCAL  STORES  IN  NEW  MERGER 


Gotham  Shops,  Inc.,  Secure  Interest  in  Business 
of  I.  Zion,  Inc. — Both  Stores  to  Be  Continued 
at  Their  Present  Addresses 


The  Gotham  Shops,  Inc.,  who  handle  the  Co- 
lumbia line  at  49  Nassau  street,  and  of  which 
Irwin  Kurtz  is  president,  has  secured  an  in- 
terest in  the  retail  Victor  business  of  I.  Zion, 
Inc.,  at  2300  Broadway,  but  both  the  Gotham 
Shops  and  the  Zion  store  will  continue  to  oper- 
ate under  the  present  names.  Mr.  Zion  will 
continue  as  president  of  I.  Zion,  Inc.,  and  the 
store  will  be  under  the  management  of  Maxwell 
Friedman,  who  has  been  elected  treasurer  of 
the  company.  Mr.  Kurtz  has  assumed  the  office 
of  vice-president  and  secretary.  A  camera  and 
photographic  department  will  be  added  to  the 
Zion  store. 


The  Litscher  Lite  Corp.  has  been  incorporated 
under  the  laws  of  Delaware  with  capital  stock 
of  $500,000  to  manufacture  electric  light  equip- 
ment and  accessories.  The  incorporators  are 
William  Drueke,  W.  R.  Patterson,  and  others, 
of  Grand  Rapids,  Mich. 


The  Robert  L.  Loud  Music  Co.,  Buffalo,  N.  Y., 
has  been  incorporated  with  capital  stock  of 
$100,000  by  R.  L.  Loud,  A.  J.  Boland  and  R.  W. 
Werner. 


SHELTON  ELECTRIC 
PHONOGRAPH  MOTOR 

We  have  increased  our  factory  facili- 
ties to  handle  the  demand  for  the 
Shelton  Electric  Motor,  and  are 
now  ready  to  make  prompt  deliveries. 
Write  for  oar  Special  Agency  Proposition 

SHELTON  ELECTRIC  CO. 

30  East  42nd  Street,  NEW  YORK 


Ben  L.  Brown,  Manager  of  the  Local  Columbia 
Branch,  Makes  Good  Report 


Indianapolis,  Ind.,  December  7. — Ben  L. 
Brown,  manager  of  the  local  branch  of  the  Co- 
lumbia Graphophone  Co.,  is  enthusiastic  regard- 
ing the  outlook  in  this  territory,  and  declares 
that  prospects  were  never  better  than  now. 

"There  will  naturally  be  a  slight  reaction  for 
a  matter  of  thirty  or  sixty  days,  until  the  fac- 
tories that  have  been  making  munitions  can 
readjust  their  plants  and  get  a  start  towards  the 
manufacture  of  their  regular  line,"  he  says,  "but 
I  doubt  very  much  there  being  any  noticeable 
let-up  in  the  talking  machine  business,  inasmuch 
as  we  have  not  been  able  to  supply  the  demand 
for  many  months  because  of  shortage  of  product. 

"Dealers  generally  do  not  seem  inclined  to 
cancel  orders  they  have  for  machines,  some  of 
these  orders  dating  back  to  the  early  summer, 
which  leads  me  to  believe  they  are  "looking  for- 
ward to,  and  expect  more  business  than  they  have 
ever  had." 


Important  Notice 
to  Dealers 

Why  Every  Dealer  Should  Handle 
The  Highest  Grade  Phonograph 
Steel  Needle  in  the  World. 


The  WALL-KANE 


First — Each  WALL-KANE  needle  is  guaranteed 
to  play  10  records  on  any  Phonograph,  the  tenth 
playing  as  clear  as  the  first. 

Second — Phonograph  owners  will  always  purchase 
WALL-KANE  needles,  since  they  eliminate  the 
troublesome  changing  of  needles  after  each  record. 

Third — WALL-KANE  needles  are  scientifically 
prepared,  and,  by  reason  of  special  composition, 
are  beneficial  to  the  grooves  of  the  record,  thereby 
adding  to  its  life. 

Fourth — WALL-KANE  needles  minimize  the 
usual  scratching  sound  of  the  ordinary  steel 
needle  and  greatly  improve  the  clearness  and  tone 
of  reproduction. 

TEST  PROPOSED  TO  DEALERS  TO 
PROVE  THE  SUPERIORITY  OF 

Wall-Kane  Steel  Needles 

Take  two  standard  disc  records  of  the  same  selec- 
tion, play  one  ten  times  with  the  same  WALL- 
KANE  loud  needle;  play  the  other  record,  the 
same  selection,  ten  times,  but  with  ten  new,  full- 
tone  steel  needles. 

You  will  find  that  the  record  played  ten  times 
with  the  same  WALL-KANE  needle  will  sound 
clearer,  will  have  less  surface  noise,  and  that 
under  the  magnifying  glass  the  grooves  of  the 
record  played  ten  times  with  the  ten  steel  needles 
\vill  seem  to  be  more  disturbed. 


BEWARE  OF  IMITATIONS 

Package  of  50  WALL-KANE  needles. 
Loud,  Extra  Loud  and  Medium,  greater 
value  than  500  ordinary  steel  needles,  re- 
tails for  15c,  cost  the  dealer  9 'i'c. 

JOBBING  TERRITORIES  OPEN 

Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York 


106 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


STEEL  NEEDLES— U.  S.  MADE 


NEEDLES  E  NEEDLES 
S 

BESTONE 

FOR  USE  Q  ON  ALL 

DISC    S  MACHINES 


Highest  Grade  Manufactured.  Packed  100 
in  an  Envelope.   Medium,  Loud,  Extra  Loud 

75c.  per  thousand 

60c.  per  thousand  in  quantities 

Immediate  Deliveries  in  All  Quantities 


MADE  IN  U. 


PROGRESSIVE  PHONOGRAPHIC  SUPPLY  CO.,  145  West  45th  St.,  New  York 


HANDLING  AN  UNDECIDED  CUSTOMER 

Some  Excellent  and  Timely  Advice  Regarding 
the  Best  Means  of  Selling  to  the  Customer 
•Who  Has  Difficulty  in  Making  a  Final  Selec- 
tion Offered  in  the  Interesting  Story  Below 


Some  excellent  and  timely  advice  to  the  sales- 
man on  the  handling  of  the  undecided  customer 
is  offered  in  "The  Voice  of  the  Victor"  for  No- 
vember. Just  now  salesmanship  is  of  such  great 
value  that  the  advice  is  well  worth  studying 
with  profit. 

In  the  good  old  days,  when  you  and  a  lot  of 
other  fellows-  went  swimming,  you  will  remem- 
ber the  fellow  who  stood  shivering  on  the  bank 
until  some  one  shoved  him  in.  He  wanted  that 
swim  as  badly  as  the  rest  of  you,  but  couldn't  de- 
cide to  take  the  first  plunge.  And  that's  the  way 
hc|  goes  through  life;  never  acting  on  his  own 
initiative — even  when  buying  a  Victrola — but  al- 
ways waiting  for  some  one  else  to  make  the 
decision  for  him. 

Physiognomists — those  scientists  who  classify 
different  types  by  their  features — tell  us  that 
this  sort  of  person  bears  the  earmarks  of  the 
indecisive  type.  Close  scrutiny,  they  claim, 
will  generally  show  him  to  have  flat  brows  and 
a' long,  narrow  and  weak  chin.    His  head  is  apt 


to  be  very  narrow  above  and  behind  the  ears 
and  rather  square  in  back,  and  their  observa- 
tions show  that  such  people  are  generally  dark 
complexioned  and  have  small  snub  noses. 

Maybe,  maybe  not,  but  if  an  approaching  cus- 
tomer bears  some  of  these  marks  and,  when 
confronted  by  you,  looks  up  in  a  timid,  appre- 
hensive sort  of  way  and  says:  "I'm  just  look- 
ing"— it's  safe  to  assume  that  he  lacks  initia- 
tive. Arrived  at  this  conclusion  it's  up  to  you 
to  make  him  decide  then  and  there.  For,  left 
to  decide  for  themselves,  such  people  will  gen- 
erally leave  you  at  the  end  of  an  hour  with  a 
smile  and  an  "I'll  come  in  again." 

Big  things  always  stagger  this  type  of  indi- 
vidual, so  avoid  the  momentous  question  of 
buying  the  article,  and  don't  mention  the  price 
of  it.  If  you  are  trying  to  sell  him  a  Victrola, 
sidetrack  the  main  issue  and  interest  him  in 
records.  Find  out,  if  possible,  his  business — 
where  he  lives,  what  his  favorite  pastime  is  and 
whether  or  not  he  has  children.  Then  select 
the  type  Victrola  you  think  he  can  afford  and 
sell  the  instrument  to  him  piece  by  piece.  Show 
him  such  things  as  the  automatic  stop,  the  flex- 
ible tone  arm,  the  record  filing  system,  and  even 
tell  him  the  best  needle  to  use  with  each  record 
you  play  for  him.  Be  sure  to  lay  aside  all  the 
records  he  professes  a  liking  for. 


Paint  a  picture  of  the  Victrola  in  the  home, 
dwelling  on  the  enjoyment  it  will  bruig  to  his 
family  and  his  friends.  For  the  indecisive  man 
is  an  idealist.  Therefore,  he  is  more  liable  to 
decide  to  buy  a  Victrola  if  he  believes  that  he 
is  doing  some  one  else  a  service  than  he  is  if 
you  merely  tell  him  of  the  pleasure  he  will  de- 
rive from  his  purchase.  In  a  casual  sort  of  way 
ascertain  on  what  terms  he  would  like  to  buy 
and  how  soon  he  would  like  the  Victrola  deliv- 
ered if  he  should  buy  it.  Then  give  him  the 
final  shove. 

Hand  him  your  pen  and  show  him  where  to 
sign  the  contract — which  you  have  already  filled 
out  as  far  as  possible. 

Tactfully,  but  forcefully,  make  him  realize  that 
he  is  not  buying  a  Victrola  for  his  own  enter- 
tainment as  much  as  he  is  for  the  entertainment 
and  education  of  his  family  and  their  friends. 
Show  him  that  he  is  taking  advantage  of  your 
position  if  he  doesn't  buy  after  allowing  you  to 
spend  so  much  of  your  time  demonstrating  the 
Victrola  and  playing  records  for  him.  Make  it 
plain  to  him  that  it  was  only  natural  for  you  to 
conclude  that  he  intended  to  buy  and  that  there- 
fore you  have  drawn  up  a  contract  which  is 
ready  for  his  signature. 

If  he  is  the  indecisive  person  you  thought 
him  he'll  sign,  for  he  wants  to  badly  enough, 
only,  like  the  rest  of  his  kind,  can't  decide  to 
do  so.  And  your  conscience  needn't  trouble 
•you,  for  you  will  really  have  done  the  poor 
fellow  an  inestimable  favor.  He  wanted  that 
Victrola  just  as  badly  as  the  reluctant  swimmer 
wanted  the  swim,  but  needed  a  good  strong 
shove. 


The  Davidson  Co.  has  taken  over  the  Victrola 
department  of  the  James  Black  Drygoods  Co., 
Waterloo,  la.,  and  has  moved  it  to  the  front  of 
their  store.  L.  E.  Cohen  is  in  charge  of  the 
department. 


The  World  Phonograph  Shop  is  the  title  of 
a  new  concern  at  1518  California  street,  Denver, 
Colo. 


LONG  CABINETS 


No.  83 

In  all  finishes.  Specially  adapted  for 
use  with  Columbia  50,  Model  "D," 
Front  posts  made  to  follow  lines  of 
posts  on  Columbia  75,  Model  "F." 


FIRST  and  FOREMOST 

In  the  cabinet  field. 

Why?    Because  we've  specialized  in 

CONSTRUCTION 
FINISH  and 
ADAPTABILITY 

Our  supremacy  in  these  essentials 
warrants  your  handling  the  perfect 
line. 

That's  why  you  should  anticipate  your 
wants  NOW. 


No.  79 

In  all  finishes.    Shown  with  top 

moulding  and  shelves. 
Specially   adapted    for  use  with 
Victrola  IX-A. 


Prompt  deliveries  on  all  orders.    Write  for  Illustrated  Catalogue  of  complete  line 

THE  GEO.  A.  LONG  CABINET  COMPANY 

HANOVER,  PA. 


December  IS,  1918 


THE   TALKING   MACHINE  WORLD 


107 


BUY  YOUR  ALBUMS 

DIRECT  FROM 
THE  MANUFACTURER 

Pat.  Dec.  15,  1914 


THIS  ALBUM  MADE 
US  FAMOUS  BY 
SELLING  IT. 
WHY 
DON'T  YOU  TRY? 


BOSTON  BOOK  COMPANY,  Inc. 

43-51  Fourth  Avenue,  New  York,  N.  Y. 


INTEREST  GROWS 

IN  FOREIGN  TRADE 


Firms  Planning  Selling  Campaigns  Abroad — Bu- 
reau of  Foreign  and  Domestic  Service  Called 
Upon  to  Supply  Data  oh  Conditions  in  the 
Foreign  Field  for  American  Manufacturers 

The  signing  of  the  armistice  putting  an  end 
to  hostilities  in  Europe  acted  as  an  immediate 
and  powerful  stimulant  to  interest  in  American 
export  trade,  according  to  information  ob- 
tained at  the  district  office  of  the  Bureau  of  For- 
eign and  Domestic  Commerce,  734  Custom 
House.  This  active  branch  of  the  United 
States  Government  is  now  being  called  upon  for 
a  wide  range  of  data  concerning  foreign  mar- 
kets for  American  goods  by  manufacturers 
whose  war  orders  have  prevented  them  from 
meeting  the  demands  of  the  average  foreign 
customer  and  who  will  soon  be  free  to  return 
to  their  normal  export  business. 

The  number  of  firms  who  are  planning  seri- 
ous selling  campaigns  abroad  is  steadily  in- 
creasing, and  the  local  office  of  the  Bureau  of 
Foreign  and  Domestic  Commerce  is  constantly 
in  consultation  with  such  houses.  It  is  esti- 
mated that  the  number  of  requests  for  assist- 
ance has  doubled  during  the  past  month.  Al- 
though it  will  probably  be  six  months  or  more 
before  there  is  a  material  improvement  in  the 
shipping  situation,  the  Government  is  facilitat- 
ing in  every  possible  way  the  conduct  of  our 
foreign  commerce,  and  success  in  selling  Amer- 
ican goods  abroad  is  going  to  depend  largely 
upon  the  degree  of  co-operation  which  exists 
between  the  Government  and  private  interests, 
but  more  particularly  upon  the  extent  to  which 
our  manufacturers  and  exporters  utilize  and< 
encourage  the  Bureau  of  Foreign  and  Domes- 
tic Commerce.  It  is  planned  to  make  the  New 
York  office  of  the  bureau  the  greatest  foreign 
trade  service  station  in  the  world,  and  this  will 
be  done  if  a  sufficient  appropriation  is  made  by 
Congress  for  increasing  the  bureau's  organiza- 
tion at  home  and  abroad. 

Our  competitors  in  foreign  markets  have  al- 
ways made  scientific  accuracy  a  primary  consid- 
eration, while,  in  the  past,  many  American  ex- 
porters have  been  too  prone  to  depend  upon 
guesswork  and  too  willing  to  take  unnecessary 
chances.  It  is  the  bureau's  aim  to  place  our 
export  trade  on  a  sound  and  scientific  basis  by 
collecting  the  most  accurate  and  complete  in- 
formation about  foreign  markets  that  can  pos- 
sibly be  secured.  Additional  commercial  at- 
taches are  being  appointed   to   cover  certain 


countries  in  Europe,  and  trade  commissioners 
are  being  sent  to  Latin  America  and  the  Far 
East.  These  men  will  make  a  careful  study  of 
their  respective  fields,  and  millions  of  dollars' 
worth   of  business  will   come  to   the  United 


The  import  and  export  statistics  of  the  United 
States,  which  are  compiled  by  the  Bureau  of 
Foreign  and  Domestic  Commerce,  will  be  re- 
vised and  extended,  according  to  a  plan  now 
being  carried  out.  More  than  1,500  new  items 
will  be  added  to  the  export  classification,  and 
the  import  items  shown  will  be  increased. 

An  important  phase  of  the  bureau's  work  is 
the  collection  of  samples  of  goods  sold  in  dif- 
ferent parts  of  the  world.  These  articles  are 
exhibited  in  the  New  York  Custom  House. 


CHANGE  IN  CHICAGO  OFFICE 

The  Thomas  Mfg.  Co.,  Dayton,  O.,  manufac- 
turers of  talking  machine  motors  and  parts,  will 
move  their  Chicago  office  on  January  1  from  the 
tenth  floor  to  Suite  1500  in  the  Republic  Build- 
ing. L.  Baxter,  formerly  manager  of  their  fac- 
tory at  Dayton,,  is  now  in  charge  of  their  Chi- 
cago interests. 

The  Schubert  Phonograph  Co.  has  opened  new 
salesrooms  at  705  Twelfth  street,  N.  W.,  Wash- 


States  as  a  result. 


ington,  D.  C. 


CABINETS  and  TALKING  MACHINES 

for  WHOLESALERS,  DEALERS,  JOBBERS 


We  can  supply  you  with  high 
grade  talking  machines  to  suit 
your  every  need.  While  we  are 
cabinet  makers  we  also  manu- 
facture complete  machines. 

We  have  a  large  stock  prepared 
ready  for  shipment  to  meet  the  re- 
quirements of  the  trade. 

Prompt  Deliveries 

Inquire  for  Catalog  and  Price  Lisl  of 

BENFERRARA 

ONEIDA,  NEW  YORK 


What  Have  You  to  Sell? 

.  We  purchase  in  any  quantity,  anything  you 
have  for  sale  in  the  talking  machine  industry. 
The  larger  the  quantity  the  better  we  like  it. 
We  can  use  cabinets,  motors,  tone  arms,  repro- 
ducers, strings,  tabulators,  micas,  machine 
screws,  wood  screws,  etc.,  etc.,  in  job  lots,  or 
regular  merchandise  if  the  price  is  satisfac- 
tory. Get  in  touch  with  us  on  anything  you 
have  to  sell. 

LUCKY  13  PHONOGRAPH  CO. 

46  East  12th  Street,  New  York 


108 


THE    TALKING    MACHINE  WORLD 


December  IS,  1918 


EDUCATIONAL  PUBLICITY 

Attractive  Hangers  in  Colors  Just  Sent  to  the 
Trade  by  C.  Bruno  &  Son,  Inc. 


"Try  These  Victor  Records"  is  the  title  of 
an  attractive  hanger  that  has  just  been  prepared 
by  C.  Bruno  &  Son,  Inc.,  Victor  wholesalers,  for 
the  use  of  Victor  dealers.  This  hanger,  which 
is  designed  in  two  colors,  is  conveniently  sized 
for  insertion  in  the  usual  record  fixtures  and 
can  therefore  be  presented  by  the  dealers  to  ex- 
cellent advantage. 

In  a  chat  with  The  World  C.  Bruno  stated 
that  this  hanger  was  prepared  with  the  idea  of 
assisting  the  dealers  in  moving  records  which 
are  not  generally  asked  for  by  the  public,  be- 
cause they  do  not  know  of  them.  Mr.  Bruno 
found  that  quite  a  number  of  Victor  dealers 
have  stimulated  an  active  demjand  for  these  rec- 
ords and  other  so-called  slow-moving  records 
by  calling  the  attention  of  the  customers  to 
them,  keeping  the  records  handy  in  the  booths, 
and  playing  them  whenever  the  occasion  pre- 
sents itself.  The  use  of  this  hanger  will  un- 
doubtedly assist  Victor  dealers  in  developing  a 
demand  for  these  records. 


PATHE  LINE  FOR  BYRON  MAUZY 

San  Francisco,  Cal.,  December  2. — The  talk- 
ing machine  department  of  Byron  Mauzy  has 
just  added  the  Pathe  lines,  placing  an  initial 
order  of  $5,000  with  the  Western  Phonograph 
Co.,  Pathe  distributors  in  San  Francisco.  The 
first  shipment  the  music  house  has  received  in- 
cludes several  art  models  and  a  few  of  the  more 
expensive  types.  The  department  has  also  been 
promised  a  carload  of  Columbia  machines  for 
early  delivery. 


SELLING  COMPANY  ORGANIZED 

The  J.  T.  Ritley  Selling  Co.,  Denver,  Colo., 
has  been  organized  to  distribute  phonographs  to 
certain  Western  States.  The  company's  offices 
are  in  the  Charles  Building. 


Delivery 


Four  Styles 


Territory 
open  for 
Agents 

Send  for  details  and 
dealers'  discounts 
Helpful  booklets 

furnished  to 
Culptone  dealers 
free 


Culp 
Phonograph 
Co. 

240  Broadway 
New  York  City 


EVEN  PHONOGRAPHS  "CARRY  ON" 

Here  is  shown  an  interesting  survivor  of  the 
great  war.  Though  suffering  from  a  jagged 
shell  hole  through  its  sound  deflector,  this  So- 
nora  style  portable  phonograph  is  by  no  means 
"hors  de  combat,"  for  it  still  can  play  acceptably. 
The  instrument  here  shown,  after  two  years' 
service  in  France,  was  presented  to  the  British 
National  War  Museum.     Painted  on  its  case 


EMPIRE  RECORDS  FOR  JANUARY 


4  f.  j> 


A  Survivor  of  the  War 

are  the  names  of  the  battles  in  which  it  has  seen 
service. 

The  letter  of  acceptance  sent  to  its  donors  is 
as  follows: 

"National  War  Museum,  May  27,  1918. 

"I  am  directed  by  the  chairman  of  the  Na- 
tional War  Museum  (the  First  Commissioner  of 
Works)  to  thank  you  warmly  on  behalf  of  His 
Majesty's  Government  for  your  gift  to  the  Na- 
tional War  Museum  which  is  much  appreciated 
and  will  be  carefully  preserved  for  all  time  as  a 
national  relic." 


MAKE  MUCH  PROGRESS  DURING  YEAR 


Hoffay  Talking  Machine  Co.  Keeps  Production 
at  Excellent  Average  Despite  the  Numerous 
Handicaps  Presented  as  Result  of  War 


The  Hoffay  Talking  Machine  Co.,  Inc.,  have 
just  made  an  announcement  regarding  the  prog- 
ress the  concern  has  made  during  the  past  year — 
and  despite  war  conditions.  The  reports  show 
that  they  have  made  substantial  advances  not 
only  in  the  output  of  their  products,  but  in 
adding  to  their  organization  several  very  repre- 
sentative distributors  in  different  parts  of  the 
country.  The  number  of  dealers  that  have  also 
been  made  Hoffay  agents  has  been  quite  large, 
and  from  present  indications  the  president  of  the 
company,  Joseph  Hoffay,  feels  that  during  the 
coming  year  his  organization  will  have  such 
recognition  in  the  talking  machine  field  as  he 
feels  his  product  justifies. 


"NEWTS"  FOR  DECEMBER  READY 

The  December  number  of  "Newts,"  the  month- 
ly house  organ  by  Stephenson,  Inc.,  edited  by 
Frank  Nutze,  is  now  in  the  mails,  and,  as  usual, 
the  contents  is  filled  with  stories  of  life  and 
there  is  also  much  in  the  way  of  philosophy. 
According  to  reports  the  "Newts"  is  being  re- 
ceived by  the  trade  as  a  little  magazine  that  is 
greatly  sought. 


SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS,  PIANOS,  ETC. 

GLOBE    DECALCOMAN1E  CO. 
JERSEY  CITY,  N.  J. 


Chicago,  III.,  December  11. — The  advance  list 
of  records  for  January  just  issued  by  the  Em- 
pire Talking  Machine  Co.  is  as  follows: 
a    POPULAR  HITS  OF  THE  DAY  ' 

6256  When  You  Come  Back  (And  You  Will  Come 

Back)  (Cohan).    Baritone  solo  Louis  Winsch 

Three  Cheers  for  the  Army  and  Navy  (Thomp- 
son).   Tenor  solo  Ira  Allen 

6257  That's  What  Ireland  Means  to  Me  (Hanley). 

Tenor  solo  Henry  Burr 

On    the    Road   to   Home,    Sweet   Home  (Van 
Alstyne-Kahn)  Sterling  Trio 

6258  There's    Someone    More   Lonesome   Than  You 

(Von  Tilzer)  Campbell  and  Burr 

And  I  Am  All  Alone  (from  "Have  a  Heart") 
(Kern).    Tenor  solo  Henry  Burr 

6259  A  Little  Bit  o'  Honey  (Bond).    Tenor  solo, 

Henry  Burr 

On  Lake  Champlain  (Bryan-Gumble) ...  Sterling  Trio 

6260  At  the  End  of  a  Beautiful  Day  (Perrins).  Tenor 

solo..  Henry  Burr 

Chimes  of  Normandy   (Wells).     Contralto  solo 

Jean  Sterling 

COMIC  SELECTIONS 

6261  An   Old   Horse  That  Knows  His  Way  Home 

(O'lman).    Baritone  solo...,  Louis  Winsch 

He's   Always   Hanging   Around  (Sissle-Blake). 
Tenor  solo  Ira  Allen 

6262  Miss  Sirmantha  Johnson's  Wedding  Day  (Jack- 

son) Collins  and  Harlan 

Good-Night,     Angeline     (Sissle-Blake).-  Tenor 
solo  Ira  Allen 

6263  Cohen  Telephones  the  Real  Estate  Office.  Hu- 

morous monologue  Morris  Briel 

The  Coon  Mariners.    Humorous  dialogue, 

•  Golden  and  Marlowe,  Comedians 

6264  From  Here  to  Shanghai  (Berlin) .  Collins  and  Harlan 
Yukalo'0  (Van  Brunt- Von  Tilzer)  Sterling  Trio 

HAWAIIAN  SELECTIONS 

6265  Southern  Blues.     Characteristic  Hawaiian  med- 

ley Louise  and  Ferera 

Honolulu  by  the  Sea  (Jack  Frost)  .Campbell  and  Burr 
DANCE  SELECTIONS 

6266  Lights  Out  (McCoy).    March  or  two-step, 

Empire  Military  Band 
Liberty  Lads  (Smith).    March  or  two-step. 

Empire  Military  Band 

6267  Dance  With   Me    (from  "The  Grass  Widow") 

(Pollock-Wolf-Hirsch)  Empire  Band 

Paddle  Addle  (Snyder).     Medley  fox-trot, 

Empire  Band 

6268  Beale  Street  Blues  (Handy).    Saxophone,  xylo- 

phone and  piano  Davies  Trio 

Lily  of  the  Valley  (Friedland).  One-step, 

Empire  Dance  Orchestra 

6269  The  Jazz" Dance  (Overstreet).  Fox-trot, 

Blake's  Tazzone  Orchestra 
Going  Up  (Harbach-Hirsch).    Medley  one-step 

Empire  Military  Band 

6270  My  Dough  Boy  (Frey).    One-step  medley, 

Klass'  Accordion  Dance  Orchestra 
Goulash  (Egan).    Medley  fox-trot, 

Klass'  Accordion  Dance  Orchestra 


Fred  Carton  has  been  appointed  sales  man- 
ager of  the  D.  W.  Lerch  Co.,  Canton,  O.,  which 
concern  in  addition  to  pianos  and  players  also 
handle  Vocalions  and  Grafonolas. 


SCHUBERT 

Double  Disc  RECORDS 

A  $30  Record  Investment  Starts  YOU 
with  complete,  up-to-date  list  of  Popu- 
lar Vocal   and  Instrumental  Selections 

lO-INCH  DOUBLE  DISC 

20  to  30  New  Selections  Monthly 

We  guarantee  you  against  loss  of 

Record  Investment. 
Liberal  Discounts  Send  for  Details 

BELL  TALKING  MACHINE  CORPORATION 

(Record  Department) 
44  WEST  37th  STREET,  NEW  YORK,  N.  Y. 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  505  5th  Ave.,  N.  Y. 


REPAIRS 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


TALKING  MACHINE  REPAIR 
AND  SALES  CORPORATION 

ANDREW  H.  DODIN,  President 

176  Sixth  Avenue  New  York 

TELEPHONE,  CHELSEA  8437 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


109 


D  D  f\  A  V  0  AUTOMATIC 

DIyI/UIvD  repeating; 

PHONOGRAPH 


THE  WONDER  INSTRUMENT 

Plays  and  repeats  any  kind  or  size  record — any  desired 
number  of  times — then  stops  automatically  with  the  tone 
arm  suspended  off  to  the  right  in  the  air.  Any  child  ran 
operate  It 

WONDERFUL   TONE  WONDERFUL  FINISH 

WONDERFUL  IN  IT8  SIMPLICITY 

The  Machine  Creates  Interest  and  Discussion. 
It  la  Self- Advertising 
WONDERFUL  8ELLER 
DEALERS — Send  for  Particulars.  Prices,  Terms. 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 


PLANT  IS  TAXED  TO  CAPACITY 


A.  P.  BURNS  AN  ACTIVE  FACTOR 


GIRL  EDITOR  FOR  'ALONG  BROADWAY' 

Laura  Scribner,  Vassar,  1918,  has  been  ap- 
pointed associate  editor  of  "Along  Broadway," 
the  bright  little  publication  issued  by  Thomas  A. 
Edison,  Inc.,  and  has  already  made  good  in  her 
new  position,  indicating  that  Tom  Leonard,  gen- 
eral sales  manager  of  the  company,  was  right 
when  he  demanded  a  girl  editor  for  that  publica- 
tion, of  which  Verdi  E.  B.  Fuller  is  managing 
editor. 

When  he  decided  to  get  a  college  girl  Mr. 
Leonard  telegraphed  at  once  to  Vassar,  and  Miss 
Scribner  arrived  at  Edison  headquarters  the  next 
day. 


The  Cleveland  factory  of  the  Empire  Phono 
Parts  Co.  has  been  taxed  to  its  capacity  to  keep 
pace  with  the  demand  for  the  high-grade  tone 
arms  and  sound  boxes  that  they  are  manufac- 
turing, and  W.  J.  McNamara,  the  president,  is 
figuring  on  a  large  increase  in  the  equipment  of 
the  factory  as  soon  as  the  present  rush  sub- 
sides sufficiently  to  enable  him  to  carry  out  the 
plans  he  has  made  to  that  end.  The  Empire 
tone  arm  and  reproducer  have  been  adopted  as 
standard  equipment  by  some  of  the  highest  class 
manufacturers  of  talking  machines,  and  a  num- 
ber of  others  have  signified  their  intention  to 
adopt  the  Empire  equipment  for  1919.  The 
fact  that  it  pays  to  advertise  in  The  Talking  Ma- 
chine World  is  strikingly  attested  by  the  returns 
that  have  come  to  the  Empire  Phono  Parts  Co. 
as  a  result  of  their  advertising  in  that  medium. 
Inquiries  have  been  received  from  practically  all 
over  the  world,  including  China,  Japan,  India, 
Australia  and  Africa,  and  practically  all  of  the 
concerns  now  using  Empire  equipment  were  se- 
cured through  inquiries  in  answer  to  ads  in  The 
World,  as  the  company  employs  no  traveling 
men,  and  the  only  representative  they  have  is 
C.  L.  Stephenson,  of  1765  Broadway,  New  York, 
who  looks  after  the  Empire  trade  in  that  terri- 
tory, and  has  built  up  a  very  satisfactory  volume 
of  business  with  some  of  the  leading  Eastern 
manufacturers. 


SPENDS  FEW  DAYS  IN  NEW  YORK 


I.  A.  Lund,  who  has  been  doing  some  very 
effective  work  for  the  Mandel  Manufacturing 
Co.,  of  Chicago,  111.,  on  the  road,  throughout 
central  western  points,  was  a  visitor  to  New 
York  last  week,  and  was  very  buoyant  over  the 
immense  demand  for  the  Mandel  phonograph 
in  the  territory  which  he  controls.  Mr.  Lund 
is  a  practical  efficiency  expert  and  has  done 
splendid  work  for  the  Mandel  institution  in  the 
production  end  of  this  enterprise,  and  he  is  doing 
just  as  efficient  work  on  the  road.  This  change 
of  operations  gives  him  a  chance  of  getting  in 
thorough  sympathy  with  the  needs  and  demands 
of  the  traveling  men  and  the  talking  machine 
trade  generally. 


Emerson  New  England,  Inc.,  was  recently 
chartered  under  the  laws  of  New  York  with 
capital  stock  of  $75,000  to  engage  in  the  phono- 
graph business  in  this  State.  The  incorporators 
are  M.  D.  Dewitt,  H.  M.  Van  Aken  and  M.  C. 
Flanagan. 


Nature  won't  stand  for  overdrafts  any  more 
than  your  bank. 


Assistant  Sales  Manager  of  Thos.  A.  Edison, 
Inc.,  Full  of  Real  Information 


One  of  the  active  factors  in  the  Edison  or- 
ganization is  A.  P.  Burns,  the  assistant  sales 
manager,  who  gained  a  first-hand  insight  into 
all  phases  of  the  business  while  on  the  road 
for  that  company,  and  is  now  looked  upon  as 


A.  P.  Burns 

an  authority  on  transportation  and  the  other 
problems  of  shipping  and  traveling.  He  knows. 
Incidentally,  Mr.  Burns  has  sales  ability  of  no 
mean  sort,  and  persistence  back  of  it. 

"Burns  is  a  nuisance,"  Tom  Leonard,  his  boss, 
insists.  "He's  so  everlastingly  persistent.  Once 
let  him  get  started  after  anything  and  nobody 
in  the  office  gets  any  peace  until  it  is  accom- 
plished— which  is  extraordinarily  soon,  by  the 
way.  He  has  a  lot  of  correspondence  with  the 
dealers,  and  his  follow-up  letters  must  be  their 
despair!  Whatever  he  means  them  to  do  they 
do  eventually,  in  self-defense." 


Harold  Orth,  of  the  Denver  Music  Co.,  Den- 
ver, Colo.,  who  was  a  member  of  the  Officers' 
Training  School  at  Camp  McArthur,  Waco,  Tex., 
has  received  his  discharge  from  the  service  and 
again  taken  up  the  threads  of  business. 


The  Phonographic  Atelier,  Inc.,  Wilmington, 
Del.,  was  incorporated  this  week  with  the  Sec- 
retary of  the  State  for  the  purpose  of  manufac- 
turing phonographic  records,  etc.  Capital. 
$145,000. 


HOFFAY 

"The  World's  Musical  Instrument— not  a  phonograph" 


Read  the  Trade  Mark  carefully, 
hear    the    machine,   and  you'll 
agree  that  it  is  truly 

The  World's  Musical  Instrument 

Improves  All  Records 


$125 


MEANS  QUALITY  AND  MONEY.  THE  GOOD 
PART  OF  IT  IS  THAT  IT  LOOKS  WHAT  IT  IS 


Our  1916  sales  were  nothing  compared  to  those  of  1917,  while  those 
of  1918  have  increased  many  times  over. 

Our  lately  improved  products,  which  we  fully  guarantee,  together  with  our  liberal 
proposition,  make  it  a  sure  fact  that  1919  will  smash  to  bits  our  record  of  1918. 

A  Happy  Christmas  and  that  you  may  enjoy  with 
the  Prosperity  of  1919  is  our  heartiest  wish. 


us 


n 


HOFFAY  TALKING  MACHINE  CO.,  E 


3  WEST  29th  ST. 
NEW  YORK  CITY 


Height,  44 
Width,  20'/4 
Depth.  20'A 

Other  Models 
Ml75.  $225,  $275 


110 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line. 


PHONOGRAPH  RECORDER  WANTED, 
experienced,  capable  and  enterprising.  Will 
make  good  proposition  for  all  or  part  time. 
Confidential.  Address  "Box  565,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New  York. 

RECORDING  EQUIPMENT  WANTED; 
new  or  second-hand,  also  shaver,  tanks,  dies, 
presses,  lathes,  rheostats,  etc.  Address  "Box 
566,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

WANTED — By  January  first  want  to  connect 
with  large  talking  machine  manufacturer  who 
makes  a  medium-priced  line,  to  sell  through  the 
South  and  Southwest  in  connection  with  line  of 
pianos.  Have  strong  following  among  the  best 
rated  piano  and  furniture  concerns  in  this  terri- 
tory. Best  of  references  furnished.  Address 
"Box  567,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York. 

SALESMAN  WANTED  to  take  orders  for 
standard  article  in  great  demand  all  over  the 
country;  sold  in  phonograph  stores,  drug  stores, 
stationery,  hardware,  dry  goods  stores,  etc. 
Steady  employment  and  liberal  remuneration. 
Address  "Box  568,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

DOUBLE  PRICE  is  offered  for  Columbia 
Record  A5116.  Address  A.  O.  Lamson,  216  Ful- 
ton St.,  New  York. 

A  FEW  shares  offered,  start  at  big  discount, 
involving  manufacture  of  new  highly  developed 
phonograph.  Address  "Box  574,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New  York. 

SALESMAN  WANTED— If  you  cover  the 
phonograph  trade  in  any  section  of  the  United 
States  and  are  interested  in  a  live  proposition, 
either  as  a  side  line  or  as  your  main  line,  we 
have  an  interesting  offer.  In  answering  state 
territory  now  covered.  Address  "Box  522,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York. 

LARGE  Record  Manufacturer  desires  serv- 
ices of  high-class  salesman  for  Middle  West 
among  jobbers  only.  An  excellent  opportunity 
to  make  big  money.  Address  "O.  C.  10,"  care 
The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 

WANTED — New  and  second-hand  Victor  and 
Columbia  talking  machines  and  records.  Spot 
cash  paid  for  them.  Deninger  Cycle  Co., 
Rochester,  N.  Y. 


SALESMAN  wants  to  carry  line  of  phonographs  through 
the  entire  South  on  commission  basis.  Address  "Box  569," 
care  The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York. 

•  SITUATION  WANTED— Manager  of  Victor  store  with 
eight  years'  practical  experience  in  large  Eastern  city  wishes 
to  connect  with  firm  on  salary  and  commission  basis.  Has 
good  education  and  genial  personality.  Address  "Box  570," 
care  The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York.  ■ 

WANTED — Phonograph  shop.  Victor  shop  preferred 
with  or  without  Kodak  agency.  Complete  details  in  first 
letter.  Address  "Box  571,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York. 

POSITION  WANTED— Live-wire  wants  to  hear  from 
firms  contemplating  to  extend  business  to  Asia  Minor  (an 
excellent  field),  also-  Balkan  States.  Big  opportunity.  Ad- 
dress "Important,"  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 

WANTED — Salesmen  to*  carry  line  of  well-known  music 
rolls  and  phonograph  accessories  on  commission  basis.  Ad- 
dress "Box  561,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.  New  York. 

POSITION  WANTED — Talking  machine  salesman,  five 
years'  experience,  expert  repairman,  can  take  full  charge, 
can  handle  both  American  and  foreign  trade.  Address 
'  Box  562,"  care  The  Talking  Machine  World,  373  Fourth 

Ave.,  New  York 


PHONOGRAPH  recorder  required,  thoroughly  experi- 
tnced  and  able  to  install  and  operate.  Replies  confidential. 
Address  "Box  558,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 

POSITION  WANTED— City  salesman  or  department 
manager — by  man  of  twelve  years'  experience.  Best  refer- 
ences. State  particulars.  Address  'TJox  549,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 

SITUATION  WANTED— Salesman  (35)  acquainted 
with  every  angle  of  the  business.  Phonographs,  records  and 
sundries.  Vigorous  result  getter  on  road.  Drawing  account 
against  commission.  Address  "Phonographs,"  22  East  125th 
St.,  New  York. 

POSITION  WANTED— Talking  machine  salesman,  five 
years'  experience.  Inside  position  large  city  preferred. 
Familiar  with  all  well  known  machines.  References.  Ad- 
dress "A.  P.  2,"  Talking  Machine  World,  209  So.  State  St., 
Chicago,  111. 

WANTED — Thoroughly  experienced,  aggressive  Edison, 
Victor  and  Columbia  manager  is  open  to  manage  depart- 
ment. Any  location.  Success  guaranteed.  Address  "J. 
L.  8,"  care  The  Talking  Machine  World,  209  South  State 
St.,  Chicago,  111. 

SITUATION  WANTED— Trade  builder  open  for  po- 
sition November  1.  My  record  of  sales  will  be  of  interest 
to  manufacturers  who  wish  to  further  their  output.  Ad- 
dress "Box  560,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York. 


To  Phonograph  or  Record 
Salesmen  or  Dealers 


you  think  you  could  sell  a  brand  new 
attachment,  which  goes  on  the  Victor  sound 
box  and  •  remains  there  permanently,  which 
is  so  simple  a  child  can  put  it  on,  which  when 
used  enables  the  Victor  to  play  all  records 
with  equal  beauty  of  reproduction  without 
removing  or  turning  the  sound  box  and  which 
is  protected  by  basic  patent  applications,  we 
would  be  glad  to  have  you  write  us  telling 
us  in  what  territory  and  how  you  expect  to 
sell  the  attachment.  Address  "Box  575,''  care 
The  Talking  Machine  World,  373  Fourth 
avenue,  New  York. 


WILL  YOU  HIRE 

BRAINS? 


I  know  the  phonograph  business  thoroughly  from  the  re- 
tailer's standpoint.  I  know  his  problems,  and  how  to  meet 
them,  from  actual  experience.  I  started  a  store  a  couple  of 
years  ago  with  practically  nothing  and  have  built  it  up  to 
be  the  leading  store  for  both  machines  and  records  in  its 
neighborhood. 

My  capital  is  limited,  and  keeps  me  from  doing  things  in  a 
big  way.  My  initial  success  has  been  so  great  that  I  feel 
that  I  can  take  hold  of  a  much  larger  proposition  and 
build  it  up. 

If  there  is  some  manufacturer  or  distributor  of  machines 
or  records  who  needs  an  active  young  man,  let' us  meet. 
Address  "J.  M.,"  care  The  Talking  Machine  World,  373 
fourth  Ave.,  New  York. 


FOR  SALE 

Phonograph  records,  lateral  cut,  10 
and  12  inch  standard  make,  a  fine 
assortment  of  vocal  and  instru- 
mental selections.  Steel  phonograph 
finest  quality,  100  to  envelope,  60 
cents  per  thousand. 

I.  DECK1NGER 
3064  Albany-Crescent  Ave.  New  York 


RECORDER 

Thoroughly  experienced  recorder,  familiar  with  all 
departments  of  record  manufacturing  and  wax  mak- 
ing. Own  complete  lateral  and  vertical  instruments, 
accessories,  wax  formulas,  etc.  Competent  to  effi- 
ciently handle  any  part  of  recording  work.  Desires 
permanent  connection  where  conscientious  work  is 
appreciated  Address  "Box  573,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York. 


WANTED 

Victor  talking  machines  and  records.  Highest  cash 
prices  paid.  No  quantity  too  large.  Call,  write  or 
phone. 

TERMINAL  EXCHANGE 
1208  Filbert  Street,  Philadelphia  Pa. 
Bell  Phone,  Locust  5716  Always  Open 


Pre-War  Prices 

ON  PHONOGRAPH  PARTS 

Motors,  double  springs  cpt.  with  12"  T.  T.,  each   5.00 

Motors,  single  spring  cpt.  with  10"  T.  T.,  each  2.25 

Tonearms,  universal,  with  mica  soundbox  No.  K-l,  each.  1.75 

Tonearms,  universal.  No.  H2,  Sonora  style,  each   2.75 

Soundbox,  fit  Victor  tonearm.  No.  H-l,  each   1.50 

Soundbox,  fit  Standard  tonearm.  No.  K-5,  each   0.75 

Main  springs  for  Edison  disc,  1%",  each   1.75 

Main  springs  tor  Columbia  disc,  1",  each   0.60 

Main  springs,  %"  obloug  hole,  each   0.35 

Main  springs  for  Columbia  disc,  %"  round  hole,  each...  0.30 

Main  springs,  %"  x  0.20  x  8',  each   0.30 

Main  springs,  1%".  At  Victor,  each     0.70 

Governor  springs  for  Columbia  motor,  each  2  c..;  per  100..  1.20 

Governor  springs  for  Victor  motor,  each  2c;  per  100   1.20 

Governor  screws  for  Columbia  motor,  each  lc. ;  per  100...  0.50 

Governor  shafts  for  Blick,  or  Wonder  motor,  each  4.15 

Governor  shafts  for  Heineman  No.  0  or  11,  each   0.20 

Steel  needles,  full  tone,  in  envelopes,  per  1,000  needles...  0.60 

Sapphire  needles  for  Edison  disc,  each   0.30 

Sapphire  needles  for  Pathe  disc,  each  ,  0.30 

Genuine  Edison  diamond  for  disc,  each  ,   2.25 

Mica  diaphragms,  1st  for  Victor  soundbox,  each   0.15 

Mica  diaphragms,  1st  for  Columbia  soundbox,  each   0.25 

Mica  diaphragms,  1st  for  all  Standard  soundboxes,  each.  0.22 

Mica  diaphragms,  for  Paths  and  Brunswick,  each   0.50 

Turn-table,  felt  green,  10",  each   0.15 

Turn-table,  felt  green,  12",  each..   0.20 

Barrels,  assembled,  for  Blick  or  Triton  motors,  each  0.60 

Barrel,  bottom  gears;  Blick  or  Triton  motors,  each   0.15 

Needle  cups,  fit  on  Columbia,  per  100   2.25 

Needle  cups,  with  covers,  for  used  needles,  per  100   3.75 

FAVORITE  PHONOGRAPH  ACCESSORY  CO. 

1491  DeKalb  Avenue  Brooklyn,  N.  Y. 


CABINETS 

A  few  hundred  cabinets  of  several  different  styles, 
all  in  excellent  condition,  are  available  for  immedi- 
ate shipment.  Both  quartered  oak  and  birch  ma- 
hogany finish. 


McLANE  MFG.  CO. 


Milford, 


New  Hampshire 


BUSINESS  OPPORTUNITY 

Piano  and  Talking;  Machine  Store  for  rent,  ac- 
count sickness.  Splendid  chance  for  live  man  to 
step  into  money  making;  place.  Local  ion  has  been 
music  store  for  years.  Only  one  in  city  of  10,000. 
Rent  $40.00.  Six  months  free.  Sheet  music  de- 
partment owned  by  another  party. 

THE   DEMING  MUSIC  CO. 
Deming    Building;  Kedlands,  California. 


VICTORS 

COLTJMBIAS,  EDISONS.  SONORAS,  PATHE 
AND  OTHER  MAKE  PHONOGRAPHS  FOR 
SALE,  ENTIRE  LOT  OR  SEPARATELY.  MAKE 
YOUR  OWN  PRICE.  QUICK  ACTION  RE- 
QUIRED.   CHANCE  OF  A  LIFETIME. 

DEUTSCH  BROS. 
3rd  Ave.  and  133rd  St.,  New  York  City 


WANTED 

By  a  progressive  company  a  man  who  knows 
music  and  has  mechanical  ability  and  wishes  to  learn 
the  art  of  recording.  We  will  pay  a  good  salary 
while  learning.  An  opportunity  for  the  right  man.- 
Please  state  fully  in  application  all  facts  which 
would  be  of  interest.  Address  "Box  576,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York. 


WANTED 

Victor  and  Columbia  records,  new  and  second-hand. 
State  condition. 

PLAYER  ROLL  &  RECORD  EXCHANGE 
901-903  Marquette  Ave.  Minneapolis,  Minn. 


FOR  SALE 

On  account  of  ill  health  am  compelled  to  dispose  of 
my  business,  Columbia  Agency,  and  full  line  of  rec- 
ords. Ideal  location  with  75,000  population  to  draw 
on.  For  further  ■  details  address  "Box  572,"  care 
The  Talking  Machine  World,  373  Fourth  Ave.,  New 
York.  jl 


HOW  MANY  SAVED  MONEY 

.  .During  the  period  of  the  war  many  concerns 
adopted  the  practice  of  saving  all  the  twine,  cord 
and  string  used  to  bind  incoming  parcels  and 
packages,  and  in  this  way  accumulated  a  large 
part  of  the  necessary  cord,  etc.,  needed  for  bind- 
ing outgoing  packages.  This  is  a  plan  which 
should  still  show  a  substantial  saving  if  con^ 
tinued  during  peace  times". 


December  IS,  1918 


THE    TALKING    MACHINE  WORLD 


111 


Ct5he 
HENEY 

PHONOGRAPH 

"Plays  all  records  better** 

Dealers  are  invited  to  inspect  this  instrument  which  is  so  distinctly 

different  from  all  others. 

Attractive  agency  proposition.  Liberal  advertising  plans.  Wtilt  for  catalog  and  full  particulars. 

H«  Li*  R^)YERj  New  England  Representative 


77  SUMMER  STREET,  Room  59 


BOSTON 


LISTENING  LIBRARY 

A  CHARACTER  GAUGE 


Talking  Machine  Records  Are  to  the  Ear  What 
Books  Are  to  the  Eye — Character  of  the  Rec- 
ords in  Library  a  Guide  to  Owner's  Culture 


Very  constructive  and  helpful  articles  of  value 
to  the  dealer,  and  of  interest  to  the  buying  pub- 
lic, are  being  published  in  "that  section  of  the 
Chicago  Evening  American  under  the  caption 
of  "The  Buying  American."  The  subject  of 
talking  machine  records  was  recently  discussed 
in  a  manner  that  afforded  some  ideas  that  might 
be  utilized  by  the  retailer  to  good  purpose.  It 
was  under  the  caption  of  "The  Listening  Li- 
brary" and  ran  as  follows: 

"  'We  call  it  our  listening  library,'  she  said  as 
she  opened  the  doors  of  the  talking  machine 
and  disclosed  the  rows  of  records  compactly 
arranged  in  groups. 

"  'Listening  library  is  good,'  I  replied.  I  had 
never  thought  of  a  collection  of  talking  ma- 
chine records  in  that  way  before. 

"  'Talking  machine  records  are  to  the  ear  what 
books  are  to  the  eye,'  she  went  on.  'I  try  to 
carry  the  simile  farther.  I  try  to  make  our 
listening  library  just  as  well  rounded,  just  as 
complete  and  just  as  up-to-date  as  our  library 
of  well-loved  books.  My  father  used  to  say, 
"Tell  me  what  you  read  and  I'll  tell  you  what 
you  are."  A  glance  at  your  book  cases  was 
all  he  needed  to  size  up  your  character.  But  I 
maintain  that  to-day  your  talking  machine  rec- 
ords are  an  even  more  accurate  character-gauge 
than  your  books.  And  just  as  no  library  of 
books,  even  though  it  be  but  the  "five-foot  shelf," 
is  complete  without  certain  "classics,"  so  is  no 
library  of  records  complete  without  its  old-time 
favorites.' 

"Do  you  remember  in  William  Dean  Howell's 
masterpiece,  'The  Rise  of  Silas  Lapham,'  how 
the  paint  manufacturer's  family  became  wealthy 
and,  moving  into  a  fashionable  Boston  square, 
suddenly  realized  their  lack  of  books?  And  how 
disturbed  they  were  lest  they  buy  the  wrong 
ones,  until  an  intellectual  friend  offered  some 
helpful  suggestions? 

"Neither  the  Silas  Laphams  of  to-day  nor  any- 


one else  need  have  any  fears  in  selecting  their 
listening  libraries.  The  test  of  the  worth  of  a 
record  is  not  in  what  some  critic  may  have  said 
about  it.  Nor  is  it  in  the  endorsement  of  gen- 
erations past. 

"The  simple  test  is.  Do  you  like  it  your- 
self? 'Does  it  please  you  when  you  hear  it? 

"There  is  this  advantage,  too,  in  selecting  a 
listening  library:  When  you  add  a  book  to  your 
shelves,  you  must  buy  it  before  you  read  it — and 
until  you  read  it,  you  cannot  be  sure  it  will 
please  you.  When  you  add  a  record  to  your 
collection  you  may  hear  it  before  you  buy. 
Your  satisfaction  is  guaranteed  in  advance. 

"No  pig-in-a-poke  purchase,  this.  But  just  as 
the  book  library  must  be  kept  interesting  and 


fresh  by  the  addition  of  'best  sellers'  or  some 
much-talked  of  new  volumes  from  time  to  time, 
so  must  the  record  library  be  replenished  fre- 
quently with  the  new  productions. 

"That  catchy  song,  direct  from  the  Winter 
Garden — that  newest  march  of  the  march  king — 
that  patriotic  air  the  bands  are  all  playing  and 
the  boys  in  uniform  all  whistling — you  need 
these  to  keep  your  listening  library  up  to  snuff. 

"When  folks  come  in  for  the  evening,  are 
you  entertaining  them  with  something  new  or 
boring  them  with  'old  stuff?' 

"When  Joe  Nextdoor  asks,  'Oh,  boy,  have 
you  heard  the  latest  dance  hit?'  there's  a  barrel 
of  satisfaction  in  answering,  'Listen,  here  it  is!' 

"When  Mrs.  Breeze  prates  about  the  opera, 
what  a  comfort  to  say,  'Oh,  yes,  we  have  it  on 
our  talking  machine.' 

"Buy  records  as  you  buy  books.  You  do  not 
choose  a  book  because  it  is  cheap,  but  because  you 
want  it.  Price  doesn't  count.  'Pay  a  little  more 
for  the  good  record,'  is  sound  advice.  Remember, 
you've  got  to  live  with  it.  You  don't  want  your 
book  shelves  stuffed  with  trashy  dime  novels — nor 
your  talking  machine  shelves  with  records  that 
you'll  hate  to-morrow.  The  best  music  is  the 
least  expensive,  no  matter  what  it  costs,  because 
it  wears  best. 

"One  good  record  once  a  month  is  better 
than  a  bushel  of  'cheap  stuff'  once  a  year.  Buy 
monthly,  buy  carefully,  discriminately,  and  your 
listening  library  will  soon  be,  not  only  large, 
but  worth  listening  to." 


ATTRACTIVE  DELIVERY  CAR  OF  AN  EDISON  DEALER 

The  accom- 
panying photo- 
graph shows  a 
most  attractive 
delivery  car  re- 
cently  put  in 
service  by  J.  H. 
Gehring  at  Delta, 
O.  The  car  is 
painted  a  bright 
lemon  color 
trimmed  with 
black  and  attracts 
a  great  deal  of  at- 
tention in  its  busy 
activities 
throughout  the 
n  e  i  g  h  b  o  rhood. 
Mr.  Gehring 
claims  it  is  the 
only  car  in  the 
county  painted 
anything  like  it 
and  that  it  "makes 
the  people  sit  up 
and  take  notice." 


Edison  Delivery  Car  Used  by  J.  H.  Gehring 


S.  Kann,  Sons  &  Co.,  big  department  store 
in  Washington,  D.  C,  has  secured  the  agency 
for  the  Sonora  line  for  its  talking  machine  de- 
partment. 


B.  S.  Porter  &  Son,  Findlay,  O.,  have  formally 
notified  the  public  that  they  have  discontinued 
the  practice  of  sending  records  out  of  the  store 
on  approval. 


A  FRANK  DISCUSSION 


€f  There  are  more  than  a  hundred  phonographs 
that  have  been  presented  to  the  trade  recently 
by  different  manufacturers.  They  ALL  claim 
superiority  of  every  detail — cabinet  design,  fin- 
ish, motor,  tone,  etc.  It  is  very  clear  that  ALL 
these  instruments  cannot  be  BEST.  Some  of 
these  manufacturers  are  at  least  mistaken. 

•fl  You  recall  many  things  that  were  seemingly 
satisfactory  until  BETTER  ones  appeared.  That 
is  exactly  the  case  with  phonographs — the  instru- 
ment of  yesterday  "paved  the  way"  and  to-day 
there  is  but  ONE  best  in  phonographs,  the 
SONA-TONE— it    is    the    NEW  PHONO- 


GRAPH and  BETTER,  just  the  same  as  Amer- 
ica is  the  NEW  WORLD  and  BETTER. 
•J  Mr.  Thomas  Dixon,  of  "Birth  of  a  Nation" 
fame,  says :    "It  is  the  sweetest  and  clearest 
toned  instrument  I  have  ever  heard." 

•J  You  do  yourself  an  injustice  if  you  do  not  in- 
vestigate the  SONA-TONE,  the  last  and  FINAL 
word  in  phonographs.  The  only  Over  the  Top. 
<jf  REMEMBER,  the  SONA-TONE  sells  on 
sight  and  it  STAYS  SOLD ;  no  come-backs. 
Liberal  trade  proposition,  immediate  deliveries, 
and  exclusive  territory. 

Write  us  to-dav. 


Eight  Models 
Retailing  from  $30  to  $275 


SONA-TONE  PHONOGRAPH,  Inc. 

Office  and 'Sales' Room,  322  LivingstonfStreet,  Brooklyn,  N.  Y.     Factory,  691  Bergen  Street,  Brooklyn,  N.  Y. 


112 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


2  GRESHAM  BUILDING,  BASINGHALL  STREET  E.  C,  LONDON,  W.  LIONEL  STURDY,  MANAGER. 


Reasons  for  Real  Christmas  Feeling  in  the 
Trade  This  Year,  Owing  to  the  Signing  of  the 
Armistice — The  Collapse  of  the  Great  German 
Empire  Means  That  Trade  and  Commerce 
Will  Again  Be  Resumed — Plans  for  Recon- 
struction Now  Under  Way — Gramophone  Co. 
Hold  Annual  Meeting— Sales  Break  All  Rec- 
ords— News  of  the  Month  Worth  Recording 


London,  E.  C,  England,  December  2. — The 
sacred  significance  of  Xmastide  will  this  year  be 
emphasized  hy  the  glorious  result  achieved  in 
behalf  of  the  ideals  of  civilization.  There  is 
a  great  and  simple  sincerity  in  the  good  old 
greeting— Peace  on  earth  and  good  will  to  all 
men.  Joy  will  reign  supreme  in  the  homes  of  the 
people,  though  in  thousands  tempered  by  the 
sorrowing  thoughts  of  those  left  to  mourn  the 
loss  of  loved  ones  who  have  made  the  supreme 
sacrifice.  Might  now  pays  homage  to  Right;  the 
world  and  men  are  advantaged  thereby.  This 
Xmastide  will  witness  an  almost  universal  cele- 
bration of  the  Allies'  glorious  achievement.  It 
is  in  a  special  sense  therefore  that  I  extend  to 
all  readers  the  compliments  of  the  season,  in  the 
knowledge  that  circumstance  lends  itself  to  a 
real  enjoyable  time  free  from  the  strain  and 
effects  of  war. 

The  collapse  of  the  mighty  German  Empire 
and  its  allies— Austria,  Bulgaria  and  Turkey — 
brings  us  to  the  consideration  of  those  post- 
war commercial  prospects  about  which  reams 
of  advice  have  been  proffered  by  doughty  news- 
paper and  other  scribes.  Now  we  are  really  up 
against  it,  and  the  world  is  watching.  The 
race  for  trade  supremacy  will  shortly  set  in 
with  a  vengeance.  The  keynote  of  success  is 
organization.  Each  country  has  to  put  its  house 
in  order  on  the  basis  of  reconstruction.  The 
British  Government  is  alive  to  the  situation  and 
has  put  into  operation  machinery  for  bringing 
into  effect  the  many  plans  for  an  early  re-estab- 
lishment of  peacetime  industries.  A  multitude 
of  problems  and  difficulties  present  themselves, 
demanding  the  exercise  of  quick  decisions  by 
intelligent  men  of  affairs  and  experienced  states- 
men. There  is  immediate  need  for  a  powerful 
progressive  policy  which  will  assure  to  British 
manufacturers  a  plentiful  supply  of  labor  and 
raw  materials  free  of  harassing  restrictions. 
The  question  of  tonnage,  demobilization  and  the 
development  of  the  resources  of  the  Empire  will 
receive  priority  of  consideration.  A  reasonable 
control  over  demobilization  of  the  services  so 
as  to  prevent  unemployment  is  to  be  exercised. 
Complete  demobilization  of  the  troops  cannot 
take  place  under  eighteen  to  twenty-four  months. 
Discharge  will  be  given  according  to  a  man's 
industrial  value,  and  priority  in  this  respect  will 
go  to  key-industry  men.  The  Government  has 
dozens  of  committees  at  work  dealing  with 
these  problems,  and  of  various  trade  interests, 
and  if  it  is  not  a  case  of  too  many  cooks,  etc., 
Great  Britain  should  be  in  a  favorable  position 
to  successfully  grapple  the  great  task  of  re- 
constructing the  war-weakened  fabric  of  indus- 
trial organization. 

The  difficulties  confronting  the  musical,  instru- 
ment industry  are  many,  but  not  all  sections  of 
the  trade  are  identically  affected.  Being  un- 
suitably equipped  for  war  output,  the  gramo- 
phone record  factories  have  largely  escaped  the 
Government's  attention,  and  are  therefore  in  a 
favorable  position  for  nortnal  activity  once  the 
labor  question  is  overcome. 

Minor  restrictions  regarding  paper,  certain 
record  material,  etc.,  remain,  but  as  time  pro- 
ceeds a  gradual  improvement  will  come  about, 
and  it  is  not  anticipated  that  these  factories  will 
be  very  greatly  handicapped  in  their  efforts  to 
resume  a  normal  output.  On  the  machine  side 
it  is  different.     Such  factories  are  engaged  on 


war  work  and  will  need  time  to  finish  up.  This 
will  be  by  arrangement  with  the  Government, 
though  in  most  contracts  a  termination  clause 
exists  agreeing  a  time  limit  upon  the  cessation 
of  hostilities.  The  equipment  of  such  factories 
will  then  need  an  entire  rearrangement,  prob- 
ably the  installation  of  balancing  plant  to  secure 
an  efficient  mechanical  layout  for  gramophone 
manufacture.  We  may  rest  assured  that  good 
plans  exist  for  reconstruction  in  the  foregoing 
respect  and  that  no  time  will  be  lost  in  making 
the  necessary  Change. 

Most  pianoforte  factories  are  engaged,  or 
partly  so,  on  the  manufacture  of  aeroplane 
parts.  Here  again,  it  will  take  a  certain  time 
to  clear  up,  though  in  some  cases  it  is  rumored 
that  manufacturers  are  in  no  hurry  to  resume 
pianoforte  construction,  owing  to  financial  con- 
siderations. Evidently  there  is  more  money  in 
aeroplane  work  than  in  piano  output. 

All  things  considered,  there  is  every  reason 
to  believe  that  the  labor  claims  of  the  trade  and 
the  question  of  raw  material  supplies  will  be 
strenuously  pressed  in  official  quarters  for  early 
consideration. 
General  Meeting  of  the  Gramophone  Co.,  Ltd. 

At  the  ordinary  general  meeting  of  the  Gramo- 
phone Co.,  Ltd.,  the  chairman  said  that  the  trad- 
ing profit  this  year  was  £218,749,  and,  adding 
the  amount  of  £72,505  brought  forward,  made 
a  total  of  £291,255.  After  deducting  the  usual 
items  set  forth  in  the  report,  amounting  to 
£127,450,  there  was  left  a  balance  of  £163,804 
to  be  dealt  with.  The  directors  recommended 
the  payment  of  a  10  per  cent,  dividend,  less  in- 
come tax  on  the  ordinary  shares,  and  a  bonus 
of  5  per  cent.,  less  income  tax,  the  setting  aside 
of  £50,000  for  the  equalization  of  future  divi- 
dends, and  carrying  forward  the  balance  of 
about  £38,000. 

He  was  in  a  position  to  state  that  during  the 
year  ended  June  30  last  the  sales  of  gramophone 
goods  in  the  United  Kingdom  had  broken  all 
records,  and  were  larger  than  those  of  any  pre- 
vious year,  either  before  or  after  the  commence- 
ment of  the  war.  To  go  a  little  further,  he 
could  inform  them  that  the  trade  in  the  United 
Kingdom  for  last  month  (October)  was  also  a 
record,  being,  the  largest  sales  of  any  month  in 
the  history  of  the  company,  and  having  regard 
to  the  change  over  from  Government  work  to 
gramophone  work,  he  was  sure  that  that  would 
be  welcomed  by  all  shareholders  as  an  indica- 
tion of  the  company's  power  to  carry  on.  Deal- 
ing with  a  few  of  the  principal  items  he  pointed 
out  that  creditors  on  open  accounts  figured  at 
£383,500  less  than  last  year,  and  the  stock-in- 
trade  and  work  in  progress  also  showed  a  de- 
crease of  £230,700. 

Both  these  decreases  were  almost  entirely  due 
to  a  change  of  policy  in  the  Government  de- 
partments with  regard  to  the  financing  of  their 
large  contracts.  The  cash  item,  £297,374,  was 
less  than  last  year  by  £50,266,  due  to  the  writing 
off  of  cash  in  enemy  countries  and  in  Russia. 
Trade  investments  were  less  by  £87,300.  The 
last  four  items  on  the  liability  side  of  the  bal- 
ance sheet  totaled  £520,125,  and  deducting  the 
amount  of  dividend  and  bonus  recommended 
they  were  left  with  a  total  of  £445,125  accumu- 
lated cash  working  capital  in  addition  to  the 
issued  capital  of  £600,000,  and  the  debenture 
indebtedness  of  £300,000.  How  far  all  that 
capital  was  working  capital  in  the  true  sense 
of  the  word  was,  in  his  opinion,  the  test  of  the 
value  of  the  present  balance  sheet  in  face  of  the 
reconstruction  period  before  them.  The  real 
working  capital  in  their  case  was  made  up  of 
three  items,  stock-in-trade  and  work  in  progress, 
the  difference  between  debtors  and  creditors  and 
cash.  Those  three  items  together,  after  deduct- 
ing dividend  and  bonus  from  the  cash  item, 


amounted  to  no  less  than  £1,008,000.  That  was 
a  very  remarkable  figure,  and  was  a  position 
which  gave  the  directors  confidence  in  the  abil- 
ity of  the  company  to  face  the  immediate  fu- 
ture and  the  period  of  change-over  with  confi- 
dence, and  enabled  them  to  look  forward  to  a 
glorious  and  profitable  future. 

Under  New  Management 

The  trade  has  been  advised  that  W.  H.  Rey- 
nolds (1915),  Ltd.,  has  been  placed  under  new 
management,  and  will  continue  business  as  here- 
tofore at  22  City  road,  London,  E.  C.  For  the 
season's  trade  the  firm  are  specializing  on  three 
types  of  hornless  machines,  each  in  its  way 
being  notable  for  careful  workmanship  and  gen- 
eral all-round  good  value.  In  addition,  a  spe- 
cialty is  made  of  parts  and  accessories,  of  which 
a  goodly  variety  is  always  in  stock. 

The  Great  Armistice  Week 

If  we  infringe  the  conventional  rule  of  trade 
journals  in  making  reference  to  other  than 
strictly  trade  affairs,  we  make  no  apology;  the 
great  occasion  being  our  best  justification.  Such 
a  crowning  victory  as  never  before  in  the  world's 
history!  Four  and  a  half  years  of  patient  faith, 
not  always,  we  may  now  admit,  without  a  meas- 
ure of  misgiving.  The  arms  of  civilization  have 
achieved  a  glorious  triumph  over  the  dark  forces 
of  misapplied  kultur,  and  it  now  remains  a 
world  duty  to  concentrate  upon  the  reconstruc- 
tion of  the  social  and  industrial  fabric. 

The  armistice  week  was  throughout  one  of 
wildly  joyful  excitement  in  England,  and  espe- 
cially in  London,  where  the  news  produced  a 
remarkable  expression  of  relief.  Business  was  a 
secondary  consideration  and  little  could  be  done 
in  view  of  the  general  feeling,  to  which  of  course 
the  people  had  to  give  vent  anywhere  but  in  the 
office.  One  can  yet  scarcely  realize  that  it  is  for 
all  practical  purposes  a  thing  of  the  past. 
New  Winner  Records 

The  latest  Winners  embody  a  number  of  titles 
which  have  found  great  favor  among  the  masses 
on  this  side,  and  for  which  there  should  be  a 
big  demand  from  overseas.  The  Band  of  H.  M. 
Irish  Guards  contribute  two  popular  airs— "Over 
There"  and  "The  Middy,"  both  typical  examples 
of  good  swinging  marches,  which  naturally  are 
much  in  vogue.  The  Winner  exclusive,.  Ivor 
Foster,  gives  us  a  couple  of  attractive  Irish 
items,  and'  the  famous  Revue  artists,  Lee  White 
and  Clay  Smith  (who  quite  recently  married), 
are  down  for  two  American  songs,  "In  Alabama, 
Dear,  With  You,"  and  "So  This  is  Dixie." 
"Oshkosh"  (whatever  that  may  mean)  and 
"Uncle  Sam's  Got  a  Great  Big  Stick,"  by  The 
Two  Bobs,  should  find  a  ready  sale  across  the 
pond.  Ernie  Mayne,  Ermest  Rutterford,  Kirkby 
&  Hudson,  artistes  of  renown  on  this  side,  also 
contribute  popular  songs  to  this  fine  Winner 
program.  Selections  I  and  II  of  "As  You 
Were,"  the  popular  Revue  now  being  played  at 
the  London  Pavilion,  go  to  the  making  of  a 
splendid  record  by  the  Royal  Court  Orchestra. 
Of  ten  artistes  who  contribute  to  the  list,  it  is 
a  remarkable  fact  that  no  less  than  seven  record 
only  for  the  Winner  Co. 

The  Death  of  Percy  Dunlop 

Just  prior  to  the  mailing  of  this  month's  re- 
port the  sad  news  has  been  received  of  the 
death  of  Percy  Alexander  Dunlop,  from  the 
after-effects  of  malaria  fever,  in  hospital  at 
Salonica  on  October  28. 

The  deceased  was  well  known  in  trade  circles, 
where  he  was  universally  respected  and  esteemed 


HARDWARE 

Agent  well  in  with  best  wholesalers  in  United  Kingdom 
is  prepared  to  take  up  American  fancy  and  general 
lines  at  close  of  war.  Mail  particulars  to  G.  Stewart, 
1 1 1  Keith  Road,  Barking,  Essex,  England. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


113 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  112) 


both  on  account  of  his  kindly  disposition  and 
pleasing  personality,  as  much  as  for  the  good 
work  he  never  failed  to  undertake  whenever  an 
opportunity  occurred  so  to  do  in  the  interests 
of  the  trade.  Percy  Dunlop  joined  the  London 
Scottish  in  the  early  days  of  the  war,  and  after 
seeing  service  in  France  was  drafted  to  Salonica 
soon  after  the  British  and  French  troops  took 
possession.  His  life  has  been  given  for  his 
country,  for  he  was  a  true  patriot.  We  shall 
keep  ever  green  the  memory  of  his  valued 
friendship.  To  Arthur  Dunlop,  the  editor 
of  our  contemporary,  The  Sound  Wave,  with 
whom  in  pre-war  days  Percy  was  associated  on 
the  advertisement  side  of  the  journal,  and  to 
Mrs.  Percy  Dunlop,  we  offer  our  very  sincere 
condolences  in  their  irreparable  loss. 

Become  Members 
The  following  houses  have  recently  been  ad- 
mitted to  membership  in  the  Association  of 
Gramophone  &  Musical  Instrument  Manufac- 
turers &  Wholesale  Dealers:  M.  Hirst  &  Co.,  7a 
Grove  road,  Willesden,  N.  W.  2,  gramophones 
and  accessories;  J.  Stead  &  Co.,  Ltd.,  Manor 
Works,  Sheffield,  needle  and  spring  manufac- 
turers; West  Bromwich  Spring  Co.,  Ltd.,, 
George  street,  W.  Bromwich,  spring  manufac- 
turers. 

No  Luxury  Tax  Legislation 

In  Parliament  Bonar  Law,  the  Chancellor  of 
the  Exchequer,  recently  informed  an  expectant 
House  of  the  Government's  intention  to  with- 
draw the  proposed  bill  for  the  taxation  of  luxury 
articles,  etc.  But  he  was  careful  to  express  the 
hope  that  this  source  of  revenue  will  not  be 
overlooked  when  next  year's  budget  is  under 
consideration.  The  belief  is  general  that  this 
was  Bonar  Law's  pet  scheme  for  tapping  an  al- 
leged spendthrift  public  of  some  of  its  surplus 
wealth.  He  didn't  think  it  would  act  as  a  pre- 
mium on  reckless  expenditure,  or  surely  the  bill 
would  never  have  seen  daylight,  and  so  we  are 
foredoomed  by  a  quasi-official  connivance  to 


another  twelve  months'  financial  freedom.  The 
fact  is  that  our  dear  Chancellor  was  reluctant 
to  confess  the  failure  of  his  proposal.  It  is 
more  than  doubtful  whether  he  really  cherishes 
the  hope  of  introducing  a  luxury  tax  again. 
Nevertheless,  the  musical  instrument  trade  ap- 
pears to  be  somewhat  nervous  about  it,  for 
dealers  and  others  have  been  exhorted  to  main- 
tain pressure  on  local  opinion  with  a  view  to 
collective  action  in  official  quarters  if  need  be. 
It  is  as  well  to  look  both  ways,  but,  all  things 
considered,  there  seems  to  be  little  general  ap- 
prehension of  its  revival,  and  indeed,  it  may 
truly  be  said  that  the  trading  community  of 
this  country  has  quite  made  up  its  mind  that 
the  Luxury  Tax  bill  is  dead. 

Dealers  Apprised  of  "H.  M.  V."  Specials 
Typical  of  this  company's  usual  enterprising 
methods  the  following  has  been  issued  to  all 
dealers: 

"The  November  supplementary  list  is  really  a 
great  collection  of  records,  and  it  is  difficult 
with  such  a  magnificent  list  to  choose  any  par- 
ticular record  as  outstanding — they  are  all  won- 
derful. However,  we  must  point  out  the  Elman 
String  Quartet  and  would  remind  you  of  the 
huge  success  of  the  previous  record  issued,  and 
Beatrice  Harrison,  Britain's  greatest  'cellist,  has 
made  the  finest  'cello  record  ever  issued.  Also 
listen  to  the  'Aida'  selections  by  the  Coldstream 
Guards  Band.  Make  sure  every  customer  hears 
these  records  and  then — the  biggest  sales  of  the 
year.  Yours  faithfully,  the  Gramophone  Co., 
Ltd  " 

Hough's  Seventieth  Anniversary  Celebration 

The  speech  made  by  J.  E.  Hough  in  connec- 
tion with  the  celebration  of  his  seventieth  anni- 
versary, when  the  trade  gave  him  a  luncheon 
and  made  him  a  presentation  of  silver,  has 
aroused  much  favorable  comment  throughout  all 
branches  of  the  industry,  for  Mr.  Hough  is  wide- 
ly known  and  esteemed  for  his  many  admirable 
traits  of  character. 


In  his  address  he  enlightened  a  great  many  of 
those  present  regarding  the  historical  and  tech- 
nical aspects  of  phonograph  expansion  in  this 
country,  and  dwelt  on  the  developments  of  Edi- 
son; Bell  and  Tainter,  and  the  various  suits 
over  patent  rights,  etc.  He  made  interesting 
reference  to  the  advent  of  the  gramophone  and 
Barry  Owen's  connection  with  it,  and  further  en- 
lightening data  regarding  the  formation  of  the 
Gramophone  Go.  and  the  Edison  Bell  Co.  He 
gave  a  lot  of  information  regarding  the  latter 
concern,  and  his  connection  with  it,  leading  up 
to  the  organization  ultimately  of  J.  E.  Hough, 
Ltd. 

Interesting  American  "War  Records" 

A  striking  feature  of  the  new  issues  of  Co- 
lumbia records  is  an  interesting  series  of 
American  "war  records"  that  should  have  a  wide 
sale  not  merely  among  the  "doughboys"  over 
here,  but  also  among  their  British  cousins. 

The  war  records  are  three  in  number,  the  first 
being  an  interesting  vocal  medley  of  the  stand- 
ard war  songs  of  America  such  as  "Yankee 
Doodle"  and  "Tramp,  Tramp,  Tramp."  Another 
record  is  descriptive,  first  of  the  departure  of 
the  American  troops  for  France,  and,  second, 
of  the  arrival  of  the  American  troops  in  France. 
The  third  record  bears  the  song  "Where  Do  We 
Go  From  Here?"  and  also  a  description  of  "Life 
in  a  Trench  in  Belgium." 

New  Records  From  Columbia 

Unquestionably  the  best  news  the  trade  has 
had  for  some  time  is  to  the  effect  that  the  Co- 
lumbia Co',  issue  new  records  this  month.  Out 
of  seemingly  insuperable  difficulties  coincident 
with  the  destructive  fire  at  their  Wandsworth 
factory,  this  company  has  come  with  flying  col- 
ors, and  once  more  the  gramophone  trade  and 
the  record  lover  may  look  with  confidence  to 
the  continuance  of  that  steady  flow  of  records 
for  all  tastes.  The  new  list  of  standard  records 
is  valuable  and  assuring  evidence  of  the  com- 
pany's high  intentions. 


'His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world   as  the 

HALL-MARK   OF  QUALITY 


Branches 


Agencies 


"His  Masttr's  Vote*" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  Skandloavlsk  Grammopbon-Aktl- 
eselskab,  Frlbavnen,  Copenhagen. 

FRANCE:  Cle.  Frangaise  du  Gramophone,  115 
Boulevard  Rlcbard  Lenoir,  Place  de  la  Repub- 
llque.  Paris. 

SPAIN:  CompaQia  del  Qram6fono,  66-58  Balmes, 
Barcelona. 

SWEDEN:  Skandlnaviska  Grammophon-Aktle- 
bolaget,  Drottnlng  Gatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  45,  Nevsky 
Prospect,  Petrograd  (Petersburg) ;  No.  1 
Solyanka,  Solyanol  Dvor,  Moscow;  D,  Golorlnsky 
Prospect,  Tints;  Nowjr-Swlat  80,  Warsaw;  S3, 
Alexandrowskaya  TJlitsa,  Riga;  11  Mlchallovskaya 
Dlltsa,  Bakn. 

INDIA!  The  Gramophone  Co.,  Ltd.,  ISO,  Bal- 
liagbatta  Road,  Calcutta ;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain  : 


AUSTRALIA:  S.  Hoffnung  &  Co.,  Ltd..  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  163,  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Gramophonium,  Ltd.,  118-120 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
burg; Mackay  Bros.  &  McMahon,  Post  Box  410, 
Durban;  Ivan  H.  Haarburger,  Post  Box  105, 
Bloemfonteln ;  Franz  Moeller,  Post  Box  108,  Bast 
London;  B.  J.  Bwlns  &  Co.,  Post  Box  86,  Queens- 
town;  Handel  House,  Klmberley;  Laurence  & 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co., 
Salisbury. 

EAST  AFRICA:  Bay  ley  &  Co.,  Lourenzo 
Marques. 

HOLLAND:  American  Import  Co.,  22a,  Amsterd 
Veerkade,  The  Hague. 

ITALY:  A.  Bossi  &  Co.,  Via  Oreflci  2,  Milan. 

EGYPT  (Also  for  the  Soudan,  Greece  and  the 
Ottoman  Empire):  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


114 


THE   TALKING   MACHINE  WORLD 


December  15,  1918 


EDISON  BELL 


CABLE 
"PHONOKINO. 
LONDON " 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 

DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturer*,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  113) 


Trade  After  the  War:  Important  Findings 

Considerable  importance  is  attached  to  the 
recommendations  on  the  subject  of  post-war 
trade  policy  made  in  the  final  report  of  the 
committee  which  was  appointed  in  1916  to  con- 
sider various  aspects  of  the  question.  The  main 
proposals  are  summarized  as  hereunder:  Sub- 
ject to  agreement  with  allies,  enemy  countries 
should  not  be  allowed  to  carry  on  trade  with 
the  Empire  in  the  same  unrestricted  manner  as 
before  the  war,  or  on  equal  terms  with  our 
allies  or  neutrals. 


Soundboxes 

IF  you  are  after  a  genuine  offer  of 
I  soundboxes,  you'll  do  well  to 
communicate  with  us  immediately. 
We  have  tens  of  thousands  of  perfect 
soundboxes,  fitted  with  the  best 
quality  mica.  Confidently  recom- 
mended for  cheaper  machines,  ab- 
solutely reliable  and  give  excellent 
reproduction.  Price  to  clear 
$50  per  gross,  F.  O.  B.  London. 

Orders  for  less  than  gross  lots  not  accepted 


Wirt  "Knotaslept,  London". 

W.H.  Reynolds  (1915)  Ltd. 

45,  City  Road,  London,  E.  C. 


Write  for  new  illustrated 
Complete  Catalogue 


Key  industries  should  be  maintained  at  all 
hazards,  but  as  regards  other  industries,  pro- 
tection by  duties  or  Government  assistance  in 
other  forms  should  be  afforded  only  to  carefully 
selected  branches  of  industry.  A  comprehensive 
tariff  scheme  covering  the  whole  range  of  im- 
ports is  neither  necessary  nor  expedient. 

A  special  industries  board  is  suggested  to 
watch  the  course  of  industrial  development  and 
frame  schemes,  when  necessary,  for  the  pro- 
motion' or  assistance  of  industries  concerned 
with  the  production  of  commodities  which,  while 
not  of  staple  trade  magnitude,  are  indispensable 
to  important  industries,  and  were  supplied  be- 
fore the  war  entirely  or  mainly  from  enemy 
sources. 

The  committee  is  unable  to  recommend  the 
establishment  of  an  Imperial  Bank  of  Industry 
with  a  Government  guarantee. 

The  minority  report  recommends  a  general 
10  per  cent,  tariff  on  wholly  or  mainly  manufac- 
tured imports,  adding  that  this  would  give  the 
home  manufacturer  security  against  unfair  com- 
petition, and  enable  him  to  increase  output  by 
the  erection  of  modern  machinery  and  plant, 
thereby  reducing  his  costs  and  cheapening  his 
products  to  the  consumer,  while  enlarging  his 
capacity  to  employ  labor. 

The  committee's  findings  in  other  respects  are 
of  instructive  and  practical  value. 
French  Study  English  Language  Per  Gramo. 

Language  lessons  by  record  at  one  time  bid 
fair  to  become  a  popular  practice  in  many 
schools  and  universities.  It  has  always  been 
recognized  as  the  most  effectual  method,  but 
perhaps  because  no  particular  company  special- 
ized the  regular  production  of  this  class  of  rec- 
ord it  fell  into  disuse.  All  the  more  interesting 
is  it  to  read  that  a  Paris  journal  has  arranged 
to  provide  classes  where  English  will  be  taught 
by  means  of  gramophone  records.  Fifty-two 


special  discs  have  been  recorded  for  the  pur- 
pose, and  these  will  cover  twenty-six  separate 
lessons  supplemented  by  a  special  series  of  text- 
books. 

Australian  Prima-Donna  at  Queen's  Hall 

We  notice  that  among  the  artists  appearing 
at  the  Queen's  Hall  in  the  new  series  of 
promenade  concerts  is  Madame  Stralia,  the 
famous  Australian  prima-donna,  to  whom  rec- 
ord lovers,  through  her  work  for  Columbia, 
owe  so  many  delightful  hours. 


Don't  get  the  idea  that  advertising  is  going  to 
solve  all  of  your  selling  problems.  It  will  not. 
Advertising  serves  as  the  starter. 


REX  GRAMOPHONE  CO. 

are  making  a  Specially  of 

EXPORT 

in 

Horn,  Hornless  &  Portable  Disc  Machines 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2 

Cable  Address  "Lyrecodisc,  London"  Enquiries  Solicited 


J.  Stead  &  Co.,  Ltd. 

Manor  Needle  Works 

SHEFFIELD,  ENGLAND 


MANUFACTURERS  OF 


Talking  Machine 

Main  Springs 

Best  Prices — Best  Quality 
Inquiries  Solicited 


GUARDSMAN  RECORDS 

10  inch  and  12  inch  Lateral  Cut 

We  can  ship  you  immediately),  any  quantity  of  Records : 

BANDS  ORCHESTRAS  INSTRUMENTAL  SOLOS  VOCAL 

WIDE  SELECTION  OF  CLASSICAL  AND  POPULAR  TITLES 

The  Latest  American  and  British  works  are  promptly  recorded  by  the  best 
artists  of  the  day. 

Get  a  trial  lot  at  once  (your  regular  orders  will  follow)  and  secure  yourself 
for  the  coming  season's  trade. 

Apply  for  Lists  and  Prices  to  INVICTA  RECORD  COMPANY,  Ltd. 

Cables:  Duarrab,  London  1  New  Inn  Yard,  London,  E.  C,  England 


TRADEMARK  O 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


115 


LATEST  PATENTS  RELATING  TO  TALKING 
MACHINES  AND  RECORDS 


Washington,  D.  C,  December  8— Lid  Support. 
— George  W.  Beadle,  New  Rochelle,  N.  Y.,  as- 
signor to  the  American  Graphophone  Co., 
Bridgeport,  Conn.    Patent  No.  1,280,637. 

This  invention  is  intended  primarily  for  sup- 
porting the  cover  of  the  cabinet  for  a  Grafo- 
nola  or  other  talking  machine;  but  it  can  be  em- 
ployed in  other  service,  such  as  maintaining  in 
desired  position  the  hinged  top  of  any  box  or 
chest  or  trunk,  or  any  other  movable  closure 
or  door.  Among  the  objects  of  the  invention 
are:  to  provide  a  contrivance  by  which  the 
cover  or  closure  can  be  opened  or  closed  by  one 
hand  only;  and,  in  case  of  a  vertically-opening 
cover  which,  when  lifted,  would  otherwise 
drop  down  by  its  own  gravity,  to  prevent  such 
unintended  dropping  of  the  cover;  and  to  pro- 
vide a  device  which  will  present  the  minimum 
obstruction  in  the  angular  opening  of  a  hinged 
top  or  cover.  Other  objects  and  advantages 
of  the  invention  will  be  apparent  from  the  en- 
suing description. 

The  invention  consists  broadly  of  providing  a 
pivoted  guide-plate  upon  the  box  or  stationary 
member,  in  combination  with  a  rigid  prop 
pivoted  upon  the  lid  or  movable  member,  with 
suitable  friction-means  coacting  upon  said  plate 
and  prop.  '  - 

Fig.  1  is  a  vertical  section  through  a  Grafo- 
nola  cabinet,  with  its  lid  in  its  raised  position, 
to  present  a  side-view  of  a  simple  form  of  the 


invention  employed  therewith;  Fig.  2  is  a  front 
elevation,  on  a  larger  scale,  of  the  same  form 
of  the  device;  Fig.  3  is  a  side-view  of  the  pivoted 
guide  plate  (partly  broken  away),  and  of  its  sup- 
porting-plate. 

Needle  Attachment  for  Sound  Reproducing 
Machines. — Frederick  W.  Claybrook,  Baltimore, 
Md.    Patent  No.  1,281,135. 

This  invention  relates  to  attachments  for 
holding  the  needle  in  sound  reproducing  ma- 
chines with  the  object  of  absorbing  the  undesir- 
able vibrations  due  to  various  causes  and  which 
result  in  harsh  grating  "or  screeching  sounds; 
and  also  of  reducing  the  wear  on  the  record  disc 
to  a  minimum. 

As  is  well  known,  the  channels  in  the  record 
disc  which  are  produced  by  the  action  of  the 
needle  in  the  sound  recorder  are  undulating  and 
vary  in  depth  and  steepness  with  the  amplitude 
and  pitch  of  the  sound  waves  projected  upon  the 
diaphragm  of  the  recorder.  The  needle  of  the 
graphophone,  phonograph  or  other  reproducing 
machine,  following  in  these  grooves  or  channels, 
is  caused  to  vibrate  in  exact  unison  with  the 
undulations,  except  for  certain  undesirable  va- 
riations,, and  this,  generally  speaking,  reproduces 
the  same  sounds  in  the  horn  or  other  sound 
transmitter. 

Among  the  causes  which  contribute  to  unde- 
sirable sounds  which  interfere  with  the  trans- 
mission of  the  true  sound  waves  may  be  men- 
tioned the  following:  When  the  undulations  in 
the  record  channel  are  formed  of  gradual  curves 
the  needle  follows  faithfully  all  of  the  inden- 
tations, but  if  a  very  sudden  or  steep  incline  is 
encountered,  the  needle  will  be  thereby  thrown 
upward  with  greater  rapidity  or  violence  and 
may  be  caused  to  actually  leave  the  record,  im- 
mediately returning  upon  the  rebound  and  not 
only  producing  a  false  tone  or  sound,  but  to  a 
certain  extent  marring  the  record,  many  repe- 
titions of  this  action  resulting  in  wear  and  in- 
jury. 

In  order  to  accurately  reproduce  the  sounds 


or  notes  corresponding  to  the  record,  the  vibra- 
tions of  the  needle  must  be  caused  solely  by  the 
recorded  undulations.  Like  all  bodies  that  are 
free  to  vibrate,  the  needle  has  a  certain  rate  of 
vibrations  of  its  own  to  which  it  will  respond  if 
that  particular  note  or  number  of  vibrations  is 
impressed  upon  it.  From  this  it  follows  that 
if  perchance  the  needle  encounters  a  certain 
number  of  undulations  in  the  record  to  which  it 
is  attuned,  or  with  which  its  natural  vibrations 
are  in  synchronism,  it  will  add  its  own  vibra- 
tions thus  produced  to  those  caused  by  the  rec- 
ord, thereby  multiplying  the  amplitude  of  vibra- 
tions of  the  needle  and  producing  a  false  note 
which  is  recognized  as  a  screeching  sound  occa- 
sionally produced. 

Undesirable  sounds,  such  as  the  harsh  grat- 
ing sounds,  are  produced  by  the  imperfections 


in  old  or  wornout  records.  Foreign  substances, 
such  as  particles  of  dust,  encountered  by  the 
needle  also  produce  false  and  undue  vibrations 
which  result  in  improper  sounds. 

Certain  of  the  causes  above  mentioned  have 
been  heretofore  known  and  various  attempts 
have  been  made  to  overcome  the  defects.  Thus 
it  has  been  proposed  to  surround  the  needle 
with  a  rubber  sleeve  and  to  interpose  a  rub- 
ber disc  or  block  or  a  spiral  spring,  between  the 
needle  and  the  sound  box  in  the  endeavor  to 
absorb  undue  vibrations;  and  also  to  remove  the 
dust  particles  from  the  record  by  means  of  a 
separate  brush  holder  clamped  to  the  shank  of 
the  usual  needle  holder  or  to  the  casing  of  the 
sound  box.  Instead  of  analyzing  the  de- 
ficiencies of  such  prior  devices  it  is  deemed  suf- 
ficient to  point  out  the  requirements  and  the 
manner  in  which  they  are  embodied  in  the  de- 
vice disclosed  herein. 

In  the  accompanying  drawings,  Figure  1  is  a 
side  elevation  of  the  usual  sound  box  and  needle 
holder  of  a  phonograph  together  with  a  sec- 
tional view  of  a  device  embodying  the  features 
of  the  invention;  Fig.  2  is  a  top  plan  view  of 
the  device;  and  Fig.  3  is  an  end  view  of  the 
same  showing  the  attachment  of  the  brush. 

Washington,  D.  C,  December  5. — Phonograph. 
— Hans  Brockmuller,  New  York.  Patent  No. 
1,281,282. 

This  invention  relates  to  a  novel  phonograph 
which  is  so  constructed  that  its  operative  parts 
may  be  separately  mounted  upon  and  removed 
from  an  ordinary  table  or  similar  support,  thus 
dispensing  with  the  use  of  the  cabinet  hereto- 
fore generally  employed.  In  this  way  the  cost 
of  the  cabinet  is  saved,  and  the  additional  piece 
of  furniture  which  it  represents  is  entirely  done 
away  with,  so  that  the  device  is  available  to 
persons  of  limited  means  or  possessing  but  re- 
stricted dwelling  accommodations. 

In  the  accompanying  drawing  Figure  1  is  a 
plan  of  a  phonograph  embodying  the  invention; 


It 

— 

Fig.  2,  a  side  view  partly  in  section,  and  Fig.  3, 
a  section  on  line  3 — 3  Fig.  2. 

Phonograph. — Robert  D.  Schoonmaker,  Plain- 
field,  N.  J.    Patent  No.  1,281,671. 

The  present  invention  relates  to  talking  ma- 


chines, and  more  particularly  to  the  construc- 
tion and  mounting  of  the  sound-conveying  tube 
or  tone  arm  employed  on  such  machines.  The 
main  object  is  to  provide  a  simple  and  inexpen- 
sive way  of  mounting  a  tone  arm  on  the  casing 
of  the  talking  machine  so  as  to'  give  it  the  re- 
quired freedom  of  movement  in  planes  parallel 
and  at  right  angles  to  the  surface  of  the  record. 

Figure  1  is  a  side  elevation,  partly  in  section, 
of  a  tone  arm  constructed  in  accordance  with 


the  present  invention;  and  Fig.  2  is  a  section 
taken  on  line  2 — 2  of  Fig.  1. 

Tone  Arm  Adjustment. — Samuel  Hechler,  New 
York.   Patent  No.  1,282,007. 

This  invention  relates  to  sound  recording  and 
reproducing  instruments  and  has  particular  ref- 
erence to  tone  arm  attachments.  Among  the 
objects  of  the  invention  is  to  provide  a  simple 
device  whereby  the  counter  balancing  effect  on 
a  tone  arm  may  be  easily  varied  according  to 
various  types  of  records  that  are  being  played 
and  without  any  danger  of  destroying  the  mu- 
sical effect. 

Figure  1  is  a  perspective  view  of  a  conven- 
tional oscillating  tone  arm  having  the  improve- 
ment applied  thereto.  Fig.  2  is  a  vertical  sec- 
tional view  indicating  more  particularly  the  re- 


lation of  the  improvement  to  the  known  devices. 
Fig.  3  is  a  horizontal  section  on  the  line  3 — 3 
of  Fig.  2;  and  Fig.  4  is  a  modification  of  the 
adjustment  means. 

Production  of  Sound  Records. — Jonas  W.  Ayls- 
worth,  East  Orange,  and  Edward  L.  Aiken, 
Orange,  N.  J.,  assignors  to  the  New  Jersey  Pat- 
ent Co.,  West  Orange,  N.  J.  Patent  No.  1,- 
282,011. 

This  invention  relates  to  the  production  of 
sound  records;  and  the  principal  object  is  to 
provide  a  sound  record  having  an  improved  label 
or  other  means  of  identification.  This  inven- 
tion also  contemplates  the  production  of  an  im- 
proved matrix  for  forming  the  said  record  and 
also  improved  processes  for  making  the  record 
and  the  matrix.  The  production  of  an  im- 
proved matrix  for  forming  said  record,  referred 
to  above,  is  described  and  claimed  in  copending 
application  Serial  No.  253,653,  filed  September 
11,  1918,  entitled  Matrices  for  producing  sound 
records,  and  the  improved  process  for  making 
sound  records  is  described  in  copending  applica- 
tion Serial  No.  253,652  filed  September  11,  1918, 
entitled  Methods  of  producing  sound  records, 
both  of  which  copending  applications  are  divi- 
sions of  the  present  case. 

In  accordance  with  the  invention,  we  form  a 
matrix  containing  a  reversed  facsimile  of  the 


design  to  be  reproduced  on  the  record,  this  de- 
sign being  in  half  tone.  When  the  matrix  has 
been  obtained,  the  same  is  pressed  into  or  against 
the  record  composition,  which  is  maintained  in 
a  plastic  state  during  the  pressing  operation. 
The  matrix  preferably  contains  a  reversed  fac- 
simile of  the  sound  record  impressions  as  well 
as  of  the  label;  so  that  the  record  and  the  label 
can  be  impressed  into  the  record  tablet  by  a 
(Continued  on  page  116) 


116 


THE    TALKING    MACHINE  WORLD 


December  15,  1918 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  115) 


single  operation.  By  means  of  a  matrix  formed 
according  to  the  invention,  a  label  embodying 
the  finest  design  may  be  satisfactorily  impressed 
into  the  record  tablet. 

In  order  that  the  invention  may  be  more  clear- 
ly understood,  reference  is  hereby  made  to  the 
accompanying  drawings  in  which  Figures  1  to  4 
inclusive  are  cross-sectional  views  illustrating 
diagrammatically  various  steps  performed  in 
carrying  out  the  invention.  Fig.  5  is  a  central 
vertical  sectional  view  of  a  sound  record  em- 
bodying the  invention;  and  Fig.  6  is  a  face  view 
of  the  same. 

Talking  Machine. — Andrew  Haug,  New  York. 
Patent  No.  1,281,565. 

This  invention  relates  generally  to  talking  ma- 
chines and  has  particular  reference  to  the  con- 
struction of  sound  boxes  for  use  in  connection 
with  such  machines. 

The  primary  object  of  the  invention  is  to  ob- 
tain better  tone  quality  of  the  reproduced  sound, 
by  constructing  the  sound  box  in  a  manner  to 
give  it  freer  action  and  greater  sensitiveness, 
thereby  rendering  it  more  fully  responsive,  par- 
ticularly to  the  finer  vibrations  of  the  record, 
which  are  ordinarily  damped  out  and  lost  in  the 
use  of  sound  boxes  now  on  the  market,  as  a  re- 
sult of  frictional  resistance  and  pressure  on  the 
moving  parts  thereof. 

It  has  been  found  by  experiment  and  test  that 
greatly  improved  results  are  obtained  in  tone 
quality,  when  the  diaphragm  and  stylus  arm  of 
the  sound  box  are  operatively  connected  in  such 
relation  that  normally  or  when  the  sound  box 
is  not  in  use,  no  pull  or  pressure  is  exerted  by 
the  stylus  arm  on  the  diaphragm  and  the  lat- 
ter, excepting  its  usual  circumferential  mount- 
ing, is  entirely  free  of  tension. 

A  second  important  feature  of  the  invention 
consists  in  mounting  the  stylus  arm  so  that  it 
will  be  firmly  held  against  lost  motion  or  rat- 
tling and  at  the  same  time,  free  to  vibrate  with 
the  least  possible  amount  of  friction. 

In  connection  with  the  peculiar  mounting  of 
the  stylus  arm,  an  additional  and  even  more  im- 
portant featuft,  of  the  invention  consists  in  the 


provision  of  means  for  varying  the  pressure  be- 
tween the  pivotal  centers  on  which  the  stylus 
arm  turns,  to  "tune"  the  sound  box.  That  is 
to  say,  by  increasing  the  pressure,  the  pitch  of 
the  box  is  raised  and  on  reducing  the  pressure, 
the  pitch  is  lowered.  The  important  resulting 
advantages  will  be  apparent. 

Figure  1  is  a  face  view  of  the  sound  box.  Fig. 
2  is  a  sectional  view  taken  horizontally  through 
the  pivotal  centers  on  which  the  stylus  arm  vi- 
brates. Fig.  3  is  a  similar  view  of  a  slightly 
modified  form,  and  Fig.  4  is  a  detail  view  of  the 
spring  disc  shown  in  Fig.  2. 

Amplifier  for  Talking  Machines. — Joseph 
Wolff,  Brooklyn,  N.  Y.,  assignor  to  the  Sonora 
Phonograph  Co.,  New  York.  Patent  No.  1,- 
283,007. 

This  invention  relates  to  a  sound  amplifier  for 
talking  machines,  and  more  particularly  to  such 
type  of  talking  machines  in  which  the  amplifier 
is  concealed  within  the  cabinet  containing  the 
operative  parts  of  the  mechanism. 

The  object  of  the  invention  is  to  produce  an 
amplifier,  by  means  of  which  the  purity  and 
sweetness  of  the  reproduced  sound  will  be  in- 
creased, and  the  reproduced  sound  will  be  a  true 
reproduction  of  the  sound  as  recorded. 

Another  object  of  the  invention  is  to  provide 
improvements  in  a  sound  amplifying  device  for 
recording  or  reproducing  sound,  by  means  of 
which  the  quality  and  naturalness  of  the  sounds 
are  recorded  or  reproduced  with  greater  faith- 
fulness and  a  more  true  reproduction  of  the 
original. 


Figure  1  is  a  rear  elevation  of  a  wooden  horn 
provided  with  the  invention;  Fig.  2  is  a  side 
elevation  of  the  same;  Fig.  3  is  a  side  elevation 
showing  a  modification;  Figs.  4  and  5  are  views 
similar  to  Figs.  1  and  2,  but  showing  a  further 


modification;  Figs.  6  and  7  are  similar  views 
of  a  still  further  modification;  Fig.  8  is  a  frag- 
mentary rear  elevation  showing  a  still  further 
modification. 

Sound-Reproducing  Machine.— Hobart  C.  Nib- 
lack,  Rochester,  N.  Y.,  assignor  to  Emanuel  L. 
Miller,  Cincinnati,  O.    Patent  No.  1,282,916. 

This  invention  relates  to  improvements  in 
sound  reproducing  machines,  with  more  par- 
ticular reference  to  disc  or  flat  record  grapho- 
phones,  and  it  has  for  its  primary  purpose  to 
provide  a  novel  construction  and  arrangement 
of  parts  for  automatically  effecting  one  or  more 
repetitions  of  a  record,  and  also  for  stopping 
movement  of  the  record  at  the  end  of  a  plurality 
of  complete  operations. 

Figure  1  is  a  plan  view,  showing  the  applica- 
tion of  the  invention  to  a  flat  record  sound  re- 
producing machine,  with  parts  broken  away,  the 


sound  box  appearing  at  the  starting  point  on 
the  record;  Fig.  2  is  a  similar  view,  showing  the 
position  of  the  parts  when  the  sound  box  is  at 
the  end  of  its  movement  on  the  record,  and 
about  to  be  lifted  and  carried  back  to  its  start- 
ing point;  Fig.  3  is  a  side  elevation  of  the  repeat- 
ing mechanism,  and  Fig.  4  is  a  vertical  sectional 
view  with  parts  in  elevation. 

Phonograph  Reproducer. — Archie  E.  Parnell, 
Chicago,  111.,  assignor  to  Frank  W.  Williams, 
same  place.     Patent  No.  1,284,136. 

This  invention  relates  to  an  improved  form 
of  a  phonograph  reproducer  wherein  the  inner 
end  of  the  stylus  arm  is  adapted  to  be  securely 
fastened  to  the  exact  center  of  the  diaphragm, 
by  means  of  a  resilient  member  secured  be- 
tween the  diaphragm  and  the  reproducer  casing. 

It  is  an  object  of  this  invention  to  produce  a 
phonograph  reproducer  in  which  the  diaphragm 
and  the  stylus  arm  are  formed  to  insure  exact 
centering  of  the  inner  end  of  the  stylus  arm 
with  respect  to  the  diaphragm. 

It  is  also  an  object  to  construct  a  phono- 
graph sound  box  having  a  grooved  gasket  mem- 
ber adapted  to  hold  a  centrally  apertured  dia- 
phragm exactly  in  the  center  of  the  sound  box 
to  permit  the  inner  hooked  end  of  a  stylus  arm 
to  be  securely  fastened  directly  in  the  center  of 
said  diaphragm. 

It  is  furthermore  an  object  to  construct  a 
phonograph  reproducer  wherein  the  diaphragm 
is  held  exactly  in  the  center  of  the  reproducer 
to  permit  the  inner  end  of  a  stylus  arm  to  be 
secured  exactly  in  the  center  of  the  diaphragm. 

It  is  an  important  object  of  the  invention  to 
produce  a  phonograph  reproducer  of  simple  and 
effective  construction  wherein  the  stylus  arm  is 
insured  of  being  attached  to  the  center  of  the 
diaphragm. 

Figure  1  is  a  central  vertical  section  taken 
through  a  phonograph  reproducer  embodying 
the  principles  of  the  invention,  with  parts  shown 
in  elevation.     Fig.  2  is  a  bottom  plan  view 


thereof.  Fig.  3  is  an  enlarged  detail  section 
taken  on  line  3 — 3  of  Fig.  2,  with  parts  broken 
away.  Fig.  4  is  a  central  vertical  section  of 
the  reproducer  diaphragm  and  its  supporting  and 
centering  means.  Fig.  5  is  an  enlarged  frag- 
mentary vertical  section  taken  through  the  cen- 
tral portion  of  the  diaphragm  showing  the  inner 
end  of  the  stylus  arm  partly  engaged  in  the 
central  aperture  of  said  diaphragm.     Fig.  6  is 


a  similar  section  showing  the  next  step  in  the 
operation.  Fig.  7  is  a  similar  view  showing  the 
stylus  arm  secured  to  the  center  of  the  dia- 
phragm. 

Phonograph— Newman  H.  Holland,  West 
Orange,  N.  J.,  assignor  to  the  New  Jersey  Patent 
Corp.,  same  place.    Patent  No.  1,283,771. 

This  invention  relates  to  phonographs  and 
more  particularly  to  such  phonographs  as  are 
suitable  both  for  recording  and  for  reproducing 
sound  waves. 

The  principal  object  of  the  invention  is  to  pro- 
vide an  improved  device  of  this  character  in 
which  a  single  sound  box  is  provided  with  both 
a  recording  stylus  and  a  reproducing  stylus,  the 
styli  being  preferably  so  mounted  that  the  repro- 
ducer stylus  is  movable  laterally  when  in  opera- 
tive position  to  permit  the  same  to  readily  fol- 
low the  record  groove  regardless  of  the  lateral 
irregularities  therein,  whereas  the  recording 
stylus  is  firmly  held  against  lateral  movement 
when  in  operative  position.  The  means  for 
holding  the  recording  stylus  against  lateral 
movement  are  preferably  thrown  into  operation 
automatically  when  said  stylus  is  moved  into 
operative  position.  A  further  object  of  the  in- 
vention is  to  provide  the  sound  box  with  an 
improved  device  arranged  to  track  the  record 
blank  when  the  recording  stylus  is  in  operative 
position  so  as  to  take  part  of  the  weight  of  the 
sound  box  off  the  stylus,  this  device  being  in- 
operative when  the  reproducer  stylus  is  in  posi- 
tion for  engagement  with  the  record  and  thereby 
permitting  the  full  downward  pressure  of  the 
sound  box  to  hold  the  reproducer  stylus  in  en- 
gagement with  the  record. 

Figure  1  is  a  view  partly  in  section  and  partly 
in  side  elevation  of  a  phonograph  embodying 
one  form  of  the  invention,  the  reproducing  stylus 
being  shown  in  operative  position;  Fig.  2  is  a 
view  similar  to  that  of  Fig.  1,  but  taken  from 


the  opposite  end  of  the  phonograph  and  show- 
ing both  styli  in  elevated  or  inoperative  posi- 
tion; Fig.  3  is  an  enlarged  view  partly  in  side 
elevation  and  partly  in  section  of  a  part  of  the 
apparatus  shown  in  Fig.  1,  the  recording  stylus 
being  shown  in  operative  position;  Fig.  4  is  a 
bottom  plan  view  of  the  device  shown  in  Fig.  3, 
the  record  cylinder  being  omitted;  Fig.  5  is  a 
rear  elevation  of  the  device  shown  in  Fig.  3 
with  some  of  the  parts  omitted  or  broken  away; 
Fig.  6  is  a  top  plan  view  partly  in  section  of 
the  greater  part  of  the  apparatus  shown  in  Fig. 
1;  and  Fig.  7  is  a  perspective  view  of  a  detail 
of  construction. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


117 


RECORD  BULLETINS  FOR  JANUARY,  1919 


VICTOR  TALKING  MACHINE  CO. 

POPULAR  SONGS 
"18508  Dreaming  of  Home,  Sweet  Home, 

Charles  Harrison  10 

The  Rose  of  No  Man's  Land, 

Charles  Hart-Elliott  Shaw  10 

18509  After  You've  Gone  Marion  Harris  10 

I'm  Glad  I  Can  Make  You  Cry  Henry  Burr  10 

18510  When  Tony  Goes  Over  the  Top... Billy  Murray  10 
Good  Morning,  Mr.  Zip-Zip-Zip, 

Arthur  Fields  and  Peerless  Quartet  10 
DANCE  RECORDS 

18499  Waters  of  Venice — Waltz.    Violin  and  accordion, 

Bernie  and  Baker  10 
Good-Bye,     Alexander — Fox-trot.       Violin  and 
accordion   Bernie  and  Baker  10 

18500  Mary — Fox-trot  Joseph   C.   Smith's  Orchestra  10 

Rock-a-Bye  Baby — Fox-trot, 

Joseph  C.  Smith's  Orchestra  10 
BLUE  LABEL  RECORDS 

45156  A  Little  Birch  Canoe  and  You 

Olive  Kline  and  Orpheus  Quartet  10 
The  Bluebird   Elsie  Baker  10 

45157  The  Americans  Come!  Reinald  Werrenrath  10 

I   Can   Always   Find   a   Little   Sunshine  in  the 

Y.  M.  C.  A. 

Lambert  Murphy  and  Orpheus  Quartet  10 

55092  Sounds  of  the  Forest,  Part  I  Charles  Kellogg  12 

Sounds  of  the  Forest,  Part  II...  Charles  Kellogg  12 
RED  SEAL  RECORDS 
Frances  Alda,  Soprano — Sophie  Braslau,  Contralto 
In  Italian 

88597  Madam    Butterfly — Tutti    i    nor    (Duet    of  the 

Flowers)    (Act  2)  Puccini  12 

Frances  Alda,  Soprano — Giovanni  Martinelli,  Tenor 
In  Italian 

88598  La  Boheme — O  soave  fanciulla   (Thou  Sweetest 

Maiden)   Puccini  12 

Enrico  Caruso,  Tenor — In  Italian 

87297  Garibaldi's   Hymn  Mercantini-Olivieri  10 

Elman  String  Quartet 
(Mischa  Elman  and  Messrs.  Bak,  Rissland  and  Nagel  of 

Boston  Symphony  Orchestra) 
74575  Andante   Cantabile    (From   String   Quartet,  Op. 

11)   Tschaikowsky  12 

Alma  Gluck,  Soprano — Efrem  Zimbalist,  Violinist 
In  Hebrew 

87296  Hatikva  ("Our  Hope")   Zionist  Hymn  10 

John  McCormack,  Tenor 

64791  When  You  Come  Back.  George  M.  Cohan  10 

Ernestine  Schumann-Heink,  Contralto 

87298  Onward,  Christian  Soldiers. Baring-Gould-Sullivan  JO 


COLUMBIA  GRAPHOPHONE  CO. 

49449*Caprice  Viennois   (Kreisler,  Opus  2), 

Toscha  Seidel  12 
49447*Romance    from    Concerto    No.    2    (Wieniawski,  . 

Opus  22)   Toscha  Seidel  12 

78097*0'  Sole  Mio!   (My  Sun)  Riccardo  Stracciari  10 

77719*Songs  My  Mother  Taught  Me..Hulda  Lashanska  10 

INSTRUMENTAL  GEMS 
A2653*Hungarian  Dance  No.  5  in  G  Minor, 

Philharmonic  Orchestra  of  New  York  10 
Hungarian  Dance  No.  6  in  D  Major, 

Philharmonic  Orchestra  of  New  York  10 
A6080  A  Roman  Carnival — Overture — Part  I, 

Columbia  Symphony  Orchestra  12 
A  Roman  Carnival — Overture — Part  II, 

Columbia  Symphony  Orchestra  12 

A6078*Rondo  Capriccioso   Josef  Hofmann  12 

Berceuse   Josef   Hofmann  12 

A2654  The  Whistler  and  His  Dog  Prince's  Band  10 

The  Warbler's  Serenade  Prince's  Band  10 

A2650  The  Lost  Chord.. Edna  White  Trumpet  Quartet  10 
Nearer,  My  God,  to  Thee, 

Edna  White  Trumpet  Quartet  10 
A2651  On  the  Banks  of  the  Wabash  Far  Away — Med- 
ley.    Intro.:   (1)  "My  Gal  Sal,"   (2)  'When 
You  and  I  Were  Young,  Maggie," 

Joseph  Green,  Xylophone  10 

A  Bunch  of  Roses, 

George  Hamilton  Green,  Xylophone  10 
GEMS  FROM  CATALOGS  OF  FOREIGN  LANGUAGE 

RECORDS 
E4060  Naval  Cadets  March, 

Bell  Solo  with  Band  Accomp.  10 
Albinos  Polka.  .Xylophone  Solo,  Band  Accomp.  10 
A2660  Oh,  How  She  Could  Spanish. .  .Irving  Kaufman  10 

I  Want  a  Doll  Irving  Kaufman  10 

A2659  Merrily  We'll  Roll  Along  Peerless  Quartet  10 

Everything  Is  Hunky   Dory  Down  in  Honky 

Tonky  Town   Peerless  Quartet  10 

A2658  On  the  Level  You're  a  Little  Devil  (But  I'll 
Soon  Make  an  Angel  Out  of  You), 

Irene  Farber  and  Lewis  James  10 
Any  Old  Time  at  All,  from  "Ziegfeld  Follies 

1918"   Peerless  Quartet  10 

A2662*Mickey   Sterling  Trio  10 

Mickey   Prince's   Orchestra  .10 

A2664  Come  Along  to  Toy  Town,  from  "Everything," 

Peerless  Quartet  10 

The  Monkey-Man   Lewis  James  10 

A2661  Hindustan  Campbell   and  Burr  10 

In  the  Shadow  of  the  Desert  Palm. Sterling  Trio  10 

A2648*Ostrich   Walk— Fox-trot  Guido    Deiro  10 

Jazz  Band  Ball — One-step  Guido  Deiro  10 

A2663  Has  Anybody  Seen  My  Corinne? — Medley  Fox- 
trot. Intro.:  (1)  "Down  on  Bull  Frog's  Isle," 
(2)  "Livery  Stable  Blues," 

Wilbur  Sweatman's  Original  Jazz  Band  10 
Dallas  Blues — Medley  Fox-trot.    Intro.:  (1)  "At 
the  Funny  Page  Ball,"  (2)  "Lovin"  (I  Can't 
Live  Without  It"), 

Wilbur  Sweatman's  Original  Jazz  Band  10 
A6079  On   the  Level   You're  a  Little   Devil — Medley 

Fox-trot   Prince's   Band  12 

What  Yankee  Doodle  Says  He'll  Do,  He'll  Do — 

Medley  One-step   Prince's  Band  12 

DECEMBER  MID-MONTH  LIST  ON  SALE 
DECEMBER  10 
These  are  the  regular  January  records  which  go  on  sale 
December    10   and   will    go   on   sale   again    December  20. 
Watch  vour  supplies  of  these  popular  numbers. 

A2657*Tell  That  to  the  Marines  Al  Jolson  10 

You  Can't  Beat  Us  Arthur  Fields  10 

A2655*A  Little  Birch  Canoe  and  You  Sterling  Trio  10 

Light  Your  Little  Lamp  of  Love  for  Me, 

Campbell  and  Burr  10 
A2652*0  Death,  Where  Is  Thy  Sting? ...  Bert  Williams  10 

When  I  Return   Bert  Williams  10 

A2656  O  How  I  Wish  I  Could  Sleep  (Until  My  Daddy 

Comes  Home)   Henry  Burr  10 

Watch,    Hope   and   Wait,    Little   Girl    (Till  I 

Come  Back  to  You)   Sterling  Trio  10 

A2647*  I  Can  Always  Find  a  Little  Sunshine  in  the 
Y.  M.  C.  A.,  from  "Yip  Yip  Yaphank," 

Peerless  Quartet  10 
Ding  Dong,  from  "Yip  Yip  Yaphank," 

Peerless  Quartet  10 


A6082*Massa's  in  de  Cold,,  Cold  Ground, 

Oscar  Seagle  and  Columbia  Stellar  Quartet 
Old  Folks  at  Home, 

Oscar  Seagle  and  Columbia  Stellar  Quartet 
A6081*My  Belgian  Rose — Medley  Waltz.    Intro.:  "I'm 
Sorry  I  Made  You  Cry" ...  Prince's  Orchestra 

Beautiful    Ohio — Waltz.  Prince's  Orchestra 

A2649*  Russian  Rag  Fox-trot, 

Earl  Fuller's  Rector  Novelty  Orchestra 
Howdy.. Earl  Fuller's  Rector  Novelty  Orchestra 


EDISON  AMBEROL  RECORDS 

ROYAL  PURPLE  RECORD 
5  Mira.  di  acerbe  lagrime — II  Trovatore  (Let  my 
tears   implore   thee),    (Verdi).     Soprano  and 
baritone,  in  Italian,  orch.  accomp., 

Marie  Rappold  and  Taurino  Parvis 
REGULAR  LIST 

3628  Romance  sans  paroles  (Ch.  Davidoff).     Op.  23. 

Violoncello,  orch.  accomp.  ....  .Vladimir  Dubinsky 

3643  Keep  the   Home-Fires  Burning   (Ivor  Novello). 

1st  soprano,   2d   soprano   and  alto,  orch.  ac- 
comp Homestead  Trio 

3629  Barcarole — The  Tales  of  Hoffmann  (Offenbach), 

Creatore  and  His  Band 

3631  God  Be  With  Our  Boys  To-night  (Wilfrid  San- 

derson).   Mixed  voices,  orch.  accomp.. 

Metropolitan  Quartet 

3633  Just  a  Baby's  Prayer  at  Twilight  (M.  K.  Jerome). 

Violin,  pianoforte  by  John  F.  Burkhardt, 

Herbert  Soman 

3632  Soldier  Songs,  No.  1  Chorus  of  Male  Voices 

3625  Mother,  My  Dear  (Bryceson  Treharne).  Tenor, 

orch.  accomp  Ralph  Errolle 

3623  I'm  Waiting  For  You,  Liza  Jane  (Creamer-Lay- 

ton).    Orch.  accomp., 

Arthur  Collins  and  Byron  G.  Harlan 
3622  Oriental — Fox-trot  (Vincent  Rose).    For  dancing, 

Jaudas'  Society  Orchestra 

3626  Garden  of  My   Dreams   (Stamper-Hirsch).  So- 

prano and  tenor,  orch.  accomp.. 

Gladys  Rice,  Vernon  Dalhart  and  Chorus 

3627  Yock-A-Hilo  Town  (Walter  Donaldson).  Tenor, 

orch.  accomp  Vernon  Dalhart 

3634  Mandy — Yip-Yip-Yaphank  (Irving  Berlin).  Tenor 

and  male  voices,  orch.  accomp., 

Billy  Murray  and  Chorus 

3630  If  I'm  Not  at  the  Roll-Call,  Kiss  Mother  "Good- 

Bye"  For  Me  (George  Boyden).    Tenor,  orch. 
accomp  Harvey  Wilson 

3635  When  I  Gets  Out  in  No-Man's  Land  (I  Can't 

Be    Bother'd    With    No    Mule)  (Skidmore- 
Walker).    Negro  song,  orch.  accomp., 

Arthur  Collins 

3624  Just  Blue — -Fox-trot  (Wadsworth-Arden).  Saxo- 

phone- xylophone  and  piano,  for  dancing. 

All  Star  Trio 
3639  Oh!  How  I  Hate  to  Get  Up  in  the  Morning 
(Irving  Berlin).    Baritone,  orch.  accomp., 

Arthur  Fields 

3636  The   Y.    M.    C.    A.— Yip-Yap-Yaphank  (Irving 

Berlin).     Tenor   and    male   voices,    orch.  ac- 
comp George  Wilton  Ballard  and  Chorus 

3641  Tell    That    to    the    Marines  (Schwartz-Jolson). 

Tenor  and  male  voices,  orch.  accomp., 

Billv  Murray  and  Chorus 

3642  I    Ain't    Got    Weary    Yet    (Percy  Wenrich). 

Baritone  and  male  voices,  orch.  accomp., 

Arthur  Fields  and  Chorus 

3446  Kohala  March.    Instrumental  trio... Ford  Hawaiians 

3505  A  Little  Bit  of  Sunshine  (From  Home)  (Han- 
ley).     Tenor  Vernon  Dalhart 

3540  Day  by  Day  the  Manna  Fell  (Gottschalk).  Con- 
tralto Nevada  Van  der  Veer 

2844  Lorna  (Newton).    Tenor  Emory  B.  Randolph 

2860  Recitatif  et  Cavatine,  "Sous  les  pieds  d'une 
femme" — La  Reine  de  Saba  (Gounod).  Basso, 
in  French  T.  Foster  Why 

2996  In  a  Dusty  Caravan  (Gilbert-Lee).  Tenor. 

Walter  Van  Brunt 

3039  Poor  Butterfly— New  York  Hippodrome — "The 
Big  Show"  (Hubbell).  Soprano, 

Elizabeth  Spencer 

3088  Go  Get  'Em— One-step  (Manholz).  For  dan- 
cing Jaudas'  Society  Orchestra 

3096  In  the  Clock  Store — Descriptive  Fantasia  (Orth). 

Sodero's  Band 

3217  I've  Got  the  Sweetest  Girl  in  Maryland  (Don- 
aldson).   Male  voices  Premier  Quartet 

3376  Divertimento — II  Convegno  (Ponchielli) .  Clari- 
nets Antonio  Giammatteo  and  Fred  J.  Brissett 

3451  Silver  Threads  Among  the  Gold  (Danks).  So- 
prano ..Elizabeth  Spencer  and  Chorus 


EDISON  RECREATIONS 


80413 

80414 

80416 

50478 
83077 
82547 

82130 


50484 
50486 

50487 
50488 


Silver  Bay  (Percy  Wenrich).    Mixed  Voices, 

Metropolitan  Quartet 
Sweet  Hawaiian   Moonlight    (Tell   Her  of  My 
Love)    (F.  Henri  Klickmann).     Soprano  and 
Contralto. .  .Gladys  Rice  and  Marion  Evelyn  Cox 
Anchored!  (Michael  Watson).  Baritone, 

Thomas  Chalmers 
Land  of  the  Long  Ago  (Lilian  Ray).  Tenor, 

Charles  Harrison 
Church  in  the  Wildwood   (Dr.  Wm.  S.  Pitts). 

Male  Voices   Apollo  Quartet  of  Boston 

Ninety  and  Nine  (Ira  D.  Sankey).  Contralto, 

Christine  Miller 

Colored  Recruits  Billy  Golden  and  Billy  Heins 

Whistling  Coon  (Sam  Devere), 

Edward  Meeker  and  Empire  Vaudeville  Co. 

Synnove's  Song  (Kjerulf).    Soprano  Anna  Case 

Will  o'  the  Wisp;  and  That's  the  World  in  June 
(Spross).     Soprano   Anna  Case 

Infelice!    e    tuo   credevi    (Unhappy    One!) — Er- 
nani  (Verdi).    Basso,  in  Italian.  .Virgilio  Lazzari 

O  casto  fior  del  mio  sospir — Re  di  Lahore  (Mas- 
senet).   Baritone  in  Italian  Taurino  Parvis 

The   Captive    (Edouard    Lalo),    Until  (Wilfrid 
Sanderson).     Contralto   Caroline  Lazzari 

Two  Roses  (Hallett  Gilberte).  Contralto, 

Caroline  Lazzari 

Cleopatro  Polka  (E.  Demare).  Cornet, 

Bohumir  Kryl 

Egyptia   (Characteristic  Intermezzo)    (J.  S.  Za- 
mecnik)   Peerless  Quartet 

Doughie  the  Baker  (Harry  Lauder) ...  .Glen  Ellison 

Wee  Deoch  and  Doris  (Grafton-Lauder)  .Glen  Ellison 

Nation's  Awakening  March  (Lucien  Denni), 

New  York  Military  Band 

Volunteers  March  (Sousa).New  York  Military  Band 

In  the  Clock  Store — Descriptive  Fantasia  (Chas. 
J.  Orth)   Sodero's  Band 

Nightingale  and  the  Frog  (Eilenberg).  Piccolo 
and  Bassoon, 

Weyert  A.  Moor  and  Benjamin  Kohon 

Rag-a-Minor — One-step   (Julius  Lenzberg), 

Jazzarimba  Orchestra 

Watermelon  Whispers  Fox-trot   (Green).  Xylo- 
phone  George  Hamilton  Green 


PATHE  FRERES  PHONOGRAPH  CO. 

22005*1  Can  Always  Find  a  Little  Sunshine  in  the 
Y.  M.  C.  A.,  from  "Yip  Yip  Yaphank"  (Ber- 
lin)  Invincible  Four 

Ding.  Dong,  from  "Yip  Yip  Yaphank"  (Berlin), 
Invincible  Four 

22006*Come  Along  to  Toy  Town,  from  "Everything," 
N.  Y.  Hippodrome  Show  (Berlin), 

Henry  Burr  and  Chorus 
Where   It's   Peach   Jam  Makin'   Time  (Kendis- 

Brockman-Vincent)   Collins  and  Harlan 

22007*An    Irishman    Was   Made   to   Love    and  Fight 

(Santly)   Arthur  Fields,  Baritone 

I  Ain't  Got  Weary  Yet  (Wenrich), 

Arthur  Fields,  Baritone 
22004*O'h!    How    I   Wish    I    Could    Sleep    Until  My 
Daddy  Comes  Home  (Wendling), 

Harry  McClaskey,  Tenor 
The  Trail  of  the  Lonesome  Pine  (Carroll), 

Harry  McClaskey,  Tenor,  with  Invincible  Four 
29222*Waiting  for  You,  from  "The  Maid  of  the  Moun- 
tains"  (Lieut.  Gitz  Rice).. Lewis  James,Tenor 
Dear  Little  Boy  of  Mine  (Ball), 

Irving  Gillette,  Tenor 
NEW  PATHE  "DE  LUXE"  DANCE  RECORDS 
22008*Kentucky  Dreams   (Henry-Onivas) — Waltz, 

American  Republic  Band 
Mary  (Frey) — Fox-trot. American  Republic  Band 
22009*There's  Life  in  the  Old  Dog  Yet  (Caryll)— Fox- 
trot  American  Republic  Band 

Me-ow  (Kaufman)— One-step, 

American  Republic  Band 
29223*Feist  "Hit  Medley."    Intro.:  (1)  "Everything  Is 
Peaches  Down  in  Georgia,"  (2)  "I'm  Sorry  I 
Made  You  Cry,"   (3)  ?'K-K-Katie,"   (4)  "Mr. 
Zip,  Zip  Zip," — Fox-trot, 

American  Republic  Band 
Fu  (Horward) — One  step, 

American  Republic  Band 
STANDARD  BALLADS  SUNG  IN  ENGLISH 
25021  'Neath  the  Autumn  Moon  (Vanderpool). 

Grace  Hoffman,  Soprano 
The  Madcap  (Marchesi) -Grace  Hoffman,  Soprano 

29224  Daddy   (Behrend)  Helen  Clark,  Contralto 

Fiddle  and  I  (Goodeye), 

Helen  Clark,  Contralto,  Violin  Obligato 
29203 -Sussex  by  the  Sea  (Ward-Higgs). 

Frank  Oldfield,  with  Peerless  Quartet 
Be  British  (Shuttleworth), 

Frank  Oldfield,  Baritone 
22003  Mother,  My  Dear  (Treharne), 

William  Simmons,  Baritone 
Love  Me  or  Not  (Secchi), 

William  Simmons,  Baritone 

22010  Sweet  and  Low  (Barnby), 

Big  City  Four,  Unaccomp. 

Rose  Marie  (Molloy)  Lewis  James.  Tenor 

NEW  BAND  AND  ORCHESTRA  RECORDS 
40143  Finlandia,  Part  I  (Sibelius), 

Tone  Poem,  Pathe  Military  Band  12 
Finlandia,  Part  II  (Sibelius), 

Tone  Poem,  Pathe  Military  Band 

22013  Anvil  Polka   (Parlow),  with  Anvil  Effects, 

American  Regimental  Band 
The  Whistler  and  His  Dog  (Pryor),  with  Whis- 
tling Effects   American  Regimental  Band 

22014  Flags  of  Freedom  (Sousa) — March, 

American  Regimental  Band 
Solid  Men  to  the  Front  (Sousa) — March, 

American  Regimental  Band 

22015  Valse  Mai  (Godin)— Waltz, 

Imperial  Symphony  Orchestra 
Valse  d'Avril  (Godin) — Waltz, 

Imperial  Symphony  Orchestra 
NEW  INSTRUMENTAL  NOVELTIES 
59063  Fruhlingsrauschen  (Voices  of  Spring)  (Sinding) 

— Piano  Solo.....  Rudolph  Ganz 

5th  Mazurka  in  A  (Godard) — Piano  Solo, 

Rudolph  Ganz 

22011  Forsaken   (Fitzhugh  from  "Koschat"), 

Haydn  Brass  Quartet 
Hungarian   Selections — "Medley," 

Ernest  Hussar's  String  Sextet 
25019  Polichinelle  (Kreisler)  "Serenade"— Violin  Solo, 
Emily  Gresser,  Piano  Accomp. 
Mazurka  in  A  Minor  (Chopin-Kreisler) — Violin 
Solo   Emily  Gresser,  Piano  Accomp. 

22012  The  Nightingale  (Boccaccio) — Ocarina  Solo, 

Jose  Valdean,  Piano  Accomp. 
The  Turtle  Dove  (Demare) — Ocarina  Solo, 

Jose  Valdean,  Piano  Accomp. 
NEW  OPERATIC  VOCAL  RECORDS 
27509  II    Trovatore    (Verdi),    "Home   to    Our  Moun- 
tains," Kathleen  Howard,  Contralto,  and 

Paul  Althouse,  Tenor 
Faust  (Gounod),  "When  All  Was  Young," 

Kathleen  Howard,  Contralto 
54022  La  Traviata  (Verdi),  "Addio  del  passato"  (Fare- 
well to  the  Bright  Visions) — In  Italian, 

Claudia  Muzio,  Soprano 
54014  Manon  (Massenet),  "Le  Reve,"  (The  Dream)  — 

In  French  Lucien  Muratore,  Tenor 

54005  Carmen    (Bizet),   "Air   de   la   Fleur"  (Flower 
Song) — In  French. .  .Lucien  Muratore,  Tenor 
*  All  records  in  this  list  marked  with  a  star  (*)  are  for 
immediate  release. 


10 
10 


10 
10 
10 
10 

10 
10 
12 
12 


10 
10 


10 
10 


12 
12 


10 
10 
12 

12 

12 

12 

10 

10 

10 

10 


12 
10 
10 
10 
10 
10 
10 

12 
12 
10 
10 
10 
10 
10 
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12 


15003 

8531 

11010 
8532 
11011 

8533 
8534 

11012 
8553 


STARR  PIANO  CO. 

ART  TONE  RECORDS 
Famous  Variations   (Proch).  _  Sung  in  Italian, 
col.  sop.,  accomp.  by  Floridia's  Concert  Orch., 

Mme.  Nadina  Legat 
Swiss  Echo  Song  (Echert).     Sung  in  French, 
col.  sop.,  accomp.  by  Floridia's  Concert  Orch., 

Mme.  Nadina  Legat 
Those  Songs  My  Mother  Used  to  Sing  (H.  Wake- 
field Smith).    Tenor  with  orch.  accomp., 

Harry  McClaskey 
The  Sweetest  Story  Ever  Told  (R.  M.  Stults). 

Soprano  with  orch.  accomp  Tonika  Frese 

Aloha  Oe  (Farewell  to  Thee).    Cornet  solo,  ac- 
comp. by  Dante's  Concert  Band.Pietro  Capodiferro 
Coronation  March  (G.  Meyerbeer). 

Dante's  Concert  Band,  Dante  himself  conducting 
Cohen    Telephones   the   Gas   Company.  Comic 

monologue  Geo.  Thompson 

Cohen  in  a  Restaurant.    Comic  monologue, 

Geo.  Thompson 
Berceuse  from  "Jocelyn"  (Hoffman).  Violinist- 
Gaaragusi,  Piano-Longo,  Flute-Laucella, 

Gennett  Trio 
Tales    of    Hoffman — Intermezzo    Elegante  (Les 
Contes  D'Hoffman)   (J.  Offenbach) ..  Gennett  Trio 

Wee  Wee,  Marie  Arthur  Hall 

I  Ain't  Got  Weary  Yet  Arthur  Fields 

The  Rose  of  No  Man's  Land  Henry  Burr 

Oh!  How  I  Wish  I  Could  Sleep  Until  My  Daddy 

Comes  Home  Henry  Burr 

Some  Lonesome  Night  Medley — Fox-trot  Med- 
ley Codey's  Band 

When  You  Come  Back  Medley — One-step  Med- 
ley Gennett  Band 

Everything  Is  Peaches  Down  In  Georgia  (Ager 

and  Meyer)  Conklin's  Novelty  Orchestra 

Motor  Boat  One-step.     (Conducted  by  the  com- 
poser) Italian  Dance  Orchestra 

(Continued  on  page  118) 


118 


THE    TALKING    MACHINE  WORLD 


December  15;  1918 


RECORD  BULLETINS  FOR  JANUARY 

(Continued  from  page  113) 

N.  Y.  RECORDING  LABORATORIES 

LATE  POPULAR  SONGS 

3007S  A  Khaki  Lad — Baritone  Solo  Royal  Dadmun 

Ring  Uut,  Liberty  Bell — Baritone  Solo. Royal  Dadmun 

30081  The  Rose  of  No  Man's  Land — Tenor  Solo, 

Henry  Burr 

A  Little  Birch  Canoe  and  You — Vocal, 

Sterling  Trio 
A  WONDERFUL  DANCE  RECORD 

30082  I'm  Sorry  I  Made  You  Cry — Medley  Waltz.  In- 

tro. My  Belgian  Rose  W.  Roger's  Band 

Cocoanut  Grove — Fox-trot, 

Blondell  Saxophone  Ouartet 
TWO'  NEW  WHISTLING  SOLOS  BY  MISS  FAGAN 
30080  Blue  Bird  Waltz — Whistling  Solo.  orch.  accomp., 

Sibyl  Sanderson  Fagan 
The  Boy  and  the  Birds — Whistling  Solo.,  orch. 

accomp  Sibyl  Sanderson  Fagan 

PIANO,  .XYLOPHONE,  VIOLIN  AND  TRIO  RECORDS 
30079  Prelude  (Rachmaninoff)— Piano  Solo, 

Beryl  Rubenstein 
Kamennoi   (Ostrow-Mendelsohn) — Piano  Solo, 

Beryl  Rubenstein 
30084  My  O'ld  Kentucky  Home— Violin  Solo, 

Samuel  Gardner 
Believe    Me    If    All    Those    Endearing  Young 
Charms — Violin,  'Cello  and  Piano. 

Gondolier  Trio 

300S3  The  Rosary— Violin,  'Cello  and  Piano  Thiele  Trio 

Ave  Maria — Xylophone  Solo.. George  Hamilton  Green 

EMERSON  PHONOGRAPH  CO. 

The  New  Large-Size  Gold  Seal  Records 
PATRIOTIC  AND  POPULAR  HITS  OF  THE  DAY 

9103  The  Rose  of  No  Man's  Land  (Caddigan-Bren- 

nan).    Tenor  duet,  orch.  accomp., 

George  Gordon  and  Robert  Bruce 
Some    Day    Waiting    Will    End  (Wodehouse- 
Caryll).     Tenor  solo,  orch.  accomp ...  Henry  Burr 
9102  I'm   Glad   I   Can   Make   You   Cry  (McCarron- 
Morgan).     Tenor  Solo,  orch.  accomp., 

George  Gordon 
The    Pickaninnies'    Paradise    (Ehrlich-Usborne) . 
Baritone  and      tenor  duet,  orch.  accomp., 

Jack  and  Phil  Kaufman 

9109  Till   We   Meet  Again    (Egan-Whiting) .  Tenor 

duet,  orch.  accomp  Burr  and  Campbell 

A  Little  Birch  Canoe  and  You  (Callahan-Rob- 
erts).    Vocal  Trio,  orch.  accomp. ...  Sterling  Trio 

995  Tell    That    to    the    Marines    (Schwartz-Jolson) . 

Baritone  solo,  orch.  accomp  Irving  Kaufman 

Why  Do  They  Call  Them  Babies  When  They 
Mean  Grown-Up  Ladies?  (Harriman-Egan.). 
Contralto  solo,  orch.  accomp  Edith  King 

9110  Oh!    Susie,    Behave    (Rose-Olman).  Character 

song,  orch.  accomp  Eddie  Nelson 

I  Love  Her  .and  She  Loves  Me  (Rose-Glogau). 
Character  song,  orch.  accomp  Eddie  Nelson 

996  I    Ain't    Got    Weary    Yet  (Johnson-Wenrich). 

Baritone  solo,  orch.  accomp  Arthur  Fields 

Belinda   Open   Up   Your  Window  (McCarron- 
■  Morgan).    Character  song,  orch.  accomp., 

Irving  Kaufman 

997  Oh!    How   I   Wish   I    Could   Sleep   Until  My 

Daddy  Comes  Home  (Lewis-Young-Wendling). 

Patriotic  ballad,  orch.  accomp  Henry  Burr 

Watch,  Hope  and  Wait,  Little  Girl,  Till  I  Come 
Back  to  You  (Brown-Clayton).  Vocal  duet, 
orch.  accomp. ..  .George  Gordon  and  Robert  Bruce 

9104  When  Tony  Goes  Over  the  Top  (Marr-Frisch- 

Fletcher).    Character  song,  orch.  accomp., 

Arthur  Collins 
He's    Well    Worth    Waiting   For  (Kilgour-Von 
Tilzer).    Baritone  solo,  orch.  accomp. .  Greek  Evans 

998  Don't  You  Remember  the  Day?    (Cliff.  Hess). 

Baritone  solo,  orch.  accomp  Eddie  Nelson 

My  Friends,  Morris  and  Max  (Halman-Leslie- 
Ruby).    Character  song,  orch.  accomp., 

George  Thompson 

9105  Everything    Is   Hunky    Dory    Down    in  Honky 

Tonky     Town      (McCarthy-Tierney).  Vocal 

duet,  orch.  accomp  Collins  and  Harlan 

Coming   Through    the    Rhine  (Fields-Donovan). 

OFFER  SALES  HELPS  FOR  DEALERS 


9106 


Baritone  solo,  orch.  accomp  Arthur  Fields 

999  Departure  of  American  Troops  for  France  (Fred 
Hager).     Descriptive   Vocal    Quartet,  accomp. 
by  Emerson  Military  Band ..  Peerless  Male  Quartet 
Arrival   of   American   Troops   in   France  (Fred 
Hager).     Descriptive   Vocal   Quartet,  accomp. 
by  Emerson  Military  Band .. Peerless  Male  Quartet 
Trinity  Chimes  Auld  Lang  Syne.. Chimes  and~Organ 
Trinity   Chimes   Come   All   Y'e  Faithful  (Adeste 

Fideles)   Chimes  and  Organ 

LATEST   DANCE  RECORDS 

9100  Mary    (Stoddard-Frey) — Fox-trot, 

Emerson  Military  Band 
I  Want  a  Doll  Medley  (Von  Tilzer) — One-step, 

Emerson  Military  Band 

9107  Russian    Rag    (Geo.    L.    Cobb)    ("Prelude"  by 

Kachmaninoft^ — one-step .. Emerson   Military  Band 
Devil's  Dance   (Eugene  Ratzmann) — Fox-trot, 

Emerson  Military  Band 
STANDARD  SELECTIONS 

9108  I  Love  You  Truly  (Carrie  Jacobs-Bond).  Con- 

tralto solo,  accomp.  by  piano  and  violin, 

Alice  Louise  Mertens 
Goodbye,  Sweet  Day  (Kate  Vannah).  Contralto 
solo,   accomp.   by   piano  and  violin, 

Alice  Louise  Mertens 

9101  Polish  Dance  No.  1   (A.  Schwarwonka), 

Emerson  Military  Band 
Bolero  Spanish  Dance  (Moszkowski), 

Emerson  Military  Band 


EMERSON  PHONOGRAPH  CO. 

The  New  Seven-Inch  Records 
PATRIOTIC  AiND  POPULAR  HITS  OF  THE  DAY 

7429  Till    We   Meet   Again    (Egan-Whiting).  Tenor 

duet,  orch.  accomp  Rice  and  Rhodes 

Silver  Threads  Among  the  Gold  (H.  P.  Danks). 
Vocal   quartet   Liberty  Quarte' 

7430  I'm   Glad   I    Can   Make    You    Cry  (McCarron- 

Morgan).     Tenor  solo,  orch.  accomp., 

_ieorge  Gordon 
Oh  Death,  Where  Is  Thy  Sting?   (Clarence  A. 
Stout).    Baritone  solo,  orch.  accomp., 

Ernest  Hare 

7431  The  Rose  of  No  Man's  Land  (Caddigan-Bren- 

nan).    Tenor  duet,  orch.  accomp. .Gordon  &  Bruce 
Tell  Me  Why  You  Went  Away   (Edna  Alexan- 
der).   Baritone  solo,  orch.  accomp. .  George  Beaver 

7432  I    Ain't    Got    Weary    Yet  (Johnson-Wenrich). 

Character  song,  orch.  accomp  D.  Bud  Bernie 

E\erything  Is  Hunky  Dory  Down  in  Honky 
Tonky  Town  (McCarthy-Tierney).  Character 
song,  orch.  accomp  Collins  and  Harlan 

7433  A  Little  Birch   Canoe  and  You  (Callahan-Rob- 

erts).    Vocal  trio,  orch.  accomp  Sterling  Trio 

Some  Day  Waiting  Will  End  (Wodehouse- 
Caryll).    Tenor  solo,  orch.  accomp.  ..  .Robert  Rice 

7434  Watch,  Hope  and  Wait,  Little  Girl,  Till  I  Come 

Back  to   You   (Brown-Clayton).     Tenor  duet, 

orch.  accomp.   Gordon  and  Bruce 

He's  Well  Worth  Waiting  for  (Kilgour-Von 
Tilzer).    Baritone  solo,  orch.  accomp. . Harry  Evans 

7435  Oh!    Susie,    Behave    (Rose-Olman).  Character 

song,  orch.  acoomp  Eddie  Nelson 

Why  Do  They  Call  Them  Babies  When  They 
Mean  Grown-Up  Ladies?  (Harriman-Egan). 
Contralto  solo,  orch.  accomp  Edith  King 

7436  I  Love  Her  and  She  Loves  Me  (Rose-Glogau). 

Character  song,  orch.  accomp  Eddie  Nelson 

Belinda,  Open  Up  Your  Window  (McCarron-Mor- 
gan).    Character  song,  orch.  accomp. George  Beaver 

7437  Coming   Through   the    Rhine  (Fields-Donovan). 

Baritone  solo,  orch.  accomp  D.  Bud  Bernie 

We'll  Put  the  Kibosh  on  the  High  Boche 
(Brooks-Hill).    Baritone  solo,  orch.  accomp., 

Harry  Evans 

DANCE  SELECTIONS 

7438  I  Want  a  Doll  Medley   (Von  Tilzer) — One-step, 

Emerson  Military  Band 
Devil's  Dance  (Eugene  Ratzmann)— Fox-trot, 

Emerson  Military  Band 

7439  Arabian      Nights      (David-Hewitt)  — Intermezzo 

One-step   Emerson   Military  Band 

Parisan    Rag    (Branan-Lange) — Fox-trot, 

Emerson  Military  Band 

7440  Flags  of  Freedom  (Lieut.  John  Philip  Sousa)  — 

March   Emerson   Military  Band 

Skip-a-Long  Blues  (W.  T.  Carroll) — Fox-trot, 

Emerson  Military  Band 

OPEN  TALKER  DEPARTMENT 


A  Feature  of  Paramount  Record  Service  That 
Appeals  to  the  Retailer 


Dealers  in  Paramount 
that  the  handling  of 
this  line  is  made  much 
easier  for  them  through 
the  co-operation  of  the 
New  York  recording 
laboratories  in  provid- 
ing dealers'  sales  helps, 
the  advertising  depart- 
ment being  steadily  at 
work  in  devising  new 
means  of  setting  forth 
the  attractive  features 
of  their  records  and 
helping  the  dealer  keep 
his  name  and  his  prod- 
uct before  the  public. 
These  new  sales  helps 
include  a  special  set  of 
four  movie  slides  in 
striking  design  in  Para- 
mount green  and  black. 
The  slides  are  carefully 
designed  to  show  up 
well  on  the  screen,  and 
on  each  one  is  left 
space  for  the  insertion 
of  the  dealer's  name. 
They  are  furnished  the 
dealers  without  charge. 


records   are  rinding 


J.  W.  Lawrence  &  Sons,  Winchester,  Ky.,  have 
recently  opened  a  new  talking  machine  depart- 
ment, handling  Claxtonola  .phonographs  and 
Emerson  records. 


MoonlighiWallz 

M  NewManmba 

  ;  _rV(  ;'§l       Record  of- 

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DUTEIBU'TED  THROUGH 


Alohaland 

•Js^sL^J    YouWi'lWant  IcPosscSS 

Paramount  Record  9 

"Have  Vou  £*eeivr>a  Our- Latest*  Supplement? 


Paramount  Records 


December  Records  Now  Ready 

Get  These  Two  Now 

39074  lfr'&„  J::::::;; tzz 8s 

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3007K    When  You  Com.-  Back,  ami  Yoo  SB 
Will  Com.:  B.-w  k  H.o.yBu.i 


|     Dealer's  Name      |  ^^ealer^a^ame^J 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 


Distributors 


Atlanta,  Gs„  Columbia  Grapbophone  Co.,  63  N 
Pryor  St. 

Baltimore,  Md.,  Columbia  Grapbophone  Co.,  16 
South  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  137  Federal 
St. 

Buffalo,  N.  Y„  Columbia  Graphophone  Co..  737 
Main  St. 

Chicago,  111.,  Columbia  Graphophone  Co.,  14  N 
Michigan  Are. 

Cincinnati,  O.,  Columbia  Graphophone  Co..  427- 
429  W.  Fourth  Ave. 

Cleveland,  O.,  Columbia  Graphophone  Co.,  1378 
Euclid  Ave. 

Dallas,  Tex.,  Columbia  Graphophone  Co.,  1011 
Elm  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Place. 

Detroit,  Mich.,  Columbia  Grapbophone  Co.,  401 

Woodward  Ave. 
Indianapolis.  Ind.,  Columbia  Graphophone  Co. 

207-217  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co. 

1027  McGee  St. 

Los  Angeles,  Cal.,  Columbia  Graphophone  Co., 
745  S.  Broadway. 

Minneapolis,  Minn.,  Columbia  Graphophone  Co.. 

412-414  Nicollet  Ave. 
New  Haven,  Conn.,  Columbia  Grapbophone  Co.. 

206  Meadow  St. 

New  Orleans,  La.,  Columbia  Graphophone  Co.. 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 

Omaha,  Neb.,  Schmoller  &  Mueller  Piano  Co. 
Philadelphia,  Pa.,  Columbia  Graphophone  Co., 

210  N.  Broad  St. 
Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 

Portland,  Me.,  Columbia  Graphophone  Co.,  4S 

Exchange  St. 
Portland,  Ore.,  Columbia  Graphophone  Co..  42*- 

431  Washington  St. 
Salt   Lake   City,   Utah,   Columbia   Stores  Co.. 

221  South  West  Temple. 
San  Francisco,  Cal.,  Columbia  Graphophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 
Spokane,    Wash.,    Columbia    Stores    Co.,  818 

Sprague  Ave. 
St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 

Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columbia    Graphophone    Co.,   54-S6  Wellington 
St.,  West,  Toronto,  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


CARRYING  ON  BIG  CAMPAIGN 


H.  R.  Eisenbrandt  Sons,.  Inc.,  Victor  whole- 
salers and  retailers,  Baltimore,  Md.,  are  carry- 
ing on  a  strong  campaign  particularly  through 
the  medium  of  window  displays,  featuring  the 
use  of  Victrolas  and  Victor  records  for  educa- 
tional purposes. 


ATTRACT  AUDIENCE  OF  3,000 

An  Edison  tone  test  in  Infantry  Hall,  Provi- 
dence, R.  I.,  recently  attracted  an  audience  of 
over  2,000  people.  The  tone  test  was  under  the 
auspices  of  the  J.  A.  Foster  Co.,  local  Edison 
dealers. 


How  Dealers  Are  Helped  to  Sell  Paramount  Records 


Jos.  M.  Mann,  head  of  the  Mann  Piano  Co., 
Baltimore,  is  emphasizing  in  his  Victor  and 
Sonora  advertising  the  great  part  played  by 
music  in  the  winning  of  the  war,  and  is  get- 
ting results  thereby. 


December  15,  1918 


THE    TALKING    MACHINE  WORLD 


Some  Leading  Jobbers  of  Talking  Machines  in  America 


1856 


1916 


VICTOR 

DISTR  I  BUTORS 

VICTORS  EXCLUSIVELY 

We  make  a  specialty  of  getting  the  trdtr 
out  on  time — every  time. 

The  Rudolph  Wurlitzer  Co. 

CINCINNATI  AND  CHICAGO 

Tuoo  points  of  supply;  order  from  the  nearer 


YAHR  &  LANGE  DRUG  CO. 

MILWAUKEE,  WIS. 

Wholesale  Distributors  for 

STM£  INSTRUMENT  OF  QUALITY 
CLEAR   AS  A   BELL  C 

in  Wisconsin 
and  Upper  Michigan 


Smith.  Kline  &  French  Co. 

PHILADELPHIA 
Wholesale  Distributors  for 


m  THE  INSTRUMENT  Of  QUALITY 


t^fs\^r     CLEAR    AS   A  SELL 

In  PENNSYLVANIA,  NEW  JERSEY 
and  DELAWARE 


C.  L.  Marshall  &  Co. 

Wholesale  Distributors 
for  Michigan 


y^j.  THE  INSTRUMENT  Of  QUALITY 


^JsWJr     CLEAR   AS  A  BELL 

The  Ohio  Sales  Company,  Inc. 
Wholesale  Distributors 
for  Ohio 

810-1 HEMP1RE  BLDG..  DETROIT,  MICH. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET.  WASHINGTON,  D.  C. 
231  N.  HOWARD  STREET.  BALTIMORE,  MD 


W.  J.  DYER  &  BRO. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


Hillman  &  Son  Phonograph  Co. 

Wheeling,  West  Virginia 

Exclusive  Wholesale  Distributors  for  West 
Virginia  and  Virginia 

^SW—  tm  INSTRUMENT  OF  QUALITY 

<gonor. 

^fsT^T     CLEAR  AS  A  gseiLL 

I All  models  shipped  promptly  from  our  large 
warehouse,  1126  Main  Street 
Diamond  Needles  and  Sapphire  Needles  for  Sale 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


S  T  A  R  R  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
218-220  NORTH  SECOND  STREET,  RICHMOND.  VIRGINIA 
Write  for  Dealers'  Proposition 


Stre  vel  1-Paterson  Hdw.  Co. 

Wholesale  Distributors 
— — -  —  for 

Utah,  Idaho,  Colorado,  Wyoming 
and  New  Mexico 

STHf.  INSTRUMENT  OF  QUALITY 
onor 


CLEAR   AS  A  SELL 

Complete  Stock  on  Hand  at  All  Times 
SALT  LAKE  CITY  UTAH 


Southern  Victor  Dealers 

Largest  Stock  VICTROLAS  and  RECORDS. 
Prempt  Shipment  and  Low  Freight  Rates. 

WALTER  D.  MOSES  &  CO. 

Oldest  Music  House       Virginia  or  North  CtroUnt. 

RICHMOND,  VA. 


OLIVER 
DITSON 
COMPANY 

BOSTON 


Largest  VICTOR  Talking 
Machine  Distributors  East  of 
Chicago.  _____ 

Creator*  of  44  The  Fastest  Victor 
Serrice."  Let  at  tell  job  mors 
about  oar  *errice. 


Sherman  |pay&  Co. 

San  Francisco,  Los  Angeles,  Portland,  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  Electric  Supply  SEquipment  Co. 

Exclusive  Wholesale  Distributors  for 
Southern  New  England 

STKI  IMSTRUMIMT  Of  QUALITY 
CLEAR   AS  A   BELL  C 

Complete  stocks  carried  in  Boston  and  Hartford 

Little  Bldg.  103AlIynSt. 
BOSTON,  MASS.         HARTFORD,  CONN. 


The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


Have  You  Noted  the  Growth  of 
This  Department? 

Special  Rates  for  Jobbers'  Direc- 
tory on  Application 

During  tlie  past  six  months  this  Jobbers' 
Directory  has  grown  steadily  in  importance. 
It  affords  progressive  jobbers  an  opportunity 
to  keep  their  named  before  the  dealers  con- 
sistently and  regularly,  and  provides  repre- 
sentation in  the  Jobbers'  Directory  of  the 
publication  which  is  the  recognized  authority 
of  the  industry. 

Join  the  progressive  Jobbers  on  this  page 
nest  month. 


ROUNTREE-CHERRY 

RICHMOND  VIRGINIA 

Wholesale  Distributor*  for 


StHt  INSTRUMENT  Of  QUALITY 
mttm 
CLCAR   A*  A  0CUL  QZ 


above  all  rausr  be  satisfied! 

IN  NORTH  AND  SOUTH  CAROLINA 


Victor  JExclusively 

EASTERN  TALKING  MACHINE  CO. 

177  Tremont  Street,  Boston 

VICTOR  DISTRIBUTORS  I 


The  New  Edison 


A  Master  Product 

of 

A  Master  Mind 


JOPBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS, 
THE  NEW  EDISON  DIAMOND  AMBEROLA  AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angeles — Edison  Phonographs,  Ltd. 
San  Francisco — Edison  Phonographs, 
Ltd. 


Denver- 


COLORADO 
-Denver  Dry  Goods  Co. 


CONNECTICUT 
New    Haven — Pardee-EHenberger  Co., 
Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago — The  Phonograph  Co, 

James  I.  Lyons.    (Amberola  only.) 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Dr.-s  Moines— Harger  &  Blish. 
Sioux  City — Harger  &  Pltsh. 


LOUISIANA 
New  Orleans — Diamond  Music  Co.,  Inc. 

MASSACHUSETTS 
Boston— Pardee-EHenberger  Co. 

MICHIGAN 
Detroit — Phonograph    Co.,    of  Detroit. 

MINNESOTA 
Minneapolis— Laurence  H.  Lucker. 

MISSOURI 
Kansas  City — The  Phonograph   Co,  of 

Kansas  City. 
St.  Louis— Silverstone  Music  Co.  - 

MONTANA 
Helena — Montana  Phonograph  Co. 

NEBRASKA 
Omaha— Shultz  Bros. 

NEW  JERSEY 
Paterson — James  K.  O'Dea  (Amberola 
only). 

NEW  YORK 
Albany — American  Phonograph  Co. 


New  York — The  Phonograph  Corp.  of 

Manhattan. 
Syracuse — Frank  E.  Bolway  &  Son,  Inc. 

W.    D.    Andrews    Co.  (Amberola 

only.) 

Buffalo— W.  D.  &  C.  N.  Andrews  Co. 
(Amberola  only.) 

OHIO 

Cincinnati — The  Phonograph  Co. 
Cleveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs,  Ltd. 

PENNSYLVANIA 
Philadelphia — Girard  Phonograph  Co. 
Pittsburgh — Buehn  Phonograph  Co. 
Wiiliamsport — W.  A  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co.  (Amberola 
only.) 

TEXAS 

Dallas  —  Texas-Oklahoma  Phonograph 

Co. 


UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 

VIRGINIA 
Richmond— The  C  B.  Haynes  Co.,  Inc. 

WISCONSIN 
Milwaukee — The    Phonograph    Co.  of 
Milwaukee. 

CANADA 

Montreal— R.  S.  Williams  &  Sons  Co., 
Ltd. 

St  John— W.  H.  Thome  &  Co.,  Ltd. 
Toronto— R.  S.  Williams  4  Sons  Co., 
Ltd. 

Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R.  S.  Williams  &  Son*  Co., 
Ltd. 

Calgary— R.  S.  Williams  &  Sons  Co., 

Ltd. 


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